The Dentalpreneur Podcast w/ Dr. Mark Costes 2423: DSOs, Doctor Buyers, and the Truth About Dental Transitions
Jan 14, 2026
Dan Van Eps, Senior Director at Henry Schein Dental Practice Transitions, shares his nearly three decades of experience in dental practice sales and valuations. He explores the critical role of brokers in maximizing practice value and the differences between DSO and doctor-to-doctor sales. Dan highlights the importance of deep data analysis in valuations and addresses common seller mistakes. The discussion also touches on current market trends, including the rise of startups and insights into dental lending and default rates. A treasure trove of advice for buyers and sellers!
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From Part-Time Broker To National Lead
- Dan Van Eps joined Henry Schein after trying part-time transitions and then moving into leadership.
- He now oversees ~45 brokers and an internal valuation team across the U.S.
Seller Regrets Going It Alone
- A seller tried to sell a $1.7M practice on his own and failed for a year before calling Henry Schein.
- Dan Van Eps says Henry Schein negotiated multiple bids and secured an offer 33% higher than the seller's earlier DSO offer.
Scrutinize Deal Structure, Not Just Price
- Don't accept headline numbers without checking deal structure like AR holdbacks or earnouts.
- Dan Van Eps warns sellers often miss hidden concessions that reduce their net proceeds.
