Dwelling care firms are consistently searching for new alternatives for progress and enlargement. To achieve new heights, leaders at firms like TheKey, Consolation Keepers, and Nova Leap are exploring totally different methods to scale their companies.

For TheKey, this implies specializing in three key areas. One among these areas is the corporate's 'boots on the bottom' gross sales pressure.

“That’s in each market that we serve at present,” Melissa Reyes, president of the Western Division at TheKey, mentioned throughout a panel dialogue at Dwelling Well being Care Information’ FUTURE convention final month. “That’s all the time been a giant a part of our construction and our mannequin. We presently have simply over 85 gross sales representatives throughout the nation, they usually’re actually there to create and develop the partnerships and relationships with the three,000 referral companions that we’ve got throughout the nation.”

TheKey, primarily based in Delray, Florida, gives dwelling well being, reminiscence care and specialty care companies in additional than 100 markets throughout the U.S., Canada and Australia.

TheKey can be placing its weight behind digital advertising and marketing and its on-line presence. One of many causes for this push is that TheKey desires to be an answer that’s simple to search out in a crowded dwelling care market, Reyes mentioned.

“We’re seeing increasingly more relations concerned in decision-making, and sometimes these relations are … a state or two away,” she mentioned. “We wish to guarantee that when somebody is searching for care for his or her beloved one, we’re simple to search out on-line, they’ll perceive what we do and what units us aside, and likewise hear what our shoppers are saying about us.”

Gathering and implementing suggestions can be on the prime of the agenda at TheKey. Reyes famous that consuming suggestions can result in higher buyer satisfaction and in flip, increase word-of-mouth.

Refranchising and natural progress

Consolation Keepers, primarily based in Irvine, California, is likely one of the largest suppliers of private care within the U.S. The corporate has greater than 600 places and roughly 70 company-owned places.

In accordance with Ramzi Abdine, COO of Consolation Keepers, many of the firm's progress actions this yr and subsequent yr will deal with refranchising these owned places.

“That’s an train that takes bandwidth away from each division within the firm — HR, authorized, compliance, operations, franchise growth — they’re all concerned,” he mentioned throughout the panel dialogue. “It’s a bit like altering the wheels when you’re driving.”

Along with refranchising Consolation Keepers’ company-owned places — which Abdine described as a “Herculean effort” — the group can be taking a look at specialty care packages as a progress engine. The corporate has plans to launch a specialty care program particularly for Alzheimer’s and dementia.

As well as, Consolation Keepers is launching a CRM for its franchisees.

“We actually wish to perceive what’s occurring with our shoppers and our caregivers,” Abdine mentioned. “We wish to evolve to satisfy their wants.”

Nova Leap, primarily based in Nova Scotia, is an organization generally known as an lively participant within the acquisition market and focuses on natural progress.

“We're targeted on natural progress, which we expect will come from our gross sales pressure, in order that's the place we're investing,” Chris Dobbin, president and CEO of Nova Leap, mentioned on the decision.

Nova Leap is a house care group primarily based in Canada that’s rising within the US. The corporate operates in Nova Scotia and 11 totally different states.

Nonetheless, Nova Leap's deal with natural progress doesn’t imply the corporate is totally withdrawing from mergers and acquisitions.

“We proceed to make acquisitions as a part of our progress technique,” Dobbin mentioned. “Traditionally, between 2017 and 2021, we’ve averaged one acquisition per quarter … we’ve paused that in 2022 and we’re again on the acquisition path in 2023. We simply did a small one in Massachusetts and count on to do extra this yr and within the years to return.”