Category Archives: Eye-Catching Showrooms

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Incentive Packages: What They Are & How to Use Them

By | Automotive, Eye-Catching Showrooms, General Retail, Jewelry Stores, Marketing, Outstanding Marketing, Powerful Closing Tools | No Comments

When it comes to advertising and marketing, there are so many products and services out there nowadays that it can be hard to fully understand what they do. As Odenza has specialized in the incentive travel market for 20 years, we know that explaining what our packages do is fundamental to clients knowing how they should use them and why they’re so valuable.

In this article, I want to provide you with an overview of what incentive packages are, how they can be used, and provide you with a couple of success stories along the way.

What are Incentive Packages?

As the name suggests, an incentive package – particularly travel incentives, in our case – is a product you can utilize to incentivize prospective customers toward a sale, inspire customer loyalty, and to motivate your team to strive for better results.

Say, for example, you run an auto dealership. You want to up your sales for the month, but you know that more run-of-the-mill offers such as cashback or free fuel for a year don’t bring in as much business as you’d like – and that’s because your local competitors are doing the exact same thing. If you were to throw in a unique incentive such as a 2-night trip to Vegas for two or a 7-day cruise with a vehicle purchase, this can command more people’s attention.

woman-on-cruise

This is the basic premise of travel incentives and, by extension, incentive packages. They’re a value-added perk for those customers who buy something from you. If you’re looking to motivate your sales team to reach higher benchmarks, then you could use a trip to Vegas as the incentive for the highest achieving team member.

How You Should Use Them

To give you an idea of how these types of incentives should be used, it’s worth talking about one of our myriad success stories: Sutherlin Nissan in Florida, which is headed by GM Lance Lopez. They have been using our travel incentives for years, and this is thanks to the notable success they have had with them. Along with a random prize wheel that allows customers to win a cruise, the same cruise incentive has been used as an effective closing tool.

When one of Sutherlin Nissan’s customers is not 100% sure about buying a vehicle, Lance Lopez notes, “We’ll say, ‘What if we throw in a cruise for two?’ 90 per cent of the time, they say yes.” Hitting such a high closing rate is significant, and a fundamental aspect of this success depends on how you sell these incentives to your customers. So a lazy, half-hearted approach is obviously going to fail. If you don’t care about the incentive, why would your customers?

Be sure to keep these other tips in mind:

Promote your incentive across the board: Whatever marketing or ad channels you make use of on a regular basis, ensure you’re promoting your latest incentive on those channels.

Use collateral in-store: if your business has a brick-and-mortar location, make sure marketing collateral about the incentive is there – table talkers, posters, balloons; Odenza can provide this collateral for you. If your business is purely operated online, then make sure you have banners, CTAs, and other digital collateral/graphics that promote the incentive

Social media: don’t be afraid to regularly remind your customers about your latest incentive promotions across all social platforms you use – and remember that they are powerful marketing channels nowadays

Train staff: Make sure your team is well-versed on the ins and outs of the incentives you’re offering so that they can confidently and enthusiastically explain to customers what the exact perks and parameters of the incentives are.

Is There a Magical Formula to Success?

No, of course not. The best approach will always depend on your business, where you’re located, how many local competitors you have, who your target market is, and much more. But one constant is those tips I mentioned above. If you fail to embrace any of them, it can have a notable impact on the ultimate ROI you get. While it may come off as a cliché, being 100% behind any incentive promotion is the best way of moving toward success.

For example, another Nissan dealership we worked with in Toronto (PDF download), Ontario, hit numbers that were 176% over their sales targets. And part of the reason why this happened is because they had something unique to offer (the incentive itself – a trip for two to Las Vegas), marketing collateral about the incentive was everywhere throughout the dealership, and every salesperson enthusiastically brought the offer to customers’ attention. It was such a success that they extended the promotion for another month and a half. And, similarly to Sutherlin Nissan in Florida, they found the incentives to be a fantastic closing tool for sales.

So while you may need to take time to consider the best approach for your business, whether you run an auto dealership or have your own jewelry store, ensuring this promotion is kept front-of-mind for customers and your staff is one guaranteed, integral constant.

