How to Maximize the Value of Your Michigan Campground Before You Sell

A Practical Guide for Campground & RV Park Owners

Selling a campground in Michigan is more than a real estate transaction. You are selling land, a business, a lifestyle, and future income potential. Buyers and lenders evaluate campgrounds based on gross revenue, return on investment (ROI), risk, condition, and growth potential.

With the right preparation—often just 12–24 months in advance—many owners significantly increase their final sales price.

Why Preparation Matters

Campground sale prices are commonly influenced by:

  • Gross revenue multipliers

  • Net income / ROI performance

  • Documented financial history

  • Operational efficiency

  • Condition and compliance

  • Expansion potential

In simple terms:
Higher documented revenue + lower risk = higher value.

1. Get Your Financials in Order

Most buyers and lenders want to see 3 years of clean tax returns and financial statements.

To strengthen your valuation:

  • Record all income on your tax returns

  • Stop deducting personal expenses through the business

  • Keep organized P&Ls, balance sheets, and expense records

  • Use consistent bookkeeping methods

  • Understand seller discretionary expense (SDE) add-backs

  • Separate one-time upgrades, depreciation, and interest expenses

Even one strong year of improved financials can positively impact value.
Every additional $10,000 in documented gross revenue often increases the sales price.

2. Increase Gross Revenue Before Selling

Because campground value is tied to income, the season or two before selling is critical.

Ways to grow revenue:

  • Improve marketing (Google, social media, local tourism sites)

  • Respond faster to inquiries

  • Increase occupancy

  • Encourage longer stays

  • Promote shoulder-season bookings

  • Add upsells (firewood, rentals, store items, early check-ins)

  • Consider modest rate increases

  • Improve revenue management and pricing strategies

Buyers pay more for campgrounds that show consistent income growth.

3. Prepare a Due Diligence Package

A well-prepared seller reduces buyer risk and prevents price reductions later.

Helpful documents include:

  • 3 years of tax returns + current financials

  • Licenses and permits

  • Inspection records

  • Septic and well documentation

  • Water testing results

  • Utility information

  • Park maps and site layouts

  • Reservation history

  • Vendor contracts

  • Long-term guest agreements (if applicable)

Organization builds confidence—and confidence increases value.

4. Inventory Your Equipment

Buyers want clarity on what is included in the sale.

Create a detailed list of:

  • Vehicles (with VINs and titles)

  • Tractors, mowers, golf carts, trailers

  • Rental equipment (boats, bikes, etc.)

  • Laundry and store equipment

  • Maintenance tools

  • Financing payoffs (if any)

Clear inventory reduces disputes and speeds up closing.

5. Make Sure All Licenses & Inspections Are Current

Before listing:

  • Update campground, health, and fire permits

  • Address known safety issues

  • Fix obvious code concerns

  • Reduce deferred maintenance

Buyers discount properties heavily when compliance is unclear.

6. Improve Curb Appeal & First Impressions

Buyers judge your campground within minutes.

Low-cost improvements that matter:

  • Clean entrance and signage

  • Trim trees and remove clutter

  • Tidy roadways

  • Store unused equipment out of sight

  • Neat owner’s residence area

Bathhouses and common areas should be clean, bright, well-lit, and functional.

If you have a camp store:

  • Keep it neat and organized

  • Well-stocked shelves

  • Private-label or branded items can increase per-guest spending

7. Strengthen Your Online Presence

Your digital presence is part of your value.

Improve:

  • Website accuracy

  • Professional photos

  • Google Business profile

  • Facebook page

  • Guest reviews

  • Online reservation systems (if feasible)

Buyers like systems they can scale.

8. Document Expansion & Growth Potential

Campgrounds with upside sell for more.

Helpful documentation includes:

  • Zoning confirmation

  • Site plans

  • Prior approvals

  • Utility capacity information

  • Concept maps for cabins, glamping, or additional sites

Buyers pay more for clear, realistic growth opportunities.

9. Understand the Tax Implications

Always review sale planning with your attorney and accountant.

Important considerations:

  • 1031 exchange opportunities

  • Homestead or mixed-use property implications

  • Asset allocation (real estate vs. equipment vs. goodwill)

  • Capital gains planning

Smart tax planning can protect more of your proceeds.

Final Thoughts

You don’t need to spend a fortune to increase your campground’s value.

The biggest drivers are:
✔ Higher documented revenue
✔ Clean financials
✔ Reduced risk
✔ Strong presentation
✔ Proven systems
✔ Growth potential

With focused preparation, many Michigan campground owners significantly improve their final sales price.