Buying or Selling? Everything You Need to Know About Buying or Selling a Tour & Activity Operation

Mergers and acquisitions (M&A) are significant opportunities for tour and activity operators to scale their business, exit successfully, or expand their portfolio. This in-depth, three-part workshop brings together top industry experts to provide actionable insights and real-world strategies on both the sell-side and buy-side of M&A, along with a broader view of business planning for long-term success.

This workshop will give you a comprehensive understanding of the M&A process specific to the tours and activities sector, with detailed insights from three expert perspectives:

Part 1: Preparing Your Business for Sale

Led by Trish Higgins of Chenmark and owner operator of Cap'n Fish's Cruises, this section will offer a thorough guide to getting your business ready for sale. Trish will walk through the essential steps every owner-operator needs to take to prepare their business and manage the selling process. This session will provide

• a walk-through of financial readiness for operators looking to sell using live business examples and financial reports

• tailored guidance for different types of operators (small and large)

• clear, actionable direction on steps to take when you’re ready for the next step

Key Takeaway: Attendees will leave with a step-by-step checklist to get their business sale-ready, from operational tweaks to financial audits and documentation, ensuring that they maximize their business’s value when it goes to market.

Part 2: Buy-Side Perspective

Chris Batchelor, CEO of RED Hospitality, will provide an in-depth look at what buyers are really looking for and how you can position your business to appeal to the right buyers. Participants will learn:

• Buyer Criteria: Discover the key metrics and qualitative factors that buyers focus on, from revenue growth potential to leadership teams, and learn how to present your business in a way that meets these needs.

• The Due Diligence Process: Get insights into how buyers evaluate your business during due diligence, and what you can do to ensure a smooth, transparent process.

• Building Trust with Buyers: Learn strategies to establish a strong rapport and negotiate with buyers effectively, ensuring a mutually beneficial deal.

Key Takeaway: Attendees will leave with an understanding of the buy-side perspective, including how to align their business with buyer expectations and how to navigate the critical due diligence phase.

Part 3: The Macro View & Strategic Business Planning

Industry veteran and advisor Cameron Clark will lead a macro-level look at M&A and strategic business planning from both sides of the table. He will help you:

• Think Big Picture: Understand how your current business decisions affect future sale potential or acquisition strategy, and how to position your company for long-term growth.

• Balance Immediate and Long-Term Goals: Learn how to balance short-term profitability with long-term strategic objectives, preparing your business for a successful exit or continued expansion.

• M&A Trends: Stay informed on current M&A trends in the tours and activities space, helping you better time your sale or acquisition.

Outcomes you can expect:

• A complete sell-side readiness plan to prepare your business for sale, from financial prep to operational improvements.

• Detailed insights into what buyers are looking for and how to align your business to meet those expectations.

• A clear understanding of how to optimize value, build trust with buyers, and navigate the complex M&A process.

• Interactive Discussions that will allow you to engage directly with the experts and fellow operators, ask questions, and share your own experiences. You’ll leave with actionable insights, tailored advice, and a clear strategy for moving forward with your M&A plans.