What will separate the next generation of winning DSOs from the roll-up models of the past?
In this episode of The Dental Economist Show, host Mike Huffaker speaks with Chris Moxon, Managing Director and Partner at Boston Consulting Group, about the future of the dental market, DSO consolidation, and the operational foundations required for sustainable growth.
Chris shares BCG’s data-led perspective on why dentistry remains a compelling market: resilient underlying demand, a significant number of patients still outside the care system, and growing recognition of the connection between oral and overall health. He explains how preventative care, salivary diagnostics, and better patient communication can improve treatment acceptance while creating better outcomes.
The conversation also explores the realities of consolidation. Chris explains why dental is unlikely to consolidate like pharmacy, why de novo growth depends on more than capital and real estate, and why strategic acquisitions need a clear clinical and operational rationale. He also discusses lender-controlled platforms, specialty growth, clinician incentives, and why the doctors with the greatest clinical autonomy may be working inside the best-run DSOs.
Episode chapters
00:00 Clinical autonomy inside well-run DSOs
08:03 The case for growth in dentistry
15:10 The future of DSO consolidation and de novo growth
22:06 Strategic acquisitions, specialty, and lender-controlled platforms
35:02 The platform playbook: operations, incentives, and clinical autonomy
42:24 AI, treatment acceptance, and the connected patient journey
Connect with the team:
👉Chris Moxon on LinkedIn: https://www.linkedin.com/in/moxon/
You can also listen to our podcast here:
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