It is no accident that Vinny Baratta’s career has been in the medical field. Vinny’s dad was a physician as were his dad’s 4 brothers. The five MDs practiced medicine together in the Baratta Medical Center, becoming quite prominent in NY and a local business success. Vinny is the oldest child of 4 and the oldest grandchild of 18, many whom are in the medical profession. He attended La Salle Military Academy and graduated from the University of Tampa with a BS in business. Torn between becoming a doctor or going into business, he went to work in the Baratta Medical Center to find his way. One day in 1982, a patient came in with a broken wheelchair and Vinny fixed it. Shortly thereafter, Vinny decided that his calling in life would be to help disabled persons in need of products and services. In 1983 Vinny opened a home medical equipment (HME) company. This sales company quickly became a success - the first of several which he built sequentially. Yet Vinny recognized something was missing from the HME sales business model. After 34 years, Vinny conceived of a new model HME. He chose to construct a medical equipment repair, rental and sales business, focused on helping people increase their quality of life and independence. He recognized that the best way to reach people across America was to franchise business locations across the country. That is the Mobility City’s “Win-Win” philosophy. In 2018, Vinny and Diane awarded their first Mobility City franchise, and within 3 years they reached 51 franchises awarded across America. Today, Mobility City franchises concentrate on courteous service, repairs, rentals, and sales of mobility equipment. Vinny and Diane are not done as their reach now covers 100 million Americans; and there are another 240 million in America to finish this journey. And an incredible part of this story is how Diane and Vinny crossed paths well before they were building this franchise business together. In 2015, Vinny’s store was always open on Saturdays. One Saturday at around 3 pm, a woman called and asked for help; her husband’s scooter was broken, and he was dependent on it. “I told her that repairing mobility products is what we do. My technician went to her home the same day, and we changed the batteries in her husband’s scooter. He was mobile and independent again and she was a satisfied customer. Later, in 2016, on a dating website I met Diane. During dinner conversation, we discovered that our paths had already crossed! Yes, it was my company that went to her home, and gave back mobility to her late husband. As we spoke, we learned that we had many things in common. We fell in love and got married! Later, in 2017, we both recognized that Mobility City was for franchising” Said Vinny.
It is no accident that Vinny Baratta’s career has been in the medical field. Vinny’s dad was a physician as were his dad’s 4 brothers. The five MDs practiced medicine together in the Baratta Medical Center, becoming quite prominent in NY and a local business success. Vinny is the oldest child of 4 and the oldest grandchild of 18, many whom are in the medical profession.
He attended La Salle Military Academy and graduated from the University of Tampa with a BS in business. Torn between becoming a doctor or going into business, he went to work in the Baratta Medical Center to find his way.
One day in 1982, a patient came in with a broken wheelchair and Vinny fixed it. Shortly thereafter, Vinny decided that his calling in life would be to help disabled persons in need of products and services.
In 1983 Vinny opened a home medical equipment (HME) company. This sales company quickly became a success - the first of several which he built sequentially. Yet Vinny recognized something was missing from the HME sales business model.
After 34 years, Vinny conceived of a new model HME. He chose to construct a medical equipment repair, rental and sales business, focused on helping people increase their quality of life and independence. He recognized that the best way to reach people across America was to franchise business locations across the country. That is the Mobility City’s “Win-Win” philosophy.
In 2018, Vinny and Diane awarded their first Mobility City franchise, and within 3 years they reached 51 franchises awarded across America. Today, Mobility City franchises concentrate on courteous service, repairs, rentals, and sales of mobility equipment. Vinny and Diane are not done as their reach now covers 100 million Americans; and there are another 240 million in America to finish this journey.
And an incredible part of this story is how Diane and Vinny crossed paths well before they were building this franchise business together.
In 2015, Vinny’s store was always open on Saturdays. One Saturday at around 3 pm, a woman called and asked for help; her husband’s scooter was broken, and he was dependent on it.
“I told her that repairing mobility products is what we do. My technician went to her home the same day, and we changed the batteries in her husband’s scooter. He was mobile and independent again and she was a satisfied customer. Later, in 2016, on a dating website I met Diane. During dinner conversation, we discovered that our paths had already crossed! Yes, it was my company that went to her home, and gave back mobility to her late husband. As we spoke, we learned that we had many things in common. We fell in love and got married! Later, in 2017, we both recognized that Mobility City was for franchising” Said Vinny.
