Auto-Owners Insurance: Making Incentives Work

You've probably heard of back-to-back meetings, where a company brings two groups to a destination, one right on the heels of another. Auto-Owners Insurance Company took that concept to the extreme last fall when it held an astounding 20 back-to-back programs at the Princess Hotel in Hamilton, Bermuda.

Auto-Owners has motivated its top agents with deluxe, eight-night incentive travel programs since 1969. About five years ago, the Lansing, MI-based company realized that it was losing s

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