Alternaty - Nha Trang hotels and resorts market view - December 2012

Vietnam
Hotels + Resorts
Newsletter
December 2012

Table of Contents
Nha Trang Hotel Market Overview 1
Vietnam Economics Update 6
Regional News Update 7
Feature Article: Branded Residences 8
HICAP 2012 Roundup 9
South East Asia Property Awards 2012 Roundup 9
Investment Opportunities 10
About Us 10

Nha Trang Hotel
Market Overview

Nha Trang City was chosen as this edition’s 251 km2 with a 17 km coastline. Nha Trang
feature location because the City’s hotel Bay has 19 islands including the largest
market is poised to enter into a new era as
both the supply of and demand for accom-
island, Hon Tre, with 3,250 ha and home to
Vinpearl Resort (Nha Trang’s largest resort W e attended HICAP in Hong
Kong on 10th - 12th October,
2012 and were selected to partic-
modation is about to make a significant leap with 485 rooms) and Vinpearl Luxury which
ipate as a panellist for the HICAP
forward. In terms of demand, November opened in Q2 of 2011. The island is connect-
Update 2013 in Singapore in March,
marked the start of the high season for Rus- ed with the mainland by a cable car system 2013. See roundup on page 9.
sian tourists and with a major tour operator that can conveniently ferry tourists between
having tentatively entered the market last the island and the mainland. We were a speaker at the 2nd An-
year, it is about to ramp up tourist arrivals nual Hospitality Management Con-
ference 2012 held at the Legend
this coming season via charter flights in a
Saigon on 15th November 2012.
big way. On the other hand a wave of new Access See our website to download our
supply is about to hit the market, so it will presentation on fractional sale.
be interesting to see which side, demand Most arrivals to Nha Trang are by a short
or supply will tip the scales over the coming flight from HCMC or Hanoi. Cam Ranh We assisted in the property inspec-
year. International Airport was upgraded with a tions and judging process for the
South East Asia Property Awards
new terminal in 2007 and remains one of
2012 and presented the awards
the newest and best airports in Vietnam
for Vietnam at the gala dinner in
Location with ample capacity to meet current and Singapore on 21st November, 2012.
expected future demand. The airport is 28 See page 9 for the winners.
Nha Trang City is located within the South km south of Nha Trang City which translates
Central Region of Vietnam, a strip of prov- into a 40 minute taxi ride from the airport at — Alternaty Updates
inces that runs along the coast of Vietnam a cost of approximately US$20 for the one
and includes other resort locations such as way journey. Unfortunately, as is all too com-
Da Nang and Mui Ne. The capital city of mon at most airports in Vietnam, there is an
Khanh Hoa Province, Nha Trang is 448 km army of unscrupulous taxi operators eagerly
north of HCMC and 1,280 km south of Ha- awaiting to scam vulnerable tourists.
noi. The latest official population estimate of
Nha Trang is 361,454 (2009) and its area is

2 Nha Trang Hotel Market Overview

In total, there are approximately 78 sched-
uled flights per week to Nha Trang which
translates to a maximum capacity of 12,600
A lthough Nha Trang is served by
a modern airport with plenty of
capacity and ability to handle inter-
passengers per week or 655,200 per annum. national flights and mid-sized jets,
This does not include charter flights, which its distance from the city adds a
over the last year has rapidly grown to significant cost to the journey, more Nha Trang
so in terms of time and transfers Khanh Hoa Province
become a significant source of international
than money. In this regard it is less
arrivals, especially from Russia with the arriv- competitive compared to its resort
al of the tour operator Pegas Touristik. destination peers Da Nang and Phu
Quoc where the airports are locat-
Nha Trang also welcomes tourist arriv- ed closer to the main beach areas.
ing from cruise ships. In 2011, Nha Trang
welcomed 35 cruise ships with more than — Alternaty Opinion
35,000 tourist arrivals, including the Queen
Mary II – one of the world’s largest cruise
ships. © 2012 Bing

