For critical background, one should review Martin Ice Cream Company v. Commissioner, 110 T.C. Office of Inspector General Urgent Alert: US Department of Health & Human Service Hotline Telephone Number Used in Scam, The Newest Trend in Online Medicine: Telehealth, OIG Advisory Opinion Permits Drug Manufacturer to Provide Financial Assistance to Patients Receiving Cell Therapy, Video / Webinar How Dental Practice Sales and Valuations are Being Impacted by the COVID-19 Pandemic, Government Liability & Civil Rights Defense, Municipal, Land Use, and Condemnation Law. The tax regulations at 29 C.F.R. When your solo physician and dentist clients are looking to sell their practices, it is critical that they take goodwill ownership into consideration early. It is also important to lenders working with buyers. Thus, the goodwill could not truly belong to Dr. Howard so long as that covenant existed. In most practice sales today, the buyer borrows the money from a lender and pays the seller in cash at closing; however, there are still some … Goodwill refers to the intangible assets that either restrict or enhance the future earnings of the practice, and includes patient charts, recall systems, staff longevity, noncompete covenants, and the owner's reputation within the community. Goodwill in Dental Practice Value – For Sellers. COLORADO 3000 Lawrence Street, Denver, CO, 80205 . This matters even in this example where the corporation has only one owner because the payout to the owner will be characterized differently depending on whether the goodwill belongs to the entity (to be possibly characterized as a double-taxed dividend) or directly to the owner (characterized as a long-term capital gain). How many years have you been practicing and how many hygienists do you have? So don’t get sucked into someone else’s world when they tell you “goodwill should be at least 80% of the purchase price of a dental practice” and any other allocation will draw the attention of the IRS. Three dentists will be selling their dental practice, which Three dentists will be selling their dental practice, which is a 'C' Corporation. Of course, this brings into question why a solo doctor has a non-compete with his professional corporation in the first place. Under these facts, the District Court held that "even if the goodwill had belonged to Dr. Howard personally, it likely would have little value, because Dr. Howard could not have practiced within a 50 mile radius from his previous practice location for at least three years beyond the date of the Howard Corporation dissolution." Tangible assets, as the name implies, consist of all the things you can see and feel – the dental operatories, the digital x-ray, the hand pieces, the computers, the office equipment, the desks, the chairs, the waiting room furniture – and anything else that might be used in any particular office. I hope that this article provides some guidance as to the third issue. This is my area of expertise and something I enjoy helping my clients achieve. To make this determination, the Court applied a two-part test: (1) whether the individual is an employee; and (2) whether there is a contract showing that the individual recognizes the corporation’s control. It should only … § 1.197-2(b)(1) define goodwill as, “the value of a trade or business attributable to the expectancy of continued customer patronage. This sale presents a unique opportunity for a specialist to purchase a large, immaculate practice in a prime Gold Coast location. Please feel free to call me on 01844 260111. Memo. WASHINGTON 6141 Bothell Way NE #301, Kenmore, WA 98028, Do yourself a favor and increase your collections now and increase the value of your practice for the day you sell. IDAHO 800 W. Main St. Suite 1460, Boise, ID 83702 Yes, the business entity is technically the practice and the primary contracting party. For the purposes of a health law practice, however, there is the more recent and more relevant case of Howard v. U.S. from the Eastern District of Washington, which came down on July 30, 2010. A dental practice contains several different kinds of assets—equipment, supplies, real property, goodwill—and each asset requires separate accounting and tax rules. The relationships that a dentist fosters to gain goodwill are with the patients. If you are serious about wanting advice on the sale of your dental practice and your future accounts and tax as a self-employed dental associate then my practice works exclusively with dentists based all over the UK. patient charts). Some of you may see more patients in hygiene, but some may be SRP and perio patients may be coming every 3-4 months. The practice is centrally located, close to a number of schools and minutes from everything this coastal town has to offer. Does that goodwill go to the corporation or to the physician? The profit is often the determining factor as it is this which will be needed to fund the lifestyle of the dentist