K hoch

u t cho
Sn pphm Ngh
g dng
g
Ngi trnh by
Richard Leech
V Nguyn
Giang Ng
Nam Trn

| Gim c iu hnh | CBRE

| Ph Gim c | NVB Holiday Club
| Qun l Nghin cu | CBRE
| Gim c u t | Archi Group

12/05/2011

Gii tthiuu
G

GII THIU
Hi tho s gip bn
bn
Hiu c cc sn phm hin c trn th trng
Bit th/nh ngh dng (s hu bt ng sn ngh dng)
S hu k ngh
g

Nhn bit c sn phm tt trong nhng sn phm ang

cho bn
Ra quyt nh

QUYT
NH

CB Richard Ellis|Page 2

Gii tthiuu
G

Gii Thiu
Phn loi Khu ngh dng
Theo Khong cch ti Th trng mc tiu
Khu ngh dng xa Th trng mc tiu
Cch xa Th trng mc tiu ti hng trm km
Khch thng ti bng my bay v 1-2 tun/nm

Khu ngh dng gn Th trng mc tiu

Cch Th trng mc tiu khong 2-3 gi li xe
Khch ti thm thng xuyn hn, thng bng t, v mi ln 3-4 ngy

Six Senses Ninh Vn Bay (Nha Trang)

CB Richard Ellis|Page 3

Ngc Vin Islands (H Ni)

Gii tthiuu
G

Gii Thiu
Phn loi Khu ngh dng
Theo a im & Tin ch cung cp
Khu ngh dng Bin

The Nam Hai ( Nng)

Hyatt Regency ( Nng)

Khu ngh dng Ni/Trt tuyt

Tan Vien Villas & Resorts (H Ni)

CB Richard Ellis|Page 4

Khu ngh dng Sng/H

Ngc Vin Islands (H Ni)

Six Senses Sai Gon River

Khu ngh dng Golf

Hong ng (Lng Sn)

Flamingo i Li (Vnh Phc)

S hu
u k ngh

Cc Cp S hu Sn phm Ngh dng

CB Richard Ellis|Page 5

S HU K NGH

S hu
u k ngh

Mc Lc

CB Richard Ellis|Page 6

S hu
u k ngh

TNG QUAN
S Hu K Ngh (Timeshare)
nh ngha
Quyn lu tr ti mt d n ngh dng trong mt khong thi gian
xc nh hng nm, trong mt s nm nht nh hoc vnh vin
Ngun: Bo co Phn tch S hu k ngh ti M

Quyn s hu mt bt ng sn trong mt khong thi gian xc

nh
nh
Thay v phi mua c mt cn h, khch hng c th mua cn h cho khong
thi gian mt tun mi nm. Quyn s hu dng ny do vy yu cu ngn sch
va p
phi v nhm n nhiu i tung
g khch hng
g hn.
Ngun: S tay u t Bt ng sn

Mt loi hnh s hu hay quyn s dng bt ng sn, hoc l tn gi

ca loi hnh ti sn
.
Nhiu bn cng nm gi quyn s dng bt ng sn, v mi bn s c mt
khong thi gian xc nh c php s dng bt ng sn .
Cc
C b
bn chia
hi s
quyn
s
d
dng khng
kh nm
gi
i quyn
s
hu
h bt
ng sn
ny.

CB Richard Ellis|Page 7

S hu
u k ngh

Tng Quan
Bn cht Sn phm
S hu K ngh khng phi l phng tin lm giu, m l:
Nim t ho l ch s hu
Lnh xa cuc sng bn rn thng ngy v ngm nhn nhng danh lam
th cnh,
thng
h t
tn hng
h nhng
h giy
i pht
ht sng
kh
khoi
i v
th
th gin.
i
Mang li cm gic an ton, lu bn i lp vi th gii bin ng

CB Richard Ellis|Page 8

S hu
u k ngh

Tng Quan
Bn cht Sn phm
S hu k ngh
uc
bn da
trn s
gia
g tng
g tun cho nhiu nm
S hu bt ng sn di nhiu dng: quyn s dng, chng nhn
s hu php l hay s hu im.
Thng c lin kt vi nhiu khu ngh hay khch sn.
Hu ht u c lin kt vi mt t chc hay cng ty trao i k ngh
Thng
Th c
gi
i th
thu
t
tnh
h th
theo m

Ph thng nin
Gi c ty thuc vo tng chng trnh
c coi nh bt ng sn v c th bn, chuyn nhng, cho/tng

CB Richard Ellis|Page 9

S hu
u k ngh

Tng Quan
Qu trnh Pht trin Timeshare
Khi nim
S hu k ngh
g xut hin
ln u tin Php
p vo nhng
g
nm 1960, v m rng ra n th trung M vo nhng nm 1970.
Khi nim ny bt u t tng mun trao i k ngh ti bt ng sn
ca mnh vi k ngh ti mt bt ng sn khc ni khc
khc. ng c vic
trao i l kh nng i ngh ti nhiu ni khc nhau trn th gii.

C n
4.500 khu ngh dng tham gia vo mng li timeshare
s hu bi gn 10 triu gia nh ti hn 81 quc gia trn th gii
Bc M: hn 2
2.000
000 khu ngh dng (chim khong 50% trn tng s)
Chu u: hn 1.000 khu ngh dng (chim khong 20% trn tng s)

Cc i tc ln
Ch u t v Thng hiu khch sn danh ting nh: Starwood, Marriott,
Hyatt, Hilton, Thomas Cook, Wyndham, Accor v Disney...
40% cc khch hng mua timeshare mun la chn mt sn phm ca mt cng
ty danh ting, i lp vi hn 21% khch hng cm thy cn thit phi la chn
sn phm t mt cng ty danh ting.

