Motivating Sales Performance.

Objectives

• Drive sales of selected products
• Provide incentive that will motivate consistent high performers as well as encouraging new qualifiers
• Create two incentive programs, each visiting the same exotic location

Strategies

• Choose a travel award and itinerary to create a spike in sales activity
• Create a compelling communication campaign that clearly explains rules, engages participants and sustains motivation
• Operate back-to-back programs at an exclusive hotel in Hawaii

MotivAction Solution

• Negotiated optimal rates and allotment of space during peak season at the highly regarded 32-acre Fairmont Orchid resort on the Big Island, a powerful incentive
• Designed a variety of touch-point print pieces and follow-up mailers sent strategically during the year to encourage and sustain program interest
• Created unique design elements for each program that increased specified product sales
• Budget was controlled through extensive air analysis

Results

• Program budget remained on target with actual air costs staying within 3% of estimates given one-year prior to travel
• Qualification for the Power of Excellence Program was 7% over target, which was an increase of 16.4% over the previous year.  The ROI was 49:1.  The Power of One program saw an increase of 10.6% and an ROI of 53:1
• Managed a memorable VIP trip for 3,800