Experts in Incentive Travel and Conference Management

Case Study

The Goal

The client was looking for an innovative means to drive incremental growth in sales.

The Solution

The client was seeking an incentive programme which would set them apart from their competitors. It had be viewed as compelling, have a high level of ‘wow’, have content which could only be achieved as a group and a reward that would be equally alluring to spouses and partners (often a key driver in SME incentive offerings).

We worked closely with the client to explore the financials and projections – ensuring we were on the same page. It involved careful planning, sound understanding the key drivers which would stimulate both interest and ongoing engagement, and be accompanied by a proactive communication strategy. A customised website reported monthly achievements against targets for each customer with a leader board comparing performance levels.

We thoroughly researched travel destinations and in close collaboration with the client determined the best fit, including a full site inspection of all elements of the programme’s destination. Ongoing briefings with the client ensured confidence in our programme and helped structure the programme to offer diverse appeal to participants.

PIC and our associate loyalty company, Premium Group Marketing, seamlessly provided full creative and print for all communication collateral, hosted a customised website and produced targeted communications with appropriate messages to customers. A full calendar of teasers and creative communications kept the programme alive and fresh throughout the year.

The Benefits

The client secured strengthened relationships with clients and their spouses alike and the initial programme set a bench mark for all ensuing programmes. We created a high level of desirability for their customers to participate in, and made increased sales efforts painless and enjoyable – all whilst enhancing the brand value of client.

The client is now entering into its fourth annual incentive programme which speaks volumes as to the successful outcome of the initial programme we put in place.

The Outcome

Over this time frame, client sales have increased close to 25%, in no small measure due to the success of this programme. We have a very satisfied client and have been able to establish intimate knowledge and understanding of what makes them tick. We know their expectations and their desired outcomes. Our close affinity to the participants and our strong bond with the client continues to instil shared programme success with each programme delivery.

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