Selling an event business is one of the most important and complex decisions a trade show entrepreneur can face, especially after investing years of passion, creativity and hard work into creating an event that delivers value to attendees, exhibitors, sponsors and stakeholders.
Whether you are the founder of a trade show, conference series or virtual event platform, the event sales 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 help event owners navigate the next chapter of their entrepreneurial journey, middle-market investment firm Oaklins DeSilva+Phillips has released “Selling Your Events Business: A Strategy for Founders, Owners and Senior Executives,” a new digital guide covering the essential aspects of selling an event business, from high-level strategy to detailed tactics.
Why it matters: Designed for industry veterans and first-time sellers alike, this comprehensive guide is a practical resource for navigating the difficult process of selling your event business, said Ken Sonenclar, managing director of Oaklins DeSilva+Phillips and author of the guide.
What they say: “The resurgence of in-person and in-person events post-pandemic—many companies will see revenues surpass pre-COVID levels this year—has boosted M&A activity,” Sonenclar said. “It’s clear that even in the age of reliable, high-quality teleconferencing, there’s no substitute for in-person contact. So we thought it was a good time to summarize the firm’s event expertise for owners who may now be considering finding a new home for their business.”
How it works: Drawing on the company’s 25 years of experience in event sales, this 52-page guide takes key stakeholders through the event sales process from start to finish. Key steps outlined in the guide include:
- Preparing a business for sale
- Evaluate financial performance, operational efficiency and growth potential
- Create a marketing package that highlights a company’s strengths
- Negotiate sales conditions while minimizing risks
- Develop a clear exit strategy
- Avoiding potential due diligence issues
- Ensuring a smooth ownership transition
Deeper Dive: The digital guide also explores the impact of sustainability, how AI can improve efficiency and attendee experience, and explores unique factors in the events industry, including success factors for buyer-led events, regulatory considerations for healthcare and life sciences events, and M&A opportunities for event vendors and support companies. Finally, the guide details how buyers, whether strategic or private equity, should approach acquiring an events company.
Download the free guide Selling Your Event Business: A Strategy for Founders, Owners, and Executives here.
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