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"I believe that I can speak for the whole group in saying that the knowledge we gained is priceless."
Christopher Johnson, Sales Manager, Mission Inn, Riverside, CA
"This is a terrific article and so VERY relevant."
Maureen Callahan, V.P. Marketing, Destination Hotels & Resorts
David Brudney & Associates
2938A Luciernaga Street
Carlsbad, CA 92009
Phone: 760-476-0830
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Hospitality Marketing Articles from David Brudney
Weighing-in on a broad range of topics related to hospitality sales and marketing . . .
David M. Brudney, ISHC, a nationally recognized spokesman for hotels and a veteran with four decades of experience, is the principal of David Brudney & Assoc. of Carlsbad, CA |
As a veteran professional consultant,
David Brudney has advised developers and lenders, hotel owners and operators,
chains and independents, mega-resorts and conference centers, limited service
and B&Bs alike, throughout the U.S. on issues relating to performance
evaluation and enhancement, strategy, structure, direction and execution.
Brudney's area of expertise is sales, marketing and operations and his
primary consulting work the past 28 years has focused on producing top
line improvement, strategic planning, structure and direction, performance
evaluation, result measurement, research and litigation support.
Brudney's extensive body of work covering four decades includes hands
on directing, sales and catering department restructuring and redeployment,
strategy and program implementation, production of heavy-actionable marketing
plans, marketing overviews, competitive analyses and user analyses along
with solid credentials in training and teaching.
Brudney has become a prolific writer, who shares his hotel marketing experience regularly in online forums. The articles provided here represent both current articles as well as "timeless" ones that appeared many years ago.
Hospitality marketing related articles provided below represent the latest in each topic category. Select the link provided to view earlier articles in the category.
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Hospitality Sales Fundamentals
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Adapting to Change: Hotel Sales Professionals New Year's Checklist - David Brudney
JANUARY 2011-The incident reminded me of how easy it is for those of us who sell for a living to become too familiar - - perhaps too comfortable - - with the routine of how, where and when we conduct our business.
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| Meetings & Groups
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It's Time to Revisit the Art of "Check-Building" and "Add-Ons"
July 2011 - Restaurants, gas stations, retail clothiers, auto dealerships and yes, even the much-maligned and financially troubled U.S. Postal Service, demonstrate they "get it" - - understanding the value and executing what we call "check building" or "add-ons."
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| Building Client Relationships
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Value of Face-to-Face Meetings Resonates Even More Today - David Brudney
OCTOBER 2010- Meeting planners less experienced need reminding of these strong arguments for face-to-face meetings and events. Some will need these talking points as they make their case to senior management.
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| Today's Sales Department
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 Optimistic Forecast Bodes Well for Hotel Sales Pros
October 2011 - We’ve been inundated with so much media economic gloom and doom of late—exacerbated by recent extensive coverage of the citizen demonstrations in Washington, D.C., and on Wall Street—it’s no wonder hotel sales professionals might be guilty of a self-imposed "business solicitation paralysis."
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| Revenue Management
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Hotel Owners and Operators Expecting Higher Yield from Increases in More Personalized, Direct Selling Expenses - David Brudney
DECEMBER 2007- "Selling" expenses- trade shows, travel, and prospect and client entertainment- grew 9.2 percent in 2006, by far the largest increase of all major cost categories for sales and marketing departments, according to the PKF article. What this information suggests is that maybe hotel owners and operators have rediscovered the importance and value of more personalized direct selling as a means to increasing revenue through higher average daily rates.
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| Operations & Investment
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Change v. Experience: Dilemma Facing Presidential Candidates and Hoteliers - David Brudney
FEBRUARY 2008- One of the most valuable lessons I learned in college was that the only thing constant in life is change. Change is good. But with this change, do we need to abandon the lessons we have learned through experience? Let's not throw the baby out with the bath water.
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| Other Topics
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Paid Search Producing Positive Results for Hoteliers - David Brudney
August 2011- Paid search advertising is becoming more commonplace by hotel marketers as a cost-effective, high-yielding e-marketing tool to help drive consumers to their respective website booking engines.
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