Ready to Sell Your Event? New Guide Helps Event Owners Navigate the Sales Process

September 25, 2024

Selling an events business is one of the most significant and complex decisions a trade show industry entrepreneur can face, particularly after investing years of passion, creativity, and hard work into building an event that deliver value to attendees, exhibitors, sponsors, and stakeholders.  

Whether one is the founder of a trade show, conference series, or virtual events platform, the event sale process requires careful planning, strategic thinking, and a deep understanding of the industry’s unique challenges to maximize value and ensure continued success under new ownership. 

To assist event owners in the next chapter of their entrepreneurial journeys, middle-market investment firm Oaklins DeSilva+Phillips published “Selling Your Events Business: A Strategy for Founders, Owners and Senior Executives,” a new digital guidebook covering the essential aspects of selling an events business––from high-level strategy to detailed tactics.  

Oaklins
Ken Sonenclar, Oaklins DeSilva+Phillips

Why it matters: Designed for industry veterans and first-time sellers alike, this comprehensive guidebook serves as a practical resource for navigating the challenging process of selling your events business, said Ken Sonenclar, managing director of Oaklins DeSilva+Phillips and author of the guide. 

What they are saying: “The robust return of live and in-person events following the pandemic––many companies will see revenue this year surpass pre-COVID levels––has energized M&A activity,” Sonenclar said. “It’s clear that even in an age of dependable, high-quality teleconferencing, nothing replaces in-person contact. Consequently, we thought it was a good time to encapsulate the firm’s expertise about events companies for owners who may now be thinking about finding a new home for their business.” 

How it works: Based on the firm’s 25 years of experience selling events companies, the 52-page guide walks key stakeholders through the event sale process from start to finish. Key steps outlined in the guidebook include how to: 

  • Prepare a company for sale
  • Evaluate financial performance, operational efficiency, and growth potential 
  • Create a marketing package that highlights a business’s strengths 
  • Negotiate sales terms while minimizing risk 
  • Craft a clear exit strategy 
  • Avert potential due-diligence issues
  • Ensure a smooth transition of ownership 

Deeper dive: The digital guidebook also investigates the impact of sustainability, how AI can enhance efficiency and attendee experience, and explores unique factors in the events industry, including success drivers for hosted-buyer events, regulatory considerations for healthcare life sciences events, and M&A opportunities for suppliers and support companies within the event sector. Lastly, the guide reveals in detail how buyers, both strategics and private equity firms, should approach acquiring an events company. 

Download the complimentary Selling Your Events Business: A Strategy for Founders, Owners and Senior Executives guide here

 

Don’t miss any event-related news: Sign up for our weekly e-newsletter HERE, listen to our latest podcast HERE and engage with us on LinkedIn!

Add new comment

Partner Voices
  MGM Resorts is renowned for its exceptional service and diverse venue options across Las Vegas, Detroit, Springfield, National Harbor, Biloxi, and Atlantic City, providing flexible spaces for meetings of any size. Beyond these offerings, MGM Resorts distinguishes itself through a strong commitment to social responsibility and sustainability, making it an ideal choice for your next meeting.  At the core of MGM Resorts' company values is its platform, "Focused on What Matters," dedicated to meeting customer needs while advancing socially responsible practices. This commitment is evident in several key areas:  Protecting Natural Resources  MGM Resorts is home to industry-leading recycling, renewable electricity and water conservation programs. Some highlights include a cogeneration power plant at ARIA, producing ultra-efficient electricity; one of America’s largest contiguous rooftop solar arrays atop the convention center at Mandalay Bay; and onsite wells that provide water for the celebrated Fountains of Bellagio, avoiding reliance on precious Colorado River water. These efforts and many more save on natural resources while boosting attendee satisfaction.  Committed to Community  Always striving to be good neighbors, MGM Resorts works to avoid food waste and combat food insecurity with the Feeding Forward program. In partnership with local food banks, they safely divert unserved food to food insecure members of the community. Since 2016, over 5 million meals have been provided, highlighting MGM Resorts' commitment to minimizing food waste and addressing community needs.  MGM Resorts supports clients in their responsible-meetings efforts, not only with efficient venues but also waste-reducing décor and signage; sustainable food and beverage options; and outreach to help planners communicate sustainability efforts to attendees. What’s more, they offer a Mindful Meetings series that puts attendee wellness first—through fitness and mindfulness activities, and in give-back events with local charity organizations.   Fostering Diversity & Inclusion  To MGM Resorts, a diverse and talented workforce is essential to success. By cultivating innovative strategies that consider multiple perspectives and viewpoints, the company creates an inclusive workplace culture that benefits its employees and community. MGM Resorts takes pride in being a welcoming home for veterans, individuals with disabilities, people from diverse backgrounds, LGBTQ+ community members, and more. This commitment to inclusion is reflected in the company's recruitment and hiring practices and its social responsibility initiatives. From the workplace to the community, MGM Resorts' commitment to diversity, equity and inclusion remains unwavering, and its efforts continue to create a more equitable and sustainable world for all.  MGM Resorts offers unparalleled service and venue options while standing out for its proactive approach to sustainability and community engagement. Choosing MGM Resorts for your next meeting means aligning with a company that values social responsibility, efficiency, and attendee satisfaction, ensuring a meaningful and impactful event experience.