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A Georgetown Eatery that's a Marketing Masterpiece Too

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I’m writing from Washington, DC. Two nights ago, my family and I had dinner at a terrific Georgetown eatery called Martin’s Tavern. This morning, we went back for breakfast. And if we were staying another day - you guessed it - we’d be going back for lunch.
 
It has been a long time since I’ve come across a restaurant with that much “pull,” as marketers like to say. In part, it’s due to the fact that Martin’s delivers great food, attentive service, spotlessness and all the other make-or-break restaurant essentials. But that’s only part of what has kept Martin’s going strong since it opened its doors in 1933. Much of the restaurant’s successful business plan is due to terrific branding and positioning.
 
If owner Billy Martin wrote a book about marketing, I’d buy it. He handles these marketing strategies brilliantly:
 
  • Terrific differentiation. Unlike neighboring restaurants, Martin’s doesn’t just sell food. It sells experiences. If you stop to read the menu in the glass case outside, you’ll learn that JFK proposed to Jackie in one of the booths. Nixon and LBJ had favorite booths too. A spy used to sit in another booth by the bar and eavesdrop on conversations. You can dine in any of these booths. Now, how about proposing to your future spouse in Booth #3, where Jack popped the question to Jackie? How many other restaurants can offer you that? And the point is, Martin’s doesn’t make you dig for this information in guidebooks. It puts it right in front of you.
  • Strategic segmentation and pricing. Members of Washington’s power elite can dine pretty reasonably (for them) on $27 New York strip steaks. But the restaurant also takes pains not to alienate empty-pocketed students from Georgetown University up the street, who can pony up just $11 for a burger or $8 for Welsh rarebit at dinner. Brunch, which is served daily, was drawing both tourists and sleepy-eyed undergrads on our second visit. There are also plenty of tastefully installed TVs above the bar where Georgetown sports aficionados can watch their beloved Hoyas. And of course there is a vast selection of beer, the most effective marketing tool yet devised for students.
  • A terrific Website. Martin’s Website is packed with information about the restaurant’s history, about things to do in Georgetown, and lots more. In the “photos” section of the site, you won’t find those dopey pictures of lobsters and steaks that turn up on most restaurants’ pages. Instead, you’ll find lots of photos of the restaurant’s own employees at last year’s Christmas party. Those images do a great job of reinforcing the impression that Martin’s is run by friendly and caring people.
Thriving businesses like Martin’s can teach you a lot about what it takes to succeed in the marketplace. The good thing about Martin’s is that you can soak up all that knowledge while you are enjoying a burger and a beer.
 
Editor’s note: Another great place to gain lots of cutting-edge marketing wisdom is The Marketing Mastery Program from Trump University.

Barry Lenson is Executive Editor at Trump University.

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8 Comments

[-] Posted by Leesa for (c) DB7 International (LLC) on 04/05/2007 12:23 PM
I knew a man who had a problem operating his restaurant business in a run down community. It was his grandfathers and was around for over 50 years!
He spoke to city reps about planting flowers to enhance the neighbourhood to improve the storefronts.

He spent about five years of his valuable business life tied up in unneccessary business meetings, only to be granted a small cheque that amounts to truly nothing for the time and energy formula of women in business, in addition to the fact that the poor guy spent sleepless nights due to the stress of a downward losing streak that affected his health, relationships and drove him to drink and do drugs.

He ended up throwing in the towel blaming it on the government, but failed to IMPROVE THE BOTTOM LINE by making the call to the RIGHT guy. He blocked his own pathway to success because he was a procrastinator, and didn't utilize his business day accordingly.

Don't be a passive dreamer thinking that the government is going to be the be-all-to -end-all because naturally they want you to think they are helping you with this smoke show of what appears to be alot of paper work and productivity, but the bottom line of your business certainly won't reflect it!

I warned him that he would be left for dead and that the government wouldn't be there to save his sad sorry ass, as the sheriff posted the eviction notice...In LIEU OF BRILLIANCE!

I gave him a business plan to light the community with new led lights that are all the rave for alternative energy, to which the company would use his neighbourhood to create this lighted ambiance, sure to attract a new curious crowd, not to mention the media including
government eyes and ears, while creating the new esthetics it needed.

