
Createlondon worked alongside Island Dive Club Ko Tao in raising its profile and customer base in this extremely competitive environment.
Tourism is a key part of the Thai economy accounting for a whole 6% of GDP. With such a large market, tourist focused advertising at both a local and national level is very competitive, however largely dated in its approach. For many businesses their belief is that the more banners and flyers they put out the more customers they will receive. This may be true to an extent, however a more organized approach (Marketing Plan!) along with some solid theory and discipline can make a world of difference.
Ko Tao is a saturated market. However it does constantly have a high footfall of travelers who stay for 3/4 days and move on. The key is to get these customers to stay/sign up with you before anyone else.
Firstly we looked at the decision factors:
-Friends recommendation
-Random (look and feel of place/sold to face to face)
Building on word of mouth recommendation we decided to create a peer to peer marketing platform. Simply, the Island Dive School would pass on discount cards to customers they thought would bring them business. Decision factors of who to pass the card onto are:
-Sociable/socialites
-Traveling for at least another month
-Customers who had a great time and we could see would be telling their stories
-Customers from high disposable income groups
Alongside this the key was high quality (plastic) cards with a discount which was worth something (up to 5 customers 10% off). This was coupled with a Facebook group, twitter and blog (details on card) which enabled customers to keep in touch with what was going on back at the club. Secondary, the card was passed over at the right time in the right way with a string bracelet as a present. This gave the card much more intrinsic value and therefore increased the likelihood of it being saved and passed on.
In a nutshell, this plan ensures each customer that gets a card will go on to tell a new group of friends about their diving adventure as they continue their travels. In doing so they will pass over the card, the card will allow prospective customers to look into the club via Twitter, Facebook and Blog before they arrive. In doing so making their decision to dive at The Island Dive Club as opposed to anywhere else.