For various reasons – which we needn’t go into here – this is a challenging time for businesses that operate in the UK. Indeed, some sectors have quite a pessimistic view of the future, with projections casting a cloud of concern over many companies in different industries. However, it seems that dentistry may be going its own way.

It’s good news for dental practice owners as the market has so far remained much healthier than initially expected. Neither stresses on the exchange rate or dental recruitment seem to have slowed the selling and buying of practices, protecting and maintaining goodwill values. If anything, the Dental Elite Benchmarking Survey – Financial Year End March 2020: Interim Update shows a tangible rise in practice values.

Why the uplift?

So, why has the market seemingly taken an upturn, despite the many factors that previously suggested otherwise?

Firstly, we have seen several bolt-on completions following the new private equity investment regarding platform acquisitions of certain dental companies such as Dental Care Group, Portman Dental and Riverdale Healthcare. These are showing no signs of slowing down growth, which is helping to drive the market and retain goodwill values. The extended acquisition footprints of these and other groups are also starting to impact both the regional and national figures. Indeed, we have seen the likes of Mydentist and Colosseum Dental return to the acquisitions market in the past few months as they have completed their mass portfolio management programmes. Further still, the quietly acquisitive Rodericks Dental has grown steadily, helped along by the addition of Denticheck to the group.

Another contributing factor to the growth of the dental market is that most groups have now finished disposing of underperforming practices at lower values. The return to ‘normal’ practice prices has, therefore, given the numbers a bit of a boost as there are far fewer transactions going through to unduly deflate results in some areas of the UK.

All in all, constant movement in the market – supported by increased corporate acquisitions – is proving beneficial for all. Goodwill values are holding strong with demand for businesses in the sector remaining high.

Crunching the numbers

Before we summarise the interim figures for the current financial year so far, a word of caution. These only take into account 6 months of completions, rather than the full 12 months. As such, the number of practice sales included in the results is proportionately smaller and so may demonstrate greater fluctuation in the market than would be apparent with more data.

That said, the numbers are definitely encouraging. On average, the completion price for all practices sold through Dental Elite between March and September 2019 increased by more than 28.31 percentiles, which in real world terms is over £250,000. The driving force behind this massive rise has been a significant jump in goodwill values among private practices of more than 50 percentiles. In fact, this is the first time that the value of private practices has surpassed that of NHS practices.

In addition to the potential reasons for this change in the market already discussed, a reduction in the sale of smaller private practices may also have contributed. The current market seems to prefer larger stock where it is exclusively private.

Sale price alone is, of course, only one side of the story. But the Adjusted EBITDA (Earnings Before Interest, Tax, Depreciation and Amortisation) figures show a similarly positive situation. Overall, the Average Adjusted EBITDA values rose by 0.39x, which is staggering in what is an increasingly mature market. Across NHS, mixed and private practices, this accounts for a rise of approximately £60,000 in goodwill value. NHS practices saw a leap of 0.89x for Adjusted EBITDA, confirming a strong position for these businesses despite the figures for percentage of turnover suggesting otherwise. EBITDA per pence of revenue is generally higher in NHS practices than private, as it is driven by a lower renumeration percentage for associates.

National Goodwill Picture

Finally, it seems that the gaps in variations between regions of the UK may be closing slightly. While the London and the South-East continues to enjoy the highest Average Adjusted EBITDA values, Central and Eastern England isn’t far behind. Also, the Average Adjusted Net Profit was highest in Central and Eastern England.

Looking good

In light of the numbers so far, the current financial year is looking good for the dental market. Things can change, of course, and with more data in March we’ll get a more accurate picture of the landscape.

For more information or for your own copy of the latest Dental Elite Benchmarking Survey, visit www.dentalelite.co.uk, email info@dentalelite.co.uk or call 01788 545 900

It’s no understatement to say that tooth whitening continues to be one of the most popular beauty trends in the UK. But why has this treatment suddenly gained so much momentum within society, and what about the challenges treating those with bleached dentition can create?

Why tooth whitening is on the rise

With some sources stating that more than 100,000 people in Britain tried tooth whitening in 2018 alone, it’s definitely a beauty trend that’s here to stay.[i]

There are many possible reasons why tooth whitening has rocketed in popularity, the first of which is simply that whitening products are much more accessible than they used to be. Nowadays, you can perform whitening yourself at home using one of hundreds of available kits, have it professionally performed by the dentist or even head to a beauty salon to have your smile brightened (as long as the business employs a dental professional to do so).

