Kate joined our colleagues at dentally to explore the realities of buying and selling dental practices and the conversation breaks down what dentists need to know before entering the dental M&A market. This episode is ideal for anyone considering selling a dental practice, buying their first practice or expanding into group ownership.

From due diligence and compliance to property agreements and NHS contracts, In this episode, you’ll learn:

• The biggest misconceptions when it comes to buying and selling dental practices
• Why preparation and documentation are key to the deal
• The main differences between NHS, mixed and private practice transactions
• Legal challenges to consider before selling
• What the future of dental M&A could look like

Prepare your practice for sale

We advise practice owners to start preparing for the sale at least five years before exit. Download our checklist to assess your practice sale readiness and understand when’s the best time to start your exit planning.

The post The Realities of Buying and Selling Dental Practices with Kate Beech appeared first on Henry Schein Dental Practice Sales.

Amid these pressures, one truth remains constant: practice value is driven by profit, not turnover. So even those practices experiencing strong turnover growth need to act quickly to protect their value.

In our recent webinar, Margins Under the Microscope, Alison Bates, our Valuations Department Manager, explored the strategies Principal Dentists can use to build sustainable profitability and protect long-term practice value.

Rising Costs Are Reshaping Dental Practice Economics

Dental practices are operating in an increasingly challenging financial environment. National Minimum Wage increases alone have significantly raised staffing costs, with rates for over-25s rising by 43% between 2021 and 2026. Apprentice wage rates have increased by an astonishing 86%.

At the same time, Employers’ National Insurance changes, inflationary pressures and rises in utility costs and general overheads have all added to the burden on practice profitability.

Within dentistry specifically, practices are also facing:

• Increased associate NHS remuneration – with UDA rates growing upwards of 18%
• Higher hygiene pay expectations – 25-29% increase in five years
• Recruitment and retention challenges, particularly with NHS Dentists and Nursing roles
• Growing support teams such as in-house TCO and marketing roles
• NHS clawback pressures
• Rising compliance and HR costs

For many owners, the result is a dangerous squeeze on margins, with the greatest impact felt by predominantly NHS practices who are unable to adjust treatment prices to absorb these rising costs.

Impact of Rising Costs on Profit

When you compare a mixed-income, four-surgery practice in 2020 versus 2025. While turnover grew dramatically from £1.02 million to £1.64 million, EBITDA barely moved – rising from approximately £247k to £254k.

The reason? Costs escalated significantly quicker than revenue.

Key increases included:

• Clinician costs rising from 35.9% to 40% of turnover
• Staff costs increasing from 15.6% to 20.5% of turnover
• Lab costs also climbing steadily from a focus on cosmetic dentistry

Despite substantial revenue growth, profitability as a percentage of turnover fell sharply from 24.2% to 15.5%.

This highlights a critical misconception among practice owners – turnover does not equal value. As Alison Bates explained during the webinar, valuations are based primarily on profit because that is what buyers and lenders assess. Even small improvements in EBITDA can create significant increases in practice value when multiplied across valuation metrics.

Focus on What You Can Control

Many external pressures affecting dentistry are outside the control of practice owners:

• Inflation and interest rates
• NHS reform
• Recruitment shortages
• Government policy
• Market conditions
• Competitors

However, successful principals focus on controlling the variables that are within their influence and can positively impact profitability.

These include:

• Practice presentation and patient experience
• Team culture and morale
• Treatment pricing
• Chair utilisation
• Recall systems
• Software automation
• Missed revenue opportunities
• Clinical efficienc
• Understanding financial performance by working with a dental practice valuer

Whilst operational discipline can be a great driver of turnover, without knowing how this translates into profit can be detrimental. Once you understand what is driving profit, you can begin to increase it!

Do You Really Know Your Numbers?

Benchmarking and financial awareness are key to running a profitable practice which will command a higher price when it comes to your exit.

Many practice owners know their turnover figure but far fewer understand exactly what percentage of revenue is being consumed by costs. Without this visibility, cost leakage can quietly erode profitability.

Benchmarking allows practices to:

• Compare performance against similar practices
• Identify overspending
• Forecast future financial performance
• Make better strategic decisions
• Understand where profitability is being lost

Importantly, understanding your numbers enables smarter growth decisions. Before investing in new services, equipment, or staffing, owners should assess the likely impact on EBITDA, not just revenue. Sustainable profit matters more than uncontrolled expansion.

Timing Matters More Than Many Owners Realise

For Principal Dentists considering a future sale, timing is crucial. Exit planning should ideally begin 5–10 years before an intended sale date because value optimisation takes time. Buyers want to see sustainable, repeatable profitability.