Supply

Of the 250 accommodation establishments ability to satisfy a diverse mix of travellers, Figure 1
in Nha Trang supplying approximately 5,000 catering for a wide range of budgets and Largest Hotels in Nha Trang
rooms in total, 25 properties are rated 3 - 5 accommodation needs. These include local 600

stars by the Vietnam National Administration guesthouses, modern city hotels, beachfront 500

of Tourism (VNAT) comprising of five prop- resorts, island destinations as well as remote
erties that are rated 5-star, four properties hideaway properties. For this reason, Nha
400

that are rated 4-star and the remaining Trang is chosen by the local Vietnamese and 300

properties are rated 3-stars. As is usually expat market (e.g. Mia Resort, Novotel, Sher-
200
the case in Vietnam, a number of properties aton, Best Western Hon Tam Island, Sunrise
exist which are officially unrated, yet they Beach Hotel, Vinpearl Luxury), as well as 100

would certainly be of an international 4 or Western backpackers (e.g. local guesthouses
0
5 star standard. These tend to be the new and family run hotels), Russians (e.g. Vinpearl
Vinpearl

Yasaka Saigon

Novotel
Lodge
Sunrise Beach

Asia Paradise
Luxury Nha Trang
Michelia Hotel

Vinpearl Luxury Nha Trang
Hai Yen
Vien Dong Hotel

Nhat Thanh
Evason Ana Mandara
Sheraton

White Sand Doclet

Best Western Bhuvana Hon Tam Resort
Orient

Best Western Hon Tam Sea & Sun

An Lam Ninh Van Bay Resort
Happy Light

Mia Resort
Diamond Bay

The Summer

Six Senses Ninh Van Bay
properties which are yet to reach full scale Island Resort, Diamond Bay Resort), as well
operational status or due to their boutique as Europeans, Koreans and Japanese seeking
nature do not conform to the rigid star peaceful hideaways (e.g. An Lam Ninh Van
rating criteria. What sets Nha Trang apart Bay, Six Senses Ninh Van Bay, Ana Mandara).
is the availability of a broad range of hotel
management formats and brands with the Source: Alternaty

Table 1
Selected Future Supply in Nha Trang and Cam Ranh Source: Alternaty

Project Name Developer Scale (rooms) Operator Brand
The Costa Nha Trang TD Group 308 IHG Crowne Plaza

Nha Trang Centre Hoan Cau/Thanh Yen 140 Apartments Formerly in talks with an international upscale brand

Hyatt Regency Cam Ranh Kien A Corporation Hyatt Hyatt Regency

Best Western Premier Hai Van Nam JSC >1,000 (condotel) Best Western Best Western Premier

Marriott Nha Trang Sao Sang Nha Trang 250 Marriott Marriott

Russian Cam Ranh Resort Russian Cam Ranh Dev. Corp. 200 Langham Langham Place

Alternaty® Vietnam Hotels + Resorts Newsletter alternaty.com

December 2012 Nha Trang Hotel Market Overview 3

Since the Novotel opened in the fourth
quarter of 2008, the number and diversity of
rooms supplied has increased dramatically
I t is clear that the Russian market has become the engine of arrivals growth in
Nha Trang and just a cursory look at the way the Russian market has trans-
formed the Thai tourism industry is all that is required to realise that Nha Trang
with the opening of the Sheraton (Q4/2010, is now at the very cusp of an imminent boom in arrivals. Total Russian tourist
284 hotel keys), Michelia (Q1/2011, 201 hotel arrivals to Thailand in 2011 was just over 1 million, while in 2010, Nha Trang city
keys), Vinpearl Luxury (Q2/2011, 84 resort received a mere 28,000 Russian arrivals. This doubled to 60,000 in 2011.
keys), An Lam (Q2/2011, 35 resort keys) and
most recently Mia (Q3/2011, 50 resort keys). — Alternaty Opinion
This pace of increase in supply is set to con-
tinue with several large scale properties due
to come on line in the near future.

