is the difference between How to Build a Million Dollar Medical
Transportation Company and other NEMT resources being sold on the
serious about starting your own Non-Emergency Medical Transportation
Company, then there is no better foundational resource than “How
to Build a Million Dollar Medical Transportation Company.”
by many as “The Bible” of the industry, since 2004 my best-selling
e-manual has been helping an untold number of motivated entrepreneurs
to start and achieve success in the NEMT industry.
to Build a Million Dollar Medical Transportation Company” has been
revised several times and will continue to be revised as new information,
rules and regulations, and opportunities become available.
authors of competing resources eager to make fast money online,
you can rest assured that when you invest in “How to Build a Million
Dollar Medical Transportation Company” you’re investing in the “right”
information, real information, with time-tested strategies that
I’ve personally used in my own NEMT business!
with a single used vehicle in 1999, I literally built my NEMT business
from the ground up! Within 2 ½ years I secured my largest contract
that sent my competitor’s heads spinning! Additionally, on two separate
occasions, I secured a total of a 33% increase in Medicaid reimbursement!
assured, starting and NEMT business requires far more than getting
a vehicle and simple marketing. In fact, building my NEMT business
was not all successes. Like any business, I made mistakes and suffered
setbacks. But the good news for you is that in my e-manual and DVD’s
you’re going to learn not only of my successes, but you’re also
going to learn of my failures. Why – so you don’t have to!
you, I had no ebook or DVD’s. I had no road map or anyone willing
to help and show me the way. As a result, I literally wasted hundred
of thousands of dollars over the first few years of my business!
very proud to say that I also experienced great success! But again,
like any business, it wasn’t always problem-free! And as a coach
and mentor, I believe it’s important that I share all aspects of
this business, “the good, the bad, and the ugly!” Doing otherwise
would be, in my opinion, disingenuous.
I am so blessed to continue partnering with, training, educating,
and coaching entrepreneurs both in and out of the NEMT industry
from all over the country, Canada, and beyond! Just read and listen
to some of the many testimonials featured on many of my websites.
that you too will be very proud of the continued accomplishments
that my staff, strategic partners and I continue to create and develop
for helping you and others within our industry. Together, we are
creating a host of industry-related resources designed to help you
start, succeed, and sustain your business long-term!
as you wouldn’t step foot in a plane piloted by a less than experienced
pilot, nor would you take business advice from someone lacking business
sense and experience.
to say, in starting your NEMT business you can rest assured that
you’re learning from someone that has literally “done it themselves”
and is committed to preparing you for long-term success in our industry.
of the United Medical Transportation Providers Group, we are here
to help you elevate your business and empower you to success.
take your time and read my e-manual “How to Build a Million Dollar
Medical Transportation Company” several times over. And if you’d
like to receive a FREE copy of this resource, visit me at www.mdtseminar.com
to learn more.
the Medical Transportation Opportunity
all know, we are currently enduring a struggling economy that is
accompanied by rising inflation and an unemployment rate that is
consistently holding close to 10%. In such times, there is now,
more so than ever before, more and more people looking to pursue
their entrepreneurial dreams in an effort of creating additional
streams of income.
of such economic uncertainty, there are two niche markets that are
not only continuing to rise, but are literally facing an explosion.
With the doubling of the elderly population and the rapid growth
of the medical industry, the demand for transportation will continue
to increase for both niche markets.
and disabled people will be ever more in need of medical attention
and assistance as well as medical transportation to and from treatments
and appointments. Furthermore, as hospitals continue to increase
their outpatient procedures and treatments, the need for more and
more non-emergency medical transportation services are on the rise
all across the United States and into related industrial countries.
opportunities in the medical transportation industry are growing
more and more unprecedented and offering an increase in profitable
solutions for many motivated entrepreneurs. The reason for such
profitability is because the transportation needs of the elderly
and disabled are indeed wide and diverse.
seniors remain ambulatory and in need of only limited transportation
assistance. Although many seniors may require more time in walking,
sometimes with a cane or walker, they do remain relatively independent
in terms of mobility. However, in time, more and more seniors and
disabled are finding the need for wheelchair and non-emergency stretcher
assistance warranted for both safety and convenience concerns. Under
such circumstances, non-emergency medical transportation vehicles,
also known as ambulettes or medivans are used to meet the diverse
transportation needs of such clientele.
