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Your Career And Exit PlansHow Healthy Is Your Bottom Line?F R O M W E S T E R N C A N A D A ' S L E A D I N G D E N T A L B R O K E RI S S U E # 1 • M A R C H 2 0 2 2Important Upcoming Industry EventsCorporate, Private And Legacy Sales.

To say the pandemic has taught us a few things is an understatement. Manyclinics were forced to make difficult decisions about staffing, operations andfinancial adjustments. We witnessed many owners come to us with a new appreciation for disasterplanning and protecting your blood, sweat and tears. While we are all seeingmandates lifted, we are cautiously optimistic about what's to come.'Omicron Adjustments' have to be made in every clinic to not only prepare forfuture threats but also for ongoing clinic valuations.Know that we've been here for over a decade and are committed tosupporting you even more moving forward as we expand into new territories.Here's to much prosperity for you and yours in 2022!Page 4 - New Normal or Standard Operating Procedure: How Healthy Is Your Bottom Line?Page 7 - Let's Connect In 2022: Important Upcoming Industry EventsPage 8- What's The Big Deal? Corporate, Private And Legacy Sales.Page 10 - The Journey: Your Career And Exit PlansThe pandemic opened the door for disaster planning andprotecting your future. How are you protecting your clinic?Looking For Featured Practice Listings?www.AvailDentalAdvice.comTHE DENTAL DESK MAGAZINE  | 2Founder, CEOAvail Dental Exit Advisory ServicesD A R R E N S H A N A H A NAvail Dental has been a trustedresource in the dental industry since 2012.

AVAIL S CELEBRATING 10 YEARS IN THE DENTAL INDUSTRY Planning Past The Pandemic The dental industry is at an interesting crossroads some would say where does the opportunity lie We wouldn t be where we are today without the incredible clients and industry partners who ve supported us throughout the years THANK YOU What makes it all possible is our team behind the scenes by Darren Shanahan MEET JENNIFER LAROCQUE CLINIC OWNERS ARE ENTERING NEW TERRITORY The landscape of the industry appears to be changing somewhat from legacy owners to more and more private and corporate involvement Independent clinic owners need to understand how to plan their business to get the highest valuation when it comes time to sell This process can take 6 months to 5 years depending on how you have it set up Engaging with an expert early on to understand the true market value of your practice and how to leverage your plans to maximize your return is always a smart thing to do As a Specialist in the healthcare field yourself you understand how having the proper training market analysis tools and experience make all of the difference If you re looking for support for planning purchasing or selling your clinic we re here to help As our Lead team member Jen brings accounting and financial analysis experience to our team A strong background in administrative accounting and analytics makes Jen an extremely valuable member of our team Jen is our go to on compiling and organizing all information related to appraisals and valuations and you will likely hear from Jen when followup financial or report data is required She and her family enjoy hiking and biking in all seasons and on all sizes of mountains Her two little fellas love hockey and Lego Jen is an invaluable part of our team and we are so lucky to have her taking the lead on all appraisals She will be your main point of contact and will be reaching out to gather information and clarify items in your file www AvailDentalAdvice com THE DENTAL DESK MAGAZINE 3

by Darren ShanahanFounder & CEO of Avail Dental Exit Advisory Services & has been in theindustry for more than 20 years.How healthy is your bottom-line?www.AvailDentalAdvice.comTHE DENTAL DESK MAGAZINE  | 4

