Case Study 3: Beijing, China

Objectives

• Drive incremental sales for a leading technology company
• Reward top performers with a world class trip
• Create a memorable experience for award recipients by taking them to places that they wouldn’t have access to as an individual traveler
• Generate momentum that will drive the teams’ motivation in the year ahead

Strategy

OWP created an inspiring event that generated excitement for the program and, thus, motivated the sales force to get out and sell. Our strategy incorporated unique and highly desirable destinations – Beijing and Xian – and a schedule that allowed for a sufficient amount of networking time. This enabled participants to get to know one another, exchange ideas and celebrate their success.

Solution

We leveraged the contrast of old and new Beijing to generate buzz and excitement around the incentive. To inform associates that they had qualified for the trip, OWP produced fortune cookies which were customized with congratulatory messages. These were creatively packaged and placed in the winners’ hotel rooms at the annual Sales Kickoff conference. The trip itinerary featured ‘once-in-a-lifetime’ events: dinner on The Great Wall of China (concluding with the lighting of the Great Wall at nightfall); the Gala Party on the final evening in The Great Hall of the People; and a day trip to Xian to view the Terracotta Warrior museum. A web site was created after the program that enabled all of the attendees to view and download their favorite photos in to an on-line album.

Results

The event was immensely successful in motivating the sales force and positively impacting the annual revenue for the coming year. This trip achieved a rating of 4.23 on a 5 point scale in the post-event survey results.

“A once in a lifetime experience.”