From the Top Floor
In hotel transactions, price is never the only issue.
DNA is.
I have observed a persistent misunderstanding in hotel capital markets: we think we are selling an asset. We are actually selling a story, a culture, sometimes a life's work.
The right buyer isn't the one who offers the most. It's the one who can carry on the legacy without betraying it—or transform it with intelligence.
What happens before D-Day
Most disposal assignments begin with a teaser, a memo, or a market launch. At Exupere, they begin 3 to 6 months earlier.
In the quiet of the private sphere.
This time isn't administrative. It's strategic.
This is where we understand:
• Why these owners decided to sell now, after 15 or 30 years
• What makes this hotel's soul beyond its RevPAR
• What type of investor will be able to align – not just on the business plan, but on the intention
Some want a family office that will preserve the property’s spirit. Others expect an operator capable of reinventing without erasing. Still others simply seek the cleanest, fastest, most discreet exit.
All are right. But not all need the same buyer.
The invisible matching
Advisory work in hotel transactions isn't about maximizing the number of offers. It's about maximizing the probability of closing – and post-closing success.
This requires:
• Identifying compatible buyers upfront (and screening out others, even solvent ones)
• Preparing the narrative that will resonate with their vision
• Managing every step with the confidentiality these transactions demand
A failed deal isn't always about inadequate pricing. It's often a DNA mismatch.
An approach built on discretion
Hotel transactions rarely happen in the spotlight. They are built on trust, confidentiality, and bespoke solutions.
Exupere supports investors and hotel operators from Europe, the UK, North America, the Middle East, and North-West Africa. Each assignment is unique. Each handled with absolute discretion.
Because before selling or buying a hotel, you first need to understand what you're really selling or buying.
Considering a disposal or acquisition in hospitality? Let's talk upstream.
Not when the teaser goes out – when the decision is being made.
That's often where everything is decided.
