Company: Sundance Vacations, Wilkes Barre, PA
Company Description: Sundance Vacations is a wholesale travel company specializing in prepaid condominium packages. Founded in 1991 by John Dowd, the company operates six sales locations nationally. Sundance is proud to be the recipient of the 2005 Torch Award given for ethical business practices from the Better Business Bureau serving Northeast and Central Pennsylvania.
Nomination Category: Sales Department Categories
Nomination Sub Category: Sales Department of the Year - Hospitality & Tourism

Nomination Title: Sundance Vacations Sales Department of the Year-Hospitality and Tourism

Tell the story about what this nominated department achieved since the beginning of July last year (up to 500 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

Sundance Vacations is a leader in the vacation industry providing clients with
condominium-style vacations at a fraction of retail prices. The company
operates seven sales offices nationally with a sales team of 160 employees.;;

Sundance Vacations has experienced significant growth rates since its
inception. Even though Sundance Vacations added a new sales office in 2008,
this physical growth could not account for a 35% growth in sales revenue. Our
2007 sales goal was $50M and unfortunately the company fell slightly short of
our goal at $48M. This did not keep Sundance Vacations from setting an
aggressive goal for 2008 at $60M. Sundance Vacations easily surpassed the
sales goal of $60M by topping $69M in revenue in the midst of a recession.
This was a major success for Sundance Vacations when during that same year;
one of the company’s biggest competitors closed several of their offices in
the same markets that Sundance operates.

Two factors led Sundance Vacations to exceed their 2008 sales goal: a
standardized training program known as Sundance University, and a new
marketing philosophy.

Sundance Vacations recently invested in training for all new hires. All
divisions of the company are represented at Sundance University, which was
founded in 2008. “Sundance U” is a standardized training program with an
introduction to the company. This program is successful because it provides
employees from various divisions an understanding of the entire business
model. After implementing Sundance University the turnover rate has decreased
tremendously, and the company has experienced a positive success rate. The
sales team benefits because employees are more thoroughly trained. Assistant
Vice President of Sales, Shane Lewis, and Sundance Vacations Founder John Dowd
spearheaded a manager-training meeting that proved to be inspirational and
motivating. In week following the training, the sales staff increased volume
by $100K! This standardized training enabled us to increase our sales volume
even in the current economic conditions.

In February, 2009, Sundance Vacations changed their marketing philosophy and
sales presentation. The company enhanced the sales presentation to be
more “child-friendly”. Some of the modifications included: new presentation
slides that look like a blackboard and chalk, and a cartoon-like “bouncing”
sun animation with spiky hair sure to catch the kids’ attention. The
presenters give calculators to the kids to help tabulate vacation costs; ask
trivia questions, and talk about the most sought after mouse in the world.
Sundance Vacations has seen an 8% increase in closing rate on family
presentations and the efficiency is also 22% higher. All sales offices close
higher and six out of seven sales locations experienced an increase in down
payment per presentation (efficiency) during the family presentations.

A non-tangible product makes sales numbers like these a challenge. Typical
consumers may not have prior knowledge of the products or services Sundance
Vacations offers. This is where a talented sales team is priceless. In a brief
one-hour presentation, consumers are converted into clients. The success of
the Sundance Vacations sales process can be attributed to the professional
demeanor of the sales staff, and a fun but informational sales presentation.
While many companies are closing their doors, Sundance Vacations is positioned
to fill the need for economical travel choices.

List hyperlinks to any online news stories, press releases, or other documents that support the claims made in the section above. IMPORTANT: Begin each link with http://, and enclose each link in square brackets; for example, [http://www.youraddress.com]:

http://www.timesleader.com/opinion/columnists/bartizek/Sundance_finds__a_sweet_spot__in_sour_economy_Ron_Bartizek_Business_LOCAL_06-28-2009.html

http://www.sundancevacationsnews.com/index.php?option=com_content&view=article&id=26:sundance-vacations-donates-1000-to-lee-park-elementary-parent-teacher-association-&catid=4:content&Itemid=5

Provide a brief (up to 100 words) biography about the leader(s) of the nominated sales organization:

Shane Lewis is 30 years old and resides in Pennsylvania. Shane was recently
promoted from the King of Prussia Sales Director to Assistant VP of Sales for
Sundance Vacations. Shane first started with Sundance Vacations in 2003. He
has since been promoted three times. Shane has received the “Volunteer of the
Year” Award from Sundance Vacations and has received numerous top sales
honors. Shane believes in good old fashion hard work, dedication, and
sacrifice. Some of his hobbies include: Travel, Sports, and Music. When Shane
has some time off, he enjoys spending time at the beach with his family and
his two dogs.