Strategic Human Resource Management

In 1993, there were three men who decided to join into a new business venture (Steve Schlossberg, Larry Coltelli and Martin Kandell). Of the three men, one of them was a telemarketer for a timeshare company (Steve Schlossberg) while the other two men were timeshare salesmen for the same timeshare company (Larry Coltelli and Martin Kandell). One day, they decided to begin their own business together since they had about 30 years of experience between them.

The three future owners had a vision to offer discounted vacations to different families in the United States. They felt that if they were able to offer quick, accurate and affordable vacations to different families, the families would eventually decide to purchase timeshare through their company. It was their vision that made them decide to name the company Accumen Sales & Marketing Group. The timeshare industry was a very hard business to succeed in since timeshare had a bad name for many years.

Daytona Beach, Florida

English: Daytona Beach, Florida

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They hoped that by naming the company Accumen, it would show their clients that they placed their focus on providing vacations that were accurate based on what the clients were promised to receive.

Located in Daytona Beach, Florida, the owners believed that the company would have a great chance to succeed since the company was located in one of the biggest vacation destinations in the country. Hundreds of thousands of tourists came to Daytona Beach every year to enjoy different special events. They used events like the Daytona 500, Spring Break and Bike Week as their marketing strategy to lure and sell tourists on purchasing vacations and timeshare property.

To start the company, the three owners managed to put together $15,000 they saved to cover all the start up costs of their outbound call center. This allowed them to lease...