How the West Was Won

MSI Insurance used to let its incentive rewards promote themselves. With offshore destinations like Hawaii, St. Thomas, and St. Maarten waiting at the end of its 12-month qualification period, agents didn't need reminders of where they were headed.

But when the company booked Tucson for its March 1996 incentive trip, Jim Melchior, agency sales director, decided something might be needed to keep agents fired up. "It's my belief that producers are looking for variety in their incentive

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