If you want to utilize an incentive to inspire your own staff or sales team (e.g. you’ll be giving a trip or cruise away as a reward), then chances are that value proposition is going to be easier to sell to them. A travel incentive has a longer-lasting, positive effect on morale and productivity. It is certainly going to command more attention and happiness than a small cash bonus, which has a comparatively limited sense of worth – once it’s spent its perceived value vanishes. But with a trip, your staff has the excitement of the trip’s impending occurrence, the joy of the trip itself, the memories and photos and stories to share after the fact… There is a profound longevity to the reward and the experience it offers.

Getting Started

No matter what your business specializes in or whether you want to incentivize customers or motivate your team, travel incentives and other incentive packages are great solutions. To find out more, fill out the form below, contact us online, or call us on 1-866-883-2968.

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Here’s How Sutherlin Nissan Triumphs with Their Travel Incentives

By | Automotive, Cruise Packages, Eye-Catching Showrooms, Gaining a Competitive Edge, Increasing Sales / Gross Margins, Motivating Sales Team / Staff, Outstanding Marketing, Powerful Closing Tools | No Comments

Florida’s Sutherlin Nissan: A Travel Incentive Success Story

“A lot of times when we’re close to making a deal, and the customer’s just not too sure about doing the deal or not, we’ll say, ‘What if we throw in a cruise for two?’ 90 per cent of the time, they say yes.”

Sutherlin Nissan is just one of many dealerships throughout the US that has made use of Odenza’s travel incentives. We’ve said in the past that how effective an incentive is depends on how well it is utilized, and Sutherlin Nissan is a shining example of this.

There are two key ways in which they have used our incentives over the years, and they’re both worth taking into consideration for your business – it doesn’t matter whether you manage a dealership or business in the heart of Florida or not. Great ideas transcend industries, as well as locations.

The two approaches Sutherlin Nissan has often embraced are:

1. As a reward on a spin-the-wheel random prize draw; and
2. As a closing tool

1. Random Prize Draw

If you’ve ever had an issue with getting people into your store, then no doubt you’ve asked yourself this question: “What can I do to make people want to come in?” A big ad campaign may not always be an option given the costs it can bring. In light of this, sometimes the determining factor is the experience you can offer a customer over your competitor – whether they’re next door, a couple of blocks away, or even a town over.

For Sutherlin Nissan, as with most dealerships, their competition is very close by. To create a sense of excitement for customers who came to their dealership, they had a prize wheel. Being able to spin the wheel didn’t necessarily require a prospective customer to even buy anything. There was the chance of a great reward just for stepping foot inside the dealership.

The random prize draw was a great success. Sutherlin Nissan’s General Manager, Lance Lopez, says, “[People] see other customers spinning the wheel, and it creates a lot of excitement. They want to be a part of that.”

Bringing Your Customers In

Now, while you may be thinking, “That’s all well and good, but it doesn’t mean it’d work for me,” you have to consider why a random prize wheel was beneficial for Sutherlin Nissan – it brought more people in and got more eyes on their vehicles.

In general, I know I have walked past plenty of great stores in my life but never set foot in them purely because there was no additional incentive to do so. After all, if there are three shops that all do basically the same thing, I’ll probably be drawn to the one that is putting in a real effort to differentiate itself – lower prices, better return policies, superior customer service, and/or high-quality incentives.

There would be two key factors that would cause me to stop at a dealership. These would be 1)is anything on sale? and 2)what can this dealership offer me that the one across the road can’t? If I saw a sign out front of the dealership that read, “RANDOM PRIZE DRAW! SPIN THE WHEEL AND WIN, GUARANTEED!” then that’s going to pique my interest.

It’s this ability to bring a prospective customer in that can significantly turn the tide for you. Even if the customer in question isn’t actively looking to buy a product you sell, you still have an opportunity to guide them in that direction. You can never underestimate the value of increased foot traffic.