charged with taking clients to and from medical appointments, medical
transportation companies are finding flourishing opportunities from
both clients and facilities alike because of their diverse capabilities.
are typically equipped to accommodate a combination of wheelchair
and ambulatory passengers as well as, in many instances, stretcher
transports. With the assistance of hydraulic lifts mounted either
in the rear or on the side of the vehicle, wheelchair-bound patients
are safely lifted into and securely fastened via securing devices
and a seat belt. These medical transportation vehicles are very
much accommodating and comfortable for all passengers regardless
of physical needs and conditions.
transportation is not only limited to ambulettes and medivans. In
many instances, ambulances are also used to meet the growing non-emergency
transportation (NEMT) needs.
typically thought of only in regards to emergency transportation,
are often enlisted to provide non-emergency transports in areas
where there is a lack of adequate medivan services or areas where
there is a failure in understanding of the convenience and cost-savings
abilities of using ambulettes.
many staff, facilities, and organizations fail to understand the
versatility and cost saving opportunities that exist in using ambulettes
versus using an ambulance. Typically, a NEMT being performed by
an ambulette is, on average, 70 - 90 percent cheaper and more cost
effective as compared to an ambulance performing the same transport
of equal distance and dynamics.
for this gross disparity in cost can be attributed to the simple
overhead economics. The cost of vehicle, insurance, training, and
equipment for an ambulance is considerably more as compared to that
of an ambulette. Further an ambulance is always staffed by multiple
certified EMT's; further driving up labor and training costs. Conversely,
an ambulette can be staffed by a single licensed driver trained
only in state and local mandated transportation requirements. But
again, this is only feasible for NEMT exclusively.
counties, facilities, and areas where more and more ambulettes are
being called upon to meet the non-emergency transportation needs
of the growing elderly and disabled, there is a greater reduction
in financial costs to insurance companies, Medicaid and Social Services,
brokers, hospitals, non for profit organizations, and the like.
At a time when budgetary concerns are being critically tested, such
savings in using more ambulettes for non-emergency transportation
needs is not only sensible and practical, but it's critical. Rather
than reimbursing an ambulance service thousands of dollars for a
single non-emergency transport, the cost to private-paying clients
and facilities alike for a comparable transport can literally be
reduced to a hundred or so dollars!
to say, as we move forward with ever growing medical and transportation
needs, coupled with changes in health care practice and policies,
the need for practical and cost effective non-emergency transportation
solutions will become more apparent. The need for safe and adequate
services will increase with a continued attention on overall cost
of delivery of such services, hence, the growing opportunity of
non-emergency transportation services.
Medicaid and Brokers Influence Your Ability to Start Your Medical
the most common misconceptions regarding the non-emergency medical
transportation industry is that you need to be Medicaid approved
in order to operate. This could not be further from the truth. There
are many ambulette services that only service Private-Pay and contracted
work. In fact, for the first two years of my business, I was exclusively
a Private-Pay transportation provider until I figured out how to
gain my Medicaid Provider Number.
the Social Security Act, the Department of Social Services is mandated
to reimburse medivan services for the non-emergency medical transportation
of approved Medicaid recipients. However, Medicaid reimbursements
rates can vary significantly not only between states, but between
counties. There is no one single universal rate of reimbursement.
in some counties and regions across the United States, the Department
of Social Services outsources their administrative responsibility
to brokers. Rather than work directly with transportation providers
themselves, the Department of Social Services will contract with
these "middle men" to reduce the burden and hassle to Social Services.
In turn, these brokers are responsible for organizing, contracting
with, contacting, and coordinating essential medical transportation
for Medicaid recipients.
typical with any form of brokerage system, the broker makes money
by taking a percentage of each transport. For example, using fictitious
easy numbers, if the Department of Social Services pays $50 for
a one-way wheelchair transport, the money will go to the broker.
