Disney cannot stop DVC owners from selling and; therefore, cannot stop this market from existing. Disneys primary influence on the resale market is price. By changing direct prices or incentives, adding DVC inventory, altering terms of use, or exercising ROFR, Disney can influence price.
Let's examine 4 categories of DVC buyers and see how each is affected by the resale market.
1. Direct buyers who are unaware of the resale market.
By its very nature, the resale market has no effect on these buyers. They purchase directly from Disney, possibly as an impulse buy while on vacation, and remain blissfully unaware of the resale market at least until their 10-day window expires.
2 . Direct buyers who are aware of the resale market but prefer buying direct.
A DVC purchase is not just about money. For many, it's the entire package.
These buyers want the low-pressure, no haggle, easy financing, quick transaction of a direct sale. Above all, they value the ease and security that buying directly from Disney offers.
These buyers like the convenience of being able to use points for cruises or other Disney exchanges without having to deal with renting their points.
These buyers want the premium DVC experience and are willing to pay for it.
3. Resale buyers who would never buy direct.
For these, the primary focus is cost savings. As long as existing DVC members provide inventory by reselling their points, there always will be buyers willing to purchase those points, with supply and demand determining price.
4. Those considering both direct and resale.
This is the category that Disney is potentially losing sales to. For these, price differential is the primary determining factor. If, for example, resale prices were only 10% less than direct, than most would buy direct. If resale price were significantly less, then most would buy resale.
For this category of buyer, a weak resale market only hurts direct sales. Lower resale prices only encourages those considering both direct and resale to go the resale route.
Disney wants resale prices to be as high as possible. Adding unnecessary restrictions not tied to cost savings undercuts the DVC market by cheapening the product.
Disney should carefully evaluate all DVC benefits to determine which could be restricted to direct-sales buyers without undercutting resale prices.
Disney wants to provide its guides with as many selling points as possible while simultaneously preserving high resale prices.