Practice Consolidators and Independent Practice Advocates Meet to Pitch Their Case

Webinar

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Buying & Selling a Practice

In a first-ever event bringing together Canada’s major eye care practice consolidators and independent practice advocates, over 200 eye care professionals gathered virtually on November 1 to hear pitches for practice partnership.

Roxanne Arnal, a former independent OD practice owner, now Certified Financial Planner© and owner of Clarity Financial Services moderated the event. Roxanne shared her own practice exit outcome in 2021 saying, “it was fueled by fear, disappointment, and ultimately a lack of understanding of my options,” and wished she had the opportunity then to the information that was presented in this webinar. Click Here to View the Slides.

Start the YouTube video

Here is a summary of the presentations.

Dr. Robert Allaway, Chief Optometry Officer of newcomer Vision Alliance Corporation advocated that, “the best solution is to sell to another Independent Optometrist”. Allaway explained the Vision Alliance model where the OD owner provides all the professional direction and Vision Alliance takes away Human Resources and other ownership headaches.

Dr. Wes McCann, owner of 6 independent practices representing Eye Recommend shared his formula for acquisition fueled growth while utilizing resources from Eye Recommend to maximize the bottom line. McCann put emphasis on ensuring that the practice reflects the needs and flavor of the local community working together to improve independent optometry.

Dr. Trevor Miranda, sponsored by Bausch + Lomb and owner of 5 independent practices on Vancouver Island, drew the parallel of building a strong practice to building a fantastic home. Miranda stressed the importance of knowing your numbers, measuring what counts and adding revenue streams with Optometric sub-specialties.

Dr. Daryan Angle, VP Business Development IRIS Group, shared the IRIS story, its mission and values. Angle explained the IRIS four-step selling and partnership process: alignment, valuation, due diligence, and integration. While the process is consistently applied, each situation is unique and therefore personalized to the OD or optical vendor. Click Here to View the Slides

Mike Protopsaltis, Partnerships Director, Specsavers, an optician and former Specsavers franchisee himself, outlined the market leadership position Specscavers has reached in each of the markets in which they compete. He emphasized that “partnership” is at the core of the Specsavers franchise model and the low $ value entry cost. Click Here to View the Slides.

Dr. Michael Naugle, VP, Optometric Partnerships, and Gord McFarlane, Managing Director of Corporate Development FYidoctors teamed up to share their views on what considerations come into play when selling or merging a practice and outlined FYidoctors valuation methodology.  They noted that FYIdoctors has the most Canadian experience among all the consolidators, having closed over 300 individual deals. Click Here to View the Slides.

Drs. Skylar Feltis and Warren Toews, OD owners of the YXE Group of 4 practices in Saskatchewan, members of Optometric Services Inc. (OSI), explained how, with OSI’s support and technology, they were able to successfully expand and find new partners. The spoke about OSI’s Vision Entrepreneur Program which offers coaching and training to ODs intent on becoming clinic owners,  supporting OSI’s mission to champion independent optometry.

Jackie Joachim, Chief Operating Officer, ROI Corporation, had the opportunity wrap up the evenings presentations by sharing her experiences as a leading Canadian health care brokerage. Jackie conveyed her experiences with the selling/buying process from a numbers and valuation perspective and outlined how bankers’ view the current market situation.  Good news:  “Health care is alive and well.”

The formal presentations were followed by a Q&A and networking section in the highly interactive event platform. Attendees who entered the prize pool through sponsors’ digital signage were able to enter into draws for prizes.  Nearly $1000 of prizes were subsequently awarded to attendees

Event sponsors included:

B +L Canada,  Clarity Financial Services, Eye Recommend,  FYidoctors/Visique, IRIS GROUP, Specsavers, Vision Alliance Corp,  Optometric Services Inc. (OSI) and ROI Corp.

Care1,  Digital ECP, CRO Online CE, Eyeployment.com

 

Other  “Changing Landscapes Events:
October 25:  Technology Drivers of Change

November 8:  Career Pathfinders: Making Informed Choices

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Which Technologies Will Drive the Future of Eye Care?

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Technology rivers of Change

Canadian eye care industry experts gathered virtually on Monday October 25th to share their views on how technology is impacting eye care.

