ESA’s Greg Juceam on New Select Suites Brand

Greg Juceam
Image Credit: Tony Powell

At The Lodging Conference 2022, LODGING experienced the likelihood to sit down with Extended Stay The united states (ESA) President and CEO, Greg Juceam, to understand additional about ESA’s freshly released Decide on Suites brand name, whose attraction to far more price-aware attendees might be viewed as a counterpoint to the Leading Suites brand name it introduced just a calendar year in the past at a higher cost stage. Prolonged Remain America Choose Suites introduced with nearly 100 houses in 30 unique states. Juceam explained, “We’re mainly launching at scale these 100 homes are not just signed, they are open up, completely ready for organization, and component of the method.”

What’s the tale guiding this model?

When our 27-yr-outdated model began out, we thought there was this single monolithic prolonged-keep section. Even though our main model is nicely acknowledged and has been extremely successful, about time, we have gotten to know the field and the consumers superior. We have learned that prolonged-stay can be super luxury all the way down to tremendous economic system. In recognition of individuals variations, a minor beneath a 12 months back, we introduced a additional upscale prolonged-keep brand—Extended Remain America Leading Suites—because we had recognized a considerable amount of money of prospect with that instantly adjacent less-rate-sensitive purchaser. With this 3rd addition to our manufacturer segmentation, we’re just actually tapping into far more marketplaces where by our model historically was not able to go, at a rate issue marginally beneath our core providing from an ADR standpoint.

The addition of the Extended Continue to be The us Pick out Suites model to our portfolio will allow our guests and franchisees to choose from a few diverse makes at three diverse price points. For franchisees, the new brand name has a persuasive worth proposition and money efficiency.

What are the differentiators that set ESA inns apart from many others in the section?

To start with, as opposed to larger sized platforms actively playing in the prolonged-keep place, with brand names that may well symbolize a single-digit share of total distribution and income, we are 100 % targeted on serving the demands of visitors keeping seven or a lot more nights. All ESA brands have whole-provider kitchens with full-dimension fridges and cooktops. It is unlikely that the major firms dabbling in the room would be uniquely tailoring their offering—whether it’s the reservation shipping system or even how they serve friends —for people being 7 or additional nights.

What are the specific functions that enable a decreased rate stage for clients and a reasonable ROI for franchisees?

Very first, this is a conversion brand name with an operating product that enables for added labor financial savings. Not like our other homes, which are open 24/7, it will shut down at night time and open in the morning, like other qualities in this section. We’re also conserving charges by not supplying breakfast.

Can you explain the launch as it is occurring and its effect on proprietors and franchisors?

We are in a position to kick this off with 100 motels suitable from the start—basically launching at scale—because we obtained about 120 lodges in February of about 120 resorts throughout 30 states. Even though we personal most of them, they are not however managed or branded by us that will have to come about steadily. Even so, unlike brands that are mainly franchisers but may perhaps very own or handle some inns, we are in all 3 regions: we personal, manage, and franchise, and, with this start of 100 motels of our own, we are exhibiting franchisees that we as franchisors have skin in the game, that we have to eat our have cooking, so to talk. They see that if we make a model regular, we have to stay by the specifications we put in area. This is some thing that instills self-assurance in the future of the brand, anything I regard as a sizeable differentiator.

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