6 Reasons Why Your Veterinary Practice Won’t Sell
By: Rodney Johnston, MBA, CMA & Jim Vander Mey
Your practice has successfully worked for you for many years, so why isn’t it selling? Don’t get discouraged, understanding these challenges can help you adjust your approach. The issues typically fall into two categories: problems with your transition consultant or challenges with the practice itself.
1. Inadequate Practice Representation
Working with an inexperienced transition consultant can significantly hinder your sale. The right consultant knows where and how to advertise beyond simple website listings. They may connect with veterinary schools nationwide, professional journals, and state associations. Many already maintain lists of potential buyers for your area or practice type. Without these connections and marketing reach, your practice may remain invisible to ideal buyers, through no fault of your own.
2. Inaccurate Valuation
Price your practice too high, and you’ll unintentionally drive away qualified buyers who might otherwise show interest. Even if you find someone willing to pay premium prices, they’ll face financing challenges since banks rarely fund 100% of overvalued practices. This creates an unexpected situation where you become the bank for part of the purchase price. A comprehensive, accurate valuation from the start helps avoid these complications.
3. Undesirable Location
Sometimes it’s simply not finding the right veterinarian at the right time. Often, location limitations present significant challenges regardless of practice quality. Areas that aren’t attractive to new graduates or their families struggle to attract buyers, even when the practice itself is thriving. While your location may have been perfect for your needs, younger veterinarians may prioritize different community features.
4. Insufficient Practice Size
We know 2 exam room practices can operate efficiently and profitably, but today’s buyers may seek 3 rooms or more. Your practice layout worked wonderfully for your style of practice, but new buyers often anticipate expansion and want facilities that can evolve with their vision. This size limitation doesn’t diminish your practice’s value. It just means finding the right match may take longer.
5. Declining Revenue Trends
Declining collections over the past three years raise red flags for both buyers and lenders. They understand legitimate reasons such as more time off due to vacation or health issues, but the numbers still matter. Banks analyze historical performance when approving practice loans, and downward trends require explanation. While these factors slowed your sale, they don’t make it impossible.
6. Outdated Facilities and Equipment
Most buyers understand they may need to update style, equipment, and technology, but if it requires substantial investment, they may keep looking for a better practice. Modern veterinary medicine has evolved, and significant renovation costs post purchase can make an otherwise attractive practice less appealing. These factors don’t diminish what you’ve built. They simply narrow your buyer pool.
If your practice falls into any of these areas of concern, it will take more time than average to sell. Lowering the price may help, but if there is no interest, it’s not the price that’s the problem. Don’t give up or get mad, just understand that while your practice may have been perfect for you, it can be a while to find the right buyer.
Work with an experienced transition consultant to identify specific improvements that might increase marketability without requiring substantial investment. Omni Practice Group offers consultations to help veterinarians create effective transition strategies tailored to your specific situation and practice realities.
Read More6 Reasons Why Your Dental Practice Won’t Sell
By: Rodney Johnston, MBA, CMA & Jim Vander Mey
Your practice has successfully worked for you for many years, so why isn’t it selling? Don’t get discouraged, understanding these challenges can help you adjust your approach. The issues typically fall into two categories: problems with your transition consultant or challenges with the practice itself.
1. Inadequate Practice Representation
Working with an inexperienced transition consultant can significantly hinder your sale. The right consultant knows where and how to advertise beyond simple website listings. They may connect with dental schools nationwide, professional journals, and state associations. Many already maintain lists of potential buyers for your area or practice type. Without these connections and marketing reach, your practice may remain invisible to ideal buyers, through no fault of your own.
2. Inaccurate Valuation
Price your practice too high, and you’ll unintentionally drive away qualified buyers who might otherwise show interest. Even if you find someone willing to pay premium prices, they’ll face financing challenges since banks rarely fund 100% of overvalued practices. This creates an unexpected situation where you become the bank for part of the purchase price. A comprehensive, accurate valuation from the start helps avoid these complications.
3. Undesirable Location
Sometimes it’s simply not finding the right dentists at the right time. Often, location limitations present significant challenges regardless of practice quality. Areas that aren’t attractive to new graduates or their families struggle to attract buyers, even when the practice itself is thriving. While your location may have been perfect for your needs, younger dentists may prioritize different community features.
