NEMT Experts Podcast Episode 10: How to set up your NEMT Business Structure with Willena McGee the "NEMT Startup Coach" and Bambi CEO Nirav Chheda.

Bambi CEO Nirav Chheda interviews Willena McGee, the "NEMT Startup Coach", on the importance of startup NEMT companies setting up their business structure in the right way.

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See the full interview at: https://youtu.be/0HjWUQnVgtU

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Please don't forget to subscribe and like NEMT Experts Podcast: https://www.youtube.com/@bambihealth
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Learn more about Willena's NEMT Startup Coaching at https://www.nemtstartup.net/

Reach out to Willena at nemtstartup@gmail.com

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Podcast Show Notes:

• Slow Down and Focus on Fundamentals: Don't rush into buying vehicles and starting operations. Focus on the fundamental administrative aspects of your business first. This creates a strong foundation that facilitates future growth.
• Government Contract Readiness: Getting SBA certified opens up your business to various contracts beyond just brokers, such as those within schools, prisons, and the community in general. This expands your income opportunities.
• Business Structure Matters: An LLC is often a good, simple starting point for new NEMT businesses. However, it's vital to:
• Understand tax implications and potential double-taxation situations if considering an S-Corp.
• Consult your tax advisor to determine the most suitable structure for your individual business.
• The Importance of Mentorship: Working with a mentor or coach, especially someone who has owned and run an NEMT company, can help you navigate challenges and avoid common pitfalls experienced by many new business owners in this industry.

Here are some time-stamped show notes:

00:00 Introduction

‍02:59 Willena's background

‍10:00 NEMT startup coaching service

‍12:49 NEMT business structuring

‍17:09 Willena's client stories

‍24:01 Conclusion

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NEMT Experts Podcast Episode 9: How to Hire NEMT Drivers with Jodie Lethgo of CareerDriver and Bambi CEO Nirav Chheda.

Bambi CEO Nirav Chheda interviews Jodie Lethgo, Co-Founder of CareerDriver, which helps transportation companies to implement best practices in hiring and retaining drivers.

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Watch the full interview at: https://youtu.be/u2ipJDlDl78

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Please don't forget to subscribe and like NEMT Experts Podcast: https://www.youtube.com/@bambihealth

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Learn more about Career Driver at https://careerdriver.com/

Podcast Show Notes:

• Hiring is an "Always On" Activity: NEMT companies must focus on continuous recruiting efforts, not just when in need. This includes consistently showcasing company culture and values online to attract ideal candidates.
• Retention is Critical:  Building a positive and supportive company culture is essential for keeping good drivers long-term. This includes things like support groups, social events, and ensuring all employees feel like part of a family.
• Target the Right Candidates:
• Use social media with targeted advertising to reach people with relevant backgrounds (hospitality, home care)
• Use job boards like Indeed proactively, but be aware candidates are applying to many places.
• Tap into your existing driver network for referrals
• The Lead Funnel:  Understanding the hiring process as a funnel is key. You need to generate a steady flow of leads, work to vet them out, and have them move towards the bottom of the funnel (being hired).
• Trial and Error is Necessary There's no one-size-fits-all recruiting strategy. Start with Indeed, then explore other channels, always monitoring where your successful hires are coming from so you can focus your ad spend.
• The Cost of Not Hiring: Companies often worry about the cost of active recruiting, but there's a high cost to NOT having drivers. It's not just about the revenue loss; it's about missed opportunities to serve patients.

Important Quotes:

• "You better believe that Amazon's got a call center of people that are going to be talking to those people immediately."
• Emphasizes the competition NEMT firms face.
• "It's creating an environment where people are vested in staying, they believe in the company, and they believe in what they're doing."
• The core of employee retention.
• "It doesn't have to be a one-size-fits-all for everyone. And I do think it is very tailored to the culture of the company"
• Companies need to find what works best for them in terms of attracting and retaining drivers.

