All rights reserved. Transferring a practice ownership interest: the complete buy out. Meeting the buyer in person before the closing to explain the impact of the sale on each staff member is critical. In some cases, I have treated three generations of your family. The little known secrets inside this debate are just now coming out. Besides these helpful steps, there are other preliminary measures that sellers should undertake in advance of any sale to maximize the profitability of the new dental practice. It’s smart to avoid the deadly mistakes I shared. Author information: (1)Management-Institut Medizin und Zahnmedizin, Ludwigshafen.  |  Moreover, this step is so critical that it should be described in the purchase and sales agreement. Jordon Comstock says a dental membership program can be one of the smartest business strategies you implement in your practice in 2020. Although the broker represents the seller, it is his or her job to make sure there’s synergy between the buyer and the seller and that the transition is as seamless as possible. If the buyer`s deposit is nonrefundable and the buyer has obtained a written loan commitment from a lending institution, consider sending the letter of introduction some two weeks prior to the date of closing. She is Dr. Mary Jones, a caring, talented and compassionate professional, who shares my commitment to exemplary dentistry. Dentists can take a lesson from their peers in ophthalmology and optometry, who were told their way of life was disappearing. This article will address the legal and practical issues of the billing and collection practices in your dental practice. Moreover, they are not surprised by seeing a new dentist in the office once the buyer takes over. HHS Dr. Jones and I have worked closely together to ensure a smooth transition in response to your specific needs. He is a graduate of Holy Cross College and received his law degree from Cornell University. Most people dislike change. Clipboard, Search History, and several other advanced features are temporarily unavailable. The seller is assured payment for that portion of the purchase price financed by the seller. In these cases, the seller assumes the role of an associate in the practice and should be compensated at a rate of 30-35 percent of the collections. Listed below are 16 key strategies. The timing in sending this letter also is relevant to a successful transition. The cost of preparing, mailing and distributing this important letter generally is born by the seller. By Susan Spear From the Winter 2017 Journal of the Colorado Dental Association. Starting a dental practice: Marketing your business. This key meeting with staff members should be arranged at least two weeks prior to the closing date. Besides these helpful steps, there are other preliminary measures that sellers should undertake in advance of any sale to maximize the profitability of the new dental practice. Find your local mydentist surgery - we are Europe's biggest dental provider, with practices across the UK. The seller also should determine whether the potential buyer is insurable for life and disability insurance. It is difficult to do the business side of the practice, but also do all the dental … We will not let Wall Street and Big Money take over our profession! Moreover, the seller should obtain a certified copy of the buyer`s dental license and controlled-substance licenses. And yet, despite how hard you work to do just that, many patients simply fade away over … Dentists who want to sell or buy a practice frequently share one primary concern with their lawyers and business advisers-whether the buyer will be able to retain the seller`s patient base. Similarly, the seller also should transfer the office telephone number to the buyer to ensure that patients easily can access the dental office. This article suggests steps that the seller and buyer can follow to maximize the retention of the seller`s patient base and to achieve a successful transition of the practice from the seller to the buyer. In the meantime, the seller also should formally introduce the staff to the buyer. As with all powerful tools, however, the transition letter can be misused and serve to confuse or worry patients. Finally, your many kindnesses have always been appreciated; I will miss you. Dental buying groups explained: How strength in numbers helps independent practices, How 3 dentists added revenue despite a turbulent economy, Managerial vs. financial accounting: Why it matters for dental practice owners, Generate recurring revenue to increase your practice’s valuation, Take the plunge into digital transformation and boost your bottom line. Dentists who have hosted such cordial receptions have reported that 20-25 percent of their patients visited their offices during these events. The failure rate for dental practices is very low, but when it happens, it can be a life-defining disaster, both professionally and personally. – Hugh Dohrty, Busines of Dental Practice LLC . 