Nearly every dentist in America could benefit from 10 minutes with Benco’s new Head of Practice Transitions, Dr. Jim Clark. In his 30-plus year clinical career, the Alabama doc has done it all: creating, buying and selling multiple practices; merging his practice with (and later departing from) a DSO; working as a military dentist; and, prior to joining Benco, serving as an education specialist with a prominent implant manufacturer. It seems that no matter where you’re at in your career, Dr. Clark has likely been there too and has developed a knack for helping people figure out how to get to whatever goal is next.
“When you accumulate a lot of knowledge over the course of many years, the question then becomes what to do with it. The obvious answer is, you use it to help people. I’ve mentored a lot of dentists over the years at various points in my career, and I just developed a passion for it. At this point, I can’t think of anything I’d rather be doing.”Dr. Jim Clark, Benco Dental’s new Head of Practice Transitions
In his new role with Benco, Dr. Clark is working to expand its transitions offerings while maintaining Benco’s focus on putting customers first. “This is all about creating real relationships and giving good advice at every stage of a doctor’s career. That’s where my focus is,” he explained. “So whether Benco is consulting with young dentists about their post-grad career path, or helping design and build your first practice, or helping you sell through our network of hand-picked brokers, it’s not about making a sale, it’s about creating a bond because we’ve really helped someone in an important way.”
As a former Benco customer himself, Dr. Clark knows The Benco Difference firsthand. He even earned enough BluChip rewards points at one point to redeem for a Harley-Davidson motorcycle (which he almost did until, as he recalled, “my wife suggested taking up motorcycle riding wasn’t the best idea.”)
The long-term relationship with his former Benco Rep actually led to Dr. Clark joining the company fulltime. “I just happened to be talking to him about how much I’d like to make a career out of transitions, but didn’t know exactly how,” remembered Dr. Clark. “He said, well, let’s give Chuck Cohen [Benco’s managing director] a call and see what he thinks. I left Chuck a message and wasn’t sure I’d hear back, but I did, and eventually he invited me to headquarters to talk.”
The family feeling Dr. Clark enjoyed as a customer was immediately apparent when he walked through Benco’s lobby doors for the first time. “It confirmed everything I always believed about Benco. This is not some stuffy corporate giant. You know right away this is a family company.” It so happened that, at the same time, a large public company was taking a bigger stake of the company Dr. Clark was working for, and he was concerned what direction they might take. “Everything just came together. Benco was the right place for me at the right time.”
In his talks with Benco, Dr. Clark was adamant that customers always have to come first—even if it means delaying a sale or commission. “Chuck and the Benco team were on the exact same page from the start,” he recalled. “We have ambitious goals for expanding our transitions offerings, but never at the expense of our relationships. Because, look, sometimes doctors may want to sell, but after talking to them, I find out they’re not ready. There are things they need to do first to maximize the practice’s value. That may mean delaying the sale a few months, a year, two years, whatever it takes. Benco understands that’s the right thing to do.”
As someone who has seen it all, Dr. Clark also believes there’s a very bright future for independent dental practices even as DSOs seem to be getting lots of attention. “I was part of a DSO at one point, and at Benco, we love all of our customers. There’s opportunity in the market for everyone,” he said. “Not every geographical area can support a DSO, and there’s also a limit to how many DSOs can compete in the same market, just like you can only have so many Target stores in one place. In the end, patients will gravitate to practices that meet their preferences. Some will gravitate to independent practices, others to DSOs. With social media and digital marketing tools, independent practices today have more ways than ever to compete with DSOs.”
So, what’s on the horizon for Dr. Clark as he settles into his new role at Benco?
“We’re making fast progress at expanding practicetransitions.benco.com to make it more like a dating site for connecting doctors with opportunities, whether it’s a job or a practice sale or purchase. I’m also establishing a larger network of brokers and evaluating those relationships to make sure, all across the U.S., we’re working with people who put clients first just like Benco always has.”
The road from Benco customer to Benco associate has been a satisfying one for Dr. Clark. Instead of mentoring one doctor at a time, he’s now working with people across the country and creating tools that will help hundreds or thousands of dentists every year. Still, he values that one-on-one connection and he stresses that he’s always available when customers want to talk.
“I love talking to dentists,” he said. “I also love creating value for Benco customers and putting everything I’ve learned over my decades in practice to work. If I can point someone in the right direction, or help them avoid a pitfall, that’s one of the most rewarding things about my job.”
Thinking about a dental transition?
As Dr. Clark says, it’s never too early—or too late—to talk about your next transition. You can contact him personally at firstname.lastname@example.org or leave a message at 1-800-GO-BENCO.