Pay Cuts for DVC Sales Associates About This Page:

[jenjen1127]

Just saw this article. Since they are gearing towards less base pay and more bonus' for sales made, I think that the sales people will step up their sales pitch a little and be a little more aggressive. What do you think?

Disney Vacation Club cuts sales associates' base pay but boosts certain bonuses -- OrlandoSentinel.com

[lukeandbrookesmom]

That's why I was thinking our incentives were so good when we joined! It seems as though they are focusing on getting more members and less on what the members get after they join.

[chezp]

Hmmm.... that concerns me. I hope it doesn't lead to more pressure selling, as that's one of the great things about the DVC, the lack of pressure.

[tigersprinkles]

pressure cookers on dvc reps are starting to make phone calls

[DVC Mike]

Originally Posted by tigersprinkles

pressure cookers on dvc reps are starting to make phone calls

The pay cut the article discusses affects ASA's (the folks who man the numerous DVC booths) and not the guides.

[tjkraz]

Originally Posted by DVC Mike

The pay cut the article discusses affects ASA's (the folks who man the numerous DVC booths) and not the guides.

Yeah, I also thought it was a little questionable that only one example was provided of how the bonus structure has changed. Disney claims that the total compensation hasn't changed, yet in exchange for the 10% pay reduction the only increase that was highlighted was taking a monthly incentive from $100 to $200. There are certainly numerous additional bonuses impacted which were not revealed in that story.

The ASAs are a position which cannot be easily supervised. When you have a single CM manning a booth at a theme park or resort, there really isn't a way for a supervisor to effectively gauge performance. I've seen these folks doing everything from random busy work to what appeared to be taking a short siesta.

The only real way to measure whether these folks are actually working or not is through their performance. Those who are actually trying to engage guests will put up higher numbers than those who are not working very hard. This doesn't necessarily have to lead to ASAs following guests down the sidewalk and trying to convince them to tour. For some, anything other than hiding in the shadows is an improvement.

I don't see anything wrong with giving them a little bit more incentive to interact with guests.

[spiceypj]

well the one I meet at the MK - tried his best to sign up my brother. Even after I explained that my brother was going with me to BLT on the free 2 to 4 pm. He was very determined.

so had to walk away. because was not certain my brother was even coming (and he did not)

this was last month - so some of them (in my opinion) need to be turned down - not up.

[tjkraz]

Originally Posted by spiceypj

well the one I meet at the MK - tried his best to sign up my brother. Even after I explained that my brother was going with me to BLT on the free 2 to 4 pm. He was very determined.

so had to walk away. because was not certain my brother was even coming (and he did not)

this was last month - so some of them (in my opinion) need to be turned down - not up.

Think about it from the CM's point-of-view, though. His sole purpose is to get people to take the tour. You presented him with someone who intended to tour, but the unwillingness to do it on his terms was the only thing keeping the CM from getting credit.

In a way, that's like looking at TVs in a local electronics store only to tell the salesman "oh, I don't need your help...I'll just buy something from your website when I get home." The sale (or in this case, tour) is THIS CLOSE, and yet still out of reach. Can you really blame the CM for giving it an extra shot?

Over the years we've seen that there are good Guides and bad Guides. There are aggressive ASAs and ASAs who can hardly be bothered to show you their pin lanyard.

Unless DVC changes the training or expectations for these CMs, I don't see this as a sign that it will impact their sales approach. While nobody likes a pay cut, 10% is nothing massive, IMHO.

Now, if DVC decided to cut their pay by 50% and make them reliant upon quotas and incentives just to pay the rent or put food on the table, then you're going to see aggressive sales pitches. Millions of Americans are being asked to take pay cuts--in this case at least DVC is giving them the means to make up the difference. All that they ask is an increase in performance.

[tkm1005]

Originally Posted by tjkraz

Think about it from the CM's point-of-view, though. His sole purpose is to get people to take the tour. You presented him with someone who intended to tour, but the unwillingness to do it on his terms was the only thing keeping the CM from getting credit.

I have to agree. I was an ASA for a short time. It was a terrible job... Waiting for people to come by and talk to you and most of them look at you like you are a sleazy salesperson or they just think you are there for directions or guest service which is ok at least you get to talk to people...but unless you turn those conversations into tours you don't get any credit for it. However, being Disney you aren't supposed to be high pressure...but still - get the tour. They don't have to get people to "buy" just "tour" so knowing someone was going to go and he just needed to get his name in the system must have been very frustrating.