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Register Now for David Brudney's Sales and Marketing Process Class at
Lausanne Hospitality Consulting's Executive Education Program

July 1-3, 2013 in Lausanne, Switzerland

David M. Brudney, May 13, 2013

Given the dynamics of the current business environment and the battle for market share, it's never been more important for hospitality executives to fully understand the overall sales & marketing process. David Brudney will be teaching a  3-day course at Ecole Hospitality Lausanne, Switzerland, July 1-3, 2013.

With the impact of the Internet changing the landscape of how the hospitality and tourism industries market and sell their products and services, it has become imperative now for owners and operators to understand fully the overall sales and marketing process. How and where you create awareness and visibility within various target audiences; how and where you engage those markets; and how, where and when you close the business, capture market share and optimize revenues and profits.

Strategy and tactics will be presented for the solicitation and capturing of key market segments: leisure, business travel and group (M.I.C.E. industry: meetings, incentives, conferencing and exhibitions). Participants will gain insight into what core competencies are required to lead and manage the sales and marketing operation; research, market intelligence, strategy, tactics, planning, direct sales deployment, execution, integrated marketing, technology, plus new metrics and business tools necessary for monitoring and measuring performance, expenses and return on investment benchmarks.

This highly interactive program has been designed to provide course participants with an opportunity to update and enhance their sales process knowledge while gaining a better understanding of sales performance evaluation and measurement, as well as decision making leading to improved process, transaction, revenues and profits.


By the end of the Module, participants will be able to:


  • Explain hospitality sales and marketing: 1) strategy, 2) practice/tactics and 3) metrics
  • Identify new metrics and business tools required to monitor and measure performance, sales and marketing expenses, and R.O.I. benchmarks
  • Describe the industry sales and marketing standards of care for the transactional process of capturing profitable business
  • Evaluate the effectiveness of sales and marketing initiatives
  • Comprehension of how best to find profitable business, and best practices of ways to target and solicit
  • Produce a blueprint for overseeing the sales and marketing process
  • Recognition of the key elements necessary to support a highly productive sales and marketing operation
  • Confidence in the decision making process regarding sales and marketing strategy, tactics, budgetary items and personnel

A balance of lectures and group discussions with participant presentations, team solution finding exercises. Participants are encouraged to bring relevant reports from their business for group and instructor review and evaluation.

This course is designed exclusively for owners, franchisees, operators, GMs, asset managers, tourism officials, and industry advisors.

Senior executives all around the world have responsibilities that include managing across various lines - - including, especially, sales and marketing.    Many may have had little if any hands on sales and marketing experience prior to reaching their current executive positions.  

This class will provide them with the necessary knowledge and insight and more of a comfort level to take back to work; more confidence in the decision making process regarding critical sales and marketing strategy, tactics, budget items and personnel evaluation.

For course details on "the sales and marketing process" and registration, please click the link below.


David Brudney & Associates – - 760-476-0830 -

David M. Brudney (, 760-476-0830) has become a charter member of Laguna Strategic Advisors ( and was a founding member of the International Society of Hospitality Consultants ( Brudney is a veteran sales-and-marketing professional concluding his fifth decade of service to the hospitality industry. Brudney advises lodging owners, lenders, asset managers and operators about hotel sales and marketing best practices and standards of care, and conducts reviews of sales-and-marketing operations throughout the world. Brudney is a professional speaker, teacher, mentor and sales trainer. Previously, Brudney held sales and marketing positions with Hyatt, Westin and Marriott.


David M. Brudney, Principal
David Brudney & Associates
Carlsbad, CA USA
(T) 760-476-0830 (F) 760-476-0860
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Also See: Jackie Robinson's Legacy to Hospitality / David Brudney /April 2013

Face-to-Face Will Never Become Obsolete / David Brudney / March 2013

Key Lessons Shared with Future Hoteliers at Penn State / David Brudney / January 2013

Even Smaller Hotels Must Plan Their Work and Work Their Plan / David Brudney / September 2012

You can’t microwave marketing experience / David Brudney / July 2012

Collaborative Selling Necessary with Meeting Demand Returning / David Brudney / May 2012

PCMA's Successful Experiment With Hybrid Meetings / David Brudney / March 2012

Mike Leven Bullish on Las Vegas Group Demand / David Brudney / December 2011

Optimistic Forecast Bodes Well for U.S. Hoteliers / David Brudney / October 2011

Paid Search Producing Positive Results for Hoteliers / David Brudney / August 2011

It’s Time to Revisit the Art of "Check-Building" and "Add-Ons" / David Brudney / July 2011

Potential Business Lost by Hotel Sales Department Interruptions and Lack of Focus / David Brudney / June 2011

That Commitment to Excellence is Harry Mullikin’s Legacy / David Brudney / May 2011

Hybrid Meetings: An Idea Whose Time Has Come / David Brudney / April 2011

Next Gen Hotel Sales Pros Hungry for Storytelling / David Brudney / March 2011

Upselling Works Best Upclose and Personal / David Brudney / February 2011

Adapting to Change: Hotel Sales Professionals New Year’s Checklist / David Brudney / January 2011

Hotel Sales Professionals: Would You Buy What You Are Selling? / David Brudney / December 2010

Meeting Planner Voices Concern over Demand Return / David Brudney / October 2010

Value of Face-to-Face Meetings Resonates Even More Today / David Brudney / September 2010

Expect Hotels to Pare Back on Perks in 2011 While Implementing Modest Increases in Room Rates / David Brudney / September 2010

Good News for Meetings-Driven Resorts: Site Inspections and Bigger Group Bookings are Back! / David Brudney / August 2010

Kimpton Is Bullish on Fourth Quarter 2010 / David M. Brudney / June 2010

Landmark Decision by Arbitration Panel on Aviara Resort / David M. Brudney / April 2010

Group Business Comeback in the Cards / David M. Brudney / March 2010

Applying Five Tenets of Hotel Sales and Marketing in These Tough Times / David M. Brudney / January 2010

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