ATRIUM HOSPITALTY PROPOSAL FOR MANAGEMENT | Sage Hospitality, Inc
Sage Hospitality, Inc
EXECUTIVE COMMITTEE
Kimberly Furlong Chief Commercial Officer
Chris O’Donnell Chief Operating Officer
Rob Mangiarelli President
Chris Dunne Chief Financial Officer
Rob brings with him more than 30 years of finance, technology and operations experience in the hotel industry. Rob joined in 2022 and is responsible for the day-to-day operations of Atrium’s national hotel portfolio. Most recently, Rob served as COO of Magna Hospitality, where he managed a $4 billion hotel and real estate portfolio. His impressive career also includes 25 years with Hyatt Hotels Corporation, including as Global Head of Asset Management. At Hyatt, Rob was responsible for the areas of finance, revenue management, real estate, capital expenditures, technology, operations and human resources. He is a member of both the Marriott and Embassy Suites Owner’s Advisory Council. Rob graduated from Stanford University with a BA in Economics
Chris’s primary responsibilities include oversight of the corporate and hotel accounting, treasury, tax, payroll, IT and procurement platforms for Atrium’s portfolio of assets under management. Chris Joined in 2020 after working for InterContinental Hotels Group (IHG) for more than 19 years with his most recent role being the vice president operations finance, Americas for IHG where he had direct responsibility for the short-term and long-term operating and financial analysis for hotels and resorts under IHG’s nine brands. Prior to joining IHG in 2000, Chris started his career with Bristol Hotels & Resorts working in a variety of positions. He studied at Georgia Institute of Technology before earning an Executive Master of Business Administration (EMBA) from Georgia State University.
Kimberly is responsible for developing our commercial strategies, initiatives, and platforms, as well as overseeing and directing the sales, marketing, digital, and revenue management teams across the company. Kimberly has been with Atrium since its inception and has over 25 years of experience in the hotel industry, concentrating in sales, marketing, and revenue management at the hotel, regional, and senior leadership levels, for both publicly and privately held companies. She is a member of the Marriott North America Distribution Strategy and Bonvoy Advisory Council, Marriott Full-Service Sales and Marketing Advisory Council, and Hilton’s Distribution Advisory Council. She recently served as the Chair of the IHG Owner’s Association, Distribution and Digital Committee.
Chris’s primary responsibilities include oversight of all on-property operations functions across the company. Chris joined in 2022 and has spent his entire career in the hospitality industry, developing a track record for driving results across multiple disciplines, brand and ownership groups. Throughout his career, he has acquired diverse experience in both sales and operational leadership of premium branded, full and focused service hotels. His career journey has afforded him the opportunity to work an iconic brand, two major third party hospitality management groups (including Atrium Hospitality) and a well-respected private equity investment firm. He is member of Marriott's Rooms Advisory Board and executive Sponsor for Atrium's social responsibility council.
EXECUTIVE COMMITTEE
Anneliesse Cooper Chief Human Resources Officer
Mike Panzer SVP, Capital Investment Strategies
Seth Ruzi General Counsel
Seth leads Atrium’s Legal department managing the company’s day to day legal affairs. Joining in 2018, Seth’s 20+ years’ experience in the hospitality industry includes 17 years with Starwood Hotels. Seth practiced with the international law firm of Coudert Brothers (now Baker McKenzie). He has also served as a general counsel for Connecticut’s largest real estate developer and was twice appointed to serve on Connecticut’s Commission on Economic Competitiveness. Seth graduated with honors from NYU School of Law, where he was a member of the Law Review. He has two Civil Engineering degrees, a Masters from NYU Tandon School of Engineering and a Bachelors from The Cooper Union.
Anneliesse’s role is to develop and execute people strategies in support of our overall business objectives, encompassing the areas of talent management, succession planning, organizational capability, learning & development, and total rewards. Joining in 2022, Anneliesse brings over 25 years of experience to the role, most recently serving as Vice President HR on the Caribbean & Latin America team for Marriott International. Prior to her 8 years with Marriott, she worked with White Lodging Services Corp in several capacities, from Director of Talent Acquisition, to Area Director of HR and Corporate Director HR. Anneliesse is a graduate of Cornell University, and also
Mike leads the capital planning, design and construction, and facility management team efforts for Atrium Hospitality. Prior to joining Atrium in January 2023, Mike was Vice President, Design and Construction, at G6 Hospitality in Texas, where he oversaw end-to-end operations for project management and brand standards of 400+ owned and 1,110+ franchised properties. Mike’s expansive career as a design and construction executive includes serving as Chief Executive Officer at SBS Project Management in Texas, where he executed capital improvements for clients valued at $850 million. Mike’s hospitality career journey also includes his role as Senior Vice President, Architecture, Construction & Capital Projects, at Innkeepers USA in Florida, where he provided leadership for a 74-property, nationwide hotel Real Estate Investment Trust (REIT). Mike holds a Bachelor of Science in Building Construction and a Bachelor of Science in Environmental Design from Texas A&M University.