Don’t forget that an additional incentive or random prize also influences the opinion people form about your business. Prize draws and rewards offered for purchases build a strong, positive association between the consumer and your brand. This association is fundamental, because it can lead to any number of positive outcomes:

1. They become a repeat customer;
2. They go out of their way to write a positive review about your business;
3. They tell their friends and family about your business (word-of-mouth marketing); and
4. They become a brand evangelist for your business – someone who never has anything but positive things to say about your business and what you do

sutherlin-nissan-prize-wheel

2. Closing Tool

Using a cruise incentive as a closing tool has been a highly successful strategy for Sutherlin Nissan. For Lance Lopez, the experience he has had with our incentive packages over the years have led to a closing rate of about 90%. That means whenever a cruise for two has been offered up to sweeten the car-buying deal, 90% of customers have made the purchase.

Industry averages for auto dealers can differ depending on who you ask, but often you’ll be looking at a closing rate of between 15 to 30%, give or take a couple of percentage points on both ends of that scale. So taking Nissan Sutherlin’s percentage into account, they have a closing rate at least 3 times higher than industry averages.

What Makes it Work

Offering people a cruise is going to sweeten the deal of any sale, but it also comes down to execution. The success at Sutherlin Nissan is also thanks to the fact that Lance and the entire team of dealers were involved in the effort. They took the time to learn about the incentive product they were selling.

With that understanding came the ability to effectively integrate it into their marketing and sales efforts. If you had a dealer fumbling over the details of a cruise or vacation offer, then you’re not going to feel that confident about this value-added incentive.But if a dealer can say, “This is how it works,” and lists the key details of the cruise or the vacation succinctly and without fumbling over themselves, then your response will logically be different.

This is what Sutherlin Nissan have done successfully time and time again over the years – and it’s their ability to sell their cars and these cruise incentives, as well as their enthusiasm, that has led to such exceptional closing rates. Enthusiasm and excitement are infectious – if you and your staff convey that, then your customers will, too.

If you want to find out more about Sutherlin Nissan’s success story or how our products can help your business greatly increase sales, then be sure to check out the YouTube video we embedded earlier of our interview with Sutherlin Nissan, or you can access it below along with a couple more important links.

Want to talk right now? Call us on 1-866-883-2968. Alternatively, you can fill out the form at the bottom of this page and we will get in touch with you as soon as possible.

Additional Links

Interview with Lance Lopez of Sutherlin Nissan
Odenza Reviews – what our travel customers have to say
Odenza Vacations Partners
o WestJet Vacations, Las Vegas Conventions Visitors Authority, Air Canada Vacations,
Carnival Cruise Lines
Contact us online

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Drive More Auto Sales with Odenza Travel Incentives

By | Airfare Package / Vegas, Automotive, Eye-Catching Showrooms, Increasing Sales / Gross Margins, Outstanding Marketing, Powerful Closing Tools | No Comments
When it comes to selling cars, sometimes it can be a real challenge to get customers to reach that final decision you’re hoping for. Unlike a lot of other goods and services out there, the purchase of a car is a huge investment that will set most people back thousands at the very least. There are plenty of approaches worth considering when it comes to boosting auto sales, but one truly powerful option comes in the form of travel incentives.

Incentives that Speak to a Key Desire

Odenza specializes in helping auto dealers boost sales through travel incentives, and we know a lot about why they work so well. One reason is that travel incentives are comparatively unique to many of the run-of-the-mill incentives auto dealers try to utilize.

Things such as fuel vouchers or cash back offers are commonplace, but often too commonplace to the point that they become a detriment. If a particular incentive program rolls around like clockwork each year, then savvy consumers can safely surmise that the “limited cash back offer” will be back once more the same time next year.

Sure, travel incentives can be utilized in a similar cyclical fashion each year, but this brings me to another important point of differentiation between travel incentives and other offers: people desire travel – they want to go on vacation. Not only does a vacation substantially influence an individual’s own happiness, the process of organizing a vacation also does wonders for their well-being.

Research by Dr. Joeroen Nawijn of the Netherlands found that pre-trip planning significantly boosts a person’s happiness, especially any planning that occurs during the 8-week period prior to the trip itself.