The type of buyer also affects timing:

• Smaller practices (typically under £750k turnover) are often attractive to independent buyers reliant on bank funding.
• Larger practices are generally more suited to corporate acquisition, but these deals frequently involve tie-in periods lasting between two and five years.

Planning early provides flexibility and increases the likelihood of maximising sale proceeds.

Common Misconceptions About Practice Value

Many owners unintentionally overestimate their practice value due to common assumptions, such as

• “The practice down the road sold for £1 million, so mine must be worth the same.”
• “High turnover guarantees high value.”
• “A buyer will pay for future potential.”
• “My associate will buy me out.”
• “I can sell whenever I’m ready.”

Buyers assess sustainability, profitability, risk, and future growth opportunity very carefully. Even highly profitable practices can encounter valuation challenges if growth potential is exhausted or operational risks are too high.

Market Conditions Still Matter

While owners cannot control market dynamics, staying informed is essential.

The webinar highlighted several current trends:

• Goodwill values of Mixed practices averaging 124% of gross fees (July 2025 NASDAL data)
• Continued appetite from independent buyers supported by strong bank lending conditions
• Slowing corporate acquisition activity with an increasing focus on sustainability and clinical tie-in to mitigate risk

Understanding these trends helps owners make informed decisions about when to bring a practice to market.

Get a Professional Valuation

A valuation does far more than provide a headline figure. It helps owners understand:

• Profitability benchmarks
• Areas of inefficiency
• Growth opportunities
• Future sale readiness
• How buyers will view the business

Most importantly, it creates time to improve profitability before a sale becomes urgent. Building sustainable profit now will protect your business for a future sale.

The post How Do You Protect Practice Value Amid Rising Costs? appeared first on Henry Schein Dental Practice Sales.

Our Financial Consultant Zoe Forde explains the potential benefits of 100% funding if you’re an Associate considering buying your first dental practice…

100% funding enables you to protect your personal assets

100% lending provides the freedom to invest in the practice which perhaps would not have been achievable.  Some buyers may have strong cash reserves yet prefer 100% lending to preserve their liquidity and maintain financial flexibility. The great news is that 100% finance options are often available and, in many cases, do not require security against personal property.

“Lloyds has reaffirmed its commitment to supporting clients in a competitive market with ongoing reviews of its credit policies. Following valuable feedback from the broker network, the NACFB Patron’s business development team has introduced key enhancements to Lloyds’ dental lending policy. The updates include an extended goodwill lending term of up to 20 years, improving affordability and flexibility for borrowers. LTV ratios have also been increased to 100% for single practices, up to 90% for two to four practices, and case-dependent terms for five or more practices, subject to overall proposition strength.” Lloyds, Press Release  

Lower deposit requirements enable you to step into ownership sooner

Many clinicians struggle to accumulate large savings due to years of investment in education and training. Traditional deposit requirements have long been a barrier to ownership, so full lending removes this obstacle, enabling you to step into ownership earlier.

Acting quickly in a fast-moving market as a first-time buyer

With practice prices rising and competition intensifying, agility is everything. 100% funding allows you to act decisively when the right practice becomes available particularly in competitive sales where speed and certainty are crucial.

With a major lender now offering 100% lending and lower loan-to-value ratios, it’s a clear sign the dental sector remains a stable and low-risk sector, with predictable income streams and strong historical repayment performance. The banks are currently competing with one another on policy as they are all keen to lend in the healthcare sector – specifically dental. This means it’s a great time to buy.

Key reasons to consider buying now:

• 100% lending for first time purchasers
• Longer terms of up to 20 years on Goodwill
• Zero-fee lending options are available through select banks
• Rates as low as 1.45% above Bank of England base rate
• Health care lenders more competitive than ever

Ready to see what you can borrow?

For more information about funding your practice purchase, or to refinance your existing loan, chat to our practice finance team on 01332 609 318 or book a confidential online consultation by clicking the below.

The post 100% funding now available to buy a dental practice appeared first on Henry Schein Dental Practice Sales.

Thinking about buying a dental practice in the next year or two? Whether you’re preparing now or just starting to explore your options, this webinar will give you essential insights to help you make informed, confident decisions about practice ownership.

Hosted by James Martin (DentistWhoInvest) with expert speakers Maja Thompson (Director of Practice Services, Henry Schein Dental Practice Sales) and Kimberley Parker (Business Manager, Henry Schein Dental Practice Sales), this exclusive session walks you through everything you need to know about buying a dental practice in today’s fast-changing market.

Watch this webinar on-demand!

What you’ll learn:

• The sale process explained – from agreeing a deal to completion
• Legal and financial due diligence – what’s really involved and how to avoid delays
• Property considerations – freehold vs leasehold and what you need to decide early
• CQC registration and NHS contracts – understanding transfer timelines and requirements
• Financing your purchase – what lenders look for and how to get prepared

Why watch?