CB Richard Ellis|Page 10

Tng Quan

S hu
u k ngh

Quan h tng thng

Khu ngh lin kt
Dch v lin kt

Khu Ngh

CB Richard Ellis|Page 11

Hi Vin

Cng ty Trao i
K ngh

S HU K NGH

S hu
u k ngh

Mc Lc

CB Richard Ellis|Page 12

S hu
u k ngh

MUA SN PHM S HU K NGH

ng lc mua sn phm?
ng lc Mua
8 trn 10 ch s hu rt hi lng v vic mua timeshare
75% ch s hu gii thiu timeshare cho bn b

Tnh linh hot khi chn thi

gian, a im
hay phong cch
du lch
Khch hng c th ngh ti cc khu ngh trong h thng hoc trao i vi cc khu
ngh khc thng qua Cng ty trao i k ngh.
Nhiu chng trnh trao i cn cho php khch hng trao i vi cc tour du lch
spa, du thuyn, khch sn, thm ch c bit hn trn ton th gii.

Tnh kinh t khi ch s hu c th tit kim

tin trong
g di hn

Tnh m bo v phng cng nh cht lng ca khu ngh.

Mi trng an ton v thoi mi cho cc chuyn i.
Cht lng
Cc loi phng tham gia chng trnh S hu k ngh thng c cht lng cao
hn l phng ngh ti khch sn thng thng.
Nhiu tp on ngh dng hng u cn pht trin nhng khu ngh timeshare vi
cht lng cao hn cc thng hiu khch sn c ca chnh tp on .

Tnh a dng i vi quyn s hu hoc phng thc trao i

Bit th, cn h, nh ngh, khch sn, bit th min qu, nh thuyn, cruise
CB Richard Ellis|Page 13

S hu
u k ngh

Mua Sn phm S hu K ngh

ng lc mua sn phm?
ng lc Mua (tip)
Dch v/tin ch cao cp & cht lng hn cc khu ngh thng thng
Din tch phng ngh rng ri
Dch v tin ch ti khu ngh
H bi, sn tennis, spa, h tm jacuzzi, khu tp th dc
Sn golf, chi thuyn, trt tuyt, cc mn th thao di nc, cng vin gii
tr ti khu ngh hoc khu ln cn, khu vui chi cho tr em

5 L DO S H U K NGH
Trao i k ngh

44%

Tnh kinh t (mua k ngh

tng lai
l i vi gi
i hin
hi ti)
i)

42%
4
%

Mc gi hp l

5%

Cht lng khu ngh

dng m bo

5%

Yu thch khu ngh dng

4%
0%

CB Richard Ellis|Page 14

10%

20%

30%

40%

50%

Ngun: Kho st thnh vin ca RCI (2005)

S hu
u k ngh

Mua Sn phm S hu K ngh

S dng sn phm
Thi quen s dng
Ch khong 2% ch s hu timeshare c thi quen ngh dng ti
cng mt a im mi nm.

Thi quen S dng sn phm Timeshare

tng/cho thu
khng s
li, 7%
dng, 9%
trao i k
g , 44%
ngh,

s dng c
nhn, 40%

Ngun: Bo co Phn tch S hu k ngh ti M, 1997

CB Richard Ellis|Page 15

S hu
u k ngh

Mua Sn phm S hu K ngh

E ngi khi mua sn phm?
E ngi khi Mua
Chi ph u t ban u & ph thng nin cao, trong khi :
ng lc mua chnh l gi tr kinh t
i ti quyt nh mua, cc khch hng tim nng cn cm thy tit kim chi ph
trong di hn ln hn chi ph u t ban u v ph thng nin.

Khng
g thu xp
p c
vic
s dng
g sn p
phm thng
g xuyn
y
cm thy tng xng vi chi ph mua sn phm b ra.
Nhng tri nghim thc t ca khch hng ti cc khu ngh dng
khng c nh qung co ti bui thuyt trnh bn hng
hng.
Gn 20% khch hng nhn xt rng k nng bn hng thin v gy sc p l l do
chnh khin h e ngi trong vic mua sn phm.

Cha kha chnh thnh cng khi u t vo timeshare

Mua sn phm Cht lng cao nht (v a l & thi gian s hu) vi
Gi thp nht

CB Richard Ellis|Page 16

S HU K NGH

S hu
u k ngh

Mc Lc

CB Richard Ellis|Page 17

S hu
u k ngh

QUY TRNH TRAO I K NGH

S kt ni ca cng ty s hu k ngh
Exchange Product Evolution

Khu ngh thuc

h thng

CH KHU NGH

Khu ngh
lin kt

Trao i
qua
h thng

i tc du lch
i tc dch v
CB Richard Ellis|Page 18

S hu
u k ngh

Quy Trnh Trao i K Ngh

Phng thc trao i
(1) Thng qua cc cng ty/ i l trao i k ngh
Hai cng ty/ i l ni ting v ln nht hin nay
Cng ty Resort Condominiums International (RCI)
Cng ty Interval International (II)

Hu ht cng ty s hu k ngh s tham gia vo mt trong hai cng ty

ny nhng vn c nhng cng ty tham gia vo c hai.
ny,
hai
RCI

II

3.700

1.900

Thnh vin gia nhp

3.500.000

1.300.000

Xc nhn trao i
(2001)

2.000.000

669.000

Trong nc

$129

$107

Quc t

$169

$129

$89
$

$79
$

Khu ngh tham gia

Ph trao i (2003)

g nin
Ph thnh vin thng

CB Richard Ellis|Page 19

Quy Trnh Trao i K Ngh

S hu
u k ngh

Phng thc trao i

Qu Trnh Trao i K Ngh
Phng t
cc
trao i
ca bn

Xc nhn
t phng
ca bn

CB Richard Ellis|Page 20

Qu Phng
Trao i

Phng t
cc
trao i

ca khch
hng khc

Xc nhn
t phng
ca khch
h khc
hng
kh

Quy Trnh Trao i K Ngh

S hu
u k ngh

Phng thc trao i

H thng trao i ton cu ca RCI
(6.308 khu ngh dng @2011)

