What is it that you do?
 Often when asked what SNC Destinations does, the response that we market our destination partners to the meetings and incentive travel industry draws blank stares. Then as I begin to explain what incentive travel is all about, the stare becomes a confused look, as if I was speaking, well, Chinese. I realize that on several occasions I might actually be explaining the concept of incentive travel to someone working for a company or in a business where he or she receives no recognition or reward for a job well done. Well, here it is, incentive travel is a modern management tool that is used to reward participants with an extraordinary and unique travel experience upon their attainment of a predetermined goal.
Many companies have come to recognize the business value of employee recognition and incentive programs, and in turn have developed performance plans with specific measurable objectives for employees. According to a recent study by the Incentive Research Foundation, spending on incentive travel, motivational meetings and special events was US$77 billion in 2006, with ten percent of large and small companies combined using incentive travel. In fact, travel is said to top cash and merchandise awards, as a travel award will leave participants with lasting memories, as well motivate the colleagues with whom they will share their extraordinary experience. The experience created by incentive travel is one that a winner cannot duplicate on his or her own. Companies that benefit from incentive programs include:
- Auto Manufacturers & Dealers
- Building Companies and Manufacturers
- Distribution Companies
- Financial Services
- Insurance Companies
- Media Companies
- Medical & Pharmaceutical Services
Incentive travel awards are however not limited to big name corporations. Even small companies look for ways in which to use incentives to overcome specific challenges and motivate employees to accomplish business goals. Such goals might include:
- Introducing new products
- Increasing sales revenue, productivity, or profit
- Winning new accounts
- Building branch or sales outlet traffic
- Boosting a slow season
- Improving service
- Enhancing morale
These incentives might also be used to motivate and reward your customers. Three uses of incentive travel, of which we are perhaps most familiar are that of event drawing prizes, special promotion giveaways, and contest prizes. Others might include their use as tools for closing sales, rewards for qualified lead referrals, gifts for loyal customers and as a thank you to top clients, customers, advertisers, etc.
Being a recipient of an incentive travel award often conveys status and prestige for these high-achievers, and often motivates him or her to strive to keep winning. In a recent discussion in our online forum, a reader shared her own experience having just returned from an incentive trip. As she raved about her company and encouraged others to do the same it was clear that she had every intention of striving to win the opportunity once again. This naturally means that incentive travel programs need to be "once in a lifetime" experiences; the planners we work with therefore face the task of creating "wow!" for their clients year after year. That being said, now when asked what we do, I simply reply: "We help create wow experiences for your winners!"
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 If wondering whether the fish you are about to order is environmentally friendly, consider using the FishPhone and texting 30644 on your cell phone with the message "FISH" and the name of the species in question. In response you will be advised if the specific fish is in relative abundance or being overfished. You may also download Blue Ocean Institute's 'Guide to Ocean Friendly Seafood' at http://www.fishphone.org/seafoodguide.pdf. Noted among the consumed species in the guide are those such as farmed salmon, Atlantic Cod, Nassau Groupers and Chilean Sea Bass that are exposed to overfishing, high bycatch, poor management and/or farming methods that have serious environmental impacts.
Cross-Cultural Tid Bits
As important as one's attire and presentation is to any business interaction, the exchange of business cards is just as important and far from routine, particularly when interacting with clients and colleagues of other cultures. The business card after all represents you long after the physical meeting has taken place and is integral to the impression that you make. Regardless of culture, every business card should be clean and free of dog ears or creases. You are encouraged to carry your cards in a brass card case as leather cases may offend clients who practice the Hindu religion where the cow is sacred. The print should be large enough that the reader should not have to squint, and obviously must reflect your name, company, title and contact details.
A business card often reflects one's status and usually marks the beginning of a business relationship. In a few countries, the exchange of business cards is somewhat of a ritual. In Japan for example, the card is handed with both hands, the words facing the client who in turn should receive it with both hands and read over carefully, sometimes aloud. But again, regardless of culture, it is essential that you take a moment to look over a person's business card once handed to you. This shows your interest in the person and transaction, helps to reinforce his or her name, and may provide an opportunity for you to take notice of something on their card, such as a design, location or name that you can use as a further ice-breaker.
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Understanding and Motivating the Next Generation
In case you missed it last month, CBS 60 Minutes had a segment about the new generation of "millennials", born between 1980 and 1995, exploring their entry and impact in the workplace. Briefly featured were the Motivation Show and the incentives industry, tied to the fact that these employees expect to be praised, thanked, and rewarded. If you have 10 minutes, it is worth watching.
http://www.cbsnews.com/sections/i_video/main500251.shtml?id=3486473n
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