Cirrus Blog

Henry Schein Associate Spotlight | Elizabeth Macready, BCS

“Cirrus not only helps doctors understand areas of risk within their lease and work to correct those areas, but they have also helped countless FSCs and ESS team members secure additional business and create value to a partnership with Henry Schein.”

– Elizabeth Macready, BCS | Philadelphia, PA
Focusing on Bettering the Dental Community
I have worked at Henry Schein for close to 4 years, with over 8 years of experience in the dental industry. Henry Schein’s philosophy of bettering the dental community from the inside out was what initially attracted me to the company. Now, as a Business Consulting Specialist, I am able to continue fueling my passion of assisting dental business owners and team members in creating more profitable, efficient and overall better working environments. As a result, we see better quality outcomes for every doctor.
The Cornerstone of a Successful Practice
I speak with doctors daily about their businesses, and a secure office lease acts as the cornerstone to many crucial aspects of operating a successful practice. Cirrus not only helps doctors understand areas of risk within their lease and works to correct those areas, but they have also helped countless FSC’s and ESS team members secure additional business and add value to the partnership with Henry Schein. Cirrus is a home run each and every time you introduce them to a dental customer.
A Full Service Partner
After having dozens of doctors and owners take advantage of a Dental Office Lease Review call during the crucial period (18-24 months prior to expiry), I have not only had overwhelmingly positive and appreciative feedback from doctors, but Cirrus has truly aided in helping avoid costly mistakes that could prevent them from achieving their long term goals. Doctors come out with a newfound appreciation […]

Importance of Options to Renew or Extend in the Veterinary Office Lease

When reviewing your lease agreement, there are many different clauses to evaluate. Two of the most important are the “Option to Renew” or “Extend” clauses.
Looking at Your Options

Options to Renew or Extend the lease are typically written for the purpose of benefiting the landlord; therefore, it is your responsibility to negotiate this clause to tip the scales in your favor.

Landlords often craft “Options” language to minimize their value to tenants by applying limitations such as who may exercise these options, when, how, and what must occur at the time.

Landlords may also add further provisions that allow them to revisit the lease at renewal time and insert restrictive language such as “Demolition” rights, a “Relocation Clause” or “Assignment” language that works for their benefit at sale time. Despite what some landlords might argue, all lease terms are negotiable and it’s important to do so to protect your rights.
Leveraging Your Options
In the event that a less-than-favorable lease was signed at startup time, renewal options provide you with the opportunity to bring the landlord back to the table to perhaps renegotiate some of the original terms in your veterinary office lease. In addition, as you mature in your career, you may not have the same goals you once did when you originally signed your lease agreement. Maybe you are looking to sell your veterinary clinic in the next 10 years, relocate, or expand your veterinary clinic or service offerings? Options to Renew/Extend can provide you with the flexibility to secure a more favorable lease agreement in your current location that is more reflective of your present and future practice goals.
Lease Performance Provisions
It’s important to be aware that Options to Renew/Extend often include performance provisions. For example, your lease may […]

Importance of Option to Renew or Extend in the Dental Office Lease

When reviewing your dental office lease agreement, there are many different clauses to evaluate. Two of the most important are the “Option to Renew” or “Extend” clauses.
Looking at Your Options

Options to Renew or Extend the lease are typically written for the purpose of benefiting the landlord; therefore, it is your responsibility to negotiate this clause to tip the scales in your favor.

Landlords often craft “Options” language to minimize their value to tenants by applying limitations such as who may exercise these options, when, how, and what must occur at the time.

Landlords may also add further provisions that allow them to revisit the lease at renewal time and insert restrictive language such as “Demolition” rights, a “Relocation Clause” or “Assignment” language that works for their benefit at sale time. Despite what some landlords might argue, all lease terms are negotiable and it’s important to do so to protect your rights.
Leveraging Your Options
In the event that a less-than-favorable lease was signed at startup time, renewal options provide you with the opportunity to bring the landlord back to the table to perhaps renegotiate some of the original terms in your dental office lease. In addition, as you mature in your career, you may not have the same goals you once did when you originally signed your lease agreement. Maybe you are looking to sell your practice in the next 10 years, relocate, or expand your dental practice or service offering? Options to Renew/Extend can provide you with the flexibility to secure a more favorable lease agreement in your current location, that is more reflective of your present and future practice goals.
Lease Performance Provisions
It’s important to be aware that Options to Renew/Extend often include performance provisions. For example, your […]

Henry Schein Associate Spotlight | Kate Shanahan, FSC

“Cirrus has earned my trust and have helped me position myself as a trusted business partner to my customers.”