CB Richard Ellis|Page 21

S hu
u k ngh

Quy Trnh Trao i K Ngh

Phng thc trao i
(2) Thng qua cc cng ty trao i c lp
Ch s hu timeshare vn c th trao i k ngh ngay c khi khu ngh s
ti khng k kt tha thun vi cc cng ty khc
Ch
u tt cc
kh
khu ngh
h dng
d ln
l (nh
( h Marriott
M i tt International)
I t
ti
l) thit lp
l
mt h thng cc Khu ngh chuyn v trao i k ngh v duy tr H thng
trao i k ngh ni b

(3) Trao i trc tip (qua bng thng bo, quan h)

i hi phi
hi t
tm
c nhng
h ngi
i ttrao i c
th
ng nht
ht ttrong
a
im v thi gian ngh dng ph hp
Do phng thc trao i ny gip khch hng tit kim c ph trao i
nn rt
c a chung

CB Richard Ellis|Page 22

S hu
u k ngh

Quy Trnh Trao i K Ngh

Phng thc trao i
Trang web www.redweek.com
Khch hng t ng k qung
co sn phm
trao i
k ngh

Khch hng t thng lng & quyt

nh
ggi tr sn pphm trao i

CB Richard Ellis|Page 23

Trang web cung cp danh sch

kh h h
khch
hng tim
i nng

Khch hng nhn email xc nhn

S hu
u k ngh

Quy Trnh Trao i K Ngh

S tay Khch hng
Cha kha Trao i thnh cng
Cn nhc lm g trc khi tnh n u
Cn nhc nhng hot ng & tri nghim bn mun c trong k ngh

Ln k hoch trao i sm
a ra yu cu trao i sm nht c th ti a ha kh nng trao i c k
ngh
g mong
g mun

Linh hot khi yu cu ngy ngh v a im ngh dng

a ra mt vi la chn s tng kh nng nhn c xc nhn trao i kp thi
S
Sn sng
chp
h nhn
h t phng
h m
kh
khng qu
cng
nhc
h v
di
din t
tch
h s
gp
phn
h
tng c hi trao i cho bn

Tnh n vic i du lch trong ma thp im hoc nhng im n t

ph
bin
m vn
p ng c tri nghim ngh dng mong mun

Ngun:
g
Hip
p hi Pht trin Khu ngh
g dng
g M,
2011

CB Richard Ellis|Page 24

S HU K NGH

S hu
u k ngh

Mc Lc

CB Richard Ellis|Page 25

S hu
u k ngh

V D THC T
Trung Quc

Khch sn
Ramada Plaza

4,000
Khu ngh v
Khch sn
CLB Quc t
Ramada Yantai

CB Richard Ellis|Page 26

S hu
u k ngh

V d thc t
Malaysia
RCI

Khu ngh
trong h
thng &
Khu ngh
lin kt

Lin kt
(Trong
nc &
Quc t)

Hn ch
trao i
CB Richard Ellis|Page 27

S hu
u k ngh

V d thc t
Vit Nam - Ninh Van Bay Holiday Club
Ninh Van Bay Holiday Club (NVBHC)
Thnh lp nm 2010
L thnh vin lin kt ca Cng
g ty
y Trao i k ngh
g quc
q
t RCI
Cung cp cho Hi vin quyn ngh dng ti cc khu ngh ng cp
4-5 sao trong h thng khu ngh ca NVBHC
Khu
Kh ngh
h thuc
th h th
thng
Khu ngh lin kt trong nc
Khu ngh
g lin kt nc ngoi
g
Khu ngh c quyn
Du thuyn
V hn 4.000 khu ngh trong h thng
RCI quc
t

CB Richard Ellis|Page 28

S hu
u k ngh

V d thc t
Vit Nam - Ninh Van Bay Holiday Club
Li ch ca Hi vin
7 m ngh/nm ti cc khu ngh thuc h thng ca CLB K ngh
NVB hoc trao i vi hn 4.000 khu ngh trong h thng trao i ca
RCI ttii h
hn 100 quc
gia
i
Chia nh, cng dn hay s dng trc k ngh da vo h thng qu
ngy/qu phng linh hot
S dng min ph cc dch v tin ch nh h bi, phng th dc, sn
tennis v hng chit khu khi s dng cc dch v khc ti khu ngh
u i c bit ti cc im mua sm hng cao cp
i ng Chm Sc Khch Hng tn tm, cung cp v t vn y
nhng yu cu ngh dng ph hp nht
Nhn vin chm sc khch hng ring bit ti cc khu ngh trong h
g
thng

CB Richard Ellis|Page 29

S hu
u k ngh

V d thc t
Vit Nam - Ninh Van Bay Holiday Club
Cc la chn khu ngh
Khu ngh thuc h thng
Ana Mandara Villas Lt Resort & Spa, Ana Mandara Hu, Ana Mandara
Ninh Bnh (d kin
m ca thng 5/2011), Ana Mandara Hi An (2013),
Ana Mandara Bnh Thun (2013)

Khu ngh
g lin kt trong
g nc
Allezboo Resort, Seahorse Resort, Sunrise Nha Trang Hotel, Diamond Bay
Resort, Hoi An Boutique Resort...

Khu
Kh ngh
h li
lin kt nc
ngoi
i
Absolute Vacation Club, Palace Vacation Club, Legend Holidays Club,
Ramada Yantai Club

Khu ngh c quyn

Evason Ana Mandara Nha Trang, Six Senses Ninh Van Bay, Princess
D'Anam
D
Anam, Movenpick Saigon,
Saigon Intercontinental Westlake Hanoi
Hanoi, Six Senses
Saigon River (2012), Six Senses Phu Quoc (2014)

Du thuyn
Bhaya Cruises, Paradise Cruises
CB Richard Ellis|Page 30

S hu
u k ngh

V d thc t
Vit Nam - Ninh Van Bay Holiday Club
Cc gi Sn phm

5 nm

17 nm

27 nm

17 nm

Tp on/ Cng ty

C nhn

C nhn

Cao cp

1 phng

1 phng

1 phng

1 bit
th
h bi

Khng trao i

Trao i qua RCI Trao i qua RCI Trao i qua TRC (*)
(*) Ghi ch: TRC (The Registry Collection), mt thng hiu ca Wyndham
Worldwide, l mt Cu lc b ca cc khch sn, khu ngh dng t 5 sao tr ln