Representatives from leading organizations including  Bausch + Lomb, Eye Recommend, FYidoctors, IRIS Group, F12.net and newcomer to the Canada, Specsavers, provided a precis on the top important and possibly disruptive technologies they feel will affect eye care within a 3-5 year time horizon.  (Click here for a full list of speakers)

Start the YouTube video

Roxanne Arnal, a former independent OD practice owner, now Certified Financial Planner© moderated the event including a Q&A panel discussion to address attendee questions. Roxanne set the technology discussion stage with a review of how quickly, over the decades, new technologies reached a saturation point among consumers. Automobiles took decades from innovation to saturation, whereas new technologies, such as tablets, took only a few months – seemingly “in a blink of an eye”.

Here is a summary of the speaker presentations: 

Dr. Trevor Miranda (Cowichan Eyecare) and Ravi Tanna (Professional Relations Manager, B+L  Canada), discussed the threats provided by pervasive technologies including subscriptions and e-Commerce. They emphasize available solutions as opportunities for independent optometry against these threats.  Dr Miranda underlines the important point that innovative products are the differentiating lifeblood of independent Optometry.

Dr. Damon Umscheid (Eyes 360) representing Eye Recommend, cited omni-channel retail as a key driver and offered a nuanced definition of omni-channel versus multi-channel retail. His other technologies discussed were Artificial Intelligence (AI) and Telehealth. Dr. Umscheid concluded on the benefits of independent practice and how the support of Eye Recommend helps independents navigate through the new technology landscape.

Dr. David Schwirtz, VP Innovation, IRIS Group spoke about the evolution of e-commerce from brick and mortar to what he sees as the future. He framed the topic of telehealth related to optometry in a functionality spectrum including Online refraction, remote optometry and telemedicine. Finally, Dr. Schwirtz revealed IRIS’s focus on virtual try on and dispensing technology that keeps the professional and patient at the centre of care.

Naomi Barber, Director of Optometry, Specsavers Canada provided an overview of the international Specsavers organization. She explained how Specsavers looked at the major causes of vision loss and identified that OCT was clearly the technology with the most potential. She explains that a new way of using this existing technology will have the most impact on serious eye health issues, including on Glaucoma, Diabetes and AMD in the next 3-5 years.  Ms. Barber shared the results of an Australian pilot program which Specsavers plans to implement in Canada.

Dr. Alan Ulsifer, FYidoctors | Visique CEO & Chairman of the Board, shared his views on an expanded concept of Omni-Channel, e-commerce and Tele-Optometry. He presented interesting results of a survey of patients on satisfaction levels with “at home exams”. Results broken out by age demographics provided some revealing patient perspectives. Finally Dr. Ulsifer addresses the concept of “Kiosk Optometry”; its history and possible future.

Alex Webb, is the Founder and CEO of F12.net which provides managed IT services to health care and other businesses to offload the risk and complexity inherent in IT infrastructure. Mr. Webb provided a sobering review of cyber incidences in Optometry and outlined the 5 top security challenges in clinics and the spectrum of risks from extortion to unrecoverable business loss. Finally he offers a prescription for a cyber security cultural shift for practice owners.

Upcoming “Changing Landscapes Events: 

November 1:  Selling & Buying a Practice
November 8:  Career Pathfinders: Making Informed Choices

October 25 Event Sponsors include:
B +L Canada,  Clarity Financial Services, Eye Recommend,  FYidoctors/Visique, IRIS GROUP, Specsavers,
Care1,  F12.net, Digital ECP, CRO Online CE, Eyeployment.com

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Episode 23: Confidently Reintroduce Your Astigmatic Presbyopes to Contact Lenses

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Dr. James (Jim) Hoffman, shares insights on how to get former contact lens patients with presbyopia and astigmatism back into contacts and WOW them them in the process with new ULTRA Multifocal for Presbyopia from B + L.

About the Guest

Dr. Jim Hoffman graduated from the University of Houston College of Optometry in 1981 and was awarded fellowship in the American Academy of Optometry in 1985. Dr. Hoffman excels in pediatrics and advanced contact lenses and often lectures to his peers in USA and Canada.

