Case Study: El Al Israel Airlines achieves 20% sales growth and increased market share with Incentives Solutions' INCENTIVES-SPM

McKinsey recommends Incentives Solutions for agents’ motivation for EL AL

EL AL, Israel’s national airline, needed to strengthen its presence at the customer decision point amid intense competition and a growing variety of carriers. With 77 sales offices, over 700 travel agencies and 3,000 front‑line agents, the airline sought a way to win agents’ “mindshare” and drive loyalty through clear, tangible incentives and better direct communication.

Working with McKinsey, EL AL deployed Incentives Solutions’ INCENTIVES‑SPM integrated with its ticketing systems and Agent Portal to deliver real‑time targets, personalized goals, automatic reward redemption and BI-driven segmentation. After a short pilot the “Sell & Fly” program was rolled out industry‑wide, producing a sustained 20% sales increase, measurable market‑share gains, higher portal traffic and stronger, ongoing engagement with travel agents.

El Al Israel Airlines

Uri Danor

Sales Manager