estination Resorts Hawaii (DRH), the
condominium and vacation rental management company that operates
350 units in six separate villages in western Maui's Wailea and
Makena area, is negotiating the management of an additional 98
units being built between the Grand Wailea and the Outrigger
properties.
The units, called the Wailea Beach Villas, will boast an average
sale price of $2.6 million and rent for $200 to $1,200 per
night.
DRH executive vice president Maynard Torchiana said the image of
the Wailea resorts has contributed to a leap in home and condo
values in the area and a rise in hotel room rates.
None of this surprises Torchiana. "Our majority demographic is
between 45 and 55 years old and has children. These people want all
the luxuries of a Fairmont or Ritz-Carlton hotel with the perks of
a private condominium. Luckily, we are able to provide them with
both those things," he said.
Operating out of a storefront office in the Shops at Wailea, DRH
offers top-of-the-line concierge service to all guests.
Meals can be catered to individual units, and pre-arranged
shopping ensures that refrigerators and pantries are stocked with
guests' favorite foods, snacks and breakfast items.
Trends
Torchiana's high-end clients, consistent with current travel
trends, are booking closer to departure date than ever before.
Torchiana said 15% of business is booked 30 days or fewer before
arrival; the previous norm was less than 5%. He said it makes trend
predictions difficult, and he blames the airlines: "People find
that the longer you wait, the cheaper the flight will be."
As for online booking, Torchiana called it "a double-edged
sword."
"It has led to more research and an educated consumer, but it
also has paved the way for too much variation in pricing on similar
inventory."
Torchiana said DRH tends to release the more remote
off-the-beach and golf properties to Orbitz or Expedia when it has
to, but not the beachfront units.
"It makes sense to have them remain unfilled and available to
our high-end clients than to cut the rates and fill them," he
said.
That decision should warm the hearts of agents.
"We want to keep the travel agent in business," Torchiana said,
adding that he deals mostly with tour operators and top agents but
has been marketing smaller agencies, as well.
"We are constantly adding incentive programs in addition to
commissions," he said.
Resorts, rates and activities
DRH's villages are the Wailea Ekolu Village, Wailea Grand
Champions Villas, the Wailea Ekahi Village, the Wailea Elua
Village, the Polo Beach Club and the Makena Surf.
The Makena Surf and Elua Village are the higher-end properties.
Both have five-night minimums. Makena's nightly rates range from a
two-bedroom oceanfront for $545 to a three-bedroom deluxe unit for
$800.
Nightly rates at the Elua Village start at $250 for a
one-bedroom unit and top out at $840 for a three-bedroom
oceanfront.
The other properties have three-night minimums. The least
expensive, the Ekahi, rents studios for $190 per night.
Commission is 10%.
Add-on packages for 2004 that were built with travel agents in
mind include the Hana Cave-Quest Adventure, which entails a
limo-van tour to Hana and a hike down-under in the Ka'eleku Cavern;
a gourmet beachside lunch; and a kayak adventure and snorkel
experience.
The Paniolo Journey of Discovery features a limo-van tour of
Haleakala Crater and Maui's upcountry; a 90-minute horseback ride
at Thompson Ranch in Kula; lunch and shopping in Makawao; and a
snorkel beach kit for one person (includes a snorkel set, beach
mat, cooler and snorkel map).
Prices are $250 per person. For more information on these
packages, e-mail [email protected].
DRH is managed by Denver-based Destination Hotels & Resorts.
Agents can access Destination Hotels & Resorts properties on
the GDS via the company's chain code DN or at www.destinationhotels.com.
To contact the reporter who wrote this story, send e-mail to
[email protected] .