Demand

Total tourist arrivals to Khanh Hoa Province Europe and has recently boosted capacity Figure 2
in 2011 was a record 2.18 million, up by a sig- to 3 charter flights per day as they expect Tourist Arrivals to Khanh Hoa
nificant 18.5% compared to the 1.84 million to double arrivals this coming season. No Province
visitors received in 2010. Domestic arrivals doubt the unrest in the Middle East played 2000
1800
accounted for 80% (1.74 million arrivals) of a key role in channelling a new wave of
1600
the total and increased by 20% compared to Russian tourists towards Asia. 1400
2010 while international arrivals accounted 1200
1000
for 20% (440,000 arrivals) and increased by The average length of stay in Nha Trang is
800
only 13.7% compared to the previous year. only several days because the usual package 600
tour to Vietnam tends to include a visit to 400

In the first 9 months of 2012, total arrivals Hanoi and Ho Chi Minh City packaged with 200
0
were 1.75 million, 5.7% higher compared to a short beach stay in between either in Nha
the same period in 2011 however the 27.4% Trang or Da Nang.
growth of international arrivals comfortably
Source: Khanh Hoa Department of Culture, Sports and Tourism
outpaced the 0.9% growth in domestic arriv- The average length of stay in the city hotels
als. In terms of absolute numbers, in the first tends to be 3 days and 2 nights for Viet- Domestic Arrival

9 months of 2012, domestic arrivals to Khanh namese guests, who tend to come for the International Arrival

Hoa Province increased by 11,500 to 1.36 weekend, while international guests, such as
million and international arrivals increased by Russians tend to come in groups and stay up
82,500 to 383,500 arrivals compared to the to a week in these properties. days and include a resort stay plus short
same period in 2011. tours of other locations in Vietnam. Japanese
The resorts have a longer average length of visitors are a significant source of guests
Nhat Minh International Travel Company in stay, in the range of 4 to 6 nights, however for Ana Mandara Nha Trang and Six Senses
2010 partnered with Russia’s Vladivostok In- this varies significantly depending on the Ninh Van Bay as both of these resorts have
ternational Airport, operating two flights per nationality of the guest. Vietnamese guests a native Japanese guest relations officer
month from the Russian city of Khabarovsk who stay in the resorts tend to book for 2 – and their average length of stay tends to be
to the Cam Ranh International Airport in late 4 nights including the weekend. Europeans relatively short at just 2 - 3 nights.
2010. The truly game changing event was in tend to stay 1 – 2 weeks with some up to 4
late 2011 when the mammoth Pegas Touristik weeks, especially from Germany. The aver-
partnered with Anh Duong Company to age length of stay of visitors from Australia
offer 1 charter flight per day. The partnership and the US is 4 – 5 days. Meanwhile, resort
has already sent well over 50,000 Russian guests from Russia stay 4 – 7 nights on aver-
tourists to Nha Trang from 9 cities in Eastern age as the tours from Russia tend to be 12

alternaty.com Alternaty® Vietnam Hotels + Resorts Newsletter

4 Nha Trang Hotel Market Overview December 2012

Seasonality

Nha Trang’s major strength as a resort
destination is its ideal climate with 10 months
of the year being conducive for tourists
H aving interviewed several of the top tier hotels and resorts in Nha
Trang, one of the interesting insights that emerged was the stark
contrast in guest segmentation between properties within the same
while only 2 months of the year are charac- competitor set. Each property has a unique segmentation in terms of lo -
terised by heavy rain, storms and flooding. cal vs foreign guest, couple vs family and mix of nationalities that varies
These two months, October and November, throughout the year. This makes it a very challenging task for the opera-
tors to satisf y a wide range of needs which are often conflicting yet need
alone account for almost 80% of the annual
to be satisfied concurrently.
rainfall.
— Alternaty Opinion
Nha Trang has a tropical climate with two
seasons and an average annual temperature
of 27 degrees celcius. The dry season lasts Trang, there are arrivals at all times of the Figure 3
from January to August with only 27mm year whatever the season whether that be Rainfall & Average Temperature
of rainfall per month. The average annual Europeans, Americans, Russian, Asians or 300

Temperature (°C )
30
250

Rainfall (mm)
temperature during the local summer and local Vietnamese. In Vietnam, the summer 200
28
26
high season months of May to August is 29 lasts from May to August, which coincides 150
24
100
degrees. Meanwhile the monsoon season, with the school holidays, hence it is the peak 50 22
0 20
which coincides with the local winter, is from season for Vietnamese tourists. Europeans

