The Association of Corporate Travel Executives at its Global Education Conference in Miami this month previewed a white paper it will release this summer confirming buyers' eschewing of the pricing model that allows for floating rather than fixed negotiated rates. Preliminary results?based on more than 200 responses, although ACTE now is working to increase that sample strength through further in-depth interviews?show that more than 75 percent of buyers indicated they have not entered into a dynamic pricing agreement, according to Leslie Anne Palamar, principal of BTE Tourism Training and Consulting, who conducted the study along with Victoria Edwards, vice president of strategic development for Buckhiester Management U.S.A. Of that minority that has dynamic pricing agreements in place, it represents only a small portion of their hotel program, she said. Buyers' attitudes toward dynamic pricing the study ranged from lukewarm to hostile.

"This is definitely a hotel-driven, buyer-resisted pricing model," Palamar said. "The buyers are firmly convinced that without their buy-in and by refusing to negotiate these agreements, they have the ability to influence and to stop dynamic pricing."

Even those numbers are high compared with what some others in the industry are seeing. Maria Chevalier, vice president of global business intelligence for BCD Travel's Advito consulting division, said she saw dynamic pricing come through on only about 2 percent of her clients' hotels. Priscilla Campbell, practice leader of hotel advisory services for American Express Business Travel, concurred that only a small percentage of Amex clients had accepted such agreements this year.

"The buyers spoke," Chevalier said. "The value proposition back to the corporations just wasn't there. The hoteliers offered it as an option, but they didn't force it."

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