Dr Hoffman is an independent practice owner with two practices in Orange Park Florida (south of Jacksonville), where he practices with his wife Dr. Karen Larson.

 

Episode Notes

Dr. James (Jim) Hoffman, enthusiastically shares insights on how to get former contact lens patients with presbyopia and astigmatism back into contacts and WOW them with new Bausch + Lomb ULTRA Multifocal for Astigmatism.

While multifocal toric contact lenses have been around for some time, the combination of a contact lens for presbyopia and  astigmatism in a stable, easy to fit format has been an unmet need for both practitioners and patients.

In the past Dr. Hoffman acknowledged that he had reluctantly informed patients, “there’s no contact lens for you” that could satisfy both their desire for uncompromised vision and freedom from glasses.

As an early adopter of Bausch + Lomb ULTRA Multifocal for Astigmatism contact lenses, Dr. Hoffman shares tips on how to bring back astigmatic presbyopes that had given up on contacts.

In this podcast Dr. Hoffman shares in detail:

  • how his office prepares specifically for these patients,
  • his in-office protocol,
  • patient communication strategies, and
  • follow up protocol.

Until the availability of this new lens he hadn’t realized just how frustrated the patients were. He and his patients now have the satisfaction of returning to contact lenses and regaining freedom from glasses without compromise to vision.

Key Tip: Since there’s never been a contact lens like this, he stresses the importance of following the Fitting Guide.

Resources

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.

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The Best Time to Sell

Buying-Selling A Practice, Practice, Resources

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After the last 18 months we’ve experience, people are always asking,”Is it time to should sell my practice”. Today most owners want to know if one should sell during a pandemic.

Pandemic Effect on Practice Valuations
The easiest, and yet ironically most complex, answer is simple: sell when you are really ready to let go of ownership as long as you can afford to.

There are many factors that determine the best timing for selling a practice — the financial position of the owner, valuation of the office, potential for further growth, past performance and history, as well as the current market.

Healthcare has proven over the last 15 years to be both recession and now pandemic resilient. Practice values have not gone down and in fact, during the pandemic, values have increased.

The best place to start is to ask 2 simple questions: can you afford to sell and are you ready to walk away without looking back?

The financial question is easier because it is all about the math. Has financial security been achieved? If yes, then by all means, pass go and collect.

The second question, is truly the toughest. An owner might be very attached to their office and maybe even more than they think.

After all, many owners feel they have invested a significant portion of their life to its success and handing their “baby” over may not be easy.

Do the Math
Most owners want to sell when they know they can maximize the price. However, owners should also consider what they are giving up in order to delay the sale for the ultimate price.

Doing a cost-benefit analysis is a worthy exercise to undertake. For example, let’s say a clinic is valued at $1,000,000. The owner, after 30 years, is getting tired of managing all aspects but if they can sustain their current pace for another 2 years, they may achieve a price of $1,200,000.

In other words, is $200,000 worth it when someone feels they are reaching their limit? For some, it may definitely be the case but what if the owner wants to work less, travel more? What if the current pace is causing health issues? How much are these factors truly worth?

Engage your Expert Team
Before any decision is made, the most important step to take is to have a valuation completed. Knowing the value of the clinic helps the owner to determine if a sale would meet their objectives.

The next step is to discuss the sale with an accountant. Understanding the tax position of the owner is critical. Too many times, the owner wishes to sell but the professional corporation is not in its purest state to facilitate the best possible outcome.

Personal Considerations
The next key factor to consider is what will the owner do post-sale. Is the owner ready to stop practising? If the new owner wants the vendor to stay on, is this realistic? An owner needs to truly do some soul searching and decide after so many years of ownership if they can go back to marching to the beat of another owner’s drum. Relinquishing control sounds easy but for many owners it is not as simple as it sounds.

A sale does not mean the end of an owner’s identity. It also does not mean the end of a career either. A vendor can certainly discard the chains of administration and management in order to seek other opportunities – such as working part-time, doing locum work, or teaching.

So going back to the original question, when is the best time is to sell. Practice owners can quite honestly sell whenever they are ready. The present economic environment most definitely facilitates the successful sale of a practice.

