Sales Prospecting Guide 8250 Prospecting for Incentive Travel

Sales Prospecting Guide, 8250 Prospecting for Incentive Travel A. The Purpose of This Policy Incentive travel is the result of travel rewards received, usually by key employees of large companies, for their work achievements. For example, an large insurance company may reward its top salespersons with a group trip to an entertaining destination. Incentive travel managers and their clients usually select large resorts for this business, but not always. For example, a budget hotel near Disneyland® may qualify to get some budget-oriented incentive business. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8250 Prospecting for Incentive Travel A. The Purpose of This Policy (cont. ) This segment of (usually) corporate group business is highly profitable because incentive travel managers are not resistant to high room rates and fees for extra services. Food and beverage revenues per guest are very high. Repeat business and multiple booking dates are common. The purpose of this policy is to describe for applicable hotels and resorts how to get this business. Continue ► SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8250 Prospecting for Incentive Travel B. How to Prospect for Incentive Travel Business Incentive travel destinations are almost always selected by or heavily influenced by the travel management organization. So, to get this business you must sell to the travel incentive management company. The largest of these is Maritz®, but there are many others. A source for others are incentive travel trade shows, such as the Incentive Travel Exchange and industry organizations, such as the Incentive Research Foundation. End SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary

Sales Prospecting Guide, 8250 Prospecting for Incentive Travel SALES & MARKETING GUIDES © Marin Management, Inc. , confidential and proprietary