Your commercial strategy as an evolution and not a revolution | with Jennifer Hill
June 19, 2024
In this episode of Hotel Moment, Karen Stephens interviews Jennifer Hill, the VP of Commercial Strategy at Kalibri Labs. They discuss the concept of commercial strategy and how it differs from traditional revenue management. They emphasize the importance of aligning goals and metrics across revenue, sales, and marketing teams to drive profitability and enhance asset value. The conversation also highlights the role of data analytics in revenue optimization and introduces Kalibri Labs' new publication and certification program.
Download, “Demystifying the Digital Market & Guide to Commercial Strategy” at Kalibri Labs Certification: https://kalibrilabscertification.com/
In this episode of Hotel Moment, Karen Stephens interviews Jennifer Hill, the VP of Commercial Strategy at Kalibri Labs. Together they cover:
- Differentiating Commercial Strategy from Revenue Management - Commercial strategy is the integration of revenue, sales, marketing, e-commerce, digital, distribution, operations, and finance.
- Importance of Net Operating Income (NOI) in Commercial Strategy - Jennifer explains the significance of NOI as the profit left after expenses, emphasizing its direct impact on asset value and the need to understand the market demand for effective decision-making.
- Considering Profitability and Asset Value Alongside Revenue - Karen and Jennifer stress the importance of focusing on profitability and asset value in addition to top-line revenue to drive success in the hospitality industry.
- Overview of Demystifying the Digital Market: A Guide to Commercial Strategy
- And much more!
Prior to joining Kalibri Labs, Jennifer worked with several third-party management companies and has experience in operations and revenue strategy at branded and independent hotels in major markets. Jennifer has been an advisory board member for the Washington DC chapter of HSMAI since 2015 and served for four years on HSMAI’s Revenue Optimization Advisory Board and as co-chair for its annual Revenue Optimization Conference (ROC).
Jennifer is the winner of HSMAI’s Revenue Optimization Professional of the Year and Top 25 Minds in Sales, Marketing, and Revenue Optimization awards, and is a frequent speaker at ROC and other industry conferences, where she shares her knowledge and experiences, inspiring others to pursue careers in hospitality.
Download, “Demystifying the Digital Market & Guide to Commercial Strategy” at Kalibri Labs Certification
Connect with Jennifer Hill here:
Connect with Karen 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
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