and repay any borrowing taken out to purchase the practice. These assets include all of the tangible items of personal property included in the sale and the big intangible that usually accounts for the bulk of the value of a dental practice: the goodwill. Is this happening in your practice? This method is useful if a practice has significant real estate holdings or if the practice has some financial issues. Specifically, the client should determine whether (1) goodwill exists, (2) it is transferrable to the buyer, and (3) it is, in fact, personal goodwill. Personal Goodwill in the Sale of a Medical or Dental Practice In the sale of a medical or dental practice, much time is spent on negotiating the total purchase price, and rightly so. Do yourself a favor and increase your collections now and increase the value of your practice for the day you sell. The taxes owed, if any, are based in the tax year in which the practice is sold and when the proceeds become earned, not paid. We’ll get to why this … However, in the context of a solo professional practicing in a business entity, the issue can get a bit blurry. CALIFORNIA-NORTH 2059 Camden Ave. #159, San Jose, CA 95124 How many patients did you see in Recare in 2019? Savvy buyers understand that the repeat or retained patients are critical to on-going success. While Dr. Howard had the control to alter or eliminate the non-competition covenant, it remained in force until Dr. Howard dissolved the corporation in 2003. If no tax was paid since an election was made, the purchaser will be required to remit HST on its next GST return to the extent that the client list is used in an exempt activity. . The tax change affects the most valuable component of a dental practice: goodwill (i.e. Goodwill only exists and is determined when a business and/or its stock is being considered for sale. Goodwill and the Sale of a Dental Practice. This is my area of expertise and something I enjoy helping my clients achieve. All dentists focus on getting enough New Patients, as they should, but what happened to all the New Patients you treated over the years? And this doesn’t include potential increased collections from diagnosed treatment from all those periodic exams! Part of the sales price is allocate to personal goodwill. The total purchase price was $613,000, $549,900 of which was allocated to Dr. Howard’s personal goodwill, $16,000 of which was consideration for the non-competition covenant, and the remaining $47,100 represented the value of the practice’s assets. In the same year as incorporation, Dr. Howard entered into an employment agreement with his corporation which contained a three-year, fifty-mile non-competition clause centered on the practice’s location in Spokane. He represents individuals and businesses with a primary focus on licensed medical and dental professionals, medical and dental practices, and other health care entities. Are you aware of the aspects that make up goodwill? If you have a bulk of your patients coming in for large cases and your collections are high, that is commendable, however, a new buyer will be concerned that your patients have completed all treatment leaving them nothing to do and eliminates the chance for the buyer to meet and keep your patients. The dentists will … read more In both situations goodwill is a key focal point. This expectancy may be due to the name or reputation of a trade or business or any other factor.” While the definition and description are helpful to ensure that we all understand what we are discussing, they do not help determine whether the company or its owner can claim that reputation or those relationships. Simply put, the allocation of assets is the process of assigning a dollar value to each asset being transferred in the sale of a dental practice (excluding the building, if that is part of the sale). This is a simple asset purchase agreement elegantly constructed by (Brian Rogers), then modified for the sale of a Dental Practice. This method is often unreliable because it can undervalue older practices (i.e., older equipment) and it’s difficult to appraise practice goodwill. This approach simply compares a practice with other practices that have sold to determine the value of the practice. The parties decide that $x will be allocated to goodwill. 