4. Insufficient Practice Size
We know 3-op practices can operate efficiently and profitably, but today’s buyers may seek 4 to 6 operatories, especially to add more hygiene. Your practice layout worked wonderfully for your style of practice, but new buyers often anticipate expansion and want facilities that can evolve with their vision. This size limitation doesn’t diminish your practice’s value. It just means finding the right match may take longer.
5. Declining Revenue Trends
Declining collections over the past three years raise red flags for both buyers and lenders. They understand legitimate reasons such as more time off due to vacation or health issues, but the numbers still matter. Banks analyze historical performance when approving practice loans, and downward trends require explanation. While these factors slowed your sale, they don’t make it impossible.
6. Outdated Facilities and Equipment
Most buyers understand they may need to update style, equipment, and technology, but if it requires substantial investment, they may keep looking for a better practice. Modern dentistry has evolved, and significant renovation costs post purchase can make an otherwise attractive practice less appealing. These factors don’t diminish what you’ve built. They simply narrow your buyer pool.
If your practice falls into any of these areas of concern, it will take more time than average to sell. Lowering the price may help, but if there is no interest, it’s not the price that’s the problem. Don’t give up or get mad, just understand that while your practice may have been perfect for you, it can be a while to find the right buyer.
Work with an experienced transition consultant to identify specific improvements that might increase marketability without requiring substantial investment. Omni Practice Group offers consultations to help dentists create effective transition strategies tailored to your specific situation and practice realities.
Read MoreSelling to an Individual Buyer or a Corporate Buyer Takes Time – Start Planning NOW!
By: Steve Kikikis
Retirement—ah, that sounds nice, right? However, the path to retirement requires careful planning, especially when it comes to selling your veterinary practice. While the idea of selling may seem simple, the reality is often far more complex. Selling a veterinary practice isn’t as straightforward as putting up a “For Sale” sign and waiting for buyers to arrive. Whether it’s finding the “right” individual buyer or navigating the complexities of selling to a corporation, veterinarians should start planning the sale of their practice at least three years before their intended retirement date. Omni Practice Group is here to help you determine the best timeline to begin the process.
Challenges with Individual Buyers and Extensive Due Diligence
Selling a veterinary practice to an individual buyer can be a lengthy process, often taking anywhere from three months to three years. One of the biggest challenges is the shortage of qualified buyers in the Pacific Northwest and across the nation. Potential buyers who meet the financial and professional criteria to own a practice are becoming increasingly rare. Many veterinary professionals are opting to remain associates rather than take on the commitment of owning and operating a practice full-time.
At Omni Practice Group, we are committed to addressing this challenge. We actively market your practice to individual buyers through buyer seminars, attendance at industry conferences, outreach to veterinary schools, and leveraging our extensive database of potential buyers. If there’s a doctor considering practice ownership, we ensure they know about your practice.
Once a buyer is identified, the process of due diligence begins. This includes an in-depth evaluation of the practice’s financials, client base, operational procedures, and securing financing, as well as negotiating terms and other critical details. This thorough process ensures that buyers fully understand their investment and can assess the practice’s viability for future success. While vital, due diligence takes time and underscores the need to start planning early.
Corporate Buyers: Balancing Opportunity and Commitment
In recent years, corporate buyers have become significant players in the veterinary practice acquisition landscape, and 2024 is no exception. Selling to a corporate buyer can offer financial security and access to resources, but it also comes with specific requirements.
Corporate buyers typically expect a long-term commitment from the selling veterinarian, often requiring them to remain with the practice for 2-3 years post-sale. This arrangement ensures a smooth transition of ownership, continuity of care for patients, and the successful transfer of knowledge to the new owners. Additionally, the work agreement will outline financial expectations for both the outgoing doctor and their associates.
For veterinarians planning their retirement, this extended post-sale commitment may delay retirement plans by several years, making it even more important to plan the sale of your practice well in advance.
Omni Practice Group: Your Partner in a Complex Process
Selling a veterinary practice is not a typical transaction; it’s a multifaceted process requiring careful consideration, strategic planning, and sufficient time. By starting the sale process at least three years before your planned retirement, Omni Practice Group can help you navigate the complexities of the market with greater ease and confidence. Our expertise ensures that you have the time needed to find the right buyer for your practice and facilitates a smooth transition.
