After all the products, all the prices and all the services are considered, travel will get the order!!!
Back in 1996, Teche Electric Supply was a "Me Too" Distributor, just like every other electrical distributor. In 1997, we hired The GRA Group to produce and mail out monthly flyers, featuring products and incentive promotions.
John Rich, President of The GRA Group, told me, "If you plan to run a travel promotion, be sure that you can handle the business." Our sales to our traveling customers have increased an average of 92% every year. The cost to take everyone on the trip (including customers, sponsors, Teche Electric owners, sales staff, etc.) has averaged 17% of the traveling customers GP growth. One of the best problems with running a successful travel promotion is determining what next great destination will best capture the emotions of your customers.
Would you, as a business owner give up 17% of your GP growth knowing that you would have to go to an exotic location with your best customers? Would you give up 17% of the GP growth if you could grow your business 92%? We build great relations with our customers on every trip, coming back as best of friends. Those relations help our customers focus more on running their business rather than beating us down on price on every item (which they still do, but more as a sport than a routine). We spend more time on running our business and less time negotiating which helps our bottom line. One other note, you cannot underestimate the value of involving the wives in the travel promo. They are a key part of building relations on the trip, and remembering relations between trips (ie reminding their husbands which supply house to deal with).
The GRA Group has enabled Teche Electric to reach and at times surpass our goals and expectations. It is a pleasure to work with them.
Bruin Hays
President