A Division of New Hampshire Business Sales, Inc.

Is 2012 the Right Time to Sell?

By John Howe, CEPA

As another year winds down, many business owners are asking themselves whether now is the right time to sell.

The past few years have been sobering for most of us, filled with uncertainty and lots of surprises as we scramble to reshape our businesses after the economic tsunami of the past few years.

Some owners are making plans to hang in there to recover profits lost during this period. But that leaves the “big question” unanswered with no real landmark as the deciding point.

Those who were thinking about it in 2008 may wish they’d sold then rather than hold on for “better times” that surely were  ahead.

An article in the New York Times on Dec. 21 does a good job of exploring this subject and offers several key reasons why for many owners, 2012 will be the time to sell.

Among the key reasons cited in the Times is continued uncertainty about taxes, especially the scheduled expiration of the Bush era tax cuts which could boost long term capital gains from 15% to 20%. That change alone could cost a business owner tens of thousands in funds that otherwise go towards retirement or starting a new enterprise. A CPA quoted in the article noted that on a theoretical $5 million transaction, the change alone could cut $150,000 in net proceeds to the owner.

There are things owners can consider doing to get ready for a sale. As the Why Some Business Owners Think Now Is the Time to Sell observes: “Those looking to sell are taking steps to appeal to buyers: trimming costs, diversifying revenue, upgrading financial statements and making the chief executive’s role less essential. And they are braced for the sales process to take longer than they would like.”

We are available for a confidential discussion. We also have experience in helping companies prepare for transition. And we also are delivering success for owners in the form of a sale.

Business Transition Strategies works with lower mid-market companies across the region, which is generally defined as businesses with enterprise value between $1.5 and $6 million. New Hampshire Business Sales is focused on Main Street businesses.

John Howe, CEPA, can be reached at This e-mail address is being protected from spambots. You need JavaScript enabled to view it General inquiries can be made via email to This e-mail address is being protected from spambots. You need JavaScript enabled to view it or This e-mail address is being protected from spambots. You need JavaScript enabled to view it , or by calling the corporate office in Pembroke, or by calling the home office, 603-715-5420.