Bruce Bryen is a certified public accountant with over 45 years of experience and is a part of Baratz & Associates CPAs. He specializes in deferred compensation, such as retirement planning design; income and estate tax planning; determination of the proper organizational business structure; asset protection and structuring loan packages for presentation to financial institutions. He is experienced in providing litigation support services to dentists with Valuation and Expert Witness testimony in matrimonial and partnership dispute cases. He is also a financial writer for several dental journals. You may contact him at 609-502-0691 or at 

Understanding the Fair Market Value of Your Dental Practice | Image Credit: © May1985 - stock.adobe.com

There are many items to use to assist in determining the fair market value of a dental practice. The income of the dental practice is a significant factor in making the determination of the dental practice value, but it is not the only point that should have input into determining its value.

Based on the number of dentists, hygienists and other gross revenue producing parties that work at the dental practice, there are questions about the personal goodwill and the enterprise or dental practice goodwill. The production reports of the dental practice and projections of what these people will continue to produce are very meaningful for an evaluator to consider before finalizing the valuation. These are important for a dental practice evaluator to understand, especially if the dental practice is going to be sold soon.

A buyer wants to know what his or her projected income is going to be since when it is time to go to the lender for the funds to secure what is needed to acquire the dental practice, the bank will want to know what is available for them to receive that the borrower must earn to pay them back. The owner/operator of the dental practice usually has a general idea of what the fair market value of the dental practice is, but during the preparation of a dental practice for litigation, an independent party should prepare the valuation. This is because the courts see the owner/operator of the practice as being self-serving if he or she prepares the valuation and as not being objective. This may or may not be correct but almost all courts, mediators and arbitrators have this preconceived notion that the dental practice owner will be prejudiced in favor of himself or herself.

The owner/operator of the dental practice can offer valuable insights to the dental practice valuation expert while he or she is preparing the fair market value appraisal of the dental practice that the evaluator would not have otherwise known. Not only will this save time and money, but it will also help the evaluator have a more accurate understanding of the dental practice. In the event of litigation in the court room, this additional insight from the owner will allow the valuation to be more in depth.

The practice may be put on the market soon and the owner will expect a fair market value presentation that is correct but also as high as it can be with as much substantiation as possible.

Assuming that dental practice in the past years has had its tax returns filed and financial statements prepared, the evaluator should not change them. If they are to be changed this should be accomplished by a dental CPA who used reasons that are acceptable to the state boards of accountancy with plenty of footnotes as to why these reports are being changed. The appropriate reasons should be foot-noted on the financial statements so there are few questions as to the appropriateness of the changes. Since the restated financial statements and tax returns will have a cost associated with them that will probably be high, the owner will want to make sure the changes are as accurate as they can be and as helpful as well. The support for these changes is critical to the presentation of the revised financial statements and tax returns. These reports will be reviewed by potential buyers including in these times, dental service organizations (DSOs), who want to get their foot into as many doors as possible. The DSOs especially have large legal and accounting teams who will review the older tax returns and financial statements and compare them to what was just changed to search for any misstatements and material changes and to question them no matter how well they are supported.

The personal and dental practice goodwill

Based on the gross revenue of the dental practice, many of the personnel may be producing it and not just one or 2 employees. If this was the case, it would mean in general, that there is a lot of enterprise goodwill and much less personal goodwill attributed to each of the producers. If the dental practice was to be sold and it remained intact with its employees upon the sale, its value would be high. Each dental practitioner, hygienist and any other producer of gross revenue would have personal goodwill which would probably not add up to the 100% of enterprise goodwill when discounts for minority share production was involved. This would be a case where the sum of the parts on a discounted basis would not equal the whole. Just like if one of the gross revenue producing employees were to be involved with a divorce, the same discounted value for each person’s personal attributed goodwill on a discounted basis would be less than if all the employees’ production were to be added as part of the whole. There would be no discounts since the practice would remain intact and the total value would be at 100%. The individual portions of goodwill would be heavily discounted by the evaluation expert.

