Key takeaways from HBI’s 2026 oral health webinar
Earlier this week I moderated a webinar on dental deals in 2026. The webinar really showcased just how much the sector has changed over the past year and a half.
Dental deal-making is no longer just about who is buying, it is about what is worth buying. Money is being spent more carefully, and buyers are paying attention to how practices are run, the systems in place, and whether the business is sustainable, not just its size or profits.
After the pandemic, private dentistry boomed. People were spending less on holidays and dining out and more on healthcare and self-care. Demand for private dentistry went up, and, for a while, almost anything sold at a premium.
But that kind of growth couldn’t last. By late 2022 and 2023, higher interest rates and borrowing costs slowed the market, and some deals stalled, as happened across private equity M&A.
Now confidence is returning, but buyers are being a lot more selective. EBITDA still matters, but it’s not enough on its own. Buyers want to see strong operations, scalable systems, and data they can trust. Inflating EBITDA or chasing the pandemic-era multiples just doesn’t work anymore. The practices that stand out are well-run, with solid systems and clear integration and they get higher valuations.
The panelists highlighted a shift in how dental groups are growing. Instead of rushing to open new clinics, they’re focusing on improving existing ones. That means controlling costs, getting the most out of existing capacity, and making operations efficient before expanding. Back-office systems, reporting, and management processes all need to be in place. Specialisation, such as high-margin treatments like surgery or advanced dentistry, can also increase a practice’s value.
Technology and AI are increasingly used in scheduling, invoicing, and other admin work, which frees up doctors’ time for patients. When it’s done right, it makes practices run smoother and more attractive to buyers.
Looking ahead to 2026, the panel concluded preparation and timing will be key. Practices focusing on long-term growth are more likely to stand out.
To understand more about dental deal making in 2026, watch the full webinar recording here.
The Oral Health Community Summit at HBI 2026 in Paris, led by Straumann Group, will explore these topics in more detail. Check our updated agenda here and register today!
We would welcome your thoughts on this story. Email your views to Rakshitha Narasimhan or call 0207 183 3779.
