Navigating hospitality’s new normal: Leveraging Kalibri Labs data & Revinate’s insights for revenue growth | a Revinate webinar

Hotel Moment

In this insightful Hotel Moment Deep Dive webinar, Anisha Yadav, VP of Customer and Product Marketing at Revinate, joins Jennifer Hill, VP of Commercial Strategy at Kalibri Labs, to provide hoteliers with critical market intelligence and practical revenue optimization strategies.

Jennifer presents fresh data from Kalibri Labs revealing how recent federal policy shifts have dramatically impacted hotel demand patterns in the US. With government room nights declining by 11% and corporate bookings softening, Jennifer demonstrates how these policy changes are creating new challenges and opportunities across different hotel segments and booking channels.

The conversation then shifts to actionable solutions, with Anisha showcasing how hotels can leverage first-party data collection and targeted marketing campaigns on their voice and email channels to drive incremental revenue. Through real customer examples and case studies, they explore everything from abandoned booking recovery campaigns to strategic partnerships that stand out in crowded markets.

What You'll Learn:

• How federal policy changes are reshaping demand patterns, and what segments are growing
• Why promotional loyalty member rates are up 6% while government bookings decline
• The true cost of acquisition across different booking channels and how to optimize profitability
• How to capture and convert 97.6% of website visitors who don't complete bookings
• Proven strategies for driving 15-20% conversion rates through abandoned cart campaigns
• Why voice channel bookings generate longer stays and higher revenue per guest
• How to leverage guest data for attribute-based selling and premium positioning
• Real examples of successful geo-targeted, experience-based, and partnership campaigns
• The emerging impact of zero-click search and AI on hotel marketing strategies
  

If you enjoyed this episode, don’t forget to subscribe, rate, and review it on Apple Podcasts and Spotify. Instructions on how to do this are here.
Meet us at HITEC!

Connect with Jennifer Hill here:

• LinkedIn
• Kalibri Labs
• Listen to Jennifer's Hotel Moment episode

Connect with Anisha Yadav here:

• LinkedIn
• Revinate

Connect with Karen here:

• LinkedIn
• Revinate

Follow the podcast here:

• LinkedIn

Episode Highlights:

[04:13] Federal policy shifts reshape hotel demand - Jennifer Hill reveals how the February executive order eliminated government travel overnight by reducing travel card limits to just $1 for civilian DOD employees. With over 3 million federal employees affected and conference cancellations totaling $800 million in delayed grants, the impact extends far beyond direct government bookings to affect leisure travel and contractor business.

[07:44] Market adaptation creates opportunities - While government room nights plummeted 11%, promotional loyalty member rates surged 6%, demonstrating successful hotel adaptation. OTA bookings showed modest 2% growth, indicating travelers are still booking but changing their booking patterns, creating new opportunities for hotels with strong segmentation strategies.

[13:47] Voice channel drives longer stays and higher revenue - Data shows voice bookings average 2.36 nights compared to brand.com's 1.8 nights — making call centers revenue optimization tools rather than just booking channels. This personal interaction drives significantly longer stays and creates opportunities for upselling and relationship building.

[21:46] Website abandonment represents massive untapped revenue - With only 2.4% of website visitors completing bookings, the 97.6% who abandon represent enormous potential. Hotels that implement data capture and follow-up campaigns achieve 15-20% conversion rates on remarketing efforts, dramatically outperforming their first-time booking conversion rates.

[34:42] Ancillary revenue amplifies profitability - Jennifer emphasizes that capturing additional wallet share through spa, dining, and experience bookings makes a world of difference for profitability. Early seed planting through pre-arrival messaging and strategic outbound calling can significantly boost on-property spending beyond room revenue.

Chapters:

00:00 - Intro
04:13 - Federal policy shifts and demand impacts
07:44 - Market adaptation and segment performance
11:17 - Chain scale analysis and cost of acquisition
13:39 - Channel mix performance and profitability
15:33 - Market turbulence report overview
16:38 - Lessons from previous downturns
18:54 - Industry changes: Zero-click search and Airbnb
20:02 - Data as the foundation for revenue growth
21:46 - Website abandonment and capture strategies
26:04 - Campaign examples: Geo-targeting and experiences
29:05 - Strategic partnerships and social proof
31:29 - Top performing tactics analysis
34:38 - Maximizing total revenue opportunities
37:47 - Key takeaways and implementation strategies
38:25 - Upcoming conference appearances
39:18 - Q&A session
41:12 - Outro

If you enjoyed this episode, don’t forget to subscribe, rate and review it on Spotify and Apple Podcasts. Instructions on how to do this are here.

Hotel Moment Podcast is handcrafted by our friends over at: fame.so
Previous guests include: Shannon Knapp, CEO of Leading Hotels of the World (LHW), Patrick Norton of Brittain Resorts & Hotels, Shawn Jereb of Montage International, Carlo Del Mistro, Chief Digital Officer of Ennismore, Jason Pirock of Springboard Hospitality, and many more.
Are you a hospitality industry leader with insights to share? We're always looking for innovative voices to join our conversation about the future of hospitality technology.

If you'd like to be a guest on an upcoming episode of Hotel Moment, we'd love to hear from you! Our podcast reaches thousands of hospitality professionals worldwide, and we're particularly interested in perspectives on:

• Innovation in hospitality technology
• Guest experience transformation
• Revenue optimization strategies
• Emerging industry trends

Express your interest in being a guest →

Check out the three most downloaded episodes:

• Revinate’s new CEO — on a mission to empower hoteliers with data-driven technology | with Bryson Koehler
• Guests define what luxury means today | with Shannon Knapp
• Your commercial strategy as an evolution and not a revolution | with Jennifer Hill