Informer July 2026

#83 | July 2016

INFORMER AUSTRALIA’S NO. 1 | TOURISM & BUSINESS

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REGIONAL round-up

RESORTBROKERS.COM.AU RESORTBROKERS.COM.AU

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RESORTBROKERS.COM.AU

WHAT’S INSIDE...

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WE SAY, YOU SAY, THEY SAY

A regular forum for the exchange of views, news & ideas

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THE CLOCK IS TICKING SO GO BUSH A regular column from our well known Informer contributor Mike O’Connor

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20 SOAP AID

How waste soap can help save lives

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MANY FACES: GARY RICE

Life after TV offers oceans of opportunity

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REFERRAL POWER

ARRA developed to accommodate diverse traveller needs

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REGIONAL ROUND-UP

This edition’s feature article reveals a robust motel market in regional areas

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RIGHTS ON THE RISE

WIFI FRUSTRATION

Victoria heeds lesson in management rights

Why out-dated wireless Internet infrastructure could be costing you business

REGULAR FEATURES 71

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AGENT PROFILE

INDUSTRY SPECIALISTS

EXCLUSIVE LISTINGS

Get to know one of our Victorian brokers Liz Galea

Our directory for some of the best services and/or products in the industry

You won’t read about these listings anywhere else!

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See some of the properties Resort Brokers Australia have sold recently

Going on holiday? Need a manager? Visit our directory

Our company directory

SOLD PROPERTIES

RELIEF MANAGERS

MEET OUR TEAM

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PREFACE

WELCOME TO ‘WE SAY, YOU SAY, THEY SAY’ – A REGULAR FORUM FOR THE EXCHANGE OF VIEWS, NEWS & IDEAS.

WE SAY

IAN R CROOKS

MANAGING DIRECTOR

WE are wrapping up this edition of Informer at a time when I could perhaps be feeling a little uncertain, particularly following Britain’s shock EU exit. But actually, I’m quite hopeful and confident.

Our federal election looms, and might even be over by the time you read this. Regardless of the outcome, I’ve always thought there’s little point 4

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REGIONS in focus

in putting life on hold waiting for what may or may not happen. Better to just crack on.

On the economic front, we’re constantly reminded of the end of the mining boom. Yet, I sense some positive signs in that sector, including significant investment by companies who have the capital and the confidence to swim against the tide.

Actually, the mining construction boom was the anomaly. The current situation might better be seen as a return to balanced levels. We are now in the production phase, which boosts exports. Coal may have plateaued, but iron ore production (our biggest export) is still growing, and gas is surging.

Meanwhile other industries – notably our own – are rising to the occasion. The latest TRA International Visitor Survey showed overseas visitors have just spent a record $37.9 billion (YE Mar 2016), 17% or $5.4 billion more than in the previous year.

Spending on accommodation, food and drink increased 12% to $11 billion.

And it’s great to see excellent growth in visits to wineries (up 28%), farms (14%), national parks (13%) and beaches (12%), a boon for areas outside capital city destinations.

Our cover story takes a detailed look at the regions in Victoria and NSW, revealing some very positive market activity and great opportunities to take advantage of the tourism upturn. It is encouraging, as our ‘bush economy’ is so important to Australia.

Resort Brokers is finding transaction volumes are up across the board, with the investment appetite particularly strong from both Australian and international investors. Driving it are rising accommodation earnings, the low cost of debt, and a growing appreciation of the accommodation asset class.

Soon we’ll be attending the major annual accommodation industry event, HotelsWorld 2016 in Sydney (26-28 July), a very exciting forum attracting hundreds of industry leaders and experts from around the world.

Federal election promises we will remember...

“LABOR WILL ALLOCATE $1 BILLION FROM THE NORTHERN AUSTRALIA INFRASTRUCTURE FACILITY TO A NORTHERN AUSTRALIA TOURISM INFRASTRUCTURE FUND, TO BOOST PARTNERSHIPS WITH THE TOURISM SECTOR AND PROVIDE INCENTIVES FOR INVESTMENT IN NEW AND UPGRADED TOURISM INFRASTRUCTURE ACROSS THE NORTH.” MEDIA RELEASE, ‘LABOR’S PLEDGE FOR A NORTHERN AUSTRALIA TOURISM POWERHOUSE’, 31 MAY 2016

They SAY

For the first time, this year HotelsWorld will include a specific half-day forum on franchises and management rights, which just goes to show the rising level of interest by hotel groups in these operational models.

And I’m very proud to say my son Tim Crooks, now considered a national expert on the establishment and sale of management rights off-the-plan, will be a panel member.

Before I sign off, some in-house news. Welcome to new recruit, Chenoa Threlfall, who you’ll meet in this edition.

And congratulations to Jim Chapman, who has stepped up as our Victorian State Manager.

We also send our very best to Gold Coast broker, Carolyn Griffith, who’s

been dealt a sudden health blow. We wish her a speedy recovery.

Finally, we can’t wait to reveal our very classy new Brisbane office. For some time, the team at Queensland HQ has been working from temporary offices while our original property underwent a major facelift.

The old character house at West End has been extensively refurbished to provide a very stylish base for our national operation, with modern office and meeting facilities for admin and the growing SEQ team.

Resort Brokers Australia’s new office is launched at our mid-year conference in July. So look out for pictures in our next issue. pictures in our next issue. END

YOU SAY...

GARY RICE

WE HEAR FREQUENT COMMENTARY ABOUT TOURISM AT A FEDERAL, STATE AND LOCAL LEVEL – ABOUT ITS VERY SIGNIFICANT CONTRIBUTIONS TO MOST AREAS OF THE AUSTRALIAN ECONOMY.

AND we should hear a lot about an industry which, in the last 12 months to March 2016, brought $38 billion to the Australian economy from international visitors alone. Every visitor brought benefits to our economy of around $5,000. Meanwhile Queensland’s second largest export industry saw $5 billion of those dollars from international visitors.

Total visitor expenditure to year ended June 2015 was $18.3 billion.

These are very encouraging numbers for Australia and for Queensland.

Employers and employees in our various

hospitality businesses are mostly seeing healthy results after many had experienced tough times in recent years.

So where do we go from here?

How do we protect and continue to grow the tourism industry?

AROUND

46c

in every dollar spent on tourism in Australia is spent in regional destinations Australian Regional Tourism Network

THE NUMBER OF NIGHTS IN HOTELS, MOTELS AND RESORT INCREASED

6% to 81.1 MILLION ACCOUNTING FOR 25% OF ALL DOMESTIC VISITOR NIGHTS.

National Visitor Survey YE Mar 2016, Tourism Research Aus

IN TOTAL, TOURISM (DOMESTIC & INTERNATIONAL) CONTRIBUTED $115.5 BILLION IN EXPENDITURE FOR THE YE MARCH 2016, AN INCREASE OF 8% OR $8.9 BILLION. Tourism Research Australia

LETTER TO THE EDITOR WE’D LOVE TO HEAR FROM YOU: CARLACOOK@ RESORTBROKERS.COM.AU

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EDITORIAL

This is not the place to provide a blueprint, but there can be no doubt the Tourism Industry must keep striving to improve its products and to innovate.

One of the most important areas in need of greater attention is access – whether it’s road, rail, air or sea.

In Queensland, whilst Brisbane has undergone major transformation in recent times – and that must continue – the various tourism regions need very considerable assistance to achieve their real potential.

My involvement in the Industry in just over 17 years has mainly been on the Sunshine Coast and, more recently, on the Fraser Coast at Hervey Bay. For as long as I’ve been in the industry, when the question of needs or assistance arises, the loudest responses are invariably about Queensland’s major road – the Bruce Highway.

Several sections of this almost 1,700km highway have been upgraded since the first section between Bald Hills and Burpengary began construction in 1972 and opened in November 1977. A considerable number of upgrades have occurred since, between outer Brisbane and the Sunshine Coast as well as between Cooroy and Gympie, Maryborough and further north.

However, in the almost 40 years since the first section between Brisbane north and Burpengary opened, the traffic to and from the Sunshine Coast and further north has grown astronomically. Accidents are frequent and most often result in making sections affected into a massive “car park” stretching for untold kilometres. With minor exceptions the number of lanes is inadequate.

Sure, tourists are still coming in healthy numbers and commuters are commuting. But frustration is at an all-time high. We have no adequate statistics yet, but we do know anecdotally that very substantial numbers of tourists are at least reviewing their plans to come and stay on the Sunshine Coast or even further afield where Bruce Highway travel is involved.

We are well aware that Commonwealth and State Budgets are already stretched, but there must be a way to fix the Bruce Highway now! END 6

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PRE APPROVED FINANCE - Is there any such thing?

BY MIKE PHIPPS - MIKE PHIPPS FINANCE BACK IN THE DAY WHEN I WAS A BANK MANAGER ONE OF THE MARKETING STRATEGIES THE BANKS EMPLOYED FROM TIME TO TIME WAS PREAPPROVED FINANCE FOR HOME BUYERS. BASICALLY WE COLLECTED INFORMATION FROM THE CLIENT AND GAVE THEM A LETTER SAYING THEY COULD BORROW UP TO A CERTAIN AMOUNT SUBJECT TO A FORMAL FINANCE APPLICATION AND A FULL CREDIT ASSESSMENT. THE letter was not a finance approval and carried no obligation on behalf of the bank. In other words it was pretty much useless except that it did give potential home buyers an idea of their likely maximum loan and therefore what maximum purchase price they could go to.

The practice continues to this day, albeit a bit less formal and potentially a whole lot more risky and expensive for borrowers, particularly those looking to finance going concern business assets such as management

rights and motels.

Here’s how things might play out.

You decide you might be interested in purchasing a business and you’ll need to borrow some money. The first challenge is to find someone at your bank who answers phone calls, understands the industry you are looking to get into and has the authority to make decisions. In many cases you will find yourself sitting across from a business banker with little or no experience in the accommodation sector. He or she

most likely has no credit authority and in all likelihood a less than supportive credit manager. However, all is not lost. Your new found friend at the bank is a bit behind budget and under some pressure to get the dollars out the door so might tell you what you want to hear.

With a limited grasp of credit policy or the industry and no buy in from the credit manager the banker gives you an indication of your likely borrowing power and hence your maximum purchase range. You might even get something in writing but make no mistake, it will not be a credit approval and it will certainly not obligate the bank in any way.

You go off and sign a contract, commence legal and accounting due diligence and start racking up costs.

The bank may commission a valuation and you pay for that as well. As your contracted finance date looms your bank suggests an extension be requested as they are just tidying up a few loose ends. Then the bombshell.

Sorry, we can’t help after all, followed by a range of excuses all of which don’t pass the common sense test.

Sometimes you will get the approval but the loan amount and/or terms bear no resemblance to the discussion you had with the banker.

By now you have racked up quite an expense bill and in all likelihood lost the business you were trying to buy.

How could things have gone so wrong?

The primary problem faced by borrowers is that they don’t borrow money every day. As a result it’s hard to know what’s right and wrong and some times hard to pick when you are dealing with an inexperienced lender. Finance brokers like our company deal with the banks on these sort of transactions every day, occasionally we get blindsided, so imagine how hard it must be for a borrower applying for finance without the support of an independent finance expert to manage the process and ensure things go to plan.

In our business we prequalify clients for finance taking into consideration their specific financial situation, what they are trying to achieve and the broad credit environment within the banks. Many of our clients simply appreciate having an impartial sounding board to reality

check future plans and objectives. We don’t focus on just one bank but look at all the options. If our clients are not likely to be able to obtain finance we tell them so. We believe we have a duty of care to ensure people don’t waste money on finance applications that have little prospect of approval. If you don’t have enough equity, the debt servicing numbers don’t stack up or the asset is high risk we are obligated to give you the bad news. The bank may not care if you burn a few dollars but we do.

If you are using our services we will obtain a range of finance proposals from banking industry experts who we have dealt with over the long term. We do this as soon as you sign a contract so that any dramas with initial funding proposals can be dealt with before you start accruing costs. In many cases we know the bank credit policies and what can be achieved better than the bankers do. This allows us to put the reliability filter over bank proposals and ensure that any areas that we suspect may prove difficult for the banker to get approved are nailed down from the outset.

Because of our relationships with the banks and the individuals we deal with we simply don’t present our clients with reckless or ill informed bank finance quotes. If we see something in a quote which we believe is unlikely to be approved we discuss this with the banker and our clients so they can make a fully informed decision on who best to apply to.

Of course, sometimes things go wrong. A bank has a credit policy change half way through an application, a credit manager goes on leave and is replaced by a less experienced person or something crops up out of left field.

Our job is to work with the bank and our client to negotiate a satisfactory outcome. Make no mistake, having an advocate with influence and significant experience on your team can make all the difference. The commercial reality is that we settle millions of dollars worth of business with the banks every month and they take our transactions and our clients very seriously. Many experienced operators with contacts within the banks still use our fee free services for just this reason.

Pre-approved finance...no such thing. Pre-qualified...absolutely.

END RESORTBROKERS.COM.AU

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EDITORIAL

THE CLOCK IS TICKING

SO GO BUSH & See the great outdoors

BY MIKE O’CONNOR

I FIRST WENT BUSH WHEN I WAS 19 AND DECIDED TO VISIT A MATE IN GLADSTONE, WHICH TO ME AS A CITY DWELLER WAS “THE BUSH.” I HAD NEVER LEFT BRISBANE, KNEW VERY LITTLE OF THE WORLD AND IMAGINED THAT ALL I HAD TO DO WAS STAND ON THE HIGHWAY, STICK OUT MY THUMB AND SOME KIND SOUL WOULD GIVE ME A LIFT. We stood on the verandah and BY day’s end Gladstone was still alive with crocodiles and I was getting as dawn broke, he looked out at a several hundred kilometres distant and ready to find a tree to climb when the cloudless horizon. I knew what he was it was getting cold. chopper returned. looking for but there would be no rain I spent an incredibly uncomfortable “Sorry mate,” smiled the pilot. “We that day nor for many months to come. night sleeping in the scrub waiting to forgot about you.”

There’ve been train trips from be attacked by snakes and spiders, and There was a time when a company Darwin to Adelaide and Brisbane wishing I’d never left home. called Bush Pilot Airways flew World to Cairns and out to Longreach and The bush, I was thinking, was over War II vintage DC-3s throughout the Mount Isa. rated. north.

On a trip from Sydney Then I went overseas for to Perth one December, the a year and when I came back, THE GRINS OF THE INDIGENOUS Indian Pacific train stopped realized that I had travelled KIDS WHO STOOD BAREFOOT AND somewhere in the middle of across half the world but WATCHED SHYLY AS A WELL KNOWN the Nullabor Plain and staged had seen nothing of my own a Christmas concert. country.

ENTERTAINER OF WHOM THEY HAD It was an annual event It was time, I thought, to NEVER HEARD PERFORMED FOR and the battered utes and give the bush another shot. By THEM HAVE STAYED WITH ME. four wheel drives came from then I’d somehow wrangled a hundreds of kilometres away job as a journalist, a job which and camped beside the railway line turned out to be my ticket to ride I travelled with them on one trip, overnight waiting for the train. throughout regional Australia. flying low and slow from Cairns for The grins of the indigenous kids There was a trip to Cape York were days across the Gulf Country, landing who stood barefoot and watched shyly I stood on the northernmost tip of the on dirt strips and marveling at the as a well known entertainer of whom continent and imagined the great land vastness of the Deep North. they had never heard performed for mass that stretched away behind me.

There was a trip down the Darling them have stayed with me.

The next day I stood on a Cape River staying at rural properties that There was the Great Ocean Road York beach waiting for the chartered were then in the grip of a devastating in winter. Do it in any other season but helicopter my photographer was using drought. never winter, and Uluru in autumn and to come back and collect me.

I slept in the shearers’ quarters and the Sounds of Silence dinner served in The hours passed and the shadows got up at sunrise for a cup of tea with the desert with candelabras and white began to lengthen. The place was the owner.

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EDITORIAL

linen tablecloths.

There was Darwin with the kids and a road trip through the Northern Territory in a rented four wheel drive where they discovered to their horror there was no Wi-Fi in Kakadu National Park. What were we thinking!

There was a trip down the Gibb River Road in the Kimberley with a night at El Questro and a flight over the Bungle Bungles And a trip to Broome for a race meeting; the races were one of the highlights of the Broome social calendar and never before have I seen so many pearls. There were pearl earrings, pearl pendants, pearl bracelets, pearl necklaces and pearl rings.

The only people not draped in pearls were the jockeys.

There’ve been road trips throughout western Queensland and drinks at The Irish Club in Mt Isa, The Blue Heeler Hotel at Kynuna, Tattersalls Hotel in Winton, the Longreach Club which sadly is now closed and a lot of places in between.

I’ve island-hopped my way through the Great Barrier Reef resorts from Lizard Island to Great Keppel and once found myself in Airlie Beach at the same time as the annual yacht race.

Somehow, I was appointed judge of an event known as The Miss Figurehead Contest. Each boat in the race sported a young lady posing in the bow as a figurehead, all topless as it transpired, and it was left to me the select the most worthy.

I did my best, in those politically incorrect days, showing neither fear nor favor.

There’s a lot more out there in ‘the bush’ yet to see. “Let’s get moving,” I tell my wife, “the clock’s ticking.” If I’ve learnt one thing it’s that the older you get, the louder it ticks. END

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FEDERAL ELECTION PROMISES WE WILL REMEMBER...

“Tourism operators continue to benefit from the Turnbull Government’s pro-growth policies, such as steamlining visa applications, targeted marketing, increasing aviation capacity and making tourism infrastructure a national investment priority.

“Australia can trust the Turnbull Government will ensure the key growth sectors of our economy, such as tourism, are supported as we transition from the mining construction boom to a more diversified and stronger economy.”

MEDIA RELEASE, ‘TURNBULL GOVERNMENT’S PRO-GROWTH POLICIES SUPPORT RECORD TOURISM BOOM’, 1 JUNE 2016

They SAY

ADVERTORIAL

SMART SOFTWARE SOLUTIONS

TO THE RESCUE

AT HIRUM, ACCOMMODATION PROPERTY MANAGERS ARE UNSUNG HEROES. WE KNOW YOU JUGGLE MANY HATS. FROM MANAGING STAFF, CLEANING, GARDENING, BOOKKEEPING AND BANKING … TO MARKETING, RECEPTION, ADMINISTRATION AND CUSTOMER SERVICE - WE KNOW YOU DO IT ALL! WE GET YOU. WE KNOW YOU’RE SUPER BUSY AND AFTER SOLUTIONS THAT TAKE AWAY DAY-TO-DAY PROBLEMS. OUR industry is changing and the pressure to upgrade old technology, especially reservation systems, is growing. But knowing what you need and how to make the change just adds to your stress.

At HiRUM, we make it easy.

We promise to provide the right software solution for your needs.

You can start lean, paying for only what you need now, and then add more advanced options as your business demands grow. Our friendly local support team are always on-hand and will have you up and running quickly and trouble-free.

With over 1,200 properties currently using HiRUM, we know our stuff. We are a business you can trust.

We work closely with our clients to ensure our solutions are on point and on trend. At HiRUM we take the time to understand you, your business, your clientele and your industry to ensure our solutions are the right match.

Our customisable solutions are simple, cost effective and designed from the ground up to make your business (and your life) better!

