Lynne Schueler is pretty demanding when it comes to booking her first-quarter incentive programs. She needs a lot of meeting space, she’s not flexible with her dates, and she books during high season. So she has to find a negotiating advantage. “Booking properties pre-opening fits that bill,” says Schueler, assistant director, supplier relations, at The Principal Financial Group in Des Moines, Iowa. “Where we might not be able to use certain properties otherwise, if ...

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