Here are some time-stamped show notes:

00:00 Introduction

‍02:40 Jodie's background

‍05:40 Birth of CareerDriver

‍07:25 NEMT drivers vs other transport

‍09:10 "Always On" mindset in hiring drivers

‍15:22 Driver retention

‍20:20: Ideal hiring process

‍28:50: Example of implementing hiring practices

‍32:50 Conclusion

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NEMT Experts Podcast Episode 8: How to Scale your NEMT Business with Phil Wilkins of Modivcare and Bambi CEO Nirav Chheda.

Bambi CEO Nirav Chheda interviews Phil Wilkins, Modivcare's Head of Community Engagement, on his journey to Modivcare and how he mentors NEMT businesses across the country on scaling their operations.

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Watch the full interview at: https://youtu.be/V-1Km1rc9EE

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Please don't forget to subscribe and like NEMT Experts Podcast: https://www.youtube.com/@bambihealth

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Learn more about Phil at http://philwilkins.net/

Podcast Show Notes:

• NEMT is a Strong Business Model: NEMT businesses providing 20-500 rides a day can be multi-million dollar operations. This scale offers both economic opportunity for owners and a much-needed service to the community.
• Modivcare Wants to Help You Grow: Modivcare, a major NEMT broker, has a team dedicated to helping transportation providers grow and scale their businesses. This help is free and focused on building the fundamentals needed for success.
• R.O.P.E.S. System: Phil's system for growth focuses on 5 key areas:
• Resources: Take personal and business inventory before scaling (health, finances, relationships)
• Operations: Have systems in place to measure KPIs and ensure accountability
• People: Focus on consistent communication and training
• Execution: Set clear expectations, meet regularly, and follow up on goals
• Systems: Implement and streamline processes for consistency and efficiency.
• It Starts with the Basics: Don't overlook the simple things. Even experienced operators benefit from revisiting basic business principles. Modivcare can help as an outside perspective.
• Passion is Key: Modivcare prioritizes partners who are passionate about the mission of bridging the healthcare gap. It's not just about the money.

Important Quotes

• "When you get up to 20, 30, 300, 500 rides a day doing this business, you've got a potential multi-million dollar business. That's strong. That's strong, any way you cut it. That is strong. And that's a strong story to tell." - Phil
• "...we're also bridging the economic gap when we partner with locally owned and operated transportation partners..." - Phil
• "And what are the systems that you have in place? You know, how are you going about, you know, keeping people informed and measuring your KPIs and following up..." - Phil

How to Access Help from Modivcare

If you are an A or B provider with Modivcare and have growth goals, reach out to your local leadership team and express interest in the program.

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Here are some time-stamped show notes:

00:00 Introduction

‍01:55 Phil's background

‍04:07 Roles at Modivcare

‍07:33 Hands-on coaching transportation providers

‍16:21 Implementing growth systems

‍20:41 How to get Phil's coaching

‍23:42 Conclusion

NEMT Experts Podcast Episode 7: How to Buy a NEMT Business with Jeffrey Hoff from Reliant Transport and Bambi CEO Nirav Chheda.

Bambi CEO Nirav Chheda interviewed NEMT expert Jeffrey Hoff on how he bought and took over an existing NEMT business, Reliant Transport in Winston-Salem, NC.

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See the full interview at: https://youtu.be/yB0xf6FHZg8

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Please don't forget to subscribe and like NEMT Experts Podcast: https://www.youtube.com/@bambihealth

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Podcast Show Notes:

Key Takeaways

• Why Buy an NEMT: Jeff sought a part-time business opportunity that was recession-resistant with recurring revenue. NEMT fit the bill, especially given the aging population demographics.
• Finding Deals: Build a network of business brokers. It's a quality-over-quantity game to find reputable ones.
• Evaluating a Deal:
• Focus on EBITDA: Earnings Before Interest, Taxes, Depreciation, and Amortization. This is a key measure of cash flow.
• Apply a Multiple: A typical multiple in the industry is 3-4x EBITDA to determine the purchase price.
• Scrutinize Assets: Examine the condition of vehicles. Are replacements needed soon? How are the employees and contracts?
• Due Diligence: Thoroughly verify the company's financial information. Jeff hired an accountant to help.
• Transition Period: It's common in smaller deals to have the seller stay for 30 days to ease the transition. Consider a short-term consulting agreement, but be ready to sever it if things aren't working out.
• Financing: Don't be afraid of SBA financing. Jeff used a mix of personal capital (via a ROBS structure) and SBA financing to maintain flexibility in debt servicing.

