In the world of hyper-growth, one of the challenges is to move fast and well. Fast, so as not to be overtaken and keep the lead. Well, integrating all the necessary bricks by being thought out and laid down. A double challenge that requires both a nose in the wheel and a necessary step back. Not a simple but structuring exercise, of course.
Biotech Dental was founded in 1987 and quickly positioned itself in the manufacturing of dental implants thanks to additive manufacturing after being organized into three activities, two of which have since been resold, including one focused on orthopedics and the other on reagent products for analytical laboratories .
Clarifying the activity that will drive the growth of the company, in particular making acquisitions to be at the forefront, and the last operation of its kind was completed in 2020 with the purchase of Ax Ortho, an SME with 11 employees from Chambéry that realized a turnover of 2 million euros and following another acquisition of Nemotec, orthodontic planning software, completed two years earlier.
But when you’re in hypergrowth, everything always moves faster than expected. This is somewhat the meaning of the agreement made with Henry Schein. Based in New York, the company specializes in providing healthcare solutions based on a centralized distribution network that boasts 300 available solutions and more than one million customers worldwide.
What initially brought the French company and the American giant together was a discussion around Smilers, the transparent gutters that are part of the Biotech Dental portfolio – a portfolio that also includes Kontact implants, the digital LaGalaxy platform and Nemotec analysis and planning software. The American was then eager to acquire French expertise, and discussions developed around an industrial and commercial partnership. At the same time, the French ETI was in full active reflection around fundraising capable of supporting its development. In the end, it was with Henry Schein that it all ended and because Philippe Veran, the founder and director of the French company achieved ” the guarantee of the continuation of our entrepreneurial project and the respect of our values “. No investment funds, but a cross-partnership, entered into for a period of ten years.
A very structuring partnership,” recognition for the tricolor ETI, which negotiated fiercely to preserve French governance. The merger is actually via the family holding company of Biotech Dental, Upperside Capital Partners, a holding company that owns other brands from the cosmetic, industrial or lifestyle sectors.
A partnership that is therefore very structuring because it opens the world market for Biotech Dental – already present through subsidiaries in Italy, Benelux, Portugal, Spain, Morocco and Vietnam – which here benefits from the visibility of Schein and its legislative access in different countries, knowing that Biotech Dental is also present in the United States and that this subsidiary remains independent.
The value of Made in France… and customer strategy
An agreement which will necessarily boost the growth of Biotech Dental, an actor in Made in France whose products are labeled Origine France Garantie and which had bet to invest heavily in its factory in Salon-de-Salon. – Provence injecting 15 million euros to make it a 4.0 unit. A factory that will fully benefit from the consequences of the agreement.
” We have potential, we can live long with a centralized site. The more we produce, the lower the price of our products. “, analyzes Philippe Veran. “Biotech Dental remains Biotech Dental. The values remain, the dimension changes. This partnership offers us a real customer acquisition strategy “.
The customer is truly the cardinal value that Philippe Veran puts at the center of the game. The value of the company is its customers. To run a business, you need customers. Startups and GAFA return to this, in addition to notions of profit and profitability, which certainly remain crucial “.
The field of opportunity is therefore open to the company, which achieves a turnover of 110 million euros and employs 800 employees. A recruitment plan is planned to support future growth, in the order of 300 people over the next 5 years. With the goal of a turnover of one billion euros in the same period.