The broker will pay you, the transportation provider, $40 and the
broker keeps $10.
what you do with Medicaid transports, either working through a broker
or Social Services directly, has NO bearing on what you do with
Private-Pay or contracted work. Once you've gained proper operating
authority within your state, you're technically in business. You
can begin soliciting facilities and customers alike to meet the
transportation needs of Private-Pay clients as well as begin soliciting
and negotiating contracted work.
or brokers have no ability to grant you operating authority or have
any influence in what you do with Private-Pay or contracted work.
Again, there are many transportation providers across the country
that performs no Medicaid transports. For them, the Medicaid reimbursement
rates might be too low to make it profitable or they're simply too
busy meeting the needs of their Private-Pay and/or contracted clients.
use the analogy of bricks and mortar. Depending on where you live,
either Private-Pay or
will be the bricks of your foundation and the other will serve as
the mortar that keeps generating further revenue and keeps your
vehicles moving. Typically, Private-Pay clients will yield a higher
profit margin. Thus, you will want to always focus on your Private-Pay
clients and use Medicaid transports to keep your vehicles and drivers
moving and generating additional sources of revenue.
Much Is Insurance for Starting Your Medical Transportation Company?
the most common questions I receive is how much vehicle insurance
costs for a medical transportation company. Needless to say, there
is no one single answer as there is a host of variable that contribute
to the cost of vehicle insurance.
where you're located does play a big part in the cost of your premiums.
Like all insurance policies, if you're located in a higher crime
area you are definitely subject to higher premiums.
the amount of coverage you're seeking will have a direct impact
on the cost of premiums. If your medical transportation company
will be servicing Medicaid or Broker contracts then they will typically
insist that you carry a higher rate of coverage. In such circumstances,
you will typically find yourself seeking greater liability limits
as compared to what you need to service Private Pay clients.
important variable that will determine how much you pay for vehicle
insurance is your level of experience. Most insurance underwriters
want to see your three year Loss-Run (L/R) Ratio. Your LR Ration
is like a financial report card. It shows how much you paid in vehicle
insurance compared to how much the underwriters paid out in claims.
So, having a good LR Ratio is very important. The fewer the incidents
the more cost effect your insurance premiums!
in talking about Loss Run Ratios another common question is regarding
what if you're a newer business with less than three years. Yes,
you can still get insured but typically, as can be expected, you
can find yourself paying a little more. I know that's not what any
new entrepreneur wants to hear. But it's the nature of the beast
and you have to look at it from the underwriter's perspective. Until
you've proven yourself to be reliable in paying, you've proven to
have a good safety program that properly trains and educates your
drivers so that you limit your accidents, you really are a risk!
Again, I know that's not great news for new entrepreneurs just starting
out. But it goes with the territory.
obvious factor determining how much you pay in premiums is the number
of vehicles you are insuring. The more vehicles you have, the greater
the total volume you pay. However, if you do have a good Loss-Run
Ratio you the more vehicles you are insuring the less you could
be paying per vehicle as compared to if you were insuring a few
the cost of vehicle insurance is a common question, I am very pleased
to share with all of you that there is strength in numbers. More
specifically, with the United Medical Transportation Providers Group
we have the distinct ability to dramatically reduce member's insurance
premiums. Over the last several months the UMTPG has been working
closely with select brokers and underwriters to develop a discounted
plan exclusively for UMTPG members. To say that this is a great
opportunity is an understatement. In fact, this is a ground-breaking
opportunity that is literally going to revolutionize the "bottom
line" for NEMT owners around the country!
haven't yet joined the UMTPG Newsletter, I encourage you to visit
us at www.umtpg.org
and join so that you can stay abreast of the latest news and info
regarding this revolutionary insurance opportunity among other opportunities.
Your Transportation Business
mistake that I find with many entrepreneurs both in the medical
transportation industry and other industries is that they allow
others to "own" and dictate their business. What I mean by this
is that some business owners allow other people or external sources
to dictate their prices and, thus, establish the perceived value
of their products or services.
so as to ensure that you do not misconstrue my message, I am all
for providing great deals and discounts to your clients! In fact,
as many of you have heard me stress before, especially in the early
stages of your business, the best thing you can do to promote your
business is to literally "give" your business away in the form of
free or discounted transportation! Further, I always stress that
you work to increase the "added value" to your customers. However,
especially in service-based businesses such as the medical transportation
industry, all too often I witness business owners allowing others
to establish their pricing structure and, thus, defining the value
of their business.
