Expansion of the Dentist Entrepreneur’s customer base.

What a Dental Entrepreneur Should Know About Expanding Their Patient Base and Growing Their Business

“Starting a new clinic is so hard and takes so much time and money.” This sentiment is a common topic of discussion among dentists and hygienists. While everyone’s situation is different, let’s break down the challenge from one perspective.

Entrepreneurship is often about freedom — the ability to make decisions and own both your successes and failures. For many, it’s about being the master of your own destiny, working in a way that aligns with your values.

Let’s consider a scenario that many can relate to or aspire to. A young dentist starts a one- or two-room clinic about 10–12 years ago. Over time, the cost of maintaining the dental units adds up. Equipment breakdowns, both big and small, become frequent — repairs costing thousands each year. Waiting days for service, only to find the issues unresolved, disrupts patient care and forces rescheduling. Eventually, replacing the dental unit becomes inevitable.

Switching to the first person for clarity:

But it’s not just the dental unit. Everything around it is outdated, too. The cabinets are worn, and the room feels a bit stuck in the past. Sure, I replaced the autoclave three years ago, but the disinfector regularly flashes error messages that the technician can’t seem to fix.

Despite these challenges, the business itself thrives. My patient list is full, and there’s a waitlist of new patients if I could expand. Over the years, I’ve built a loyal clientele from the local area, many of whom see me as their dentist because of the personal connection we’ve built. And there are potential employees — skilled colleagues tired of their current work environments — who could help grow the practice.

Expanding seems like the logical next step. Adding a couple of treatment rooms would help meet demand, but my current space can’t accommodate that. However, there’s a vacant 150–200 square meter space just a kilometre away. It’s been on the market for six months and looks promising. It used to be an office, so the room sizes vary, and it would need significant renovations — moving walls, installing water and drainage lines, upgrading the electrical systems, and replacing the hardwood flooring unsuitable for dental work. Still, the rent is reasonable.

Negotiation Challenges

Initial discussions with the landlord seem positive. They’re excited about securing a reliable, successful dental clinic as a tenant. But the mood shifts when I outline the renovation needs. I request that the landlord cover the costs of opening the floors for plumbing, moving walls, upgrading the electrical systems, and replacing flooring.

The landlord sees this as a major expense and suggests either extending the lease to 20–25 years with a significant rent increase or having me cover the renovation costs.

I hesitate. Committing to a 25-year lease is too long. Life can change drastically in that time, and I might want to expand again within five years. Paying for the renovations myself could cost hundreds of thousands and would still leave me with an uncertain end-of-lease “restoration” clause. Managing the renovation as the project leader would also take me away from my patients for months, something I simply can’t afford.

Exploring Alternatives

Returning to my current clinic, I start researching what plumbing and electrical upgrades a dental unit needs and what options are available in the market. Information is sparse, and what I find doesn’t make the future look much brighter. Floor-mounted dental units often require invasive and costly modifications: either opening the floor or installing unsightly cable channels that obstruct the workspace.

But then I remember something from a dental conference a few years back — a ceiling-mounted dental unit. The company representative had mentioned minimal plumbing and electrical work. A quick online search leads me to Fimet and their Neo Ceiling system, manufactured in Finland.

Contacting the company confirms the benefits: there’s no need to open the floors. Slim water, air, and electrical cables can be routed discreetly along the ceiling in a small, barely noticeable cover. Pipes and cables can be concealed behind walls or cabinets, with drainage conveniently connected to a sink if necessary. Additionally, there’s no need to move walls in smaller rooms, as only the patient chair takes up floor space.

These factors together could save tens of thousands in renovation costs. Even better, the equipment can be relocated easily in the future, making it an attractive option for landlords.

Modern Features That Win You Over

You’re intrigued but want a system that’s efficient, modern, and easy to use. Fimet’s Neo Ceiling unit offers a range of impressive features.

The instrument setup is highly customizable, allowing you to rearrange tools effortlessly using quick-connect couplings. This makes the unit equally convenient for both left- and right-handed users. On the touchscreen, there is a menu where I can name users, and personal settings are immediately accessible.

Dental hygienists appreciate the convenience of automatic suction cleaning. It ensures that suction systems remain clean without any manual effort. Cleaning solution only needs to be added once a month, and that’s it. This reduces maintenance costs. The amalgam separator used to break down frequently. Even the surfaces of the treatment unit’s arm are made of metal rather than plastic. Over the years, old plastic dental units have turned from bright white to unsightly yellow because of disinfectants.

The ergonomic design provides more working space around the patient chair and ensures easy access for wheelchair users, enhancing the overall functionality and comfort of the workspace.

Choosing the Fimet Neo Ceiling unit feels like the smartest decision. It’s more cost-effective than comparable floor-mounted units, saves on renovation costs, and provides unmatched flexibility. The modern features are the cherry on top, making both patient care and staff workflows smoother.

To celebrate the decision, I treat myself to a good cup of coffee and a chocolate from the gift box Fimet’s representative gave me. Sometimes, the best choices come with a little reward.