GAP Australasian-Dentist-May June 2019

Category 86 AustrAlAsiAn Dentist aquIsItIons A s many as five different potential suitors knocked on the Melbourne dentist’s door as soon as she indicated her interest to sell her practice, Hadfield Dental Group (HDG). Comprising both private and corporate buyers, their enthusiasm and subsequent offers showed the immense business potential of the practice. Conversely, her eventual pick shows the mettle of the buying group and the overall attractiveness of their offer. set up in 1984 with her husband, Dr Michael sullivan (who passed away last year and who was also a dentist), Hadfield Dental Group enjoys a loyal patient following and growing rapport with new patients from surrounding suburban communities. Credit to Dr Dandas’ foresight to expand the preventative portfolio of the business by employing hygienists and therapists, this helped to attract many of the newer patients, especially families with young kids – an emerging demographic in Hadfield and neighbouring locations. Dr Dandas worked in several private practices – and also for theAustralianArmy – before establishing HDG. Her passion for dentistry shows in her many special interests covering various disciplines: Orthodontics (completed the Progressive Orthodontics seminars course); implants (completed the Brenner Master implant Program); cosmetic dentistry, oral surgery; root canal; and dento-facial aesthetics (Member of Australasian Academy of Dento-Facial Aesthetics). sharing her drive and passion is a team of dentists and dental professionals that she has cultivated over the years, together delivering a complete suite of general services that serve a broad patient demographic. Beyond catering to diverse treatment needs, she reasons pragmatically: “it is important to offer many aspects of dentistry to be able to sustain a practice and move with current developments in dentistry.” After more than three decades moving the practice forward – no doubt tackling myriad challenges throughout its vicissitudes as practice owner and principal dentist – Dr Dandas found herself mulling over a milestone decision last year: to sell or not to sell. the seed was planted when a friend introduced her to ekera Dental, which led to several meetings with the team, including the executive chairman, fromthe practice acquisition company. substance of the discussions notwithstanding, Dr Dandas reveals, the positive vibes she felt were telling: “i liked the fact that the executive chairman was personally involved in the discussions and you could sense the sincerity of the team which to this day, i believe, says a lot about their work ethics and culture.” Due diligence meant that she also set up meetings with other interested buyers, but none of them could meet her requirements. “As a corporate entity, i knew ekera Dental would have more funds to purchase new equipment and market the practice moving forward. On a personal level, i wanted to be able to take more time off without worrying about staff issues and salaries. ekera was able to offer a robust management team that provided the full range of support services. “the fact that they were able to pay a lump sum up front also makes theirs a more viable offer. “the ekera model is very personable: they take a hands-on/ hands-off approach depending on your needs. if i have a question about anything, they are only a phone call away, and i will get answers within 12 hours. the fact that they are a tight unit means that we get to meet up often and become acquainted with all of them.” Yet when it comes to aspects of practice branding and marketing ekera Dental suddenly disappears into the background: “none of my customers are aware that there is a new owner because the branding and signage remains as before. this is important for the sake of continuity and also to ensure that my loyal patients would not mistakenly think that i no longer work there.” the same hands-off approach applies in regards to her autonomy to run the clinic as practice principal: “On one hand, they relieve many of my former practice-related stresses – taking care of marketing, administrative, finances and Hr work. On the other hand, they respect my role as the principal dentist. i still have a big say in how the practice is run and input with respect to staffing. “At the same time, they are willing to invest in the future of the clinic. For example, we will be getting a new dental chair within the next two weeks, which expands the practice to six surgeries, only five months after acquisition.” in Dr Dandas’ opinion, ekera Dental operates less like a corporate entity and more like a family of dental practices: “We are encouraged to work with each other and cross-refer patients. When we are experiencing staff shortages, we simply approach the nearest ekera Dental branch for help to fill the rosters. “Compared to the big brand corporates, i think ekera Dental is not as restricted by red tape or bureaucracy. this makes them more personable and nimble in their decision-making. As a result, i believe they care more about the people they employ and genuinely want to keep them happy.” u Meet the family Dr Fortina Dandas finds Ekera Dental’s personable and flexible management style a perfect fit. By Danny Chan Dr Fortina Dandas (centre) with daughters Natasha (left) and Vanessa (right)