Corporates are rejecting dynamic pricing models offered to them by hotels in the current round of RFP negotiations.
This is happening at hotels where the corporate has a heavy volume of business.
John Licence, vp global sales for Europe for Marriott, said: "Everywhere a major corporate customer is looking for a fixed rate from the hotel.
"There are seasonal rates which can be agreed but the large corporate which has a lot of business with a hotel will negotiate a corporate rate. They are not accepting a floating rate."
He said that Marriott operated a "system whereby we will negotiate a flat corporate rate for the hotel where the corporate has volume. And where they don't there is the BAR."
Outside properties where a corporate had a large volume, Mr Licence said hotels were having more success with the floating rate or Best Available Rate (BAR).
Corporates have long been opposed to dynamic prices where rates change not only by the day but also sometimes during the day, partly because the BAR rates can be higher than negotiated ones and also because it makes budgeting considerably more difficult.
But hotels favour them because it means that they can alter rates according to supply and demand and maximise them at time of high demand.
Jennifer Charlton, UK director of business development at Carlson Wagonlit Travel, said that hotel were having "some success" in pushing the BAR formula.
But she added: "Corporates still want a contract because they have to be able to budget and know where their customers are going and what is their ceiling amount."
“If the BAR is below their corporate rate, they want to book that but if it is above, they want to book on their corporate rate."
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