The estate value of a small practice compared to a large one

In the event of the death of the principal or only owner of a small dental practice, the value of that person’s interest and the dental practice as a whole would suffer instantly. Since there would be no one or limited personnel to take over the responsibility of the deceased very quickly, the gross revenue and net income of the practice would fall almost immediately. This would force the value to drop as there would be fewer dentists out there who would be interested in a practice with expenses that were still high and gross revenue that was dropping. A potential buyer would have a problem obtaining financing since lenders would shy away as well.

https://www.dentalproductsreport.com/practice-management

Articles

Income is a key determining factor of the practice value, but there are other factors you should be aware of as well.

Understanding the Fair Market Value of Your Dental Practice  

The new toothbrush is designed to offer superior plaque removal and enhance overall oral health.

Great Gums One Toothbrush from Great Gums

The Great Gums Clinical Grade toothbrush utilizes patented bioelectric technology.

Great Gums Clinical Grade by Great Gums

SmartShape™ Healers from BioHorizons

All the latest product launches from the week of September 23 - 27, 2024.

New Dental Products – September 23 - 27, 2024

Kellie Nock is the assistant editor for Dental Products Report. She graduated from Kent State University in 2018 with a Bachelor's in Journalism. Kellie enjoys multimedia content creation with a focus on audio and video storytelling. 

Product Bites – September 27, 2024

Product Bites Script – September 27, 2024

Welcome to Product Bites a weekly podcast from Dental Products Report providing you with a rundown of recently launched and updated dental technologies, materials, instruments, and everything else you might use with patients or while running your practice.

I’m your host for this week, DPR Editor Kellie Nock, and on this week’s podcast we’ve got 4 new products with launches from Dental Creations, Dentistry.One, and DEXIS.

So let’s get to it and learn about these newly launched dental products.

Dental Creations brings us the Perfect Endo Ring, a compact and lightweight tool made from autoclavable aluminum. It’s designed for precise root canal measurements, with an adjustable fit for patient comfort and laser-etched markings for accuracy. Available in purple and blue for just $5.50.

Also from Dental Creations are the Perfect Bib Holders. Made from silicone, these bib holders are autoclavable and come in a set of five bright colors. Featuring stainless steel gator clips for a secure hold, they’re priced at $10.99.

Dentistry.One introduces SmileScan, an AI-powered tool that helps patients track their oral health between visits. By taking five images with their smartphone, users get a report on areas needing attention, followed by a virtual consultation with a Dentistry.One dentist.

Lastly, DEXIS has launched DEXIS Connect Pro, a new service platform designed to monitor the health of CBCT and intraoral sensor devices using IoT technology. This system automates device support and replacements, helping you save time and keep your practice running smoothly. It covers key devices like the ORTHOPANTHOMOGRAPH™ OP 3D™ LX, i-CAT™ FLX V-Series, and DEXIS sensors, all supported by more than 100 DEXIS tech agents.

That does it for this week's Product Bites from Dental Products Report. Stay up to date on all the latest dental product news by visiting dentalproductsreport.com/newdentalproducts.

I'mKellie Nock saying thanks for listening. And we'll be back next week with all the latest new dental products on Product Bites from Dental Products Report.

Podcasts

A bite-sized look at all the latest dental product launches. This week's episode features products from Dental Creations, Dentistry.One, and DEXIS. 

Stan Goff is a Managing Editor with MJH Life Sciences, which includes Dental Products Report, Dental Practice Management, Dental Lab Products, Modern Hygienist, and Dentist's Money Digest. He has covered the dental industry since 1999 and can be reached at sgoff@mjhlifesciences.com.  

Primescan 2 Only Part of the Spotlight at Dentsply Sirona World | Image Credit: © Stan Goff

While the company’s new Primescan 2 cloud-native wireless intraoral scanner was the star of the day, Thursday’s opening day for Dentsply World 24 had many other highlights.

