OBITUARY: Death of THE Salesman
June 4, 2018
Following a lengthy, valiant battle with multiple myeloma , David M. Brudney, one of our industry's greatest salesman, passed away on May 30th, 2018. He was 79 years old and resided in Carlsbad, California. Brudney's hospitality career covered half a century: 15 years at Westin, Hyatt and Marriott, followed by activities as an independent sales development and training consultant through his firm, David Brudney and Associates. Brudney was a charter member of the International Society of Hospitality Consultants (ISHC) and Laguna Strategic Advisors (LSA). He was also a well-known public speaker, hospitality school lecturer and hotel indus...
Are Hotels Coveting only Half of the Millennial Market? Part Two
David M. Brudney | September 21, 2017
By David M. Brudney, ISHC, Founder and Principal, David Brudney & Associates Part I dealt with understanding the millennials and their mindset - - now spending more than $200 billion annually on travel - - the influence of personalization, local expertise, location, and technology on their travel preferences - - Faced with the very real impact of Airbnb and other alternative-lodging providers, I ended Part I with a question: what hotels can do/are doing to compete? What hotels can do/are doing to compete? In competing with lodging rentals, hotel brands have taken note and taking action. Hotels are working to individualize their prop...
Are Hotels Coveting only Half of the Millennial Market? Part One
David M. Brudney | September 18, 2017
By David M. Brudney, ISHC, Founder and Principal, David Brudney & Associates Like so many of you, I am smitten with reports on how hotels - - heavily coveting the critical millennial market - - are battling competitors such as Airbnb, HomeAway, and other short-term home-sharing lodging industry providers, for share of market in this new sharing economy age. Millennials currently spend more than $200 billion annually on travel; and they plan to increase frequency and spending Inspired by destinations and authentic experiences 44 percent of millennials prefer rentals to hotels Airbnb understands the millennial's mindset Nearly half ar...
Now is the Best Time for that Sales Audit
David Brudney | September 11, 2015
by David M. Brudney, ISHC Given 2015 healthy performance signs, 2016 forecasted, owners and asset managers have concerns over dollars might being left on the table; Independent-conducted sales audits can validate owners' expectations; Many of the biggest brands that manage owners' hotels are reluctant to have independent-conducted sales audits. I spent some time over the Labor Day Weekend reviewing some of the published articles I've authored over the past three decades - - yes, at home the entire weekend after far too much traveling in August. I came across one piece that caught my eye, written back in 2001 (A very good time f...
Will Hotels Follow Airlines’ New Drip Pricing Policies?
David M. Brudney, ISHC | August 5, 2015
by David M. Brudney, ISHC I have long been a proponent for hotels discontinuing drip pricing or hidden fees, rather instead building some or all of those ubiquitous fees into the room rate. Like many, perhaps even most guests faced with the check out bill, I resent being nickeled-and-dimed or being charged for facilities, services and amenities for which I never used nor cared. "Resort fees" can range from $10 to $60 or more today. They can include access to a fitness center, spa, pool, and business center and daily copies of USA Today. Some properties' fees may include Internet/Wi-Fi in-room, valet parking only, in-room safe, mini-bar,...
Jack Vaughn, the Consummate Hotelier
David M. Brudney, ISHC | November 21, 2014
by David M. Brudney, ISHC Much will be written and spoken since word reached all of us last week of the passing of hotel icon Jack Vaughn. It was Jack, along with his partner-in-crime Mike "Shiny" Dimond (Mike "Shiny" Dimond: One of the Great Hotel Sales Impresarios / David M. Brudney / June 2008) who put Opryland Hotel - - and Nashville, for that matter - - on the map as a meetings and conventions destination and industry in the mid-'70s. I will leave it to others to write about Jack's bold vision, industry contributions, and the long list of honors and awards garnered over an illustrious half-century career. This tribute to Jack, inst...
Technology Cannot Replace Face To Face Communications
Larry Mogelonsky | October 29, 2014
By Larry Mogelonsky, MBA, P. Eng. (www.lma.ca) Many would lead you to believe that face-to-face communications are a thing of past. After all, we have email, cell phones, social networks, Skype and webcams - why bother with this archaic and time-consuming medium? Working closely with the hospitality sales master David M. Brudney, ISHC (www.davidbrudney.com), I can tell you that this belief is flat out wrong. We live by relationships with the support from technology, not relationships borne from technology. Selling is not and never will be a faceless or silent pursuit. It seems all too easy to use technology as a crutch these days. And i...
Five Things Every Hospitality Salesperson Should Master
Larry Mogelonsky | July 9, 2014
by Larry Mogelonsky Perhaps one of the finest hospitality sales professionals I know is David Brudney. In a career that spans 35+ years, David has had the pleasure of assessing, training and/or mentoring hospitality sales associates from major hotel chains and independents throughout the U.S. and abroad. Reflecting on his experiences, I asked David to outline some of the critical fundamentals of successful hotel selling skills. Preparation Know your product and the competition, and learn as much about the prospect as possible. Don't go to bat without a plan (e.g.: What is your goal? Secure an appointment, entertainment, site inspectio...
Appointments/People on the Move
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