BREAKOUT OPTION 2 DSO Landscape and How to Thrive in It
VINCENT CARDILLO The DSO Opportunity: Will It Be Your Future? Lecture, Up to 1.5 Hours Practice Management and Human Relations, AGD Subject Code 550 Today, close to 20% of all dental practices are operated by Dental Support Organizations (DSOs), and that number is climbing. Single-office owners are feeling the pressure on their market share—but also seeing the opportunity. They don’t want to be a part of corporate dentistry and are hungry to grow on their own. The problem is, many launch into growth and then quickly tumble back down. They don’t know what to expect when they buy or build that second, third, fourth office. Who to hire? How to hold them accountable? What business model to follow? Learn the answers from an industry veteran who has grown, led, and sold multiple group practices. Upon completion of this breakout session, attendees should be able to: n Apply the knowledge and tools they need to grow beyond a single office. n Decide whether they should partner with other practices to create a group, sell to a DSO, or build their own DSO. Vincent Cardillo, MBA, is the founder of Dental Management Innovations LLC (DMI), which provides outsourced C-suite services to dental groups and single offices that have the intention of growing. His ability to successfully build and manage teams, create and execute strategic vision, and identify and drive key metrics has led to substantially increased shareholder value in each company. DMI positions its clients for long-term growth by strengthening their operational systems and infrastructure. Cardillo also provides his expertise in operations, strategy, and financing to private equity firms and other financial institutions looking to make an investment in a DSO. He earned a BA from SUNY Potsdam, an MBA from Clarkson University, and an Executive Degree in Managed Care from University of Connecticut. He also served as president of Dental Group Management Association.
BREAKOUT OPTION 2 (Continued)
CHARLES COHEN The Playbook: How to Win As a Solo Practitioner in a DSO World Lecture, Up to 1.25 Hours Practice Management and Human Relations, AGD Subject Code 550 Dental Support Organizations (DSOs) strike fear in the hearts of many independent dentists, who worry about competing in a world dominated by corporate dentistry. (And scaring dentists is good business for consultants and others who make their living on the edge of the dental market.) Have no fear; any independent dentist can win in this brave new world. In this session, you will learn the current state of DSOs, see three myths (especially around DSO financial performance) blown apart, and gain four ideas to help you and other independent dentists win today and in the future. Upon completion of this breakout session, attendees should be able to: n Understand how to compete effectively as an independent dental practitioner (IDP) with DSOs and other large practice models. n Know how the financial model of an IDP compares with that of a DSO. n Recognize how the practices of independent dentists will change over the next decade. Charles Cohen is managing director and third-generation owner of Benco Dental Company. He graduated from the University of Pennsylvania in 1989 with a degree in English and joined Benco as a territory representative soon after. He has taken on increasing responsibilities in the sales and marketing areas, becoming managing director in 1996. Cohen serves on a variety of industry and community boards, including Wilkes University, the Dental Lifeline Network, and Jewish Community Alliance of Wilkes-Barre.
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