Furthermore, awareness of these treatments has continued to blossom as channels such as social media draw more attention to them. Social media influencers are often seen promoting tooth whitening solutions to their audiences,[ii] and there are some products – such as the Australian mega hit HiSmile – that shot to fame thanks to social media endorsements from big names.[iii]

In fact, there is an argument to be made that social media and “selfie culture” in itself could be driving the demand for whiter smiles. As more and more people head to Instagram for exposure, it’s likely that they will want to look their best, and a smile is an important feature. There are also the bright white smiles of celebrities on TV to consider. Love Island, one of the most popular television series in recent years, has often got contestants with almost unnaturally white smiles taking part, and this has led to a 10% increase in sales of tooth whitening products.[iv]

Whiter smiles mean confidence

At the core of all of this is the idea of improving self-image. It has been proven that there are certain physical features that people find attractive, and a white, straight smile is definitely one of them. Research has suggested that as many as 99.7% of people think that having an attractive smile is a good asset, and that 96% of people think that having a good smile makes them more attractive to potential romantic partners.[v]

As such, it makes sense that people would want to pursue treatments that make their smile more attractive. White teeth are presumed to be more attractive as they are a physical indicator of health. People with stained or decaying teeth are generally thought to take less care of themselves.

The problem with the whitening revolution

Despite the obvious benefits that people will get from whitening their teeth, it does have its faults. There have been countless cases of people experiencing excessive sensitivity due to the misuse of tooth whitening products, and in the news, stories of people offering illegal tooth whitening services are the norm.

One challenge that is rarely discussed, however, is how to treat those with bleached dentition when they need restorative work. In the majority of cases the shade of the bleached dentition won’t be excessively white, and therefore will fall into the widely adopted VITA spectrum. On the other hand, with the growing demand for teeth that are hyper-white, there are patients that need to be treated with restorative products specifically created for bleached dentition. It is also useful to explore these products for the growing number of people seeking tooth whitening, especially if they are looking to replace existing non-aesthetic restorations made from materials such as amalgam as well.

With the Extra White (XW) shades of Filtek Universal restorative from 3M Oral Care, clinicians will be able to treat patients’ ultra-white teeth with ease. Usable on its own or in conjunction with other shades of Filtek Universal restorative by 3M – such as Pink Opaquer, which has been specifically designed to mask stains – this innovative product means that those who bleach their teeth can benefit from the same seamless aesthetics post restorative treatment as those with less white dentition.

Keeping up with demand

As the trend for tooth whitening continues, it makes sense to offer your patients restorative measures that can match their new tooth shade. This way you can ensure they get the aesthetics they desire whilst being able to offer a wider pool of patients treatment that won’t compromise their smiles.

For more information, call 0800 626 578 or visit www.3M.co.uk/Dental

References

[i] Mail Online. The Truth About Tooth Whitening. Link: https://www.dailymail.co.uk/health/article-113670/The-truth-tooth-whitening.html [Last accessed August 19].

[ii] Dazed Digital. The Complex Relationship Between Influencers and Teeth Whitening Kits. Link:  https://www.dazeddigital.com/beauty/head/article/43379/1/complex-relationship-influencers-teeth-whitening-kits [Last accessed August 19].

[iii] Make It. Kylie Jenner Helped Two 20-Something Best Friends Turn A Few Thousand Bucks into a $40 Million Brand. Link: https://www.cnbc.com/2018/04/10/hismile-australian-entrepreneurs-tap-social-media-kylie-jenner.html [Last accessed August 19].

[iv] The Telegraph. As Love Island Drives a 10% Increase in Teeth Whitening, Here Are 5 Ways to Improve Your Smile. Link: https://www.telegraph.co.uk/beauty/body/love-island-drives-10-increase-teeth-whitening-5-ways-improve/ [Last accessed August 19].

[v] Tech Navio. The Four Main Factors Fuelling Demand for Teeth Whitening Products. Link: https://blog.technavio.com/blog/the-four-main-factors-fuelling-demand-for-teeth-whitening-products [Last accessed August 19].

It’s no understatement to say that the way people view dental aesthetics has changed beyond recognition in a relatively short time. It was not long ago that the majority of people seeking dental restorations would be satisfied with good function alone. This meant that clinicians could offer measures such as full-metal crowns and other less aesthetic solutions without a second thought.

However, whether it is due to the rise of social media and the pressures on image this brings, or simply a better understanding among patients that more aesthetic options are becoming available, natural-looking restorations have now become the first choice for many people, including NHS patients.

In response to this, CosTech Dental Laboratory introduced Monolith Full-Contour Zirconia – a strong, aesthetic crown option which, for the first time, made a full zirconia option available to NHS patients. Now, one year on, CosTech reveals how Monolith has performed and why zirconia crowns are such an excellent choice for patients and practices alike.

Why offer zirconia crowns?

