SITUATION

The client, Parkbridge Lifestyle Communities, is Canada’s largest owner of residential land lease communities, RV resorts, and marinas with $1.5B AUM. The company is owned by a pension fund with $120B AUM. The client and its parent determined that the marina portfolio, which consists of five marinas, was a non-core asset and should be sold so that the client could focus on its core businesses. Of particular concern to the client was maintaining confidentiality during the marketing process. The client interviewed a number of U.S. based marina brokers. After reviewing the Pricing Proposal and meeting with Andrew Cantor and Matt Putnam at its offices in Canada, the client selected the partners of the Leisure Property Advisors due to its marina specialization, its established industry relationships (particularly with the largest buyers in the United States), and the proven ability to run a confidential process in which only qualified bidders could participate.

PROCESS

The portfolio to taken market unpriced and utilized a confidential, “rifle-approach” marketing process. Specifically, the opportunity was taken to a list of roughly 50 prospects that had been pre-vetted with the client. The portfolio was initially marketed for 30 days with tour dates set 45 to 60 days from the initial launch date. A Call for Offers was then held 75 days from the initial launch in which six offers were received. A Best and Final was then held with a deadline a week after the Call for Offers.

RESULTS

The marketing process produced six offers with the winner selected at the conclusion of the Best and Final based on price and terms. The LOI was signed with the winning bidder. However, in an unusual twist the winner dropped out a few weeks later due to tax issues relative to repatriation of earnings and a change to the minimum wage law that occurred after the offers had come in. Because of the well-executed sales process, it was possible to seamlessly insert a backup buyer with better terms. During the entire due diligence process, the deal team assisted both the Seller and Buyer in navigating the nuances of this complex transaction process. The transaction closed in November of 2017 consistent with the terms of the contract.