I also told him to build a beautiful glass conservatory on the second story of the strip mall to allow mostly seniors and families such ambiance, and once again to highlight a necesary HUB to this community.
I told him to donate fountains to put in the city boulevard to slow the traffic flying by , in conjunction with the traffic crosswalk compliments of the led light company as a test for the city, at no cost to himself!

I went at 4am and planted flowers everywhere myself!
I told him to participate in the local parade and do an amazing float for all the media to highlight and hand out coupons for his restaurant to draw the next community over to his, so close yet so far!
HE DID NOT LISTEN NOR ACT BECAUSE HE IS A CHAUVANIST, and lost his family's pride and joy!
[-] Posted by member1499085 on 04/05/2007 1:30 PM
I enjoyed your article because I agrred with all the points you mentioned. As I was read the article and came upon the section where you mentioned the experience. I look back to when I watched American Made on CNBC and Charles Schultz, who is the CEO of Starbuck's, was the first CEO to appear on week one's show. During the interview, he talked about the Starbuck's experience and the brand. He stated that he is really in the people business. Personally, I don't pay $5 for coffee, but I understood your comments pertaining to this when I read about it and how it can affect a business. I have come to learn a lot from articles I read on this blog, researching the internet and watching CNBC. Please continue to inform us. One thing I learned in my air force career is to act like a sponge and soak up as much valuable information as you can....
rickyl
[-] Posted by member1366890 on 04/06/2007 6:22 AM
Thank You Mr. Lenson!

For all of us who wants to have a restaurant, this is a great post.
It reminds that business is business when You satisfy human needs for hapinness.

ina Matijevic***
[-] Posted by Daniela -Madrid on 04/07/2007 8:51 AM
Mr. Lenson,

nice nice the Martin*s restaurant, but to serve the very special *sarmale* at home for family and friends, each meeting like this have much story*s...welcome and bon apetit! :)

Happy Eastern, to all
Daniela
[-] Posted by Marius Lombaard on 04/10/2007 7:52 PM
for me personally, the fact that a few famous people dined at a certain restaurant, or proposed in a specific restaurant, won't pull me to it. I'm a nostalgic person, but not THAT nostalgic.

for me, a good restaurant is simply one with a different experience. there was a time when an ad for a bigger steak would easily persuade me to dine at that place.

today i prefer places that are not mainstream. I like chinese restaurants for example, because it DOESNT have steaks. its quite neat, the atmosphere and everything is different and i love it.

just do something different. people definitely come back for the experience.
[-] Posted by Mohsen Mofid on 04/12/2007 1:49 AM
I am imprest with the points the Martins restaurant took into consideration.
defenetly these simple doable, point will have agreat effect on people and customer.
by Mohsen Mofid , Tel : 00971507451687
[-] Posted by member1558950 on 04/13/2007 3:23 PM
It's great to see the rest of America and the world see the hidden wonders of our nations Capital. Martins success is a standard by which many businesses in historic Georgetown strive to embrace and duplicate for thier own sucess.

As a former political appointee to a past U.S. President as well as a former restaurant general manager, my hat is once again off to Billy and his staff for thier continued excellance in service.
[-] Posted by Rachael Sutton #1253595 on 12/08/2008 9:57 PM
So, if you ever find yourself somewhere between Chicago and Detroit, I would recommend Clara's On the River (in Battle Creek, and Lansing, MI), BD's Mongolian BBQ (Lansing, MI) or Tippicanoe Place (in South Bend, IN). These are all very interesting, excellently run, differentiated dining experiences as well.

Tippicanoe Place hosts a fabulous brunch, during December, on Sundays. The cost of a good meal is reasonable, the ambiance is exquisite. The setting is the old Studebaker Mansion complete with many historical pieces and pictures. Reservations and Suits required.

Clara's has an enourmous selection of food and beverages. The setting is an old stage coach inn, and it is filled with antiques and historical memorabilia. The one in Battle Creek is right beside Linear Park which hosts the International Festival of Lights in December. Dress or casual, but reservations recommended.

BD's is a roudy experience, where you create your own stir fry complete with oils and seasonings, take it to the round grill, and then enjoy - all you can eat. It is near campus, and it is usually full of laughter, big appetites, and activity. The chefs whistle, joke, ring bells and enjoy the crowd.
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