NEMT industry, it is not uncommon for customers to haggle prices
and for contractors and brokers to try and dictate your prices.
Periodically, you encounter customers that wish to talk you down
in price. In shopping around for the "best deal" they will call
and ask your prices in advance or they will wait until you have
already provided service and then they will attempt to talk you
down in price.
to say, we are all looking for great deals and we would all like
to spend less money in the process. So understanding a customer's
desire to save money is acceptable. But our desire to deal with
such haggling as business owners can be bothersome. However, when
you're business is high in added value, reputation, and customer
service you should never be ashamed to stand firm in your pricing
- especially when it risks you not making a profit or altogether
risk losing money!
especially for clients that use your services frequently, offering
discounts is acceptable and even advisable. However, I can assure
you that clients who only base their decision on price are not "regular"
clients that you wish to retain long-term. Why? Because the moment
they realize a cheaper opportunity, irregardless of the level of
value, they will abandon you without hesitation! Trust me, it's
true and will always be true!
of your business or industry, there is always someone that has to
be the cheapest in price - but that doesn't mean that it has to
be you! In fact, when I see a business that focuses on being the
cheapest in price I can typically point to three key things such
as (1) their clientele is based exclusively on price and not on
quality relationships or added value, (2) they haven't established
or defined their value, and (3) they, in most instances, don't understand
how to determine or define their costs in relation to profits.
of any popular name brand product versus generic. How many times
have you seen the same product side by side, looking almost identical,
accomplishing the same mission, typically made of the same materials
and ingredients. Which one do you always instinctively prefer to
go with - the name brand product. Why? First, you recognize and
have a degree of trust in the name brand product. Next, because
of your recognition and the perceived value you have in the name
brand product, you're willing to pay more - it "eases" your mind.
You rest easier because you have more confidence in the name brand!
The same holds true with your service. You need to become the "name
brand" service in the minds of your customers. When you do, price
is no longer the deciding factor.
can be notorious for trying to dictate prices to young medical transportation
providers. Some could argue that their approach can even border
on bullying tactics! Brokers rarely hesitate to tell you what they
"will" pay for various transports. They will insist that you accept
these rates and that they are non-negotiable. However, trust me,
in working with clients from all across the country I can assure
you that when you position yourself correctly, brokers WILL negotiate!
Why, because it's in their best interest to find and partner with
transportation providers that are going to be around long-term.
In many instances, brokers receive compensation for every transport
performed. Further, brokers do not wish to waste their time with
fly-by-night vendors. And, in speaking with an inside source in
a prominent brokerage, brokers know which transportation providers
they can "walk over" and with whom they "work with!" And trust me,
they're not the same!
inexperienced entrepreneurs go into business thinking that all they
have to do is "build it and they will come." Once they build it,
they think that all they have to do is be the cheapest in price
and then their success is guaranteed. In such instances, it typically
is not long before they realize that clients didn't come and thus,
their doors are in the process of closing. This flawed strategy
is common in all businesses regardless of industry. Needless to
say, there are many skills, tactics, and strategies that need to
be implemented by you, the business owner, to ensure your viability
and success. To be successful, you need more than a promising opportunity
offered at cheap prices. You need strategic implementation and methodology
that ensures your success.
Much Money Should Your Business Be Saving & Investing?
is a great question that I recently received regarding investing
money and building the net worth of your business. Because I think
that this is a very important topic that countless entrepreneurs
overlook, let me share with you the following:
Joel, I have some quick questions I am hoping you can assist me
with. My husband and I have been studying your DVD Series for which
we can't express our appreciation more! They are an invaluable tool
for educating and helping us all in getting started in the industry….My
questions are (1) in saving money and building a portfolio for our
business, how much money should we be saving, and (2) what are the
tax ramifications of saving this money in our business? Won't this
mean that we are showing a profit and, therefore, make us pay more
in taxes? Thank you again, Joel, for all you do and all of your
great information." Jennifer Holden
thank you very much for your great questions, Jennifer. The obvious
reason why I share them on this post is because I know for a fact
that others have similar thoughts, questions, and concerns.