In our current economy, buyers continue to exceed sellers which always creates a robust exit market. We have yet to see the flood of baby-boomer business owners ready to sell. Banks continue to provide 100% financing over 12 years to buyers.

Healthcare in general – be it for people or animals, despite or in spite of a pandemic, has proven to be a profitable business with a continued good economic future.

Therefore, a vendor never needs to feel forced into a sale. Instead, every vendor must simply decide if the time is right for them. Vendors need to do some homework and then move forward with confidence.

 

Jackie Joachim, COO ROI Corp

JACKIE JOACHIM

Jackie has 30 years of experience in the industry as a former banker and now the Chief Operating Officer of ROI Corporation. Please contact her at Jackie.joachim@roicorp.com or 1-844-764-2020.

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Making Informed Decisions About your Professional Career

Buying-Selling A Practice, Practice, Webinar

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Career Pathfinders

The employment market in eye care has always been a challenge but today, catalyzed by the new opportunities from eyecare organizations eager to acquire new talent, the challenges, options and opportunities are greater than ever.

An overview of the employment situation will be shared with attendees as well as some sage advice from employment gurus.

Hiring organizations will provide insights into their culture and benefits. Attendees will be able to meet with the leaders behind Canada’s largest organizations and get first-hand perspectives. OD members of the Canada’s largest optometric buying groups share their perspectives on independent optometry. 

This interactive event is ideal for early career stage eye care practitioners looking to chart their course and those, at any career stage, considering upon a change in direction.

SPEAKERS:

  • Tim Brennan, Chief Innovation Officer, FitFirst Technologies
  • Dr. Michael Naugle, VP Optometric Partnerships, FYidoctors
  • Dr. Daryan Angle, VP Business Development, IRIS Group
  • Dr. Laurie Lesser, Eyecare Director,  Canada/UK, Bailey Nelson
  • Nicholas Perry, Cofounder & Managing Director, Canada/UK, Bailey Nelson
  • Dr. Kyla Hunter, Aurora Eye Care, Grande Prairie, AB , Eye Recommend
  • Dr. Trevor Miranda, Cowichan Eyecare BC
  • Dr. Maria Sampalis, Founder & Owner, Corporate Optometry
  • Naomi Barber, BOptom, Director of Optometry, Specsavers

All events will be hosted and moderated Roxanne Arnal, OD, Certified Financial Planner. Dr. Arnal brings a unique combination of experience as a former independent practice owner and certified financial planner to the proceedings.

Mingle with your colleagues and presenters in conversation rooms following the presentations.

INTERACTIVE MEETING FORMAT, INCLUDING:

  • Presentations and Moderated Panel discussions
  • Private Video Chat tables
  • Interactive Text Chat
  • Direct Links to valuable information

Event registration is now open. Click Here for Details. 

PREMIER SPONSORS

 

 

 

PARTNER & FRIEND SPONSORS FOR THIS EVENT  

       

 

 

 

 

 

Events in the Series:  

Registration for the first event Monday October 25th,  “Technology Drivers of Change” is still open. Click here for detailed information on this event. 

Registration for the second event Monday November 1st,  “Selling & Buying a Practice” is still open.  Click here for detailed information on this event. 

Click here to register for any of the Changing Landscape Events 

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Creating a Professional Corporation

Finance|Wealth, Resources, Tax & Legal Matters

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Dr. Roxanne Arnal, CFP®

Creating a Professional Corporation is a privilege that exists in most provinces in Canada. Many years ago, the tax benefits were obvious. With the tax reforms of the late 2010s, near perfect integration was achieved. Today, creating a professional corporation is no longer a simple decision.

Generally speaking, you should consider incorporation if:

  • You are earning more than you need to cover your expenses.
  • You have reached a financial position to save beyond your TFSA and RRSP.
  • You are taking on an ownership position and creating a business you can sell in the future.

What are the annual obligations of a corporation?

A corporation is a tax entity. Much like you, a person, is a tax entity. As a result, the corporation will need to file an annual tax return and pay taxes on earnings. In addition, the corporation needs to legally file a registry return – essentially to prove that the entity is still alive and confirm that the owners haven’t changed.

