Some people know from a young age that they’re destined for entrepreneurship. Others follow a career path that steadfastly leads them there.
So it was with Jon and Teresa Andrade, the founders of Heartland Medical Solutions (HMS). The couple launched the Olathe, Kansas-based distributor of advanced imaging and surgical equipment in 2004, after Jon had worked in the industry for several years.
Jon started his career in radiology as an X-ray tech in 1991. Through a mutual friend, he began his 11-year medical sales career at OEC Medical Systems. His wife Teresa’s journey was similar. Her degree in education has an emphasis in community health, and she’s followed opportunity throughout her career.
“I’ve always done something, working and making money, taking those roles on myself. And then when Teresa and I got together, as things in our world progressed … we decided the timing was right and with the connections I had made, we could move forward with our own opportunity,” Andrade said.
Focus on Growth
Now, nearly 15 years after embracing business ownership, the Andrades have guided HMS to success with a laser-like focus on sustainable, manageable growth.
HMS represents several top companies within its industry, offering sales and services to hospitals, surgery centers and doctors’ offices in eight states. Its most recent territory expansion was into Texas and Louisiana, after building a strong base in Nebraska, Iowa, Kansas, Missouri, Oklahoma and Arkansas.
“To grow the territory, I had to first run a very solid business in a small territory,” said Andrade.
Part of building that “solid business” has been identifying and keeping good employees who know the industry and the equipment and who treat customers with respect, so they’ll continue to call on HMS.
“We know it’s a tough business, very competitive and you build relationships,” Andrade said. “Our philosophy is to create a customer for life. … We have lots of customers who call us daily that we’ve been working with for 15 years or longer.“
Andrade’s secret to finding employees who have the people skills to go along with technical and sales skills?
He says it boils down to a simple formula: “Not only do we want them to sell and teach how to use the equipment, we also want those people to be people we want to be friends with and invite over for dinner and enjoy the day with. So, you’ve really got to find people who work well with others and who are respectful to customers.”
In addition to strategically building territory and staff, HMS continuously adds to its product offering to be a total, cutting-edge solution provider for customers. Besides placing an emphasis on innovative equipment, HMS offers digital radiology equipment as well as ultrasound equipment, protective aprons, sterile drapes, imaging tables and other accessories and consumables.
“We try to stay on the front end of the technology, so we are constantly looking for the niche products that some facilities don’t have, even smaller facilities that think they couldn’t get those. For us, that’s an opportunity for growth because we can bring those solutions to them without a huge company price tag,” said Andrade.
Growth Partner
Being able to invest in the most innovative products they can offer their clients wouldn’t be possible without the relationship HMS has cultivated with Equity Bank over the years.
“Our executive, which was Alex Goodpaster, helped us keep our sights on what we needed to do, and we were able to get the funding we needed for our infrastructure and for the equipment we use every day or the equipment we buy to sell,” said Andrade. “They stepped in with a line of credit … they made it very simple for us to do that.”
Share Your Napkin Story
Some of the most amazing business stories started as an idea scribbled on a napkin.
Mark Parman, Kansas City Market President of Equity Bank, invites you to share your Napkin Story. “We not only want to hear your origin story, we can help you continue to write the rest of your company’s story,” he said.
Equity Bank is a full-service community bank with offices in Kansas, Missouri, Arkansas and Oklahoma. Our group of bankers are experienced with businesses from small to large. We take the time to listen to your story and help you design the services
that will benefit you and your business.
To share your napkin story, get in touch at marketing@equitybank.com or (913) 323-9300.
