Mexican Caribbean Vacation Clubs Thrive Despite Revenue Drop

Quintana Roo, Mexico — Despite a 7% to 15% decline in revenue, the vacation club industry in the Mexican Caribbean has managed to stabilize contract signings through strategic adjustments, including price modifications, product diversification, and customer loyalty programs. According to the Association of Vacation and Tourist Resorts (Acotur), these measures have helped the sector navigate external challenges and internal market shifts.

Loyal Customers Key to Stability

Alejandro Carrillo, representative of Club Solaris and Acotur spokesperson, explained that the industry’s stability stems from a balance between new members and existing clients upgrading their memberships. The latter group, accounting for 40% of sales, engages in what the sector calls "reloads"—purchasing additional weeks, premium seasons, or upgraded accommodations. Their higher purchasing power has been crucial in sustaining the market.

Ana Kiseleva, president of Acotur, anticipates an occupancy rebound due to the extended vacation season, with hotels and resorts preparing for increased visitor numbers.

Competition and New Market Models

Claudia Villuendas, Acotur president, acknowledged that while sales volume has dipped, transactions remain active. Companies have adapted by offering more flexible products, digital discounts, and non-fixed-week packages to meet evolving consumer demands. This shift has led to a reduction in average membership prices, altering perceived value compared to traditional models.

High Occupancy and Tourism Leadership

Despite challenges, vacation resorts report an average 80% occupancy rate during the current summer season. The Mexican Caribbean remains Mexico’s leading vacation ownership destination and ranks second globally, trailing only the United States.

Acotur represents 50 affiliated companies operating over 100 hotels and 45,000 rooms in southeastern Mexico. The region boasts more than 60,000 rooms across 155 hotels, predominantly four- and five-star properties.

International Market and Emerging Demographics

Foreign clients, primarily from the U.S. and Canada, make up 65% of members, while domestic travelers—notably from Mexico City, Monterrey, Guadalajara, Puebla, and Querétaro—account for 35%. Growing interest has also been observed in emerging markets like Colombia, Argentina, and Brazil, driven by younger generations seeking flexible, personalized vacation models.