Jan

Mar

May
Jun
Jul

Oct
Feb

Apr

Aug
Sep

Nov
Dec
September to December, with the wettest tend to come during their winter months
Source: Khanh Hoa Department of Culture, Sports and Tourism
months being October and November with from November to February, as do the Rus-
250mm of rainfall per month on average. sians and Americans. Rainfall

Average Temperature

The diversity of tourist arrivals to Nha Trang
means that despite the weather in Nha

Hotel Performance

The abundance of small sized family run
mini hotels at the budget end of the spec-
both local and international guests. However
it is no easy task to cover the cost of services
T he recently opened boutique
resorts have impressed the mar-
ket not only in terms of the quality
trum means that Nha Trang has a fiercely and amenities provided and to push rates of the products delivered but also
competitive hotel market, making it a diffi- much above/ towards $100 per night. At the in terms of the quality of services
cult task for hoteliers to bring profits. These top end of the range for city hotels which is offered. This has been reflected in
their operating performance, reach-
hotels and guesthouses with zero to 3 stars currently dominated by Sheraton, the task
ing profitability within 12 months of
offer value for money by providing a decent of justifying room rates to cover the costs operation, as well as in terms of cus-
product at a very low price point and they of providing full services and multiple F&B tomer reviews, having raced to the
make it extremely difficult for the upscale outlets is even more difficult. It will certainly top of hotel user review rankings
segment to justify their room rate premium. be interesting to see how room rates and at the online hotel booking sites.
With room rates in the range of $20 - $40 performances are affected with the opening What they have proven is that the
Nha Trang market has the capacity
per night, these hotels have been in business of Crowne Plaza and Best Western Premier.
to easily absorb new supply, provid-
for a long time, so they know their customer ed that the product is thoughtfully
needs and they know how to meet these In terms of average room rates the interna- conceived and precisely designed
needs at minimum cost. tionally managed and high end boutique with the target market in mind.
resorts are achieving ARR’s in the range of
The Novotel, having entered the market $250 - $300 while the ARR of the interna- — Alternaty Opinion
back in 2008 and being the only interna- tionally managed upscale city hotels are in
tional 4 star product at this time, has so far the range of $90 - $110.
succeeded in justifying its price premium
over the local products and is favoured by


December 2012 Nha Trang Hotel Market Overview 5

Operating Costs
Nha Trang hoteliers enjoy a relatively long is always fierce competition for trained and challenging task of controlling costs, as they
trading history compared to other resort skilled labour which puts an upward pressure have a significant added cost in terms of fuel
destinations in Vietnam as Nha Trang was on labour costs. Labour costs also tend to for the power generators and shuttle boats.
among the first to develop its tourism sector. have a strong correlation with the number of This has encouraged the use of alternative
This is a considerable advantage in terms of expatriates among the hotel staff. energy solutions such as using solar power
budgeting for and controlling hotel oper- for the water heating. Another extra cost for
ating costs. Also, staff availably and level of That being said, the hideaway style resorts these resorts is the on-site staff accommo-
skill as well as experience is above average in remote locations, especially those that can dation in some cases.
compared to other locations however the only be accessed by boat, such as Six Sens-
steady increase in rooms supply means there es, An Lam and Hon Tam have a much more

Land Price

When it comes to development sites, Nha adjacent to the city centre and hotel devel- Would we at Alternaty
Trang again offers a wide range of options opment sites within the CBD are limited. invest our money in
from large scale absolute beachfront sites Nha Trang?
suitable for mixed-use resorts with residen- However, there is an ample supply of beach-
tial components to smaller sized city hotel front sites just north of and south of Nha In a city hotel, not really. In a bou-
development sites. The current master plan Trang City. Cam Ranh Bay to the south has tique resort, absolutely! The coming
does not allow for further resort develop- approximately 30 sites, all of them already new supply will impact the Nha
ments on the main strip of beachfront controlled by investors and developers, but Trang hotel market no doubt, espe-
very few having received their construction cially the existing city hotels, which
license and most of them in need of inves- will have a hard time competing with
tors and joint venture partners. There are the new arrivals that are likely to
still more sites available in remote hideaway offer heavily discounted rates to gain
locations, as well as on nearby islands. market share.

