Paul Fraser is the Queensland Director of the CBRE Hotels investment and brokerage team, which specialises in all assets classes across the hospitality industry. Paul’s core focus is large format pubs/taverns and accommodation style assets.

Paul has over 25 years experience in the hospitality industry having run a group of high profile pubs in Queensland and joining global liquor sales and marketing company Diageo to lead their Queensland on premise team and National Events and Sponsorship arm. Paul then joined Jones Lang LaSalle in 2010 quickly establishing himself as the leading pub broker in the state.

Armed with an intimate knowledge of pub/tavern operations, the liquor supply industry and now ultimately selling large scale assets, Paul boasts a truly unique skill set and industry network that sets him apart from the competition.

With over $200 million in transactions over the last 24 months (26 transactions) Paul’s market share in the pub/tavern and hotel space has been unrivalled in Queensland. Paul’s trusted advice and in-depth knowledge of the industry has continually seen him responsible for the highest profile asset sales in Queensland over the last three years running.

How did you get into the hotels industry?

I started running a Group of Irish Pubs in Brisbane then moved to the supply side with Diageo as National Events & Sponsorship Manager. I then moved into pub accommodation brokerage from there.

What are some of your career highlights from your time in the industry?

Career highlights include being the ‘Highest Fee Writer’ in Queensland Pubs for the past 3 years, major sales include:

1. The Pacific International Hotel Cairns;
2. AT Hotels Group Portfolio;
3. 7 x IPG Pubs.

What are the biggest issues facing the hotel industry at the moment?

Issues include:

1. Capital raising;
2. Limited investment stock;
3. Uncertainty in the market due to legislation changes by the State Government.

How has the industry changed in the time you have been involved with it?

Industry changes include:

1. High proliferation of Woolworths and Coles has meant the industry has consolidated therefore there are less independently owned properties meaning less transactions per year.
2. More Liquor and Gaming Legislation and higher OLGR Fees are pushing operators margins downwards.
3. An increase in micro brewery’s coming into the market, which has impacted the beer market considerably from the infamous ‘duopoly’ of Lion Nathan and Carlton United.
4. Food offerings have become a key focus for publicans pushing for a more profitable department in a pub.

What changes would you like to see over the next two to five years in the industry?

I would like to see:

1. Continued independent growth as the next generation of publicans push new and fresh ideas into the market.
2. A continued focus on F&B in the on-premise as opposed to gaming and retail focus.
3. More large format pubs like Sandstone Point and Eatons Hill Hotel that challenge the norm and push boundaries, making them destinations in their own right.
4. Resource-centric areas bounce back with the increase in coal pricing and an increase in infrastructure projects.
5. Strong economy outside of South east Queensland which increases the market appetite to regional Queensland in both the hotel and pub sector.

What is your favourite hotel and holiday destination?

It would have to be Dubai, staying at the Burj Al Arab.

See also:

Get to know David Kennedy, Senior Director of CBRE Hotels

Get to know Wayne Bunz, National Director of CBRE Hotels

Ibis Budget Melbourne CBD for sale jointly by JLL and CBRE