National complex rehab providers accelerate growth

Monday, September 20, 2010

It's been a busy year for national and regional complex rehab providers.

ATG Rehab, United Seating & Mobility (USM) and National Seating & Mobility (NSM) all have expanded into new markets in 2010. Most recently, ATG Rehab in Oklahoma City, Okla., and Chattanooga, Tenn.; USM in Cape Girardeau, Mo., and El Paso, Texas; and NSM in Las Vegas.

"We continue to evaluate opportunities wherever they may be," said Cody Verrett, vice president of sales and marketing for ATG Rehab.

ATG Rehab now has a total of 26 branches; USM 42; and NSM 71.

The modus operandi at ATG Rehab has been to find areas without national competitors but with dedicated assistive technology providers (ATPs). In Oklahoma City, that ATP is Randy White, formerly of Westmont Medical Services.

"We just want to keep bringing onboard the best ATPs out there who are looking to partner their skills with a dedicated complex rehab company," Verrett said. "Randy is a very strong ATP. He has been in the industry for a long time. Once an ATP gets a foothold in a market and becomes a mainstay of that market, they command a significant portion of the business in that market."

The availability of a dedicated ATP in any given market has also been a factor in USM adding a total of seven branches so far this year, says President Bob Gouy.

"Our growth has been a little accelerated," he said. "But there's a lot of instability out there and ATPs are looking for stable platforms to do business with."

National complex rehab providers aren't the only ones expanding into new markets. So are regional providers. Baltimore-based Chesapeake Rehab Equipment has opened new branches in Virginia and North Carolina in the past year and a half, bringing its total to 13.

"I anticipate that we're going to be opening at least two more locations in the next six to nine months," said CEO Gary Gilberti in August. "Our focus is the Mid-Atlantic. We don't have the desire to go beyond that footprint."