CB Richard Ellis|Page 31

B S Ngh
BS
h d
ngg

Cc Cp S hu Sn phm Ngh dng

CB Richard Ellis|Page 32

BT NG SN NGH DNG

B S Ngh
BS
h d
ngg

Ni dung

CB Richard Ellis|Page 33

B S Ngh
BS
h d
ngg

TH TRNG BS NGH DNG VIT NAM

Cc khi nim cn bn
BS Ngh dng (Secondhome)
Mt loi hnh nh khng thng xuyn
Ngun: T in bt ng sn Barron

Mt cn nh khng phi ni thng xuyn nhng khng phi l ti

sn i thu
Ngun: Financial Publishing

Cc tn gi khc:
Anh: nh ngh dng (holiday home)
M: nh th hai (second home) / BS ngh dng (vacation property)
c: nh ngh dng (holiday house/home), hoc nh ngh cui tun (weekender)

CB Richard Ellis|Page 34

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

CB Richard Ellis|Page 35

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

GI BN D N THE O NM CHO BN

Unit Price (US$)

$2.000.000
$1.800.000

Vinpearl Danang
Tuan Chau Ha Long
Six Senses Con Dao
Hyatt Regency

The Nam Hai

$1.600.000
$1.400.000

Six Senses Saigon River

Montgomerie
g
Links

$1.200.000

Ocean Villas

$1.000.000

Saint Simeon
Sanctuary Ho Tram
Furama Villas

$800.000
$600.000
$400.000

Son Tra Spa & Resort

S Links
Sea
Li k
Mui Ne Domain

$200.000
$0
2005

2006

2007

DA Min Bc
CB Richard Ellis|Page 36

2008

DA Min Trung

Flamboyant

Flamingo Dai Lai

Ngoc Vien Islands
Blue Sapphire
Grand Arena Hill
Oceanami
Dune Residences
Tan Vien Villas
Hoang Dong
Lam Son Resort
Melody Villas
Swan Lake Villas
Country House Giang Huong
Green Villas
Sunny Villas
2009

2010

DA Min Nam

2011

2012

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

Ha Bnh / Ba V / Vnh Phc
Thng
g tin chung
g

Kh hu nhit i g
gi ma vi ma ng
g lnh
K ngh gia nh
Hot ng: picnic 1 ngy, golf, phong cnh thin nhin

c
chnh
h h ph
h h ttr (l
(lp quy h
hoch
h mi)
i)

C s h tng

C s h tng ang trong qu trnh pht trin

Cch sn bay quc t 1-2
1 2 gi i li

Ch u t chnh

Tp on Archi, INT, Beverly Investment

Sn phm
S
p c
cho
o b
bn

Nhiu s
la
chn
phong
p
gp
ph
Bit th sng/h, sn golf, ni, nh lin k
Vi cc mc gi khc nhau
D n

Gi bn cn

Gi/m t

Ha Bnh

Lm Sn Resort
Sunset Villas

US$200-350.000 hoc
US$50-170.000 (t nn)

US$220-500/m

Ba V

Zen Resort

US$100.000 (t nn)

US$190/m (t nn)

o Ngc Vin

US$640-870.000

US$700-800/m

The Grand Arena

US$400 800 000

US$400-800.000

US$850 1 300/m
US$850-1.300/m

US$720.000

US$1.200/m

Vnh Phc Flamingo i Li

CB Richard Ellis|Page 37

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

Hi Phng / Qung Ninh
Thng
g tin chung
g

K ngh
g g
gia nh ((ngi
g
ln/thanh nin))
Cc hot ng: picnic 2-3 ngy, k quan thin nhin, th
thao di nc

C s
C
h
h t
tng

C s h tng ang trong giai on pht trin

Cch sn bay quc t t 2-3 gi i li

Ch u t chnh

Vinaconex ITC,, Amco-Mibaek Vina,, Daso

Sn phm cho bn

t s la chn
Bit th bin/ph, nh lin k

CB Richard Ellis|Page 38

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

Thnh ph Nng
Thng
g tin chung
g

a im du lch hp
p dn ti Vit Nam
K ngh gia nh (ngi ln v ngi gi)
Hot ng: picnic, golf, thng cnh, th thao di nc

c
Ch
Chnh
h ph
h h ttr mnh
h
Khng c ma ng & nhit cao quanh nm

C s h tng

C s h tng hin i, ng b
Sn bay quc t

Ch u t chnh

VinaCapital/ VinaLiving, Indochina Land, Blooming

Sn phm cho bn Nhiu s la chn phong ph

Bi bin, sn golf, bit th ni/ph, chung c.
Cht lng
l
& gi
i c

CB Richard Ellis|Page 39

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

Thnh ph Nha Trang
Thng
g tin chung
g

im du lch hp
p dn cho gia
g nh
Ch yu l khch du lch ngn ngy n t TP HCM
t hot ng - cc hot ng di nc

C s h tng

C s h tng
c nng cp

Sn bay quc t

Ch u t chnh

Vin Group
Group, Ninh Van Bay
Bay, Havana,
Havana TD Corporation
Corporation, Hon
Cu, VinaCapital/ VinaLiving, Tp on An Vin

Sn phm cho bn t s la chn

Chung c bin/ph

t nn

CB Richard Ellis|Page 40

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

Phan Thit / Mi N
Thng
g tin chung
g

im du lch hp
p dn cho gia
g nh
Ch yu l khch du lch t TPHCM vo dp cui tun
Hot ng: ch yu l th thao di nc & thng cnh