368 (1950); MacDonald v. Commissioner, 3 T.C. Obviously, this varies depending on the amount, age, and type of equipment in the practice. Dr. Howard paid same and then filed a claim for a refund. By Megan Urban, OMNI Practice Group. Selling Your Dental Practice: How to Protect the Goodwill Your Practice Has Earned. Here’s what’s important to understand when selling your practice—the practice is not taxed as one entity. That said, in most practice sales, the majority of the value of the practice lay in goodwill, which is taxed at long-term capital gains rates. Click here for the Legal Intelligencer article. Dental goodwill is normally valued in relation to other similar businesses (e.g. My practice LLC is treated as an S Corp(1120S) however The contract for sale of the goodwill was executed between me and the buyer as individuals outside of the LLC/S Corp therefore no K-1. Obviously, the existence of this covenant was Dr. Howard’s doing and he had the freedom, at any time, to alter or eliminate it. The Court looked at who earned the income since the earner owes the taxes. By Megan Urban, OMNI Practice Group. When selling your dental practice, the most valuable component of the price is the portion allocated to “goodwill.”Goodwill represents the intangible assets of a business—the difference between an established, successful dental practice and one that has yet to achieve success. 1014 (1979); Cullen v. Commissioner, 14 T.C. I encourage you to look at your own practice statistics. Finally, since the seller signing the asset purchase agreement will be the entity (as it owns the assets to be sold), the sale must include a separate agreement between the buyer and the shareholder, individually, addressing the transfer of any personal goodwill. The decades of caring for the community has built up considerable goodwill. When selling a dental practice, the sale and purchase agreement sets out the agreed price. There’s a rule of thumb for dental practice valuation: 80% to 85% of the value of a dental practice comes from practice goodwill. The shareholder/physician has earned a substantial patient base and an impressive revenue stream, but decides that it is time to retire. Andrew Stein is an associate at Lamb McErlane PC. Specifically, the client should determine whether (1) goodwill exists, (2) it is transferrable to the buyer, and (3) it is, in fact, personal goodwill. and Andrew Stein, Esq. For both buyers and sellers, protecting the … In 2002, Dr. Howard sold his practice via an asset purchase deal. Goodwill in Dental Practice Value – For Buyers. When allocating the sale amount to the various categories, questions invariably arise regarding allocation to goodwill. 1977), among others, the Court found that a corporation owns the goodwill where, “an employee works for a corporation under contract and with a covenant not to compete . You may feel it’s impossible to fill more hygiene schedules. This may seem like a silly question. Run a procedure frequency report for codes 1110, 0120 and see if your numbers make sense based on your number of patients. a similar dental practice) with a key factor being the sustainable profits. This decision makes sense when one considers the practical implications of the non-competition covenant. Your tax advisor and dental practice broker should work with the buyer’s tax advisor and dental practice broker in order to allocate the sales price of the practice between exchangeable and non-exchangeable assets. 189 (1998); Norwalk v. Commissioner, T.C. As is often the case with medical and dental practices, the corporation had few “hard assets” to include in the sale; less than $50,000 in this case. This contract circumvents the current Dental-Practice-Broker model. Every viable dental practice has goodwill. .” Absent such an employment contract, the Court continued, then the goodwill may be personal. 1998-279; Estate of Taracido v. Commissioner, 72 T.C. I know it’s usually a high priority in any practice but needs a little tweaking that can bring big increases. One other item that can affect the tax consequences is how the purchase price is paid. OREGON 3519 NE 15th Ave #201, Portland, OR 97212 Do I reprt this on my 1040 as a Form 4797 asset gain or somewhere else ALASKA 721 Depot Drive, Anchorage, AK 99501 As many of you know, in the sale of dental practices, typically the biggest contributor in determining the purchase price is “Goodwill”. 720 (1944); and Providence Mill Supply Co. v. Commissioner, 2 B.T.A. Dr. Larry Howard began practicing dentistry in 1972. ________________________________________________________. Of course, it includes your patients and business reputation, but it’s also based on patient retention, which is your hygiene … Therefore, the goodwill was an asset of Dr. Howard's corporation. Practice Sales 'stable' in NASDAL Goodwill survey: October 2015 : Concern that dentists are unaware of massive changes: September 2015 : NASDAL's guide to the budget in 2015: August 2015 : Cyber criminals and dentistry: July 2015 : The route to incorporation is still open: June 2015 : Demand and not profitability dominates dental practice values: June 2015 : United Kingdom? Finally, since the seller signing the … Are you aware of the aspects that make up goodwill? In the sale of a medical or dental practice, much time is spent on negotiating the total purchase price, and rightly so. Applying this test, the Court had no difficulty finding that Dr. Howard’s corporation owned the goodwill and earned the income. It is created when a company is able to generate revenue beyond the fair market return on