Put to: Luigi Major and Rob Blood.
Why it matters to buyers: A national forecast is not a property-level demand study. CBRE’s Midyear 2026 outlook explicitly differentiates performance by segment and discusses World Cup, business-transient and convention demand. Those distinctions support asking which demand is recurring and which is event-specific; they do not validate this hotel’s forecast. (cbre.com)
Draft framing of a good answer: Ask the expert to translate the concept into identifiable customers, purchase occasions, booking windows and willingness-to-pay evidence. Request separate cases for ordinary weekdays, ordinary weekends, shoulder periods and major events.
For a renovation or conversion, require the proposed premium to be decomposed into improved rooms, amenities, service, distribution and market recovery. The expert should explain how double-counting between those drivers will be prevented.
Ask for a competing hypothesis: perhaps the existing hotel underperforms because of execution, or perhaps its location and physical limitations impose a ceiling that design cannot remove.
Sharp follow-up: “Which part of the premium has been demonstrated in comparable trading, and which part remains a concept hypothesis?”
Evidence to request: Monthly segment forecast, customer interviews or account evidence, dated comparable observations and a case excluding exceptional events.
Interview status: No expert response has been recorded.