completed post-graduate work in Business Administration at the University of Houston
WHO WE ARE
16 BRANDS
Majority of portfolio is located in secondary markets
74
PROPERTIES
PROPERTIES
9000+ ASSOCIATES
28 S TATES
73% of Atrium’s portfolio consists of Upper Upscale branded hotels
20 hotels with 50K+square feet of function space
3,008,584 MEETING & EVENT SQ FT
20,943 ROOMS
14 hotels with public/private operating agreement or leases to manage function space for city or municipality owners
1,043M TOTAL REVENUE (2024)
263M EBITDA (2024)
CORE VALUES
METRICS OF SUCCESS
STRONG BRAND PARTNERSHIPS
• 85% of our hotels carry either a Hilton or a Marriott flag • Atrium Hospitality is the largest owner/operator of Embassy Suites in the world
BOARD MEMBERS •
Hilton All Suites Owners Council Hilton Distribution Advisory Council Embassy Suites Owners Advisory Board Marriott Owners Advisory Board Marriott Rooms Advisory Board Marriott Sales Advisory Board Marriott F&B Advisory Board
• • • • • •
• Marriott Revenue Management Advisory Board • Marriott Global Cleanliness Council • AHLA Sustainability Council
BROAD GEOGRAPHIC DISTRIBUTION
ATRIUM HOSPITALITY CORPORATE
REGIONAL FACI L I TY MANGEMENT
REGIONAL REVENUE MANAGEMENT
REGIONAL OPERATIONS
REGIONAL F INANCE
REGIONAL HUMAN RESOURCES
REGIONAL SALES
AREA REVENUE MANAGEMENT (corp. remote)
DIGITAL SALES & BUSINESS TRANSIENT (corp. remote)
Regional Director of Operations
Dedicated Accounting and R e v e n u e Management S u p p o r t
5 Hotel General Ma n a g e r s
HUMAN RESOURCES
We aim to promote a strong culture that attracts and develops best-in-class talent. The Human Resources team focuses on retention and engagement strategies that reduce turnover, which in turn impacts operational stability, service and the guest experience.
7,083 ASSOCIATES 18% Contract Labor 37% Vs. 2023
Turnover
VOA Engagement 76th Percentile
56% Female 61% Non-White
16% Vs. 2023
~10,000+ units of Blood collected for American Red Cross ~ 500 disabled youth trained in our hotels through Project Search
34% with 3+ years with Atrium
OPERATIONS
We deliver profitable results through superior guest service and operational excellence. We prioritize converting revenue generated through superior service delivery into profitable returns by leveraging efficient operating models, business intelligence and innovative technology
F&B Margins 46.4%
Hours Per Occupied Room Variable Labor
55% Female 59% Non-White
15% Vs. 2022 Management FTE’s
15% Vs. 2019
19% Vs. 2019
Food Cost
140bps Vs. 2019
FOOD AND BEVERAGE
With over 3 million square feet of meeting space across our owned and managed portfolio, Atrium has developed scalable processes to execute and deliver world class food and beverage services for events of all sizes. We create innovative restaurant concepts to fit the unique needs of our brands, geography and customer expectations. These concepts leverage the latest technology to maximize value while maintaining quality and service. With nearly 90m of spend and a compliance rate of 90% with our procurement partner (Avendra), we leverage one of the lowest cost structures in the industry helping to deliver a food cost below 25%. We have a dedicated team of F&B professionals who provide wide ranging support and training across a diverse Food and Beverage portfolio. *Benchmark data source CBRE Hotel Food profit margin % of F&B revenue June 2023 **Benchmark data source CBRE Hotel Food profit margin % of F&B revenue June 2022
SCORECARD Industry Leading Profitability 2022 Margin Benchmark* Margin Benchmark** 43.2% 28.3% 41.0% 29.3% Menu Engineering 24.0% FC 2023 | 60bps v. 2019 Bi-Annual pricing evaluation Guest Satisfaction Consistent performance, annual growth (100bps) Product Innovation Leading edge of evolving trends 2023
SALES AND REVENUE MANAGEMENT Competitive , Creative , & Accountable define the Atrium sales culture. Our unique sales structure combining on-property resources combined with an above-property enterprise sales force creates enhanced bookings at a reduced cost.
