More than half of the insurance companies responding to the Life Insurance Marketing Research Association (LIMRA) 1995 Convention Practices Survey said their incentive travel programs are based on a 12-month qualification period; the most common incentive-trip length reported was four nights; and the most commonly reported incentive destination was Hawaii.

LIMRA posed some other questions that Insurance Conference Planner didn't cover in the 1996 Salary and Practices Survey (see our report, page 44). For example, 38 percent of the companies that responded to LIMRA's survey and hold incentive trips said they issue 1099 tax forms to qualifiers who attend domestic conventions, while 58 percent issue the forms for qualifiers' spouses. Among the companies reporting on overseas meetings, 60 percent issue the forms for qualifiers and 72 percent for spouses.

Topping the list of ways the 131 U.S. and Canadian companies in LIMRA's Convention Practices Survey cut costs for incentive meetings:

1. Reduce/eliminate receptions

2. Raise qualification levels

3. Negotiate room rates/airfares

Other cost-cutting tactics:

* Hold conventions locally

* Reduce company-sponsored recreation and substitute more free time for producers

* Shorten conventions

* Provide meal allowances instead of planned dinners

* Extend qualification periods

* Reduce the number of home - office attendees

* Use cash bars