Incentive Travel

Travel incentives are a way for companies to promote their business and increase sales by offering a free or deeply discounted travel package to their customers. Many companies offer these incentives as a bonus for making a purchase, such as a cruise with the purchase of a new car. Other uses include rewarding individuals for business referrals and generating business leads.

Types

There are two main types of travel incentives available to businesses. The first type of incentive is based on fulfillment. This means that the incentive company wants the recipient to use the certificate and will ensure all certificates presented for fulfillment are fulfilled.

The other type of incentive is based on "breakage" or "slippage" model. "Breakage" refers to the fact that more money will be made from people not using the certificates than will be lost from those who do. For example, if a company sells 1,000 incentive certificates for $10 each ($10,000 total) and only 5% (50) of the people use them, costing the incentive company a total of $100 per person (=$5,000), they have made a profit of $5,000. The cost is often offset on breakage certificates by the association of a timeshare company offering property tours to certificate holders. Many of the incentive companies receive a kickback for each person they send to the property who agrees to and takes a tour. The breakage is often created in the terms and conditions with strict stipulations that require recipients to do things such as send in a postal money order within a very short period of time. If the recipient sends in anything other than a postal money order or does not return it within the time specified, the certificate becomes void.

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