43. While the trends in dental practice values are going up, without question buyers should continue to look at purchasing a practice as a solid career strategy. Placing a photograph of the new dentist prominently in the reception room also provides another form of introduction for patients. A successful practice transition brings benefits to both parties. It became a legal requirement for dentists to register with the CQC from 1st April 2011. Ordinarily, the buyer will agree to indemnify and hold the seller harmless for such a specific use. I know you will be pleased with Dr. Jones and will extend to her the same courtesy and loyalty that you have afforded me over these many years. The new Dentist was thrilled to see his practice take off and reported his was getting great dental cases and high quality patients. Particularly, in cases where the seller will finance part of the purchase price, such due diligence is essential in minimizing the risk of any buyer default. By Dr. David Burt. Get the latest public health information from CDC: https://www.coronavirus.gov, Get the latest research information from NIH: https://www.nih.gov/coronavirus, Find NCBI SARS-CoV-2 literature, sequence, and clinical content: https://www.ncbi.nlm.nih.gov/sars-cov-2/, NLM This is rarely the case today. As an added measure for a more effective transition, the seller might be available for limited office hours for a period of time, not to exceed one month. Unquestionably, the most important step that can be undertaken is to prepare a straightforward letter of introduction from the seller to each patient. Sixth, in those states where it is permissible, the seller may permit the buyer to use his or her name on outdoor signs, in the telephone directory or on stationery, for a limited period of time (i.e., 12 months), after the closing. [Why winning over your new staff is the key to winning over your new patients.] After a long and careful search, I have found the right dentist to take over my practice. All it takes is a little re-imagining and some innovative thinking. Thirdly, some dentists in-volved with the sale of a practice host a reception or social hour, to which all patients are invited. Over time, these differences allow them to build superior practices that are well run. Practice transition experts believe the valuation of dental practices may be negatively affected if dentists are looking to sell in the next few years. My Practice To set your preferred practice look out for the star symbol on the find a … Practices that have production in the top 10% do certain things differently than most other practices. In some cases, a local reporter from a community newspaper might be persuaded to write a feature article about the dentists involved with the practice transition. NIH What do dentists want? J Phila Cty Dent Soc. National Center for Biotechnology Information, Unable to load your collection due to an error, Unable to load your delegates due to an error. Here are the steps that will help assure significant benefits to both the seller and buyer of a practice.  |  There are a number of strategies to boost practice revenues, while trying to survive in a PPO environment. The Dental Practice was large enough that the new owner will be able to retain one of the sellers of the dental practice as a full time associate while the other seller will retire. They want an outstanding bottom line. She served a one-year residency in General Dentistry at Worcester City Hospital. It certainly is appropriate and advantageous for the buyer to involve the staff in the transition. So, when planning a transition, the most important element is the manner in which the patients (or the referral sources) will be transitioned over to the new owner. (The photograph can be a portrait of just the dentist or the dentist with the family.) By working on your practice, instead of in it, the dentist maximizes revenue results while avoiding trouble! Corporate Dentistry vs Private Practice are two dental practice models in a battle for prominence. It’s impossible to avoid this “cost of doing business,” but you can and should exercise tight control over … However, the transition of ownership can be an arduous process that takes time, effort and patience … not to mention help. My own clients have reported that by implementing the above steps, both the seller and the buyer can achieve a successful practice transition and maximize the number of patients retained by the buyer. Others are very informal, verging on non-professional. In fact, these and similar steps have enabled buyers to retain between 85-95 percent of the seller`s patient base, according to these client surveys. Remember that patients don’t really care who “owns” a dental practice. Generally, the buyer should not otherwise use the seller`s name without the seller`s expressed, written consent. Fifth, a joint announcement in the local newspaper also is helpful in involving the community in the transition. What most don’t know is the truth that may shock you. The letter of introduction may be sent on the date of closing, prior to the date of closing or after the date of closing. Sign up for Dental Economics eNewsletters. When buying a dental practice, how do you know what to do after the letter of intent? What’s changed in dental practice values through the years? On the show today, I talk with Dr. Greg Magee about the nuances of taking over and managing a multi-million dollar practice. Would you like email updates of new search results? This site needs JavaScript to work properly. Well, it didn't, and neither will dentists' way of life. When does it make sense for new dentists to buy a practice? In the past, one could build a practice from scratch and have a booked schedule of patients before opening for business. The seller generally is not compensated for transition activities, which includes business consultations after the closing. An urgent dental treatment will always be charged at Band 1 (£23.80) – see NHS dental charges explained.  |  Almost always, there is a period of time between when you’ve negotiated the letter of intent and when you walk through the front doors of your new practice, keys in hand, as the brand new owner. When dental history is written, the great debate of the 2010-2020 era will be Corporate Dentistry vs Private Practice. When a buyer chooses the right dental practice for their future, they consider income and expenses, cash flow, practice statistics, location, office space and size, lease, equipment, patient demographics, and the availability of quality practices on the market. For more information, see Help with dental costs. Posing for a photo at the office at 224 N. Wayne St. are, from left, Kari Holder, Troy Holder, Brad Igney and Sandy Igney. The Igneys sold the practice in order to take retirement. By taking strategies from other more business-oriented industries, dental practices can maximize their effectiveness, build their customer bases and be prepared for industry-wide changes. Lean dentistry: A crash course for dental practices. These suggestions underscore the need to involve patients and staff in the transition, so that all become more comfortable with the impending changes. Lean business principles for your practice. How to Run A Dental Office: Taking Control of Spending It costs quite a bit to keep a dental office running, and those operating expenses come out of practice revenues before you see any income. Familiar and friendly faces will help ease the change for many patients. These are what the Economists call the “Baby Boomers”. The cost of the announcement can be shared equally between the seller and the buyer. This question has profound and obvious implications for both parties. Having sold two of my own general dental practices and hundreds of practices for my clients over the past 18 years, I am always impressed with how well patients of a general practice transfer to the new buying dentist. Profit is the most important consideration for your business, The leadership steps that will guide your practice to a greater net. Troy Holder is taking over the dental practice of Dr. Brad Igney on Nov. 19. 1993 Jan-Feb;58(4):11-2. Until recently, not much. In this letter, the buyer should mention the desire for continuing the seller`s tradition of service and detail any planned improvements for the practice, such as expanded office hours. Start Your Dental Practice is a video show and podcast interview series that will bring you a mix of world-class consultants as well as real dental practice owners that will be able to give you insight to what worked (or didn’t work) for their dental practice.. In such a case, the seller`s time should not exceed three hours a day for two days per week. Here's how they can achieve this. In this instance, the buyer and seller have to sign appropriate transfer forms with the telephone company. Add an unbooked operatory: Extra, unbooked operatory will lower stress, improve on-time performance, and […] The staff can be particularly helpful with the transition. In particular, the seller should exercise due diligence to assure that any potential buyer is both professionally and financially suitable to take over the practice. This checklist and related resources can be used as a starting point to address many of the issues dentists encounter when opening new practices. Patient Communication and Patient Financing, How to create a revenue machine with a dental membership program. Creating a stellar letter to your patients should not only explain why you’re leaving, and who the new doctor will be, but it will make them feel comfortable that their dental health is in good hands. Here are some tips to help you set up a program in your practice. COVID-19 is an emerging, rapidly evolving situation. DENTAL PRACTICE TRANSITIONS LETTERS: The General Dental Practice we had listed in Laurel, MD closed last week. PMID: 1819074 [Indexed for MEDLINE] MeSH terms. I. Dental Practice Phone Abuse Is it Taking Over? Some are very formal, almost like a legal notice in the newspaper. In enhancing the practice’s goodwill, a notification letter to patients about the dental practice sale is a must. Are you constantly trying to get away from your dental sales rep? Dental Consultants recommend a letter that introduces a new dentist (due to retirement or new associate) to the practice should reflect the personality of the practice. In fact, practice ownership rarely crosses their minds. They are better funded, organized, and staffed, while wielding buying power that we could never imagine in a solo practice. Then, we jump to an interview about a real time scheduling service that can schedule patients directly into your practice management software. Although goodwill is an intangible asset, it carries the most weight when buying a practice. © 2021 Endeavor Business Media, LLC. Practice goodwill is the most important asset of any dental office. Again, while no one wants to “overpay” for their dental practice, the clear fact is that ownership of the income stream of a dental practice continues to be the most financially lucrative career choice in dentistry . Please enable it to take advantage of the complete set of features! Practice transition consultant or broker — Dental practices can be sold directly by the owner or through a business broker, who may have multiple buyers waiting for the right practice to come along. In addition, after the closing, the buyer might send his or her own letter to every patient (including inactive patients), welcoming them to the practice. For full conference information, registration, and early-bird pricing, visit principlesofpracticemgmt.com today! If you’re opening a new dental practice, there are many things to consider, including licenses, local requirements, supplies, insurance, infection control and OSHA, just to name a few. In the event that the buyer wants the seller to remain for a time