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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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When in Doubt, Always Make That Call: New Generation of Hospitality Sales & Marketing Professionals Lesson #14 - David Brudney
November 2008- One of the great things about selling is that not only are we always learning new stuff, but how easy it is to momentarily forget those sales lessons we thought we had mastered so long ago.
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| Today's Sales Department
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Hotel Sales Director Firings Impact Meeting Planners, Too - David Brudney
September 2009- Recently, a competent and client-revered hotel sales director was fired. No surprise there. As hotel operators continue to cut costs to satisfy owner and lender fiduciary responsibility demands.
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| Building Client Relationships
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Established Client Relationships Can Last a Lifetime: New Generation of Hospitality Sales Professionals Lesson #10 - David Brudney
FEBRUARY 2008- I attended a funeral this month for Tom Roberts, a man who had been a client of mine dating back to my previous hotel sales career, and who later became a high-profile labor arbitrator who ruled on some of Major League Baseball’s landmark cases.
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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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| Meetings & Groups
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 Group Business to Make a Comeback - David Brudney
March 2010- I checked the group room night "vital signs" on two of the large, high-end resorts here in Southern California to verify whether 2009 was as bad as predicted. Both resorts offer similar products-great meeting and banquet space, golf, spa and service-and historically have been 65 percent group houses.
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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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Notes on Hawaii on the Back of an Airline Boarding Pass - David Brudney
SEPTEMBER 2008- My article deals with a very recent Hawaii tourism experience and some additional thoughts. Karen and I just returned from attending a long wedding weekend in Hawaii and our experience with United Airlines could not have been any better. Lasting impressions? The hotel experience was overwhelmed by all of the merchandising. No matter where you turned, there was something new for guests to reach into his/her pockets.
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