Important Quotes

• "If you asked me five years ago, what NEMT stood for, I wouldn't have the faintest clue." - Jeff, highlighting how he came into the industry with no prior knowledge.
• "Run Bambi Run!" - both Nirav and Jeff endorsing Bambi software

Additional Notes

• Jeff doubled his business (trip volume-wise) since purchasing it.
• The challenges of COVID-19, market fluctuations (gas prices), and staffing are real in NEMT, but can be overcome.

Here are some time-stamped show notes:

00:00 Introduction

‍01:13 Why buy a business?

‍03:18 Figuring out what kind of business to buy

‍06:33 Finding an NEMT business to buy

‍08:51 Evaluating the NEMT business

‍12:13 Determining an offer price

‍13:57 Setting the takeover plan

‍15:43 What happened after taking over

‍18:37 How has the business grown since takeover?

‍20:41 Would you have done anything differently?

‍22:45 Financing structure for the takeover deal

Bambi & B811 Medical Transportation + JAX NEMT Success Stories

Bambi Customer Testimonials

In this interview Bambi CEO Nirav Chheda talks with Bambi customers Roslyn Taggart (owner of B811 Medical Transportation) and Michael Heidelberg (owner of JAX NEMT) on their experiences with Bambi and Bambi's NEMT scheduling and dispatch software.

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Watch the full interview here: https://youtu.be/HvhNsWMDqLo?si=je3MGrTCNurU0pEi

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Roslin and Michael are the two NEMT business owners who shared their experiences with Bambi. Roslin is the owner of B811 Medical Transportation and Michael is the owner of JAX NEMT.

Both Roslin and Michael started their businesses in March 2023. Roslin found that the paper calendar and Excel spreadsheet that she was using was not working as her business scaled. She needed something simple and straightforward. She found Bambi to be user-friendly and the customer support was great. Michael tried a bunch of different NEMT softwares before finding Bambi. He found Bambi to be the easiest to use and the most affordable.

Both Roslin and Michael are happy with Bambi and would recommend it to other NEMT business owners.

• "I was able to talk with some of the developers over on the Bambi side. So if I had a suggestion... they also added that helped out a lot also." - Roslyn
• "It completely changed my business... I can do it in less than two minutes." - Michael
• "I know a dispatcher can jump on this software, and within a day or two, start scheduling trips." - Michael

Here are some of the benefits of Bambi that Roslin and Michael mentioned:

• Easy to use
• Affordable
• Great customer support
• Routing optimization
• Reporting
• Ability to manage shifts and drivers
• Ability to add trips

If you are a NEMT business owner looking for a scheduling software, Bambi is a great option to consider.

NEMT Experts Podcast Episode 6: Five Tips to Lower Insurance Costs

Bambi CEO Nirav Chheda interviewed NEMT expert Evan Chambers on how NEMT companies can reduce their insurance costs. Evan is a Producer at Byars Wright and provides insurance to NEMT companies.

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See the full interview at: https://youtu.be/IYQB79f2las

Please don't forget to subscribe and like NEMT Experts Podcast: https://www.youtube.com/@bambihealth

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Podcast Show Notes:

Key Takeaways

• Driver Hiring: Perform thorough pre-employment screening, including drug testing, background checks, and motor vehicle record (MVR) checks.
• Driver Training: Implement a structured training program that includes written and road tests, wheelchair/stretcher securement, defensive driving, proper lifting techniques (for stretcher transports), and emergency procedures.
• Technology: Invest in cameras (inward and outward-facing) and telematics (driver behavior monitoring) to deter claims, protect against frivolous lawsuits, and identify areas for driver improvement.
• Company Policy & Procedures: Establish clear protocols for safe and responsible transportation, empowering drivers to prioritize patient safety (e.g., removing pillows, ensuring proper restraint).
• Re-training: Regularly re-train all drivers and provide additional training to those identified as needing improvement.

