Stephen Powell, senior vice president for worldwide sales at InterContinental Hotels Group says that despite investments made to cope with traditional requests for proposals, "it seems very obvious to me that the process is not working. The process is not serving either party well." Powell discusses the concept of dynamic pricing, which IHG is testing in the Asia-Pacific region. "I'm not saying there's a rush to the door, but people are exploring it more, talking to us more, want to understand how it works and perhaps how it could be a better program than what we have in place today," Powell said.
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