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DEO Fall Summit 2019

November 7 - November 9


What Is the DEO Fall Summit: How To Grow Through Practice Acquisitions and Startups?

You’ve made the decision to grow your DSO/group practice. Now what?
How do you choose the scaling path that is right for you — acquisition or de novos? Why “reinvent the wheel”? Attend the Summit to learn from not only industry experts, but DSO/group-practice leaders who have forged this path before. Discover the many different acquisition/startup strategies for success, and find out how and why to choose the growth plan that is right for your DSO. You’ll walk away with important insights, armed with the necessary tools, techniques and best practices to accelerate the success of your acquisition/startup growth plan.

We’ve invited leading influencers representing the DSO/group-practice space to share their expertise.
These dynamic experts will lead compelling presentations to guide you through what works — and what pitfalls to avoid when acquiring and starting up new locations. Attend The Summit to learn:
– How large DSOs and group dental practices use startup location strategies
– How to use KPIs and numbers to evaluate potential locations for acquisition
– How to use acquisitions and startups to accelerate the top line
– How to identify your ideal “target acquisition” profile
– How to effectively integrate a new location into your culture and systems — without losing employees or productivity
– How to roll dentist equity into new acquisitions and retain new partner dentists
– How to market new locations: essential tactics to ensure the schedule is full when doors open

Plus, network with the brightest minds in the dental industry at The Summit —
A chance to mastermind and share experiences with peers. Registrants include nearly 400 dentists, group executives, and dental professionals, as well as sponsors dedicated to the group space. Summit attendees are from group dental practices, DSOs, suppliers, vendors, and investors.

Lessons in Opening Hundreds of De Novo Locations
Speaker: Stephen Thorne, IV, BA, MHA
Founder, President, and CEO, Pacific Dental Services
Stephen Thorne is founder, president, and CEO of Pacific Dental Services (PDS), a leading DSO in North America. Mr. Thorne has been with PDS for over 30 years and has been the main driver in their path to success. In this presentation, Mr. Thorne will share insights and lessons learned from leading PDS through the opening of hundreds of startup locations, including:
• PDS’ unique growth path
• Lessons from one of the DSO industry’s most experienced CEOs
• Best practices for de novo growth
• Challenges encountered when scaling startups
• PDS’ growth strategy for next year and beyond

How to Go from 0 to 25+ Locations in One Year
Speaker: Dr. Samson Liu
Owner, founder, and CEO, SOHDental

Dr. Samson Liu has become one of group dentistry’s most incredible success stories, going from his first location at the beginning of 2018 to acquiring his 25th location by the end of that year. Dr. Liu spent the majority of his career as an executive vice president at Heartland Dental before starting SOHDental. Dr. Liu will share his inspiring story and more, highlighting:
• His step-by-step process of going from 1 to 25+ locations in 1 year
• Struggles, low points, highlights, and successes in the journey
• Advice for groups and DSOs looking to speed up growth
• Lessons learned and pitfalls to avoid while scaling quickly, with tips tailored for smaller DSOs

Integrating Culture into New Locations
Speaker: Dee Fischer
CEO, Fischer Professional Group

Dee Fischer has decades of experience growing DSOs and currently helps doctors create systems, accountability, and passion in the workplace. Ms. Fischer has been an integral part of several DSOs’ exponential growth, guiding the operations and HR management to scale to larger organizations. Her presentation will highlight the human resources alignment needed to scale successfully, including:
• How to transfer culture from current to acquired locations
• Ensuring additional locations are added smoothly
• Retaining employees at new locations
• Overcoming negative attitudes
• Deciding which employees should be retained vs. let go
• Adding current systems to new locations
• Getting new employees excited about the vision

How Large DSOs Evaluate Acquisitions
Jacob Berry, Executive Vice President, Business Development,
MB2 Dental Solutions
Greg Wappett, Director of Corporate Development, 42 North Dental

Jacob Berry spends his days leading business development and developing growth strategies for MB2 Dental, one of dentistry’s fastest growing DSOs. A key part of his role is evaluating new-location and partnering opportunities through careful analysis and considerations. In this presentation, Mr. Berry will share methods that you can apply to your DSO’s next acquisition, including:
• A deep look at the financials for acquiring locations
• What to look for when purchasing new locations
• How to professionally analyze a purchase opportunity
• Essential metrics and KPIs to uncover in the evaluation process
• Recommended steps to determine a “yes” or “no”

As Director of Corporate Development of 42 North Dental, a premier DSO in the Northeast with locations spanning four New England states, Greg Wappett is experienced in managing the complexities involved with acquisitions. Strategically evaluating each opportunity, Mr. Wappett has helped 42 North Dental grow. He will join Mr. Berry in this presentation highlighting his approach, offering:
• An alternative look at the financials of acquiring locations
• How his view changed over time toward KPIs and metrics
• How to conduct a thorough review of each new acquisition opportunity
• Financials of a “healthy” practice vs. “‘unhealthy” practice
• Deceiving numbers to look out for when evaluating a new acquisition

Behind the Scenes: How Strategic Partnerships Will Change Dentistry
Steve Bilt, CEO, Smile Brands
Dr. Alan Acierno, CEO and owner, DecisionOne Dental Partners

Early in 2019, Smile Brands (400+ locations) and DecisionOne Dental Partners (27+ locations) came together in a landmark partnership that changed the dental landscape. Mr. Bilt and Dr. Acierno will present a “behind the scenes” look at how the deal came about and detail how other groups and DSOs can learn from their experience. They’ll discuss:
• The difference between a strategic partnership and an acquisition
• How this partnership has changed the DSO landscape
• Takeaways from strategically integrating two companies together
• Why Dr. Acierno and the DecisionOne Dental team decided it was time to partner
• What both groups got “right” during the process, and lessons learned looking back
• Advice for other groups looking to strategically partner

Save an extra $100 with the code GDNRECAP – Click HERE to register now.


Ritz Carlton Grande Lakes Orlando
4012 Central Florida Parkway
Orlando, FL 32837 United States
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