Specialist
C-level Executive at Laeta, Inc
Agenda
- Key trends in the Dental Service Organisations (DSO) market
- Competitive landscape and key players – Deca Dental, Smile Brands and DecisionOne
- Potential risks and challenges for DSOs
- 2019 outlook and potential for further consolidation in the space
Questions
1.
What’s your overview of key developments and trends in the US DSO market of late, particularly around consolidation?
2.
How much more share do you think DSOs might carve up and what timeline would you have in mind? How does that tie in to some of the demand and supply functions around dentist recruitment?
3.
Do you have any insight as to what the value proposition and the market size is for digital impression scanners, how is Cerec seeing and gaining popularity?
4.
What is the pricing difference of a Henry Schein vs some of the other distributors on the equipment and consumable products?
5.
What kind of a barrier are the traditional players, such as Henry Schein, trying to create against Amazon as we would be expecting more of that penetration?
6.
Are you aware of any acquisition trends around different areas of the country, is it more difficult in some areas, where is there room to further expand? Are there different EBITDA multiples, maybe variation by state?
7.
When you describe EBITDA multiples as going higher and higher, how high might they go, do you have a range in mind?
8.
Could you speak to Deca Dental and address the expansion strategy as it looks to go beyond Texas into Florida, what specific target areas is it going to be looking at in terms of sizing, brand recognition and market positioning?
9.
What are your insights on Deca's more retail consumer model where it’s trying same-day treatments and multiple specialities? How does that compare to some of the other strategies you mentioned for DSOs, where perhaps the focus is specifically one niche area from a profit margin perspective?
10.
What would be the considerations to partner with Smile Brands vs another DSO, what would be the differentiation? What are your thoughts around the acquisition of DecisionOne and potential of further network expansion for Smile Brands?
11.
What are your thoughts regarding the model that will come about from certain types of acquisitions, in terms of how will it be different in operation vs other DSO acquisition strategies we’ve discussed?
12.
Is there anything we’ve not discussed that you think would be important to mention?
13.
What’s your outlook for the DSO space in the next 12-18 months, is there anything to keep an eye out for? From an investor’s standpoint, what needs to be paid attention to in terms of having more effective DSO consolidation and acquisitions?
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