Desert Vista RV & Resort Communities
Executive Summary
When Desert Vista’s Regional Director accepted a VP position with a competitor, the company faced a critical leadership vacuum across their Southwest portfolio. After an expensive failed search with a traditional recruiter, Praxis Executive Advisors placed an operations-focused leader who drove measurable performance within 90 days—including a 7% portfolio-wide occupancy increase worth over $840,000 in annual revenue.
Client Overview
Company: Desert Vista RV & Resort Communities (name changed)
Portfolio: 8 premier RV resorts and manufactured housing communities across Arizona, Nevada, and Southern California
Total Sites: 2,800+ sites
Portfolio Demographics: 55+ active adults, seasonal snowbirds, and year-round residents
Previous Occupancy: 84% average across portfolio
Annual Revenue: $32M+
The Challenge
Desert Vista’s outgoing Regional Director had been with the company for 12 years and was deeply embedded in every aspect of the operation. His departure created immediate concerns:
Operational Complexity:
- Oversight of 8 diverse properties with varying demographics and amenities
- Direct management of 5 General Managers and indirect oversight of 80+ staff
- $4.2M annual capital improvement budget requiring hands-on project management
- Complex mix of daily, weekly, monthly, seasonal, and annual rental models
- Sophisticated revenue management across peak and off-peak seasons
Previous Recruiting Failure:
- 7-month search with national executive search firm
- Placement lasted only 4 months before mutual separation
- $85K in recruiting fees, relocation costs, and severance
- Operational disruption during peak winter season
- Declining occupancy rates and resident satisfaction scores
Critical Position Requirements:
- Deep understanding of RV resort hospitality vs. traditional property management
- Proven revenue optimization expertise in lifestyle communities
- Multi-generational community leadership experience
- Capital project oversight with vendor management capabilities
- Cultural fit with family-owned company values
Why Traditional Recruiting Failed
The previous search firm made three critical mistakes that are common in lifestyle community recruiting
1. Wrong Experience Filter
They prioritized candidates with “property management experience” from multifamily or commercial real estate. These executives didn’t understand the hospitality component of lifestyle community management or the unique dynamics of managing a community of resident-owners versus traditional tenants.
2. Resume-Based Screening
The firm relied on credentials and titles rather than operational competency assessment. The placed candidate had impressive credentials but lacked hands-on experience with the seasonal demand fluctuations and revenue optimization strategies unique to RV resorts and manufactured housing.
3. No Performance Tracking
Once placement was made, there was no follow-up or success tracking. Warning signs emerged early, but neither the client nor the search firm had systems in place to identify and address issues before the situation became untenable.
The Praxis Executive Advisors Difference
Phase 1: Strategic Discovery (Week 1)
We began with a comprehensive discovery process that went beyond the job description:
- On-site visits to three properties to understand community culture and operational nuances
- Detailed interviews with the ownership team, exiting Regional Director, and General Managers
- Analysis of operational data: occupancy trends, revenue per site, seasonal patterns, and resident
- demographics
- Review of capital improvement plans and vendor relationships
- Assessment of company culture and leadership style expectations
Key Insight Discovered: Desert Vista needed a leader who could balance the company’s family-oriented culture with aggressive revenue optimization. Previous candidate had focused solely on efficiency metrics without maintaining the community feel that made the properties successful.
Phase 2: Competency-Based Candidate Screening (Weeks 2-4)
Unlike traditional recruiters who rely on resume keywords, we implemented our proprietary operational assessment framework:
Real-World Scenario Testing:
- Revenue optimization case study using actual property data
- Community conflict resolution scenarios (resident complaints, HOA dynamics)
- Capital project prioritization exercise with budget constraints
- Seasonal staffing strategy planning
- Vendor negotiation role-play
360-Degree Performance Validation:
- Detailed reference calls with former direct reports, peers, and supervisors
- Verification of claimed occupancy improvements and revenue gains
- Assessment of leadership style and cultural fit
- Review of actual P&L performance vs. stated results
The Finalist: Sarah Mitchell (name changed) brought 15 years of lifestyle community experience, including Regional Manager roles with two of the largest RV resort operators in the Southwest. She had documented success in revenue optimization while maintaining high resident satisfaction scores—a rare combination.