The asking price of land can be as high as However we believe the impact on
US$800 – US$1,500 psm for the smaller the performance of resorts will be
development sites along the area surround- limited, provided that the growth
ing the main street Tran Phu (Red Zone) in visitor arrivals remains intact. The
and as low as US$300 – US$500 psm for less increase in international arrivals from
central locations on the city fringe. Sites in Russia may help to absorb some of
Cam Ranh Bay (Green Zone) are suitable for the oversupply.
mixed-use resorts with residential compo-
nents and their asking price ranges from The recently opened boutiques
US$30 psm and up to US$60 psm depend- which were well conceived and suc-
© 2012 Bing
ing on the location, approvals and tenure. cessfully delivered are a case in point
however, there still exists a significant
gap between the depth and quality
Final Thoughts of resorts offered by Indonesia and
Thailand as compared to Vietnam.
It is no wonder why Nha Trang remains one This diversity is what gives the Nha Trang And therein lies the opportunity.
of the main tourist destinations in Vietnam. hotel market its depth and at the same time
Above all, it is its diversity that sets it above will ensure that it will continue to always
its peers. It is the diversity of its landscapes, remain at the forefront of the tourism market
experiences and types of accommodation in Vietnam.
offered as well as the diversity of budgets,
nationalities and tastes that it can cater for.

6 Vietnam Economics Update December 2012

Vietnam
Economics Update

Inflation Economic Growth

Figure 4 Figure 5
Consumer Price Index Gross Domestic Product

Real GDP annual growth rate (% )
40

Norminal GDP (US$ billion )
140
120
Y-o-Y Price Index (%)

100
20 80
60
40
0 20
0

Source: General Statistics Office of Vietnam

Source: General Statistics Office of Vietnam
Consumer Price Index (Y-o-Y) Housing and Construction Materials

Nominal GDP Trade Balance

November CPI came in at 7.08% y-o-y foodstuff component, which accounts for
while the m-o-m figure was up 0.47% which 40% in the goods basket, decreased 0.08% GDP in the first 9 months stood at 4.73%
was much lower than the 2.2% m-o-m compared to October. The government CPI compared to the figure of 5.77% in the same
increase in September and 0.85% increase target of 8% for 2012 seems within sight period of 2011. GDP growth in Q3 was up
in October. The CPI increase in November if December’s CPI continues to be under 5.35% and the highest quarterly result so far
was mainly attributed to the 5.16% increase control. this year however it still seems that the 5.2%
in medicine and healthcare. The food and government GDP target for 2012 will be out
of reach.

Interest Rates Foreign Direct Investment

Figure 6 Figure 7
State Bank of Vietnam Interest Rates Foreign Direct Investment
20
80
FDI (U S$ billion)

60
15
Interest Rates (% )

40
10 20

5 0

0

Source: Foreign Investment Agency
Source: State Bank of Vietnam
Committed Capital
Base Discount Rate Refinancing Rate
Implemented Capital

According to Ministry of Planning and In- local currency denominated Government In the first 11 months of 2012, implemented
vestment and despite the government’s best bond ratings to B2 from B1 citing higher risks FDI was US$10 billion, only 0.5% short of the
efforts to spur lending, in the first 9 months to the government’s balance sheet due to figure achieved during the same period in
of 2012 credit growth was only 2.35%. On the continuing weaknesses in the bank- 2011. On the other hand, newly registered
28th September, 2012 S&P raised its ratings ing system and the expectation of lower capital was US$7.26 billion, equivalent to
of Vietnam’s banking system to B+ from B medium-term economic growth prospects. only 60.38% of the amount registered in
in recognition of the government’s efforts to Interest rates currently stand at 9% for the 2011. Real estate ranks second in terms of at-
stabilize the economy. base rate (unchanged since November 2010) tracting FDI with 9 newly registered projects,
and 8% for the discount rate (unchanged with total registered and additional capital of
On the other hand, Moody’s on the same since July 2012). US$1.85 billion or 15.1% of total FDI.
day downgraded Vietnam’s foreign and


