INSESSION ZACH TE WINKEL. 145th ANNUAL MEETING DENTAL PRACTICE FINANCE WISCONSIN S LARGEST DENTAL STUDY CLUB

Transcription

1 145th ANNUAL MEETING INSESSION WISCONSIN S LARGEST DENTAL STUDY CLUB ZACH TE WINKEL FRIDAY, OCTOBER 16, :30 TO 10:00 AM or 10:15 TO 11:45 PM DENTAL PRACTICE FINANCE

2 Dental Practice Finance A Complete Look Zach Te Winkel Business Banking District Manager Friday October 16, 2015

3 Presenter s Background Zach TeWinkel District Manager over Business Banking US Bank Employee for 13+ Years Staff of 6 commercial lenders and 3 assistants Rick Shneyder, MBA US Bank Employee for 15+ Years Specialist in Practice Financing Ability to work with all other industries Team of partners assisting in all banking services 2

4 Presentation Outline The State of Banking Acquisitions, Buy In s, Buy Out s, etc Relocating or Building out Expansions, Start Ups and Relocations Restructuring Debt New Equipment Real Estate ownership Underwriting helpful hints Banks with a Dental Division Other important bank services About US Bank 3

5 A bank is a place that will lend you money if you can prove that you don't need it. - Bob Hope 4

6 The State of Banking The new normal Higher standards and expectations Banks are eager Dental industry has many advantages over other industries Interest rates 5

7 Acquisitions, Buy In s, Buy Out s, etc Discussion with bank 6+ months prior Know the transition plan post purchase Personality implications Non-Recurring expense discussion Staffing changes Analyzing attrition You re a specialist Who are the referral sources? I ve been out of school 5 years and have a lot of student loans. How does this affect my financing? Majority of cases yield 100% financing plus working capital 6

8 Relocations or Expansions Discussion with bank, builder and equipment rep 6+ months to ensure figures and financing Will the lease terms change? Down time? How long is needed for project completion? How far are you moving? Is that area saturated with dentists? Contractor or builder background Majority of cases yield 100% financing 7

9 Start Up, Additional Location, etc Business Plan Executive Summary Market Details (Demographics included) The Competition Staffing and Management Projections 2 years of month by month focusing in on the numbers and back up behind each one (revenues and expenses). For example if revenue jumps in month 6 by $50,000 / month, why did that happen? Demographic Search US Bank can assist with ordering this Understanding the competition Is it better to ask for more or less funding up-front? Doctor Schedule between new location and current or outside income (if start up) 8

10 Refinances & Consolidations Practice loans, lines of credit, equipment contracts, etc Debt schedule payment, rate, start date, end date, collateral, etc Allows the bank to know how much time is left on each loan or line Original usage of items being refinanced Lines of Credit What where they used for? Do they need to be replaced? Knowing the purpose of the restructure rate, cash flow, retirement, clean up, etc 9

11 Equipment Purchases What is a UCC lien? Uniform Commercial Code Liens and how they affect future financing (General vs. Specific UCC filing) Lease vs. Loan Wrap into practice purchase, expansion, relocation, etc Pre Planning approvals up to 12 months Adding in soft costs 10

12 Real Estate Financing Can be financially advantageous now and in the future (retirement) 1 st right of refusal on the lease 20% down payment vs. 10% down payment. How does that change financing? Financing terms up to 15 years fixed or utilizing the SBA for longer fixed terms What if I want to buy the building but I only occupy 20% of the space because it s a strip mall? 11

13 Underwriting Helpful Hints Trend analysis discussion Is the year up or down over the previous year? Why? One time expenses I paid a consultant last year $10,000 and expensed a new roof for $20,000. Are those one time expenses? How does that affect my financing? Understanding the why behind requests and how it helps. I want to move my location across town. Why? Pairing up the CPA or consultant with banker may eliminate back and forth Discuss goals and any concerns with banker upfront (credit score, trends, cash flow, etc ) Liquidity Analysis Non retirement analysis between personal and business accounts How important is your FICO score? 12

14 Banks with a Dental Division Speaking the language Understanding the common goals and issues faced by most dentists nationally Common Partners CPA s, Attorneys, Consultants, Insurance Agents, etc Experience with lending to dentists in all stages of their career (buy in s, start up s, refinances, etc ) Financing terms allow for preservation of liquidity Understanding of equipment and how it benefits the practice Utilization of other bank services to benefit the practice Straight forward conversations Not every request makes sense. We are here to consult as well 13

15 Other Bank Services Merchant Services Cash Flow Control Business Credit Cards Cash Back on Supplies & Other Items ACH for payroll or payments out patient accounts (Ortho s) Online banking platforms Designed for efficiency of viewing accounts, CPA read-only access & more Check Scanners and avoiding the bank teller lines Fraud prevention tools Double security, check filters, etc 14

16 WDA sponsored banking partner AAO sponsored banking partner Partnership with the ADA National lending to dentists Up to 100% financing for start-ups, acquisitions, practice refinances, build-outs & equipment Streamlined process Complete banking services Committed teams 15

17 Contact Info: Zach TeWinkel Office Rick Shneyder Office 16