Our development team work to the philosophy of “look-to-book in three clicks” in keeping with consumer buying behaviours and expectations. This means your guests can search and book your rooms in just three clicks of their mouse, generating more sales and happier customers for you!

Our solutions also include a responsive booking engine, which is designed to optimise every online booking opportunity and provide the most up-to-date and competitive pricing options. Our software will instantly update your availability across all major online channels and automatically manage rate changes – saving you valuable time while increasing your average daily rate.

HiRUM prides the clever nature

of our approach – like putting the information first captured during the initial contact or booking to good use and automatically sending guests check-in information, reminders, special offers and much more to entice return visits.

Our solutions also give you the capability to measure all areas of your business without the need for complex spreadsheets or difficult to understand lengthy reports – and you can choose which reports you see, when and how.

Thus the advantages of upgrading to one of our solutions will go beyond a reservation system – it will help you with administration, marketing and accounting as well!

But we think the best bit of our software solution is the price!

Starting from just $99, it’s great value for businesses of all sizes. As you grow you’ll have access to other affordable software and services, many specifically tailored for smaller businesses including payment management systems, Google Hotel Finder/Plus and website design services.

So let’s make it easy for you today. Just email sales@hirum.com. au or even better call on 07 5574 4990 and speak to a real person who understands how to get things done, smartly and quickly. END RESORTBROKERS.COM.AU

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LH

2016 AAA Gold Star List winner Definitely the best motel in QLD’s West...

The leasehold interest of the Albert Park Motor Inn and Oasis Restaurant, Longreach’s newest motel and restaurant. Set in an idyllic bush setting and in close proximity to Longreach’s iconic attractions.

There are 56 ground level units ranging from deluxe, standard, family and disabled units. There is undercover parking for all units, reverse-cycle air-conditioning and Austar in each room. Other facilities include a modern and spacious 3 bed owners residence attached to the reception for your convenience, large resort style pool with a kids pool, spa, internet kiosk, commercial laundry and 3 guest laundries.

The fully licensed restaurant and bar the “Oasis Restaurant”, offers a unique and memorable dining experience. There is also a spacious function/conference room which holds approx. 80 people comfortably and is used for weddings, coach groups or that upcoming family or corporate event.

> In the last 2 years a total of $200K has been spent on motel refurbishments > Currently run under management, all staff are casual apart from the permanent receptionist > Close proximity to Stockman’s Hall of Fame, Qantas Outback Museum and the airport > Coach bookings for the 2016 are up 15% FINANCIALS NET PROFIT: $450,000 PRICE: $1,375,000

REF: LH004044

EXCLUSIVE

Len Booth BROKER

M. +61 438 139 422 E. lenbooth@resortbrokers.com.au 12

RESORTBROKERS.COM.AU

BRISBANE QUEENSLAND P. +61 7 3878 3999

FH

TripAdvisor Gold Rated freehold motel in idyllic Iluka on NSW’s North Coast Iluka Motel is 3.5 star AAA rated and loaded onto over 100 websites with ease of editing. The amazing reviews on TripAdvisor, Booking.com and Expedia etc. contribute to the 63% plus average occupancy for the past 3 years.

This lifestyle business has 9 extremely large refurbished studios and family suites. It is easily managed by a couple as it is seasonally very busy and slower during off-peak times.

The beautifully appointed manager’s residence can be either 1 bed, 1 bath or has the option of being 2 bed, 2 bath by utilising the adjoining and interconnecting motel room.

FURTHER DEVELOPMENT There is great opportunity to utilise the spare land with the option to build either a 3-4 bed owner/managers residence or 10–14 additional motel rooms. The spare land is commercially zoned and due to being part of a prime corner title on the main road in the heart of Iluka is valued at $400,000 alone!

> No.1 motel on TripAdvisor with 100% rating > Undeveloped land with opportunity to develop > Consistent year on year growth with huge upside > Beach lifestyle secured by consistent strong net profit > Very easily managed by a couple > All rooms enjoy a full kitchenette with dining table, cooking facilities, microwave, crockery and cutlery etc.

FINANCIALS NET PROFIT: $158,000 PRICE: $1,850,000 (Incl. development land)

REF: FH004257

EXCLUSIVE

Ian Dore BROKER

M. +61 412 752 238 E. iandore@resortbrokers.com.au

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224 RESORTBROKERS.COM.AU

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EDITORIAL

Introducing a new series of articles covering WiFi – the challenges, solutions and opportunities for accommodation providers, brought to you by Myport.

WiFi FRUSTRATION - a major guest & tenant turn-off

STUDY AFTER STUDY HAS SHOWN WIFI IS NOW CONSIDERED BY GUESTS TO BE ONE OF THE MOST IMPORTANT ACCOMMODATION AMENITIES. ONE GUEST SURVEY EVEN REVEALED MORE THAN 80% WOULD NOT RETURN TO ESTABLISHMENTS WHERE THEY’D HAD A POOR INTERNET EXPERIENCE. BAD WiFi, regardless of whether it’s free to guests or charged, will cost you valuable business. It could even be your biggest single barrier to business growth.

But it’s not just accommodation owners and operators who are putting the Wi-Fi issue in the ‘too hard’ or ‘too costly’ basket. Some WiFi providers are guilty too, still promoting outdated solutions because they make it easier (cheaper) to sign-up unsuspecting operators.

Myport has been a leader in WiFi network solutions for over 10 years, catering to an array of industries including residential buildings, hotels and resorts, hospitality, retail and events.

Operators and managers 14

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everywhere, regardless of the size of their property, face the same challenge – old and inadequate legacy infrastructure.

“Five to 10 years ago, providers installed WiFi systems for free and, in return, sold Internet access to holiday guests,” explained Myport general manager, Chris Hawke.

“This model worked well for hotels, holiday guests and wireless providers.

But the main challenge with these legacy systems for today’s usage is that they were designed to provide connectivity mostly for laptops.

“Over recent years, everyone has moved to using smart phones and tablets, and customers expect to be able to connect from anywhere in an apartment.

“But if you have access points in a hallway or external access points in the garden where everyone shares the same wireless router, you just can’t guarantee the coverage, speed and reliability that customers expect.”

Chris said families now use many devices simultaneously, so the old systems simply can’t cope with the demand.

“External and hallway systems are still being installed, but Myport won’t go down that route because, in the long run, we want our customers to have the very best experience when using WiFi. “An access point in every apartment is the only way to achieve 100 per cent coverage, super fast, and absolutely reliable. No drop outs.”

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EDITORIAL

As technology advances and device numbers multiply, guest expectations have also risen. Not only do they expect fast and reliable Wifi, they expect it to be free. Like flicking on a light, or running the shower, internet access is considered a basic essential.

But Chris understands there is a cost to meeting those expectations, and it’s not insignificant. In the case of the in-room solution, a technician needs to go into every unit and, even if existing cabling can be used, other components have to be supplied and installed.

The good news is, once you have that infrastructure, it adds value to your business. The system is cloudbased, scalable and ‘device agnostic.’

And Myport can show you several options for generating revenue to cover the capital cost.

In the end, the need to upgrade WiFi infrastructure will be marketdriven. A cost–benefit analysis might consider, for example, if up to 80% of clientele won’t return because of poor Internet service, how much business are you potentially losing?

“Residential managers face a similar issue,” Chris said. “I find it very frustrating to see hallway WiFi networks still going into apartment buildings. It’s just a matter of time before end users look elsewhere when confronted with old WiFi designs.

“It’s like someone putting their WiFi access on the roof of their house so all the neighbours can use it. Not only are there issues with coverage and sharing the speed with your neighbour, but also security issues.”

And if your tenants and guests want to use the growing smorgasbord of streaming services (Netflix, Presto, Stan, etc.), the only solution is in-room.

“There are other benefits too,” Chris pointed out. “Increasingly, apartment owners and managers want the flexibility to interchange between long-term and short-term letting. The beauty of Myport’s in-room system is that you can switch between hotel and residential environments easily.”

Myport’s WiFi solutions allow operators to tailor the way the network is used and charged. Clients are assisted to manage, monetise and customise their system for optimum business benefit – aspects that will be covered in your next issue of Informer. myport.com.au ENDS 16

RESORTBROKERS.COM.AU

THE CONCEPT of bundling explained

BY TONY ROSSITER – HOLMANS CHARTERED ACCOUNTANTS YOU MAY RECALL FROM MY LAST ARTICLE I WAS IN THE MIDST OF PRESENTING A SERIES OF SEMINARS IN AN ARAMA ROADSHOW AROUND QUEENSLAND. THERE WERE SIX PRESENTATIONS IN TOTAL IN SOUTH EAST QUEENSLAND, AIRLIE BEACH AND NORTH QUEENSLAND WHICH WERE ALL WELL ATTENDED BY ENTHUSIASTIC MEMBERS. IF THE LEVEL OF ENQUIRY SINCE THE ROADSHOW WAS COMPLETED IS ANYTHING TO GO BY, THE TOPIC CERTAINLY STRUCK A CHORD WITH MANAGERS AND GOT THEM THINKING ABOUT THE WAY THEY OPERATE THEIR BUSINESS AND HOW THEY CHARGE FOR THEIR SERVICES. IN my last article I wrote about some of the risks to the Industry and opportunities that may now be available since the change in Legislation in December 2014. In particular I introduced the concept of bundling. Bundling is not new and has been around since the beginnings of Management Rights. What has changed however is the removal of the requirement to be bound by a commission structure which now effectively opens the doors to new and innovative ways of charging for

LET’S LOOK AT AN EXAMPLE Currently you may be charging for the following items (excl. GST).

the services you provide to your unit owners.

Traditionally services provided have been charged on a per service basis leading to a long list of individual charges, particularly in short term letting. A bit like the “meal deal” offered by many fast food restaurants, a number of services can now be bundled into one charge making it far simpler and less confronting to a unit owner. Typically the bundled charge is expressed as a percentage of gross tariff revenue and would appear as one line item on the unit owners monthly statement.

By conducting a review of your historical trading performance you will be able to calculate what all these charges represent as a percentage of the gross tariff revenue of the property.

Let’s say these charges combined have historically represented 24% of your gross tariff revenue. By bundling these charges together they could be replaced with one charge that might be described as a “property services fee”.

These nine separate charges are replaced with one fee, making it far simpler for your unit owners to understand while giving them comfort that you are only getting paid when

» COMMISSION

12% OF GROSS TARIFFS

» ADVERTISING

2.5% OF GROSS TARIFFS

» MERCHANT FEES

2.5% OF GROSS TARIFFS

» FOXTEL

$30.00 PER MONTH

» PABX

$25.00 PER MONTH

» ROOM SUPPLIES

$12.00 PER GUEST STAY

» SPRING CLEANING

$250.00 PER YEAR

» WINDOW CLEANING

$60 PER MONTH

» ADMINISTRATION FEE

$6.00 PER MONTH

they are making money.

You will note there are two significant items omitted from this analysis - cleaning and linen. They have been left out, not because they can’t be bundled (they absolutely can be), but more because they should be bundled with caution.

Cleaning and linen can represent a significant percentage of your revenue and can be very profitable irrespective of how much you sell your rooms for. This revenue stream can also be quite volatile depending on occupancy, average length of guest stay and your policy on service cleaning. As such bundling cleaning and linen will require a more detailed analysis and a thorough understanding of how this revenue stream changes as your occupancy changes from year to year.

Once you have crunched the numbers and have confidence that bundling cleaning and linen will work, you will invariably end up with a total bundle percentage of between around 40% to 50% plus GST of the gross tariff revenue.

One of the biggest sources of angst amongst unit owners is when they receive their monthly statement and the majority (and at times all) the revenue from their unit ends up with the manager. This outcome will be removed by bundling which creates one of the best selling points to unit owners. Effectively, by bundling you are going into “partnership” with your unit owners and are sharing in the highs and the lows.

Again, it is critically important you

do your numbers and ensure bundling will work for you. As discussed in my previous article, bundling charges such as advertising and merchant fees will also have added benefits to the future profitability and value of your business. If done correctly bundling should result in a simpler more transparent business model with improved relationships with unit owners.

In theory, by bundling you may experience higher returns in the high season and lower returns in the low season but the same return over a 12 months period, all other things being equal. As such, cashflow management will become all the more important.

Importantly, you will get a “pay rise” every time you increase occupancy and/or tariff and share equally with your unit owners in the spoils of your success. If you have not started updating your letting agreements to the new Form 6 agreement, now might be the ideal time to introduce bundling with the change to the new agreement format. Alternatively you may look to introduce bundling to new unit owners entering the letting pool as units are sold to investors.

The information, recommendations, opinions or conclusions provided above are generic in nature and do not express individual advice.

You should always consult your professional representatives before taking any action. Holmans welcome any queries you may have in relation to the above matters. END RESORTBROKERS.COM.AU

17

FH

Popular Tourist Park in the state’s largest inland city, Wagga Wagga The Horseshoe Motor Village is a fabulous low maintenance rural tourist park set in countryside surrounds, yet close to the centre of a bustling metropolis where business opportunity abounds. Wagga Wagga is the place to be for those looking for sustainable business opportunity, good investment returns, and attractive country lifestyle.

14 well-appointed ensuite cabins and 30 powered sites including 6 permanents, are spread over a huge 5 acres of landscaped grounds, including a large parcel of vacant land.

This provides great development potential to add many more manufactured homes subject to council approval.

Building and grounds have been beautifully maintained and refurbished, with a small private lagoon within the grounds offering tranquil water views for some cabins and a quiet spot for anglers. There is also a kiosk, sealed roads, inground pool, playground, communal BBQ facilities and a dump station.

> 3.5 star tourist park with room to expand > Close to town centre and facilities > Spacious 4 bedroom family owner/manager residence with private garden > Perfect for a family and easy to run > Huge potential to develop into manufactured home estate FINANCIALS NET PROFIT: $97,334 PRICE: Expressions of Interest

REF: FH004264

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224

EXCLUSIVE

Russell Rogers

Andrew Rendall

M. +61 416 166 909 E. russellrogers@resortbrokers.com.au

M. +61 412 635 344 E. andrewrendall@resortbrokers.com.au

BROKER

18

RESORTBROKERS.COM.AU

BROKER

LH

Sydney apartment hotel leasehold overlooking the ocean On offer is a unique opportunity to become associated with the Quest Group, the most successful apartment hotel franchise system in Australasia. Quest Cronulla Beach comprises studio, one and two bedroom fully equipped apartments. Opened in January 2001 the business has continued to grow in occupancy and room rate, providing a high standard of accommodation for corporate, leisure and group guests. With annual occupancy now exceeding 72%, the business has achieved a substantial level of net profit with the potential to improve.

Quest Cronulla Beach is ideally located overlooking Cronulla Beach, 26kms south of the Sydney CBD. With a population of 210,863 at the 2011 census, Sutherland Shire was the second most populous local government area in NSW, and the eighth largest overall in Australia. The area has substantial education, hospital, medical, sporting, retail and private sector services.

> Member of Australasia’s largest apartment hotel franchise group > Opportunity to benefit from future growth with substantial local developments > 60 serviced apartments > Swimming pool, spa, sauna, gym, internet kiosk and onite parking FINANCIALS NET PROFIT: $1,093,618 PRICE: $3,900,000

REF: LH004272

EXCLUSIVE

Jim Chapman

VICTORIAN STATE MANAGER

M. +61 413 444 782 E. jimchapman@resortbrokers.com.au

MELBOURNE VICTORIA P. +61 3 9347 3100 RESORTBROKERS.COM.AU

19

EDITORIAL

HOW WASTE SOAP CAN

HELP SAVE LIVES

EVERYDAY, THOUSANDS OF HOTELS, MOTELS AND RESORTS DISCARD MILLIONS OF BARS OF SOAP. NOW, THANKS TO AN INGENIOUS AUSTRALIAN CHARITY, THE SOAP CAN BE KEPT OUT OF LANDFILL AND RECYCLED TO HELP SAVE LIVES IN DISADVANTAGED COMMUNITIES. SOAP Aid is a unique Australian charity founded in 2011 by Michael Matulick, CEO of Concept Amenities, a hotel amenities supply business operating for over 25 years.

Concerned about his industry’s impact on the environment, and interested in humanitarian work, Michael came up with a sustainable and productive solution to the rising mountain of waste soap generated by the accommodation sector.

“Soap Aid’s mission is to save children’s lives through improved hygiene whilst positively impacting the environment,” he says. “This is made possible by our partnership with

20

RESORTBROKERS.COM.AU

the accommodation industry, enabling Soap Aid to reprocess and deliver recycled soap to disadvantaged communities in Australia and overseas.

“Through our targeted education programs, we aim to achieve lifesaving and sustainable improvements in global hygiene practices.”

Soap Aid, thanks to the efforts of 60 passionate and dedicated volunteers, is already making a big impact. The organisation has so far redirected 40-plus tonnes of hotel waste soap from overflowing landfill into bars of recycled soap.

“WITH THE SUPPORT OF OUR HOTEL PARTNERS AND ROTARY INTERNATIONAL, SOAP AID HAS MADE CLOSE TO 340,000 RECYCLED SOAP BARS FOR DISTRIBUTION TO COMMUNITIES IN NEED.” “With the support of our hotel partners and Rotary International, Soap Aid has made close to 340,000 recycled soap bars for distribution to communities in need,” Michael says.

“Last year we sent our first container of recycled soap to India, which contained over 138,000 bars. We are working with aid organisations in India and other countries, such as Cambodia, to have our soap reach communities desperate to prevent the spread of infectious and life-threatening diseases.”

Reports show 2.4 billion people across the world lack adequate sanitation and, as a direct result, more than 1.4 million children under five die each year from hygiene related diseases, diarrhea and pneumonia. Many deaths are needless, able to be prevented through simple measures such as handwashing with soap.

At the same time, according to Clean Up Australia, we are the second highest producers of waste in the world, only beaten by the US. Amazingly, each Australian contributes over 690kg to landfill each year.

Soap Aid’s ‘Hotel to Hands’ model, through its partnership with Rotary, collects, sorts and cleans waste soap and recycles it to produce hygienic bars that are delivered along with education on improved hygiene practices.

More than 250 hotels have joined the ‘Hotel to Hands’

community. Currently Soap Aid arranges collections from hotels in the Melbourne, Brisbane, Canberra and surrounds, Dubbo, Wagga Wagga and Sydney areas.

“We are constantly working to expand our collection areas, however hotels based outside these locations are encouraged to join the community and organize their own returns to the Soap Aid depots in Sydney and Melbourne,” Michael explained.

In March this year, Soap Aid sent 50,000 soap bars to Fiji in partnership with Live & Learn, Care Australia and Virgin Australia to quickly support relief efforts after the devastating impact of Cyclone Winston.

Now Soap Aid is excited to be involved in a project closer to home. Later this year, they will launch a project in Western Australia aiming to reduce the incidence of infectious diseases, particularly trachoma, which is a contagious eye infection that can cause blindness and is endemic in remote Aboriginal communities.

Soap Aid will be providing recycled soap to a target of 63 communities, aiming to reach 19,500 people.

To continue its mission and reach more disadvantaged communities, Soap Aid needs ongoing support and funding.