Buying a practice is one of the biggest professional and financial steps you’ll ever take. Understanding the process and preparing early could save you time, money, and stress.

We have more than 6000 buyers registered with us, and have marketed £640m worth of practices in the last five years alone. Our experts are here to share their knowledge to help you plan your future.

This webinar could be the edge you need to secure the right opportunity.

Watch the Buying a Dental Practice – Everything You Need to Know Webinar on-demand here

The live session was delivered by Maja Thompson, Director of Henry Schein Practice Services UK & Ireland, and Kimberley Parker, Business Manager at Henry Schein Dental Practice Sales, was hosted by James Martin at Dentists Who Invest and was recorded on 10th September 2025 for dental associates to watch on demand here

Questions?

If you’re considering selling or buying a dental practice, or need to refinance, chat to one of our experts by contacting us here.

The post On-Demand Webinar: Buying a Dental Practice – Everything you need to know appeared first on Henry Schein Dental Practice Sales.

Thinking about selling your dental practice?

The key to a successful sale is preparation – and starting early.

Your dental practice is more than just a business. It’s the result of years of dedication to patient care, operational excellence, and reputation-building. However, when it’s time to move on, many owners are surprised to find that buyers don’t always see the same value that you do. The good news? With the right preparation, you can make your practice more attractive to buyers and secure the best possible valuation.

Why Early Preparation Matters When Selling a Dental Practice

If you’re planning to sell your dental practice in the next few years, the time to start preparing is now. We often speak to dentists approaching retirement or looking to step back from ownership who discover that their practice isn’t yet in the optimal condition to sell. Starting early gives you the time to:

• review your finances
• strengthen your systems, and
• position your practice as a sustainable business that thrives without your direct involvement.

What Buyers Look for in a Dental Practice

When a prospective buyer assesses your dental practice, they’re not just looking at what it is today – they’re visualising what it will look like once you’ve stepped away.

Here’s what most buyers focus on:

• Retention of key clinicians – will the associates and hygienists remain after the sale?
• Patient loyalty – are patients committed to the practice brand rather than just the principal dentist?
• Strong operational systems – are there processes in place to maintain revenue and manage the business effectively?
• Predictable income – is the practice’s income consistent and repeatable month after month?

If your practice relies too heavily on you, buyers may see it as a higher-risk investment. That can directly impact your valuation and the level of buyer interest you attract.

Avoid the Common Mistake: Selling When You’re Ready to Step Back

By the time many dentists begin the selling process, they’re already thinking about slowing down. However, if your practice isn’t ready for sale, you might need to invest additional time and energy to bring it up to market standards. This can be frustrating when your goal is to reduce your workload, not take on more.

The Smart Strategy: Plan Your Dental Practice Sale Early

The best way to ensure a smooth and profitable sale is to start planning two – five years in advance. By speaking to our specialists early, you can:

• get a comprehensive practice valuation and understand what drives your sale price
• identify areas for improvement that could raise your practice’s market appeal, and
• create a step-by-step plan to maximise your value and prepare for a successful transition.

Our valuers work with your timeline – so you stay in control and avoid unnecessary stress as you prepare for the next stage of your life.

Sell Your Dental Practice with Confidence

A well-prepared practice sells faster, attracts stronger offers, and results in a smoother transition for both you and your patients. Let us help you make the process simple and rewarding. Whether you’re looking to sell soon or just exploring your future options, our experienced consultants can guide you through every stage – from valuation to completion.

Book a valuation here or contact us to have a confidential chat about your future plans.

The post How and when to prepare your dental practice for sale appeared first on Henry Schein Dental Practice Sales.

When you’re ready to sell your dental practice, you want to be sure to get the best return for your years of investment and hard work.

1. Plan early

The preparation to sell will take longer than you think. This is particularly important if you’re looking to hit a ‘magic number’ before selling so that you have a certain level of income for your future.

2. Arrange a dental practice valuation

You should arrange a valuation of your practice as early as possible – ideally a few years before you’re thinking of selling. This should be a professional valuation, and not from your accountant. An independent valuation will consider your business from a different perspective. It will provide you with suggested changes to help increase the value of your practice – put them into action, they will serve you well in the future.

3. Decide on your exit horizon and work backwards

Having an exit date in mind will help you put your plan into action so you can maximise the value of your practice ready for when you sell. This is key if you’re timing your exit with retirement. Bear in mind, the type of buyer acquiring the practice will influence the post-sale arrangements as sales of larger practices to small groups or corporate operators will almost always require you to be tied to the practice post-sale for between 2-5 years.