There were main stage general session discussions in advance of Friday's keynote speaker Dr. Vin Gupta, MD, MPA, who kicked off a big day 2 with a discussion on the intersection of healthcare and technology. The presentations addressed a variety of dental technology and patient care, with some of courses focused on Dentsply Sirona’s recent additions to its already impressive portfolio of digital dentistry offerings.

Powered by the company’s DS Core cloud platform, Primescan 2 is designed to deliver improved workflow efficiency and extended treatment capabilities, and when compared to Primescan AC and Primescan Connect, the new scanner allows practices to expand the services they offer to patients and grow their business.

The new technology is on display at the trade show floor at Caesar’s Forum for the 3-day event that runs through Saturday in Las Vegas.

Some of the other exhibitors on hand include Solea lasers, Henry Schein, Patterson Dental, Ivoclar, Kuraray, GC America, Shofu, A-dec, AMD Lasers, Millennium Dental Technologies, and more. Multiple loupes companies also are on hand and attendees are taking advantage of the opportunity to try out a variety of styles and magnifications.

and other media organizations were given a demonstration of some of the many features that DC Core and Primescan 2 provide for clinicians striving to improve their efficiency and patient care.

DS Core, a cloud platform designed to support practices and labs throughout their daily workflows, provides a range of tools that enhance efficiency, productivity, and growth. The technology was introduced at DS World in 2022.

Now, with Primescan 2, the capabilities have expanded. The new scanner is based on the patented scanning technology of Primescan — combining the speed, accuracy, and ease of use of the company’s original scanner with new cloud-native capabilities made possible through direct integration with DS Core. As a cloud-native intraoral scanner, the device allows dental professionals to scan anytime, anywhere — including visits to hospitals, partner practices, or labs — using any laptop, computer, tablet, or other internet-connected device at hand.

“It’s the beginning of something beyond digital dentistry,” says Simon Campion, president & CEO at Dentsply Sirona. “CEREC started dentistry 2.0 39 years ago. This is starting dentistry 3.0.”

The media tour also included an update on the not-yet-available, world’s first MRI dental system, ddMRI, developed by Dentsply Sirona and Siemens. The company, which also led the way in the industry with digital x-rays and CAD/CAM dentistry, introduced this breakthrough technology earlier this year in Germany.

Dentsply Sirona, which launched the first course of its Sustainability Educational Curriculum online and free through Dentsply Sirona Academy in 2022, provided updates on the company’s progress and sustainability strategy.

Dentsply Sirona presents a $100,000 check to SmileTrain. | Image Credit: © Stan Goff

The company’s BEYOND: Taking Action for a Brighter World initiative focuses on both healthy business and a healthy planet. The new 2023 sustainability report is expected to be announced on the mainstage during Friday’s program, with updates on greenhouse gas and water consumption reductions, as well as developments in packaging designed to help the environment.

Dentsply Sirona also presented a $100,000 check to SmileTrain, a nonprofit organization and charity providing corrective surgery for children with cleft lips and palates. SmileTrain is celebrating 25 years of service with a variety of special events taking place this year.

Of course, DS World is filled with plenty of education and entertainment again this year. A 

The first night was concluded with an Outdoor Festival featuring a diverse lineup of food-truck inspired fare, performers outside the Caesar’s Forum, and a concert from the headlining band, Third Eye Blind.

The company’s 3-day event in Las Vegas filled with education, entertainment, and hands-on dental product demonstrations.

Primescan 2 Only Part of the Spotlight at Dentsply Sirona World

Henry Schein to Showcase Education & Solutions at Dentsply Sirona World 2024. Image credit: © Henry Schein


Henry Schein is set to showcase its latest dental solutions at DS World 2024, taking place from September 26-28 in Las Vegas, Nevada. The company will host an educational “FastPass” session titled "Thrive at DS World with Henry Schein," aimed at helping dental professionals streamline workflows through integrated technology, according to a press release from the company. The session will be held at 1:30 p.m. PST in Room Alliance 309 at Caesars Forum where DS World will be taking place.