C s h tng

Khng c sn bay, c th
xy ra tnh trng tc
ng

Ch u t chnh

A&B, Rng ng, Si Gn Invest

h
S phm
Sn
h cho
h b
bn t s lla chn
Khu ngh dng ven bin
t nn
Sp c cc khu chung c

CB Richard Ellis|Page 41

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

Long Hi / Vng Tu
Thng
g tin chung
g

K ngh
g cui tun g
gi r
Ngay gn TPHCM
Hot ng: th thao di nc, m thc a phng

C s h tng

C s h tng
ang c nng cp

Ch u t chnh

Tp on Lc Vit, DIC, Refico, Cotecland, Rng Dng,

PVC IC
PVC-IC

Sn phm cho bn

t s la chn
Cc khu ngh dng ven bin
t nn
Sp c cc khu chung c

CB Richard Ellis|Page 42

B S Ngh
BS
h d
ngg

Th Trng BS Ngh Dng Vit Nam

o Ph Quc
Thng
g tin chung
g

Ch yyu l khch gia

g nh t TPHCM i ngh
g cui tun
Hot ng - th thao di nc, du lch sinh thi

C s h tng

C s h tng ang trong k hoch nng cp v m rng,

trong c sn bay quc t

Ch u t chnh

Tropicana, Chen La, Berjaya

Sn phm cho bn t s la chn

Cc khu ngh dng ven bin
t nn

CB Richard Ellis|Page 43

BT NG SN NGH DNG

B S Ngh
BS
h d
ngg

Ni dung

CB Richard Ellis|Page 44

B S Ngh
BS
h d
ngg

S TAY KHCH MUA

V sao mua BS ngh dng?
Mua u t - khch mua cn cn nhc
V tr/loi hnh ngh dng
Loi hnh s hu: Thu 50/70 nm & Vnh vin
Chi ph mua (iu khon thanh ton, tin xy dng)
Chi ph s hu / Chng trnh cho thu
Kh nng tng gi

Mua
lm nh ngh dng - khch mua cn
cn nhc

V tr/loi hnh ngh dng & Mc ch s dng

Gi c
& ph
h d
dch
h v
Tin ch ti khu ngh dng v khu vc xung quanh
B bi,
bi sn golf
golf, vn
vn, phng tin i li
li, trung tm mua sm
Nh hng, trung tm bn l
Cc hot ng vui chi gii tr chi golf, du thuyn, p xe

CB Richard Ellis|Page 45

B S Ngh
BS
h d
ngg

S tay Khch mua

Cc tiu ch cn lu khi mua
Cc tiu ch quan trng nht cn xem xt
a im-a im-a im
Thng
g hiu
Uy tn & Cht lng
M hnh hot ng

CB Richard Ellis|Page 46

B S Ngh
BS
h d
ngg

S tay Khch mua

Tiu ch la chn - a im
a im - Thnh ph
Giao thng / C s h tng
Du lch
Cc hot ng trong k ngh
H tr ca Chnh ph v ti chnh, cc u i, u t, cc d n c
s h tng

CB Richard Ellis|Page 47

Tiu ch la chn - a im

80
0

Qun l tt C s h tng tt Thu ht u t tt

Hanoi
Hai Phong

BR-VT
Vinh Phuc
Quang Ninh
Quang Nam

60

Khanh Hoa

Danang

Ki
Kien
Giang
Gi
Hoa Binh

40

B S Ngh
BS
h d
ngg

S tay Khch mua

50
CB Richard Ellis|Page 48

60

70

Ngun: USAID/VNCI Policy Paper #15 2010, p. 27

Tiu ch la chn - a im
Du lch Trong nc & Quc t
Mc thu ht du lch 10 im n du lch hp dn nht & lt
khch du lch (hng nm)
T OP
1 0 DU
DESTINATIONS
IN V IETNAM
(2010)
10 IM
N
LCH HP DN
NHT VIT
NAM (2010)
Numbe
of arriva
als
(thousa
and)
Serlt
khch
h (ngn)

BS
B
S Ngh
h d
ngg

S tay Khch mua

8,000
7,000
6,000
5 000
5,000
4,000
3,000
2,000
1,000
HCMC

Da
Nang

Hanoi Quang
Ninh

Hue

Lt khch Quc
t
International
Arrivals
CB Richard Ellis|Page 49

Khanh
Hoa

Binh
Thuan

Can
Tho

Lt Arrivals
khch Ni a
Local

Da Lat

Phu
Quoc

B S Ngh
BS
h d
ngg

S tay Khch mua

Tiu ch la chn - a im
a im
Ven bin, gn bin, trong thnh ph, trn ni
a im c th q
quyt
y nh gi
g tr u t lu di
t a im la chn cn bng gia la chn & s sn c
Nhng khch mua u tin s c c hi la chn v tr tt nht
Nhng d n tt
th thng c o, khc bit

CB Richard Ellis|Page 50

B S Ngh
BS
h d
ngg

S tay Khch mua

Tiu ch la chn - Thng hiu
Thng hiu l cch phn loi
Phn loi cc ch u t, n v qun l, n v iu hnh
Gip nhn din sn phm/dch v nhanh chng v d dng
Phn cp theo cht lng v tiu chun
nhn din quc gia/quc t & thng tin v sn phm
Tng gi tr

CB Richard Ellis|Page 51

B S Ngh
BS
h d
ngg

S tay Khch mua

Tiu ch la chn - Uy tn & Cht lng
Th trng tin thng ti tiu ch uy tn & cht lng
Th trng Vit Nam b qua giai on xy dng ban u
VD: nh bungalow/nh tranh ven bin

Cc ch u t c uy tn trong th trng nh ngh dng mang li

cho khch i ngh s yn tm v tin tng
Cht lng
l
ca
cng
ttrnh
h quy hoch,
h
h ti
tin ch,
h
c/trang
/t
thit b
tng ng vi tiu chun nh thnh ph (hoc tt hn ty theo
s chn la)
Uy tn-cht lng c m bo hn khi c nhng nh qun l/iu
hnh/ch u t c thng hiu, t tiu chun quc t

CB Richard Ellis|Page 52

B S Ngh
BS
h d
ngg

S tay Khch mua

Tiu ch la chn - M hnh hot ng
Khi bn khng s dng cn nh ngh ca mnh?
Ai s qun l BS gip bn?
C chng
g trnh h tr cho thu li khng?
g
T l Thu nhp trn Vn u t (ROI)
d kin l bao nhiu?