For some principals, ensuring the continuity of their legacy for patients and team members is a key consideration. If this is the case, this needs to be factored into your exit date.

4. Make changes early

Operational changes need time to embed to have an impact on the value of your practice. So take expert guidance, implement recommendations appropriately and timely to see the benefits.

5. Ensure you’re not overstaffed

This makes a big difference to your bottom line. Your expert valuation will be able to identify if you’re overstaffed and dental practice sales experts can show you the impact of this in terms of practice value.

Questions?

Book a valuation here or contact us to have a confidential chat about your future plans.

The post How to Sell My Dental Practice: 5 things to do before you sell appeared first on Henry Schein Dental Practice Sales.

As a dentist who’s been running a practice for a few years, you’re likely familiar with the constant balancing act of managing patients, staff, and the overwhelming administrative responsibilities that come with owning a business. The passion that drove you into dentistry initially may feel increasingly overshadowed by the day-to-day challenges of running a practice. 

The good news? You’re not alone.

A growing number of dental practice owners in their 30s and 40s are realising that the demands of practice ownership can take away from the parts of dentistry they truly love. If you’re considering selling your practice, it’s a step toward reducing responsibilities and returning solely to what originally inspired your career: providing care to your patients. 

Read our interview with Stuart Garton, previous practice owner of The Dental House Liverpool, who sold his practice seven years into his ownership in order to reduce responsibilities. The practice completed within nine months and he was able to work within the practice on a part-time basis, enabling him to get back to clinical work.  

“Those selling should consider reaching out early, even if you’re only contemplating the idea for the future. Seeking feedback on accounts, evaluating areas for improvement, and preparing the practice for sale well in advance can significantly enhance the selling process. Personally, I wish I had engaged in this process earlier; it likely would have made the transition smoother.”

Questions?

If you’re considering selling or buying a dental practice, or need to refinance, chat to one of our experts by contacting us here.

The post Selling your Dental Practice: Not just for retirement. appeared first on Henry Schein Dental Practice Sales.

A thriving dental plan doesn’t just generate steady, recurring revenue—it also reflects strong patient loyalty, predictable cash flow, and overall business resilience. These are critical factors that buyers and valuers look for when assessing the worth of a practice, and they can make a significant difference to your final valuation.

Watch the Impact of a Plan on your Practice Valuation webinar on-demand here

The live session was delivered by Harriet Mordecai, Business Development Manager at Patient Plan Direct and Alison Bates, Practice Valuations Team Manager at Henry Schein Dental Practice Sales, was recorded on 12th June 2025 for dental practice owners to watch on demand here

Questions?

If you’re considering selling or buying a dental practice, or need to refinance, chat to one of our experts by contacting us here.

The post On-Demand Webinar: Impact of Dental Plans on Practice Valuation appeared first on Henry Schein Dental Practice Sales.

BADR (Business Asset Disposal Relief), previously known as Entrepreneurs’ Relief, is a UK tax relief designed to reduce the capital gains tax (CGT) when selling all or part of a business.  

On 6 April 2025, BADR increased from 10% to 14% as part of the Budget. 

BADR is set to increase another 4% from 6 April 2026 to 18%, impacting tax bills from any asset disposals, such as a dental practice sale.  

Owners planning to sell a practice with substantial goodwill, property, or equipment will face increased tax liabilities in the next financial year. As net proceeds from selling a practice will decrease, this could impact any retirement plans or reinvestments you’ve been considering. 

What to do next

You may consider bringing your sale forward to avoid the tax rises. Or you may decide to change your exit strategy given the potential impact.  

If you’re considering selling your practice in the near future, it’s crucial to act now and get an up-to-date valuation to understand how much you stand to lose based on the higher tax thresholds. 

Practice sales can be a complex process with the average sale taking 6-9 months to complete. Acting sooner rather than later will therefore put you in the best position to achieve a successful sale outcome ahead of the tax changes, thereby maximising your sale proceeds 

The post How Will the BADR Tax Relief Changes Affect Me? Guidance for Dental Practice Owners  appeared first on Henry Schein Dental Practice Sales.

And more!

Watch the Anatomy of a Sale Transaction webinar here

The live session was delivered by Ray Goodman Partner at Acuity Law and Manjit Jutla, a mergers and acquisitions expert at Henry Schein Dental Practice Sales, was recorded on 13 May 2025 for dental practice owners to watch on demand here

Questions?

If you’re considering selling or buying a dental practice, or need to refinance, chat to one of our experts by contacting us here.

The post On-Demand Webinar: Anatomy of a Sale Transaction appeared first on Henry Schein Dental Practice Sales.