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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.
Competing Against Yourself: Hospitality Sales Professionals Lesson #13 from Olympic Gold Medalist Phelps - David Brudney
August 2008- The very best hospitality sales professionals I have known over the past four decades have always competed with themselves first. They didn't need monthly or quarterly bonus plans to measure personal performance. Nor did they need corporate or G.M. oversight.
Keeping Positive: New Generation of Hospitality Sales Professionals Lesson #12 - David Brudney
July 2008- Showing up for work is one thing. Bringing a positive attitude with you and maintaining that attitude is something else. Hotel sales professionals have to be positive and enthusiastic about what they are doing almost 24/7.
Never Go to Bat Without a Plan: New Generation of Hospitality Sales Professionals Lesson #11 - David Brudney
March 2008- Successful sales pros never engage a caller prospect on the phone or in person without having a plan and typically plans start with asking very good questions.
Did the Cruise Experience but Thanks, I’ll Take My Luxury Resort Any Day - David Brudney
JUNE 2007- Anyone who has served our country in the military will tell you this about basic training: "Glad I went through it, but never want to do it again". I may choose to take another (smaller) cruise in the future but thanks, for now I’ll take my luxury resort any day.
Physical Therapy Sessions: A Good Reminder for Professional Selling Fundamentals - David Brudney
APRIL 2006- While toiling away, doing my 30-second jumping jacks or the simulated
bike riding exercise, I began thinking what a good idea it is for all of
us who sell products and services for a living to revisit the fundamentals
of effective professional selling.
Hotel Marketing Starts Locally; Never Forget Your Neighbors - David Brudney
MARCH 2006- Paraphrasing the late Tip O’Neill, all marketing is local and it begins
with careful cultivating of merchants in your immediate and surrounding
neighborhoods.
What Innkeepers Want Every Christmas? Fill Those Empty Rooms - David Brudney
DECEMBER 2003- There are three things we can count on for sure: death, taxes
and vacant hotel rooms in late December. Death and taxes? Let’s not go there, especially at this joyous time of year. Vacant hotel
rooms in late December? Ah, the Achilles’ heel of hoteliers since the dawn of hospitality.
Uncertain Times Call for Return to Backyard Basics - David Brudney
APRIL 2003- Every day hotel operators must deal in a business world that may have changed forever due to 9/11, terrorists’ threats, the Home Security Act’s impact on tourism, the war, the Enron scandal, the economy, gas prices and the near disappearance of the business traveler, the "Holy Grail" of
our industry.
It’s The Experience, Stupid! - David Brudney
NOVEMBER 2000- If your guests are not finding that experience at your hotel, you risk becoming yet another shirt in that sea of gray flannel. Unrecognizable. Forgettable. Boring. It’s the experience, stupid! Work on it.
New Ball Parks, Old Innkeeping Lessons - David Brudney
AUGUST 2000- What can we learn from these new generation ball parks? Surely, we can’t all build privately financed $330 million Pac Bells and we can’t all be located in a city as popular as San Francisco. But we would all do well - - limited and full-service - - by applying some of the same fundamental elements: giving the customers more of what they want and delivering the right kind of experience.
David vs. Goliath, Leveling The Playing Field In Attracting, Retaining Hotel Guests - David Brudney
JUNE 2000- Real world? Big v. small has become a "reality-check" and cost issue. Surveys indicate that all hotels spend as much as six times more to capture new guests as they do for repeat guests. I believe today’s hotel mantra should be "let’s optimize every guest experience so guests can’t wait to return - - and tell a friend!"
A Real Commitment to Change and a Look Back Only for Lessons - David Brudney
NOVEMBER 1994- One lesson that must be learned is that a return to success will only come about because we’ve changed how we do business. We must look forward and embrace not resist new technology and all the new resources available today.
Are you Ready for the Female Traveler? - David Brudney
JUNE 1985- One out of every three business travelers is a woman and Female travelers account for one out of every five business trips, according to SRI, Intl., a California consulting firm. More than half of "baby boomers" are women (baby boomers represent 70 million Americans, about 30 percent of the population)
Furthermore, the U.S. Census Bureau (1980) reports that women now hold 30.5 percent of all U.S. management positions.
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