those tangible and other intangible assets. It is highly unlikely that even the most loyal patients will wait three years or travel more than fifty miles to stay with Dr. Howard. As many of you know, in the sale of dental practices, typically the biggest contributor in determining the purchase price is “Goodwill”. The seller is selling the goodwill, of course. The recharacterization earned Dr. Howard a $60,129 tax deficiency charge along with interest of $14,792.17. Consider this example: Let’s say you averaged 15 NPs per month for 10 years and you saw each on an average of twice per year in hygiene or Recare, you would need approximately 514 days of hygiene if you see an average of 7 per day. Many cases have addressed issues surrounding and directly related to whether the business entity or the owner thereof can claim the goodwill in question. So that means if you retain at least 85% of those patients, you will need more and more hygiene days each year. The corporation and a buyer enter into an asset purchase agreement. I have analyzed hundreds of practices and found that the average potential for increased collections from goodwill or patient retention is $30,000 to $150,000, depending on the size of the practice. We’ve discussed in another post (Negotiate Asset Allocation when Buying a Dental Practice) about the sales price of a dental practice being split into different asset classes. 5/15/2014. Events     |     Seller Registration     |     Buyer Registration. Statistically speaking I would agree that with the “typical” dental practice sale, 75-80% of the allocated purchase price is usually goodwill, but it’s just a statistic, that’s it. The Superior Court however concluded that there was practice goodwill in the dental practice which was evidenced by the practice remaining intact despite the occurrence of several partners entering and leaving the practice. Otherwise, it doesn’t really exist. This includes patient files, covenants not … Are you aware of the aspects that make up goodwill? Vasilios (“Bill”) J. Kalogredis is Chairman of Lamb McErlane’s Health Law Department. The sale of goodwill client list of the practice should be HST taxable based on the fact that it is not used substantially all (more than 90%) in an exempt activity. But it … Take the following example: assume there is a single-shareholder professional corporation (taxed as a C-corporation as opposed to as a pass-through entity S-corporation) that has operated as a medical practice for forty years. Relying on Norwalk, Martin Ice Cream, MacDonald, and a 9th Circuit case, Furrer v. Commissioner, 566 F.2d 1115 (9th Cir. But the professional’s skill, expertise, reputation, and loyal patients are what gave rise to the goodwill. That said, with the sale of a medical practice, in the final analysis, it often accounts for the largest amount of the value of the business. Goodwill includes not only the amounts allocated to “goodwill” on the tax returns but also the other intangible assets allocated during a practice transition. Similarly, in Fexa v. Fexa4 a Pennsylvania case, the trial court failed to include goodwill in valuing a dental practice. NEVADA 1489 West Warm Springs Rd, Suite 110 PMB #284, Henderson, NV 89014 Answer : In short, most likely yes. But it is often the case that not nearly enough time is spent on the related and quite important issue of tax allocation. The allocation will affect your ability to defer taxes by accomplishing a 1031 exchange, as well as the buyer’s ability to take depreciation deductions on their new practice. Bill has been practicing health law for over 40 years, representing exclusively physicians, dentists, group practices, other health care professionals and health care-related entities. The theory behind this method is that a ready, willing and able buyer has paid a certain amount of money for a practice and the seller has sold for that amount of money. The net asset value considers all other assets and liabilities: net asset value = assets – liabilities. In the sale of a medical or dental practice, much time is spent on negotiating the total purchase price, and rightly so. Since it remained in force as of the dissolution of the corporation, Dr. Howard was subject to that covenant through the third anniversary of the dissolution in 2006. The vendor is moving locations and selling the fit-out only; no goodwill is included in the sale. That is why we must turn to case law for the answer. Goodwill is an intangible asset defined as the excess value of a company remaining after accounting for the value of all tangible and other intangible assets. For that tax year, Dr. Howard reported $320,358 of long-term capital gain income from the sale and the IRS recharacterized it as a corporate asset to be taxed as a dividend. A dental practice has two types of assets – tangible assets and intangible assets. CALIFORNIA-SOUTH 2629 Townsgate Road, Suite 235, Westlake Village, CA 91361 When a practice owner begins evaluating the sale of his practice, the typical questions the seller has are “How much can I get?” and “How much can I keep?” Even though Uncle Sam doesn’t have a seat at the closing table, he is going to claim a sizable share of that income. 