This is a key point that really helps define why travel incentives tend to hold an edge over other offers or promotions. People want to go on vacation and get away from their day-to-day stress, and they love the experience from initial thoughts through to the vacation itself. A travel incentive speaks far more effectively to one of our most essential human emotions – joy – and it’s something you can take advantage of to sell more units.

Simple Incentives, Phenomenal Results

To give you an idea of just how effective travel incentives can be, let’s look at how one Texas-based Honda auto dealer used them. With a planned 5-day sale on the horizon, this client wanted to implement a strategy that would help them see substantial sales growth during that period. To gain some edge on their competition for the sale, they invested in Odenza’s Fly Away N’ Play Las Vegas program.

This incentive, as you no doubt guessed, offered prospective customers a trip to Las Vegas if they purchased a vehicle from the dealership during the 5-day sale. The result? They moved an additional 25 units over their projected goal. With such remarkable success, they continued to run the promotion until the end of March for their Truck Month campaign.

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Promotion and Marketing

Achieving such great results does require a little more than having good travel incentives. It also requires a well-defined promotional strategy.

On this front, the client knew that they had to get the message out to as many prospective customers as possible. To do this, they took three primary approaches. Radio and newspaper advertisements made up two of these approaches, with the ads being targeted at those within the Laredo, Texas area. The third approach went beyond mere advertising, and was undoubtedly a seemingly simple, yet very clever, step by the dealership.

The client invested in a direct mail campaign where they sent out postcard invitations to locals. Those who came into the dealership during the 5-day sale and brought their postcard in with them were automatically entered into a random prize draw to win a trip to Vegas. This added that extra edge: you didn’t even have to buy a car to have the chance of going on a trip. As a result, more people made their way to the dealership during that 5-day window.

For the dealership, having this extra flow of people was a great opportunity to make additional sales. Even if those who came along simply to enter the contest weren’t initially considering a vehicle, they were still prospective customers. As is evident from the increase in sales, the ads and prize giveaway did a great job of bringing people in, which allowed the dealers to use the travel incentives to close more sales

This strategy worked well for this client. Keep in mind, there are plenty of other avenues individual dealerships can make use of with these vacations. Social media is a big one, with the likes of Facebook ads being a fantastic, affordable way of getting the word out for a new promotion or incentive. You can use email marketing, Google Ads, print and billboards, radio, or a TV spot or two. For smaller dealerships worried about their budgets, online advertising is a great way to go when it comes to promoting a sale or travel incentive program.

Choosing the Right Travel Incentive

Finally, take into consideration what kinds of travel incentives your customers would likely be interested in. Ask your sales team for feedback as they are dealing with your customers on a daily basis.

While a sun-soaked getaway may appeal to people in one area, the same may not apply to others elsewhere. If it’s hard to narrow things down, don’t forget you can look into incentives that have options. Maybe it’s Vegas, a cruise, or sports and concert tickets depending on your clientele. In the end, options don’t hurt, especially if they can help you secure a sale.

Drive Your Sales Today

If you want to find out how Odenza can help your dealership increase sales and achieve greater success, contact us today for your free consultation or fill out the form at the bottom of this page. We’d be happy to take you through what we offer and how it works. As the number one travel incentives agency in North America, you’re in good hands.

We understand that customer satisfaction is imperative to all auto dealers, which is why we have the finest travel consultants on staff. They ensure that the customers you gain through any travel incentive program go on to have truly memorable, wonderful trips. It is our mission to make our clients and our clients’ customers smile. You can see the amazing experiences our travel customers have had at Odenza Reviews.

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Hyundai Dealership Increases Sales with Odenza Travel Incentive Promotion

By | Airfare Package / Vegas, Automotive, Eye-Catching Showrooms, Increasing Sales / Gross Margins | No Comments

Hyundai Auto Dealership Increased Sales with a Great Travel Incentive Promotion

What’s An Incentive?

An incentive is something that motivates a person to take action. In business, an incentive is a special prize that’s beneficial for both the business owner and his/her customers. There are many reasons why this is true; it provides a company with a great marketing strategy, it shows your customers that you appreciate their business, it helps your business and customer base to grow, etc.