– Kate Shanahan, FSC | Raleigh, NC

I Succeed When My Customers Do

I have worked with Henry Schein Dental for 8 years now and I love my job, but what I love most about my career is the people. The relationships that I have built over the last several years have brought a great deal of happiness to my life. When you work with people you love and your job revolves around making your customers successful, it is very rewarding. I succeed when they succeed.

Shifting the Focus to Dental Business Solutions

During our Business Solutions week, a Healthcare Leasing Consultant at Cirrus met with husband and wife Dr. Vidyarthi & Vivekananthan to discuss dental office leasing and real estate matters, as well as the broader aspects of their business. I have been working with them for about two years, and my relationship is much stronger with the wife. So much so, that when the husband joined us for the meeting he said, “When I saw Kate on the schedule, I thought she was here to discuss supplies.” Ouch! That moment really made me realize how much we have to pro-actively continue to shift the focus, and raise awareness about all the business solutions services we offer to provide added value to our dental customers.

Maximizing Practice Value

After taking advantage of a complimentary dental office lease review offer, it was understood that in order to successfully sell their practice at maximum value, they would need to address critical matters in their lease agreement. The doctors plan to purchase a building in the next 12-18 months, and assigning their current lease agreement […]

The Pros and Cons of Buying vs. Leasing Veterinary Office Space

When establishing a veterinary clinic, one of the many decisions you may face is whether to buy or lease your veterinary office space. There are advantages and disadvantages to each. Making the best decision for your business depends on a variety of factors. Here are a few pros and cons of buying vs. leasing space for your veterinary clinic that you should keep in mind when reviewing these options.
Buying Commercial Space
Property Ownership Pros and Cons

Buying a building or other commercial space for your clinic provides flexibility over how to use the space, and the freedom to control the property, as you are, in essence, your own landlord. You also have the opportunity to build real estate equity. These are the primary benefits of buying.

On the other hand, buying commercial real estate comes with its own disadvantages and risks. First and foremost, buying real estate for your practice requires a large up-front financial investment. You will be taking on quite a lot of debt in the form of a mortgage, and of course there are risks associated with any real estate investment.

An owner veterinarian will also acquire a great deal more responsibility and as a landlord/property manager, with increased duties and obligations such as responsibility for numerous building and tenant issues which can take time and concentration away from core business of animal health and patient care.

Protecting Company “A” and Company “B”

Acquiring a commercial property is expensive and comes with certain liabilities. It is recommended to keep your real estate investment and veterinary practice as separate business entities so that it’s not “the veterinary practice” that is buying the real estate. This helps to maximize the value of each, and also separates the applicable responsibilities and liabilities. […]

The Pros and Cons of Buying vs. Leasing Dental Office Space

When establishing a dental practice, one of the many decisions you may face is whether to buy or lease your dental office space. There are advantages and disadvantages to each. Making the best decision for your business depends on a variety of factors. Here are a few pros and cons of buying vs. leasing dental office space that you should keep in mind when reviewing these options.
Buying Commercial Space
Property Ownership Pros and Cons
Buying a building or other commercial space provides flexibility over how to use the space, and the freedom to control the property, as you are, in essence, your own landlord. You also have the opportunity to build real estate equity. These are the primary benefits of buying.

On the other hand, buying commercial real estate comes with its own disadvantages and risks. First and foremost, buying a practice requires a large up-front financial investment. You will be taking on quite a lot of debt in the form of a mortgage, and of course there are risks associated with any real estate investment.

A dentist who purchases will also acquire a great deal more responsibility, and as a landlord/property manager, increased duties and obligations will take time and concentration away from the core business of dentistry.
Protecting Company “A” and Company “B”
Acquiring a commercial property is expensive and comes with certain liabilities. It is recommended to keep your real estate investment and dental practice as separate business entities so that it’s not “the dental practice” that is buying the real estate. This helps to maximize the value of each, and also separates the applicable responsibilities and liabilities. A properly structured dental office lease agreement should be created between the two businesses to provide further protection. This will be […]

The Do’s and Don’ts of Veterinary Office Lease Negotiations

Your veterinary office lease is critical to the success of your business. A well-written lease agreement will protect your interests and allow your business to thrive and flourish. A poorly written one can limit business opportunities, burden you financially, or in some cases put you out of business. Avoid common lease pitfalls with these do’s and don’ts when entering into veterinary office lease negotiations.

DO Follow These Best Practices for Your Dental Office Lease Negotiation 

You should always have a strategy in place when commencing lease negotiations with your landlord. Entering into a negotiation knowing what you would like to accomplish and how you may do so will be to your advantage. Review the lease agreement very carefully, taking into account your current business plans, future goals, and potential changes that may occur along the way. Use clauses, exclusivity clauses, and renewal options are just a few of the many important aspects of your veterinary office lease. Given the importance of the lease to the future of your business, you may want to consider retaining a professional veterinary office lease negotiator for help.

