Hartford Business Journal

BC12 Hartford Business Journal • June 9, 2014 www.HartfordBusiness.com Business Champions 2014 winner: Revenue BuSINESS ChAmPIONS 2014 winner: rEvENuE Post-merger, numotion continues growth path By Krystal Overmyer f or individuals with an injury or disability, customized equipment can make a significant difference in their qual- ity of life. Since its creation in 2013, wheelchair supplier Numotion has pursued a strategy of organic and acquisi- tion-led growth to solidify a top spot in the industry and better serve its customers through innovation and responsiveness. Numotion was formed in January 2013 by a merger of equals between Rocky Hill's ATG Rehab and Missouri-based United Seating & Mobility. The company, headquartered in Connecticut, supplies complex wheelchairs, rehab and mobility equipment at 115 locations in 41 states to more than 200,000 customers annually. The merger underscores an industry movement toward con- solidation. Paul Bergantino, Numotion president and CEO, said that before the merger, both companies were growing organi- cally and through acquisitions. The companies logged a total 20 acquisitions in 2012 worth more than $35 million in revenue. Since the merger, Numotion has continued on that growth path. To date, additional acquisitions have added more than $37.5 million in revenue. "The industry is going through vast consolidation, and we're at the forefront of that consolidation," he said. Bergantino said he expects organic growth to be in the high single digits for 2014. Numotion's size — it is the largest company in its industry, according to Bergantino — enhances its ability to tackle indus- try challenges, including a tangled reimbursement market. The company's lobbying efforts in Washington D.C. and at the state level seek to improve access to its highly specialized equip- ment and resolve reimbursement issues that prevent delivery of equipment to those who need it. "Because we represent more employees and more consumers and work with more clinicians, it gives us a larger voice and in some cases, a seat at the table," Bergantino said. Part of the company's work is educating policymakers on the type of products Numotion supplies. Often, legislators and regulators lump all mobility equipment with either the folding wheelchairs found in airports or nursing homes, or the power wheelchairs advertised on television. "That's not who we are," Bergantino said. "We are provid- ers of equipment individually designed for customers that have a lifelong need as a result of disability, disease or injury." Justin Richardson, Numotion's director of communications and consumer relations, offers a personal testimonial on how Numotion's equipment differs from an off-the-shelf product. Richardson, who suffered a spinal cord injury, uses an ultra- lightweight titanium manual wheelchair that enables mobility even in tight spaces. "If measurements are off by an inch here or an inch there, it can dramatically alter my quality of life," he said. "It's extreme- ly important that these pieces of equipment be individually adjusted and fitted in order to maximize the quality of life." In addition to quality of life benefits, Numotion products reduce healthcare costs, Bergantino said. When appropriate- ly prescribed and utilized, specialized products can reduce health issues, such as pressure sores, that incur additional health expenses or result in hospitalization. As the company grows, it is expanding its investment in technology. Including some recent additions, Numotion has an IT team of 44 working to create new ways to interact with customers and develop tools to improve customer service. The company also has a laser focus on reducing the time it takes to deliver a product, Bergantino said. The industry aver- age is 95-100 days; through improvements, Numotion aims to shave significant time off its average 85-day turnaround. The company's 14 regions have autonomy to operate in accordance with local needs and markets. The company is building local capacity through hiring more assistive technol- ogy professionals (ATPs) who work with customers to fit and tailor equipment. "We've structured our company so that no matter how many locations, we don't become perceived as a conglomer- ate," Bergantino said. "We're still that local company, but with the firepower of a larger organization." Bergantino has a long history in the industry. He grew up in Hampton working in his father's surgical and medical sup- ply store. In 1990, he started a company that eventually would become part of Numotion. The company's work to improve customers' lives moti- vates him, he said. From the local level on up, staff members often volunteer with organizations close to their clients. In 2013, the Muscular Dystrophy Association honored Numotion with its Company of the Year award. "Everyday we get a chance to make a difference, truly," he said. "It's a very challenging business, but it's very rewarding." ★ AT A GLANCE : numotion Address: 1111 Cromwell Ave., Suite 601, Rocky Hill Web: www.numotion.com Leadership: Paul Bergantino, president and CEO; Tim Burfield and Bob Gouy, co-chairmen Work: Supplier of custom wheelchairs, mobility and rehab equipment. Year founded: 2013, as result of merger of ATG Rehab and United Seating & Mobility Numotion executives, pictured above and to the right include (from left to right), Frank Biondello, executive vice president (North Division); Chief Information Officer Dan Prestegaard; CEO and President Paul Bergantino; and Chief Financial Officer David Hess. In the photo below a Numotion certified technical staffer modifies, repairs and assembles complex rehab equipment, used by customers shown to the far left and right.

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