Covid 19 has certainly changed many things worldwide. For theforeseeable future people will travel differently, potentially gather alittle differently (particularly for those in the at-risk population), andperhaps even operate a little more cautiously on a day-to-day basis.Yet, as the general population removes their masks and otherprotocols, what are the increased risks to dental professionals?Of course, infection control is nothing new to the dental community.This has been addressed for many years in clinics and examples canbe pointed to in revitalized steri-centres and cutting edge equipmentand practices. After-all this profession is science-based ergo theunderstanding of transmission risks and protective measures are in-depth. However, the fact of the matter is that patients remain thegreatest exposure points for dental professionals and we may belooking at increased protective measures within dental offices foryears to come. Increased PPE may remain in place either by choiceor by mandate from dental associations/colleges.Not since the pricey overhaul of clinic steri-centres, have infectioncontrol recommendations threatened to effect bottom lines as muchas these covid-era PPE requirements. So, how does the ‘new normal’relate to the ‘new normal in your dental practice?’ What do post-pandemic PPE measures look like - are n95’s and eye shields or faceshields the new standards or will investments like closedoperatories and/or sophisticated air purifying systems be required?Will extra staff be required to keep up with extra measures? Willstaff be afraid to work and risk exposure - or will staff sick ratespotentially rise due to exposure? Will illness cause appointmentcancellations thereby reducing productivity, as it did with theOmicron variant? HOW HEALTHY IS YOUR BOTTOM-LINE?THE DENTAL DESK MAGAZINE  | 5The "Omicron Effect" On Your Practice:Call Us To Learn More.In order to prepare for the future,In order to prepare for the future, you must consider the past.you must consider the past. We can help.We can help. 1-866-Go-Avail1-866-Go-Avail ((1-866-462-82451-866-462-8245))

Looking out into the future, no one knows what to expect - butcertainly, we can guess that new variants may affect operations.And what about any potential new pandemics? Is there a way tobuild from today’s requirements for any future health crisis so thatclinics are less vulnerable to supply issues and costly requirements?How this pandemic has affected your bottom line to this point andhow it may affect your bottom line going forward, are importantmetrics to understand - and how this can ultimately impact the valueof your clinic both today and tomorrow. Additionally, rising costsand supply chain issues should be included in these figures as well. Now is the time to review your pre-pandemic costs and comparethem to each year of the pandemic. This may help you to forecastout these additional costs over the next few years, particularly if thisnew normal becomes embraced as the new standard operatingprocedure. And, when covid-era wage subsidies and grant programshave disappeared, these will also affect your bottom line. The bigquestion, of course, is how will all of this also affect your valuebecause practices are valued not by their top line but by the netincome they generate. So, for those who may wonder how these additional costs mayinfluence the value of their clinics and what can be done to‘normalize’ these numbers, it would be worth engaging the servicesof an advisor (office manager, accountant or broker). These advisors can and will help you to navigate through this newnormal and increase the overall health of your bottom line.THE DENTAL DESK MAGAZINE  | 6HOW HEALTHY IS YOUR BOTTOM-LINE?

You can find AVAIL at these upcoming industry events: Saskatchewan Oral Health Conference 2022Sept. 22-24, 2022(Marriot Hotel, Regina, SK)Hosted By:College of Dental Surgeons of Saskatchewan (CDSS)Northwest Dental Exposition 2022Sept. 23, 2022(Edmonton Convention Centre, Edmonton, AB)Hosted By:Edmonton & District Dental Society You won't want to miss Darren Shanahan's presentation on:Want Darren to speak to your group? Call us: 1-866-Go-AVAILFind Us On:

And don’t forget the transitionfactor which is vastly different foreach person and theircircumstances. Another thing I often hear is that ‘ifall else fails I can always go withcorporate.’ There is definitely a misconceptionthat DSO’s are out there hungry forevery single dental practice thatexists. In actuality, not all practices areattractive or suitable for a DSO’sneeds. There are certain factorsthat make some practices moresuitable for DSO’s (whether it’s asmall, medium or large DSO) thanothers.BY YVETTE SHANAHAN I saw a great cartoon the other daydepicting the 4 horsemen of theapocalypse, with one extrahorsemen. When the 4th horsemenasks the extra who he is supposedto be, the extra answers‘misinformation’. Wow - that says somuch!There certainly is a lot of talk aboutpractice sales. Most of the talkingbegins with “I hear that …” whichdoesn’t give the impression of well-researched, factual information.That’s not to say that one personsharing their experience isn’tfactual, but there are so manyconfidentiality factors that evensharing personal experience hasimpactful details omitted. The end result is that there can be agreat deal of misinformationsurrounding practice salescirculating out there.One great example of this is withregards to DSO’s - and the hugemoney associated with those sales.The truth of the matter is that salesto DSO’s are extremely complexand have many mitigating factors.Rumours swirl aroundpercentage of grossrevenues and earningmultiples, however, unlessyou have all of the factsand details it is impossibleto compare someoneelse’s corporate saleagainst your practice. THE DENTAL DESK MAGAZINE  | 8

