MICE TALK: Huw Tuckett (Site and COO of Uwin Iwin International) "The I in MICE"

MICE TALK: Huw Tuckett (Site and COO of Uwin Iwin International) "The I in MICE"

·         USA spent 240 billion p/a on travel incentives
·         Created 24 million jobs in the US
·         ROI @ 4.1
·         Average incentive traveller has 11 times more disposable income than any other traveller
·         DXB hosted an incentive of 15000 pax, injecting 80 million USD into the economy.

 Common frustrations and challenges:

1.       Tenders – pharmaceutical companies most guilty approaching 9 agents for 4 destination each
2.       Procurement – ridiculous rules…
3.       Budgets  - so restrictive and hard to work with

Ask more questions:

1.       Are spouses travelling?
2.       Will there be a meeting component?
3.       What are the objectives?

Types of incentives:

1.       Cash
2.       Bonuses and salary increases
3.       Vouchers – powerful (power of choice)
4.       Merchandise
5.       Travel – very powerful if managed well & meets the high expectation of the winner
6.       Time off
7.       “fear of management”
8.       Resources to do the job

·         Sales force can be divided into 3 categories
·         20% top performers (travel incentives work best) self-motivated and always achieve target.
·         70% most vital need to be incentivised & have different levels of engagement
·         10% always looking for a new job, not worth investment.

Benefits of travel incentives:

1.       Increase loyalty
2.       Networking between colleagues
3.       Delegates feel part of a “select club”
4.       Time off appreciated by delegate
5.       Sense of camaraderie
6.       Measurable ROI
7.       Halo effect (incentive winners creating hype, motivating others to try achieve reward)
8.       Delegates become ambassadors
9.       The incentive often ends up paying for itself

Travel incentive challenges for the planner

1.       ROE
2.       Incentive must provide brag value
3.       Constant fluctuating airport taxes
4.       Restrictive budgets
5.       Tenders
6.       Time out of office is an issue for management
7.       Lots of planning involved
8.       Its subjective and may not be for everybody  

Incentive Trends:

1.       New Austerity
2.       Short stays (4 nights)
3.       All inclusive so important
4.       Must provide ROI
5.       Value for money
6.       Meeting element for tax break
7.       Mostly economy class – not business anymore
8.       Regional offices get to dictate policy

Counter measures

1.       Quote with 24 hours or earlier
2.       Have real flexibility
3.       Value for money
4.       Get silly creative and capture imagination
5.       Deliver excellent
6.       Travel to emerging market destinations for less
7.       Ask questions (pure reward, or conference, spouses attending)
8.    Attention to detail