Challenge
In 2010, PRG was approached by the Lawn Tennis Association to manage the sales of the corporate hospitality in ‘The Sky Lounge’ suite. Being a local marketing agency with strong contacts throughout East Sussex we were definitely the right choice for the job.
Solution
We started by building databases with our local business contacts and searching on the internet for other potential businesses to target.
We are now in our sixth year of selling the Aegon International Eastbourne corporate hospitality and have built a valuable database of contacts, including past bookers that we keep informed of all the latest news and offers with regular e-shots. For example our Early Bird offer which we run from June until the end of August offers those that book the chance to take advantage of our discounted prices.
In addition to our ongoing email marketing activity, we keep the LTA updated on a weekly basis with current sales figures and have quarterly meetings to discuss new ideas and opportunities.
We also write blogs for our website to capture enquiries from those searching online for the Aegon International Eastbourne corporate hospitality and share these via our social networks on Facebook, Twitter and LinkedIn .
Our in-house design studio also provides support by designing and artworking posters to promote the event.
On the week of the Aegon International Eastbourne we help the LTA manage the corporate hospitality each day by welcoming guests to the suite, ensuring guests dietary and other requirements are met, and managing the guest list to ensure all staff from catering to the Host/Hostess are properly organised.
Result
We continue to exceed the LTA’s sales targets year on year. 2015 was our best year to date, as we increased sales from the previous year by an outstanding 50%.
As a result of our success, we’ve also been brought on board to help sell the corporate hospitality for the Davis Cup and the Aegon Championships at The Queen’s Club.
We are now in our seventh consecutive year of collaboration with PRG and I continue to be impressed by their service. I am especially thrilled with the enormous increase in hospitality sales over the past two years. From sales, marketing of the packages and customer service during the event, PRG’s dedication and support has been paramount to the success of our hospitality offerings and partnership packages.
Mike McSweeney
Head of Sales at Lawn Tennis Association