Important Quotes

• Prevention is key: "The number one response and answer is reduce your claims. So that's the really short answer to all this."
• Invest in your people: "The good operators, the ones that don't have claims are the ones that get the best rates out there in the market."
• Safety first: "Empowering your drivers to stop the vehicle...we can't move forward until you [properly secure the patient]."
• Inspect what you expect: "Take them [drivers needing improvement] out of the line-up, put them back through the course...everyone needs to re-learn and maybe refresh every now and then."

Here are some time-stamped show notes:

00:00 Introduction

‍01:43 Driver hiring

‍03:18 Driver training

‍04:49 Technology (cameras, telematics)

‍06:24 Company policies & procedures

‍07:51 Re-training drivers

‍08:31 Conclusion

NEMT Experts Podcast Episode 5: How to Negotiate with your NEMT Broker

Bambi CEO Nirav Chheda interviews NEMT expert Matt Murphy on how to negotiate with your NEMT broker. Matt was a co-founder of Circulation (tech-enable broker acquired by Modivcare) and former VP at Modivcare, the largest NEMT broker company.

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See the full interview at: https://youtu.be/0sAUYpnKgGY

Please don't forget to subscribe and like NEMT Experts Podcast: https://www.youtube.com/@bambihealth

Podcast Show Notes:

Key Takeaways

• 1. Preparation
  • Understand your costs: Analyze all costs associated with running your NEMT company (insurance, labor, fuel, vehicle costs, etc.). This is absolutely foundational to profitable negotiation.
  • Know the market: Identify trip characteristics in your market (distance, urban/rural density, locations of major medical centers). Understand your local or regional broker's knowledge of these details.
  • Assess the competition: How many other NEMT companies are competing for the same contracts as you? How does this factor into bargaining power?
  2. Negotiation
  • Stage your approach: Don't try to negotiate everything at once. Focus the first meeting on understanding the broker's needs, trip volume, and typical trip characteristics. Don't discuss rates initially.
  • Inside vs. Outside the contract: Understand what can be formally negotiated (rates, SLAs) vs. what can only be informally agreed upon (desired trip types).
  • Where to compromise: Negotiate the rates most important to you, and be willing to cede on less-profitable trip types if you have the leverage to do so.
  • Avoid frequent re-negotiations: Set your rates correctly the first time. Re-negotiations within the first year may make you seem unprofessional or unreliable. Annual reviews or re-negotiations prompted by major market changes in your cost structure are appropriate.
  3. Post-Negotiation Launch
  • Software is key: Utilize software to track your trip types and compare them to your negotiated targets.
  • Be the squeaky wheel: Stay in close contact with your broker's dispatchers to ensure you receive the agreed-upon mix of trips.
  • Hold the broker accountable: Review your trip volume data monthly with the Regional Operations Manager to ensure promises are being kept.

Important Quotes

• "Know how much it costs for you to do business and bring that into every negotiation with your broker." – Matt Murphy
• The biggest reason I see transportation providers fail...is they don't understand the cost structure, and they don't have a good accountant." – Matt Murphy
• "Be aggressive but polite and continue to call the broker day after day." – Matt Murphy

Here are some time-stamped show notes:

00:00 Introduction

‍01:18 Preparing to negotiate

‍05:18 Actually negotiating

‍11:03 Launching after negotiating

‍13:35 Conclusion

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Keep it Simple in NEMT

At Bambi, we pride ourselves on keeping our software simple and easy to use. To streamline operations, NEMT companies need advanced scheduling and dispatch software that not only offers powerful features but also requires minimal training to use effectively. Bambi has gained a reputation for its user-friendly design and simplicity, making it an excellent full-suite NEMT scheduling and dispatch platform for both new and experienced users.

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User Friendly Design

One of the standout features of Bambi NEMT Scheduling and Dispatch Software is its user-friendly design. From the moment you see Bambi’s software, it’s clear that we prioritized ease of use when building out every part of it. Here are some key aspects that contribute to its user-friendliness:

1. Intuitive Interface: Bambi's interface is clean, organized, and easy to navigate. Users can quickly access the features they need without feeling overwhelmed by unnecessary clutter.

