Pricing power for lodging suppliers, an altered traveler profile and uncertainty on the buyer side created unusual outcomes for 2023 rate negotiations. At some Hilton properties, this meant refusing to offer static negotiated rates and walking away from business.
As customers sought to move rate programs back to the traditional static structure from a dynamic one that changes along with market rates, a top Hilton official was surprised by the response from hotels.
“What I saw happening was quite a lot of hotels . . .