as you referenced, I do discuss the importance of saving money in
my DVD Series. There are several reasons why you should be saving
money as I discuss in my information. But, in looking at the BIG
picture, the reason why you want to save money is because it literally
builds the net worth of your business. More specifically, should
you plan on selling your business in the future for a nice profit
you will literally be able to illustrate to prospective buyers that
you're a profitable business. Nothing speaks more loudly and profound
than cash money! When you can literally illustrate that your net
worth has grown over the life of your business you just became instantly
"attractive" to prospective buyers. And yes, you will definitely
receive a higher sales price!
method do you actually use to save money? There are several. But
honestly, I strongly suggest that you work closely with and consult
your financial advisor and/or accountant. Sit down and discuss the
kind of financial "vehicle" you wish to use to invest money over
time. For my business, we started with a simple mutual fund account
in my company's name. Understanding my exit strategy, we were aggressive
for the first years in terms of risk level and then we began to
gradually and purposefully become more conservative to limit potential
primary benefits to saving money and building the net worth of your
business is that, again, you're able to illustrate to prospective
buyers that your business is profitable. And next, when you actually
leave the business, you leave with a nice "pot of gold!"
of how much money you should save, that is a very complicated answer
that is unique to you. It's very difficult and uncomfortable to
offer you specific number amounts as there is no right or wrong
answer. Further, I don't know the particular dynamics of your business,
your local market, and your financial circumstance.
what I can tell you is that saving money will most likely be an
incremental measure over time. As your business grows and becomes
for profitable you should gradually and proportionately increase
your amount of savings and investments. Trust me. I know that it
is very difficult to save money while you're working to build your
business. But I can't stress to you enough the need to, once you're
generating positive cash flow, begin saving and investing money
on behalf of your business. Start with $100 a week. As your business
goes, work to gradually expand and grow to $100 per day and so on
and so forth.
are the tax consequences? Well, again, there is no one single one-size-fits-all
answer. There are many variable and components associated with such
a question to include your type of legal structure, the amount and
value of your assets and much more. In short, yes, if you show a
profit you will be obligated to pay some degree of tax. But the
good news is that with a growing transportation business you should
have asset depreciations costs, possible tax credits, and more that
can help negate some of your taxes. Again, this is why it's critical
that you align your business with a good financial adviser and accountant
or tax preparer. They can provide you with much more targeted specifics
unique to your business.
be realistic. Does paying taxes stink? Heck yeah! I can assure you
that to this day I have never grown accustomed to it! But regardless,
it is necessary and goes with the territory. Further, showing profits
and paying taxes will actually help keep the IRS off your back.
If you keep showing losses after losses it is probably only a matter
of time before it raises suspicion with the IRS which can lead to
an audit. So is it an inconvenience? Of course - paying taxes is
always an inconvenience. But conversely, it can actually help to
protect and preserve your business while you're increasing your
about this. If you can save a daily average of ONLY $100, that's
roughly $36,000 per year! Over several years with compounding interest
and increasing investment amounts you will literally walk away from
your business with a nice "pot of gold" in addition to your sales
biased opinion, if you're business is at least two years old and
you're not able to save and invest at least $100 per day then your
business model IS definitely broken! And if you do fall into this
category, then it's time for a business "overhaul." You need to
study my DVD's and you NEED to attend my upcoming MDT Boot Camp
Seminar. We will be discussing a great many topics to include diversification,
increasing revenue and opportunity, and much, much more.
& Equip Your Medical Transportation Business to Deal with Brokers
launching my "Boot
Camp Seminar DVD Series" I have been receiving a flood
of emails and questions regarding Medicaid and the whole broker
system. Needless to say, the broker system is a very real "system"
that is not going to go away. Rather, if anything, it is going to
continue to grow.
stipulated in Article 1915 of the Social Security Act, through the
Department of Social Services, the government will reimburse transportation
providers for Non-Emergency Transportation of Medicaid recipients.