How are corporations taxed?

Unlike the graduated personal tax rates, corporate tax rates are fixed. Of course, with exceptions! One such exemption is the Small Business Deduction, where on the first $500,000 of active business taxable income, the corporation is taxed at about 12% depending on your province or territory. For earnings beyond this amount, the tax rate jumps up to the general corporate tax rate, which is about 50% depending on your province or territory. And of course, there are always exceptions.

And then there is passive income, like investment income, which is not eligible for the small business deduction. If you realize passive income greater than $50,000 in any given year, you will also start to chip away at the $500,000 maximum eligible for the small business deduction.

Why this matters?

If you are looking to create your professional corporation for the sole purpose of building your investment portfolio, you will likely be disappointed in the outcome. Like all tax planning strategies, there are pros and cons. Yes, when you take a business dollar and invest, you are investing about $0.88 versus about $0.50 personally at top marginal tax rates. So, from a compounding perspective, you can potentially grow your wealth quicker. The drawback occurs if your passive investment earnings exceed $50,000, on top of the tax integration that occurs when you get the money to your pocket.

Remember, in order to spend this money on fun stuff in your freedom years, you will need to get it out of the corporation. This will either occur by declaring dividends or taking salary. Both of these trigger tax before the money becomes available for your use. Tax integration today has removed many of the original benefits that existed in using this strategy.

What are the benefits of a Professional Corporation (PC)?

A professional corporation offers you another tax planning strategy. At the time of writing, having qualified shares in a PC that you can subsequently sell and utilize the Lifetime Capital Gains Exemption (LCGE) – you have a win that can amount to a tax savings of up to $250,000. Yes Please! Of course, not so fast. There are rules around qualifying for the LCGE too.

From a wealth creation perspective, a corporation provides you with another opportunity to diversify your portfolio by adding choices for your future. We don’t know what the future tax system will be, so having access to many different options will leave you with greater flexibility.

There are of course other advantages. A corporation can own property and insurance policies. It can borrow money and manage expenses.

Setting up a Professional Corporation

Starting a corporation will require the filing of legal documents and applications. A professional corporation has the additional layer of the professional requirements. It is therefore critical that you review your college rules for corporations. These can be different from province to province, and from profession to profession, so be sure you and your lawyer understand the rules that apply to you.

I also recommend that you consult both your tax accountant and your lawyer prior to completing any applications. If you have been in business for several years, there may be assets to transfer into the corporation. If there will be multiple shareholders, as in a group practice, you will want to be sure that the share structure is set correctly and is adaptable for future needs.

Of course, you will also need to speak to your general insurer for both the commercial business coverage and liability coverage.

Lastly, be sure to speak with your financial advisor. As your Chief Financial Officer, I’m here to help you ask the right questions.  I help you manage your team and ensure that you have thought about the potential issues, like shareholder agreements. Ah yes, another topic for another day!

Have more questions than answers? Educating you is just one piece of being your personal CFO that I offer. Call or email today to start your plan.

Roxanne Arnal is a former Optometrist, Professional Corporation President, and practice owner. Today she is on a mission to empower the finances of her former colleagues.

These articles are for information purposes only and are not a replacement for personal financial planning. Everyone’s circumstances and needs are different. The values provided here are subject to change and should not be construed as fact. Errors and Omissions exempt.

ROXANNE ARNAL,

Optometrist and Certified Financial Planner

Roxanne Arnal graduated from UW School of Optometry in 1995 and is a past-president of the Alberta Association of Optometrists (AAO) and the Canadian Association of Optometry Students (CAOS).  She subsequently built a thriving optometric practice in rural Alberta.

Roxanne took the decision in  2012 to leave optometry and become a financial planning professional.  She now focuses on providing services to Optometrists with a plan to parlay her unique expertise to help optometric practices and their families across the country meet their goals through astute financial planning and decision making.

Roxanne splits EWO podcast hosting duties with Dr. Glen Chiasson.

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Writing NBEO Exams as a Canadian Optometry Student

NextGenOD, Perspectives

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In this article, I will outline each of the three parts of the American optometric board examinations administered by the National Board of Examiners of Optometry (NBEO) as well as my personal experiences completing these exams as a Canadian optometry student, the study material I used, and my tips and tricks for success.

