Kimballs painstaking attention to detail fostered

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Kimball’s painstaking attention to detail fostered development of the property’s unique character. His vision was to provide a truly ecology-conscious and comfort- able place for travelers to enjoy an environment perfect for sailing, fishing, snorkel- ing, diving, and combing beaches. To accomplish this, Kimball maintained many of Dubois’ earlier practices. For example, the resort continued to generate its own elec- NAC2123 Usage permitted only within these parameters otherwise contact [email protected] Taught by Ivan YUNG, Nicholas Sampson, Nick Wong, Melissa MEGAN, Martha Ng & Jessie LAM, from 1-Feb-2021 to 28-May-2021. Order ref F405630. Purchased for use on the LABU 2040 - Business Case Analyses, at Hong Kong University of Science and Technology (HKUST) - Business School.
Educational material supplied by The Case Centre Copyright encoded A76HM-JUJ9K-PJMN9I west indies yacht club resort: when cultures collide 7 tricity and collect and distill its own water. In addition, the resort used gray water (partially treated water) to irrigate the hillsides and used solar power wherever possi- ble. In sharp contrast to the multistory designs used by other Caribbean developers, Kimball constructed 55 individual bungalows that were scattered along the hillside and preserved the natural beauty for which the resort was known. Kimball differen- tiated the resort from others in the region by acquiring the world’s largest resort fleet of sailboats (e.g., J24s, JY15s, Cal 27s, Freedom 30s, Lasers, Sunfish, Rhodes 19s, Mistral sailboards) and powerboats (e.g., Boston Whalers and sport fishing boats). These carefully selected boats were easy for even inexperienced guests to handle. These acquisitions in conjunction with the resort’s sailing instruction pro- gram established the resort’s reputation as one of the premier water sports resorts in the world. Subsequently, Kimball changed the resort’s name to the West Indies Yacht Club Resort to leverage the distinct aquatic recreational activities that the resort offered. In 1987, with the resort’s reputation growing and business booming, Kimball acquired a 15-year renewable management contract for The Sandy Point Resort, located adjacent to his property. The additional facilities, including 40 more rooms, a second restaurant, a swimming pool, a fuel dock, and beach, gave the property the critical mass necessary to compete with local and international competitors. The resort also outsourced the provision of scuba services from the Virgin Islands Dive Company. By 1990, the property had become a fully operational, water-sports– oriented, ecology-conscious resort that encompassed more than 75 acres and a mile of beachfront. The resort faced two major challenges: an occupancy cycle with high peaks and low valleys and changing market demographics. Resort managers estimated that occupancy rates from 1985 to 1990 had ranged from 80 percent to 100 percent during the peak season from mid-December until the end of May and 40 percent to 60 percent from June until early December. These fluctuations were thought to occur because key customer markets sought Caribbean vacations during the colder

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