Accommodation operators wishing to join their ‘Hotel to Hands’ community can simply register online. And you can also keep up with Soap Aid on Facebook, Instagram, Linkedin and Twitter. www.soapaid.org ENDS RESORTBROKERS.COM.AU

21

R DE E R UN FF O

LH

Triple your investment in 2 years - The best opportunity in Australia today!

“During more than 30 years selling resorts across Australia and the Pacific, Resort Brokers has never seen an opportunity as good as this!” - Ian Crooks, Managing Director.

Quality Hotel Ballina is a quality 46 suite, 4 star resort at Ballina’s Lighthouse Beach. Setting it apart is its stunning position on 3 acres of landscaped grounds with 4 street frontages, directly opposite a patrolled surf beach.

The incredibly low asking price reflects past underperformance and presents a remarkable opportunity for an experienced operator. Grab this business, reposition it and optimise marketing. A 27% lift in corporate bookings in the short time since adding Choice Hotels branding is just a tiny indication of the potential.

The current average tariff ($165/room, accommodation only) produces a turnover of $1,000,000. Lifting occupancy from today’s 36% to just 50% in 1-2 years, would raise projected turnover to $1,385,000. The additional $300,000 profit (after costs) would take total net profit to $535,000. At that, the lease could sell at triple today’s $650,000 asking price!

> Triple capital investment in 2 years > Choice Hotels Australia 4 star ‘branding’ > Once in a lifetime opportunity for experienced motelier > 3 acres landscaped beach resort opposite patrolled surf beach > In great condition with extensive plant & equipment inventory > Experienced staff and best industry systems in place > Best opportunity we have ever seen!

FINANCIALS NET PROFIT: $235,000 PRICE: $650,000

REF: LH004275

EXCLUSIVE

Ian Dore BROKER

M. +61 412 752 238 E. iandore@resortbrokers.com.au 22

RESORTBROKERS.COM.AU

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224

MOTELIERS SIGN UP BY JULY 31 TO RECEIVE

FRONT

DESK &

CHANNEL

MANAGER SOFTWARE FROM

$99/mo.* www.hirum.com.au/motels

*Terms and Conditions apply. Please visit www.hirum.com.au/motels for full details.

RESORTBROKERS.COM.AU

23

MR

MANAGERS RESIDENCE

Stunning Noosa Heads management rights Luxury, lifestyle, location!!

Terraced into the face of Noosa Hill, so each exclusive abode commands sweeping coastal and ocean views, Picture Point Terraces offers the discerning management rights operator an unparalleled business and lifestyle opportunity at Noosa on Queensland’s stunning Sunshine Coast.

This is a boutique holiday accommodation property without peer, private and secluded in its leafy rainforest setting yet only minutes on a rainforest path to Noosa’s beautiful Main Beach, acclaimed restaurants, chic boutiques and galleries.

This hillside enclave of only 13 upscale 2, 3 and 4 bedroom apartments and penthouses, luxuriously designed with expansive jacuzzi sun terraces, are set against a breathtaking backdrop over Laguna Bay and Noosa Main Beach.

It is difficult to do justice to this unique property in a single advertisement. Your viewing of the www.picturepointterraces. com.au website will confirm the exceptional quality of this property.

> 2 bed, 2 bath manager’s residence of a calibre rarely offered > Heated pool, gym, sauna, guest lounge & lift access > 9 luxury apartments in the letting pool > No owner occupiers, total investment building > Short rainforest walk to Noosa’s famous restaurants and world class boutiques FINANCIALS NET PROFIT: $249,000 PRICE: $2,200,000

REF: MR004271

EXCLUSIVE

Glenn Millar

BROKER

M. +61 412 277 804 E. glennmillar@resortbrokers.com.au 24

RESORTBROKERS.COM.AU

BRISBANE QUEENSLAND P. +61 7 3878 3999

LH

Quest Apartment Hotel leasehold in NSW’s largest inland city A wonderful opportunity to secure the leasehold of Quest Wagga Wagga. Comprising of 43 fully self-contained apartments, reception, office, conference facilities, inground solar heated pool, gym, BBQ and onsite parking. In addition to the leasehold, a purchaser will also be required to buy the freehold of the reception area and conference room. Current rent of $26,842.80 p.a. has been included in the property rental schedule.

> Constructed and operational from 2005 > Member of Quest Apartment Hotel Franchise Group > Would benefit from a hands on operator > Market rental review in Dec 2015. Rental reduction and increased leasehold tenure > Opportunity to secure the freehold of the conference/ reception - Asking $337,000

With a population of over 60,000, Wagga Wagga is NSW’s largest inland city halfway between Sydney and Melbourne and 2 hours from Canberra. The property is ideally located in the CBD within close proximity to Charles Sturt University, Bowen Industrial Park and Murrumbidgee Turf Club. It is the regional hub for the Riverina area and proudly hosts one of Australia’s largest defence bases, the Kapooka Army Base.

The Royal Australian Air Force base has also been located in Wagga for over 70 years.

NET PROFIT: $250,216 (projected) PRICE: $1,337,000 (Incl. freehold)

FINANCIALS

REF: LH004244

EXCLUSIVE

Jim Chapman

VICTORIAN STATE MANAGER

M. +61 413 444 782 E. jimchapman@resortbrokers.com.au

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224 RESORTBROKERS.COM.AU

25

EDITORIAL

Continuing our series profiling the many faces of Australian tourism and accommodation, we introduce you to the leaders and innovators, characters and canny operators of our industry.

These are their stories.

GARY RICE

FINDING OCEANS OF OPPORTUNITY IN COASTAL RESORTS

IN THE BROADCAST MEDIA ARENA, GARY RICE ROSE TO THE MOST SENIOR CORPORATE RANKS. HIS EMINENT CAREER SPANNED ALMOST 30 YEARS IN THE HIGH STAKES, HIGH PROFILE WORLD OF TELEVISION AND RADIO. NOW, HE’S FINDING SATISFACTION AND SUCCESS IN A SECOND CAREER IN THE ACCOMMODATION BUSINESS. AT one time or another, media moguls Alan Bond, Kerry Stokes and Kerry Packer all relied on Gary Rice to run their TV empires. Though he departed the industry 18 years ago, Gary remains the only person to have headed up all three of Australia’s commercial networks – Nine, Ten and Seven.

Looking back, Gary says he’s happy with those achievements and enjoys “mostly fond memories.” But he readily admits to tiring of the rigors of corporate life. After all, his career spanned some of the most turbulent times in Australian TV ownership.

“In the stress ratings, I don’t think you could get much higher,” he recalls. “Having quite a public profile meant there was a lot of scrutiny.

It wasn’t unusual to have camera crews waiting in my driveway.”

The path that led there began in the mid60s when a young man from Ballarat, a sales cadet for a brick manufacturer, discovered his flair for marketing. After a few years working in advertising and publicity, he landed a job at BTV6.

Regional television was the best proving ground. Gary was variously a sales manager, newsreader and general presenter. He produced telethons, pioneered and produced sporting event telecasts, and produced the first live weekly tonight show on regional TV. Within five years, he was Station Manager, and three years later ran BTV6 and Ballarat and Western Victoria Television as General Manager. Next step was his promotion in 1983 to Group General Manager of Associated Broadcasting Services, which owned BTV6 and other regional television and radio stations.

Within a year, he was Chief Executive.

Gary moved beyond the regional realm in 26

RESORTBROKERS.COM.AU

1985 when he was appointed General Manager at TCN9 Sydney. A year later, he rose to the position of Managing Director at GTV9 Melbourne.

With Nine he flourished, soon becoming Managing Director of Bond Television.

Based in Sydney, he oversaw Nine’s Sydney, Melbourne and Brisbane stations plus Sky TV, and held a number of board positions.

Nine was Australia’s number one network, so pressure from competitors was intense.

During that time, it continued to gain market share, increase revenue and top the ratings.

By 1990, Gary was ready for a change of pace and scenery. “When I left Nine, I was actually going to go into management rights on the Gold Coast,” he reveals. Married at the time, he and his wife, who had a background in hospitality, were on the cusp of moving, the children already booked into new schools.

What they hadn’t counted on was Gary being head-hunted by a future Prime Minister.

“There was a person by the name of Malcolm Turnbull, who I’d had a bit to do with at Nine because he worked for Kerry Packer as a lawyer. He’d gone into business as a merchant banker and he approached me to convince me to go and work for Channel Ten.” Ten was in diabolical strife at the time, losing an annualized $100 million a year.

Malcolm Turnbull had an idea of how to turn it around, and Gary was enlisted to put together the business case.

Consulting to Westpac, the lead bank with exposure to Ten, he outlined the plan.

“They liked the idea, put the network into receivership and wanted me to go in to implement it,” Gary explains. Management rights intentions went on hold, and corporate

life continued in Sydney.

As Managing Director and CEO of Network Ten from late 1990, faced with a massive turnaround situation, Gary took a very hands-on role, overseeing a total rebirth in structure and style.

He introduced the 5 O’clock News and Late News (10.30pm), instigated new branding (still used today), and lured a younger audience to ‘The Entertainment Network’. It worked.

But when Canada’s Canwest media group gained a controlling interest in Ten in 1992 (despite laws limiting foreign media ownership to 15%), Gary no longer enjoyed his usual level of autonomy. He opted to leave after three years at the helm.

Consulting work followed, then a 1994-95 stint as CEO of Wesgo Limited,

which owned a number of radio stations, positioning it for a takeover

by APN Broadcasting and US-based Clear Channel Communications. He restructured Wesgo and changed the name to the Australian Radio Network, which today has 12 stations reaching over 4 million listeners.

Now, you might think this was an opportune time for Gary to revisit that long-planned switch to management rights. And an offer to head the Seven Network did initially meet with a ‘not interested’. But, in the end, he couldn’t resist one last challenge, and the TV network hat trick.

As Managing Director and CEO from 1995 to 1998, he oversaw significant lifts in profit performance and share price at Seven. He strengthened the

network’s news and current affairs operations, launching Sunrise and Sunday Sunrise. And he endured intense media scrutiny and speculation.

“I took up a three-year contract, which I served to the day,” he says.

“Frankly, I’d just had enough.”

Rice’s resignation stirred even more media interest, so he decided to leave town, retreating to Sanctuary Cove. It was then that a coffee catch-up with the agent who’d long ago introduced him to management rights would finally lead to his sea change.

“Not much was happening at the time on the Gold Coast, but she convinced me to look at a project at Mooloolaba, Landmark Resort, that was being developed by the Juniper Group.”

It would prove to be the first of RESORTBROKERS.COM.AU

27

EDITORIAL

four major holiday accommodation businesses Gary has owned along the coast north of Brisbane since 1999. But his introduction to the industry was by no means plain sailing.

“We opened Landmark Resort on April 1, 1999 and, for the next 18 months, it rained virtually non-stop.

Visitor numbers plummeted and my unit owners were naturally unhappy about the lack of returns. Plenty of people tried to convince me to sell out, but I wouldn’t give up.”

In the end, during the seven years he owned it, the 130-room resort won some prestigious tourism awards and became one of the most successful on the Sunshine Coast in terms of returns for investors.

At the same time, Gary watched other quality Juniper developments transform the Mooloolaba Beach precinct. On the back of his Landmark success, Graham Juniper approached him to take up the rights at his lavish project, Oceans, a boutique tower of 46 luxury apartments and penthouses on Mooloolaba Esplanade.

Initially Gary said ‘yes’, then backed out, doubting he could deliver reasonable returns to investors who were paying top dollar for the units.

In the end, though, he accepted this challenge too. And, despite dire warnings he could never achieve sufficiently high tariffs, he did.

Oceans, Mooloolaba’s only AAArated 5-star property was, and remains, a great success. So successful was Gary’s stewardship of both Landmark and Oceans, they were sold (through Resort Brokers Australia’s Glenn Millar) only because, he says, they drew “offers too good to refuse.”

His next management rights venture would prove an even greater challenge – in more ways than one.

When Resort Brokers introduced Gary to The Rise Noosa in 2009, he knew it was in need of some TLC. “More than I envisaged, as it turned out. But that wasn’t the worst of it.”

While he was working to turn it

around, Mother Nature struck a terrible blow. Horrendous Queensland 2010-11 floods devastated all in their path, tourism included. The economic impact was measured in billions.

“I’d never experienced anything like it and hope I never do again,” Gary says.

“I had to resort to extreme measures. I went for volume, using discount travel package marketers, which I wouldn’t normally do, to build up a data base and ultimately achieve a better direct presence.”

It worked. Gary put in a crack team to handle day-to-day resort operations, and the turnaround was successful. He held the property for five years before selling, again through Glenn Millar.

“I may not have bought another management rights, except for the

one, owning a lot of freehold, including a ballroom, conference facilities, a day spa (leased out), and a couple of units.

We are there for the long term to grow the business success.”

That success has already attracted international attention. Oceans Resort & Spa Hervey Bay, an Ascend Hotel Collection member, just took out the inaugural Ascend ‘Property of the Year’ award at the Choice Hotels annual convention in Las Vegas.

Choice Hotels Asia Pacific CEO, Trent Fraser, described it as “an incredible achievement” for an Australian accommodation provider to steal the limelight on the international stage. “With over 6,300 Choice Hotels properties globally, winning this award is an enormous honour,” he said.

So, is that achievement enough for Gary Rice? Is it time to allow himself a few more “bad games of golf” or to indulge in more international travel, a corporate perk he once frequently enjoyed? Perhaps not just yet.

Despite renewed declarations he “wouldn’t do it again”, Gary is already considering another management rights opportunity. There’s also the prospect of an accommodation-related business venture in the IT space.

Community involvements are always on the cards too. He has been a member of the Faculty Academic Advisory Committee at the University of the Sunshine Coast since 2008 and, over the years, has sat on boards ranging from Opera Australia to the Advertising Standards Board, been a Queensland Tourism Awards judge, and taken an active role in local and regional tourism bodies.

“I did try to brush up on my French a while back. I would like to think travel is on the horizon, perhaps to spend some extended time in France or Italy.”

Meanwhile, Gary Rice’s adopted industry, tourism, is all the better for the considerable business acumen of a man once more familiar with television boardrooms than resort accommodation rooms. END

OCEANS RESORT & SPA HERVEY BAY, AN ASCEND HOTEL COLLECTION MEMBER, JUST TOOK OUT THE INAUGURAL ASCEND ‘PROPERTY OF THE YEAR’ AWARD AT THE CHOICE HOTELS ANNUAL CONVENTION IN LAS VEGAS.

28

RESORTBROKERS.COM.AU

fact my daughter and son-in-law started to talk about wanting to get into the industry,” he admits. Olivia, then an account manager for Linkedin, and Chris Taylor, a TV executive with a background at Hyatt Hotels, were ready to step off the corporate treadmill too.

Enter Glenn Millar again, this time with a ripe opportunity in Hervey Bay, where the Peppers-run resort was about to be sold by receivers.

Glenn’s instincts were right. In a family joint venture, for two years now, the property has been owned by Gary’s company, Oceans Queensland Pty Ltd, and operated by Chris and Olivia.

It was rebranded Oceans Hervey Bay and already the awareness factor is high. The family started with 54 apartments in the letting pool and now it’s up to 74 holiday units plus 10 permanents.

“We’ve delivered good returns for owners, the property looks great and the staff are now a great team,” Gary says. “We’re heavily invested in this

RESORTBROKERS.COM.AU

29

FH

Barramundi, a bed and a good bite at Materanka in the Northern Territory The Territory Manor Motel & Caravan Park is a lush subtropical oasis with big beautiful gardens and trees situated on Martin Road Mataranka in the Northern Territory. The motel was built almost 34 years ago on the site of the PJ Wildlife Park. In 1987 the caravan park was added to the business.

The Manor comprises 26 air-conditioned motel units, 50 powered caravan sites, en-suite caravan sites and unlimited camping sites. There is a large alfresco licensed restaurant and bar, a fully equipped camp kitchen and a swimming pool and spa.

The properties big attraction to guests, tourists and locals alike is its billabong which is stocked with beaut barramundi.

The owners provide a barramundi feeding show twice daily which brings large numbers to the property who enjoy Devonshire tea or a coldie from the cafĂŠ.

> Licensed restaurant (seats 95) with commercial kitchen > 3 bedroom house and separate staff quarters > A new and fully equipped and computerised front office and reception > Opportunity for further motel rooms and powered sites > Experienced staff to assist or train > Spacious BBQ dining areas FINANCIALS NET PROFIT: $311,334.87 PRICE: $1,800,000 + SAV

REF: FH004213

EXCLUSIVE

Rick Dalgrin BROKER

M. +61 402 009 688 E. rickdalgrin@resortbrokers.com.au 30

RESORTBROKERS.COM.AU

NORTHERN TERRITORY P. 1300 665 966

FH

Freehold going concern of two motels in the strong Gippsland town of Sale, Victoria With turnover well over $1m, this is a rare opportunity to secure a large freehold business with genuine opportunity to improve. The landlord’s family built the motel many years ago and has lovingly maintained it over the years. It’s such a great business that the current tenant has operated the motel for over 12 years.

The motel is currently split, 2 titles / 2 motels (opposite sides of the road) and although run as one could be separated into 2 motels. For example, one could be upgraded to a 4 star property to compete with the Quest property in town. This is just one idea for this versatile opportunity.

Sale is one of the best motel towns in Victoria. It has a diverse group of economic drivers which include agricultural industry, RAAF Base (undergoing a $185m upgrade), BHP Billiton and ExxonMobil plant (Gas) and Fulham Correctional Centre.

> Largest motel in town > Strong motel town, 200kms east of Melbourne > Very stable income over many years > Nicely presented motel that could easily be upgraded to improve the solid 14.5% return on investment > Excellent opportunity to sell off a lease FINANCIALS NET PROFIT: $480,193 PRICE: $3,350,000

REF: FH004263

EXCLUSIVE

Stuart Charles Broker

M. +61 458 588 472 E. stuartcharles@resortbrokers.com.au

MELBOURNE VICTORIA P. +61 3 9347 3100 RESORTBROKERS.COM.AU

31

EDITORIAL

IN THIS SERIES OF ARTICLES, WE PROFILE LEADING SHORT-TERM ACCOMMODATION OPERATORS – THEIR ORIGINS, GROWTH, MARKET POSITION, AND FUTURE PLANS.

REFERRAL POWER

to accommodate diverse traveller needs

Referral chains date back almost to the origin of motels themselves, to 1930s USA. Independent motel owners banded together to promote each other’s properties, provided certain standards for lodgings were met. In modern-day Australia and New Zealand, the ongoing strength of the ARRA Accommodation Group shows such strategic alliances are perhaps more relevant and vital than ever.

THE ARRA Accommodation Group, which covers close to 180 properties under the Budget Motels, Orbit Inns and Paragon Hotels brands, was formed in 2009. But its heritage stretches back almost four decades, built on a name long recognised and respected in Australia’s accommodation industry landscape.

After a visit to the United States in 1978, a group of Canberra businessmen saw a need to establish a motel chain in Australia similar in concept to America’s Motel 6, which was a household name synonymous with 32

RESORTBROKERS.COM.AU

good-value lodgings.

They built ‘Motel 7’ in suburban Narrabundah, and it became the inaugural member of the Budget Motel Referral Service Association – a nonprofit co-operative run by members, for members. The basic philosophy was to offer clean, comfortable and affordable accommodation to the Australian market.