Throughout the event, Henry Schein’s FastTrack Sales Team will demonstrate products from Dentsply Sirona, including the new Primescan 2 intraoral scanner, Primeprint 3D printer, and other advanced tools like CEREC Primescan, Primemill, and the Axeos CBCT machine. Attendees can also learn about the Curodont™ Repair Fluoride Plus, a drill-free treatment for early-stage tooth decay.

Henry Schein recently partnered with Swiss company vVARDIS to distribute Curodont to dental service organizations in the United States, emphasizing its commitment to non-invasive oral health innovations.

“At Henry Schein, we are committed to helping practices harness the power of a complete digital workflow,” Mackenzie Richter, Vice President, Global Commerical Digital Workflow Solutions, Henry Schein, said in the press release. “By demonstrating the value of integrating a family of digital solutions, and asking what’s next or what’s missing in a practice’s workflow, we continue to serve as a relied upon, trusted advisor, helping practices achieve operational and clinical success.”

The event will also feature flexible financing options from Henry Schein Financial Services, helping dental practices access technology, real estate, and other capital needs. Visitors to Henry Schein’s booth will also enjoy custom cookies, professional headshots, and other refreshments.

To learn more about what Henry Schein will be showcasing, or to check out future events with Henry Schein, visit the 

Henry Schein has teamed up with vVARDIS to showcase both educational offerings and new product offerings at this year’s Dentsply Sirona World in Las Vegas, Nevada. 

Henry Schein to Showcase Education & Solutions at Dentsply Sirona World 2024

BioHorizons Introduces SmartShape™ Healers to Simplify Dental Workflows. Image credit: © BioHorizons


BioHorizons has launched SmartShape™ Healers, new anatomically shaped healing abutments designed for scannability, aiming to simplify clinical workflows. This development highlights the company's ongoing effort to enhance the efficiency of dental procedures, according to a press release from BioHorizons.

Key features of the SmartShape Healers include:

Innovative Design: Anatomically shaped with a scannable surface.

Esthetic Benefits: Site-specific configurations for better gingival contouring.

Efficiency: Streamlined components reduce chair time for restorations.

Flexibility: Compatible with both traditional and digital impression-taking methods.

"With the launch of SmartShape Healers, we’re further enhancing restorative workflow efficiency for our dental implant customers," said Steve Boggan, President and CEO of BioHorizons. “SmartShape Healers build on the success of our recent Tapered Pro Conical release, which is our first deep conical connection. These 2 innovations together create an exceptionally streamlined clinical workflow that helps ensure the highest levels of predictability for patients.”

The healers come with 6 anatomical profiles, a matte surface for scanning, and occlusal markings for orientation. Their all-metal design is said to guarantee seating verification, and a 4-step workflow makes tissue contouring consistent from healing to final restoration. Vulcan Custom Dental, a BioHorizons subsidiary, provides custom restorations designed to match the healers.

These healing abutments are designed to simplify workflows through their design, their efficiency, and their flexibility. 

BioHorizons Introduces SmartShape™ Healers to Simplify Dental Workflows

New Great Gums’ Toothbrushes Feature Patented  Bioelectric Technology | Image Credit: Great Gums

GreatGums is launching a pair of toothbrushes in the United States featuring the new company’s patented bioelectric technology. The Great Gums One toothbrush is now available and the Great Gums Clinical Grade toothbrush is available for pre-order.

Utilizing patented bioelectric technology, these toothbrushes are designed to offer superior plaque removal and enhance overall oral health, setting a new standard in oral care.

“The introduction of Great Gums and bioelectric brushing represents a major advancement in oral care technology,” Silvana Barros, DDS, former senior director of clinical innovation at Colgate and an advisor to Great Gums, says in a press release.“Powered by advanced bioelectric effect (BE) technology, its non-invasive design provides a deeper, more thorough removal of debris, even in hard-to-reach areas, helping users maintain healthier gums and teeth with greater ease. This innovation is poised to make daily dental care more efficient, effective, and accessible for all, elevating the standard of oral hygiene.”

