Private equity values specialty care in optometry practices for a variety of reasons. In a recent podcast episode featuring Brett Davis, Executive Vice President at AEG Vision, it was discussed how having specialty care services such as myopia management, dry eye treatment, and scleral lenses can significantly increase the value of a practice in the eyes of private equity buyers.
Specialty Care and Practice Valuation
Private equity firms are the primary buyers of optometry practices in the current market, and they have specific criteria and strategies for evaluating and acquiring practices. Brett Davis, with over 20 years of experience in senior leadership positions in the optometry industry, highlighted the importance of specialty care services in increasing the valuation of a practice.
Specialty care services cater to specific patient needs and can set a practice apart from competitors. By offering services such as myopia management and dry eye treatments, a practice can attract a niche market of patients seeking specialized care. This not only increases patient satisfaction but also creates a unique selling point for the practice, making it more attractive to potential buyers.
The Appeal of Specialty Care to Private Equity Firms
Private equity firms like AEG Vision are interested in acquiring practices that have a strong focus on specialty care services because they see the potential for growth and profitability in these areas. Practices that offer a diverse range of services beyond traditional optometry services are viewed as more valuable and have higher growth potential.
In the podcast, Brett Davis emphasized the importance of incorporating specialty care services into a practice to increase its valuation. Practices that invest in expanding their service offerings to include specialty care can command higher prices when it comes time to sell. Private equity firms are willing to pay a premium for practices that have a strong focus on specialty care services because they see the long-term value and growth potential in these areas.
Marketing Automation Platforms for Specialty Care
To further enhance the appeal of specialty care practices, many optometrists are utilizing marketing automation platforms like Hoot. These platforms provide comprehensive optometry marketing solutions that help capture and convert patients effectively. By automating patient follow-up and delivering targeted patient education, these platforms facilitate increased patient conversion and retention, leading to higher revenue for doctors and growth for medical practices.
Guiding Principles for Successful Acquisitions
In the podcast transcript, Brent Wildman, the founder of AEG Vision, discusses the guiding principles that have led to the success of their acquisitions in the optometry industry. These principles can serve as a blueprint for other practices looking to navigate the process of selling or exiting their practice.
Staying True to One’s Word
Wildman emphasizes the need to treat people fairly and to be who they say they are. This principle is rooted in the understanding that optometry is a tight-knit industry, where word of mouth can make or break a practice. By maintaining integrity and delivering on promises, practices can build trust with doctors and staff, leading to positive recommendations and referrals within the industry.
Maintaining the Neighborhood Feel
Wildman highlights the focus on maintaining the neighborhood feel of acquired practices. AEG Vision does not change the name of the practices they acquire, as they value the trust and relationships that doctors and staff have built within their communities. While changes may be necessary for operational efficiency, AEG ensures that these changes are made behind the scenes, preserving the familiar and comfortable environment for patients.
Valuing a Practice in Private Equity
Valuing a practice in private equity involves a complex process that requires careful consideration of various factors. In the podcast transcript, Wildman discusses the steps involved in valuing a practice in the optometry industry, shedding light on the essential elements that contribute to determining the worth of a practice.
Financial Health and Market Factors
One of the key factors in valuing a practice is its financial health, including revenue, expenses, profitability, and cash flow. Additionally, factors such as patient volume, insurance contracts, and market trends play a significant role in assessing the value of a practice.
Cultural Fit and Due Diligence
Wildman emphasizes the importance of ensuring that the culture of the practice aligns with that of the potential buyer. This includes considering the personalities involved and the overall culture and values of the practice. Maintaining the culture of the practice is essential in retaining patients and ensuring a smooth transition post-acquisition.
Conclusion
Private equity values specialty care in optometry practices because it demonstrates a commitment to providing comprehensive care to patients and sets the practice apart from competitors. By offering specialized services that address specific patient needs, practices can increase their value in the eyes of private equity buyers and position themselves for a successful sale in the future. Marketing automation platforms like Hoot play a crucial role in capturing and converting patients, increasing practice revenue, and providing specialized patient education. By following the guiding principles discussed by industry leaders, practices can navigate the process of selling or exiting their practice with confidence and success.