February 20th, 2025, 10:00 am PT / Category: Interviews
How can hotels shift from reactive RFP management to proactive revenue capture with automation and instant booking?
In this episode of dojo.live, we welcome Kristi White, Vice President of Reporting, Data and Analytics at Groups360, for a deep dive into how hotels can rethink RFPs and embrace instant booking to unlock the full potential of group business. Drawing from extensive industry data and hotel case studies, Kristi explains why speed is one of the most powerful levers in winning group sales—and how current RFP response strategies may be doing more harm than good. She challenges outdated fears about self-service bookings cannibalizing revenue, offering evidence-backed insights into how automation, AI, and a smarter approach to pricing and availability can drive profitability. From securing room blocks to tapping into ancillary revenue opportunities, this conversation reveals what’s next in group booking strategy and what hotels should start doing now to stay competitive in a shifting market.
About Kristi White
As a hospitality veteran with more than three decades of experience in hotel operations, sales and revenue management, Kristi White has a pulse on the needs of the meetings and events business. She brings a wealth of knowledge and experience to her role as Vice President of Reporting, Data and Analytics at Groups360, including expertise in hotel sales, marketing, revenue management and electronic distribution. White has advised hundreds of hotels around the world on their business strategy, improving hotel performance and overall profitability.
As a recognized guru in her field, she is a published expert in Hospitality and a frequent speaker on group sales, revenue management, and distribution at industry conferences and hospitality schools. She was a founding member of the Board of Directors for the HSMAI Revenue Management Special Interest Group. Currently, she serves on the HSMAI Sales Advisory Board.
