Case study: Group Incentive


  • Sector Automotive
  • Destination Costa Rica
  • Attendees 60
  • Date February
Jungle Canopy Walkway in Costa Rica

What did the client want?

Having worked with the key stakeholder for many years, we know what works; how Sales Managers respond, which settings suit and how to create something that knocks the brief out of the park. But meeting expectations was never going to be enough; we had to exceed them every step of the way to make sure the workforce flew past their target. The creation of an unforgettable itinerary to somewhere high profile and exclusive, with wow factor… the next big incentive destination.

“This was the fifth incentive in a row that Black Tomato have managed for me and yet again they have done a superb job. Having set out in the brief that I wanted to find ‘the next big incentive venue’ the team came up with Costa Rica. From start to finish no stone was left unturned to provide a really stunning incentive.”

National Sales Manager

What made it stand out?

With four up-and-coming destinations in the mix, each with its own unique set of challenges, Costa Rica quickly emerged as the clear favourite as somewhere few of the Sales Managers had visited and bursting with the requisite adventure and memorable once-in-a-lifetime experiences at every turn. With the destination decided, we set about creating an itinerary to not only equal the high bars set by previous years’ iterations but exceed them in every way.

Details of the action-packed itinerary were held back from guests and revealed on site with daily room drops and surprise touches. The programme got underway with the group venturing to a secret retreat within the forest for an adrenaline-fuelled day of canyoning, zip-lining and abseiling – with a couple of (non-lethal) scorpion stings and snake bites thrown in for a fantastic story to regale colleagues back at the office. From the rainforest to the river, guests took on the best Mother Nature could throw at them in a white-knuckle tubing experience, all before kicking back for a tranquil waterfall lunch with masseuses on hand to take care of guests’ aches and pains.



Abseiling Down a Waterfall in Costa Rica
Beach on Andaz Bay at Sunset

The relaxed post-massage vibes continued as guests boarded a luxurious catamaran for a hotel transfer with a difference – stopping off at a private island en route. They jumped from the boat to the beach to be greeted by a local band and a gourmet lunch on their branded hideaway before a beach volleyball match against a team of locals who surprised guests by arriving decked out in branded kit. After their Top Gun experience, the voyage continued to Andaz Peninsula Papagayo – one of the world’s most luxurious hotels.

We turned things up a notch the following day, with several helicopters whisking guests to the rainforest for a day of rafting. Flying in over miles of untouched rainforest and towering volcanoes for a true bucket-list experience. Guests embarked on an exhilarating three-hour whitewater rafting expedition that saw them conquer wild, frothing rapids before a breather and some time to come to terms with a four-metre drop that lay ahead. Driven on by empty stomachs and the enticing smells of a barbecue lunch, the adrenaline-charged adventurers successfully negotiated the drop before the helis returned everyone safely back to the hotel.

How did the event add value?

The Costa Rica trip built on the success of our previous incentives with the client, incentivising 48% of those who’d won a place the previous year to go above and beyond once again to secure their spot. Tales of the previous trip to the Bahamas were shared with the network and inspired 52% to join this illustrious adventure club for the first time. The trip received stellar feedback from 100% of attendees – in spite of the snake bites and scorpion stings.

“From the planning to delivery, every little part of the programme was delivered with pure excellence, even when things didn’t quite go to plan! What was also nice were all of the little surprises that BT built into the programme to keep everyone (even me!) wondering what was coming next!” 

National Sales Manager

Whitewater rafting on a river in Costa Rica

The numbers

  • th

    Consecutive trip with Black Tomato Agency

  • %

    Sales targets achieved

  • %

    Average over-performance by winners

  • %

    National increase in sales

  • %

    Positive feedback from attendees

  • C&IT Awards Special Commendation 2016

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