Your Next Steps
Contact Steve Kikikis today to schedule a consultation. Together, we’ll evaluate your practice to determine its value, identify potential buyers, and estimate the timeline needed for an individual sale or corporate transaction. Start planning now to secure the retirement you deserve!
Navigating Retirement: How Dental Practice Brokers Can Support Baby Boomer Dentists in Selling Their Practices
By: Jen Bennett
As the baby boomer generation continues to retire, a significant demographic shift is occurring in the dental profession. Many seasoned dentists are at a pivotal stage in their careers, contemplating the sale of their practices and transitioning toward retirement. This momentous decision can be daunting, but it also presents a unique opportunity for both retiring dentists and new practitioners looking to enter the field. As dental practice brokers, we are here to assist dentists in navigating this important transition, ensuring they receive the support and expertise needed to make the sale process as smooth and rewarding as possible.
Understanding the Landscape
Recent surveys show that a large percentage of dentists plan to retire in the next few years. This raises questions about the future of their practices and the continuity of care for their patients. For many, selling their practice is not just about financial gain—it’s about finding the right successor who can uphold their legacy and provide quality care to their loyal patient base.
The Role of a Dental Practice Broker
As dental practice brokers, our role is to facilitate the sale of dental practices while ensuring that both sellers and buyers achieve their goals. Here’s how Omni Practice Group can help retiring dentists during this crucial transition:
- Valuation Expertise: Accurately pricing a dental practice is critical for a successful sale. We conduct a comprehensive valuation, considering factors like patient demographics, revenue trends, location, and equipment condition. This ensures retiring dentists receive a fair market price that reflects their practice’s true value.
- Marketing Strategy: Once the practice is valued, we develop a tailored marketing strategy to attract potential buyers. This involves creating compelling listings, utilizing industry contacts, and leveraging online platforms to reach a broader audience. Omni’s goal is to showcase the unique aspects of each practice, emphasizing its strengths and potential for growth.
- Confidentiality and Professionalism: Selling a dental practice can be sensitive. We prioritize confidentiality throughout the process, ensuring that the details of the sale remain discreet. This protects the seller’s reputation and maintains patient and staff trust during the transition.
- Negotiation Skills: Negotiating the terms of a sale can be complex. Omni acts as an intermediary between the seller and potential buyers, facilitating discussions and helping to navigate any challenges that arise. Omni’s 20 years of experience in the industry allows us to advocate effectively for the seller’s interests while fostering a fair agreement.
- Transition Support: Throughout the transition process, we are committed to being your trusted partner from start to finish. From step one, of putting together a comprehensive valuation of your practice, to the final step of escrow, our dedicated team ensures that all involved parties remain aligned and on track for a successful transition. We understand that selling your practice is a significant decision, and we take proactive measures to facilitate clear communication and address any concerns that may arise. Our support includes everything from assisting with negotiations and marketing the practice to introducing the new owner to staff. We guide you through every phase of the process, ensuring that the legacy of your practice continues smoothly and effectively. Your success is our priority, and we are here to help you navigate each step with confidence.
The Benefits of Selling with a Broker
For baby boomer dentists considering retirement, partnering with a dental practice broker offers several advantages:
- Time-Saving: Selling a practice is a time-consuming process. By working with a broker, retiring dentists can focus on their patients and practice operations while we handle the intricacies of the sale.
- Market Insights: As experienced brokers, we have a deep understanding of market trends and buyer preferences. This knowledge allows us to position the practice effectively to attract serious buyers.
- Maximized Value: With professional guidance, retiring dentists can ensure they receive the best possible price for their practice. Our expertise in negotiations often results in better financial outcomes for sellers.
Conclusion
As baby boomer dentists approach retirement, the decision to sell their practice is one of the most significant choices they will make. By partnering with a dental practice broker, they can navigate this transition with confidence, ensuring that their legacy continues while achieving their financial goals. With the right support, retiring dentists can embrace the next chapter of their lives, knowing that their practices are in capable hands. If you are a baby boomer dentist contemplating retirement, Omni Practice Group is here to help guide you through this process and ensure a successful sale that honors your years of hard work and dedication to the dental profession.
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