DSOs Are Moving Forward. Are You?

By Anthony Stefanou DMD, Founder, Dental Sales Academy

It’s no surprise: The demographics in dentistry are changing quickly. No one knows that better than readers of Efficiency in Group Practice.

Over the past few years, it is estimated that dental support organizations have grown at a 20 percent to 25 percent rate compounded, and that by 2020, only about one-third of dental offices will be solo private practitioners. Some experts believe that approximately 20 percent of the dentistry performed today in the United States is performed within DSO-affiliated practices.

There are approximately three dozen large or major groups (100+ practices) and literally hundreds of mid-size or emerging groups. Many dental manufacturers and dealers are restructuring to add special markets directors or full teams to service them.

In March, the Dental Sales Academy hosted an interactive workshop in New York City entitled “The DSO Movement: What’s Going On & How to Get Your Share of Business.” Hosted by DSA Founder Dr. Anthony Stefanou and Efficiency in Group Practice Publisher Bill Neumann, the one-and-a-half-day workshop was intended to provide content from all angles of the industry, including what practitioners, the financial industry and the DSOs themselves are thinking. The program was attended by manufacturers, dealers, and industry consultants.

Guest speakers included past ADSO Executive Director Dr. Quinn Dufurrena, Steve Raymond of DAK Group (an investment banking firm), and Rhonda Mullins, CEO of Dentrepreneur Solutions. Agenda topics included:

• The DSO landscape: An explanation of DSO/group practice business models.
• Survey results & statistics: Exclusive, up-to-date information to assist manufacturers, dealers and service providers in understanding the DSO impact on their business and the dental industry as a whole.
• Competition: Analysis of what distributors/manufacturers/service providers are doing.
• DSO case studies: An in-depth evaluation of several DSOs, including their origins, executive teams and financial backing.
• Strategy: Determining which DSOs to focus on, considering procurement and clinical evaluation, and how to better sell and market to them.
• Important considerations: How to transition/re-evaluate your existing company/sales structure.

More workshops are planned. Information on future dates can be found at http://dentalworkshops.weebly.com/dso–group-practice-workshop.html