Providing NHS patients with an aesthetic alternative to treatment provides many benefits for both your practice and your patients. Firstly, zirconia as a material has exhibited numerous advantages over other dental materials. These include better aesthetics even under challenging conditions such as UV light, better strength than other aesthetic options such as resin crowns and a lower plaque affinity.[i]

It’s likely that offering a unique aesthetic option such as Monolith will impact practices positively too. Patients are always on the look-out for innovative treatments, and as previously mentioned, dental aesthetics are now hugely important. Therefore, by offering Monolith you will easily be able to better attract new patients who are specifically searching for an aesthetic option in the price range. The result, is business growth and improved sustainability.

In just the first 11 months of Monolith Full-Contour Zirconia being available, over 600 dentists have fitted over 6,500 units. Each crown unit is available at just £29.95, including free delivery to and from the lab.

Following feedback from CosTech customers, the lab is now also offering Monolith Zirconia Maryland Wings. These are priced at £59.90 for one pontic and one wing, and £89.85 for one pontic and two wings.

Aesthetics, achieved

Monolith Full-Contour Zirconia offers a natural-looking white aesthetic, and is available in all VITA shades from A-D. In a survey carried out with Monolith users, professionals rated the aesthetics of the product as 4.6 out of 5 on average. This not only proves that people are really happy with the aesthetic outcomes of the product, but it also demonstrates the versatility of the material to work in a broad range of aesthetic challenges.

A functional option

Although the importance of dental aesthetics continues to rise, function will always be of primary concern. Monolith Full-Contour Zirconia is a fully-functional option for NHS patients, scoring 4.7 out of 5 for functionality on dentist surveys!

An excellent fit

When it comes to offering crowns, you need to ensure that you can achieve a perfect fit. In a survey of dentists who have been using Monolith Full-Contour Zirconia, the crowns were scored at an impressive 4.5 out of 5 for fit.

One of the core design features of Monolith Full-Contour Zirconia is that it’s easy to adjust, and in the same survey of users, clinicians voted the ease of adjustment of the material very highly.

However, it’s necessary to appreciate that Zirconia needs to be adjusted in a different way than other materials as it has different material properties. Some traditional tools could scratch or damage the surface of these restorations and impact the aesthetics.

To combat this, CosTech has created special Monolith Adjustment and Polishing Kits. Containing everything clinicians need to achieve a life-like lustre on Monolith restorations, as well as adjust them if necessary, these kits comprise of seven rotaries in an autoclavable case. Two adjustment burs, two pre-polishers and two mirror polishers help clinicians to always achieve an aesthetic and perfectly placed outcome, and in the event of a monolith needing removal, there is also a straight parallel bur included that has been specifically designed for this purpose.

These kits are available at a special price of just £99.95 for a limited time.

The solution you can rely on

Patient expectations are constantly shifting, so it makes sense to offer all of your patient list an aesthetic, versatile restorative solution. Monolith Full-Contour Zirconia from CosTech Dental Laboratory is not only a strong, reliable and aesthetic option for NHS patients, but it also comes highly recommended by CosTech clients, with a rating of 4.7 out of 5 over all.

To find out more, please contact CosTech today.

For more information about CosTech Dental Laboratory, please visit www.costech.co.uk or call 01474 320076

[i] Cionca, N., Hashim, D., Mombelli, A. Zirconia Dental Implants: Where Are We Now, And Where Are We Heading? Periodontol 2000. 2017 Feb; 73(1):241–258.

As we gear up for the festive season, lots of people are feeling the strain. Expectations can come from every direction and there is a certain amount of pressure to have the perfect Christmas. Decorating the tree, preparing the dinner and choosing gifts can ramp up the pressure but the financial burden, having relatives to visit, and ensuring that everyone is happy can cause additional stress. Some people feel that they are in competition to arrange the perfect event, booking entertainment, thinking about what to wear weeks in advance, even trying to shed a few pounds. Ultimately, they want to make the ‘right’ impression.

It is human nature to compare ourselves with others and perhaps even judge our abilities on the approval of other people. Many individuals put themselves under pressure to appear, act in a certain way or conform in order to “fit in”. Indeed, most of us have an inherent desire to belong and gain acceptance, whether it is from family, friends, co-workers or even people that we don’t know. Humans have a basic need to form personal connections and create harmony with others, so that they feel accepted and supported. Being part of a social network gives individuals meaningful roles which provide self-esteem.[1] This in turn, gives them the confidence to voice their honest opinions, talk about their interests and feel more relaxed in social situations. In fact, research reveals that people that are socially connected are happier and healthier and tend to live longer than isolated individuals. [2] Furthermore, having a wide support network to turn to for assistance, means that they are better able to cope with stressful events.[3]During the festive season attending social events and interacting with others can be a challenge for a surprising number of people. They might feel shy or self-conscious around others, anxious about speaking to people they don’t know or worried that they don’t look as if they are enjoying themselves. All of which, can be compounded if they are unhappy with the way they look.