However, the reimbursement process can vary significantly by state,
county, and even regional municipalities.
of growing logistical burden between recipients, facilities, and
providers and others, more and more of states and municipalities
are utilizing brokers. In serving as a "middle-man," these national
and regional-based brokers offer the Department of Social Services
a cost-cutting process that will save the Department considerable
money while overtaking the daily obligations of coordinating and
managing suitable non-emergency transportation for their Medical
recipients. Although this process is well intentioned, in many instances,
for the transportation providers, this broker system proves to be
more harm than good.
without question that brokers are well funded! In many instances,
individual brokers receive hundreds of millions of dollars in government
sponsored grant money and revenue. Logisticare, for example, the
largest of all national brokers, boasts annual revenue of half a
BILLION dollars and posted more than 40 million dollars in performance
and payment bonds for various Medicaid and Managed Care programs.
In addition to double digit profit margins, some brokers such as
MTM, Medical Transportation Management, boast almost 40% return
on invested capital.
with such high profits and revenues, overall, a disproportionate
percentage of reimbursement is awarded to transportation providers.
Now, trust me. I am NOT nor will I ever attempt to play "class warfare"
as do many politicians and social groups. To the contrary, I am
a true capitalist and support everyone's ability to make money and
high profits. However, because I have the pleasure of working with
countless transportation providers across the country, I witness
first hand how brokers strategically and financially mislead and
shortchange providers by encouraging them to commit to disadvantageous
contractual agreements. In turn, such Agreements lead to limited
profit margins, if any, for the transportation providers which further
leads to inadequate customer service.
do not gather the impression that I am suggesting that brokers are
"the devil" and that there is some grand conspiracy to prevent transportation
providers and entrepreneurs from succeeding. However, because broker's
first and foremost priorities are earning reports and return on
investments, as a result, they operate with extremely "tight fisted"
margins with regards transportation providers reimbursements. However,
when dealing with and negotiating with brokers the old adage "the
best defense is a good offense" is very much appropriate. And a
"good offense" starts with proper education and effective execution!
transportation providers or when a new broker enters the market,
a common strategy that I continue to see all over the country time
and time again is brokers contacting transportation providers with
proposed rates of reimbursement and then encourages the provider
to sign as soon as possible. The broker positions themselves to
appear as though they are doing the transportation provider a great
service. Brokers tell the providers that they can "start immediately"
once they have received the signed contract.
I cannot tell you how many times I witness this "expeditious" strategy
in working with clients. The more I see it the more I am beginning
to think that all these brokers operate off of the same "script"
or that they maybe even go to the same sales school or something!
why brokers appear to be your friend and act as though they are
doing you a favor by encouraging you to sign as soon as possible
is because they want to lock you into your rates before you have
the ability to seriously evaluate and analyze the legitimacy of
their proposed rates! They don't want you to seriously evaluate
the profitability or lack thereof of their proposal, hence, the
reason they stress the expeditious nature and the potential sales
novice transportation providers jump at the first chance to sign
these proposals enticed by what they think are possibilities! The
broker, in typical fashion, will promise providers that they will
send them considerable business. And many times, when brokers are
able to get these naive transportation providers, they will use
them and send them as much business as possible. Why - because the
proposed rates are always low-balled, unprofitable transports that
provide little to no profit margin for the transportation providers
but healthy profits for the brokers.
assured, brokers are well experienced and well funded. Further,
brokers are NOT stupid. They are well versed with the costs associated
with supporting logistics and transportation. And they know when
and how to take advantage of transportation providers. So you might
be asking yourself, why would brokers do this? Why wouldn't they
seek to provide greater, more reasonable rates of reimbursement
to transportation providers so that providers can be more stable
to provide greater, more reliable and longer lasting service?
