Business and financial
Selling your dental practice – art or science?
The dental practice sales market is experiencing its busiest time ever with demand for all types and sizes of practice. Karl Clezy and Paul Graham of Christie + Co, the UK’s largest firm of specialist advisors in the dental sector, take a closer look
F
or markets to function well there are three key aspects: purchaser demand, finance, and buyer confidence. The dental prac- tice sales market is currently
fortunate enough to enjoy all three of these, so let’s look at each in turn.
Purchaser demand There are three main purchaser types; large corporates, multiple operators, and independents. Each type has its strengths and weaknesses from a seller’s perspective, so your advisor must thoroughly under- stand your overall objective.
Finance Banks see dentistry as a ‘green light sector’ and are lending heavily in it. Relative to other sectors, such as social care, the dental sector has been very resilient during the recession. Funding is readily available from many High Street and specialist lenders.
Confidence As we head into a more sustained economic recovery, buyers are becoming more confident and this is driving activity. As demand continually increases, we are seeing strong interest in the prac- tices we market for sale from a good mix
of buyers including a growing number of associates looking for their first practice. The majority of dentists are clinicians
first and business people second, so ensure when the time comes to sell your practice, you take professional advice. The sale or purchase of a practice is one of the most important activities you may do for your business so it is important to secure the advice and support of experts.
® Karl or Paul can be contacted on 0141 352 7300 to discuss any aspect of buying, selling or financing a dental practice.
Scottish Dental magazine 81
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