About this episode
Matt Saltzman owns Ready Steady Transportation Services in Santa Cruz, California, and seven months after his first trip he is still on one van averaging two to five trips a week. He came out of an Amazon DSP and a FedEx line haul operation, abandoned a home care franchise search once he worked out that one NEMT vehicle matched ten home care managers, and financed the launch off a proforma he built from the financials of companies he considered buying. Roughly a third of his trips come from consumer search and senior center cards, two thirds from facility referrals.
Key takeaways
- Saltzman got his bank loan by touring NEMT companies as an acquisition prospect, reading their real financials, and rebuilding those numbers into his own proforma using his logistics track record.
- Monthly senior roundtables are his highest value meetings. He got into the Santa Cruz chapter in February or March through a preschool parent who then contracted with him to make introductions.
- His facility pitch is to take the weird, difficult, long distance and bariatric trips. Many never happen, and he says being in the conversation with case managers is the actual point.
- He rides along on 60 to 70 percent of a new driver's trips during their first 30 days, a habit carried over from walking event sites crew member by crew member.
- The target is 10 to 12 vehicles: three by the end of 2025, six by the end of year two, possibly by buying an operator outside California where staffing and workers comp cost less.
Chapters
- 0:00 Intro
- 0:50 Background
- 2:00 How he got into NEMT
- 7:02 How many trips he does
- 8:00 What matters
- 9:18 Getting referrals
- 10:55 Be responsive
- 12:40 Managing multiple ventures and kids
- 16:37 Scaling Goals
- 18:22 Senior Roundtable Community
- 21:52 Getting into Senior Roundtables
- 23:28 What is a Senior Roundtable
- 26:21 Super Connector Senior Roundtable
- 27:13 What pieces of the business will Matt first hand off
