Dental Growth Redefined: Clinical Skill Now Trumps Scale, Report Finds

AMERICAN FORK, Utah – May 14, 2026 – A landmark new report is sending ripples through the dental industry, challenging long-held beliefs about growth and success. The fifth annual Catalyst Index from Henry Schein One, a global leader in dental technology, reveals a clear and urgent shift: in today’s slower economy, the path to a thriving practice is paved not with aggressive expansion, but with superior clinical performance and patient trust.

Analyzing data from tens of thousands of dental practices, including private offices and large Dental Support Organizations (DSOs), the 2026 report debunks the myth that scale alone guarantees success. Instead, it presents compelling evidence that the most prosperous organizations, regardless of size, are those that excel at delivering consistent, comprehensive care at the chairside.

The New Growth Paradigm: Clinical Excellence

The core finding of the 2026 Catalyst Index is a fundamental reordering of priorities. For years, the industry narrative has often prioritized operational efficiency and growth through acquisition. This year’s data indicates that while those elements have a place, they are secondary to the quality of care delivered. Growth, the report argues, is an outcome of clinical execution.

“Across the data, the pattern is consistent. Growth follows clinical performance,” said Dr. Ryan Hungate, Chief Clinical and Strategy Officer at Henry Schein One. “When clinicians are supported to deliver complete care and clear communication, patients move forward with treatment. That’s what drives predictable revenue. It starts chairside and flows through the entire system.”

This clinical focus translates directly into powerful financial results. According to the report, the top-performing dental practices achieve an impressive 75% case acceptance rate. This stands in stark contrast to the 45% average for the rest of the industry. This 30-point gap illustrates that building patient trust and communicating the value of treatment effectively is not just good practice—it is the most significant driver of production, collections, and overall financial health.

Cracks in the Foundation of Scale

For investors and large-scale operators, the report issues a stark warning, challenging one of the sector's most persistent assumptions: that bigger is always better. The Catalyst Index data shows that performance varies widely within every segment, and many DSOs are grappling with increased complexity without seeing corresponding gains in profitability or efficiency. The idea that scale automatically creates superior outcomes is no longer a given.

In fact, the report highlights that many smaller, independent practices are matching or even outperforming their larger counterparts. This suggests that agility and a deep-seated patient focus can be more valuable than sheer size.

“The idea that scale automatically creates better performance doesn’t always hold up,” noted Brian Colao, Director of the DSO Industry Group at Dykema, a law firm deeply involved in the sector. “What separates leading organizations is consistency in clinical care, patient experience, and execution across locations. That consistency is what ultimately enables scale to translate into performance.”

The implication is clear: growth strategies built solely on acquiring more locations risk increasing complexity and diluting the quality of care. The most successful long-term strategy, for DSOs and private practices alike, is one that focuses on scaling a consistent, high-quality clinical model.

The Patient Paradox: When Efficiency Fails to Create Loyalty

Perhaps the most troubling trend unearthed by the 2026 Catalyst Index is a growing disconnect between operational improvements and patient loyalty. The data reveals that while many practices have become more efficient in areas like scheduling, they are losing their grip on their most valuable asset: their patients.

Patient retention has seen a significant decline, dropping from 72% to 64% year over year. At the same time, case acceptance has softened across all segments. This “patient paradox” signals that a myopic focus on operational metrics may be coming at the cost of the human connection that fosters trust and loyalty.

Practices may be getting patients in and out of the chair more quickly, but they are failing to build the relationships that encourage them to return and accept necessary treatment. The report suggests that in the rush for efficiency, the crucial elements of patient education, clear communication, and empathetic care may be falling by the wayside, leading to an erosion of trust that directly impacts the bottom line.

A Roadmap for the Modern Practice

Rather than just identifying problems, the Catalyst Index provides a blueprint for action. The report is being embraced by practices as a critical benchmarking tool to refine their strategies. “We’re using the Catalyst Index as a benchmark to understand where we’re strong and where we need to improve,” said Amy Kaminski, Office Manager at Dawson Family Dentistry. “It helps us focus less on doing more, and more on doing the right things consistently — especially when it comes to patient communication and case acceptance.”

Technology is positioned as a key enabler in this new, clinically focused landscape. Henry Schein One is debuting the report’s findings at the CDA Anaheim dental convention, where it is showcasing how its integrated software platforms can help practices bridge the gap. Innovations like the Next Generation Clinical Workflow in Dentrix Ascend, embedded AI, and analytics tools are designed to support clinicians, streamline patient communication, and turn superior clinical performance into predictable financial growth.

The 2026 Catalyst Index is available in two distinct editions—one for DSOs and multi-location groups, and another for private practices—providing segment-specific benchmarks. By highlighting the primacy of clinical care, the report offers a clear and data-backed vision for the future of dentistry, where long-term value is built not just on efficiency, but on the enduring foundation of patient trust.