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Fractional Real Estate Development in Barbados


expenses; and since we incurred none of these expenses in their case, I would discount the price by 50%. They bought four weeks on the spot. Later that afternoon, another couple who had heard the story asked to do exactly the same thing. This was more sales than we would normally have closed in two or three months, and I decided from that day forward that The Crane would never again engage in the expensive (and often high-pressure) sales practices utilised by the timeshare industry. Instead, we would offer fixed low prices – the best value in the world – and allow The Crane to sell itself. This has proven to be the best decision I have ever made as sales have far exceeded our expectations every year since.


During the next few years, I looked after all sales myself, which gave me the opportunity to learn first-hand what The Crane’s customers were really looking for, and the confidence to go against industry practices in order to deliver it.


One of the things I learned is that Crane owners were more motivated by the natural beauty of our location, the property’s historic charm, and the manner in which we sold, rather than the fact that they could buy at half price. When we started to sell out in the original 1887 hotel and


By Paul Doyle


were ready to expand, it was time to move away from being “the least expensive fractional ownership in the world” and become “the best in the world” but with prices equal to or lower than ordinary timeshare units. I was determined to design and build the most luxurious fractional ownership accommodation found anywhere and combine this with world-class resort facilities and services. I also learned that owners had very different individual vacation needs and decided that The Crane’s ownership programme would have to deliver a great deal of flexibility. Finally, I realised that many owners were also concerned about covering all expenses and making a small profit when they were not using their property. Owners also expected to make a profit should they ever decide to sell.


After some 15 years, I am proud to say that we have come a long way towards meeting the goals we set for ourselves in the mid-90s.


As we have developed the property over the years, no detail has been spared and we have stayed true to the 19th century spirit of the original hotel, while blending in 21st century luxuries and conveniences. The residences, which range from 800 to 4,000 square feet, feature coral stone


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