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event management services company providing conference, exhibition and seminar event management team building days, fun days, conventions and congress activity days
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Case
Studies
Major National and International Parcels Carrier
| The Event: |
One day National Sales Conference, with gala dinner and overnight accommodation. |
| The Challenge: |
To open sellers' minds to the impact their actions have on other business functions and upon the profitably of work taken on.
To achieve this during a four hour after lunch session. |
| Numbers: |
64 delegates, 4 corporate presenters and 2 LVS Events facilitators. |
| The Venue: |
High quality 4* hotel in Warwickshire, located by and negotiated to a tight budget by Logical Venue Solutions
(www.logicalvenues.com). Swimming and leisure a key
component. |
| The Rooms: |
Main conference room laid out cabaret style with six round tables. Four syndicate rooms. All rooms with natural light and air conditioning (summer conference). |
| Equipment: |
Roving mic., multimedia projector, screen, flipcharts in syndicate rooms. |
| Our Approach: |
Re-define the problem; analyse audience with particular regard to mindset; establish success criteria. |
| Our Solution: |
Phase I: |
Script MD in putting the business challenges we were going to address into context making key issues specific and providing evidence; |
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Phase II: |
In order to reduce cynicism and certain blame baggage, a twenty minute playlet was written and produced by LVS Events and starring senior managers in the business and taking a humorous look at what can happen to the margin of job as it travels through the business functions. |
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Phase III: |
The delegates in six teams were faced with challenge of guiding a job through a maze, which contained a variety of dangers (margin
munchers) that face any job entering the business. This process covered:
- Types of customers targeted
- Selling approach
- Negotiation
- Communication
- Job set-up
- Cross-selling, customer care and on-going development
The winning team was the one with the largest margin preserved. The debrief, led by LVS Events, examined where margin had been eroded/ preserved and produced an outline action plan to be taken back in to the business.
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| Results: |
A significant (8% in Year One) improvement in margin attributed to actions coming from the conference. The event also produced a very useful common point of reference for the sales function and other teams. |
| Budget: |
(2009) £15,000 total including all accommodation, meals and LVS Events costs. Payback £625,000 (Year One). |
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