Logisticare – the Rogue Broker in the Non-Emergency Medical Transportation Industry
Medicaid Brokers are many in number and varied in temperament. Brokers are literally businesses themselves, needing to be efficient and profitable. So as can be expected, with brokers, the “bottom line” is quite literally the bottom line.
In having the privilege of working with many medical transportation providers from around the country, I can tell you that most brokers understand that providers are essential to accomplishing their mission and improving their bottom line. Thus, transportation providers are indeed strategic partners. They are strategic partners for which there is mutual respect, communication and commitment.
However, sadly, with all certainty and unquestionably, there is one broker that above all others displays bullying, boisterous and domineering policies for which there is often little respect, regard, or consideration for transportation providers. This particular broker is none other than the biggest and most profitable of them all, Logisticare – the “Bully Broker on the Block!”
It is not my policy to share exploits and details of clients for whom I work with One-on-One. However, because this is such an important topic that can help so many of you, I feel that it is essential to share with you the “Bully on the Block” experience that Rick and Debra Judy, owners of Tender Hearts Transportation in Prescott, Arizona, have recently experienced.
Rick and Debra are phenomenal people and business owners. Starting as an in home care business and then expanding into medical transportation, Rick and Debra have a staff of approximately 200 people. As owners, they are incredibly disciplined, dedicated, hardworking, and loyal to their people which include an awesome office staff. Through their leadership, Tender Hearts embodies customer service.
It wasn’t long ago that Rick contacted me requesting my assistance to help them restructure their business so as to increase efficiency and profitability. I flew to Arizona and spent a number of days with Rick, Debra, and their staff. In studying their business model, systems and procedures, and then breaking down their numbers it was clear that their Logisticare transports were not profitable. In short, the biggest and most popular “Bully on the Block Broker” not only failed to value Tender Hearts Transportation as a strategic partner, but Logisticare was actually attempting to treat them as a share cropper!
Without exaggeration, during a conference call with Logisticare, on speaker phone with me in the office, Todd Mason, one of Logisticare’s Regional Operations Managers, was actually trying to convince Rick that Logisticare would NOT be reimbursing Tender Hearts for upwards of $20,000 worth of transportation that has already been performed and approved!
Now seriously, how unbelievably awesome is this? Tender Hearts Transportation has been providing medical transportation to their local community for the last several years. And now, Logisticare, who only a few months ago won the bid for local Medicaid work in this particular county, values Tender Hearts so much as a strategic partner that they are literally attempting to steal money by withholding almost $20,000 worth of already approved transports!
Think of how audacious, cocky, boisterous, and abusive such conduct is by Logisticare. Tender Hearts Transportation has been operating in good faith, providing outstanding transportation services for Logisticare for the last several months. And now, Logisticare is attempting to steal close to $20,000 worth of transports in recent weeks by attempting to withhold reimbursement for nonsensical reasons. Talk about ingratiating themselves into the hearts and minds of local communities and businesses, great job Logisticare! And you wonder why your reputation is what it is?
Again, I am very pleased to say that I have the ability to work with many providers from around the country. In so doing, I see and experience many interactions between providers and a host of brokers. But I can assure all of you that there is no broker that comes close to being as abusive and operates with such disregard to transportation providers as that of Logisticare. And here’s the absolute best irony – Logisticare is far and away the richest in value! In fact, Logisticare not only receives numerous grants annually that total hundreds of millions of dollars, but their net worth is pushing towards a BILLION dollars! And you wonder how they do it? They do it by share cropping and stealing from transportation providers such as Tender Hearts Transportation!
Now again, let me be clear. Not all brokers are like Logisticare. In fact, there are some brokers that are very good to work with. They understand that they need good, quality transportation providers so they do everything possible to be fair and respectful to providers. As a result, providers are able to further experience growth and profitability.
But here’s the good news. Although shocked by Logisticare’s attempts at theft, Rick and his staff are not deterred or distracted. Because their company has been built on sound principles of customer service and a commitment to excellence, Tender Hearts is a diverse fixture within their local and surrounding communities. Thus, such corrupt conduct by Logisticare is less than a bump in the road!
So what’s the morale of the story? Well, honestly, there are many. But most importantly, if you are dealing with or will be dealing with any such brokers in the future you NEED to study my Boot Camp Seminar DVD Series. A very large portion of this exclusive DVD Series is dedicated to understanding how to interact and relate to brokers so that you will not ever be taken advantage of or perceived as a share cropper as Logisticare does with providers.
As I always say, a smart man learns from his own mistakes. But a truly wise man learns from the mistakes of others. Why – because it’s a whole heck of a lot cheaper and easier! Think of Rick and Tender Hearts Transportation. I can assure you, if Rick had studied this newly released DVD Series prior to signing any contracts with Logisticare these recent circumstances would absolutely NOT have happened. With all certainty, Logisticare would not be trying to steal upwards of $20,000 from Tender Hearts Transportation.
Let me also take another opportunity to thank Rick and Debra Judy and their entire staff at Tender Hearts. They literally opened up their hearts and home and were incredibly accommodating. I’ve worked with some people that get defensive or make excuses when working to trouble shoot their business. However, with Rick and Debra, this couldn’t have been further from the case. Tender Hearts is a sizeable company, yet they are some of the most gracious and humble clients I have ever had the pleasure of working with! As a result, after many long days from early in the morning to late at night, we were able to restructure their business so that their profit margins will further sky rocket in the coming months!
Click Here Now to learn from other people’s mistakes! Invest in Joel’s Boot Camp Seminar DVD Series and discover how to deal with brokers.