VALUATIONS / APPRAISALS
For sellers, or potential sellers — there are many reasons why you may want to know what your company is “worth”. Whether you are just starting to think about selling outright, bringing in investors or partners, or are just “curious”, we can provide an OBJECTIVE appraisal for you! This valuation is not just based on “numbers” that any accountant can do for you…the CTD valuation is based on what your company can expect (range) to sell for in “today’s dental market” taking into consideration trends and demands (of your product/services) in the industry and what else has recently sold that may be related to your sector. If that’s all you need, that’s fine! There is NO OBLIGATION to do anything more with us.
TARGET RESEARCH REPORT (TR)
This is an (optional but recommended) 6-12 week project whereby we actively find potential solid matches (buyers or sellers) for you based on YOUR guidelines and criteria, and deliver a comprehensive report to you (saving you a great deal of time and money long term). We generally come back to you with a minimum of three companies. The report gives you information about their history, current focus, and an explanation of why they are a good fit for you. Those companies who engage us to do a TR receive PRIORITY status from us as you are showing your commitment to being active in M & A transactions. Once you review the TR, should any companies listed look intriguing, we will then introduce you to the other companies and serve as an intermediary consultant during the process. There is a fee to do a TR; please contact us to discuss the details.
Regardless of whether you do a TR above (even though it is recommended), we will serve as the intermediary consultants and represent you as far as you need to ensure a deal gets done that is positive for both sides. This can be up to the LOI (Letter of Intent) stage or beyond (into the due diligence phase and up to a formal offer/document is presented). Please note that CTD does not write contracts to finalize any M & A deals as attorneys are needed for final contract phase. We can, however, recommend to you M&A attorneys should you not have/know one.
In addition to assisting you in everything related to Mergers & Acquisitions, we also offer many other services and programs relevant to leading and running your dental company within the areas of sales, marketing, and business development/strategy.
Here are a few examples of what else we can do for you:
OVERALL BUSINESS DEVELOPMENT (including some or all of the following):
- DISTRIBUTION/LICENSING ARRANGEMENTS: Exclusive or otherwise
- STRATEGIC ALLIANCES: With contacts at hundreds of dental companies, we can help identify and then introduce you to other companies who could be smart partnerships and alliances for you. We can also be your key representatives in negotiating the actual specifics of the arrangements with those companies.
- PRIVATE LABELING
- HELP FIND INVESTORS / FUNDING: CTD has connections with individuals, companies, and organizations who have the financial resources and interest in investing in companies that offer innovative products or services within the dental industry. Contact us for more details on what we can do for you.
- DSO strategy -- CTD has relationships with dozens of DSOs -- from start ups to mid-market to the elite groups. If you are a company looking to do any or all of the following, we may be able to assist you!
--develop a strategy on how to approach/work with/sell to DSOs
SALES TRAINING: Dr. Stefanou is also the founder of the Dental Sales Academy and the “How to Sell to Dental Offices” workshop/training program. dentalworkshops.weebly.com/
There are several ways for your company (sales reps, product managers, marketing team, leadership/management/executives) to tap into this interactive training system, considered to be the industry’s most unique and effective program. The focus is on the psychology of why dentists buy, what’s appealing (and not) to them, customizing your presentation and questioning appropriately, and how to lead with effective messaging that gets dentists and offices interested in speaking with you.
- Live 1 day small group workshops in NYC (offered every 10-12 weeks)
- Introductory “eBook”
- Come to you (headquarters or national/regional sales meeting) and provide a customized workshop at that event
MARKET RESEARCH/SURVEYS: We can create customized surveys for you so you can better understand what dentists already know, don’t know, think of, or want–in regards to your company or product line! We can offer something here that can be VERY VALUABLE to you! We have an already established, committed group of almost 500 of my colleagues – dentists from all over North America that have already agreed to answer SHORT surveys on a regular basis. Many companies hire “outside” marketing firms to do this, and what they get is a very low response rate in return for their efforts (and cost you tens of thousands of dollars)! This is simply because those companies are not “on the inside”…dentists don’t know them, don’t trust them, and/or the surveys are too long (and being entered in a raffle for a gift card ain’t gonna cut it!) I am one of them…a dentist whom they know is in marketing and sales, AND so I receive close to a 70% response rate. I can help you write the survey questions, and get the valuable info back to you within 3 weeks! So….if you want to get some real information, I’m your guy! I work with you on creating a 4-5 question survey, get it out to the group, and then compile the results, and send to you with a REPORT, EVALUATION, and SUMMARY of the findings all within 3-4 weeks!
CONFERENCE SPEAKER: If you are looking for a speaker for your upcoming Regional or National Sales Conference (or for your new hires at their initial orientation) – I have found that many companies have been “burned” in the past here…looking to bring in an outside speaker to give their teams some additional training….spending significant money in doing so….and then getting someone who either offers too basic of a program, too abstract of a program, or simply doesn’t understand the dental industry well enough. That will NOT happen with me! You will get a fun, interactive, and extremely informative and valuable customized version of my proven “How to Sell to Dental Offices" program.
SALES STRATEGY: Let us help you determine your complete sales strategy. I am available to spend anywhere from 1-5 days with you (at your headquarters or other location) to assist you in putting it “all together” and ultimately can save you hundreds of thousands (or more) dollars! Common topics addressed:
- Whether to go direct or through distribution?
- What “type” of sales team to construct? Full-time employees? Independent reps? Territories?
- Compensation plan decisions: commission structures, bonuses, incentive programs
EVALUATE MARKETING MATERIALS: We can help you rate (evaluate) your ads or marketing materials! Let’s face it…it is EXPENSIVE advertising to dental professionals. Even if you’ve already “figured out” where you want to market, understanding what MIGHT BE EFFECTIVE is another thing! We’ve seen MANY companies decide to invest in a full page ad in 10 dental publications…the same ad…and run it for 12 months. Add up the numbers and you may be spending $500,000 to $1,000,000 on this one ad! And, while it may look creative and informative, and “should be” effective, it is striking out in terms of response. Wouldn’t it be nice to have a MORE POWERFUL MESSAGE ahead of time so that it truly produces for you? We might be able to save you a significant amount of money (hundreds of thousands of dollars long-term) and help you “get it right” up front! We can work with your marketing team to revise or tweak your current or future pieces, based on what truly works! And, we have some “shocking” info for you – stats and survey results — about dentists’ behavior when it comes to ads—that you absolutely need to know!
EMPLOYEE RECRUITMENT: We can help you fill your open positions! Need a territory rep in Boston or Houston? Looking to find a Marketing Director? Director of Professional Relations? VP of Sales? Clinical Educator? Come to us first before wasting a ton of time weeding out applications and resumes, or working with a “health care recruiter” who only DABBLES in dental (and is primarily focused on medical / pharma). I have an incredible POOL OF CANDIDATES whom I personally know well (and, in fact, have already gone through my “How to Sell to Dentists” program) who are ready to go and become a long-term, valuable asset to your company! Many of these candidates aren’t even known by other recruiters and aren’t splashing their resumes around all over the internet. Some are already very successful in important roles in other dental companies and have asked me to “keep an eye out for them” or are in between dental jobs due to downsizing, and are excellent finds! Let’s see how I can help you. It’s all on a contingency basis and a simple agreement is all that is needed! Tell me your current needs and let’s see what I can do for you!