Offering an incentive is a great marketing strategy because, when featured on an advertisement, it can grab some serious attention. This special prize increases curiosity, which further increases traffic into your store. Better yet, if customers have a great experience with the incentive, they’ll be inclined to tell their friends and family.

Incentives help to make customers feel appreciated and valued. These feelings are important because they build customer satisfaction and loyalty. If you get to know your customers, you can offer them something that you know they’ll like, further increasing their happiness and gratification.

Finally, incentives not only help your customers, but they also help your business; they’re that extra push needed to finalize a sale. If your customers are on the fence about buying your product, offer them a complimentary gift and give them something extra for their money. If they like the service you’ve provided and the gift they’ve received, the likelihood that they’ll choose you over the competition increases.

Incentives are a win-win. Your customers are happy that they’ve received something extra for their time and money and you’re securing the sale and their loyalty. Offering a special prize will help your business grow and flourish over time.

Travel Incentive

So, what’s the best incentive to offer your customers? Incentives include special prizes like a gift-with-purchase, “buy two get one free” specials, store credit, etc., but the best incentive to offer customers is a travel incentive. After all, who wouldn’t enjoy a complimentary vacation? Going on a vacation is something that people don’t get to do very often day and complimentary ones are especially unique. Your customers can create memories with loved ones they’ll have for years to come. On the flip side, if you offer them something like a gift card or cash these prizes will quickly be spent and forgotten about.

If that’s not enough, according to a survey conducted by USA Today, 93% of customers prefer travel incentives to any other incentive out there. Additionally, studies show that businesses who use these incentives as a marketing strategy see a 30% increase in their sales. Just ask Paul Erickson, the general manager of Eide Hyundai Suzuki in Grand Forks, North Dakota. This dealership generated a special promotion with the help of the Odenza Marketing Group and saw a dramatic increase in their sales when implementing this marketing strategy.
Hyundai-dealership-promotions.

The Goal of this Special Promotion

One of the reasons Erickson offered his customers a travel incentive is because he wanted a marketing strategy that would help the business stand out from the competition. In an interview, Erickson said, “All the car dealers in town pretty much run the same promotions, but I had never seen a vacation as a reward for purchasing.” There was even a similar special prize offered by one of their competitors, but this was just a raffle. Eide Hyundai Suzuki’s three-week special promotion was a different marketing strategy because they gave this special prize to every customer that bought a car from them.

This special prize was a complimentary trip to Las Vegas and really grabbed some attention when featured in their advertisements. Word-of-mouth, combined with their eye-catching advertising, generated excitement among customers and brought many new ones in. Erickson was so excited about the results of this marketing strategy that they extended the offer for another three weeks (a total of six weeks)! None of this would’ve been possible without the Odenza Marketing Group.

The Odenza Marketing Group

Travel incentives are the best incentive any business can offer their customers. However, implementing one is easier said than done, and that’s where the Odenza Marketing Group comes in! They helped Eide Hyundai Suzuki with their marketing strategy, so, why wouldn’t they be able to help any other business?

According to a study conducted by Concordia University, the Odenza Marketing Group is the number one travel incentives agency out there. They offer free marketing support and materials, employ certified and experienced travel agents, and, best of all, they offer exclusivity in your market to help your special prize REALLY stand out from the competition. See what these GM’s had to say about Odenza.

Additionally, not only are their marketing materials and support free, their Marketing Department has won three prestigious awards from the Gallery of Superb Printing Awards. The Odenza Marketing Group is also a three-time recipient of Carnival Cruise Lines’ “Pinnacle Club” award for sales excellence. Finally, they’re recognized for their superior customer service in dealing with their clients and their client’s customers – and with a free consultation, what have you got to lose?

Paul Erickson had nothing but positive things to say about the Odenza Marketing Group and this special prize. So, if you want a great marketing strategy that helps you stand out from your competitors and increases appreciation and loyalty in your customers, hire the Odenza Marketing Group to help you plan a travel incentive. You’ve got nothing to lose and a lot to gain.