Incentive Newsline: Incentive Firms Gain Ground
More incentive travel planners use incentive
companies today than in 2003, according to a survey of 245 U.S.
executives who plan or sponsor incentives. The study was conducted
by the Center for Concept Development based in Princeton, N.J., for
the Naples, Fla.-based Incentive Federation, a consortium of
Updating similar research on incentive travel purchasing habits
from 2003, the study found that this year, 25 percent of
respondents who plan sales incentives said they used incentive
companies, compared to 14 percent in 2003.
For dealer incentives, the number jumped from 18 percent in
2003 to 31 percent in 2005, and for nonsales programs, use of
incentive firms rose from 7 to 14 percent. Among other
" Of those who plan dealer incentives, 21 percent purchased
their travel direct from hotels and airlines; in 2003, 16 percent
" Fewer respondents who plan sales (27 percent) and nonsales
(14 percent) incentives made direct purchases in 2005, compared to
the 2003 respondents (31 and 22 percent, respectively).
" Compared to 2003, this year fewer planners turned to
corporate travel agencies, retail travel agencies and
advertising/sales promotion agencies for services.
In addition, nearly one quarter (24 percent) of respondents has
run an online incentive program.