The Budget Motel Chain grew steadily over the years, expanding to all states and territories. In 1991, New Zealand motels were invited to join, and membership there grew to more

than 70 properties.

Independent Budget Motel Chain members benefitted from the ‘strength in numbers’ model that gave them large-scale marketing power and brand recognition, inclusion in a widely circulated accommodation directory, and access to operational and technological systems and advancements out of reach to the unaffiliated.

In 1998, the chain launched its own in-house ‘Budget Reservation System’.

By 2003, they surpassed 50 editions of their Dollar Saving Accommodation Directory. And in 2006, a new web site allowed guests to easily search for accommodation, check tariffs and availability, and make secure, instantly confirmed bookings.

The next step on the group’s journey was to expand to cater for more diverse traveller needs. In February 2009, the new ARRA Accommodation Group trading name was launched, extending the network to add 31/2-star and 4-star+ options for guests.

While Budget Motels continued to thrive in the ‘affordable comfort’ space, the new additions were mid-tier Orbit Inns, offering larger rooms and additional luxuries, and top-tier Paragon Hotels, boasting stylish, high quality accommodation ideal for the corporate market and more discerning travellers.

“During its 37 years, the Budget Motel Chain earned credibility in the accommodation industry as being a reputable, reliable and financially sound motel referral chain,” said ARRA Accommodation Group manager, David McCall.

“Our Budget Motel brand continues to receive great support from valueconscious travellers, especially those in the over 50s age group who consistently use our member properties.

“Since the expansion of the Budget Motel Chain to become ARRA Accommodation Group, we are the only referral group that satisfies all types of travellers, from the budget-conscious to executive level,” he said.

All motels in the group are independently owned and operated, and are provided with excellent support from ARRA’s head office staff.

“Our motels are found in the smallest country towns through to the largest cities,” David explained. “Many smaller family-run operations are found across regional areas in Australia and New Zealand, but large properties

in metropolitan areas also see many benefits of membership.

“ARRA is arguably the lowest cost referral chain in Australia. For an independent motelier to market their motel on a national and international scale equal to what is offered to a member of the ARRA Accommodation Group would be extremely difficult.”

Of course, the traditional benefits endure – the use of internationally recognised and registered trademark brand names and logos, and inclusion in the annual ARRA Accommodation Directory with a vast circulation of 100,000.

There is also a highly effective loyalty program, by which regular guests with a Travel Saver Card achieve savings when they stay at any of the group’s properties.

Through it, customers also tap into special offers on accommodation, attractions, food and beverage, activities, tours, travel insurance and more. A similar corporate program has great incentives for regular business travellers.

But, in today’s increasingly sophisticated and connected market, keeping up with the latest technologies is a chief ARRA priority. The ARRA websites allow member properties to participate in selling their own motel rooms 24-hours a day, with the knowledge bookings are securely paid and instantly confirmed for guests.

Members can also utilise the group’s channel manager, UseROSS, allowing them to currently list inventory with ease on several other website portals, including Wotif.com, Booking.com, Expedia and Agoda.

Free2Chooz is the newest website released by ARRA. Any property connected to the UseROSS channel manager can list availability and rates for guests to book easily and securely.

“Free2Chooz fills the sorely needed position in the market of a low commission distribution site that will connect into the channel aggregators like TripAdvisor, Trivago, Hotels Combined and Google Hotels, meaning guests can receive cheaper prices by cutting out middle man expenses from the booking process,” David explained.

Another welcome innovation has been ARRA’s introduction of a ‘user pays’ system that has revolutionised the traditional membership model.

“Constant innovation ensures our members remain at the forefront of the accommodation industry.”

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EDITORIAL

“FOR AN INDEPENDENT MOTELIER TO MARKET THEIR MOTEL ON A NATIONAL AND INTERNATIONAL SCALE EQUAL TO WHAT IS OFFERED TO A MEMBER OF THE ARRA ACCOMMODATION GROUP WOULD BE EXTREMELY DIFFICULT.” Before becoming an ARRA member able to represent one of the group’s three brands, properties must meet criteria that determines their market position and compatibility with the brand:

BUDGET MOTELS affordable comfort

» serve the economy-conscious traveller » fit the “spend a night, not a fortune’ slogan » clean, comfortable and affordable » strong over-55 age group appeal » guaranteed tariff policy which matches the property’s guest demographics » good basics, e.g. bed, shower, TV » a clean room is valued over higher quality décor provisions » great value for money » good standard of maintenance

ORBIT INNS a space to relax

» qualities that appeal to clientele looking for a mid-range property » value for money still able to be satisfied » good corporate appeal as well as responding to a more discerning guest » neatness, good order, commands a “yes, it looks good” reaction » fits well with the slogan “you will always come back” » must be a minimum of 3.5-star rating as assigned by AAA Tourism or Qualmark (NZ), or equivalent as determined by ARRA

PARAGON HOTELS a pattern of excellence

» presenting a stylish, up market, quality establishment » quality furnishings and fittings » property maintenance of a very high standard » good range of services to satisfy corporate, special occasion guests and those seeking good quality accommodation and related services » well-presented staff and comfortable with the slogans “affordable luxury” and “a pattern of excellence” » must be a minimum 4-star rating as assigned by AAA Tourism or Qualmark (NZ), or equivalent as determined by ARRA

WWW.ARRAHOTELS.COM.AU 34

RESORTBROKERS.COM.AU

MR

A group of 4 fantastic management rights complexes in Brisbane Metro Resort Brokers are excited to present to the market four management rights businesses - Bendena Terraces, Montrose@Taringa, Upper Roma Apartments and Union Street Apartments. Rarely does the opportunity exist to buy a management rights business across Brisbane with this scale and flexibility.

The 4 complexes have a total of 192 units with 156 in the letting pool (81%). All are either new or near new buildings with realistic caretaking responsibilities.

There is only one piece of real estate to purchase with no requirement to live onsite, nor are there any fixed office hours at any of the complexes.

You will have the security of 4 body corporate salaries, 4 fully let buildings and the flexibility to drive your business by spending time where you are required most.

The complexes are located in Carina Heights, Taringa, Upper Roma Street (Brisbane City) and Nundah.

> New or near new complexes > Complexes are fully rented > High net income of $516k > Realistic caretaking duties across all complexes > No set office hours at any of the complexes > Long term agreements in place (22.5 years+) > Exclusive use offices in 3 complexes and an onsite caretaking shed in the other > Amazing brand new 2 level townhouse consisting 3 bed, 2 bath, 2 car garage - perfect for a family ($599k)

FINANCIALS NET PROFIT: $516,245 PRICE: $3,489,972

REF: MR004274

EXCLUSIVE

Nathan Eades BROKER

M. +61 448 339 920 E. nathaneades@resortbrokers.com.au

BRISBANE QUEENSLAND P. +61 7 3878 3999 RESORTBROKERS.COM.AU

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FH

Freehold and business in a lovely Victorian town The 3.5 star Avoca Motel offers motel operators a fantastic opportunity to enter the freehold market. Situated in the beautiful town of Avoca in the heart of the Victorian Pyrenees Wine District, this motel is a consistent performer with a solid trading history. Comprising of 12 motel suites, recreation room, and a beautiful 4 bedroom period home, all situated on a large 2.5 acre block in a picturesque garden setting.

> Would suit first timers and experienced operators alike > Situated only a short walk from the town centre in the heart of Victoria’s Pyrenees Wine District > Recreation/breakfast room and BBQ area > 4 bedroom residence with 2 car garage > Variety of room configurations - queen, twin, family and spa suites FINANCIALS

Gerard Hurry BROKER

M. +61 417 250 211 E. gerardhurry@resortbrokers.com.au

NET PROFIT: $103,881 PRICE: $870,000

REF: FH004143

MELBOURNE VICTORIA P. +61 3 9347 3100

LH

Entry level motel in the stunning Yarra Valley On offer is the leasehold business of a 14 room AAA rated 3.5 star motel in Healesville, Victoria. The motel is located only 1 hour from Melbourne in the beautiful Yarra Valley region. 11 bathrooms have recently been refurbished and there is very little investment needed. There is a large 2 bedroom residence off reception with 2 living areas and private deck. This is a fantastic opportunity to pick up a good entry level motel close to a capital city.

> Ideal motel for first time operators (easy to run) > Large private 2 bedroom residence off reception > Bed and breakfast only, no restaurant and ample parking > 15/16 shows growth in turnover and net profit from the previous year > Licensed mini bars in all rooms

FINANCIALS

Liz Galea BROKER

M. +61 417 334 298 E. lizgalea@resortbrokers.com.au 36

RESORTBROKERS.COM.AU

NET PROFIT: $125,656 PRICE: $390,000

REF: LH003857

MELBOURNE VICTORIA P. +61 3 9347 3100

LH

30 year lease at an affordable price...

What a great opportunity to pick up a large 36 room AAA 3 star rated motel at a fantastic price. The Byer Fountain Motor Inn is located in Holbrook, NSW directly off the Hume Highway between Melbourne and Sydney. The motel can afford the luxuries of a larger motel including operational staff. With a new 30 year lease on offer and little investment needed this is definitely worth a look.

> Well supported by the drive and tourist market > Experienced supportive landlord > Rent ratio of 22% against turnover > 2 bedroom residence off reception > Easy to operate restaurant (fully staffed), pool/BBQ area and ample parking > Brand new 30 year lease on offer FINANCIALS

Liz Galea BROKER

M. +61 417 334 298 E. lizgalea@resortbrokers.com.au

NET PROFIT: $100,584 PRICE: $350,000

REF: LH004270

MELBOURNE VICTORIA P. +61 3 9347 3100

LH

Quest along the touristy Great Ocean Road This is a wonderful opportunity to get involved in a Quest franchise business. Located in the heart of Portland, a beautiful old world fishing town with a busy deep sea port, this near new Quest has a strong corporate client base with potential for further growth. With 49 units it is the ideal size for both new and experienced operators alike. The business has recently won “Best Tourism Accommodation Provider� in the Glenelg Shire Council Business Awards and is a favourite of the locals.

EXCLUSIVE

> Long lease: 23 years remaining > Established relationship with blue chip clients > The rent has been structured for continued growth without the burden of a high rent to turnover ratio > Current financial year is strong and occupancy is expected to be up significantly on last year > Solar heated pool, conference facilities, breakfast room, commercial kitchen and onsite parking FINANCIALS

Stuart Charles BROKER

M. +61 458 588 472 E. stuartcharles@resortbrokers.com.au

NET PROFIT: $200,742 PRICE: Offers over $550K

REF: LH004209

MELBOURNE VICTORIA P. +61 3 9347 3100

RESORTBROKERS.COM.AU

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EDITORIAL

REGIONAL ROUND-UP ...reveals robust market

BY CATIE LANGDON

IT’S BEEN SAID MANY TIMES THAT TOURISM COULD FILL THE GAP IN THE ECONOMY LEFT BY MINING. THE LATEST REPORTS ON VISITOR NUMBERS CERTAINLY SHOW A VERY POSITIVE TREND. BUT IS THAT IMPROVEMENT BEING FELT IN REGIONAL AREAS, AND HOW DOES IT IMPACT THE ACCOMMODATION BUSINESS AND PROPERTY MARKET? WE DID THE ROUNDS OF RESORT BROKERS AUSTRALIA’S TEAMS IN NEW SOUTH WALES AND VICTORIA TO FIND OUT.

THE number of short-term visitors to Australia rose by

8.6% to 7.68 million between April 2015 and April 2016, according to a report by research firm CoreLogic. The surge, they said, has largely been driven by the Australian dollar falling from US94.2¢ to 76.6¢.

Tourism is already one of Australia’s biggest industries.

Tourism exports in the year to March were worth $43.6 billion, just shy of the $47.6 billion generated by the nation’s top export, iron ore.

show regional Victoria experienced a 4.3% increase in accommodation takings, with growth recorded in most regions for room nights occupied. Occupancy rates statewide were up 1.2% to 68.7%.

Average yield per room night occupied in regional Victoria was up 3.2% to $142 per night.

NSW saw a

6% increase in domestic overnight visitor numbers to 28.6 million visitors (YE March 2016), who stayed 92.1 million nights and spent a record $16.4 billion. Regional NSW welcomed a record 20.2 million overnight visitors who contributed a record $9.6 billion in overnight expenditure.

Domestic visitor numbers are also showing healthy increases. In Victoria, total domestic overnight visitors rose to 21.8 million in the year ended March 2016, up 6.7%. Regional Victoria recorded a 8.6% increase in visitors to 14.1 million for the year.

Available figures (YE June 2015) 38

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STR Global’s latest survey showed the occupancy rate in NSW grew slightly from 75.7% in the March Qtr 2015 to 75.9% for the same period this year, primarily driven by increases in regional NSW (64.4%, up from 64%). Takings from accommodation in regional NSW increased 5.3% .

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EDITORIAL

Without exception, Resort Brokers’ agents covering regional areas across both states, reported evidence on the ground of the increased tourist activity. And they agreed with analysts that the lower Aussie dollar is behind the lift in overseas visitors and frequency of Australians holidaying at home.

In the accommodation business and property market, buoyant trading figures have caused a supply shortage as operators hold their assets while enjoying increased profitability.

Across both states, “tightly held” was the phrase most used by brokers to describe the motel market. Demand for freehold investment properties and freehold going concerns is strong, while availability is short, creating a very favourable selling environment.

Motel leases too are turning over quickly in many areas when the business shows solid figures and has reasonable tenure.

“The market at the moment 40

RESORTBROKERS.COM.AU

has an insatiable appetite for both leasehold and freehold motels,” said veteran broker and Victoria state manager Jim Chapman about his southern patch. “Demand is being fuelled by low interest rates and the fact properties are achieving consistently strong returns.”

Jim also pinpointed why freehold investment properties everywhere are in hot demand – returns that few other investments can match.

“Freehold investments are selling at about 8% return, so are very soughtafter, particularly by those with self managed super funds,” he said. “Not a lot of investments will give you 8%.”

An interesting development in many regions across both states has been a marked increase in the number of Chinese and Indian buyers. “They are especially keen for freehold going concerns close to major population centres,” Jim observed.

Resort Brokers managing director Ian Crooks says Asian buyers more

broadly are starting to look at investments in regional Australia.

“I recently brought some Singapore investors out to look at properties in coastal New South Wales,” he said. “I travel to Asia every three to four months, and we are starting to see more enquiry for smaller properties, which is a real opportunity for regional owners.

“In fact, because of the rising interest and demand, we are going to run a motel information seminar over there later this year and we’ll be looking for a good selection of properties to present.”

Of course, the market in every region is different, affected by its own set of unique economic and tourism circumstances. And it has to be said some regional areas, particularly the Hunter and inland NSW are still facing challenges.

But, on the whole, the picture is very encouraging. So lets take a quick tour around the diverse territories covered by Resort Brokers Australia agents.

VICTORIA An Overview

VICTORIA HAS TWO STRONG ADVANTAGES. IT IS RELATIVELY SMALL AND COMPACT, WITH EASY ACCESS TO SEVERAL MAJOR POPULATION CENTRES AND TOURIST DESTINATIONS IN CLOSE PROXIMITY. AND IT HAS A DIVERSE ECONOMY, NOT OVERLY RELIANT ON ANY ONE SECTOR, SO IT HAS A CONSISTENT SPREAD OF HOLIDAY AND CORPORATE TRADE. Best advice to owners / sellers: Take advantage of the current demand from Asian buyers, especially in major population centres where they will pay a premium.

GERARD HURRY NORTH-WEST VICTORIA

Market snapshot: Most motels are trading well. Bendigo is bouncing back after a surge in local room supply (opening of The Schaller Studio Art Series Hotel), and Ballarat is consistently strong, driven by events and corporate trade. Tourist trade is healthy in the Murray River towns. There is increased interest from Asian and Indian buyers who will pay a premium for the right property, and a shortage of listings to meet demand as quality properties are very tightly held.

Most in demand: Mid-range leasehold motels up to $1 million and freehold going concerns up to $3 million. The freehold investment market is extremely buoyant.

Expected returns: Leaseholds sell at up to 25% for a 4-star property in a strong town, but 28 – 35% is the most common return for leaseholds. Freehold businesses are still selling at between 14% and 20%, depending on the location and condition of the motel.

STUART CHARLES WESTERN VICTORIA

Market snapshot: I am finding the market to be strong across the board. I service a diverse territory that is driven by both industry and tourism, and both are doing very well, with motel turnover generally up on last year. International tourism continues to increase along the Great Ocean Road. This is driving higher occupancies, but room rates have remained fairly steady. Our primary industries sector is also performing well, which drives additional business in my area. All in all, the market is buoyant, vendors are realistic, there is good funding support from the banks, and buyer interest in accommodation properties is as strong as I’ve seen it for many years.

Most in demand: Both leaseholds and freeholds are selling very well.

When freeholds become available there is exceptionally strong interest.

We simply do not have enough listings of freeholds and large leases.

Expected returns: 25-35% returns for leases. Around 8% for freehold investment.

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EDITORIAL

LIZ GALEA

NORTH EAST VICTORIA

Our Victorian & Tasmanian Team, from left to right. Our MD Ian Crooks, Ray Ironside, Liz Galea, Gerard Hurry & State Manager Jim Chapman.

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Market snapshot: Motels in most areas of North East Victoria and the Murray region are achieving steady or slightly improved occupancy rates.

Variations are mostly caused by specific projects or events. Strong motel towns like Benalla, Seymour, Wangaratta and Albury/Wodonga continue to perform well year on year.

Many towns off the Hume Highway and along the Murray are not reliant on a single source market, which makes them such strong investment towns. They have a good mix of both industry and tourism/ leisure. The ‘drive’ market between Sydney and Melbourne is also a

significant and reliable feeder.

Most in demand: Larger sized leaseholds in the $1 – 1.5 million range and freehold going concerns up to $2.5 million. Entry level leaseholds also sell well to first time operators.

Expected returns: Motel leases nearer to Melbourne and good quality properties sell on 25% returns. 28%-35% is expected for 3-4 star motels in a regional areas.

The number of years remaining on the lease is also a significant consideration.

For freehold going concerns, returns of 14%-20% are expected, depending on proximity to a capital city, quality of the property, and how much investment is required.

Around 8% is the mark for a freehold passive investment.

Best advice to owners / sellers: It is important to plan your sale at least two years out, so the financials are all in order and the vendor can show the highest nett profit. We currently have a number of good quality buyers ready to go, but minimal properties are available. So it’s a great time to list, with few competing sellers. Motels listed showing the right return will sell. Those listed outside the correct price range can languish on the market.

Our NSW Team, from left to right.

James Carrick, Andrew Rendall, Russell Rogers, Ian Dore, Shane Wynhoven & our MD Ian Crooks,

NSW

An Overview ACROSS SUCH A LARGE GEOGRAPHIC AREA, REGIONAL NSW HAS AN EXTREMELY DIVERSE AND DISPARATE ACCOMMODATION MARKET. IT RANGES FROM COASTAL TOURIST ZONES TO INLAND AGRICULTURAL REGIONS, AND FROM SIGNIFICANT PROVINCIAL CITIES WITH LARGE POPULATION BASES TO MINING AND RESOURCE-RELIANT AREAS. As such, it cannot be described as a single market, but rather as a series of individual markets each with its own set of challenges and opportunities.

