Case Study 2: Puerto Vallarta

Objectives

• Drive incremental sales for a major transportation company
• Develop a cost-effective and real-time solution for tracking sales
• Build a program structure that allowed fair-play between disparate dealerships
• Assist the corporate office in monitoring and managing dealership sales
• Encourage friendly competition
• Create a memorable and rewarding incentive trip

Strategy and Solution

We partnered with this client to develop a multi-tiered program, which enabled dealerships with different business models to compete. OWP built a customized, online system for tracking and reporting sales on a monthly basis. The system eliminated the need for paper-based communications (which also decreased mailing costs). The system created a competitive climate that motivated the sales force, while enabling our client to effectively monitor dealership performance.

The theme and campaign for the program leveraged the destination, as well as participants’ demographics. Attendees and their spouses were reminded of the upcoming event, and challenged to go the extra mile to earn the incentive trip. Distinctive “teasers” were sent to the homes of the participants, highlighting the destination and creating excitement for the trip.

Results

The trip motivated dealer participants, and continues to have impact; the number of qualifying dealerships increases year to year.

“You are the best. I can’t imagine going through this with anybody else. It’s about trust, and follow-through, and dedication and detail. You guys rock!” “We simply couldn’t find a better group of people to have as our partners.”