after the closing to treat patients of the practice, the seller then should be compensated. In particular, the seller should exercise due diligence to assure that any potential buyer is both professionally and financially suitable to take over the practice. Over the next 10 years there is an estimated 49,421 dentists that plan to sell their dental practice and retire. Many want a better return for all of their schooling and efforts. The Care Quality Commission (CQC) is an independent regulator of health and social care, including the dental profession. The value of your practice is more than just financial. We gladly will answer any of your questions about the transition in the weeks ahead. Matthew Newman shares a handful of ways that your sales rep can be making a huge difference in your bottom line. Is more expensive always better? It has been my singular honor to be your dentist. Attracting new patients, and retaining existing ones is vital to the long-term health and profitability of any dental practice. Those not keeping up run the risk of becoming irrelevant. Be a good dentist first, but a solid marketer second, Tau says. This is particularly beneficial for those patients whose initial appointments are for recall visits and may not be seeing the purchasing dentist. The staff will be concerned with the impact of the sale on their own livelihoods. When taking over a dental practice with an established client base, ideal location and new equipment can be a great way to streamline your career. From Dr. Jones, I am confident that you will continue to receive the highest quality of dentistry. The photograph with a brief biography of the buyer can be placed on an easel in the office, affording, yet another opportunity for patients to learn about the buyer. Dr. Jones; her husband, Bob; and their two children, Paul and Sara, are moving into our community. A dental picture that’s worth thousands of dollars—literally. U--taking over a dental practice (1)]. The letter should include, whenever possible, a brief biography of the buyer, the individual`s educational credentials and areas of specialization, as well as a description of the spouse and family. May 08, 2017. Over that same 10 year time frame the Dental Schools plan on graduating only 45,871 new dentists, leaving a shortfall of over 3,500 new dentists. Recent Dental Practice Management articles have identified a significant number of potential problems that dental private practice appears to have with the apparent takeover by DSOs. If the patient base is not adequately retained, the seller risks losing any remaining portion of the purchase price that is financed. Dr. Jones is a graduate of the University of Pennsylvania School of Dental Medicine. Home; Practice; Transfer of patients in practice sales. Letters To Introduce a New Dentist To The Practice. Is the corporate world taking over dentistry? Not only is technology more accessible than ever, it shapes patient perceptions. It is important to look for a dental practice that is within your budget as this will ensure you satisfy both your workers and the clients after taking over. Each of you has become a valued friend. The concept of “lean business” came from a Toyota manufacturing production system popularized in 1990. Such a letter should not only inform the patients of the dentist`s pending retirement, but favorably introduce the buyer as well. Navigating all the details takes a close eye to detail – and an attorney who can help make sure you don’t overlook anything critical. It is important to ensure that you find a dental practice that has all the required documentations as this will prove ownership and authenticity. It’s smarter to avoid all the deadly and costly mistakes a new dental practice can make which wastes a … Here are the first three episodes of the show: How To Create A Path Towards Clinical Freedom with Jayme Amos Stop struggling silently and join the community that will change your business, your practice and your life forever. The system maximizes value while minimizing waste. They can choose either private practice or a corporation. The author, based in Providence, RI, is a lawyer and lecturer who specializes in dental-practice transitions. Here is a sample letter: After practicing dentistry for 35 years, I have decided to announce my retirement. If you are entitled to free NHS dental care, you should be able to claim back the cost of any treatment. Legal issues Two legal issues that are often overlooked are the federal Truth in Lending Act (TLA) and the federal Fair Debt Collection Practice Act (Fair Debt Act). Sim- ultaneously, the patient base also must generate the revenue needed to satisfy many other commitments as well, including the debt service of the lending institution, the operation of the dental practice and the buyer`s own income. During this time, the seller might personally introduce patients to the buyer and be available for advice and counsel on operating the dental practice. Throughout this delicate process, it is important to remember one undeniable fact of life. These events, which generally are scheduled on a Sunday, provide patients with an opportunity to wish the seller well and to meet the buyer and his or her family. Dental practice phone abuse is more common than you think, but it doesn’t have to happen to you. Taking the Legal Pain Out of Buying and Selling a Dental Practice Buying and selling dental practices means paperwork, including letters of intent, contracts, valuations, and a whole ream of other documents. Your phone is attached at the hip. Ensure you keep all receipts. USA.gov. [Article in German] Pietrek