CB Richard Ellis|Page 53

BT NG SN NGH DNG

B S Ngh
BS
h d
ngg

Ni dung

CB Richard Ellis|Page 54

B S Ngh
BS
h d
ngg

CHNG TRNH CHO THU BS NGH DNG

M hnh kinh doanh
Chng trnh cho thu BS ngh dng
Cho thu bt ng sn ngh dng (theo ngy hoc tun) c th em
li thm thu nhp cho ch s hu.
i vi ngi thu, gi thu s thp hn ng k nu so snh vi gi thu
khch sn hoc gi mua cc tour du lch trn gi.
i vi ngi
g
cho thu,, khon thu nhp
p ny
y c th s dng
g b p
p/
tr n vay mua nh

The Nam Hai

CB Richard Ellis|Page 55

Six Senses Sai Gon

B S Ngh
BS
h d
ngg

Chng trnh Cho thu BS Ngh dng

Khi nim c bn
Khi nim c bn
L 1 chng trnh cho php ch s hu cho thu li bt ng sn
ngh dng ca mnh thng qua mt n qun l cho thu.
Cc bn tham gia s chia s v Doanh thu/Chi ph theo cch thc
c tho thun trc .
T in Bch khoa ton th Bt ng sn
sn, 2007
Thng tin BS ngh dng
HomeAway.com: hn
124.000 nh ngh dng
Vrbo com: 115.000
Vrbo.com:
115 000 cn
VacationRentals.com:
35.000 cn
Roomorama.com: tp trung
vo th trng thnh th
Rentalo.com:
R t l
gm
c
khch
kh h
sn & nh ngh dng
CB Richard Ellis|Page 56

B S Ngh
BS
h d
ngg

Chng trnh Cho thu BS Ngh dng

Ch s hu - Li ch
Quyn s hu ti sn vn thuc v ch s hu. Ch s hu c
th k vng gi tr ti sn s tng ln theo thi gian
c bit ph hp vi th trng Vit Nam

Ch s hu c quyn s dng BS ca mnh min ph trong mt

thi gian nht nh (1-3 thng)
Ch s
hu
h c

chia
hi s
li
l i nhun
h t vic
i cho
h th
thu
BS khi
h khng s dng
BS c duy tu v bo dng lin tc
Cc li ch khc
Ch s hu c u tin t ch trong ma ngh
Ch s hu c gim gi khi s dng dch v

CB Richard Ellis|Page 57

B S Ngh
BS
h d
ngg

Chng trnh Cho thu BS Ngh dng

Ch s hu Thi gian s dng
S dng min ph: Ch s hu c th s dng BS min ph
trong mt khong thi gian xc nh trc hng nm
The Nam Hai: 35 ngy/nm
Hyatt Regency Nng: 90 ngy/nm
Vinpearl Nng: 90 ngy/nm

Khng s dng ht ngy ngh min ph

Ch s hu c th chuyn sang nm sau hoc a vo chng trnh cho
thu to thm thu nhp

S dng qu ngy ngh min ph (thng l th trng)

Ma thp im: gi thu i vi ch s hu bng 15% gi thu hin ti
Ma
M cao i
im: gi
i thu
th cho
h ch
h s
h
hu c
th l
ln ti 50% gi
i th
thu
hi
hin ti
t i

t phng
30 ngy trc ngy n ngh
Trong trng hp BS c ngi thu, ch s hu s c ngh
thu mt BS khc vi mc chit khu 30% trn gi thu hin ti

CB Richard Ellis|Page 58

B S Ngh
BS
h d
ngg

Chng trnh Cho thu BS Ngh dng

Chia s li nhun 2 phng php
Chia s theo li nhun thc
Nh qun l khch sn/Ch u t cho thu BS ngh dng (bit
th, bungalow /cn h) theo chng trnh cho thu li
Ch s hu c c li nhun theo t l c tho thun trc da
trn thu nhp thun hng nm
Hyatt Regency Da Nang
Nang, Vinpearl Da Nang: 50% thu nhp thun
Furama Villas: 60% thu nhp thun

Thu nhp c
nh
Ch s hu nhn thu nhp c nh hng nm da theo gi BS
Furama Villas: US$10.000
US$10 000 (gi tr) = 1 im US$200 thu nhp hng nm

Thu nhp hng nm c th thp nhng n nh v to tm l yn tm

cho ch s hu
Ch s hu khng phi tr thm khon ph no

CB Richard Ellis|Page 59

BT NG SN NGH DNG

B S Ngh
BS
h d
ngg

Ni dung

CB Richard Ellis|Page 60

B S Ngh
BS
h d
ngg

V D THC T
Thi Lan - Karma Samui Beach Resort
Khu ngh
g dng
g bin 5 sao sang
g trng
g
36 bit th c b bi
2-6 phng ng
216385 m DT sn

Gi:
956.000 n 975.000 USD
Gi tr bt ng sn trong khu vc xung
quanh khu ngh dng d kin s tng 10
n 20% trong vng 5-10 nm ti.

Thi hn thu 3x30 nm

La chn ROI (chng trnh cho thu
bit th)
th )
T l phn chia theo thu nhp hng qu
Min ph s dng 28 ngy mi nm

m bo ROI
5% gi tr vn rng mi nm

Ngun: Karmasamui.com
CB Richard Ellis|Page 61

B S Ngh
BS
h d
ngg

V d thc t
Thi Lan - Azaya Villas Mountain Resort
Khu ngh
g dng
g min ni 5 sao sang
g
trng rng 3 ha
12 bit th sang trng
2 -5 phng ng
DT sn 185-465m
Din tch t 1.089-1.868m

Gi:
700.000-1.250.000 USD
Thu nhp cho thu d kin c th to ra
ROI mc 2 con s cng nh lm tng
gi tr BS.