Part I of the NBEO exam is typically challenged in March of your third year of optometry school. This is an 8-hour exam consisting of 350 scored and 20 non-scored items, divided into two sessions with 185 questions within each session.

This exam covers various subjects that you have learned over your first three years of school, with a strong emphasis on ocular disease, ocular anatomy, optics, pharmacology, and binocular vision.

Part II of the NBEO exam is administered in December of your fourth year of optometry school and consists of 45-55 full cases, 15-20 mini-cases, and 15-20 solo items. This exam is also 8 hours divided into two sessions.

Approximately 120 questions are categorized as TMOD, which stands for treatment and management of ocular disease.

Part III of the NBEO exam can be taken beginning the summer of your third year and onwards. This exam must be taken at the National Testing Centre in Charlotte, North Carolina and is a practical examination performed on patients.

This exam consists of 4 stations where you perform specific skills on standardized patients.

What it Takes for Success

All three of these examinations involve loads of preparation and mental stamina.

To tackle Part I and Part II of NBEO, I purchased the KMK Signature course, which contains videos, flashcards, practice exams, a daily guided study plan, live lectures, the booster course, and the crash course, and so much more.

I decided to purchase this course because I wanted to ensure I provided myself with all the resources I would need to succeed. I think the extra content was valuable and would recommend this course if you want more structure.

The Core and Plus KMK courses also provide you with the content videos, practice questions, and practice exams, and many people use these courses and still succeed with their studying.

My Journey
In October of my third year, I started studying for Part I by going through the videos and started studying more intensely around December of that year. I was supposed to write Part I in March of 2020 but due to the COVID-19 pandemic, this got pushed back to July of 2020.

I paused my studies for a few months and came back to it around June of 2020. After completing Part I at the end of July, I gave myself until September to rest and recharged my brain before starting to dive into Part II.

I wrote Part II in mid-November. Two and a half months is ample time to study for this exam.  I had just written Part I, which left a lot of that information fresh in my mind, so some light review during the summer months might be helpful.

In addition to using the KMK signature course to study for Part II, I purchased OptoPrep for more practice questions. OptoPrep provides you with loads of practice questions and practice exams that simulate the actual NBEO examinations. I found this extremely helpful as the cases OptoPrep provides were comparable to the cases found on Part II of NBEO.

I completed Part III of NBEO in March of 2021. To prepare for this, I created a script for myself based on the rubric provided by NBEO.

Practice Makes Perfect

My advice is to practice, practice, practice and did I mention practice!

You want to have the script down like you are performing. I recorded myself going through the different stations and would listen back to make sure I hit all the points. I would practice saying my script to friends and family until I felt completely comfortable and barely had to think about what I was saying.

When it comes down to doing this exam, the testing environment is high stress, and if you practice enough, your nerves shouldn’t take over. It is essential to practice the skills and go through the motions full out with a friend or family member.

All three of these examinations are high stress and involve loads of stamina, so my main pieces of advice are finding some mental outlet, take breaks when you need them, and most importantly don’t forget to breathe.

You will make it through, and even if there are hiccups along the way or you don’t get the outcome you wanted on your first try, you will get it next time.

Trust your instincts, as this is the last hurdle you need to overcome to become a Doctor of Optometry.

 

ALEXA HECHT

Contributor NewOptometrist.ca

Undergraduate Studies:
University of Manitoba in Psychology/Biology

Optometry:
University of Waterloo – Class of 2021

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Changing Landscapes – Selling & Buying a Practice

Buying-Selling A Practice, Practice, Webinar

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Buying & Selling a Practice

The second event of the “Changing Landscapes: Opportunities & Options for Canadian ECPs” will focus on Selling & Buying a Practice and will be held Monday November 1st (7:30 PM Eastern).

The Canadian market has experienced transformational change in the past year.

Major players have had substantial capital injection and new Canadian market entrants are making their play for market share, creating more opportunities and options for Canadian ECPs.

Join leaders and spokespersons from the world of independent optometry supported by B+L and major eye care groups/organizations including IRIS, FYidoctors, Vision Alliance Corporation, OSI/SOI, Eye Recommend and, new to Canada, Specsavers. ROI Corporation, Canada’s leading health practice brokerage will also share their experience.