December 2012 Regional News Update 7

Regional News
Update

Vietnam News Regional News

CBRE Vietnam acquired by CBRE Capri by Fraser to debut in HCMC Wyndham debuts new brand in
Inc by the end of this year Indonesia
CB Richard Ellis (Vietnam) Co., Ltd has been The Capri by Fraser, a serviced residence Wyndham Hotel Group announced the
acquired by CBRE Group Inc after 10 years project which is under construction in Dis- launch of its Howard Johnson brand in Indo-
operating as an affiliate. Mr Marc Townsend trict 7, HCMC, will be managed by Frasers nesia with three properties (in Bali, Surabaya
and Mr Richard Leech will continue to lead Hospitality Pte Ltd and is scheduled to open and Makassar) as well as the opening of the
the entity in Vietnam. late this year. The development consists of fourth Ramada in the country.
175 units and will be the third Capri by Fraser
Vietnam on target to achieve 6.5 in SE Asia (others in Singapore and Kuala Myanmar to establish two hotel
million international tourist arrivals Lumpur). zones
According to VNAT, international tourist ar- The Myanmar government is planning to
rivals to Vietnam reached 6.036 million in the ZETA Group (South Korea) an- establish two hotel zones next year to help
first 11 months of 2012, up 11.4% compared nounces MOU with Quang Binh combat the severe hotel room shortage
to the same period of 2011. In November, Government brought about by the recent spike in tourist
this number reached 656,000. With this ZETA Group Holding, a real estate invest- arrivals. One hotel zone will be located with-
growth rate, the target of 6.5 million interna- ment firm from the Republic of Korea has in the major tourist destination in the Inlay
tional arrivals for 2012 will be achieved. signed an MoU with the government of region in Shan State Northern Myanmar
Quang Binh, a province in the North Central while the another zone will be located near
Euromonitor forecasts Vietnam to Region of Vietnam to invest in a US$4 Mount Popa, 50km Southeast of Bagan.
lead hotel sector growth in Asia billion development including hotels, urban
According to a report released by Euromon- facilities, casino and outdoor entertainment Qatar Airways to provide daily
itor International, the hotel sector in Asia is activities. flights to Phnom Penh
expected to grow by a compounded annual Qatar Airways is asserting it aggressive ex-
growth rate (CAGR) of 7% during 2012 – C.T. Group nearing completion of pansion to South East Asia with the launch of
2016 while Vietnam is expected to top the new golf course in Cu Chi District, daily flights to Phnom Penh early next year,
growth rate in the region with an expected HCMC becoming the only Middle Eastern carrier to
CAGR of up to 15% during the same period, The first 18 holes as well as a 10,000 sm operate in Cambodia. The Doha - Phnom
followed by the Philippines, China, Malaysia, club house of the CT Sphinx Golf Club Penh route will operate with a capacity of
Uzbekistan, India and South Korea. and Residences is expected to be put into 284 seats per day.
operation in Q3, 2013. The project comprises
Da Phuoc International Township of a 36-hole golf course, a club house and Aston launches new select service
scraps golf course 200 luxury villas over 200 hectares and was brand in Indonesia
Daewon Cantavil, developer of the Da Phuoc acquired from Korean firm GS Engineering Aston International has launched a new
project has received permission from the & Construction last year by CT Group for select service brand called Hotel Neo by
Danang People’s Committee to convert the US$24 million. Aston, which is designed to appeal to the
66ha golf course forming part of the project budget traveller with well-designed layouts
into landed houses and high rise buildings. Kinh Do shelves Lavenue Crown and four star facilities. The first property is
The project comprises of 8,500 apartments, Kinh Do Corporation has decided to put scheduled to open in Bali with a further 20
5-star hotels and a 60 storey office build- Lavenue Crown, a five star hotel, commercial Hotel Neo’s in the pipeline.
ing with total investment capital of US$300 centre and serviced apartment project in
million. HCMC’s CBD on hold and also suspended
other real estate projects to focus on its core
business in the food sector.


