Frederich Becker is the Area Vice President of Sales for Wyndham Destinations Asia Pacific. He is responsible for sales performance for Club Wyndham South Pacific, which has close to 60,000 owners across Australia, New Zealand and Fiji. He is based in the Corporate Office in Bundall, Australia and oversees nine face-to face sales centers across Australia, New Zealand, and Fiji. His collective sites had a VOI budget in excess of AU$50 million in the 2020/21 financial year.

In 2021, the pandemic hit the business especially hard in the South Pacific region.

• Multiple snap lockdowns impacted sales sites all across Australia. Almost all of the country’s state’s borders closed for extended periods throughout the year, restricting travel repeatedly, and making travelers nervous to book trips

• The Sydney Sales office in Australia was locked down for 107 consecutive days

• All sales sites in Victoria, Australia were impacted by the longest lockdowns in the world – 262 days since the start of the pandemic and 113 days of lockdown during 2021

• New Zealand was under level-4 restrictions for 158 days during 2021 and has had its international borders closed, including to Australia, its largest travel market, for most of the year.

• Fiji’s borders were closed for 18 months since the start of the pandemic, only opening on December 1 this year. The sales site and resort were closed for this entire time.

Because of the financial business impacts of the pandemic, not only were Frederich’s teams dealing with constant and ever-changing snap lockdowns. Due to budgets being leaner, in 2020 the teams had contracted in size, reducing from from a 600 strong sales force to 85 sales reps. Sites had reduced from 17 to nine, but with Fiji being closed for the majority of 2021, this left eight sites, all with heavily interrupted operations.

With the eight remaining sites closing, then opening, reclosing, and reopening all throughout the year due to the multiple snap lockdowns, it made staff retention extremely difficult and recruitment challenging. Moreover, with people not travelling, and restricted to staycations, the reps were seeing the same guests owner and over again.

Throughout this adversity, Frederich kept his teams sharp, focused and positive. Working off a belief philosophy where he celebrated every win he could find. Through his strong encouragement and leadership, his teams produced incredible results:

During 2021:

• Frederich’s teams achieved a New Owner Close Rate of 11% vs the targeted 7.2%, which was 52.7% over the budgeted close rate.

• New Owner VPG achieved was 2033 vs 1501 or 361 over budget/ 35% over the budgeted new owner VPG.

• AVG Credits Sold through in-house upgrades: 9,904 vs 9,434 = 470. Credit packages sold have increased by 5%

• Ballarat, Victoria Top line Rev. YTD month ending November. $4.29M vs $3.71. Net Profit $1.78M vs $1.65M. New owner close rate 17.9% vs 6.7% or 267% growth to budget.

A Challenging Legislative Environment

In addition to the challenges brought about by the pandemic, Frederich and the Wyndham Destinations leadership team had already been dealing with ever-tightening restrictions in Australia around timeshare sales.

Legislation changes have severely restricted pay plans, moving from commission pay plans to base salaries, and therefore capping earning potential. This has resulted in the business losing two-thirds of its highest performing reps.

Despite these obstacles, Frederich has displayed extraordinary leadership during this time by ensuring effective communication, his unwavering energy, by supporting his team and empowering them to excel.

Frederich’s leadership serves as an inspiration across Wyndham Destinations Asia Pacific. Over his 25 years tenure, he has been recognized as the WorldMark Resort Manager of the year in 2005, the Wyndham Sales Manager of the Year in 2010, and the ATHOC Sales Manager of the Year in 2011. He is also a five-time President’s Club recipient and made the Millionaire’s Club in 2013. He has attended nine President’s Council conferences, and has had three invitations to the Wyndham Golf Championship reserved for each year’s top sales performers.

Working for the business in three different countries, in resort, marketing and sales leadership roles, Frederich has gained a unique perspective on how to develop high performing teams. He leads through a competition-focused philosophy that hinges strongly on the art of storytelling to train, coach and motivate. These skills were have never been relied upon more than during the COVID period.