Case Study: Consumer Products
Careful and detailed planning contributed to the success of these multifaceted recognition events.
Results
- Participants were extremely satisfied with the program, and gave it a 4.9 rating on a 5-point scale.
- In addition to awarding BI a new contract, the customer rated BI a 9 on a 10-point scale in overall customer satisfaction.
Operating more than 2,500 retail-coating stores throughout the U.S., Canada and Mexico, this company had awarded BI its sales representative and store manager incentive travel programs for 12 years.
Issues
- Recognize and celebrate the sales achievements of the top sales representatives and store managers of the year.
- Provide five separate division recognition events in one evening in addition to the group recognition event at the end of the program.
- Exceed the expectations of winners, their guests and company representatives, many who have earned this travel award in the past.
- Determine proper venues for the recognition events before final participant counts are known.
Solution
- The customer and BI conducted a site inspection of the chosen property, the Fiesta Americana Grand Coral Beach in Cancun, Mexico five months before the event in order to explore several options for an unknown number of achievers.
- By transforming several sections of the ballrooms into décor display rooms, the customer was able to experience each décor possibility first-hand and choose the best options for each division event.
- A creative stage and unique environment for the final group event impressed even past winners and served as a functional approach to accommodating such a large event.
- First-hand knowledge of the décor, location and several other details helped the customer effectively present the events to the company’s president and division presidents.