How do I check how a mobility store works with occupational therapists?

Start with the paper trail. Ask the owner to list the therapists and clinics that send customers, roughly how many sales each brings, and how those sales are recorded. If referrals are not tracked, you are relying on the owner’s memory, so ask to see invoices or sales files that show where the customer came from.

Then look at the working routine. Does a staff member attend home visits or assessments with the therapist? Does the store lend trial equipment? Who handles follow-up adjustments when a client’s needs change? These habits are often what keeps referrals coming, and they depend on particular people, so ask which staff members the therapists know by name.

Next, ask to speak with a few therapists, with the seller’s consent. Ask what they value, what has gone wrong, and whether they would keep referring after a sale. Their view of response time, repair service and how the store treats their clients is often more useful than the owner’s. Finally, ask your accountant how much of the store’s sales and cash flow depend on a small number of referral sources, and ask your lawyer about any written arrangements before you rely on them.

Key takeaways

• Get a list of referring therapists with sales traced back to each source.
• Find out which staff members the therapists know and rely on.
• Speak with a few therapists directly, with the seller’s consent, before deciding.