Thi hn thu 3x30 nm

Chng trnh cho thu bit th
Ph qun l: 30% thu nhp cho thu

Ngun: Azayavillas.com
CB Richard Ellis|Page 62

B S Ngh
BS
h d
ngg

V d thc t
Bali Indonesia - Sea Sentosa Beach Resort
Bali,
Khu ngh
g dng
g bin cao cp
p 5 sao
70 cn h cao cp
1 phng ng DT sn 94-117m
2 phng ng DT sn 201-217m
3 phng ng DT sn 188-235m

Gi
G
1 phng ng - $450.000
2 phng ng - $900.000
3 phng ng - $2.000.000
$2 000 000
Gi tr t khu vc xung quanh tng
300% trong hn 5 nm qua

Thi h
hn thu
th 2
2x25
25 nm

Chng trnh cho thu bit th

Ph qun l 30% doanh thu thun

Ngun: SeaSentosa.com
CB Richard Ellis|Page 63

B S Ngh
BS
h d
ngg

V d thc t
Bali Indonesia - Rich Villas Mountain Resort
Bali,
17 cn bit
th
sang
g trng
g
1 phng ng 150m DT sn
2 phng ng 200m DT sn

Gi
1 phng ng - 389.999 USD
2 phng ng - 489.999 USD

Thu 25 nm
m bo ROI cho 20-25 nm
D kin
ROI ln n
11,5%

m bo mua li v tng gi tr vn

Ngun: BaliPlatinum.com
CB Richard Ellis|Page 64

B S Ngh
BS
h d
ngg

V d thc t
Bali Indonesia - Bali Rich Villas Resort (tip)
Bali,
Gi ROI ((T
sut Li
nhun
trn Vn u t))
Gi 1: ROI c nh, Gi mua li c nh, v Gi vn tng c nh
ROI: 7% rng hng nm
Gi mua li ca Ch u t/Nh iu hnh vo nm 11 mc tng vn 10%
21 ngy
g y s dng
g min p
ph hng
g nm

Gi 2: ROI c nh
u t trong giai on: 2 nm
Nm 1-3: 8% rng hng nm
Nm 4-6: 10% rng hng nm
Nm th 7 tr i: 11,5% rng hng nm
21 ngy s dng min ph hng nm

CB Richard Ellis|Page 65

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi
Gii thiu v tp on Archi
L mt ch u t hot ng trong lnh vc u t bt ng sn ngh
dng v bit th ti H Ni t nm 2007
V tr cc d n ch cch trung tm thnh ph HN 1h t

CB Richard Ellis|Page 66

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi
Phn loi d n
Bit th & khu ngh dng Hng sang trng
Hng
g nht / Cao cp
p
Tiu chun cao/Tim nng thnh nh chnh

T Vin
Tn
Vi Vill
Villas & Resort
R
t

9-ivory Resort & Country Club

CB Richard Ellis|Page 67

L SSn R
Lm
Resortt

Vi Nam
Vin
N
Resort
R
t

Green Villas

Country House Villas

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi / Loi sn phm
Loi 1 Bit th v khu ngh dng Hng sang trng
n gi: 300.000 500.000 USD
L t bit th: 1.000 5.000 m
Dch v 5 sao sang trng: spa, b bi, sn golf, tennis
V d: Lm Sn Resort, Vin Nam Villas & Resort (Hoa Binh), 9-Ivory Ecoresort Tn Vin Villas & Resort
resort,
Resort

Vin Nam Resort Villas

CB Richard Ellis|Page 68

9 Ivory Eco-resort Services Area

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi / Loi sn phm
Loi 2 Bit th v khu ngh dng Hng nht
n gi: 150.000 300.000 USD
L t bit th: 1.000 m
Dch v 4 sao: spa, b bi, sn tp golf, sn tennis
V d: Green Villas, Family Villas (Ba V, H Ni)

Green Villas

Ni tht
CB Richard Ellis|Page 69

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi / Loi sn phm
Loi 3 - Bit th v khu ngh dng Hng tiu chun cao
n gi: 80.000-120.000 USD
L t bit th: 500 m2
Dch
D h v 3-4
3 4 sao: spa, b b
bi,
i cu
c,
xe b
but
t t trung
t
tm
t thnh
th h ph
h
V d: Country house 1, 2, 3

Tim nng thnh nh chnh

10 pht chy xe n khu cng ngh cao Ha Lc, 30 pht n trung tm
thnh ph mi v cc khu th mi dc i l Thng Long
Th trng
mc tiu:
i nhng
h ngi
i tr
tui
i c
thu
h nhp
h cao v
phong
h
cch
h
sng mi

CB Richard Ellis|Page 70

Country House Villas

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi / u t
Nghin cu u t
i vi ngi mua trong qu trnh khi ng ban u/ni b: u i
20-30% so vi mc gi nim yt
Tc tng gi 60%-70% trong nm u tin mua
Cam kt t ch u t
Bn/bn
B /b llii cc
cn
b
bn cho
h kh
khch
h h
hng vi
i gi
i cao h
hn
Gi nim yt tng theo thi gian

Tham gia vo cc chng trnh kinh doanh ca tp on Archi

Archi Group gip bn cc bit th cho ch s hu bit th

Chng trnh cho thu bit th ca Archi Group

CB Richard Ellis|Page 71

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi / Cho thu li
Chng trnh cho thu bit th
Tha thun y thc qun l thi hn 5 nm cho t u
Ch s hu v bn iu hnh chia s 60/40 li nhun
Khng gii hn thi gian s dng trong nm (u tin ng k trc 3 thng)
Chit khu cc dch v
Archi Group chu trch nhim v marketing v bo tr
tr, bo dng BS

Li
ch ca ch s hu bit
th

60% li nhun ca chng trnh cho thu bit th

Trao i k ngh trong tt c cc d n khu ca Archi Group (Ha Bnh, Ba
V Ph Quc
V,
Quc...))
Ch s hu bit th c chit khu s dng dch v ti khu ngh dng
ca Archi Group: 15% cho dch v n ung, 20% cho dch v spa
Chuyn
i
thnh cc phiu
ngh (cui
tun)
cho gia nh, bn b
Tham gia chng trnh u t ca Archi Group cho ch s hu bit th