there are a few things that you have to consider. First, when it
comes to the brokers, it is all about the numbers. This is big business
and business is a numbers game. To brokers, it makes more sense
for them to low ball naive transportation providers. It's easier
to leverage small time, mom-and-pop gypsy services. Brokers "gamble"
that those naive enough to accept such nominal rates of reimbursement
will not be around long. Brokers will, in turn, give these gypsy
services what I refer to as "nickel and dime" transports - short,
local transports that are nominal in cost and reoccurrence yet still
profitable for the broker. When these gypsy services go out of business
because they are not profitable, brokers have little invested, made
a lot of money over that period of time, and simply await the next
brokers always tell providers that they do not negotiate their rates
and that everyone is paid the same. Trust me. This could not be
further from the truth! I have worked with providers in the same
region on several occassions and I can assure you that they are
NOT all receiving the same rates of reimbursement. Further, yes,
brokers do absolutely negotiate when you position and force them
not only negotiate with legitimate and credible transportation providers,
but with all honesty, they will actually respect you and treat you
more like a legitimate strategic partner when you reject their proposal
and counter with substantiated and realistic numbers. I stress the
word substantiated because it's important that you demonstrate that
you "know your numbers," the cost and expenses associated with doing
when you engage in legitimate negotiations with brokers and you
demonstrate that you know your numbers not only do they identify
such transportation providers as more legitimate but they also award
such providers with more regular and profitable transports such
as dialysis patients and distance transports.
can imagine, negotiating on a serious and legitimate level does
require a great deal of skill and even "guts." As the old saying
goes, you need to "know when to hold 'em, know when to fold 'em,
know when to walk away, and know when to run." Negotiations do require
an effective "poker face." And, it can take serious time. You have
to use skill and be patient to allow things to develop. I can't
tell you how many times I have advised providers to walk away, end
communication, and await for the brokers to return with a counter
offer. With all sincerity, I can't tell you how many times I have
been right and the broker returns and accepts our counter offers
- further illustrating that yes, brokers DO negotiate! You just
need to know how to position and package yourself and know your
points of leverage.
are or you're planning on working for a broker, I welcome the opportunity
to assist you in your application and negotiation process. If you
would like to enlist my help, One-on-One, then visit me at www.milliondollartransportation.com/exclusive_opportunity.html
if you would like to learn even more about the details of positioning
yourself, learning about the Medicaid/brokerage system, then I would
definitely encourage you to invest in my "Boot
Camp Seminar" DVD Series. This is an outstanding six (6) disc
set that is definitely going to educate and enlighten you while
further teaching you about diversifying and investing your business
versus Low-Fare Subsidized Transportation Services
are a wide variety of government subsidized shuttle programs servicing
cities, communities and even some rural areas all across the country
that charge a very modest amount of fare. One of the most common
questions I receive is “How can my transportation service compete
with such low fares?”
truth be told, you can’t! There is absolutely NO way that you can
compete with such low fares that can range from a single to a few
dollars per transport. But the good news is, you don’t have to compete
with these low-fare services because they are NOT your target market!
are some quick facts about such low-fare, government subsidized
- Typically operate
shuttle-type minibuses that accommodate both ambulatory and wheelchair
- Many low-fare services
operate via fixed route systems, similar to that of traditional
- Services that do accommodate
personalized pickup locations require appointments to be made
according to the schedule of the serviced versus that of the client
- Such low-fare services
are strictly curb-to-curb services
- Although passengers
riding these low-fare services may receive assistance getting
in and out of the vehicle, no further assistance is available
beyond the vehicle
these services definitely help and service a niche need within many
of our communities, they are, however, very limited, thus, the reason
why these low-fare shuttle services should not be perceived a competitor
or threat to your NEMT service.
are just a few facts that demonstrate the ever increasing need for
your medical transportation business in addition to the limitation
of these low-fare services:
- Low-fare, government
subsidized shuttle services cannot accommodate stretcher-bound
- Shuttle services cannot
accommodate patients that require assistance in regards to mobility
and cognizant skills
- Many NEMT services
can accommodate 24-hour transportation needs to include hospital
and emergency room discharges
- NEMT are typical through-the-door
services versus curb-to-curb like low-fare transportation services
- NEMT services specialize
in direct transportation to and from medical appointments and
destinations with little to no additional stops
- Ambulette drivers
are trained and prepared to offer more individual customer attention
and accommodations as compared to shuttle drivers
- Low-fare shuttle services
typically accept cash or vouchers only versus NEMT services which
can accept various forms of compensation
- NEMT services can
usually accommodate last minute reservations without interruptions