This event is a must-attend for any practitioner looking to exit their business, start a new practice or formulate a strategic partnership.

Speaker List Includes:

  • Jackie Joachim, Chief Operating Officer, ROI Corporation
  • Dr. Daryan Angle, VP Business Development, IRIS Group
  • Dr. Wes McCann, Central Optometry, ON, Eye Recommend
  • Dr. Michael Naugle, VP Optometric Partnerships, FYidoctors
  • Gord McFarlane, Managing Director of Corporate Development, FYidoctors
  • Dr. Skylar Feltis, YXE Vision Group, SK, OSI Group
  • Dr. Warren Toews, YXE Vision Group, SK, OSI Group
  • Dr. Trevor Miranda, Cowichan Eyecare, BC, Independent Practice
  • Dr. Robert Allaway, Chief Optometry Officer, Vision Alliance Corporation
  • Mike Protopsaltis, Partnerships Director, Specsavers 

The event series will be moderated by Roxanne Arnal, OD and Certified Financial Planner (TM), bringing an informed and unique perspective to the events.

Event registration is now open. Click Here for Details. 

PREMIER SPONSORS

 
SpecSavers  

 

PARTNER & FRIEND SPONSORS FOR THIS EVENT  

 
Digital ECP  

Follow up Events: 

The final event in the series will be held Monday November 8th  7:30 PM (Eastern). 

Career Pathfinders| Making Informed Choices (November 8th)  
Career options and opportunities for both young and experienced ODs have never been greater as new organizations offering unique business models enter the market and established entities respond to the changing environment.
Click Here for Detailed Information.

Registration for the first event Monday October 25th,  “Technology Drivers of Change” is open. 
Click here for detailed information on this event.  

Click here to register for any of the Changing Landscape Events 

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Leases and Landlords – Their Impact on Values and Practice Sales

Buying-Selling A Practice, Practice

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The right of first refusal in a lease agreement

The first time the value of a lease is considered is should be when it is being signed. Understandably, the tenant looks at key items such as rent, additional costs, terms, renewals and any other clauses that may be inserted. After much negotiation, the lease is signed, and the owner begins running the practice.

If only things were truly that simple.
When the lease is first signed, many might not be thinking about the eventual sale. Agreeing to things like demolition and relocation clauses may be required but owners must know how these affect the value of the practice and its potential sale.

Obviously not all clauses are created equal. A demolition clause in a building of 30 stories is very different to one in a stand alone building at the corner of a major intersection. While a sale may not be on the horizon for many years down the road, it is important to pay attention to the finer points of the lease so that when the time does come, the assignment from one owner to the next is as smooth as it can possibly be.

An Interesting Case Study
Recently, we encountered a very interesting and frustrating situation. We successfully found a purchaser for our client. It was a very good fit and all parties were working in good faith towards a successful close.

In the course of a sale, the landlord is almost always notified after due diligence and financing are waived. An owner does not want to prematurely alert a landlord and risk the word getting out that they are selling.

Our situation was following this process nicely. When the time came to seek the landlord’s assignment of the lease it was declined. Even though the lease, and most do, stated that the landlord could not unreasonably withhold the assignment, in this case, it was withheld.

My lawyer friends will always agree that the definition of “unreasonably” is up for debate. However, the landlord was willing to provide clear rationale as to why the assignment was declined. Despite the bank providing an approval for 100% financing, the landlord was not confident in the new owner’s ability to run a successful business.

Many landlords will take a personal net worth statement from the applicant and most applicants withhold information for fear of being overcharged.

Unfortunately, not only did this particular purchaser not complete this exercise properly, the resumé provided did not give the landlord confidence that the purchaser could run a successful business.

The landlord felt this office was a key anchor in his plaza and did not want to risk the future success. The other factors that may have influenced the decision of the landlord lay with the vendor.

In the lease, it was clearly written that the practice could not be sold within two years of the lease being signed. It also required the vendor to notify the landlord prior to listing the office for sale. In this case, both of these requirements were not fulfilled.

