Case Study: MCH Helps Small Travel Company Build Prospect Database

Executive Summary

A small, relatively unknown travel company wanted to not only prove a concept, but to also shape a new STEM-related travel program.  The program they wanted to shape was a multi-day program with a total cost of $1,500 per student.

Challenges

  • Travel company had no outside sales team to help nurture and cultivate relationships with teachers.
  • Limited budget to spend on marketing.

Solution

The travel company used MCH data to target science, technology and math teachers in grades 8-11.  They obtained teacher email addresses and sent a survey asking for input on the idea of the program.  Tactics included a series of 4 emails to each teacher that encouraged participation in the survey.  Upon completion of the survey, the teachers were asked if they might be interested in planning a trip like the one mentioned.

Results, Return on Investment and Future Plans

The travel company not only obtained valuable information on shaping their STEM program, but they also built a robust database of hot leads.

Total Survey Completions1407
Number of teachers planning to enroll113
Number of teachers planning to enroll current year72 (and growing)
Projected average group size25
Potential Revenue$3 million