8 Feature Article: Branded Residences December 2012

Feature Article:
Branded Residences

Hotel and resort developers are constantly through presales of the residential products.
seeking innovative ways to shorten their These mixed-use projects are developed in
payback period and increase the overall the belief that second home buyers would
return on their investment. The last few appreciate the opportunity to not only own
years have seen an increase in the num- property but also to enjoy the use of a
ber of hotel and resort projects that have lifestyle product with the added benefit of
incorporated residential components in a bid some potential rental returns. Owners of
to increase profits. By combining residential branded residences have full access to all
products with professionally managed hotel the amenities and services that form part of
and resort components developers are able the hotel or resort complex thereby enjoying
to rely on an additional source of financing the full brand experience. Questions + Answers

Q Would a residential component
Some things that you should be aware of before consider- be a good option for my resort
ing to develop branded residences project?
A It is certainly worth considering,
International hotel management Be aware that your hotel or resort will however each developer has
companies prefer to stay well away decrease in value once you sign with a different financing and ROI
from them due to their management management company or if you have a targets and it is important to
implications. residential component be aware that in some cases
Ensure that the marketing agent or Consider to create a fractional structure the inclusion of a residential
sales team does not over promise to as part of the residential sales but seek component may increase costs
buyers. They only deal with the buyers expert advice before doing so. but not necessary increase the
until the sale is made, while you will Allow the owners to join an internation- overall return.
have to deal with them for the life of al and local exchange system.
your development. Do not allow the owners to publically Q Can I sign a management
Do not underestimate the importance rent their units in the open market at agreement for my mixed-use
of a finely balanced maintenance fee a self determined price. This can be residential project?
and think again before proposing to extremely damaging to the marketing A This is possible in some cases,
have it fixed - it can end up being a image and financial performance of the but the majority of the inter-
very painful decision once the resort whole complex. national operators would not
ages. In the case of branded residences, do allow developers to sell residen-
The maintenance fee is one of the most not promise to owners a specific brand tial products that are branded
common reasons for litigation with and a specific brand should not be with their name.
the owners. Ensure that the calculation named in the sales contract. Always
methodology is completely transparent. reserve the right to terminate the man- Q What other management op-
Set up an independent body corporate agement company and have the ability tions do I have?
structure for the individual owners and to change to an equivalent substitute. A There are several smaller in-
ensure that the accounting systems of Finally, seeks expert advice before ternational operators that may
the resort and residential components embarking upon mixed-use branded consider such a project or you
are completed separated. residences. can create your own manage-
ment and brand but make sure
it is done properly from the
very beginning.


December 2012 HICAP 2012 Roundup 9

HICAP 2012
Roundup

The Hotel Investment Conference Asia Pacific Attention is clearly moving towards newly destinations, especially for products with
(HICAP), held annually since 1989, is the accessible destinations such as Myanmar and residential components.
most established conferences for the hotel Sri Lanka, both of which seem to be among
investment and development community the top emerging hotel and resort markets in Myanmar was the hottest topic in every
in Asia Pacific. Unsurprisingly, at this year's Asia. The two countries were often men- investment discussion and many investors
event held in Hong Kong on 10 - 12 October, tioned by panellists throughout the confer- are currently considering to explore oppor-
Alternaty was one of only a few attending ence and especially during the “Investment tunities for development or acquisition of
companies representing Vietnam. There was Outlook” session where they were identified existing buildings to convert into hotels.
a much lower attendance of Vietnamese as highly targeted investment destinations. The next conference in the series will be
companies compared to previous years and Indonesia is still experiencing very strong the HICAP Update which will be held in
instead there was a much higher partici- growth and destinations such as Bali and Singapore on 12 - 13 March 2013. For this
pation from countries that were previously Jakarta have the close attention of Singapor- conference Alternaty has been selected to
underrepresented namely the Philippines, ean, Hong Kong and Australian investors. participate in the panel discussion focusing
Myanmar and Indonesia. However, the rapid growth seems to be on hotel development and investment op-
headed towards oversupply in the resort portunities and challenges in Vietnam.