The condition of the teeth can have a considerable impact on both how a person feels about themselves and, the perceptions and assumptions that others draw. For example, if an individual feels embarrassed to speak, eat or smile in front of others because they have missing teeth, it can have a negative impact on their ability to socialise and communicate. As we know, first impressions can be made in milliseconds[4] and people routinely make judgements based on facial appearances.[5] We tend to stereotype people based on this, and people that are considered unattractive, may be perceived as less healthy, capable, friendly or intelligent than those that are considered attractive.[6] Furthermore, if a negative emotion is shown in the face such as sadness or anxiety, a negative impression is made – whereas a smiling face increases rates of attraction and is attributed to greater degrees of sincerity, sociability and competence.[7]

Most people don’t want to display unsightly gaps at the front of their mouth. However, a poorly fitting denture or one that moves, slides or becomes displaced, can be equally problematic. As well as the embarrassment of a denture that slips when smiling, speaking or eating, there may also be discomfort from sores, blisters or infections, accompanied by bad breath or an unpleasant taste in the mouth. Certainly, ill-fitting dentures can cause difficulties with speaking and eating, but they can also exacerbate social withdrawal, isolation, and low self-esteem.[8] However, significant advancements have been made in prosthodontics recently, enabling dentists to restore oral function, comfort and aesthetics with precisely fitting, digitally designed solutions.

Removable partial dentures (RPDs) can be designed using CAD/CAM technology and milled with extreme accuracy to achieve a superior fit. Correspondingly, there have been significant developments in material science, and patients can now opt for a thin, lightweight RPD frame made from Ultaire^® AKP. This is a new generation, polymer-based material that has been custom developed by Solvay Dental 360^® to offer patients an alternative to metal RPD frameworks that is strong, durable and biocompatible. Ultaire^® AKP is extremely versatile due to the accuracy and design possibilities that can be achieved but also, it has bone like qualities that feel natural and comfortable in the mouth. RPDs fabricated from Ultaire^® AKP also feature discreet clasp designs, which engage with undercuts and produce a snap-in fit to maintain excellent retention and outstanding aesthetic results.

Christmas is about having fun, socialising and enjoying the festivities. Patients no longer have to hold back because they are embarrassed by their smile – there are modern solutions and materials that can help them to feel confident and comfortable, all year round.

To book a Solvay Dental 360^® Professional Lunch and Learn or to find more information Ultaire^® AKP and Dentivera^® milling discs, please visit www.solvaydental360.com

Referecnes

^[1] Holt-Lunstad J. et al. Social relationships and mortality risk: A meta-analytic review. Research article. July 2010; PLoS Med. 7(7) e1000316. https://journals.plos.org/plosmedicine/article?id=10.1371/journal.pmed.1000316 [Accessed 25th September 2019]

^[2] Umerson D. et al. Social relationships and health: A flashpoint for health policy. J Health Soc Behav. 2010; 51(Suppl): S54–S66. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3150158/ [Accessed 25th September 2019]

[3] Dunbar R.I.M Breaking Bread: the functions of social eating. Adaptive Human Behavior and Physiology (2017): 3(3) 198-211. https://link.springer.com/article/10.1007/s40750-017-0061-4 [Accessed 25th September 2019]

^[4] Willis J et al. First impressions: making up your mind after a 100-ms exposure to a face. Psychol Sci. 2006 Jul;17(7):592-8. https://www.ncbi.nlm.nih.gov/pubmed/16866745 [Accessed 25th September 2019]

^[5] Todorov A. Evaluating faces on trustworthiness: an extension of systems for recognition of emotions signalling approach/avoidance behaviours. Ann N Y Acad Sci. 2008 Mar;1124:208-24. doi: 10.1196/annals.1440.012. https://www.ncbi.nlm.nih.gov/pubmed/18400932 [Accessed 25th September 2019]

^[6] Langlois J.H. et al. Maxims or myths of beauty. Psychol Bull. 2000 May;126(3):390-423.

https://www.ncbi.nlm.nih.gov/pubmed/10825783 [Accessed 25th September 2019]

[7] Reis H et al. What is smiling is beautiful and good. European Journal of Social Psychology. Volume 20, Issue 3 1990 259–267http://onlinelibrary.wiley.com/doi/10.1002/ejsp.2420200307/abstract [Accessed 25th September 2019]

^[8] Kisely S. No mental health without oral health. Can J Psychiatry. 2016 May; 61(5): 277–282. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4841282/ [Accessed 25th September 2019]