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 the reward. Employees who are treated well will better understand incentives.

What is your staff-to-guest ratio? Hotels are all over the place, so it's worth a comparison.