Industry Insiders: Matt Shendell, President of Paige Hospitality Group

Two decades of experience in New York nightlife prepared Matt Shendell, president of Paige Hospitality Group, for the challenges of opening the Ainsworth, an upscale gastropub that has TVs for big games, but keeps them turned off at other times. The concept was a hit, and he’s keeping it going with other Ainsworth locations, as well as 121 Fulton in Tribeca. We chatted with Shendell to get the lowdown on his first job at a legendary nightclub and the delicate balance required to elevate the sports bar concept into something classier.

How did you get started in nightlife?

I got my first job working at Limelight, clicking at the door, in 1990. I started working there to make extra money, but I became enamored of the industry. I started doing some promoting, working doors here and there, then moved on to Danceteria. When I went away to college–I went to University of Delaware–I was supposed to go to law school, but I wanted to open a bar before I did that. So I opened a place called China White on 31st and Madison. It went really well. We blew up from there. We did a place called Shampu and kept going until we are where we are now. I always had an affinity for the business, and it went into the right direction. We winged it at the beginning but we had a nice following. On the opening night of China White in 1997 we had Derek Jeter, Marky Mark, and Cameron Diaz in attendance.

How did you learn how it all worked?

As far as operations go, we learned as we went. I don’t think we had ice when we first opened. Always plug your ice machine in two days before you open. Make sure there’s change in the registers. I learned everything on the fly. From there we opened a club called Nativa on 19th Street, and our first real food endeavor was called Dip, which was on 29th and Third. It was a fondue bar. Fondue had its moment for like a minute back then. The Food Network was there all the time. We turned that into the Hill.

And then you ventured out east?

We purchased Jet East in the Hamptons and made that Dune. For Dune, we partnered up with Noah (Tepperberg) and Jason (Strauss), the guys from Strategic Group who own Tao and Marquee. We made Dune the hottest nightclub in the Hamptons. Dune brought us to another level, and it was great to partner with those guys.

What’s the story behind the Ainsworth?

We decided in 2009 that we wanted to get in the big sports gastropub business. We got a space on 26th Street in Manhattan, which became the Ainsworth. That was when the whole brunch thing really took off. It turned Sunday football into a Sunday football brunch party, and now it’s the hottest party in the city. We made it a real food venue in the vein of the Breslinthe Spotted Pig, and the Dutch. You name it, we do it at the Ainsworth on 26th.

Is it all sports, all the time?

It’s more of an upscale gastropub with sports. The TV’s are only on during games. We turn them off at night. We’re not a regular sports bar. We want to have that dinner vibe that works for dates. Because of that, the Ainsworth has become one of the most successful bar/pubs in the city.

And you expanded from there?

We found a great spot next to the World Trade Center which became The Fulton. The legal name is 121 Fulton. We built a beautiful 6,000 square foot old world gastropub with lanterns and great design. We thought, let’s take the TV dining concept to the next level, let’s make the place beautiful but give it a sports duality. So we covered all our TV’s with antique mirrors and moldings. When you go to the Fulton and there’s not a big game on you don’t realize there are 40 TVs in there.

How did you find yourself in the men’s apparel business?

We decided to do something different. My right hand man and VP of the company, Brian Mazza, is very into fashion and style, and we are both into custom clothes. We realized that we had a very stylish crowd, so we thought, What kind of amenity can we offer them that would be a cool hook to our business? A bespoke, speakeasy-style, appointment-only custom men’s clothing shop. So beneath the Ainsworth we opened up Windsor Custom. Not only can you come to the Ainsworth, have a great dinner, and watch sports, you can also get measured and get bespoke clothes downstairs. It’s become a busy business, with custom suits and shirts. It’s a good amenity for our crowd, and right on brand for our clientele. We hired Ryan Grayson, who was a top guy at Ralph Lauren Made to Measure. Instead of a gimmick, it’s become a real business.

And you’re still active in the Hamptons, right?

After six years we got rid of Dune and opened up Southampton Social Club, a restaurant in Southampton. We partnered with the current owners, Ian Duke and David Hilty. What people really want to do in the Hamptons is sit outside for some alfresco dining and alfresco drinking, so that’s what we offer. Our first summer (summer 2012) was phenomenal. The food was great, there was great weather, and everything clicked.

And the Ainsworth brand keeps growing.

Yes, we wanted to expand the Ainsworth brand, and opened up Ainsworth Park. It’s 7,500 feet, with 65 televisions, all covered with mirrors. We do it classy, with oak molding and high-end details. Then we landed 3,500 feet in the lobby of the Hard Rock in Vegas for Ainsworth Vegas. We opened up Ainsworth Park and Ainsworth Vegas on the same day, September 5, 2012. That was a long day for me.

And you’re not taking a break any time soon.

We’re trying to open up The Chester, which is our newest brand. It’ll be a good brunch spot. But the goal now, in the next year, is to make sure these new places are great. I want to hone what we have.

You’re succeeding in a business where so many have tried and failed. What advice would you offer a young person looking to follow in your footsteps?

Stay calm and only make a move when your heart’s in it. Having a good team around you is important. You’ve got to learn to delegate. Hire great people and trust them.

Do you enjoy going out in New York? Then check out BlackBook’s New York Guide for all the best spots. Raise your nightlife game by downloading the BlackBook City Guides app for iPhone and Android. And to keep up on the hottest openings and events in New York, Miami, Chicago, and LA, sign up for BlackBook Happenings, a fun, informative, non-spammy email newsletter with the latest and greatest goings-on, delivered to your inbox every Monday.