RUSSELL ROGERS SOUTH COAST NSW

South Coast NSW Market snapshot: A solid and consistent area fueled by both tourism and corporate business, which means it is not so seasonal. The coastal strip is visitordriven, but it also boasts major centres like Bega, a regional hub which is seeing significant investment, including a new $187 million regional hospital and the Bega Cheese operations which employ over 700 people.

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EDITORIAL

There are a lot of constant cash flow businesses in my territory. As a former motelier, I’ve seen a huge market turnaround. When I started as a broker in 2011, I couldn’t identify one motel sale along the South Coast in four to five years. Now there is plenty of activity, fuelled by a buoyant residential market, low interest rates and the lower dollar.

Most in demand: Demand from investors is there but, at the same time, they are cautious and very discerning. Overpriced properties are simply not selling. There is very strong demand for well-priced motels and for Manufactured Housing Estates (MHEs).

When it comes to best sellers, it’s all about returns and written valuations.

Expected returns: 10-15% for freehold motels and caravan parks.

8-10% for MHEs. Leasehold sales are generally in the 30% to 35% range.

Best advice to owners / sellers: Not near enough refurbishment is done. Those that do refurbish regularly reap the benefits. Keep up with your refurbishments, make sure your booking button is working well, and build direct bookings by driving people to your website. Presentation is still number one. And be realistic when it comes to setting your price.

A written valuation is your best selling aid.

SHANE WYNHOVEN

GREATER SYDNEY, HUNTER & CENTRAL TABLELANDS

Market snapshot: A mixed market.

In the tourist areas, operators have had the best year for some time, but in mining areas and associated country towns, it’s a struggle. The mining boom caused an extraordinary spike in accommodation trade so, rather than a ‘crash’, this is probably a return to normal levels. As a result of the

drop in trade in these areas, recent motel sales have been at significantly discounted prices.

In the central west however, there has been a deliberate focus by the NSW Government on health, education and transport infrastructure. The ‘Evo Cities’ initiative, showcasing opportunities in major centres like Orange and Bathurst, has been very positive and significant investment in infrastructure is driving good business.

Most in demand: We are selling everything we list, provided it is correctly priced and offers some upside. Buyers are actively chasing everything from small leases to large freeholds. There is a real appetite for freehold going concerns, not just from the traditional market, but also from Chinese and Indian buyers. Supply is limited, however. In a low interest rate environment, people are hanging on to freehold because of limited prospects for investing the proceeds of a sale.

Expected returns: Typically 14 – 15% for freehold going concerns, and a minimum of 30% on leaseholds.

Best advice to owners / sellers: Now is as good a time as ever to move on or upgrade. Bank lending conditions are favourable for buyers and the market is positive. If you are thinking of selling, make an exit plan and get your financials in order.

Across both states, “tightly held” was the phrase most used by brokers to describe the motel market. Demand for freehold investment properties and freehold going concerns is strong, while availability is short, creating a very favourable selling environment.

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Best advice to owners / sellers: Well-prepared vendors with clear, well-presented P&Ls (3 yrs) will find the path to sale and settlement much smoother. When you decide to sell, select one agent/agency with proven results to act exclusively for you. Before appointing them, meet to ensure you will be confident and comfortable to work closely with them.

JAMES CARRICK

MID-NORTH & NORTH-WEST NSW

Market snapshot: The coastal market is strong, while I’d describe the inland NSW market as moderate. We are seeing a role reversal. A few years ago inland agricultural and mining centres such as Armidale, Tamworth and Gunnedah were recording higher occupancies than coastal centres like Forster, Port Macquarie and Coffs Harbour. Now the opposite is true.

Low interest rates are assisting the buyers of large scale properties, which is driving demand at the big end of town. Chinese and Indian buyers are noticeably active.

Most in demand: I’m experiencing strong demand for property in coastal areas, in particular for freehold and leasehold motels and freehold caravan parks (driven by corporate / MHE investment companies). Freehold going concerns are selling in both coastal and inland centres, where as small to mid-range leaseholds in inland areas are slower to sell.

Expected returns: 27 – 30% for or solid coastal leaseholds, and 33-35% for inland/regional leaseholds.

Best advice to owners / sellers: Well-prepared vendors with clear, well-presented P&Ls (3 yrs) will find the path to sale and settlement much smoother. When you decide to sell, select one agent/agency with proven results to act exclusively for you. Before appointing them, meet to ensure you will be confident and comfortable to work closely with them.

ANDREW RENDALL CENTRAL NSW

Market snapshot: I cover a large area from Broken Hill in the West to Hay in the south, Gundagai and Bathurst in the east, north to Coonabarabran. Large regional centres like Wagga Wagga, Bathurst, Dubbo and Orange are very strong and very tightly held. They are benefiting from a very buoyant regional tourism market.

Mining down the Newell Highway from Dubbo to the Riverina is doing very well. It’s gold, not coal, and some mines have been sold to new owners who are changing and expanding operations, particularly around West Wyalong. It means good trade for motels.

The market in between the big centres is mixed, but generally, with the current NSW government strongly promoting regional tourism, business is good. Events are a major driver, eg. the Temora Air Show, Banjo Paterson Festival in Grenfell, Elvis Festival in Parkes. In the pub trade, however, there’s been concern about the prospect of anti-poker machine senator Nick Xenaphon gaining the balance of power.

Most in demand: Strong businesses always sell well. The RESORTBROKERS.COM.AU

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EDITORIAL

preference is for properties with 20 or more rooms. Locations with drawcard attractions are most in demand. Buyers are often people changing from the workforce or another business, wanting to work for themselves and enjoy a different lifestyle. Passive freehold investments are also in strong demand because of the high returns.

Expected returns: Buyers are expecting 30 to 35% returns on leases.

The further west you go, the higher that figure is.

Best advice to owners / sellers: Plan your exit. Don’t just wake up one day and decide you want out. Plan for it and be prepared. Maximise profitability. Afterall, we sell a business based on profitability, not on blue sky.

To vendors of freehold going concerns, I would say consider splitting the asset into passive investment and lease. There is a massive advantage in splitting, perhaps more than ever, because the passive freehold investment will generate better returns than you can get anywhere else. Perhaps retain the investment property and sell the lease.

IAN DORE

NORTH COAST NSW

Market snapshot: This is traditionally a coastal holiday strip of mainly beachfront towns popular for fishing, surfing and peaceful getaways.

It also takes in some inland business/ corporate towns, eg. Lismore and

OUR TOP TIPS AN HAVE

LAN EXIT P

ATION ESENT R P Y T R PROPE R FINANCIAL L & CLEA S ARE VITA D RECOR IT WHEN ALISTIC BE RE TO PRICE S COME T EXPER ITH AN ELY LIST W R EXCLUSIV BROKE THE GE OF VANTA URABLE D A E O TAK NT FAV CURRE T E MARK

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Grafton, which have major health, education, business and service facilities.

Generally there is confidence with all accommodation operators reporting strong and growing occupancies in both the holiday and corporate markets.

This has opened the door to higher tariffs with no noticeable adverse market reaction so far. With strong occupancies and improved net profits, more owners are delaying selling, which has reduced available stock.

Most in demand: Continually I’m seeing more enquiry for coastal motels, particularly from over-50s couples without motel experience who are looking for a new start. Generally, this enquiry is for leasehold motels priced in the $350,000 to $600,000 range.

Expected returns: In the past 12 months, I’ve noticed a dramatic reduction in selling yields of motels, particularly coastal freeholds. Yields for these 12 months ago were 13% to 15%, depending on location, age, presentation and net profit. Now, with stronger demand and lower stock levels, we are seeing sales proceed at yields as low as 10.5% to 12%.

Best advice to owners / sellers: Be aware of market conditions. Price to sell, as overpricing will deter a sale and damage the property’s reputation.

Select a broker and list with them exclusively, because multi-listing sends mixed messages to the market.

Presentation of your business is as important as your net profit. And, as this is likely your most valuable asset, be prepared to spend sufficiently on marketing it.

CONCLUSION One final factor we canvassed with all brokers was the current lending environment for buyers. The overall impression is that banks are looking favourably on accommodation as a strongly-performing asset class.

Lending ratios are generally 50-50 on leaseholds and 65-35 on freeholds.

Buyers are mostly finding good support from banks, with some provisos: their criteria and lending ratios can be quite rigid, so clear P&Ls and occupancy/reservation reports are extremely important. Where possible, a written valuation is a big advantage.

In areas where yields are trending lower, buyers might meet some resistance from the banks.

FH

Management + freehold in Australia’s most tightly held accommodation market An outstanding opportunity to secure both the management business and a large freehold component of this established 83 room apartment hotel, offered for the first time in 21 years.

Located on a prime 2,040sqm corner site on Northbourne Avenue, Canberra’s major hotel boulevard, it is only a 5min walk to the CBD and within a 10min drive of most major tourist attractions.

Being offered is the accommodation business and property.

Trading figures for 2014/15 show a 15% return on investment of $7 million. The management company owns 42.91% of the hotel. Rooms owned are 32 of the 83 hotel rooms. The 4 commercial units are an onsite licensed restaurant, conference centre (external operator on a long term lease), reception and back offices.

Independent (no chain) 24 hour operation, fully staffed, owner/manager onsite, just 5 half days per week. The ability to lift tariffs, not reviewed for 4 years, plus excellent additional upside with minor upgrades. E&OE. > Rare freehold + business in Canberra > Immediate scope to lift tariffs from current $122 net ADR FINANCIALS NET PROFIT: $1,059,00 PRICE: $7,000,000

REF: FH004284

CANBERRA ACT P. +61 2 9904 8224

EXCLUSIVE

Ian Crooks

MANAGING DIRECTOR

M. +61 411 171 648 E. iancrooks@resortbrokers.com.au

Russell Rogers BROKER

M. +61 416 166 909 E. russellrogers@resortbrokers.com.au RESORTBROKERS.COM.AU

47

FH

Bega Downs Motor Inn A compelling investment opportunity New large scale capital investment in Bega will actively drive accommodation growth in the town. Bega has limited accommodation capacity which already operates at high occupancy throughout the year. It is evident from the growing demand for new accommodation that demand will exceed supply.

Scope for Growth - With a current occupancy of 58%, the Bega Downs has ample scope for capitalising on the new growth via both occupancy growth and tariff increases.

Freehold Property - As this is a rarely available freehold property it will deliver a return on investment through both revenue profit growth and capital asset growth.

History - There are 13 years of detailed records and a forward looking business plan available to enable a comprehensive assessment of the property. This property has a long history of servicing the corporate traveller.

Stable Revenue - Very stable and consistent monthly trading, without ‘seasonal lows’, allowing long term profit planning with confidence.

International Tourism Growth -Bega, an iconic Australian brand identified for its pristine environment, has been rapidly growing recognition in the China and Asia Pacific region. A halfway point on the Sydney to Melbourne Pacific touring route it is the northern gateway to Tourism Australia’s ‘Australia’s Costal Wilderness’ – a strategic brand in the Federal Government’s International Tourism Strategy ‘Australia’s National Landscapes’.

Domestic Tourism Growth - 3 hours from Canberra, with its heritage, culture and nature short stay visitor experiences, the Bega Valley is a key location in the NSW Government’s powerful domestic tourism initiative Destination New South Wales. > 27 spacious well appointed rooms > Detached licensed 50 seat restaurant > In-ground saltwater pool in landscaped gardens > 3 bedroom 2½ bathroom residence FINANCIALS NET PROFIT: $440,000 (Interim 2015/16 financials) N.B. Accountants financials available early July 2016 PRICE: Expressions of Interest (Guide: $3.2M - $3.5M)

EXCLUSIVE

Russell Rogers BROKER

M. +61 416 166 909 E. russellrogers@resortbrokers.com.au 48

RESORTBROKERS.COM.AU

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224

REF: FH004261

Advocacy

Services

Benefits

Because Your Voice Should Be Heard

Because You Cannot Do It All

Because Every Dollar Counts

Staying Ahead of the Challenges Join the Accommodation Association of Australia.

The Accommodation Association of Australia is your national industry representative body, and best placed to manage all the challenges the industry faces.

“The Association gives us the security… with a tremendous amount of support and advice in time of need.”

Penny Eccleston, Owner, Best Western Plus Ambassador on Ruthven Motor Inn.

“The multitude of benefits far outweigh the minimal membership fee of joining the Accommodation Association.”

Steven Gargano, General Manager, The Cambridge Hotel Sydney.

For more information, please visit our website: www.aaoa.com.au

p: 1300 304 397 02 8666 9015 e: mail@aaoa.com.au

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95LD SO

COMING TO MARKET!

IMMERSE YOURSELF IN BRISBANE’S CULTURAL HUB WHILE NETTING OVER $1M (PROJECTED)

OUTSTANDING POSITION OVERLOOKING THE LOW RISE GALLERY OF MODERN ART (GOMA) AND SOUTH BRISBANE CULTURAL PRECINCT GUARANTEES RIVER, CITY AND QUEEN’S WHARF VIEWS THAT CAN NEVER BE BUILT OUT. A UNIQUE ADVANTAGE THAT DRIVES STRONG RENTAL DEMAND YOU CAN BET ON

Brisbane Casino Towers presents an outstanding management rights opportunity to take a lucrative stake in the multi-billion dollar emergence of Queensland’s sun-drenched capital as a new world city on the international stage.

The building boasts highly desirable facilities, including an infinity edge swimming pool, spa, gymnasium and BBQ area, cleverly incorporated so the efficient use of space ensures the caretaker’s role isn’t too onerous.

Consisting of 378 apartments rising over 30 storeys, Brisbane Casino Towers is designed solely for permanent residential occupation with brand new 25-year agreements. Its exceptional Hope Street address, unassailable views, 5-star lobby, stylish apartments and resort-style amenities will make it one of the city’s most sought-after addresses.

• • • •

NO SET OFFICE HOURS COMPLETION DATE OF FEBRUARY 2018 BODY CORPORATE SALARY: $421,470 PROJECTED NETT PROFIT: $1,013,627

CAMPAIGN WILL BE RUN BY EXPRESSIONS OF INTEREST

TIM CROOKS NATIONAL OFF THE PLAN SPECIALIST M. 0422 208 450 E. TIMCROOKS@RESORTBROKERS.COM.AU

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WITH A NEW FOOTBRIDGE PLANNED, CONNECTING THE QUEEN’S WHARF PRECINCT WITH SOUTH BRISBANE AND $4 BILLION RECENTLY INVESTED INTO THE AREA’S INFRASTRUCTURE NETWORK, IT’S A SAFE BET SOUTH BRISBANE’S STAR WILL CONTINUE TO RISE. URBIS

RESORTBROKERS.COM.AU

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MR

The management rights of an independent seniors village in Onkaparinga, Adelaide Opportunity to secure the management rights to a senior village, currently operated by a corporation using the services of an independent contractor residing onsite. Based upon information known to the vendor and estimates of the costs incurred by the independent contractor, projected returns for an owner operator are estimated to be in the vicinity of $482,910 p.a.

Prospective purchasers will be provided with an independent due diligence report to assist with verifying the profitablity.

The current caretaking and letting agreement tenure is 21 years from 1/11/16 and the caretaking salary is $87,600 (incl.

GST) with annual CPI increases.

In addition the operator has provided catering, admin and advertising services for the village, currently grossing approx. $588,100 p.a. To continue this income stream the purchaser will be required to secure the freehold to the managers’ apartment, communal dining room and kitchens.

> Easy commuting distance to Adelaide CBD and conveniently located in Hackam close to transport,

shopping centre, hospital and medical services > 95 independent 1 bedroom assisted living units plus 2 managers’ units (93 under management) > Freehold components - 2 x three bedroom managers’ residences, dining room and kitchens (Asking $500K)

FINANCIALS EST. NET PROFIT: $482,910 PRICE: $1,970,000

REF: MR004223

MELBOURNE VICTORIA P. +61 3 9347 3100

EXCLUSIVE

Jim Chapman

Tim Crooks

M. +61 413 444 782 E. jimchapman@resortbrokers.com.au

M. +61 422 208 450 E. timcrooks@resortbrokers.com.au

VICTORIAN STATE MANAGER

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BROKER

LH

Fabulous leasehold motel with an outstanding waterfront location at Lake Macquarie The Lakeview Motor Inn boasts 17 x 3.5 and 4 star deluxe rooms and is situated adjacent to beautiful Lake Macquarie and just minutes’ walk to the beach. The motel is close to shops, restaurants, bars, business centres, surf beaches and golf courses, catering for corporate travellers and tourists alike.

Located in Belmont, a unique coastal lakeside community on the eastern shores of Lake Macquarie, this property is less than 2 hours from Sydney, just 20 minutes to Newcastle and 1 hour from the Hunter Valley wine region.

This property offers the ultimate lifestyle with endless recreation and relaxation options at hand. The 2 bedroom residence has a huge outdoor entertaining BBQ area with water views over lake Macquarie and is a sensational spot to reside. The property also features a separate commercial kitchen to cater for the breakfast demand.

> Well-maintained motel with no restaurant (breakfast offering only) making it easy to operate > Outstanding waterfront location producing great occupancy year round > 45 minutes to Newcastle Airport > Endless recreation options on your doorstep > 2 bed, 1 bath upstairs residence with water views FINANCIALS NET PROFIT: $89,115 PRICE: $380,000

REF: LH004244

Shane Wynhoven BROKER

M. +61 424 174 592 E. shanewyhoven@resortbrokers.com.au

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224 RESORTBROKERS.COM.AU

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FH

Mixed use freehold caravan park on NSW’s Mid North Coast Resort Brokers Australia are proud to present this much sought after tourist and permanent caravan park. The perfect mix of cabins, camp sites and a secure income delivered from the permanent manufactured homes.

Capitalise on the area’s tourism boom and the unrivalled reputation the existing owners have developed over the past 5 years.

This opportunity is located in an extremely high demand territory. Nestled in the beautiful and peaceful North Haven, the Gateway to Port Macquarie. This caravan park has the best of both worlds; peace and tranquillity by the beach, just a short drive to the shops and the restaurants and holiday attractions of Port Macquarie. The ability to continue to build this tourist and manufactured home business will undoubtedly create significant demand. Haste is recommended!

> Recently refurbished amenities block > Manufactured home development opportunity > Beautiful home-style living for on-site owners or managers > Progressive increase in turnover year on year > Walk to club, restaurants, shops, patrolled beach and renowned fishing locations FINANCIALS NET PROFIT: $668,596 PRICE: $7,500,000

REF: FH003910

EXCLUSIVE

James Carrick BROKER

M. +61 400 664 065 E. jamescarrick@resortbrokers.com.au 54

RESORTBROKERS.COM.AU

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224

MR

An opportunity not be missed in Brisbane’s Bayside This Manly West management rights would suit both a first time and experienced operator, either to live onsite or off.

This property would also be a great add on business for the smart operator. Should you choose to live onsite, the first class 3 bed, 2 bath manager’s residence is in immaculate condition and has been renovated. Otherwise, you could choose to put this stunning villa back in the letting pool and add to your income. Don’tmiss this one!