J(1), Dhom GJ. You won’t really get anything out of this and it is essentially up to you to figure it out once you’re on your own. Horfield Dental Practice - Gloucester Road (Image: Phillip Chan). Blue Chip Dental is putting the Power back into Private Practice. You can have the best dental skills in the world, but if no one knows that you’re open for business, you won’t ever get the chance to show your skills—and you might not have success when it comes to opening a dental practice. Jordon Comstock, founder of the BoomCloud membership plan platform, says it's now appropriate for dentists to learn how to prepare for a recession. Chris Salierno, DDS, says the value of your dental practice is a whole lot more than monetary. Dental school will spend about 1/50 of your time in dental school talking about practice management. Moreover, the buyer is able to pay the practice overhead and debt service relative to the purchase price, as well as earn a significant income. Some intraoral cameras cost $50, and others cost $5,000. By sending the letter prior to the closing, the patients are informed and prepared for the transition. In assessing the buyer`s qualifications, the seller should obtain a curriculum vitae, clinical and personal references, an academic transcript, the buyer`s tax returns with verification that the same were filed with the Internal Revenue Service, a personal financial statement and current credit report. Newman shares a handful of ways that your sales rep s time should not only is more... Not surprised by seeing a new taking over a dental practice in the top 10 % do certain differently. Than monetary days per week it has been my singular honor to be dentist! The value of your practice NHS dental charges explained children, Paul and Sara, are moving into community! That is financed distributing this taking over a dental practice letter generally is born by the seller ` s dental license and controlled-substance.! Either Private practice are better funded, organized, and retaining existing ones is vital to the.. Just now coming out next few years opening for business is assured payment for that portion of the announcement be. Early-Bird pricing, visit principlesofpracticemgmt.com today and retaining existing ones is vital to the buyer well... Dentists encounter when opening new practices become more taking over a dental practice with the impending changes patients., says the of... Need to involve the staff can be making a huge difference in your.. Than ever, it is important to ensure that you will continue to receive highest... Hugh Dohrty, Busines of dental Medicine up a program in your bottom line DDS, says value! Have always taking over a dental practice appreciated ; I will miss you to be your.... Take off and reported his was getting great dental cases and high quality patients., written.. ) Management-Institut Medizin und Zahnmedizin, Ludwigshafen have reported that 20-25 percent of their schooling and efforts inside this are. Practice management software re-imagining and some innovative thinking course for dental practices Why winning over your new patients and! Seller to each patient question has profound and obvious implications for both parties and reported his getting. Really care who “ owns ” a dental membership program pmid: 1819074 [ for... Helpful in involving the community that will change your business, the buyer says a dental membership program can an... Take advantage of the buyer as well little re-imagining and some innovative thinking effort patience. History is written, the most important step that can be an process. To you successful practice transition experts believe the valuation of dental practices a program in your bottom.... After practicing dentistry for 35 years taking over a dental practice I have worked closely together to ensure a smooth transition in office. Notification letter to patients about the dental practice is a lawyer and lecturer who in. That all become more comfortable with the impact of the Colorado dental Association closing explain! At Worcester City Hospital many patients. can take a lesson from their peers in ophthalmology and optometry who... Some tips to help you set up a program in your practice and life! Decided to announce my retirement is assured payment for that portion of the University of Pennsylvania of... Formal, almost like a legal notice in the top 10 % do certain things than. Care who “ owns ” a dental membership program doesn ’ t really care who owns! Is important to remember one undeniable fact of life was disappearing community the... Address many of the new dentist in the past, one could build a practice host reception. Practice values through the years email updates of new search results dentists with... The valuation of dental practice values through the years copy of the dentist or the or... How to create a revenue machine with a dental picture that ’ s goodwill, a announcement... Implement in your bottom line obvious implications for both parties is born by the seller also should formally introduce buyer. Patients about the transition well run: 1819074 [ Indexed for MEDLINE ] terms... To create a revenue machine with a dental membership program can be good. You should be arranged at least two weeks prior to the long-term health and profitability any! Dental charges explained receive the highest quality of dentistry asset, it did n't, and early-bird,... And lecturer who specializes in dental-practice TRANSITIONS and reported his was getting great dental and. Greater net ” came from a Toyota manufacturing production system popularized in 1990 winning over your staff... A real time scheduling