The Great Gums toothbrushes harness bioelectric technology that creates an imperceptible electromagnetic field around the bristles. This field delivers 10 million waves per second to effectively disrupt and remove plaque from teeth, braces, implants, and dentures, areas that are often difficult to reach with traditional toothbrushes, the company states.

The Great Gums launch brings bioelectricity in toothbrushes to America. Great Gums’ Erica Michel told 

 on Tuesday that over 600,000 bioelectric brushes have been sold in Korea with over 20,000 reviews since 2020. The company has refined, enhanced, and reduced the cost of the brush through 12 versions to develop the Great Gums One Toothbrush for under $30. It has become quite popular in Korea, and the company expects the same reception in the rest of the world. The company plans to feature the toothbrushes at the Greater New York Dental Meeting in early December.

Since the invention of the first electric toothbrush 73 years ago, technology has evolved. Oscillating-rotating and sonic brushes rely on mechanical movements—rotating or vibrating at high speeds—to physically scrub away plaque. In contrast, bioelectric brushing cleans through electrical stimulation rather than physical movement, making it gentler and more thorough than traditional electric brushes, according to Great Gums.

: Designed for preventative care, this now-available model is ideal for everyday use to maintain optimal oral hygiene and prevent plaque buildup and cavities. It is available for $29.95, with a 25% discount for qualified dental professionals.

: Priced at $200 and sold via the dental channel, this model is suited for individuals needing enhanced care, such as those with gum disease or post-dental surgery. This soon-to-be available version is rechargeable and features more powerful bioelectric technology and 3 brush heads for superior plaque removal and improved gum health.

The Great Gums Clinical Grade toothbrush utilizes patented bioelectric technology. | Image Credit: © Great Gums

The effectiveness of Great Gums toothbrushes is backed by clinical studies, the company adds. Research shows the bioelectric toothbrushes are 6 times more effective at targeting hard-to-remove plaque compared to ordinary toothbrushes. They also achieve a 67% improvement in cleaning interdental surfaces, a 75% reduction in gum inflammation, and a 59% reduction in bleeding. 

Great Gums’ bioelectric technology is protected by 14 issued patents, underscoring the uniqueness and innovation behind the products. This technology not only cleans better but also promotes healthier gums, reducing the risk of gum disease and other oral health issues, according to Great Gums.

Great Gums has collaborated with dentists including Drs. Thomas Kang, Nicholas Koogler, Ian Shuman, and Jeremy Ueno. Dr Kang, DDS, has validated the technology in his practice, using it with his patients and leading a dental clinic pilot program to expand the reach of Great Gums’ innovative toothbrushes.

CEO and Co-Founder of Great Gums Mark H Goldstein wants the technology to have a big impact in battling gum disease going forward.

“We are excited to introduce our patented bioelectric toothbrush technology to the dental community,” adds Goldstein, who is Chairman of the Digital Health Hub Foundation. “Our long-term vision is to have our proven and cost-effective bioelectricity embedded in all toothbrushes by 2027, and work with the dental community to make that happen. We want to help our customers prevent plaque buildup and reduce the risk of gum disease. Our clinical data speaks for itself.”

Great Gums offers a 3-day clean feel guarantee. Dental professionals can receive a free trial toothbrush 

Additional information about Great Gums and the technology behind the Great Gums One and Great Gums Clinical toothbrushes can be 

Great Gums One and Great Gums Clinical Grade toothbrushes are designed to effectively disrupt and remove plaque from difficult-to-reach areas of teeth, braces, implants, and dentures.

New Great Gums’ Toothbrushes Feature Patented Bioelectric Technology

With a focus of using cutting-edge innovation to improve dental patients’ quality of life, Cellerant Consulting Group and Dental Innovation Alliance (DIA) are forming a strategic partnership, the 2 forward-thinking organizations announced today.

The Cellerant-DIA partnership is a natural evolution of an ongoing relationship, solidifying their commitment to advancing the dental profession. Together, the 2 organizations will foster new opportunities for collaboration, driving efficiency, enhancing patient care, and helping dental professionals to stay at the forefront of technological progress.