> Large office attached to residence > Resort style living - pool and undercover entertaining BBQ area > 72 units with 38 in the letting pool > Long management agreements > Solid net income > Additional income and consistent year on year growth

with opportunity to improve FINANCIALS

EXCLUSIVE

Brent Staker BROKER

M. +61 410 344 344 E. brentstaker@resortbrokers.com.au

NET PROFIT: $222,441 PRICE: $1,454,205 BRISBANE QUEENSLAND REF: MR004277 P. +61 7 3878 3999

Wherever Life Takes You, Best Western Is There.® Experience Best Western Hotels & Resorts in a whole new light. Best Western now offers six types of hotels to meet the unique travel needs of guests, and the business needs of hotel owners around the world.

®

SM

joinbestwestern.com.au | info@bestwestern.com.au Best Western and Best Western marks are service marks or registered service marks of Best Western, International Inc. ©2016 Best Western International, Inc. All rights reserved.

RESORTBROKERS.COM.AU

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3 FANTASTIC MANAGEMENT RIGHTS ON THE GOLDEN GOLD COAST Low caretaking and a fabulous unit Broadbeach is the hot spot for real estate and businesses on the Gold Coast right now. The 4 star ‘San Mateo’ is already a favourite for lawn bowlers that come to the Gold Coast each year to escape the southern cold as it is only 50m to the Commonwealth Games Bowling Green. With only 29 units with 20 in the letting pool, the complex is easily run by 1 person with part-time help or alternatively by a semi retired couple. Directly across from the beachfront - makes for a great investment! > 18 years on the agreements > Large manager’s unit > Opportunity to increase net profit > No set office hours > New and ongoing refurbishment on units FINANCIALS

NET PROFIT: $155,000 | PRICE: $1,300,000

REF: MR003998

Perfect for the first time operator In the heart of Surfers Paradise where the tourists are buzzing, Trickett Gardens sits in an absolutely prime position. Extremely well built and having just undergone a facelift to the inside and outside of the building. The property consists of 33 units, 27 of which are managed in the on-site letting pool. All units in the letting pool are rented on a short-term holiday basis, making this a true holiday business. > 20 years remaining on caretaking / letting agreements > Extensive recent upgrades to units and common areas > Fantastic return on investment of 16%+ which is rare for a management rights in this price bracket > 2 bed, 1 bath manager’s residence - option to live off-site > Very secure business – steady letting pool and long tenure

FINANCIALS

NET PROFIT: $179,810 | PRICE: $1,120,000

REF: MR004212

Absolute beachfront with upside galore There are only a certain number of beachfront properties located in Broadbeach and this one could be yours. Beachfront Viscount is ideal for the first time operator or semi-retired persons wanting a larger 3 bedroom unit. A tidy package of 30 lots in the building with 16 in the letting pool. Only 5 resident owners live on-site, making it an easy building to manage. Improvement and fresh ideas will make someone a good capital gain on their investment. > Opportunity for future growth > Modern & spacious 3 bed manager’s residence > Great for a first timer or someone keen to grow their income > Forward thinking and progressive Body Corporate and committee

FINANCIALS

NET PROFIT: $187,000 | PRICE: $1,599,000

REF: MR004233

MLR

Carolyn Griffith

Alex Cook

M. +61 419 675 429 E. carolyngriffith@resortbrokers.com.au

M. +61 467 600 610 E. alexcook@resortbrokers.com.au

BROKER

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BROKER

Australia’s first ever event covering these two booming sectors of the Australian accommodation industry will be held on 26 July 2016 in Sydney. The half day event is part of HotelsWorld 2016, a suite of 5 consecutive events in 3 days that are the leading events for accommodation industry CEO’s and other c-level executives involved in the management, ownership, development and financing of hotels, resorts and serviced apartments. HotelsWorld 2016 will be held from 26 to 28 July 2016 in Sydney.

Over 130 speakers from all sectors of the industry and all parts of the world will present to an expected audience of over 500 A-list delegates, making HotelsWorld 2016 by far the largest cast of industry leaders and experts ever to appear on the stage at an accommodation event in Australia, and one of the largest industry events in the world.

Hotels Franchise & Management Rights World will explore the rise and rise of the two sectors from all sides of the business, including the operators focused on the sectors, the issues that will determine further growth, the opportunities emerging and the regulatory environment.

Like all HotelsWorld 2016 events, Hotels Franchise & Management Rights World will be fast, fresh and focused, with industry decision makers and experts participating in 30 minute, non-stop sessions.

For further information and to register for the events, visit www.hotelsworld.com.au

5 EVENTS IN 3 DAYS FOR ACCOMMODATION INDUSTRY LEADERS 26 - 28 July 2016 : Sofitel Sydney Wentworth and the offices of Ashurst HOSTED BY

PLATINUM SPONSORS

GOLD SPONSORS

SILVER SPONSORS

www.hotelsworld.com.au

ORGANISED BY

jsmith@htlcap.com

+61 418 447 222

RESORTBROKERS.COM.AU

57

EDITORIAL

LEADER IN HIS FIELD

Meet our Victorian State Manager

JIM CHAPMAN

VICTORIAN STATE MANAGER

Long-serving and high-achieving specialist broker, Jim Chapman, has been appointed Resort Brokers Australia’s Victorian State Manager.

Jim, who has been instrumental in the growth of Resort Brokers’ market share across Victoria and Tasmania, now leads a team of five brokers covering the southern states.

The appointment recognises a string of achievements for the

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experienced operator who first joined the company in 2003 as a regional broker handling a broad range of accommodation properties.

He has played an instrumental role in the introduction of the management rights model to Victorian accommodation properties and in establishing Resort Brokers’ ‘preferred broker’ status with major brands including Quest Serviced Apartments and Choice Hotels.

Jim Chapman is now widely regarded as the leading management rights specialist in Victoria,” said National Sales Manager, Trudy Crooks.

“He is also the lead specialist agent for Quest Serviced Apartments having sold upwards of 50 Quest properties across Australia.

“Thanks in no small measure to Jim’s professionalism and expertise, Resort Brokers is increasingly active across Victoria and Tasmania, with a growing team now criss-crossing the

states to handle motel, hotel, resort, serviced apartments and caravan park sales.

“As we grow, it was vital to appoint a team leader to manage the expanding operation, and there could be no better choice than our most experienced agent,” she said.

Jim’s background includes some 20 years as an accountant and company secretary in manufacturing, followed by 10 years of business ownership in hotels and boutique brewing.

He has been active as a hospitality and accommodation business broker since 1995.

As a lifelong Victorian resident, Jim has always had a love of all things sport-related. He credits his early roles as an AFL/VFL umpire as helping to shape the team management and conflict resolution skills that have proved so valuable in his business broking career.

MR

Rare 25 year agreement of magnificent 4.5 star beachfront apartments in Northern NSW The Cove Apartments is in Yamba’ s best location, on the headland overlooking the Lighthouse and Main Beach, Yamba’s most popular due to the Surf Life Saving Club and salt water rock swimming pool.

25 of the total 26 units in this popular complex are in the letting pool, meaning you can relax with peace of mind while enjoying a very secure and steady income stream. The apartments, all tastefully appointed while enjoying ocean views are presented in first class condition. There are 4 elevators servicing the units from the security basement car park.

This complex is ranked ‘No.1 by TripAdvisor’, while Yamba is also regarded as the No.1 holiday town in Australia by Australian Traveller Magazine. At the same time, CSIRO and Stanford University have declared Yamba as having the best climate in the world.

> 3 bed 2 bath managers residence with ocean views > Apartment styles include dual-keys providing huge flexibility by allowing a total of 40 lettable apartments > First class beachfront complex running at 65% occupancy > Strong repeat business with secure proven cash flow > Easily managed by a couple with casual cleaners FINANCIALS NET PROFIT: $279,944 PRICE: $1,680,000 (low multiplier)

REF: MR004222

Ian Dore BROKER

M. +61 412 752 238 E. iandore@resortbrokers.com.au

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224 RESORTBROKERS.COM.AU

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FH

You would’ve heard of a lifestyle business?

Well this has got to be it...

This park consist of 37 sites (10-12 of which are always occupied by long term tenants), comprising of cabins and powered sites with vans which are filled by tradies and travellers. After being there for 15 years the vendors say its now time to retire.

Shady Rest is located in Pittsworth, just 2 hours from Brisbane. Pittsworth QLD is an eclectic quilt of amazing people and places all rolled into one. The main street of Pittsworth is a buzz every day of the week and business people here are eager to serve and look after your every need.

Lifestyle plus income with everything you need. This business includes a modern 4-bedroom family home (adjoining reception), plus two large sheds/workshops stocked with tools.

Easily managed by two people to build your super nest egg. Or grab this opportunity as the perfect launch-pad for growth in the caravan park industry.

> True lifestyle park with great ROI > Work from home and make an excellent living > Situated in town, an easy walk to everything > 10-12 long term residents underpin the park‘s finances > Consistent turnover which fluctuates when other work is going in the area FINANCIALS NET PROFIT: $190,283 PRICE: $1,300,000

REF: FH004247

Lindsay Cooper BROKER

M. +61 418 711 047 E. lindsaycooper@resortbrokers.com.au 60

RESORTBROKERS.COM.AU

BRISBANE QUEENSLAND P. +61 7 3878 3999

Hillhouse Burrough McKeown Lawyers

RESORTBROKERS.COM.AU

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LH

Iconic outback resort ready to be taken to the next level Located 110km North West of Mildura, you will find this iconic outback resort right at the gateway to World Heritage listed Mungo Lake. The lodge is built on 160 acres of perpetual lease land, has its own airstrip, state of the art water catchment system, as well as being eco-friendly and fully fenced.

The accommodation is made up with 20 x 4 star cabins. There is also a dormentry style accommodation which consists of 15 beds. To the rear of this area is a camping and caravan area which can accommodate 20 vans plus campers.

The main lodge has a restaurant which can cater for 100 guests - quality fit out with fully equipped kitchen open fires and sound system.

The business is supported by coach groups, fly in planes and helicopters and local visitors on a day trips. There is also strong support from local station owners and workers.

> Growing and well performing business year on year > Realistic pricing and leasing options – flexible > Destination supported by all year round tourists > Venue supported by a variety of income drivers – accommodation, F&B, shop > Located on the Mungo National Park FINANCIALS NET PROFIT: $130,000 PRICE: $295,000 + SAV

REF: LH004282

EXCLUSIVE

Shane Mullins BROKER

M. +61 447 185 001 E. shanemullins@resortbrokers.com.au 62

RESORTBROKERS.COM.AU

BRISBANE QUEENSLAND P. +61 7 3878 3999

MR

Receiver’s sale - ‘Golden Gate Resort’ Surfers Paradise, Gold Coast QLD The Receiver has appointed Resort Brokers Australia to undertake the sale of the Letting Rights/Service Agreement and associated real estate for The Golden Gate Resort located at 3422 Surfers Paradise Boulevard, Surfers Paradise.

Located at the northern end of Surfers Paradise, Golden Gate was one of the original mega high-rises on the Gold Coast.

It is situated on a 2 acre block featuring lush gardens, water creeks and fountains.

Constructed cira 1977, the complex comprises of 181 lots (177 residential & 4 commercial). Features include a swimming pool, tennis court and a large BBQ area.

Over the last few years the building has undertaken major refurbishment including upgrade of the 4 lifts, complete external & internal repaint, a new Bali style BBQ hut, landscaping & fencing, and new carpet to all common areas.

> Body Corporate remuneration $33,257 net of GST for reception agreement, no caretaking duties > Committee pre-approval for new 10 year agreement on settlement to approved purchasers > 38 units in letting pool (11 short-term, 27 permanent) > 1 bed + study manager’s unit, plus office and reception on title FINANCIALS NET PROFIT: $167,414 (Y.E. 31/1/16) PRICE: Expressions of Interest

REF: MR004242

BRISBANE QUEENSLAND P. +61 7 3878 3999

EXCLUSIVE

Alex Cook

Brendon Phillips

M. +61 467 600 610 E. alexcook@resortbrokers.com.au

M. +61 466 346 373 E. brendonphillips@resortbrokers.com.au

BROKER

BROKER

RESORTBROKERS.COM.AU

63

EDITORIAL

OFF THE PLAN OR OFF THE PLANET

SOME TIPS FOR BUYING OFF THE PLAN John Mahoney - Partner, Mahoneys THERE IS NO DOUBT THAT THE PAST COUPLE OF YEARS HAVE BEEN VERY BULLISH FOR OFF THE PLAN MANAGEMENT RIGHTS SALES. UNTIL RECENTLY RENTAL DEMAND FOR NEW PRODUCT HAS BEEN STRONG AND RENTS HAD HELD QUITE STEADY, AT LEAST IN THE CASE OF NEW PERMANENT RENTAL APARTMENTS. WE have all read recently about the softening rental market, increasing vacancy levels and an oversupply of apartments, particularly around the Brisbane CBD. As usual there are a number of commentators predicting all sorts of problems but it is funny how the market tends to correct itself pretty quickly. Nevertheless anyone contemplating buying management rights of the plan in the current economic cycle needs to be cautious.

Whilst I will not attempt in this article to cover all of the things that such buyers should be looking for, I will highlight some of the traps that buyers should avoid falling into.

The first trap is the acceptance of the developer’s “blue sky projections 64

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of profit. It is not uncommon to see such projections based on the full body corporate remuneration, close to 100% of the units in the letting pool, 100% occupancy over 52 weeks of the year, no allowance for wages and little if any allowance for expenses.

In one set of projections I saw recently, the body corporate remuneration was around $260,000 a year and letting income over $500,000 yet there was no allowance at all for wages in the minimal expenses shown the projections. So a 2 person management team is supposed to perform all of the caretaking duties, which for the remuneration being paid the body corporate might reasonably expect about 130 hours of work per

week, and run a letting business generating half a million dollars in annual profit! Some 2 person team.

Apart from getting an experienced and independent accountant to assist with determining appropriate expenses of operating the business, buyers should also look carefully at the rental projections which unsurprisingly are often inflated. Whilst there is no doubt that new apartments will attract a premium over older apartments, caution is still warranted particularly in the current climate.

Then there are the various issues that need to be properly addressed in a well drafted contract for the acquisition of the rights. Whilst up until now developers have largely had the upper hand in negotiating these contracts, there are some particular traps that buyers should avoid.

I am of the firm view that a manager should only pay for letting appointments from unit buyers who have actually completed the purchase of their unit and not for appointments where the purchase contract has not yet settled. There is no certainty that all such contracts will settle.

Buyers should also be wary of situations where one person, whether that be the developer, associates of the developer or some third party, owns multiple units. Valuers will discount or in some cases attribute no value to these appointments, and for good reason. There are different ways that these can be dealt with in the purchase contract to protect the manager.

Clawbacks and clawforward provisions in off the plan contracts take on a variety of styles and meanings. It would be foolish to accept the typically simple provisions that benefit the developer and move all the risk to the manager. Our comprehensive checklist helps us and our clients to identify and minimise or remove these risks in a way that is fair to both the developer and the manager.

With historically low interest rates, no stamp duty on the acquisition, opportunities to establish and sell a new management rights business for a healthy profit, I do not expect to see too much slowing down of these transactions in the marketplace. However I do expect to see buyers becoming more cautious with a little less appetite for risk. END

THE MOTEL LEASE – USE OF THE MOTEL A motel lease should quite clearly set out the obligations of the tenant and what the tenant may and may not do in relation to the motel. The clearer the lease the easier it is for both parties to understand their obligations.

BY DAVID BURROUGH THE list of obligations on a Tenant will usually be lengthy and each Lease will contain slightly different obligations. The obligations are usually a combination of what must be done and what must not be done. Generally the Lease should oblige the Tenant to: » keep the motel open for business each and every day; » conduct their business in good faith, in a reputable manner and to the best of their ability; » comply with all laws; » take out and maintain all licences, permits and registrations required for the carrying on of the Tenant’s business; » maintain the roof guttering, waste pipes, drains, water supply, plumbing, conduits and other equipment or services in a clear and free flowing condition. The Tenant will be responsible for employing licensed tradesmen to clear any blockages; » have all grease traps serviced regularly; » cause all waste, trash, refuse, food and other garbage to be removed daily outside of normal trading hours; » comply with all laws and requirements of any authority relating to fire safety and comply with any requirements of the Landlord in respect of fire safety; » only use advertisements or signs that are usual and comply with the law or the requirements of any authority.

The Lease should also oblige the Tenant to not: » dispose of, alter, or change the

business name without the consent of the Landlord; » use the business name as a company name; » do anything which is or becomes an annoyance, nuisance, grievance or disturbance to the Landlord or persons in the motel or occupiers or owners of any neighbouring premises; » use any form of light, power or heat other than electric current. » install or connect any electrical equipment in the motel that may overload the switchboards without the Landlord’s prior consent; » bring on or store in the motel any explosives, inflammable or corrosive fluids or chemicals.

One of the most important obligations on the part of the Tenant will be to ensure that a AAA Report is prepared each year. The Lease should also require the Tenant to provide the Landlord with a copy of the AAA Report received and to comply with all requirements and recommendations contained in the AAA Report within a reasonable time (except for those requirements of a structural nature).

This obligation is tied into the repair and maintenance obligations of each party. We will discuss in more detail next article the repair and maintenance obligations of both the Landlord and the Tenant.

The above obligations should be set out as clearly as possible and worded in plain English so that both the Landlord and the Tenant know exactly what the Tenant may and may not do. ENDS RESORTBROKERS.COM.AU

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EDITORIAL

VICTORIA HEEDS LESSON

IN MANAGEMENT RIGHTS

VICTORIAN DEVELOPERS ARE INCREASINGLY ADOPTING MANAGEMENT RIGHTS AS A PREFERRED OPERATIONAL MODEL FOR RESIDENTIAL AND SHORTSTAY ACCOMMODATION PROPERTIES, AFTER THE SYSTEM HAS OPERATED SUCCESSFULLY IN QUEENSLAND FOR MORE THAN FOUR DECADES. THE trend has been highlighted by the recent launch of Geelong’s smart new Devlin Apartments run by a team who bought its management rights from developer Phil Petch of IDS through Resort Brokers Australia.

Devlin Apartments, which just earned IDS a National Trust heritage award for its sensitive revival of the once derelict Gordon Junior Technical College, is operated by The Devlin Five, associated with John and Jennie Kenworthy and on-site managers Garry and Cathy Henderson.

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Resort Brokers’ Victorian state manager, Jim Chapman, says developers who understand and adopt the management rights model not only create new business opportunities for accommodation operators but improve investment value and security for unit buyers.

IDS is among a growing number of Victorian developers taking a leaf out of Queensland’s management rights book.

Melbourne’s high profile Tim Gurner, whose company GURNERTM is developing some 4,000 apartments worth $2.5 billion across Victoria and Queensland, is also adopting the model.

GURNERTM recently appointed Resort Brokers Australia to handle the sale of the rights to its $600 million three-tower FV project in Brisbane and is preparing to do the same at the 241-unit Ikebana luxury apartment development in West Melbourne.

“Understanding management rights is more important than ever for unit developers following rapid growth of the serviced apartments segment of the accommodation market and rising interest by major hotel groups,” said Resort Brokers national off-the-plan management rights specialist, Tim Crooks.

“There is a growing acknowledgement by hotel groups and major accommodation operators, both residential and short term, that management rights is a market they need to be in.