4-5-19 Legal Intelligencer article by Lamb McErlane PC attorneys Vasilios (“Bill”) J. Kalogredis[i], Esq. Personal Goodwill in the Sale of a Medical or Dental Practice. That tells me you may need revised scripting and a strategy for talking with your patients and educating them about their dental maintenance. The vendor is looking to sell, but will consider leasing, the premises. In the first example, an entity sale, the stock of the company is trading hands, and the gain is like a long-term stock gain for … On Dr. Howard’s tax return for 2002, he reported approximately $320,000 of the purchase price on his personal return as long-term capital gain, subject to the favorable capital gain rates, as the sale of personal goodwill. The sale of this dental practice in the Newcastle area includes equipment and fit-out, but no goodwill. Since the practice is an asset and the sale of an asset is a taxable event, you will owe taxes based on any gain from the sale of the practice. The price is usually to acquire the practice’s goodwill and tangible fixed assets (such as dental equipment, computers and leasehold improvements) and occasionally stock. Please contact me if you would like to further discuss and make a plan for your practice. Even after a particular number is allocated to goodwill, another question often arises: Who is selling the goodwill, anyway? When your solo physician and dentist clients are looking to sell their practices, it is critical that they take goodwill ownership into consideration early. Howard involves the sale of a dental practice. The goodwill results also reveal a notable gap between the average NHS practice sale of 183.88% of turnover with 7.2x EBITDA, and typical private practice, which was 118.79% of turnover, though interestingly at an average of 8.37x EBITDA. ARIZONA 3260 N. Hayden Rd, Suite 210-363, Scottsdale, AZ 85251 You may work around 180-195 days per year so you would need approximately 2.75 hygienists. Of course, it includes your patients and business reputation, but it’s also based on patient retention, which is your hygiene program or Recare. Unfortunately, the case is not published in the Federal Supplement but it easy to find on your favorite case law database. Maximize practice value. Now that we have set the scene, let us briefly discuss the star. [i] Andrew Stein, Esq., an associate at Lamb McErlane PC who focuses on health and business law, assisted with preparing this article. In 1980 he formed a corporation in which he was the sole shareholder, of which he was the sole director, and for which he served in all necessary officer roles. 2019 sees the continued theme of two topical areas in the dental sector being incorporation and the consolidation of dental practices. I hope that this article provides some guidance as to the third issue. The vendor is looking to sell to a specialist and, as a condition of sale, any specialist who moves into this location will be guaranteed referrals from the vendor’s six other Gold Coast dental … In most dental practice sales, a majority of the purchase price is allocated to goodwill. He concentrates his practice at the intersection of health law and business law. Beginning January 1, 2017 the sale of goodwill will be treated as investment income and taxed as a regular capital gain. Goodwill typically accounts for 60% to 80% of the practice's total value. As many of you know, in the sale of dental practices, typically the biggest contributor in determining the purchase price is “Goodwill”. OHIO 1421 Lexington Ave Ste 255, ​Mansfield, OH 44907 791 (1925). Please, When to Tell Your Team that You are Selling Your Practice, Request a Call and we will get in touch with you. Investment income inside a corporation is taxed at … Can claim the goodwill could not truly belong to Dr. Howard paid same and then filed a claim a! To sell, but no goodwill is normally valued in relation to other businesses!, of course, this brings into question why a solo doctor has non-compete... That it is created when a company is able to generate revenue beyond the fair return... Situations goodwill is included in the practice and the consolidation of dental practices an contract. Most likely yes being the sustainable profits the aspects that make up goodwill gain goodwill with. And the primary contracting party practice for the community has built up considerable goodwill ( “ ”. Type of equipment in the practice a Pennsylvania case, the Court no. Is moving locations and selling the goodwill was an asset of Dr. Howard sold his practice at intersection..., you will need more and more hygiene days each year assets and liabilities: asset. 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