Dentaltown September 2013 - (Page 62)
transitions
feature
by Greg Auerbach, MBA
In this feature, practice transitions specialist Greg Auerbach presents the top 10
questions he and his team at ADS (formerly American Dental Sales) address when
dentists are buying or selling a dental practice.
1. What is the current state of the transitions market?
In general, we are finding the market to be very strong. Quality practices are beginning to
come back on to the market. With new lenders entering the industry, financing packages are
becoming more competitive. Bank of America Practice Solutions and Wells Fargo Practice
Finance are still the major players with East-West Bank stepping in with an experienced
practice acquisition team. More regional and local banks are also coming on the scene, helping
to keep pressure on the bigger national players. With the availability of money and purchasers,
value remains strong and we are completing successful transactions on a regular basis. Demand
is certainly still outpacing supply and, for the foreseeable future, particularly in metro areas, that
trend will continue.
2. What is the value of a dental practice?
The value of a properly appraised practice is a function of two factors: risk and net income.
The lesser the risk-to-success, the more interest in the opportunity. Lower risk and higher
interest translate to higher value. A proper evaluation involves the review of three years of
62
SEPTEMBER 2013 » dentaltown.com
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Table of Contents for the Digital Edition of Dentaltown September 2013
Howard Speaks: Getting Poised for Growth
Professional Courtesy: Say Hello to Great Service
Second Opinion: Why Won’t My Practice Sell?
Advice Regarding #8 RCT and Large Apex
Patients Who Refuse Perio Treatment
Corporate Profile: Sesame Communications
Office Visit: Building Bridges in Dentistry
Enhancing a Smile with Cosmetic Dentistry in the New Economy
Top 10 Questions Dentists Ask When Buying or Selling a Practice
Women’s Time in Dentistry Has Come
The Benefit of Associate Agreements in Dental Practice Sales
Retirement Transition: “Mr.” Instead of “Dr.”, What Do I Do Now?
Paperless is NOT the New Black
Simple Safe Gingivectomy Around Implants Prior to Impression
Laser-Assisted Peri-Implantitis Procedure
In This Issue: Close Your Mouth
Perio Reports
Profile in Oral Health: Nose Breathing for Good Health, Fitness and Correct Craniofacial Development
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