“Recognition of the management rights model as an appealing and strongly-performing asset class is a significant development in Australia’s maturing accommodation market,” he said.

Management rights – the business of on-site caretaking and letting of units within a strata or group titled development – benefit all stakeholders, including developer, operator and unit owners, Resort Brokers Australia says.

The concept had its genesis on the Gold Coast more than 40 years ago, devised because so many units were in the hands of absentee owners, and has developed to serve the needs of both holiday and residential unit owners.

The value of the management rights industry in Queensland is now

estimated to be greater than $5 billion, with some 3,000 businesses generating annual sales upwards of $600 million.

“It has proven so successful, there are now very few community titled residential and resort developments in Queensland that don’t have management rights in place,” Mr Chapman said.

“There are now several hundred in place in New South Wales but, so far, possibly fewer than 40 in Victoria,” Jim Chapman said.

“Devlin buyer John Kenworthy is actually a former Resort Brokers colleague who worked with me on introducing management rights in Victoria, so he well understood the opportunity presented by this fine new accommodation offering in Geelong.”

Mr Chapman said there was no reason why Queensland should have a monopoly on management rights.

“It benefits investor lot owners by ensuring the property is properly managed and yields are maximised, which is increasingly important in our low interest rate environment.

“It is essential, however, to find the right buyer for the management rights and ensure you achieve the right commercial balance between operator and apartment owner.

“We worked closely with the developer throughout the early design process to ensure the end product would suit the future accommodation manager and guests.

“In the end, it’s a win-win for everyone because you have good, experienced operators running the accommodation and protecting and enhancing its value and reputation,” he said.

Mr Kenworthy, who worked for 18 years as a business broker and also has motel interests at Corowa and Port Macquarie in New South Wales, says the new Devlin Apartments offer Geelong’s only 4.5-star AAA-rated accommodation in what was until 2014 a derelict school.

Named after former student Stuart Devlin, who became a famed gold and silversmith, designer of Australia’s decimal currency and jeweller to the Queen, the property features 28 boutique apartments in distinctive architectural styles sympathetic to the historic college. END

CHENOA THRELFALL

BROKER, FAR NORTH QLD

New kid on

THE BLOCK RESORT BROKERS AUSTRALIA CONTINUES TO GROW TO MEET THE DEMANDS OF A BUOYANT MARKET AND DELIVER FIRST CLASS SERVICE ACROSS THE SECTOR. RESORT Brokers Australia continues to grow to meet the demands of a buoyant market and deliver first class service across the sector.

New brokers are handpicked for their talent, drive and enthusiasm. And, while experience is valuable, recruits need not necessarily come from within the industry.

We provide extensive specialist training and resources, to complement the qualities we most value – determination and tenacity, attributes we certainly found in our latest North Queensland recruit.

Chenoa’s independence and determination shone through from a young age. At just 16, she moved to

Melbourne to dance full-time, working in the performing arts while completing her education by correspondence.

In the years that followed, her creative talent saw her travel in Australia and New Zealand as a choreographer and teaching workshops. Outstanding organisational and people skills also led Chenoa to manage the opening of various dance schools in Victoria.

By the age of 20, longing for a sea change and some warmth, she moved to Cairns to help operate her family’s management rights complexes.

Chenoa’s flair for management and communication meant she quickly earned a reputation as an astute operator.

“Though I hadn’t imagined myself working in this industry, I absolutely love it,” she said. “A few years into running the family business, I also started my own consultancy in business development and relief management.

I soon became the ‘fix it’ girl in management rights, and continued to consult while operating a short-term letting apartment building.”

Chenoa says it’s a natural progression to now apply that knowledge and experience in her role as a broker working alongside Resort Brokers Australia’s very successful Far North Queensland broker, Shane Mullins.

“I absolutely love Far North Queensland and the tropical lifestyle so, with my management rights background, I’m very well placed to help people enter the industry here.”

And, when she’s not doing that, you’ll find Chenoa fishing on the Great Barrier Reef or relaxing with her partner and dog at one of the beautiful local beaches. END

Federal election promises we will remember...

“THE COALITION WILL SUPPORT TOURISM, JOBS AND GROWTH IN THE DANDENONG RANGES (TOTAL OF $20 MILLION). WE WILL INVEST $6.5M TO UPGRADE THE PUFFING BILLY, PROVIDE $1M FOR STAGE TWO OF THE EMERALD TO GEMBROOK MULTI-USE TRAIL, DELIVER $2.5M FOR THE RIDGE WALK, INVEST $10M FOR THE WIDENING OF THE MOUNT DANDENONG TOURIST ROAD. WWW.LIBERAL.ORG.AU, POLICY TO BOOST TOURISM JOBS AND GROWTH IN THE DANDENONG RANGES

They SAY

RESORTBROKERS.COM.AU

67

LH

2016 Certificate of Excellence Winner in booming Grafton, NSW Bent Street Motor Inn’s 4 star rating by AAA plus their Excellence Award from TripAdvisor secures this extremely well located motel year around high occupancy and strong return guests. By having 9 king, 11 queen and single rooms all visitors are catered for. There is also a restaurant and bar at the entrance for in-house guests with everything in place to open to the public. Huge upside opportunity!

With proven systems already in place, the motel is currently managed by a couple with casual cleaners and occasional wait staff.

Grafton is set to boom with the Government announcing expenditure of $4.5 billion providing jobs for 16,000 to commence immediately and run for a minimum of 5yrs. Motel turnover and occupancy is predicated to explode over this period securing your future investment in this city while it undergoes major infrastructure and community development.

> 61.3% occupancy and on the increase > Very well presented motel with strong return bookings > Experienced staff to assist with transition > Opportunity to grow and expand with conference, function and meeting activities > Strong 21 year lease from settlement FINANCIALS NET PROFIT: $232,045 PRICE: $839,000

REF: LH004226

EXCLUSIVE

Ian Dore BROKER

M. +61 412 752 238 E. iandore@resortbrokers.com.au 68

RESORTBROKERS.COM.AU

SYDNEY NEW SOUTH WALES P. +61 2 9904 8224

LH

The original and still one of the best Quest Apartment Hotels On offer is a unique opportunity to become associated with the Quest Group, the most successful apartment hotel franchise system in Australasia. Quest Royal Gardens was the first ever Quest franchise property and offers a quality 4 star leasehold of 50 spacious self-contained apartments, large enough to ensure that the traveller can feel right at home.

Most apartments overlook the extensive garden courtyard area with its inground pool, spa, gazebo and BBQ area, secure onsite parking and substantial gardens. The property is popular with the corporate traveller, leisure guests, overseas visitors and sporting groups.

Quest Royal Gardens boasts a location that most accommodation properties can only dream of. Situated within 1km of the CBD, close to the Royal Exhibition Buildings, Imax Theatre, Museum, St. Vincent’s Hospital, Princess Theatre, Melbourne University and the Royal Melbourne Hospital.

> Only 1km from Melbourne’s CBD > Opportunity to operate under one of Australasia’s most successful apartment hotel franchise system > Currently experiencing growth in occupancy > Individual leases with various terms up to 16 years > First ever Quest Franchise property FINANCIALS NET PROFIT: $517,411 PRICE: $1,700,000

REF: LH004255

EXCLUSIVE

Jim Chapman

VICTORIAN STATE MANAGER

M. +61 413 444 782 E. jimchapman@resortbrokers.com.au

MELBOURNE VICTORIA P. +61 3 9347 3100 RESORTBROKERS.COM.AU

69

EDITORIAL

Clarity and definition needed to face the sharing economy AAOA - MICHAEL GEORGESON, GENERAL MANAGER OPERATIONS The debate over the so called “sharing economy” has been hot over the past several years both domestically and globally. Indeed over the last year it has been a dominant issue for the accommodation sector and legislators and has proved to be a challenging matter for all concerned including the “sharing economy” behemoth and advocate, AirBNB. A dominant factor in the challenges in dealing with this emergent variation on the accommodation sector is the lack of clarity relating to the legitimacy of the accommodation provided through sites such as AirBNB and the resultant impact it’s success has on the industry as a whole. In reacting to this, AirBNB has powered on seemingly apathetic as to its negative impact on the industry whilst it enthusiastically markets any provider and places the onus of compliance squarely and solely at the foot of their clients – or “hosts” as they term them.

Simplistically, the answer to all this is more effective compliance tools for government at all levels.

Recent movements through enquiries in New South Wales and Tasmania may herald consistent controls whilst allowing flexibility for the “sharing economy”. The Accommodation Association of Australia has been at forefront of advocating on behalf of the industry seeking a level playing field, attention to guest safety matters, consistent compliance, enforcement and better

“THE TOURISM INDUSTRY (IS) PROJECTED TO GROW AT

4.1%

PER YEAR OVER THE NEXT DECADE – WELL ABOVE THE NATIONAL AVERAGE” Federal Minister for Tourism and International Education, Senator Richard Colbeck, May 2016

70

RESORTBROKERS.COM.AU

defining the sector as a whole.

The Association has made a consistent call for a level-playing field for any individual or business providing tourism accommodation. This does not mean more regulation but rather tighter controls and enforcement on tourism accommodation promoted through sharing economy platforms (such as Airbnb).

For existing accommodation businesses, restoring a level-playing field is vital to the economic viability of these businesses. In the 2014-15 financial year, there were more than 57 million room nights occupied in Australia, the majority of which were provided in traditional tourist accommodation designed, operated and regulated in such a manner as to ensure guest safety and satisfaction to the highest degree possible. The same statement should be equally true of all tourist accommodation regardless of sector or source.

However, a key factor in ensuring this equity must be consistent definition and application for the industry. At present, different local governments across Australia have different definitions of what constitutes tourism accommodation, while some do not define it at all.

In addition, the Australian Taxation Office (ATO), has a separate definition as well. In addressing the “sharing economy” question, it is essential that the industry sees, and preferably embraces, a consistent definition of tourist accommodation, proposed at up to 90 days accommodation, which is enforced and enforced consistently in each state and preferably around the country.

Responsibility for defining tourism accommodation, by and large, lies with

local government authorities across Australia, and although the Tasmanian and NSW state governments are moving closer to creating one standard state-wide definition of tourism accommodation, the regime of local government authorities defining tourism accommodation has, to date, been unworkable. The next-best thing would be for each state and territory to follow the lead of Tasmania and NSW and ultimately have all states develop a definition. If possible, each state and territory should adopt the same definition. Confusion over what constitutes tourist accommodation, and therefore what is enforced, together with a lack of action from local government authorities has meant enforcement is either scant or non-existent. Therefore, local councils should then enforce rules and the penalties based on consistent definitions set down by the state governments.

Whilst some may see this as simply advocating for a protectionist regime for traditional operators of tourism accommodation businesses, the objective is simply to ensure a clear, consistent and level-playing field.

The existing status quo sees those traditional tourism accommodation businesses in direct competition with operators who are under a different regime with some operating as unregulated quasi-hotels and avoiding planning laws, building fire safety requirements, adequate insurance or access for people with disability. The end result of the current free for all approach of the sharing economy is increased safety risks, a discouragement to legitimate operations, reduced investment and a loss of employment opportunities.

END

NORTH VICTORIA MOTEL BROKER

AGENT PROFILE

Liz Galea

OUR AGENTS PRIDE THEMSELVES ON THEIR LOCAL KNOWLEDGE. THEY EACH LOOK AFTER A GEOGRAPHICAL PATCH, AND GROW TO KNOW IT INTIMATELY. WE FEEL THIS ADDS GREATLY TO THE CONFIDENCE WITH WHICH A PROPERTY CAN BE SOLD. IN THIS FEATURE WE WILL GET SOME THOUGHTS ON THEIR LOCAL AREA AND WILL ALSO LEARN A BIT ABOUT THEIR PERSONALITIES.

HOW LONG HAVE YOU WORKED AT RESORT BROKERS AUSTRALIA? I started with Resort Brokers Australia in September 2014.

WHAT IS YOUR BACKGROUND? I came through the hospitality ranks in Melbourne. After doing a Hospitality degree, I started by working at a couple of hotels in Melbourne, The Windsor and Le Meridien. I then moved into sales with Quest Serviced Apartments and worked in their head office for a few years. My husband (who also has a hospitality background) and I then decided to take up a Quest franchise in Kew, Melbourne. Three years later, we purchased a second franchise in Potts Point, Sydney. Ten years and a couple of kids later, we decided to sell up and see where the next stage of our lives took us.

TELL US ABOUT YOUR MY AREA I am lucky enough to have the best area in Victoria (of course I am going to say that!). I live in the north of Melbourne and my area is North East Victoria, so I really do mean it is a fantastic place to be on the road every day. I visit some great towns up to and over the NSW border, and have

met many wonderful people along the way. I feel fortunate to stay in many of these towns, and I spend up big indulging my love of the food and wine trails through the region.

TELL US ABOUT AN ISSUE WITH A SALE THAT YOU HAVE OVERCOME AND WHAT YOU LEARNT FROM THAT? Where do I start?! Every deal has its own challenges. I think it is vital for both vendors and buyers to work with brokers, consultants and suppliers who really understand the industry. I learnt that pretty quickly.

I also believe it is important to help encourage a positive relationship between the vendor and the purchaser during the sale and pre-settlement process. Deals where that happens have been a pleasure to work on.

WHAT HAS BEEN YOUR BIGGEST SUCCESS SINCE STARTING AT RESORT BROKERS AUSTRALIA? The relationships I have developed with the vendors in my region and the buyers I have met along the way. If I didn’t like this part of the job, I don’t think I would be doing it! I have sold in some buyers that I am genuinely very happy for. I have seen people

change the direction of their lives for the better, and to play a small part in that is very rewarding WHAT ANNOYS YOU? So, my colleagues found it very amusing when I took off from Euroa to head home and instead ended up driving an hour in the wrong direction back to Wodonga. Now that was annoying – adding two hours to an already six-hour round trip! In my defence, the Hume does look the same in both directions!

WHAT DO YOU LOVE? Well I had better say my two daughters and my husband. Oh, and my job.

DO YOU HAVE A NICKNAME? My inner circle call me Lizzy.

WHAT TO YOU DO IN YOUR SPARE TIME? I try to keep fit and do crossfit a few times a week. I also love going to the movies and eating out when I can.

Apart from that, it’s kids’ birthdays, swimming lessons, gymnastics and school reading. Jam-packed, but I love it that way.

RESORTBROKERS.COM.AU

71

SOLD PROPERTIES

RESORT BROKERS AUSTRALIA HAS SOLD AND SETTLED 69 PROPERTIES SINCE THE 6TH JANUARY 2016. WE HAVE A FURTHER 109 UNDER CONTRACT.

72

MANAGEMENT RIGHTS labrador, QLD

LEASEHOLD MOTEL ROCKHAMPTON, QLD

MANAGEMENT RIGHTS PRESTON, VIC

FREEHOLD GOING CONCERN GUNDAGAI, NSW

FREEHOLD MOTEL IPSWICH, QLD

CARAVAN PARK PORT MACQUARIE, NSW

OFF THE PLAN MR MANGO HILL, QLD

MANAGEMENT RIGHTS LENNOX HEADS, NSW

OFF THE PLAN MR CANNON HILL, QLD

LEASEHOLD MOTEL NAMBOUR, QLD

LEASEHOLD MOTEL NOWRA, NSW

MANAGEMENT RIGHTS CAIRNS, QLD

LEASEHOLD MOTEL BENDIGO, VIC

MANAGEMENT RIGHTS SURFERS PARADISE, QLD

FREEHOLD GOING CONCERN SOUTH WEST ROCKS, NSW

FREEHOLD MOTEL seymore, vic

MANAGEMENT RIGHTS PORT DOUGLAS, QLD

MANAGEMENT RIGHTS geelong, vic

MANAGEMENT RIGHTS broadbeach, QLD

MANAGEMENT RIGHTS wooloowin, QLD

LEASEHOLD MOTEL PARKES, NSW

LEASEHOLD BACKPACKERS AYR, QLD

MANAGEMENT RIGHTS coles bay, tas

FREEHOLD MOTEL halls gap, vic

INVESTMENT MOTEL MILLMERRAN, QLD

LEASEHOLD MOTEL NARELLAN, NSW

MANAGEMENT RIGHTS HIGHLAND PARK, QLD

LEASEHOLD MOTEL HAMILTON, QLD

SERVICE APTS LEASEHOLD SPRING HILL, QLD

MANAGEMENT RIGHTS PORT DOUGLAS, QLD

LEASEHOLD MOTEL marysville, vic

SERVICE APTS LEASEHOLD melbourne, vic

holiday park freehold roma, qld

MANAGEMENT RIGHTS maroochydore, QLD

SERVICE APTS LEASEHOLD IPSWICH, QLD

RESORTBROKERS.COM.AU

INDUSTRY SPECIALISTS IT IS ALWAYS ADVISABLE TO CONSULT ONLY THOSE PROFESSIONALS AND PRACTITIONERS WHO OFFER THE ASSURANCE OF PROVEN SPECIALIST EXPERTISE IN THE ACCOMMODATION AND HOSPITALITY SECTORS. Expert management rights lawyers The team at Hynes Legal can assist you with all of your management rights needs.

The only lawyers dedicated to

Management Rights, Motels and Caravan Parks

We are different, not in what we do, but in how we do it - fixed fees, returned phone calls, accessible lawyers, no billing surprises and more. Try Hynes Legal.

Would you like to receive the best management rights information in the industry?

Australia Wide

Visit www.hyneslegal.com.au/subscribe

T: (07) 55 626 111 M: 0412 092 969 W: www.pevylawyers.com.au

e: managementrights@hyneslegal.com.au t: (07) 3193 0500

TM

Specialising in Hotels & Motels

Service Stations

Management Rights

Residential Development

Caravan Parks

Industrial

Child Care Centres

Commercial & Retail

Mike Phipps 0448 813 090 Paul Grant 0448 417 754 mike@mikephippsfinance.com.au paul@mikephippsfinance.com.au 4/31 Mary Street, Noosaville, Qld

BRISBANE P 07 3226 0000 F 07 3226 0099 E mailbris@lmw.com.au | www.landmarkwhite.com.au

The Management Rights Lawyers

Buying or selling Hotels Caravan Parks, Motels, Management Rights?

Servicing resident unit managers throughout Queensland and New South Wales

www.mahoneys.com.au 07 3007 3777 info@mahoneys.com.au Brisbane office L15, 167 Eagle Street Brisbane Qld 4000

Gold Coast office 235 Varsity Parade Varsity Lakes Qld 4230

Call (07) 3220 1144 or email@hillhouse.com.au

www.hillhouse.com.au

 Specialist Business Advisor to the Accommodation Industry  Specialist Business Advisor to the Accommodation Industry  Verifications Reports  Verifications Reports  Trust Account Audits  Trust Account Audits  Business Services  Business Services  Taxation Specialist Business Advisor to the  Taxation Accommodation Industry  Accounting  Accounting Verifications Reports | Trust Account Audits | Business  Benchmarking  Benchmarking

Services | Taxation Accounting | Benchmarking

Sunshine Coast Brisbane/Gold Coast Sunshine Coast JohnCoast Siemon Brisbane/Gold Sam Hodgetts John Siemon Sam(07) Hodgetts (07) 5474 8955 3421 3421 (07) 5474 8955 (07) 3421 3421 Email: cpa@mcadamsiemon.com.au Email: www.mcadamsiemon.com.au cpa@mcadamsiemon.com.au www.mcadamsiemon.com.au ‘ALL PROFESSIONAL FEES QUOTED UP FRONT’ ‘ALL PROFESSIONAL FEES QUOTED UP FRONT’

Management Rights Specialists for all states of Australia Valuations and Property Advice Specialists in Accommodation Properties and Businesses Prepurchase advice, preparing for sale, rent assessment, and valuation panellist for a wide range of banks.