South East Asia Property
Awards 2012 Roundup

The South East Asia Property Awards 2012 The Executive Directors of Alternaty, Mauro
was held in Singapore on 21 November, Gasparotti and Rudolf Hever were delighted
2012. The awards recognise the best luxury to present the Vietnam awards in Singapore
residential developments in the region in- during the gala dinner.
cluding Indonesia, Malaysia, the Philippines,
Singapore, Thailand and Vietnam. A wide The award for the Best Villa Vietnam went
range of categories are awarded including to Vincom Village Hanoi with the award
developer, development, real estate services, presented to Ms. Le Thi Thu Thuy, Vice
architecture and interior design. Chairwoman and CEO, VinGroup JSC (photo
top right). VinGroup JSC also won the award
For this year's awards, Alternaty together for Best Developer Vietnam.
with law firm Limcharoen Hughes & Glanville
were requested by the organisers to assist The award for Best Condo Vietnam went
in the judging process by inspecting the to Hyatt Regency Danang with the award
nominee properties for Vietnam located in presented to Mr Rick Mayo-Smith, Managing
Hanoi, Danang and HCMC and submitting Director, Indochina Capital (photo bottom
scores according to published criteria. A right).
central panel of judges, supervised by BDO
Advisory then selected the winners.


10 Investment Opportunities December 2012

Investment
Opportunities
About Us

Hot Properties – See our website for more Hot Properties & Enquiries

Vietnam Opportunities Regional Opportunities

Location Hoi An, Vietnam Location Phuket, Thailand
Status Construction 93% completed and Status Operating resort
expected to be operational within 12 weeks. Scale 42 keys on 1.5 hectares
Scale 98 keys comprising of apartments, Description Contemporary Thai style villa
penthouses and villas on 2.6 hectares. resort on a cliff with private beach. Some Alternaty is a boutique real estate
Description A beachfront resort with a units have a private swimming pool. firm providing specialist advice for
mix of unit types including beachfront villas Investment Options 100% equity stake hotel, resort and second home proj-
designed in a Mediterranean style. ects in Vietnam and the Indochina
Investment Options 100% equity stake, Location Bali, Indonesia region.
59% equity stake or 31.5% equity stake with Status Operating resort
option to purchase on shore or off shore. Scale 81 keys Our services
DescriptionHigh end villa resort located in Investment Consulting
Location HCMC, Vietnam Uluwatu with strata title. Investor Representation
Status Construction 85% completed and Investment Options Up to 90% equity Hotel Operator Selection
expected to be handed over by Q2, 2013. stake Market Research
Scale 70 units of serviced apartments Feasibility Study
Description A mixed-use development Location Chiang Mai, Thailand Development Consulting
comprising of serviced apartment, hotel, Status Operating resort
retail, office and residential apartment com- Scale 29 keys We specialise in
ponents in close proximity to the airport. Description A boutique resort with a prime Alternative Ownership
Investment Options Serviced apartment location with value-add opportunity to Rental Pool Structuring
lease or management contract. refurbish adjacent buildings to add another Fractional Ownership
29 keys. Membership Clubs
Location HCMC, Vietnam Investment Options 100% equity stake, Branded Residences
Status Operating Hotel freehold
Scale 280 rooms
Description 5 star hotel located on the
periphery of the CBD.
Investment Options 100% equity stake

Please don’t hesitate to contact us to discuss any of the contents in this newsletter or for more
information on any of the opportunities above. We welcome your comments and suggestions
for the next edition. In the meantime, don’t forget to follow us on Twitter, LinkedIn or Face-
book to receive the latest updates and opportunities as they become available.

Unit 23, 26 Ly Tu Trong Street,
Rudolf Hever Mauro Gasparotti My Nguyen
Executive Director Executive Director Research Executive District 1, Ho Chi Minh City,
Vietnam
T +84 933 902 530 T +84 908 556 492 T +84 836 028 591
E rudolf.hever@alternaty.com E mauro.gasparotti@alternaty.com E my.nguyen@alternaty.com T +84 836 028 591
W alternaty.com

Disclaimer
Find Us
Alternaty Vietnam Hotels + Resorts Newsletter, published by Alternative Real Estate Service Co., Ltd. (hereafter “Alternaty”), is a
newsletter containing information about the hotel and resort market in Vietnam and Indochina region. It is provided for gener-
al information purposes only. Whilst making all reasonable effort to provide correct information, no legal responsibility can be
accepted by Alternaty for any loss or damage arising out of the use of or reliance on the contents of this newsletter.

Alternaty - Nha Trang hotels and resorts market view - December 2012

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Alternaty - Nha Trang hotels and resorts market view - December 2012