Direct Sales Dip to Lowest Point in 19 Months

Disney Vacation Club's direct sales for July 2018 were down nearly 30% from its 6 month average and 20% year-over-year. 

Copper Creek Villas & Cabins

In July 2018, 143,780 Disney Vacation Club points were sold for the 10 timeshare resorts located at Walt Disney World. This is the lowest monthly point total since December 2016, when only 124,736 points were sold. It also represents a 29.8% decline compared to the 204,845 points that direct sales have averaged during the first six months of 2018 and a 20% drop from the 177,759 points sold in July 2017.

Does July’s sales data portend a continuing drop in DVC sales in the near future? Probably not. DVC point sales tend to fluctuate greatly from month to month. When looking at the month-to-month sales data over the last eight years, direct sales have increased or decreased over 20% in 40 of the 96 months. Thus, it is important to look at sales data over an extended period.

Disney Vacation Club Direct Sales - July 2018

Even though July 2018 was a low point, sales for the 2018 calendar year are still ahead of the comparable period for 2017. Disney has sold 1,372,852 points in 2018, a 2.2% increase over the first seven months of 2017 when 1,342,788 points were sold.

Copper Creek Villas & Cabins at Disney’s Wilderness Lodge — In June 2018, 113,540 DVC points were sold for Copper Creek. The resort has now sold 1,500,913 points, which is 45.2% of its 3.321,966 total points.

This marks the seventh consecutive month that Copper Creek has reached the 100,000-point plateau. Disney’s Polynesian Villas & Bungalows had a streak nine consecutive months when it sold over 100,000 points.

Since the start of 2018, Copper Creek is averaging over 141,000 a month in sales.  Maintining this pace would result in the resort being sold out in July or August 2019. Even if future sales slow to about 100,000 points a month, Copper Creek would still sell out by January 2020.

With sales so strong for Copper Creek, Disney made another declaration for the resort on July 12, adding 17 more vacation homes to the DVC inventory that members can book using points. Disney has now declared 111 of Copper Creek’s 184 vacation homes. In terms of points, this latest declaration is the equivalent of 286,295 DVC points. The DVC inventory now accounts for 2,209,010 points, or 66.50% of Copper Creek’s total points.

The sales data includes all 10 DVC resorts at Walt Disney World, as well as Disney's Vero Beach Resort, Disney's Hilton Head Island Resort, and Aulani, Disney Vacation Club Villas. Point sales data is not available for the Villas at Disney's Grand Californian Hotel. The data is compiled from deeds filed by Disney Vacation Development and recorded with the Orange County (FL) Comptroller, the Indian River County (FL) Clerk of Court, and the Beaufort County (SC) Register of Deeds.


 Wil Lovato is a contributor to DVCNews.com and has been a Disney Vacation Club owner since 2009. His DVC Home Resorts include Bay Lake Tower, Animal Kingdom Villas, and Aulani. He can be found posting on many Disney discussion forums under the username of “wdrl.”

DVCNews Reader Comments:
Re: Direct Sales Dip to Lowest Point in 19 Months -- fireshot25
2018 Aug 09 10:49:40 AM
I think you may see more of this because a lot of the sales of these points happen at the parks and the variable pricing table that has been put in play that the busiest times of year may not have as many guests as in the past. I know that it has always fluctuated but i think you may see more of the up and down depending on price point for that time of year. I wonder also if down the pike if you don't see some of the sales suffer because there are to many resorts for sale at once?
Re: Direct Sales Dip to Lowest Point in 19 Months -- wdrl
2018 Aug 09 11:47:12 AM
fireshot25 wrote:
I think you may see more of this because a lot of the sales of these points happen at the parks and the variable pricing table that has been put in play that the busiest times of year may not have as many guests as in the past. I know that it has always fluctuated but i think you may see more of the up and down depending on price point for that time of year. I wonder also if down the pike if you don't see some of the sales suffer because there are to many resorts for sale at once?
I'm not sure what the connection is between DVC sales and Park attendance. Overall, Park attendance continues to creep up: The latest quarterly financial report from Disney stated Park attendance was up 1%. However, Resort occupancy was down 2% , which Disney stated was due to reduced room inventory from room refurbishment and conversions. With many different variables in play, I think its difficult to correlate DVC sales to whether the Parks are busy or not.

Sales haven't suffered in the past because there were multiple resorts being actively marketed at the same time. VGF and PVB overlapped for a time, and then PVB and Copper Creek overlapped. But Disney was able to finish off sales for the older resort before shifting its full attention to the newer resort. Currently, Copper Creek and Aulani are the only resorts that Disney is marketing at this time. Given that Aulani is basically a "West Coast" product, I doubt that it is mentioned that often by the Guides during a DVC tour at Walt Disney World.

True, Disney now has 14 DVC resorts that it can sell. But for all practicable purposes the only resort(s) the prospective buyer looks at is the resort (or two) that Disney is marketing at the time. Its not like a prospective buyer is shown brochures on all 14 resorts. So I doubt if sales will ever suffer because a buyer has "too many choices."
Re: Direct Sales Dip to Lowest Point in 19 Months -- Jaugie
2018 Aug 09 11:57:52 AM
Ever since becoming an owner last year I love these reports. Thank you for your work with this.
I do have a question.
Any idea how many points are remaining at Aulani?
Re: Direct Sales Dip to Lowest Point in 19 Months -- fireshot25
2018 Aug 09 12:34:02 PM
wdrl wrote:
I'm not sure what the connection is between DVC sales and Park attendance. Overall, Park attendance continues to creep up: The latest quarterly financial report from Disney stated Park attendance was up 1%. However, Resort occupancy was down 2% , which Disney stated was due to reduced room inventory from room refurbishment and conversions. With many different variables in play, I think its difficult to correlate DVC sales to whether the Parks are busy or not.

Sales haven't suffered in the past because there were multiple resorts being actively marketed at the same time. VGF and PVB overlapped for a time, and then PVB and Copper Creek overlapped. But Disney was able to finish off sales for the older resort before shifting its full attention to the newer resort. Currently, Copper Creek and Aulani are the only resorts that Disney is marketing at this time. Given that Aulani is basically a "West Coast" product, I doubt that it is mentioned that often by the Guides during a DVC tour at Walt Disney World.

True, Disney now has 14 DVC resorts that it can sell. But for all practicable purposes the only resort(s) the prospective buyer looks at is the resort (or two) that Disney is marketing at the time. Its not like a prospective buyer is shown brochures on all 14 resorts. So I doubt if sales will ever suffer because a buyer has "too many choices."

i was thinking that a lot of there business is from the park and pulling in guests from walking and talking at the kiosks.
Re: Direct Sales Dip to Lowest Point in 19 Months -- dwelty
2018 Aug 09 02:22:18 PM
They could turn these numbers around fairly quickly if west coast guides were not forced to push underperforming Aulani points at guests in Anaheim. My understanding is that the (DVC) waiting list for Grand California Villas points is so long that they stopped taking names for it. Given that DVC owns almost 100 of the standard hotel rooms in the additional wing that was added for VGC, a simple conversion would allow them to start selling a property that buyers actually want on the west coast.
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