| Using only the information you have shared, I suspect there are many reasons why you find yourself on your described "hamster wheel." Reasons can include the types of services you do or do not provide, the types of vehicles you are operating, the types of relationships you do or do not have with area facilities and staff, how you manage your daily operation, and more. However, since you specifically mention MAS and Fidelis, and the vast majority of your work is sourced from a broker and low margin health insurer, it is easy to understand why you are on the "hamster wheel." Essentially, it sounds like you have built busy jobs for you and your handful of drivers with little room or margin to do much else.
In short, the goal is not to continue doing the same thing. We are all familiar with the definition of insanity, so the goal is to literally transform and transition your business to move it in a different direction. Understand, if you are planning on working with Joel, his strategy is not to stop all of your MAS work, Fidelis, or other, unless you are absolutely losing money. If you are losing money, then of course the loser trips needs to stop ASAP, but if it is at least marginally profitable, then the strategy for transitioning your business will be more gradual. In fact, Joel will want to leverage all positive aspects of your existing business and use it as a platform to keep generating positive cash flow while you work to pivot. As I am sure you know, if you don't work to change the current trajectory of your business, then as Joel says, you are a "ticking time bomb." You never know when the bottom is going to drop. When will MAS, Fidelis or other start reassigning trips to other more cost effective providers. At their own discretion, any change they make will immediately affect your business.
As I read your message, the one word that comes to mind is “trapped.” You sound trapped. You can’t move forward, vertical, or lateral. Further burdening is you are comparing yourself to your competitors. Realistically, chances are very good you know very little about true condition of their business. Just because they have more vehicles and drivers it doesn’t guarantee they are profitable. You can be equally broke with 60 vehicles as you can be with 6. My point is just because they operate their business one way it doesn’t mean you should do the same. They could have serious labor and staffing issues. They could be completely upside down financially and over extended. They could literally be running illegally on a host of levels. I can assure you it definitely happens. We have seen it! My point is to do what Joel says in running your own race. You can quickly destroy your path by getting caught up in comparing yourself to your competitors.
If you are serious about working with Joel, I suggest taking a deep breathe, relax, and don’t make any rash or impulsive decisions until you start working together. As you will see, Joel is very practical and strategic. He will start by evaluating your business financially, administratively, operationally and then you will begin discussing strategies. I would also encourage you to enlist our help in developing a custom market analysis. That will be a critical resource for evaluating your local market landscape and then developing a strategy for building direct relationships.
I have to run, but I do hope these quick thoughts are helpful. I know it is hard to have a clear view and to be positive when you are frustrated and standing in the eye of a storm, but working with Joel will definitely help change your perspective and find areas to leverage and build upon.
Thank you.
Best wishes, Daniel M. Murphy Online Manager |
