Case studies

Unlocking key insights for due diligence

Dentistry chain acquisition

The European dental industry is worth over $70bn, with stable revenue growth, fragmented players and margins between 20-40%. The industry contains a significant number of owner-operated assets and given the potential synergies in revenue and to a lesser extent cost, the industry is a strong candidate for a roll up strategy.
Market share of dental chains (in number of dentists), 2015

graph

Source: KPMG analysis and market interviews, 2016.
proSapient supported a European Private Equity firm research and ultimately acquire a large chain of dental practices and post acquisition, provided ongoing research to support their roll up strategy.
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proSapient are fantastic! The guys found distinctive industry experts who helped us shape our international expansion strategy. Other advises made us avoid significant organizational pitfalls. Can’t think of better value for money

How proSapient helped

proSapient rapidly connected our client with over 40 executives in dentistry across Europe, many of whom were first time consultants. Interactions with these executive provided powerful insight into the nuances of dentistry as well as origination support to locate companies that could integrate with their original acquisition.

Insights included:

  • The typical margin structure of dentistry chains
  • More detailed competitive landscape breakdowns and the subtle differences between players in various geographies
  • Deep understanding into how the regulatory environment differs between European countries
  • How insurance companies support dental claims and how this differs between countries
  • Previously unheard of roll-up targets
We additional provided 15 executives to provide insight on teeth aligners and how this new trend of orthodontics was impacting traditional dentistry.

The outcome

proSapient’s platform and service supported our Client make a successful acquisition and has since supported the continuing expansion strategy which has allowed the company to grow 50% in less than a year.
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