Phase 3: Placement & Integration Support (Weeks 5-16)
We didn’t just place Sarah and walk away. Our 90-day success tracking protocol included:
First 30 Days:
- Weekly check-ins with both Sarah and the ownership team
- Structured onboarding plan with clear milestones
- Introduction to key vendor partners and industry relationships
- Early win identification and quick-hit opportunity assessment
Days 31-60:
- Bi-weekly performance tracking against baseline metrics
- Support for first major initiatives and project rollouts
- Intervention on potential cultural or operational misalignments
- Communication coaching for leadership team dynamics
Days 61-90:
- Monthly performance dashboards with hard data
- ROI documentation and measurement
- Long-term success planning and goal setting
- Transition to ongoing quarterly check-ins
Measurable Results
Within 90 Days of Placement:
Occupancy Improvement: 7% Portfolio-Wide Increase
- Portfolio occupancy increased from 84% to 91% average
- Revenue impact: $840K+ annually ($70K+ monthly)
- Achieved through strategic pricing optimization, targeted marketing to underperforming properties, and
- improved resident retention programs
Revenue Optimization Beyond Occupancy:
- Implemented dynamic pricing model for seasonal sites: +$180K annually
- Negotiated new vendor contracts saving $95K annually
- Optimized amenity fees and ancillary revenue: +$65K annually
- Total Revenue Impact: $1.18M annually
Operational Efficiency Gains:
- Reduced staff turnover from 35% to 18% through leadership development
- Streamlined capital project approval process, reducing timelines by 40%
- Implemented standardized operating procedures across all properties
- Staff satisfaction scores increased 28%
Resident Satisfaction:
- Online review ratings improved from 4.1 to 4.6 stars average
- Resident satisfaction survey scores up 22%
- Referral program applications increased 45%
ROI Analysis:
- Placement fee: $30,000 (25% of $120K first-year compensation)
- First-year revenue improvement: $1.18M
- ROI: 3,833%
- Payback period: 13 days
Client Testimonial
“After our previous recruiting disaster, we were skeptical about working with another search firm. But Praxis
Executive Advisors completely changed our perspective on what executive recruiting should look like. They
didn’t just send us resumes—they took time to understand our business, our culture, and what truly makes
someone successful in lifestyle community management.
Sarah has been transformational for our portfolio. Within three months, she had implemented revenue
optimization strategies we’d been discussing for years but never executed. The 7% occupancy increase alone
paid for the recruiting fee 25 times over, but the operational improvements and team development have been
equally valuable.
What really sets Praxis Executive Advisors apart is the follow-up. They checked in regularly, helped us work
through early challenges, and provided ongoing support. This is a true partnership, not a transactional
recruiting service.”
— VP of Operations, Desert Vista RV & Resort Communities
Why Lifestyle Community Operators Choose Praxis Executive Advisors
1. Industry-Specific Expertise
Our founder has managed 36,000+ lifestyle community sites across all major regions and ownership structures.
We understand the unique challenges of RV resorts, manufactured housing communities, and active adult developments because we’ve lived them.
2. Operational Competency Assessment
We don’t rely on resumes and interviews alone. Our proprietary assessment framework tests real-world operational skills and scenario-based problem-solving abilities specific to lifestyle communities.
3. 90-Day Success Tracking
Unlike “place and pray” recruiters, we monitor performance with monthly dashboards and provide intervention support when needed. Our clients get documented ROI, not just hope.
4. Cultural Alignment Focus
Lifestyle communities succeed or fail based on leadership’s ability to balance hospitality, operations, and community culture. We assess cultural fit as rigorously as operational competency.
5. Proven Results
Our placements deliver an average 8% operational improvement within 90 days. We track occupancy gains, revenue optimization, staff retention, and resident satisfaction—not just placement completion rates.
The Cost of Getting It Wrong
Desert Vista’s experience with their first Regional Director search illustrates the true cost of poor hiring
decisions:
Direct Costs:
- Failed search recruiting fees: $45,000
- Four months of salary and benefits: $40,000
- Relocation expenses: $15,000
- Severance and separation costs: $25,000
- Total Direct Costs: $125,000
Indirect Costs:
- Lost revenue from declining occupancy: $180,000+
- Operational disruption and staff turnover: $95,000+
- Damage to vendor relationships and project delays
- Management time diverted to crisis management
- Team morale impact and cultural disruption
- Total Indirect Costs: $275,000+
Total Cost of Failed Placement: $400,000+
In contrast, working with Praxis Executive Advisors delivered $1.18M in measurable value within 90 days for a $30,000 investment.
Ready to Transform Your Portfolio Performance?
At Praxis Executive Advisors, we specialize exclusively in lifestyle community executive placements. We understand that recruiting Regional Directors, Regional Managers, VPs, and other leadership roles isn’t just about filling positions—it’s about driving measurable operational performance.
Our Commitment:
- Industry-specific expertise from operational leaders who’ve done the job
- Competency-based assessment beyond resumes and interviews
- Cultural fit evaluation using proven frameworks
- 90-day success tracking with documented ROI
- Partnership approach with ongoing support
Contact us today to discuss how we can help you build a stronger leadership team.
The only executive search firm in lifestyle communities led by someone who has actually managed what we’re
recruiting for.