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.

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!

[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.

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