CB Richard Ellis|Page 72

B S Ngh
BS
h d
ngg

V d thc t
Vit Nam - Tp on Archi / Cho thu li
Tn Vin Villas & Resort Mu bng k hng nm ((*))
NI DUNG
Tng

doanh thu
Chi ph thanh ton th tn dng
Chi ph hoa hng
Doanh thu thun
Chi ph
Gi vn hng bn
Chi ph hnh chnh ca chng trnh
Thu nhp tin thu thun
Ph c
chng
g trnh ccho
o thu
u
Thu nhp thun Ch s hu
Cc chi ph khc ca bn mua
D phng Sa cha ln & ci to bit th
Ph cho cc dch v thit yu (in, nc)
Ph qun l v bo tr
D phng ph sa cha ln khu vc chung
Phn cn li (Ch s hu)

S TIN
(US$)

N GI

20.000
-80 0,4% Tng doanh thu
-360 1,8% Tng doanh thu
19.560
-3.912 20% Doanh thu thun
-978 5% Doanh thu thun
14.670
-5.868
5 868 40%
0% Thu
u nhp
p tin
thu
u thun
u
8.802
-440 3% Thu nhp tin thu thun
-734 5% Doanh thu thun
-2.250 0,75 USD/m/thng
-750 0,25 USD/m/thng
4.628

3 phng ng bit th 250 m2

(*) Ghi ch: S liu trn ch c tnh minh ha, khng ng rng y l mc li nhun c
th t c khi tham gia vo Chng trnh cho Thu ti D n Tn Vin Villas & Resort
CB Richard Ellis|Page 73

B S Ngh
BS
h d
ngg

V d thc t
Ninh Van Bay Six Senses Private Residences Saigon
a im
Nm
ngay bn
b
sng
ng
Nai
Cnh quan p, gn kt mi trng v
gn gi vi thin nhin

CB Richard Ellis|Page 74

B S Ngh
BS
h d
ngg

V d thc t
Ninh Van Bay Six Senses Private Residences Saigon
Thng hiu - Six Senses Resort & Spa Group
Mt thng hiu khu ngh dng v spa hng u trn th gii, qun
l cc khu ngh dng sang trng Maldives, Thi Lan, Vit Nam,
O
Oman,
Jordan,
J d
v
T
Ty B
Ban Nh
Nha
V d: Six Senses Ninh Van Bay Nha Trang, Vit Nam
ot
15 gii
g quc
q
gia
g v q
quc t
Doanh thu hng nm hn 7 triu USD

CB Richard Ellis|Page 75

B S Ngh
BS
h d
ngg

V d thc t
Ninh Van Bay Six Senses Private Residences Saigon
Thit k c bit & Cht lng cao cp
Thit k bit th theo kiu Six Senses truyn thng hng n t
nhin v s dng nguyn liu thn thin vi mi trng.
Thit k n gin, sang trng theo kiu c in kt hp vi mt vi im
nhn v c trng a phng

Ni tht v c c nh bao gm
Nhng thit b thn thin vi mi trng v tit kim nng lng nht
Cc tin nghi ni tht: h thng m thanh gii tr hin i nht, iPod, tivi
mn
h
hnh
h phng
h v
i
in thoi
th i IDD
IDD, kt ni
i Wi Fi
Fi

Tin ch/tin nghi

Phng tp th dc
dc, th vin,
vin hm ru v cc h thng spa

CB Richard Ellis|Page 76

B S Ngh
BS
h d
ngg

V d thc t
Ninh Van Bay Six Senses Private Residences Saigon
Cc loi bit th
Loi

Din tch t (m)

Bit th Latitude

DT t: 406 m
DT xy dng: 243,1 m

Bit th c b bi - 1PN

DT t: 650 m
DT xy dng: 352,5 m

1 triu USD

Bit th c b bi - 2PN

DT t: 1.400 m
DT xy dng: 534,8 m
H bi: 248,5
, m

1,5 triu USD

Bit
th
Reserve - 4PN

DT t: 3.000 m
DT xyy dng:
g 1.007 m
B bi: 365 m

USD
> 3 triu

CB Richard Ellis|Page 77

Gi

Dch v

500.000 USD

Dch v 5
sao++ , b
bi, sn golf,
sn tennis,
khu vui chi
tr
em, spa

B S Ngh
BS
h d
ngg

V d thc t
Ninh Van Bay Six Senses Private Residences Saigon
M hnh hot ng kinh doanh
Ch s hu c 3 la chn:
Cho thu bit th 365 ngy/nm
Cho thu bit th khng k 30 ngy mi nm
Thu nhp d kin cho ch s hu: 80% li nhun rng sau thu/nm
Ch s hu c th s dng bit th ca mnh 30 ngy/nm

Khng tham gia chng trnh cho thu bit th

CB Richard Ellis|Page 78

Xin Cm n!

Thng tin lin lc

Ng Th Hng Giang

Nguyen Thanh V

Trn Hong Nam

Qun l Nghin cu
CB Richard Ellis (Vit Nam)
M: 0903 210 679
E: giang.ngo@cbre.com

Ph Gim c (Bn hng & Marketing)

Ninh Van Bay Holiday Club
M: 0908 337 137
E: vunt@ninhvanbay.vn

Gim c u t
Archi Invest
M: 0904 980 989
E: namth@archi.vn

2011 Cng ty TNHH CB Richard Ellis (Vit Nam). Bo Co ny do Cng ty TNHH CB Richard Ellis (Vit Nam) thc hin vi s thnh tn v cn trng cn thit. Chng ti thu thp thng
tin t cc ngun thng tin m chng ti cho l ng tin cy. Tuy nhin, chng ti khng kim chng tnh chnh xc ca cc thng tin v s khng bo m, oan chc hay i din cho
cc thng tin ny. Chng ti ch a ra cc d on, quan im, gi nh hay nh gi ca mnh da trn nhng yu t m chng ti c bit lm v d dn chng v cc thng tin ny
c th s khng th hin c tnh hnh hin thi v xu hng tng lai ca th trng. Thng tin ny c thit k ring cho khch hng ca CB Richard Ellis s dng v khng c
sao chp di mi hnh thc nu trc khng c CB Richard Ellis chp thun bng vn bn.

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