    

Col Myers 0417 620 516 www.smh.net.au

Owen Barbeler (07) 3620 7900

Owen Barbeler Associate Director

Buying & Selling Developer Setups Dispute Resolution Body Corporate Advice GST, Stamp Duty & Tax

est 1969

Laundry Machinery for Every Situation www.richardjay.com.au

1300 RICHARD (742 427)

Brisbane T: 07 3620 7900 E: owen.barbeler@m3property.com.au

LOOKING TO REACH THE ACCOMMODATION AND TOURISM INDUSTRY? WHY NOT ADVERTISE HERE. YOU WILL SEE A RANGE OF INDUSTRY SPECIALISTS ARE ADVERTISING IN OUR WIDELY READ INFORMER. CIRCULATION - 9,500 - MAILED HARD COPIES & 15,500 - SENT DIGITALLY IF YOU WOULD LIKE A COMPANY ADVERT ON THIS PAGE PLEASE CONTACT: CARLA COOK: 0467 600 611 OR EMAIL US CARLACOOK@RESORTBROKERS.COM.AU Qualifications Owen has worked in the valuation industry since 2002 and specialises in going concern

> Bachelor of Business Management (Real Estate and

RESORTBROKERS.COM.AU

73

RELIEF MANAGERS THERE COMES A TIME WHEN EVERY ACCOMMODATION OPERATOR NEEDS A BREAK, WHETHER FOR A WELL-EARNED HOLIDAY, TO ATTEND A CONFERENCE, OR FOR FAMILY REASONS. OUR HANDY DIRECTORY PUTS YOU IN TOUCH WITH EXPERIENCED MOTEL, HOTEL, MANAGEMENT RIGHTS AND CARAVAN PARK RELIEF MANAGERS WHO CAN STEP IN ON A SHORT OR LONGER-TERM BASIS.

74

Ramon Spidla

Steve Reynolds

MOTELS, RESORTS & CARAVAN PARKS NATIONWIDE

MANAGEMENT RIGHTS & MOTELS BRISBANE, GOLD & SUNSHINE COAST

M 0402 255 078 E rayann3010@hotmail.com

M 0413 614 936 E steve.managementrightsrelief@gmail.com

M 0428 422 456 E lez.baz@bigpond.com

Belinda & David Gustason

Chris & Carmel Moloney

Christian Carbone

ALL PROPERTY TYPES QLD & NSW

MOTEL AUSTRALIA & NEW ZEALAND

ALL PROPERTY TYPES NATIONWIDE

M 0403 219 562 E gustafsondavid@hotmail.com

M 0400 483 291 E ccmoloney-315@hotmail.com

M 0415 840 711 E clubfuton@outlook.com

Christopher Hillman

Colin & Laraine Fields

Elizabeth Grimm

MANAGEMENT RIGHTS, MOTELS & RESORTS QLD & NSW

ALL PROPERTY TYPES QLD & NSW

MANAGEMENT RIGHTS GOLD COAST

M 0488 550 005 E christopher.hillman@bigpond.com

M 0402 176 933 E larainefields@gmail.com

M 0408 000 891 E yellowroses4me2222@yahoo.com.au

Garth & Trish Carey

Geoff & Maryanne Cheeseman Graeme & Deborah Wallace

RESORT & MOTEL QLD & NSW

ALL PROPERTY TYPES NATIONWIDE

MOTELS QLD & NSW

M 0421 359 059 E garth@careynominees.com.au

M 0410 662 963 E cheezmg@bigpond.com

M 0427 512 751 E graemedeb@motelmanagers.com.au

Grant & Kerry O’Sullivan

Karen & Robert Nisbet

Karla Harding

ALL PROPERTY TYPES NATIONWIDE

MOTEL & CARAVAN PARKS NATIONWIDE

B&B & GUESTHOUSE AUSTRALIA & NEW ZEALAND

M 0404 473 100 E grant2466@bigpond.com

M 0488 934 899 E karen.nisbet70@gmail.com.au

M 0414 767 499 E bnbangel@fastmail.net

RESORTBROKERS.COM.AU

Barry & Lesley Roberts MOTEL NATIONWIDE

Llew & Trisha Pointon

Marion & Peter Keulen

Michael Stirling

RESORT & MOTELS NATIONWIDE

CARAVAN & HOLIDAY PARKS NATIONWIDE

MANAGEMENT RIGHTS, RESORTS & MOTELS QLD & NSW

M 0400 035 359Â E llewp@tpg.com.au

M +0411 865 905 E marion_keulen@hotmail.com

M 0437 455 865 E stirling6298@yahoo.com

Michael & Carolyn Grealy

Mike and Teresa Thomson

Nanette Mortimore

MOTELS, HOTELS & CARAVAN PARAKS QLD, NSW & VIC

MOTELS NATIONWIDE

MANAGEMENT RIGHTS BRISBANE

M 0437 697 772 E cmgrealy@optusnet.com.au

M 0419 174 221 E info@mitemgt.com.au

M 0419 707 773 E nanette.mortimore@gmail.com

Patricia Laverty

Paul & Jane Hansen

Peter & Janine Templeton

MOTELS & RESORTS QLD, NSW & VIC

CARAVAN PARK & VILLA QLD, NSW & VIC

CARAVAN PARK & MOTELS NATIONWIDE

M 0478 611 202 E patricia_laverty@hotmail.com

M 0438 877 932 E happycamperparkmanagement@gmail.com

M 0408 178 130 E tempy7@bigpond.com

Phillip & Sharyn Stallman

Rob & Lyn Keen

Rowena & Pat Magee

MOTELS NATIONWIDE

MANAGEMENT RIGHTS QLD & NSW

MOTEL & CARAVAN PARKS NSW & VIC

M 0428 931 589 E pjstal@bigpond.com

M 0406 884 343 E roblynkeen@gmail.com

M 0437 232 227 E rowenamagee@hotmail.com

Sally & Edward Shirke

Shane & Jodie Adamson

Shane & Madonna Ashman

ALL PROPERTY TYPES NATIONWIDE

CARAVAN PARK QUEENSLAND

MANAGEMENT RIGHTS NATIONWIDE

M 0437 606 918 E sshirkie@gmail.com

M 0427 155 399 E info@safejourneyaustralia.com.au

M 0438 146 091 E shaneashman@outlook.com

Vicki & Wayne Gowland

Yvonne & George Arato

Charlie & Jacky

MANAGEMENT RIGHTS & MOTELS QLD, NSW & VIC

ALL PROPERTY TYPES NATIONWIDE

CARAVAN PARKS & MOTELS QLD & NSW

M 0434 200 110 E vickigowland@hotmail.com

M 0410 685 003 E hgarato@bigpond.com

P 07 4622 3221 E jacquelineryan1@bigpond.com

RESORTBROKERS.COM.AU

75

RELIEF MANAGERS

continued...

Annie & Gary Miegel

Garry Baker

Chris Campbell

OPERATIONS MANAGERS NATIONWIDE

ALL PROPERTY TYPES NATIONWIDE

MOTELS & MANAGEMNT RIGHTS SOUTH EAST QLD & NORTHERN NSW

M 0449 790 039 E annieandgaz@hotmail.com

M 0437 455 865 E garrybaker7@hotmail.com

M 0449 957 414 E cj.campbell@gmail.com

Gary & Robyn Loakes

Jim & Carmel Ryan

John & Lesley Gibson

ALL PROPERTY TYPES NATIONWIDE

MOTELS AUSTRALIA & NEW ZEALAND

MOTELS NATIONWIDE

M 0408 798 352 E grl21@bigpond.com

M 0437 404 079 E VIC & SOUTH NSW

M 0418 681 124 E long.yard@bigpond.com

John & Susan Conde

Kane Ansell & Robyn Hall

Kristy & Lance Butt

MOTELS QLD & NSW

MOTELS SOUTH EAST QLD & NORTHERN NSW

MOTELS SOUTH EAST QLD

M 0438 488 738 E jnsmotelrelief@internode.on.net

M 0416 016 614 E info@businessbay6.com.au

M 0428 902 878 E nqpropertygroup@gmail.com

Maria Delange

Paul & Arleene Moore

Paul Anthony Kirkpatrick

MOTEL & MANAGEMENT RIGHTS CENTRAL QLD

MOTEL MANAGERS QLD & NSW

MOTEL, RESORT & HOTEL NATIONWIDE

M 0425 732 569 E mariajdl@bigpond.com

M 0404 855 711 E pfandammoore@live.com

M 0419 675 671 E paul.kirkpatrick@gmail.com

PLEASE NOTE: THIS IS SIMPLY A DIRECTORY SERVICE THAT WE PROVIDE TO ASSIST YOU, SHOULD YOU CHOOSE TO GO ON HOLIDAY OR TAKE A BREAK, WE RECOMMEND YOU INTERVIEW AND QUALIFY ALL MANAGERS YOURSELF BEFORE HIRING.

Peter Mackay MOTELS & CARAVAN PARKS NSW

M 0408 000 554 E mackas@gmail.com

76

RESORTBROKERS.COM.AU

FOR A FULL DIRECTORY, PLEASE ALSO REFER TO OUR WEBSITE WWW.RESORTBROKERS.COM.AU/BUY/RELIEF-MANAGERS/ IF YOU WISH TO REGISTER AS A SERVICE PROVIDER, PLEASE EMAIL RESORT BROKERS AUSTRALIA INFO@RESORTBROKERS.COM.AU

EXCLUSIVE LISTINGS REF #

DESCRIPTION

TYPE

LOCATION

ROOM/ UNITS

PERM/ SHORT TERM

NETT PROFIT

SALE PRICE

MR004171

Boutique Darwin CBD Apartments with Long Leas

MR

Darwin

16

Short

$300,000

$295,000

FH004175

Integrated Resort Operation in a Perfect Location!

FH

Lucinda

27

Short

$350,000

$2,500,000

MR004184

It’s All About the House and Palm Cove!

MR

Palm Cove

21

Short

$200,000

$1,695,000

MR004187

18% Return on Investment Including Unit

MR

Cairns City

42

Short

$350,000

$1,926,800

MR004195

Stunning Boutique Management Rights on Queensland’s Sunshine Beach

MR

Sunshine Beach

14

Short

$148,627

$1,418,940

MRB004202

Stunning Waterfront Permanent - No Requirement to Own Unit

MRB

Birtinya

44

Perm

$122,000

$635,000

LH004203

Nothing Else Like it in the Market

LH

Mossman

22

Short

$160,645

$595,000

LH004204

High Netting Unique Motel in Inner Brisbane

LH

Herston

22

Short

$396,894

$1,900,000

LH004209

A sensational opportunity to secure an entry point Quest business located in the Victorian coastal town of Portland.

LH

Portland

38

Short

$200,742

$700,000

MR04212

Location, Location, Location

MR

Surfers Paradise

33

Perm

$179,810

$1,210,000

FH004213

Large Motel and Caravan Park in Mataranka

FH

Mataranka

26

Short

$311,345

$1,800,000 +SAV

FH004214

You’ve Been Looking for Gold In All The Wrong Places - It’s Here

FH

Pine Creek

26

Short

$147,473

$1,390,000 + SAV

OTP004216

Business Only At Just 3.5x Multiplier

OTP

Chermside

31

Perm

$79,614

$278,650

FH004221

Freehold Going Concern In Strong Victorian Town, Excellent ROI

FH

Benalla

24

Short

$240,000

$1,695,000

OTP004220

Business Only Management Rights In The Heart Of West End!

OTP

West End

56

Perm

$158,098

$680,000

LH004218

Buy a Lifestyle Not A Job

LH

Lucinda

31

Short

MR004223

Adelaide Care Community Management Rights Onkaparinga

MR

Onkaparinga

97

Perm

$482,910

$1,970,000

MR004224

Adelaide Care Community Management Rights Christie Downs

MR

Christie Downs

51

Perm

$281,595

$1,100,000

LH004225

40% Return In The Centre Of NSW

LH

Narromine

21

Short

$91,005

$225,000

FH004230

Resort Style Motel On The NSW Sapphire Coast

FH

Eden

26

Short

On Application

$1,300,000

LH004226

Become Part Of Grafton’s $4.5 Billion Development Boom!

LH

Grafton

20

Short

$232,045

$839,000

$450,000

MR004234

Can’t Believe They Call This Work!

MR

Palm Beach

18

Perm

$99,000

$780,000

LH004239

Leasehold Apartment Hotel Awarded Australian Franchise of the Year

LH

Sale

53

Short

$801,881

$3,300,000

LH004244

Leasehold Apartment Hotel Wagga Wagga

LH

Wagga Wagga

43

Short

$166,811

$1,337,000

OTP004227

A Unique 5 Star Mixed Use Development Moments From Brisbane CBD

OTP

Fortitude Valley

918

Perm

$9,724,166 projected

Expressions of Interest

MR004242

Receiver’s Sale - ‘Golden Gate’. Surfers Paradiseer’s Sale - ‘Golden Gate’, Surfers Paradise

MR

Surfers Paradise

177

Perm

$167,414

Expressions of Interest

MR004249

Near New Permanent Complex

MR

Woolloongabba

57

Perm

$188,000

$1,424,000

MR004251

Spectacular Broadwater location for a stunning Holiday Business

MR

Biggera Waters

32

Perm

$138,004

$1,160,000

LH004252

Leasehold Motel And Freehold House Package Deal

LH

Swan Hill

19

Perm

$242,491

$1,000,000

MR004245

A Rare Gem in Woolloongabba That Will Hit You For Six

MR

Woolloongabba

271

Perm

$1,007,494

EOI

LH004255

The Original And Still One Of The Best

LH

Fitzroy

50

Perm

$427,181

$1,700,000

FH004257

Gold Rated By TripAdvisor - Freehold Beachside Northern Rivers Motel

FH

Iluka

9

Short Term

$148,738

$1,850,000

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77

DIRECTORY meet our team...

INTRODUCING RESORT BROKERS AUSTRALIA’S NATIONAL TEAM OF ACCOMMODATION BUSINESS AND PROPERTY BROKERS. WE ARE THE INDUSTRY EXPERTS AT YOUR SERVICE IN EVERY STATE AND TERRITORY.

Ian Crooks

Trudy Crooks

Tim Crooks

MANAGING DIRECTOR NATIONWIDE

SALES MANAGER NATIONWIDE

OFF THE PLAN SPECIALIST NATIONWIDE

M +61 411 171 648 E iancrooks@resortbrokers.com.au

M +61 477 882 210 E trudycrooks@resortbrokers.com.au

M +61 422 208 450 E timcrooks@resortbrokers.com.au

Alex Cook

Carla Cook

Nathan Eades

BROKER NORTH GOLD COAST & SURFERS & QUEST

MARKETING MANAGER NATIONWIDE

BROKER BRISBANE

M +61 467 600 610 E alexcook@resortbrokers.com.au

M +61 467 600 611 E carlacook@resortbrokers.com.au

M +61 448 339 920 E nathaneades@resortbrokers.com.au

Gareth Closter

Jessica Wilkie

BROKER SOUTH BRISBANE

BROKER BRISBANE

BROKER SOUTH BRISBANE

M +61 410 344 344 E brentstaker@resortbrokers.com.au

M +61 423 182 766 E garethcloster@resortbrokers.com.au

M +61 401 003 023 E jessicawilkie@resortbrokers.com.au

Brent Staker

Neville Littleton

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Ian Dore

Glenn Millar

BROKERS NORTH BRISBANE

BROKER NORTH NSW & GOLD COAST

BROKER SUNSHINE COAST

M +61 407 727 194 E nevillelittleton@resortbrokers.com.au

M +61 412 752 238 E iandore@resortbrokers.com.au

M +61 412 277 804 E glennmillar@resortbrokers.com.au

Tyler Millar

Caroline Harrison

Shane Mullins

BROKER SUNSHINE COAST

BROKER SUNSHINE COAST

BROKER FAR NORTH QUEENSLAND

M +61 411 271 761 E tylermillar@resortbrokers.com.au

M +61 403 372 134 E carolineharrison@resortbrokers.com.au

M +61 447 185 001 E shanemullins@resortbrokers.com.au

RESORTBROKERS.COM.AU

Chenoa Threlfall

Des Fagg

Lindsay Cooper

BROKER FAR NORTH QUEENSLAND

BROKER NORTH QUEENSLAND

BROKER WEST QLD & NTH NSW

M +61 403 143 151 E chenoathrelfall@resortbrokers.com.au

M +61 427 849 119 E desfagg@resortbrokers.com.au

M +61 418 711 047 E lindsaycooper@resortbrokers.com.au

Brendon Phillips

Carolyn Griffith

Jenny Sorenson

CADET NORTH GOLD COAST

BROKER CENTRAL GOLD COAST, SURFERS & MAIN BEACH

BROKER SOUTH GOLD COAST

M +61466 346 373 E brendonphillips@resortbrokers.com.au

M +61 419 675 429 E carolyngriffith@resortbrokers.com.au

M +61 475 089 468 E jennysorenson@resortbrokers.com.au

Lynne Booth

Len Booth

Rick Dalgrin

BROKER CENTRAL QUEENSLAND

BROKER CENTRAL QUEENSLAND

BROKER NORTHERN TERRITORY

M +61 408 704 778 E lynnebooth@resortbrokers.com.au

M +61 438 139 422 E lenbooth@resortbrokers.com.au

M +61 402 009 688 E rickdalgrin@resortbrokers.com.au

Shane Wynhoven

Russell Rogers

Andrew Rendall

BROKER GREATER SYDNEY, CENTRAL TABLELANDS & HUNTER

BROKER SOUTH COAST, NSW

BROKER CENTRAL NSW

M +61 424 174 592 E shanewynhoven@resortbrokers.com.au

M +61 416 166 909 E russellrogers@resortbrokers.com.au

M +61 412 635 344 E andrewrendall@resortbrokers.com.au

James Carrick

Jim Chapman

Stuart Charles

BROKER MID NORTH & NORTH WEST NSW

VICTORIAN STATE MANAGER QUEST SPECIALIST - NSW, VIC, SA & TAS

BROKER WEST VICTORIA

M +61 400 664 065 E jamescarrick@resortbrokers.com.au

M +61 413 444 782 E jimchapman@resortbrokers.com.au

M +61 458 588 472 E stuartcharles@resortbrokers.com.au

Liz Galea

Gerard Hurry

Ray Ironside

BROKER NORTH EAST VICTORIA

BROKER NORTH WEST VICTORIA

BROKER TASMAINIA

M +61 417 334 298 E lizgalea@resortbrokers.com.au

M +61 417 250 211 E gerardhurry@resortbrokers.com.au

M +61 418 130 364 E rayironside@resortbrokers.com.au

RESORTBROKERS.COM.AU

79

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PH: 1300 665 966

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