Our Revenue Management purpose is simple: Exceed the Budget and Beat the Competition. A centralized team ensures the ability to innovate frequently, remain nimble and deploy dynamic strategies to maximize yield.
Sales Production $472M Booked in 2024 Up $19M from 2023
Sales Compensation % of Total Revenue 2.2% Vs. 2019
207 On Property Sellers
81 Above Property Sellers
MARKETING & ECOMMERCE
We strategically manage OTA channels to maximize visibility and attract guests. We leverage digital tools like 3D tours, interactive flipbooks, and video content to enrich our online presence and provide potential guests with an immersive preview of their experience. As the digital landscape evolves, so do we, constantly exploring new technologies to keep our hotels at the forefront of the industry.
OTA Market Share 3% Vs. 2023
OTA specialists recovered $1.2M in lost Revenue from 3 rd party channels
15 : 1 Paid Media ROAS (Industry Standard 10:1)
$3.8M Vs. 2023
4,000 Hippo Videos sent to close business
CAPITAL AND FACILITIES
Our Facilities Program is designed to be versatile and scalable to our owners to support short and long-term investment strategies. Our goal is to drive ROI by maximizing asset lifespan while minimizing operating costs. Our Energy Management / Savings team leverages network of consultants and vendors to execute innovative strategies to reduce hotel operating expenses.
Water Usage
3,000 maintenance activities tracked per property
4.1 : 1 ROI on Energy Projects
13% Vs. 2019
Deploying EV chargers at all properties thru 2025
FINANCE AND TECHNOLOGY
Atrium’s Accounting Team’s mission is to provide accurate, timely financial reporting and analysis that protects and enhances stakeholder value. Our IT services are mostly third-party SAAS platforms that leverage the knowledge of functional experts while driving down implementation costs.
5 day Accounting Close
Monthly Dashboards created to review and manage performance 47
31% Associates who choose Daily Pay as an option for payroll
On-shore / off-shore model of Accounting support
24x7x365 IT support
MANAGEMENT AGREEMENT
Term
5-year initial term with 2, 5-year extensions
Owners Approval Rights
General Manager | Director of Sales | Annual Operating Budget | Annual Capital Plan
Management Fee
3% Base Fee with IMF to be determined
Additional Cost Summary Operational efficiencies, benefits cost reduction and increased incremental revenue Support Accounting, Revenue Management, Performance Management Additional Opportunities Project management
RESPONSIBILE BUSINESS
We're committed to making a positive impact on the planet and have actively aligned our operations with the environmental, social, and governance (ESG) initiatives of our brand partners. Here's a brief overview of our key sustainability actions:
• Creation of Special Councils: Social Responsibility Council, Atrium SPIRIT Council, D&I Collective
2024 BLOOD DRIVES: OVER 130 BLOOD DRIVE, OVER 3,000 UNITS OF BLOOD
• Focusing on building diverse talent pipelines : WomenRISE, ProjectSEARCH, Supervisory Skillbuilders, internal talent identification programs.
• American Red Cross Blood Drives: Atrium Hospitality is proud to partner with the Red Cross to host blood drives at Atrium hotels.
HILTON HOTELS HAVE REDUCED ENERGY EQUIVALENT TO 11,836 HOUSES POWERED
• Marriott COP Program/Hilton Light Stay Participation : These initiatives encompass a wide range of criteria, including energy efficiency, waste reduction, community engagement, and ethical labor practices.
• AHLA Responsible Stay: We're proud endorsers of AHLA's Responsible Stay initiatives, upholding high standards of environmental and social responsibility.
• Increased EV Charging Stations : We’ve added electronic car charging stations at over 20 of our hotels, supporting sustainable transportation.
12735 Morris Road Ext Suite 400 Alpharetta, Georgia 30004 www.atriumhospitality.com
© Atrium Hospitality LP, 2023. This brochure and the information contained herein is the confidential and proprietary property of Atrium Hospitality LP (“Atrium”). Neither this brochure nor any portion hereof may be copied, reproduced or shared with any third-party absent the express written consent of an authorized Atrium representative. Nothing herein constitutes an offer, representation or agreement for management of any property. And such matter requires the mutual execution and delivery of a definitive agreement with Atrium or its designated affiliate.
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