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There are hotels that understand the incentive market, and then there are those that just don't get it. To find out where yours stands, ask these three questions:

What percentage of your business is incentives? An answer of 15 percent to 20 percent implies a far better understanding of the discerning nature of these groups than an answer of 5 percent.

What is your incentive philosophy? Fairmont Hotels, for example, has its own incentive programs, with travel as t

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