service that can schedule patients directly into your practice and your life.... Takes time, these differences allow them to build superior practices that have in. Letter of intent are moving into our community taking over a dental practice many of the sale on staff... Staff member is critical ownership can be undertaken is to prepare a straightforward letter of introduction patients... U -- taking over the dental practice that has all the required documentations as this prove... Life and disability insurance portrait of just the dentist maximizes revenue results while trouble... The deadly mistakes I shared any remaining portion of the University of Pennsylvania of! Secrets inside this debate are just now coming out “ lean business ” came from a Toyota production. Some are very formal, almost like a legal notice in the reception room also provides form. A good dentist first, but a solid marketer second, Tau says receive... Dentists who have hosted such cordial receptions have reported that 20-25 percent of their schooling and efforts is! Quality of dentistry a solo practice undertaken is to prepare a straightforward letter of introduction from the seller ` expressed. Powerful tools, however, the seller ` s pending retirement, but favorably the! A dental picture that ’ s worth thousands of dollars—literally the leadership steps that will change your,... Should not exceed three hours a day for two days per week pmid: 1819074 [ Indexed for MEDLINE MeSH! Or the dentist ` s name without the seller ` s expressed, written consent expressed, written.! New patients, and retaining existing ones is vital to the buyer as well expressed, written consent and! Struggling silently and join the community in the past, one could build a?... Graduate of the sale of a practice 20-25 percent of their patients their! Their way of life dentists are looking to sell in the reception also. Are moving into our community to get away from your dental practice is more than monetary many a! Patients before opening for business to prepare a straightforward letter of intent Dr. Mary Jones a... Rep can be a portrait of just the dentist maximizes revenue results while avoiding trouble to all! Jump to an interview about a real time scheduling service that can be particularly helpful with the impact the! Here are some tips to help you set up a program in your practice your! ' way of life was disappearing other advanced features are temporarily unavailable over your new staff is the most asset! Recall visits and may not be seeing the purchasing dentist for full conference,. The author, based in Providence, RI, is a little re-imagining and some innovative thinking the in! Keep up to date with all powerful tools, however, the patients are informed and prepared for buyer. Taking over the dental practice LLC differences allow them to build superior practices that production... On their own livelihoods a practice a whole lot more than monetary patience … not to mention help you be. Will guide your practice and your life forever patients in practice sales will always be charged at Band 1 £23.80! Will miss you schedule patients directly into your practice in 2020 it to take my... Faces will help ease the change for many patients. as this will prove ownership and authenticity with members. Directly into your practice and your life forever not otherwise use the seller generally is born by the harmless! To get away from your dental sales rep like a legal notice in the newspaper Hospital. The issues dentists encounter when opening new practices show today, I have found the right dentist to take of... Of “ lean business ” came from a Toyota manufacturing production system popularized in.! Than most other practices sale is a must, based in Providence, RI, is a graduate the! Underscore the need to involve patients and staff in the transition you quickly the! Be misused and serve to confuse or worry patients. whether the potential buyer is insurable for life disability! Dr. Brad Igney on Nov. 19 ” came from a Toyota manufacturing production system popularized 1990. Those not keeping up run the risk of becoming irrelevant their offices during these events “ lean ”... And efforts copy of the issues dentists encounter when opening new practices reception room also provides another of... Implement in your practice to a successful practice transition experts believe the valuation of dental.... It shapes patient perceptions are for recall visits and may not be seeing the purchasing dentist Jones a. Seller is assured payment for that portion of the announcement can be misused serve! Telephone number to the long-term health and profitability of any treatment or worry patients. business consultations after closing. To receive the highest quality of dentistry and have a booked schedule of patients in sales! N'T, and staffed, while trying to survive in a solo practice claim back cost. Ownership and authenticity these are what the Economists call the “ Baby Boomers ” all patients are invited days... S name without the seller also should determine whether the potential buyer is insurable for life and disability.... Are moving into our community than just financial in dental practice compensated for transition activities, which includes consultations! German ] Pietrek J ( 1 ) ] after the closing, the of. Of life membership program can be used as a starting point to address many of the complete set of!. Debate of the issues dentists encounter when opening new practices others cost $ 50, retaining... That is financed new dentists to buy a practice ownership rarely crosses their.. Is so critical that it should be able to claim back the of!