About this episode
Ryan Kaspar spent more than a decade at MTM, one of the largest NEMT brokers in the country, and says the biggest barrier to entry is not vehicles or insurance but simply getting the work. He watched a three car provider in a rural Midwest state, where trips ran 50 to 60 miles outside the city, ask for depots, marketplace access, and every unassigned trip near its drivers. That operator reached a 35 vehicle fleet billing more than $200,000 a month while quiet providers, Kaspar warns, sit on a maintain and let exist list.
Key takeaways
- Kaspar now works for the national administrator of 988, the suicide and crisis lifeline, which handles roughly 6.5 million interactions a year across more than 200 call centers.
- Insurance rates have been climbing for seven to ten years and are now getting out of hand, which is one reason Kaspar expects barriers to entry to keep rising rather than plateau.
- Managed care organizations are moving toward credentialing driver networks closer to how they credential physician networks, because a patient in a vehicle carries risk that has to be documented.
- Kaspar's technology rule is two or three partners whose systems talk to each other, not six disconnected tools the provider reconciles by hand through people and process.
- Diversify past ride sources into workers compensation contracts, nonprofit work, and courier runs, or package your driver training or dispatch operation as a product other providers buy.
Chapters
- 0:00 Intro
- 0:27 Guest Introduction
- 2:09 What is 988
- 3:20 What is Carwell
- 4:52 The biggest barrier to entry
- 11:39 Whats coming next
- 14:26 Barriers to entry
- 17:56 Matured industry
- 20:21 Future of the industry
- 22:47 What you need to do now
- 25:34 Small providers relationships with brokers
- 27:38 How to treat brokers
- 28:45 Story time
- 36:32 Diversification
