Pinpoint Marketing, one of the largest direct marketing and loyalty program companies in the Asia–Pacific region, needed a professional Field Marketing agency with national capabilities to drive the Qantas Frequent Flyer Partner program direct to Australia’s major hotels.

the challenge

Pinpoint’s prestigious loyalty programs service the B2C and B2B markets     across multi industry sectors with credit card reward programs for Visa,    Westpac and ANZ and several points-based programs.

All loyalty programs need an appealing value proposition, providing members  with numerous opportunities to earn bonus points. For Qantas, this meant increasing the exposure, sell-through and utilisation of their Frequent Flyer Program via their Accommodation Partners.

Nowadays customers are likely to have more than one loyalty card in their wallet, with category branding becoming increasingly competitive. Therefore in order to support the integrated membership direct mail, website, point-of-sale and advertising campaign for Qantas members, Pinpoint required a fast, flexible and fantastic sales team to ensure success for the Partner Program.

staffing's solution

Tasked with the specific objective of “achieving and, exceeding, budgeted sales targets and conversions through the effective sale and promotion of the loyalty program to the set target market of Accommodation Partners”, Staffing was required to lean on our previous experience and knowledge of leading sales techniques to build a successful solution.

After a stringent recruitment process nationally, with tough evaluation criteria set to met the high expectations of both Pinpoint and Qantas, Staffing selected exceptional representatives for the sales campaign. Our extensive Field Marketing experience, as well as our strengths in recruitment resulted in the appointment of outstanding candidates.

Working closely with the Pinpoint Marketing Call Centre, the autonomous sales representatives were required to follow a set appointment schedule at leading Australian hotels, selling them the benefits of joining the prominent Qantas Frequent Flyer Partner Program. Each sales rep was fully supported with appropriate training, sales material and administration assistance.

Already aided by great staff in the field, Staffing’s Account Manager was able to seamlessly provide one point of contact for Pinpoint, ensuring all sales KPIs were being met to, all appointments were fulfilled and, all reporting was submitted on time.

With Staffing, both Qantas and Pinpoint Marketing could rest assured that the sales campaign Qantas Frequent Flyer Partner Program was delivered successfully, on time and in a manner befitting both companies’ reputations.