There are also misconceptions about private sales and legacy sales,and the belief that these sales cannot compare monetarily to corporatesales. Again, this is simply not true. Because of all of the above-mentioned factors, private and legacy sales can be equally valuable ascompared to a corporate sale. There are many private buyers out there that are clamouring for theopportunity to own and who are willing and able to purchase at, orabove, the accurately appraised value.Of course, every owner has different personal needs that factor into asale. Things like a transition period, building ownership, personalcommunity ties, investing in the next generation of dentists, etc etc allplay important roles in any sale. Sometimes it may be difficult to placean actual monetary value on some of these pieces - as they may beinvaluable to each individual.CORPORATE, PRIVATE & LEGACY SALES.THE DENTAL DESK MAGAZINE  | 9The bottom line is that if you areconsidering any type of sale - ifyou want to know ‘what’s the bigdeal’ for you personally, then it isworth your while to contact atransition specialist who can giveyou the straight goods, can goover all of your options and thedifferences they make to yourpersonal picture. Don’t base this very importantdecision on hear-say, rumours andhalf-stories, or you might find that5th horsemen circling your deal.www.AvailDentalAdvice.com

I recently boarded a plane (after not flying fornearly two years) and, as we taxied out on therunway, the flight attendants began their safetydemonstration. I used to travel quite a bit and,admittedly, didn’t always give due attention tothe safety demonstration, however, being myfirst time flying in a while I sat up and tooknotice.It occurred to me that one of the first thingsyou are told, after boarding a plane, is whereand how to exit. The flight attendants eventell you where and how to exit if there is anemergency - and if something obscures aclear and visible path to the exits, lights willilluminate the path and audible instructionswill guide you.Why? Why are they giving us thisinformation? I just arrived, I don’t want tothink about leaving! I, especially, don’t wantto think about an emergency causing me tomake an unplanned exit! Oh my gosh!!! Arethey trying to scare us? (Because itsworking)!!!But you know what? It. Makes. Sense.Even though I have made great plans aboutthe destination I have chosen, and about thepath I need to take in order to reach mydestination - the journey, inevitably, mustinclude a way to leave after I have reachedmy destination. Whether it is an emergency that causes anunplanned exit or simply that my time at thedestination has come to its natural close, Istill need to know where and how to exit.Our professional journey is exactly thesame. We study hard to achieve our goal ofbecoming a professional. We plan and thinkabout what our careers will look like andhow rewarding our careers will be, but werarely think about how to exit our chosenprofession until the moment is nearly uponus. THE DENTAL DESK MAGAZINE  | 10www.AvailDentalAdvice.com

In the Dental Profession, you’ll hear common phrases like “exitstrategy” or “transition plan”. These are exactly what they sound like, astrategy for how to exit your practice and/or a plan for how totransition your practice and patients. It actually sounds simple. Thestrategy is to sell the clinic (and hopefully make a decent profit), andthe new buyer will take over patient care. The truth, however, is thattransitioning out of your practice is very complex. Much like taking a flight, I propose that we need to give greater thoughtand planning as to how we want to exit. The “flight attendants” in our professional lives (brokers, accountants,lawyers etc) can help to show us where and how to exit, alwayskeeping in mind the best plan for us. And in the case of an emergency,or unforeseen set of circumstances, these “flight attendants” canilluminate the path and guide us.It is estimated that 53% of owners have given little tono attention to their transition plan and that 80% ofowners have never sought advice about a transition.As a broker, I am not only here when you need to find the exit. I canhelp you plan your journey. I can help you plan and take critical stepstoward achieving the maximum value for your enterprise. I can help youplan the best ‘flight’ to help you reach your destination and I can helpyou plan for that exit well before you will ever need it. I even work withyour other ‘flight attendants’ and, together, we work to ensure you enjoythe best journey possible - and when its time to for you to exit you willhave piece of mind knowing you have the best possible plan.No matter where you are in your journey don’t hesitate to press the callbutton for your ‘flight attendants’ - we’re here for your comfort but mostimportantly for your safety. That means that you can count on us tokeep your best interests front of mind.Don't Have A Plan In Place For 2022?Give us a call to find out whatGive us a call to find out what your options are.your options are. 1-866-Go-Avail1-866-Go-Avail ((1-866-462-82451-866-462-8245))OPPORTUNITIES FOR CLINIC OWNERSTHE DENTAL DESK MAGAZINE  | 11

