A QTS case study:
Company builds on incentive scheme.

An Inspirational Way To Generate Sales

A leading company operating in the building industry wanted to find a way to inspire and motivate suppliers to increase sales and generate extra income. Its aim was to encourage suppliers to compete continually over several months with the incentive of an impressive reward.

QTS, which specialises in incentive programmes and business conferences.

was asked to project manage the entire programme, devising an on-going UK-wide scheme with a monitoring and reporting system to check entrants' progress. We were also tasked with providing on-site event management for the ultimate prize - a five star trip to the Canaries.

Our approach was to create a regionally-based programme - North, Central and South - aimed at encouraging the widest range of suppliers to promote our client's products rather than those of the competition.

We set up and maintained a database that tracked the performance of each participant, issuing monthly statements so they could check on their individual performance. This process gave them a chance to catch up if they saw they had lagged behind during a particular month.

The database also enabled us to provide a range of management reports to the local and national sales force, senior managers and directors, giving them regular updates on progress.

Towards the end of the 8-month programme, as a picture began to build up of how many qualifiers there were in each region, QTS handled the scheduling of aircraft to the most appropriate regional airports.

The 2,500 achievers were then rewarded with a three-day stay at a five star resort in Tenerife. QTS repeated the event eight times, taking the qualifiers out in groups of around 300 to enjoy a superb social programme which included themed dinners with cabaret stars and a whale-watching cruise on catamarans.

QTS staff managed the logistical setup of the programme before delegates arrived, and then looked after the on-site management of flights, accommodation, the social programme and all the banqueting arrangements. While some staff remained in Tenerife for the whole programme, others travelled out and back with the qualifiers, ensuring there were no problems at either end of the journey.

The Managing Director of the company was delighted with the initiative. It had achieved all of their objectives in increasing sales and suppliers' awareness of the product range and it also encouraged healthy competition throughout the regions.

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