Planner and Hotelier Find Way Around Cancellation

When is a meeting cancellation penalty not a penalty? When it's a credit toward future meetings. Kelly Stratton, consulting manager, meeting services, at Nationwide Insurance Enterprise, turned a $95,000 cancellation payment to a resort into credits on the master bills of two subsequent Nationwide meetings at the property. For the company, the deal meant investing in meetings instead of throwing money away. For the hotel, it meant revenue of $175,000 instead of $95,000. For both, it meant the

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