This 5 operatory practice has been run for severalyears without needing an owner working on site. Thecommunity is prime for you to add hours andadditional services to grow this practice. The mainlevel street entrance is highly visible and there isample, staff and patient parking. The practice boastsabove-average hygiene production which keeps thebottom line profitable and prime for additionalservices.Associate-driven practice, the owner does not work inthe practice.NEW LISTING: Edmonton Practice (Ref#1706)Location: Edmonton Central, Retail Strip-mall, Street level Gross production: $1,436,909 Associate fees paid $335,240 Net income after associate fees $274,921 - # of Ops: 5 - Hygiene production: 36.1% - RDH: 3 - Digital charts and Intra oral X-ray/Pan Listings Price = $1,500,000 by Darren ShanahanGeneral PracticeGeneral Practice7Central AlbertaEdmonton & AreaCentral AlbertaCall for info.General Plus Real Estate6General Plus Real EstateCalgary5# of Ops: Location:Clinic Type:General PracticeEdmonton6THE DENTAL DESK MAGAZINE  | 12General PracticeSaskatoon6Building Type:Professional BuildingStand AloneRetail Strip MallRetail Strip MallRetail Strip MallCall for info.www.AvailDentalAdvice.com

OUR CURRENT LISTINGS by Darren Shanahan Clinic Type Building Type Location of Ops Listing Price General Plus Real Estate Stand Alone Rural Alberta 7 1 000 000 RE General Plus Real Estate Stand Alone SW Calgary 2 350 000 RE General Plus Real Estate Stand Alone C S Rural Alberta NE 7 2 412 864 General Practice Retail Strip Mall C S Calgary 7 1 175 000 General Practice Retail Strip Mall Edmonton 5 1 390 704 General Practice Retail Strip Mall C S Calgary 6 1 575 474 General Practice Retail Strip Mall Saskatchewan 7 1 150 000 Endo Practice Retail Strip Mall Rural Alberta 4 1 800 000 Contact Darren Shanahan for further details on all of our current listings QUESTIONS ABOUT LISTINGS Call Text Darren Founder Owner Cell 403 862 7406 www AvailDentalAdvice com THE DENTAL DESK MAGAZINE 13

Did you know that for over 2 decades, our Founder, Darren Shanahan, has been in thedental industry as the "go-to" for other industry professionals and leaders? Every phone call that comes into our office is about a dental or healthcare clinic. We don't work in any other industry.We provide owners with a "firewall" to protect them from all of the pitfalls we know are out there throughout a transaction because we know how to prepare the deal and navigate the waters. We're here for you.Darren ShanahanCEO & FounderYvette ShanahanCo-FounderLogan RenolydsTransaction SpecialistJennifer LaroqueTransaction ManagerMorgan MinkusTransaction Specialist

The Dental Desk Magazine runs on a monthly basis to keepstakeholders in the dental industry in the loop.Avail Dental Exit Advisory ServicesProudly Serving Western Canada (Alberta,B.C. & Saskatchewan)1-866-Go-Avail (1-866-462-8245)www.AvailDentalAdvice.comCome back for Issue #2 which will reveal the currentstate of the industry, how trends are shaping up in thefirst quarter and more.