Watch the full panel discussion here.

Panellists (from left to right): Peter Pienaar: General Manager, Business Development, Southern Sun; Tony Forbes: Business Development Executive, Beekman Group and iExchange; Karen Halvorsen: Co-owner,  Cape Escape (rental); Nicky McCulloch: Co-owner, Cape Escape (resales); Peter Edmondson: Managing Member, TravTrust Investments (sales for Dream Vacation Club) and Jonathan Kilroe-Smith (Group CEO for Club Mykonos Langebaan) who moderated the session.

LEVERAGING SHORT-TERM RENTALS TO DRIVE SALES

The panel delved into the strategic role of rentals as a gateway to timeshare ownership, demonstrating how rentals and sales can effectively complement one another.

Karen Halvorsen (Co-Owner of Cape Escape Rentals) explained the symbiotic relationship between the two:

“Rentals and sales go hand in hand. The rental-to-sales conversion ratio is all about how many rentals translate into timeshare or points sales. These two products aren’t competing—they complement each other. Often, someone rents a week to experience the resort, and if they enjoy it, they come back to purchase.”

She shared an interesting observation on how former owners often stay connected to the timeshare lifestyle through rentals:

“Interestingly, the process works both ways. We’ve seen people sell their timeshare but return for occasional rentals because they enjoy the flexibility. Midweek getaways, affordability, and trusted resort quality keep them coming back. This demonstrates that even if someone no longer owns a timeshare, the appeal of the lifestyle endures.”

She emphasised the unique appeal of the timeshare model and highlighted the effectiveness of mini-vacations in attracting potential buyers:

“Whether someone owns points, a fixed week, or simply rents, they value the holiday experience within the trusted timeshare framework. It’s a distinctive getaway that resonates, regardless of how they access it. The introduction of ‘mini-vacs’, widely used by clubs, is an ingenious way to target off-peak inventory that might otherwise remain unused. They help cover levy costs and provide an opportunity to introduce potential buyers to the resort experience.”

While the model requires upfront investment in sales efforts, the panel felt it is a proven way to boost occupancy, support levy recovery, and generate sales during slower periods.