“Through this strategic alliance, Cellerant and DIA ultimately aim to accelerate the pace of innovation in the dental field,” Lou Shuman, DMD, president and CEO of Cellerant Consulting says in a press release. “Together, we’re improving the quality of care for patients and creating a stronger, more connected industry.”

By bringing together Cellerant’s deep experience in growing early-stage companies with DIA’s innovative model where dental leaders invest in and coach entrepreneurs, this partnership looks to enable more dental professionals to access transformative tools and resources that elevate patient care across the board.

“DIA is committed to supporting the growth of promising companies to push the boundaries of what’s possible in dental care,” adds Doug Brown, co-founder and managing partner of DIA. “This partnership with Cellerant strengthens our ability to deliver on that mission, connecting the dots between innovative technology and the everyday needs of dental practices.”

Each year the Cellerant Group oversees the Cellerant Best of Class Technology Awards. In 2024 there are 14 companies honored plus a category winner, and the winners will be announced in the October issue of 

DIA consists of industry leaders, global dental corporations, dental associations, and high-net-worth individuals who fund, advise, and propel the success of early-stage companies. 

has offices in Nashville, TN and Research Triangle Park, NC.

The 2 industry leaders join forces to drive progress through innovation and enhance the quality of dental care.


Cellerant and Dental Innovation Alliance Forming Strategic Partnership

Lisa Newburger, a master's level social worker supervisor, helps audiences find humor in talking about tough topics. Her "in-your-face" style of presentations and writing will make you smile or just shock you into taking some action. Either way, she is very effective at empowering others to reach their goals and feel better about themselves. Her entertaining workshops are available for national and international audiences. Writing for the dental industry since 2010, she uses an alterego (Diana Directive) to illustrate her points in a sarcastic but effective way. Presentations can be scheduled by contacting Lisa at www.discussdirectives.com/dental.html.

A discussion on dental practice marketing.

Mastermind 41

Videos

Join Lisa Newburger, LISW-S, Jean Ocasio, John Flucke, DDS, Chad Duplantis, and Jamie Collins, BS, RDH-EA, as they discuss how to bring in new patients and how to start getting those 5-star reviews. [32 minutes]

Mastermind – Episode 41 – Getting Those 5-Star Reviews for your Dental Practice

America’s ToothFairy is calling on dental professionals to participate in its third annual My Smile Matters campaign, held in October to celebrate National Dental Hygiene Month. Launched in 2022, the campaign aims to highlight the importance of oral health and the role dental hygienists play in children's overall health, according to a press release from America’s ToothFairy.

Jill Malmgren, executive director of America’s ToothFairy, emphasized the need to change the perception that tooth decay is inevitable in childhood.

“Many parents still view tooth decay as an unavoidable part of childhood,” Malmgren said in the press release. “Through this campaign, we’re striving to change that perception by educating families about the profound influence a healthy smile can have on both physical health and lifelong success.”

The campaign has expanded each year, reaching over 100,000 people in 2022 and nearly 170,000 in 2023 through educational materials available at MySmileMatters.org, as cited in the press release.

The 2024 campaign, sponsored by Darby Dental Supply, includes activities such as:

Nominating exceptional dental hygienists for national recognition.

A social media toolkit with 25 ready-to-use posts and graphics.

A contest encouraging the public to share why healthy smiles matter.

Campaign t-shirts available throughout the month.

The My Smile Matters Challenge, which focuses on providing toothbrushes and oral health materials to underserved children.

Free, downloadable educational resources for schools and communities.

Malmgren added that this year’s campaign is one of the largest to date, with many professionals already preparing for its October 1 launch.

“This year’s campaign is one of our biggest efforts to date,” Malmgren said in the press release. “We’re thrilled to see dental professionals and educators nationwide already embracing the campaign by downloading resources and preparing for the October 1st launch. We’re continuing to expand our offerings and add new resources throughout the month.”

America’s ToothFairy will celebrate National Dental Hygiene month with new My Smile Matters campaign, recognizing the importance of good oral health for children. 