Image courtesy of Upscape

Extraordinary Experiences

Chile’s leading operator with the broadest portfolio of unique travel offerings in the country.

TRADE RELATIONS

The Company

Upscape

 
 

The Situation

A long-standing client, Upscape has been operating since 2003 as a top Chilean DMC. The founder, Brian Pearson approached Bannikin in May 2012 to expand the company (then called Santiago Adventures) and grow its presence in the North American market. Upscape’s goal was to develop strong relationships with a targeted group of custom trip designers, travel agents, and tour operators. Over the last five years we’ve guided Upscape towards realizing their high potential and success in the North American market.

What We Did

To start, Bannikin took an in-depth look at the company’s operations, ethos, and marketing. We collaborated with Upscape to cultivate a strategic direction for the company’s trade-facing presence. We decided the optimal trade activities necessary for results, set a customized strategy, and then continually revisited the plan quarterly and annually.

Bannikin’s efforts included, but are not limited to, the following actions to achieve results for Upscape:

  • Supported the launch of 2 new websites, one for Santiago Adventures in 2012 and one for the new Upscape in 2015, through interpretation of brand attributes, content creation, and messaging.
  • Created all collateral and roll-out plan, and implementation of Upscape re-brand launch to travel trade partners.
  • Produced a custom sales plan by qualifying trade partners with the highest potential for white-label scheduled departures and custom FIT with Upscape.
  • Supported in-destination program development, working in tandem with Upscape to craft compelling programs to appeal to its North American targets.
  • Hosted several intimate lunch events in key markets with the goal of showcasing the Upscape team and offerings to qualified buyers.
  • Planned and executed annual Bannikin-led sales swings in key markets, generating solid ROI within 2 months through new relationships established.
  • Organized FAM trips for appropriate trade partners to explore the newest Upscape product and offerings in Chile.
  • Ongoing database management and relationship management outreach with all North American partners.
 

The Results

sales

Increased Sales

Bannikin increased sales for Upscape by nearly 20% in the first two years. In the five years we have been working together, Bannikin-led sales now account for more than 30% of the company’s revenue (both B2B and B2C).

partnerships

Partnerships

Bannikin secured multiple legacy buyers for Upscape, including several Canadian-based luxury tour operators and a number of leading USA-based luxury tour operators – all of which continue to deliver long-term benefits to Upscape.

We have been working with Bannikin for more than five years. They identify the best opportunities, help develop the perfect pitch, and get you in front of the right people -- a great formula that continues to grow our business. Bannikin is an amazing partner for any tourism business looking to grow their B2B sales channels.

Brian Pearson Upscape

We should chat.

We’re always on the lookout for clever companies who could use a little help. Give us a shout and let’s talk about how we can work together.

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