Hotel Management Agreements: Key Topics and New Frontiers

Navigating Fees, Exclusivity, Approval Rights, Finance Provisions, Brand Management and More

Recording of a 90-minute CLE webinar with Q&A

Conducted on Wednesday, June 7, 2017
Recorded event now available

This CLE webinar will cover topics of central importance to counsel preparing or reviewing hotel management agreements from a range of perspectives—whether as counsel to owner, operator, lender or potential acquiror.


In the world of hotel company M&As and IPOs, the perception is that hotel management agreements are annuities for operators and a yoke for owners to endure. How does the traditional perception square with how lawyers think through and negotiate management agreements on behalf of owners and operators?

Understanding the particulars of hotel management agreements is essential to gauging hotel value and hotel financing. Whether representing owners or operators, counsel must understand the dynamic that gives rise to the bargain embodied in a hotel management agreement and how recent case law impacts an owner’s ability to terminate a management agreement.

Listen as our authoritative panel of practitioners analyzes evolving trends in hotel management agreements and key terms such as duration, exclusivity, termination and finance provisions. The panel will discuss the core topics and will impart best practices for negotiating the agreement.


  1. The Base Fee, the Incentive Fees and All Those Other Charges
  2. Key Money
  3. Financing: Lender hot buttons
  4. Approval Rights Every Owner Should Have
  5. Performance Tests: Make It Meaningful
  6. The Brand Management Agreement - Technical Services and Pre-Opening Agreements


The panel will review these and other key issues:

  • How can counsel best balance incentives for owners and operators?
  • How are the fees structured to achieve the objectives of both parties?
  • How do counsel for lenders think through management agreement risks?
  • What kinds of criteria are most relevant for gauging performance?
  • How might one-off purchasers and bulk purchasers in leveraged buyouts conduct due diligence of in-place hotel management agreements?


Albert J. Pucciarelli, Partner
McElroy Deutsch Mulvaney & Carpenter, Ridgewood, N.J.

Mr. Pucciarelli's practice is concentrated in the areas of hotel and resort development and operations and real estate law. His experience extends to all aspects of hotel and commercial real estate development and financing. He previously was Executive Vice President, General Counsel and Secretary of Inter-Continental Hotels with over 200 hotels in 70 countries. His clients include the owners and developers of Marriott, Courtyard, Ritz-Carlton, Fairmont, Mandarin-Oriental, Park Hyatt, Andaz, St. Regis, Westin, Crown Plaza and Indigo hotel and resort projects, various hotel management companies and several closely held companies.

Ormend G. Yeilding, Shareholder
Lowndes Drosdick Doster Kantor & Reed, Orlando, Fla.

Mr. Yeilding's practice concentrates on hotel and resort development and commercial leasing, specializing in negotiating hotel management agreements with the hotel brands and with independent 3rd party managers. He routinely represents developers and institutional investors in the acquisition, financing, restructuring and disposition of resorts, hotels, golf courses and other leisure assets. He almost exclusively represents hotel owners, and negotiates hotel management agreements on behalf of REITS, hotel developers and private equity owners.


CLE On-Demand - Streaming Video

Includes recorded streaming video of full program plus PDF handouts.

On-demand is the only recorded format recognized for CLE credits in DE, IN, KS, LA, MS, NC, OH, OK, SC, TN, VA, WI.

AK, AZ, CA, CO, CT, DE, FL, GA, HI, IA, ID, IL, IN*, KS, KY, LA, ME, MN, MO, MT, NC, ND, NH**, NJ, NM, NV, NY, OH*, OK, OR, PA, SC, TN, TX, UT, VA, VT, WA, WI, WV, WY (Note: Some states restrict CLE eligibility based on the age of a program. Refer to our state CLE Map for additional information.)

*Only available for attorneys admitted for more than two years. For OH CLE credits, only programs recorded within the current calendar year are eligible - contact the CLE department for verification.

**NH attendees must self-determine if a program is eligible for credit and self-report their attendance.

CLE On-Demand Video $297.00

How does this work?

Recorded Event

Includes full event recording plus handouts.

Strafford is an approved provider and self-study CLE credit is available in most states.

AK, AZ, CA, CO, CT, FL, GA, HI, IA, ID, IL, KY, ME, MN, MO, MT, ND, NJ, NM, NY, OR, PA, TN, TX, UT, VT, WA, WV, WY (Note: Some states restrict CLE eligibility based on the age of a program. Refer to our state CLE Map for additional information.)

Strafford will process CLE credit for one person on each recording.

Additional copies of a recording can be purchased at a discount. Please call Strafford Customer Service toll-free at 1-800-926-7926 ext 10 or email to place your order.

Recorded Webinar Download $297.00

How does this work?

Recorded Audio Download (MP3) $297.00

How does this work?

DVD (Slide Presentation with Audio) $297.00 plus $9.45 S&H

How does this work?


Strafford webinars offer several options for participation: online viewing of speaker-controlled PowerPoint presentations with audio via computer speakers or via phone; or audio only via telephone (download speaker handouts prior to the program).  Please note that our webinars do not feature videos of the presenters.

Program Materials

Requires Adobe Reader 8 or later. Download Acrobat FREE.

Program Materials

Requires Adobe Reader 8 or later. Download Acrobat FREE.

or call 1-800-926-7926

CLE Credits

Many states grant CLE credits for on-demand streaming audio programs and recorded events. Our programs are pre-approved in many states. Refer to our state CLE map for state-specific information.

or call 1-800-926-7926

Customer Reviews

The speakers were obviously experienced and communicated the relevant information very well.

Stephen Bozarth

Dean Mead et al

Very good current, practical and applicable discussion and information provided.

Matthew Moore

Clawson & Staubes

Clearly had right speakers for this seminar.

James Mayer

Holland & Knight

The speakers were very knowledgable and engaging.

Jeff Miller

Hawks Bay

The order of the presentation was good and helpful and discussion of key concepts was excellent.

Richard Maloney


or call 1-800-926-7926

Real Estate Law Advisory Board

David A. Barksdale


Ballard Spahr

Jacob Bart


Stroock & Stroock & Lavan

Brian W. Blaesser


Robinson & Cole

Ronald B. Grais


Sugar Felsenthal Grais & Hammer

Ren R. Hayhurst


Bryan Cave

Thomas C. Homburger

Of Counsel

K&L Gates

Susan C. Tarnower


Kilpatrick Townsend & Stockton

Clark T. Thiel


Pillsbury Winthrop Shaw Pittman

or call 1-800-926-7926

Our Guarantee

Strafford webinars are backed by our 100% Unconditional Money-Back Guarantee: if you are not satisfied with any of our products, simply let us know and get a full refund. For more information regarding complaints and refunds, please contact us at 1-800-926-7926 ext 10. Complaints regarding this program can be submitted via the course evaluation found in the “Thank you” e-mail at the end of the course.