March 2006
5-minute interview: Richard Mead,
Managing Director, The Jordan Edmiston Group

Richard Mead, Managing Director of The Jordan Edmiston Group (JEGI), works on business-to-business publishing, exhibition and information company mergers and acquisitions. He’s been with the company since 1997 and has experience advising on deals from both a buyer and seller perspective. He talks to EXPO about the M&A market for exhibitions and conferences, which grew 43.5 percent in 2005 in terms of the number of transactions and 128 percent in terms of the cumulative value of those deals, according to the JEGI Transaction Database.

EXPO: Why is the M&A market in the conferences and exhibitions sector so strong right now, and is it a trend that’s likely to continue through this year?
Mead: The market for exhibitions, or exhibitions as part of integrated media companies, fell after 2001 because of the aftermath of the terrorist attacks and the state of the economy. Now, however, more people are traveling. The economy is doing better, and the shows that survived have come back more efficient, more creative, and more in tune with the needs of their exhibitors and attendees. A number of shows that had planned to sell waited to take their businesses to market until now. As long as the economy remains healthy, yes, we’ll continue to have a healthy M&A market. 

EXPO: Do you have some advice for anyone hoping to sell an event?   
Mead: Preparation is the key. The show must be performing well. The documentation must be in order to make it easy for the buyer to evaluate an event and know if they have any interest. I don’t mean to sound self-promoting, but this is where JEGI can be a great help. We can help prepare a business so it’s presented in the best possible way to the best possible buyer. We can make the due diligence process go easier. Too often without professional guidance, deals fall apart at the last minute because something comes to light very late in the process. And finally, if we put a show up for auction, then the seller can feel comfortable they got the best possible price and didn’t leave any money on the table.

EXPO: What advice do you have for those hoping to buy a show in today’s market?
Mead: Again, proper due diligence is most important. Take your time. Also, be patient with the selling company. Keep in mind they’ve still got to run the business, as the sales process is taking place, and you don’t want to distract them from that.