Rethinking availability, risk and conversion in hotel distribution

Despite strong demand, a significant amount of travel intent never turns into bookings. Travelers search, compare and are ready to buy, yet availability constraints, rigid rate structures and timing mismatches often prevent transactions from happening. This gap between supply and demand is a persistent inefficiency that can erode value across the travel ecosystem.

In a Changemaker session at The Phocuswright Conference, Mize co-founder and CEO Dor Krubiner examined how advanced analytics and financial-style thinking could reshape the way travel inventory is created and sold. He introduced the concept of “invisible loss,” outlining how availability gaps and limited rate flexibility can prevent demand and supply from connecting, even when both clearly exist.

Following his presentation, Krubiner sat down with Phocuswright senior research analyst Robert Cole for a deeper discussion focused on execution. The conversation explored how predictive models, synthetic availability and risk management might work in practice, along with the implications for intermediaries, hotels and travelers. Rather than framing the challenge as a lack of demand or technology, the discussion reframed it as a problem of connection, confidence and operational discipline.

Watch the full session below.

Later, Krubiner joined Phocuswright SVP of content Mitra Sorrells in the PhocusWire studio to continue the discussion.