Hi Pierre

I would say that you should make a price accordingly to the quality of panoramas. If they are good you can also charge high prices.

I my self an making medium panoramas (compared to some of the experts in here) and I have a standard price of 1700DKK (app. 260USD) per panorama. On bigger projects of 20+ panoramas I usually charge 155usd per image. And then I charge for the design of the tour, if they also want full screen panoramas and so on.

Your advantage is that you are the expert. It is my experience that the clients know very little about the value/prices of panoramas and the amount of work that is behind making one.

I would start by quoting a high price and then offer a substantial discount. People love terms as, reduced price, discount and so on.

Hope this helps. I know that the pricing can be very hard.

You might consider, calling or visiting photographers websites and look for their pricing structures.

Panoramas and still imaging are only an "Added value" for the client.  They provide better customer visibility.  The results are if the hotel customer can see the hotel product.. and they make a booking at that hotel, then the hotel will receive that added revenue and profit. 

Another way to look at it, is that your imaging is reducing their 'NON sold rooms'.. or they are reducing the Hotels Lost room revenue.'

To see what hotel management companies are now doing HOTEL VR's scroll down on this page HOTEL - ONLINE Listing and click on 'read the List' just above the panorama.

http://www.360texas.com/services/index.htm

You might also look at this thead called ROI (return on investment) and Hotel Industry.

http://www.easypano.com/forum/display_topic_threads.asp?ForumID=1&TopicID=364&SearchPagePosition=1&search=ROI&searchMode=allwords&searchIn=Topic&forum=1&searchSort=dateDESC&ReturnPage=Search

Dave

Here is another link that you can use to calculate ROI

http://www.panoramas.ch/preise/roi_e.aspx

Dave