“I thought long term
care was a more stable situation.”
Horizon Medical Technologies, LLC
Who he is...
Our SNALFer of the Week leads the efforts of Horizon
Medical Technologies, a distribution company dedicated
to helping health care organizations and private industry
reduce risk. Long-term care is his largest customer,
and Mike reports that business is “growing by leaps
and bounds” in Horizon’s two primary areas of focus:
fall prevention and employee drug testing.
How he got here...
Mike’s path to long-term care service was non-traditional,
to say the least. From managing computer centers in
the Pittsburgh area, he became national sales manager
for a British metals company that designed, installed
and refurbished steel and aluminum mills. A grueling
travel schedule and the general decline of the American
metals industry led him to accept a management position
with Glenmark Associates in the company’s newly formed
Horizon Medical Technologies division. “I thought long-term
care was a more stable situation,” he says, then recognizes
just how unusual that sounds.
After guiding the company through acquisitions by Multicare
and Genesis Health Ventures, Mike decided the time was
right to step out on his own. His 1999 tender offer
was accepted by Genesis, and since then he’s moved aggressively
to refocus Horizon’s efforts. “We’ve realigned our way
of thinking,” he says. “We went back to the basics to
identify our strengths and weakness, and decided to
focus on helping our clients reduce risk in every day
Why he likes what he does...
Because he knows he’s making a difference. With Horizon’s
two product lines, Mike’s happy to be helping long-term
care address its three most pressing challenges: risk
reduction, staffing shortages and tight budgets. “That’s
why our programs are taking off like crazy,” he says.
He’s especially proud of Horizon’s drug testing product,
which returns urine sample results in only five minutes.
“With the staffing problem so bad, especially in nursing,
the candidate is the one in charge,” he says. “While
you’re waiting four or five days for test results, that
person could be out interviewing with several different
With Mike’s program, not only are the results back in
less time than it takes to complete a job application,
but it’s accomplished at a fraction of the traditional
expense – cutting the usual cost from $30 down to less
than $10. “We’ve even had companies doubt our ability
because the price was so cheap,” he says with a laugh.
“It’s almost like we should charge more to make it legitimate.
But of course we don’t.”
His greatest reward...
“I guess that comes when you have a new client on board
who says they’ve eliminated 45 percent of patient falls
with our device, or that they were almost ready to hire
someone who tested positive for cocaine,” he says. “When
you hear things like that, it keeps you motivated.”
above material published through SNALF.com was reprinted
with full permissions.