2. Minimal Learning Curve: The software is designed to be straightforward and requires minimal training. NEMT providers can get started quickly, reducing downtime and ensuring that staff can focus on their core responsibilities.

3. Visual Scheduling: Bambi uses visual scheduling tools that make it easy to create and manage transportation schedules. Users can view all appointment on an intuitive calendar screen, assign vehicles, and view routes on a map with ease.

4. Clear Dashboard: The dashboard provides a snapshot of the day's activities, including pending bookings, completed trips, and any potential issues. This at-a-glance view allows dispatchers to stay on top of operations without digging through layers of menus.

5. Streamlined Booking Process: Bambi simplifies the booking process, allowing staff to enter trip details, patient information, and other essential data in a matter of minutes. This efficiency ensures that patients receive timely service.

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Minimal Training Requirements

Bambi's user-friendly design goes hand in hand with its minimal training requirements. Here's why NEMT providers find it easy to get their staff up to speed with the software:

1. Dedicated Support: The Bambi team provides excellent customer support, offering assistance and guidance when needed. This level of support can be invaluable for new users who may have questions or encounter issues.

2. Customizable Features: Bambi allows users to customize certain aspects of the software to fit their specific needs. This flexibility ensures that the software adapts to the provider's workflow rather than the other way around.

3. Regular Updates: Bambi continually improves its software through updates and user feedback. This means that even if users are already familiar with the software, they can benefit from new features and enhancements without a steep learning curve.

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Conclusion

Bambi NEMT Scheduling and Dispatch Software stands out as an excellent—actually, the best—choice for NEMT providers due to its critically easy-to-use and non-complicated, user-friendly design. Bambi empowers NEMT providers to focus on their core mission: ensuring timely and reliable transportation for individuals with medical needs. If you're in the NEMT business and looking for a scheduling and dispatch software that delivers results without a steep learning curve, reach out. We won’t we disappoint.

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NEMT Experts Podcast Episode 4: How to Win Private Pay NEMT Work

Bambi CEO Nirav Chheda interviewed NEMT expert Chris Diiorio on how to win private pay NEMT work from healthcare facilities. Chris has been running PrimeCare Transport Services in Denver for 8 years, and 95% of his business is private pay.

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See the full interview at: https://youtu.be/JpFzgberyzs

Please don't forget to subscribe and like NEMT Experts Podcast: https://www.youtube.com/@bambihealth

Podcast Show Notes:

Key Takeaways

• Focus on reliability and service: The best way to win facility business is to consistently show up on time and provide a safe, positive patient experience. "Everything else doesn't matter...they do always end up coming back to you."
• Diversify your client base: Don't rely on a single facility (or broker) for all your trips. Build relationships with multiple facilities to spread risk. Maintain contact with case managers even when they move to other locations.
• Be transparent with facilities: Coordinate schedules with facilities to maximize efficiency. If you must limit availability, explain the business reasons behind it. "[Y]ou don't tell the airline when you're getting on the plane."
• Justify your pricing: Be prepared to explain your rates, especially for longer distances, with a breakdown of costs. Show the facility how the length of a typical transportation process impacts your bottom line.
• Use fees as an educational tool: When necessary, charge fees (e.g., cancel on scene) to highlight communication issues and encourage better coordination on the facility's end.

Important Quotes

• "Just really building one model that show up show up on time and provide a good experience for the patient."
• "Putting all your eggs in one basket...if that broker loses the contract, you lose all your trips."
• "We can be great communicators, so that their patients feel safe when they're with us."
• "If you're 100% accommodating, then you're going to put yourself in a bind and you're going to lose that business."
• "My rate equals three hours of payroll...our margins are slim. So if you're honest with them, and explain to it, I think they get it."

Here are some time-stamped show notes:

00:00 Introduction

‍01:07 Winning over facilities

‍02:48 Coordinating with facilities

‍04:37 Setting pricing/rates

‍07:23 Conclusion

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