A Good Lease Does Impact Value
Owners must be strategic when it comes to the sale of their practices. As a tenant, if you have been difficult or challenging, then it is possible these actions can influence the landlord down the road.

Many owners thought the pandemic, (particularly for those with practices located in retail shopping centres), gave them the opportunity to renegotiate lesser rent or remove such clauses. Unfortunately, this was often not the case. In fact, those seeking a rent reduction often found themselves with additional clauses that were not in the original lease.

Remember, in negotiations, everyone has to give something up in order to get something. Also, it seems that the pandemic made landlords even more cautious than before.

With multiple tenants unable to pay rent due to restrictions and limitations, landlords had added expenses that needed to be covered.

The Federal government may have provided some relief but in the end, the pandemic has certainly taught all of us valuable lessons.

A lease definitely affects the value and sale of a business.

The more carefully the lease is crafted, the better the odds that the practice will sell at a higher price, which helps facilitate an exit strategy for the owner.

By understanding the lease and its contents, the owner stands a greater chance of being more profitable while reducing the inherent risks and exposures that are typical with all commercial lease contracts.

It is very common for things to be left out or misconstrued, whether intentional or not. It is always best to have your lawyer or a qualified expert review the documentation process before a lease is signed.

A final word – make sure renewals are also reviewed carefully. Sometimes in the rush of taking care of this “one or two pager”, items can be included that were not in the original lease.

Practice owners have worked extremely hard to build and operate a successful practice. This practice is an asset that must be protected.

Therefore, regardless of what stage a practice is in, long-term planning and attention to detail are paramount when it comes to leasing commercial space.

Jackie Joachim, COO ROI Corp

JACKIE JOACHIM

Jackie has 30 years of experience in the industry as a former banker and now the Chief Operating Officer of ROI Corporation. Please contact her at Jackie.joachim@roicorp.com or 1-844-764-2020.

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Episode 22: Keeping the Patient in the Centre of New Technology

Eyes Wide Open, Podcasts

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Dr. David Schwirtz, Optometrist, Vice President Innovation, IRIS the Visual Group, shares his views on technology advances and the importance of ensuring that technology remains at the centre of patient care, creating a better experience for both the patient and the practitioner.

 

About the Guest

Dr. Schwirtz joined IRIS the Visual Group in 2009 as a clinician and completed a residency in 2010.  

In more recent years, Dr. Schwirtz has continued to serve IRIS The Visual Group as a Vice President.  In the past, his responsibilities have included Professional Relations, Medical Affairs, Regulatory Affairs and Professional Development.  Today, he continues his leadership role at IRIS as Vice President of Innovation and Head of Innovation for New Look Vision Group.

Outside of his executive role at IRIS, Dr. Schwirtz remains active as a practicing optometrist in the network and adjunct assistant clinical professor for his alma mater, Pacific University College of Optometry.

 

 

Episode Notes

Dr. David Schwirtz is a self-confessed technology nerd, with a keen sense of technology’s role in the patient journey.

He discusses the challenges of implementing new technologies particularly from the perspective a large corporation, where not all stakeholders move at the same pace of adoption.

Dr. Schwirtz details how the pandemic accelerated plans that had already been in place and, yet, how a brick and mortar structure provided resilience to their initiatives.

Specifically, he delves into IRIS’s ongoing relationship with Topology which provides a comfortable “perfect fit” with extreme accuracy, outside of the walls of a conventional practice.

He shares the vision of where Topology technology can take the group.

Resources

 

Dr. Glen Chiasson

Dr. Glen Chiasson

Dr. Glen Chiasson is a 1995 graduate of the University of Waterloo School of Optometry. He owns and manages two practices in Toronto. In 2009, he co-hosted a podcast produced for colleagues in eye care, the “International Optometry Podcast”. He is a moderator of the Canadian Optometry Group, an email forum for Canadian optometrists. As  a host of  “Eyes Wide Open”, Glenn  looks forward to exploring new new technologies and services for eye care professionals.

Dr. Chiasson enjoys tennis, hockey, and reading. He lives in Toronto with his wife and two sons.

Dr. Chiasson splits EWO podcast hosting duties with Roxanne Arnal.

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