APRIL 2010 | www.opp.org.uk
Contents
ON THE RECORD THIS MONTH...
“Property developers and agents may sometimes pretend a property will be SIPP-compliant, when in reality it will not be.” SIPP SALES: 54-55
“Property shows have had their day. With a few exceptions it’s more showcasing now than a place for people to commit to buy. They’re expensive to hold.” MEDIA Q&A: 64-65
INDUSTRY
6 BUYER NEWS
Russians help to fi ll Italy’s buyer gap
10 INDUSTRY NEWS
Are agents killing the estate agent business?
13 DEVELOPER NEWS
Golf resorts take a clubbing
23 MEDIA NEWS
Residential investors return to MIPIM
PEOPLE
24 READERS’ LETTERS
26 PROPERTY PEOPLE: PAUL OWEN, CEO, AIPP
28 MOVERS & SHAKERS
30 EXECUTIVE PANEL PROFILE: ERIC KUHNE, CIVICARTS
32 MARKET SNAPSHOT: MEXICO
DESTINATION
41 MOTIVATED TO SELL
Distressed sales look set to continue in 2010 so how can agents fi nd the best deals?
BMV AND INVESTMENT REPORT
This month’s OPP features its fi rst dedicated report on BMV deals and the investment market, designed to help agents source the best product and fi nd the best partners in the world’s most active distressed markets. As well as news from the frontline (pages 38-59), we bring you market analysis (pages 41-46), a guide to dealing with investors (pages 47-49) and a tour of the range of products out there (pages 50-51).
PROPERTY PEOPLE: ERIC KUHNE, CIVICARTS MARKET SNAPSHOT: MEXICO
47 BUYER’S MARKET
Bargain prices are attracting investors’ attention but they’re not all buying in the same way
50 PRODUCT TOUR
OPP’s pick of the investment property market
BUSINESS
52 SHARED SUCCESS
Providing unmatched marketing support as well as member benefi ts, The Registry Collection were top of the pile in the OPP Awards fractional category
54 DON’T SLIP UP ON SIPPS
Pension sales are proving to be big money spinners for developers and their introducers, but companies need to understand the rules and potential pitfalls or risk damage to their reputation and the industry
DEVELOPER
30 | Architect Eric Kuhne builds for world leaders and wants to change the way we think about property
LESSONS FROM TIMESHARE
32 | Swine fl u is a distant memory as Mexico emerges as a top retirement destination for US and Canadian buyers
MEDIA Q&A
MARKETING
64 A BID DIFFERENT
The current market has brought property auctions into the limelight and Inez Rix’s Direct Auctions has been ready to collect the benefi ts
57 TAME THE ELEPHANT
Fractional fi rms are still divided over the need to distinguish shared ownership from timeshare, but past experiences - and mistakes - have some- thing to teach the whole industry
Contents | 5
57 | To some it’s still a dirty word, but timeshare might hold the key to helping fractional sales take off
64 | Direct Auctions plans to roll out its model across Europe. Why has it been so successful?
INDUSTRY
PEOPLE
DESTINATION
BUSINESS
DEVELOPER
MARKETING
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