Hotel Partners Africa is an alliance of three leading hospitality consultancies that provides a full range of services for hospitality projects in Africa. The consultancy has expertise in market feasibility studies, operator selection and contract negotiation, project funding, valuations, development management, procurement, hotel asset management, talent acquisition, and disposal. It aims to be a one-stop shop for hospitality development and investment in Africa, leveraging the expertise of its team members and network of contacts on the continent.

1. 1
In Africa,
We Guarantee You
The Big Four
Vernon Page
W Hospitality Group
Trevor Ward
W Hospitality Group
W HOSPITALITY GROUP
David Harper
Leisure Property Services
Mark Martinovic
Hotel Spec

2. About Us
Hotel Partners Africa is an alliance of three leading hospitality consultancies, with considerable expertise
throughout Africa: W Hospitality Group, Hotel Spec and Leisure Property Services. Between them, they have:
• Won Ai Tourism Investment Advisor of the Year in 2008 2011;
• •Produced numerous reports on the prospects for hospitality investment
in Africa;
• Arranged finance for dozens of hospitality projects;
• Advised on every aspect of hotel design, development and operation;
• Advised on every aspect of hotel ownership for a wide range of
property owners;
• Valued and sold numerous hotels;
• ••Satisfied clients including Auspex Properties, Barclays, Beneficial
Life, Crowne Plaza, DEG, Kingdom Hotel Investments, Hilton, HSBC,
IDC, IFC, InterContinental, Marriott, NAMA, Old Mutual, Park Plaza,
Premier Inn, Opulent, Carlson Rezidor, Royal Bank of Scotland,
Sonarwa IG, Starwood and Standard Life, amongst many others;
• Provided top level management and other human capital to many
organisations in sub-Saharan Africa.
This collaboration was a natural evolution of the founding partners,
Trevor Ward, Mark Martinovic, David Harper and Vernon Page, working
together for many years, and the requirement of existing and future clients
for a complete turn-key solution. In 2014 the founding partners included
human capital in the services provided, bringing Elevation Personnel into
the fold, and in the same year joined with CVT International Consultancy to
establish a representative office in Addis Ababa.
In the complex world of hotel development and management, where
a client’s specific needs must be balanced with all the processes and
requirements to satisfy funders, manage risk, oversee cost efficient and
fit-for-purpose construction, contract negotiation with operators, asset
management, valuations, sales and acquisitions, Africa has conspicuously
lacked a professional, integrated complete-solutions provider with integrity,
experience and a proven track record providing a seamless service
throughout the lifecycle of a hotel project.
In creating this one-stop shop, Hotel Partners Africa has established
a highly proactive team to build long-standing relationships with major
players, particularly branded chains, developers, fund managers and
property owners - to make it happen!
“The integrity and professionalism shown by them added such great value to the
project from the quality of all products and their pricing to asset and inventory
management”

3. Vernon Page, CEO
has over 15 years’ experience of funding hotel developments, sourcing
equity and debt for various projects, building hospitality investment funds and
managing their returns. During that time he has asset managed individual
hotels and hotel portfolios and has worked in hotel operations and finance.
Trevor Ward, Head of Consultancy Services
is the leading authority on hotel development in Africa, with over 25 years’
experience on the continent. In that time he has advised on hundreds of
prospective and actual projects, and has played a part in the realisation of
many of the new branded hotels in West Africa and elsewhere. He writes
regularly on the industry in Africa, and speaks at investment conferences
across the continent.
Mark Martinovic, Head of Design Construction
has been involved in the development of almost 100 hotels across Africa
specialising in design, development management and procurement. Mark
grew up in a hotel, has a degree in Hotel Management and has managed
hotels in Africa and the UK.
David Harper, Head of Property Services
has over 15 years experience in the property industry and has been involved
in over €30 billion of hotel transactions globally. He is the author of the only
comprehensive book on hotel valuation, ”Valuation of Hotels for Investors”,
and provides advice to the Royal Institute of Chartered Surveyors (RICS)
on hotel valuations methodology.
Petra Devereux, Head of Recruitment Talent Acquisition
has over 10 years’ experience of advising and recruiting in the HR field.
Coupled with 15 years of management experience in various industries, this
provides her with an overall understanding of clients’ needs and strategies in
terms of staffing requirements and suitability.
Mehret Ghebreyesus, Managing Director, Addis Ababa Office
brings to the partnership over 18 years’ management experience, and since
2001 has been consulting in hotel and housing development, telecoms,
broadcasting, information technology, infrastructure and the oil gas sectors.
She holds a graduate degree in management from the University of Maryland
(USA) and has a record of successful development ventures throughout Africa.

