“When implemented successfully, incentive travel can be a powerful influence of productivity, profitability and loyalty.”
One of the first and largest groups I brought to Barbados was back in the Nineteen Seventies – 72 people in total which included salesmen, their partners, distributors and the company’s senior management. While the firm, Cavalier Caravans, was headquartered in Sweden, it had a substantial manufacturing plant in the Eastern English port town of Felixstowe, which was at that time growing into one of the largest container ports in the world.
The company found itself in a situation where both production and sales were concentrated into particular months and they desperately wanted to try and level the disparity, allowing better control of manufacturing unit costs.
It was easy to identify the month of September, for all sorts of reasons, as being the month that stood out as recording the least number of sales and smallest number of caravans actually being built. We sat down and devised a simple incentive scheme, that if each salesperson exceeded their annual sales target and which were invoiced in that month, they would ‘win’ a 10 day/9 night holiday, each for two persons to Barbados.
To say it was a resounding success is a huge understatement. I quickly learned that travel and experience was a far greater motivation than taxable pay.
When implemented successfully, incentive travel can be a powerful influence of productivity, profitability and loyalty. Continue reading