DON’T Make These Common Dental Office Lease Negotiation Mistakes

Every term in the lease plays a role in shaping the success or failure of your practice. Don’t make the mistake of overlooking or accepting unfavorable terms. Make sure that you fully understand the intricate details of your veterinary office lease and its impact on your current and future operations before you sign it.

Think of lease negotiations like a game of Scrabble. Although you may cover the same sections of the board every time you play, the combinations of letters and how they work with one another will vary based on your strategy and end goal. […]

The Do’s and Don’ts of Dental Office Lease Negotiations

Your dental office lease is critical to the success of your business. A well-written lease agreement will protect your interests and allow your business to thrive and flourish. A poorly written one can limit business opportunities, burden you financially, or in some cases put you out of business. Avoid common lease pitfalls with these do’s and don’ts when entering into dental office lease negotiations.

DO Follow These Best Practices for Your Dental Office Lease Negotiation

You should always have a strategy in place when commencing lease negotiations with your landlord. Entering into a negotiation knowing what you would like to accomplish and how you may do so will be to your advantage. Review the lease agreement very carefully, taking into account your current business plans, future goals, and potential changes that may occur along the way.

Use clauses, exclusivity clauses, and renewal options are just a few of the many important aspects of your dental office lease. Given the importance of the lease to the future of your business, you may want to consider retaining a professional dental office lease negotiator for help.

DON’T Make These Common Dental Office Lease Negotiation Mistakes

Every term in the lease plays a role in shaping the success or failure of your practice. Don’t make the mistake of overlooking or accepting unfavorable terms. Make sure that you fully understand the intricate details of your dental office lease and its impact on your current and future operations before you sign it.

Think of lease negotiations like a game of Scrabble. Although you may cover the same sections of the board every time you play, the combinations of letters and how they work with one another will vary based on your strategy and end goal.

Similarly, every term […]

As Your Veterinary Clinic Goals Change, So Should Your Lease Agreement

As a veterinary professional, you will have to enter into office lease negotiations with your landlord at several points throughout your career including when you are opening a clinic, mid-to-late career when you are renewing your office lease agreement, and when you are planning for transition or for the sale of your veterinary clinic.

Since your practice goals are likely to change, so should your lease agreement. At each stage of your career as a veterinarian, your priorities and needs will be different. Therefore, your approach towards veterinary office lease negotiations should vary as well. Below are some important lease terms to consider at the different stages of your career.
Veterinary Office Lease Terms for Startups
Free-Rent Period and Tenant Improvement Allowances

Veterinary clinic buildouts are expensive and can take up to 6-9 months to complete. It’s often possible to negotiate a rent-free period with your landlord in order to build-out your practice before opening your doors for business. In addition, landlords will often provide you with a Tenant Improvement Allowance (TIA), a sum to allocate towards the built-out of your space.

Relocation Protection

A well written “Relocation” clause in your lease agreement can prevent your landlord from relocating you to another unit throughout your tenancy, or, limit the number of moves permitted during your term.

Practice Expansion

As your business grows, you will want the flexibility to expand your services and perhaps bring in specialists. “Use” provisions in the lease outline the activities or services that you are permitted to perform in the space. Flexible wording in this clause is effective because it captures current and future uses for your veterinary clinic, without being restrictive.

Exclusivity

Having a direct competitor in the same building as your practice can negatively impact the success of […]

Henry Schein Associate Spotlight | Donna Nelson, FSC

“Cirrus hit a homerun for us with all the bases loaded in the 9th inning and brought home a win for our customer.”

– Donna Nelson, FSC | Albuquerque, NM

True Business Partners

I have been a Henry Schein Field Sales Consultant for 12 years. We are not mere sales representatives, but rather, we are business partners. Over the years, Henry Schein has taught us the business of dentistry through career development and has positioned us well with Business Solutions Partners that we network with such as Cirrus Consulting Group, the dental office lease negotiation experts. What is most rewarding about this career is guiding and leading our customers to help make their dental businesses a success.

Offering Added Value Beyond Merchandise

I would love to share the success story of Dr. Rachel Park and Mr. Douglas Lee. Had it not been for Cirrus, we would have never gotten this doctor’s attention away from Patterson. Cirrus changed it all and was the catalyst that tipped the scale in our favor. Yesterday, we got a signed equipment order for $175,000, and many more orders to come.

We referred Mr. Douglas Lee and Dr. Rachel Park to Cirrus at the very beginning of our talks a couple of months ago. After 8 months of working with Patterson on their new office project, they thought they should give Henry Schein a last minute chance to just see if “the grass was greener on the other side.” JP, our ESS, and I, met with them and just listened to them at our first Discovery Meeting. We could see right out of the starting gate that what they needed help with had nothing to do with equipment or merchandise. We told them then that talking about […]