4. Feasibility
When planning to develop a hotel, expert advice
is essential. The market and financial feasibility
study is the very first step in the process after
securing the site, and at Hotel Partners Africa we
specialise in the preparation of such studies.
There are five main reasons to carry out a feasibility
study: first, to ensure full understanding of the risks
and rewards of the project; second, to determine
the most appropriate facility provision for a given
site and market; third, to brief the architect as
to what the market requires in terms of facilities;
fourth, to attract the attention of an operator and
form the basis for contract negotiation; and fifth, to
support submissions to debt and equity providers.
Operator Selection Negotiation
The hotel operator should ideally be engaged early
on in the development process, in order that they
have input to the concept and detailed design. In
addition, sources of funding will want to know who
is to operate the proposed hotel – some will not
lend or invest unless an experienced management
company has been engaged.
The appointment of the correct operator for your
project can enhance your financial returns and
thus the value of your hotel. The owner / operator
relationship is a long term one and needs to be
effective and mutually beneficial.
We have excellent relationships with all of
the international and regional (African) hotel
operators, and have worked with many of them
on projects across the continent.
Funding
It is not possible to carry out a development or
purchase a hotel without suitable funding. We
have access to various sources of funding to buy
or develop hotels, including minority or majority
equity for development projects, and additional
equity for operational assets, and all types of debt
– construction, project term loans, mezzanine
instruments and refinancing.
Valuations
To secure finance, it is essential that the project
is sound, and this is where a valuation is vital.
Bank funding is usually predicated upon loan-to-
value ratios and the ability to make scheduled
repayments. We can provide formal secured
lending valuations, stock market valuations and
more informal internal valuations. Our team has
carried out valuations for several banks who are
active in funding hotels. We also provide advice
to the Royal Institution of Chartered Surveyors
(the valuers’ governing body in the UK) on how
hotel valuations should be carried out.

5. Development Management
When assessing the value of a site, it is critical to
review the likely completed value. At Hotel Partners
Africa we look at all the costs involved in construction
to determine the project’s viability. We have a team of
experts who can analyse the likely cost, as well as work
with the project architect to review designs, ensuring
the most cost-effective method of construction is
adopted. Our development and technical services are
delivered by a team of in-house development managers
and hotel professionals who draw on their collective
expertise to ensure that schemes meet the relevant
functional, legislative and standards’ requirements. We
also ensure alignment with operators’ brand standards.
Hotel Partners Africa provides complete development
management services, from contract negotiation to
handover of the finished hotel. Our services have been
refined over 25 years in the business. Our professional
teams: provide advice and recommendations; handle
negotiations; co-ordinate projects; assess and report
on programme and quality; provide co-ordination
points between the operator’s requirements and all
other services; oversee design and finishes; manage
contractual conditions; and manage the budget from
inception to completion.

6. Procurement Installation
The strength of our procurement services is a
reflection of the relationships we have with key
global manufacturers and suppliers. As a result,
we cut out the middle man to contain costs and
elevate quality. We manage the entire process of
procuring furniture, fixtures equipment (FFE)
and operating supplies equipment (OSE),
ensuring we achieve both the intended visual
identity and the operator’s brand standards.
Our project teams: receive and install all FFE in
the correct locations, with strict attention to the
design specifications; undertake initial testing;
train staff on the utilization of equipment; and
prepare asset registers.
Hotel Asset Management
When asked by clients to help enhance their
investments, our role is to help maximise the
operating return and long-term asset value on
behalf of the owner, by undertaking property,
operational and budget reviews, ensuring contract
compliance, sales and marketing reviews and
planning, reviewing and monitoring capital
expenditure.
We also review the hotel operational structure,
negotiate contracts, find new operators,
undertake rent reviews, and look at development /
expansion options on an on-going basis.
Talent Acquisition
The importance of sourcing suitable, passionate,
talented and experienced staff from executive
and management level and throughout the entire
organisation, who can add the most value to the
business and its guests, forms the basis upon
which we approach our talent acquisition process.
Culture and attitude play a key role in the
identification of these individuals, coupled with
working closely with our clients to understand
their objectives, company culture and environment
so as to ensure good staff morale, high levels of
service and low staff turnover.
Disposal
At some stage, it is likely every owner will
consider a disposal of even the finest hotel.
We recommend, early on in the ownership
process, that owners consider the likely strategy
for disposal, to ensure the right programmes
are put in place. We provide comprehensive
ownership advice and, at the right time, will help
to dispose of the asset in the most productive
way, to suit each client’s particular investment
goals.
Our team has an unrivalled track record of hotel
disposals in Africa, generating exceptional sales
prices from our comprehensive network of hotel
investors from around the world.

7. Why Hotel Partners Africa?
Hotel Partners Africa is unique in providing a
one-stop shop to cover the full range of
advisory services for hospitality projects in Africa.
You benefit from our extensive experience and
unrivalled network of contacts, both local and
international, ensuring you receive the very best
advice.
Professional Memberships:
International Society of Hospitality Consultants
Institute of Hospitality
Foodservice Consultants Society International
Royal Institute of Chartered Surveyors
“Their technical know-how and attention
to detail was amazing to observe and their
focus and dedication to the project was
exemplary.”
Peter Halpenny - Director, Commercial Projects

8. For more information, please email: info@@@HotelPartnersAfrica.com
or visit www.HotelPartnersAfrica.com
Telephone : +234 (0)1 791 4165
Vernon Page
CEO
Vernon.Page@@HotelPartnersAfrica.com
David Harper
Head of Property Services
David.Harper@@HotelPartnersAfrica.com
Petra Devereux
Head of Recruitment Talent Acquisition
Petra.Devereux@HotelPartnersAfrica.com
Trevor Ward
Head of Consultancy Services
Trevor.Ward@HotelPartnersAfrica.com
Mark Martinovic
Head of Design Construction
Mark.Martinovic@HotelPartnersAfrica.com
Mehret Ghebreyesus
Managing Director, Addis Ababa Office
Mehret.Ghebreyesus@@@@HotelPartnersAfrica.com
W HOSPITALITY GROUP
Lagos . Addis Ababa . London . George . Johannesburg . Dubai . Port Louis