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PRICE – It’s Not What It’s Cracked Up To Be


by Earl M. Douglas, DDS, MBA, BVAL

I’m currently doing an analysis for a client who will be selling his practice. It’s rare that someone who has been offered 120% of their gross income for their practice and an offer to work for five years after the sale for $350,000 per year would bother to ask if it were a good deal or not, but this dentist did. Here’s the statistics of this actual real life practice and that offer he received.

Price Offered 120% of gross, cash at closing
Five years of commission at $350,000 per year
Stock
Total Revenues

$4,200,000
$1,750,000
$250,000
$6,200,000

So what is there to think about? Just grab the money and run, right? But on the advice of his sage accountant, he called me and asked, “Earl is this really a good deal for me?” I told him it depends. Compared to what? Comparing this delicious offer to an alternative option, that of keeping his practice for the next five years and then selling it for $2,900,000 or 75% of his gross to a buyer who wouldn’t require him to stay on could have its advantages. And he could retire. Now let’s take a look at this seemingly less attractive option.

Practice Price 75% of gross, cash at closing
Five years practice net income
Total Revenues

$2,900,000
$6,900,000
$9,800,000

It appears that this alternative would net the seller $3,600,000 more than that fantastic offer. Now I do realize that an extra $3,600,000 may not mean a lot to some dentists, but for those it does, we should understand how the difference came about. It’s obvious that the sale price in the wait-to-sell option is considerably lower, however the seller earns over $5,000,000 more net income by working for himself instead of someone else. This owner currently nets 54% of his personal (not the gross) production and the buyer’s offer was only 15%, providing they did not load him up with extra work from new managed care plans, which would make that percentage even lower.

There are great bragging rights by selling your practice for 120% of gross, but understand that it is the seller paying that price, not the buyer. By the way, these results are consistent with practically any size practice, not just this mega practice.

So the takeaway from this little story is don’t be flattered by high price offers and bamboozled by terrible terms. It’s always a good idea to seek expert guidance in reviewing critical options before finding out the hard way that price is not always what it’s cracked up to be. Remember that sellers walk away with the bottom line, not the top one.


Testimonial from a Satistfied Dentist

"Missy and I wanted to make your heads even larger and take this opportunity to thank you both for years of guidance, friendship, willingness to butt heads with someone as stubborn as you, and of course your excellent brokereage service over 21 years of professional association with us. Regarding your brokerage, the homework you do on the subject practice, the detailed information you provide, the ongoing consultation immediately available and the ability to work with lenders sets ADS apart form the others. Regarding thinking outside the box, your consistent pushing us into the entrepeneurial side of dental pracitce was a gift that we questioned initially but some of us are slow learners. We have experienced others and rest assured, there is no other company than ADS that will have our future business. We just wanted you to know"

Don Brown

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PRICE – It’s Not What It’s Cracked Up To Be


by Earl M. Douglas, DDS, MBA, BVAL

I’m currently doing an analysis for a client who will be selling his practice. It’s rare that someone who has been offered 120% of their gross income for their practice and an offer to work for five years after the sale for $350,000 per year would bother to ask if it were a good deal or not, but this dentist did. Here’s the statistics of this actual real life practice and that offer he received.

Price Offered 120% of gross, cash at closing
Five years of commission at $350,000 per year
Stock
Total Revenues

$4,200,000
$1,750,000
$250,000
$6,200,000

So what is there to think about? Just grab the money and run, right? But on the advice of his sage accountant, he called me and asked, “Earl is this really a good deal for me?” I told him it depends. Compared to what? Comparing this delicious offer to an alternative option, that of keeping his practice for the next five years and then selling it for $2,900,000 or 75% of his gross to a buyer who wouldn’t require him to stay on could have its advantages. And he could retire. Now let’s take a look at this seemingly less attractive option.

Practice Price 75% of gross, cash at closing
Five years practice net income
Total Revenues

$2,900,000
$6,900,000
$9,800,000

It appears that this alternative would net the seller $3,600,000 more than that fantastic offer. Now I do realize that an extra $3,600,000 may not mean a lot to some dentists, but for those it does, we should understand how the difference came about. It’s obvious that the sale price in the wait-to-sell option is considerably lower, however the seller earns over $5,000,000 more net income by working for himself instead of someone else. This owner currently nets 54% of his personal (not the gross) production and the buyer’s offer was only 15%, providing they did not load him up with extra work from new managed care plans, which would make that percentage even lower.

There are great bragging rights by selling your practice for 120% of gross, but understand that it is the seller paying that price, not the buyer. By the way, these results are consistent with practically any size practice, not just this mega practice.

So the takeaway from this little story is don’t be flattered by high price offers and bamboozled by terrible terms. It’s always a good idea to seek expert guidance in reviewing critical options before finding out the hard way that price is not always what it’s cracked up to be. Remember that sellers walk away with the bottom line, not the top one.


ADS South

Testimonial from a Satistfied Dentist

"I recently retired and sold my dental practice of forty years. Dr. Earl Douglas at ADS facilitated the transaction for me. I can honestly say that the entire process went more effortlessly and smoothly than I could ever have imagined. Dr. Douglas has vast experience in this field and his guidance was invaluable. At no time did I feel pressured to make a hasty decision or feel rushed just to "close the deal." Also, I might add that he is very good at being equally fair to both parties involved. I would give him my highest recommendation. The service I sought and received was superior, professional, and executed in a timely manner. I was very impressed by Earl and enjoyed getting to know him. He knows how and what is required to meet his clients' goals."

H. C. Davis, Jr., DDS