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Franchise Consulting Services from ION Franchising
SUMMARY KEYWORDS
people, mobility, business, territory, franchisees, model, buy, franchise, started, diane, vinny, lance, validation, scooter, owners, franchising, wheelchair, call, person, repair
SPEAKERS
Diane, Lance Graulich, Vinny
Lance Graulich00:05
Hello, everyone and welcome back to another fabulous episode of ion franchising. Of course, I'm your host, Lance Graulich. And today, you know, love and business do intersect. And here, you're gonna hear that classic love story of how they did intersect. And this brand, boy, they're on a roll. Welcome the founders of mobility city, Vinny and Diane Barattta. Welcome, guys.
Vinny 00:32
Thanks. Thanks for having us.
Lance Graulich00:35
Hello, you're welcome. My pleasure. So Vinny and Diane ladies first Diane had to meet Vinnie, give us that story and and a little bit about your history as well.
Diane 00:45
Well, I come from a background of hairdressing. So this is a new industry for me for the past five years. I come from New Jersey and ended up in Florida. And excuse me, my late husband was in all mobility equipment due to his health declining. And one day in a large rainstorm as you do get in South Florida. He was in a power chair, driving home from dialysis, because he had been he had been on dialysis for quite some time and the chair broke down. So I leave my hairdressing position and I try to come to his safety. And I get him back to the house. And I call the company where we bought it to get the chair repaired. I figured it's an easy thing. You know, you got a flat tire, whatever you have they fix your battery in your car, come to find out. Nobody fixes mobility equipment, I couldn't find anyone. So I'm searching and searching and I can't I can't even believe this is happening. Anyway, long story short, I after about a close to a dozen calls, I come to mobility city, which was located in Fort Lauderdale. And I was in bulk at the time. And I get a voice which was Vinnies voice. He answered the phone and he said, Well, that's what we do. And it was laid on a Saturday and I said is there any chance that you could come up today? And he said We sure can. And he sent a technician a well seasoned technician in a wrapped van up to my home and repaired the scooter. And while my life was calm again, that gave me a lot of peace of mind. And it gave my late husband back his independence because he could no longer drive a car. Unfortunately, he passed away. And I was ready to go back to New Jersey where I belong. I don't know anything about Florida and my best friend said, Why would you do that? Let you live in the land of Oz. Everything's always colorful and beautiful. She said go on a dating site. And I say, Listen, I've been married my whole life. I don't know how to date. Again, another long story short, I go on a dating site and who pops up but a name like Vinny Baratta? And I say, Well, this is certainly what I'm accustomed to. My last name was Dale Garcia. So I'm very used to being around Italian men. And I thought, Okay, I think I can meet him for dinner. So we do meet for dinner. And at that conversation, Vinny starts telling me what he does for a living. And I explain my story. And we come to find out that you're the company that came to repair the chair, and you're the girl that was crying on the phone. And it just kind of was meant to be as people say things are meant to be. And I started working with him at the store. And I started marketing. And it started to really grow our own little store started to grow. And then he said he has a history of franchising. He said, I think this is a franchisable model. What do you think? And I said, why not? So we started it. And we've been very lucky and very successful and very blessed that we have. If if you don't mind me asking him how many do we have open at the time. This time, we're 41 locations and growing rapidly as land said we are on a roll. Very, very needed business as it's all about the graying of America. Nobody's getting any younger. And that's how it all started.
Lance Graulich04:36
Hey, Diane, that's that's a great story. And obviously, anytime anyone starts a business, whether it's a business from scratch, or you're thinking about getting into a franchise isn't the first thing people think of is is there a need? Is there really a problem and you yourself experienced it? Before you knew Vinny? You knew there was a need you You were the one making those phone calls All right, and you couldn't get the service. So I love it. I love it and Vinnie, now we got to hear from you.
Vinny 05:06
Well, thanks. Thanks, Lance. And, you know, it all started back. My grandfather came over from Italy, and they landed in Brooklyn, in the in the late 19, early 1900s. And they ended up moving out to Lindenhurst Long Island, grandma and grandpa had five sons, they became five doctors, my dad's the middle son, five doctors, five doctors. Well, now there are 18 doctors in the family with all the cousins and offsprings and, and everything. I'm the oldest grandchild, and I'm the first failure of the family. I didn't become a doctor, grandpa was a little disappointed, but I still was good. I failed organic chemistry three times. So I figured there had to be something better I, I graduated University of Tampa. And then when I got back to Long Island, I started my first Omni surgical supply. And back then there were no scooters, we were just doing Medicare rentals and stuff like that. And then we grew the homecare America, which was a I wanted to create a superstore, like Home Depot's. And it ended up that the Catholic Health System ended up buying me and to 1998. And I moved down to Florida in 2000. And then I started mobility city. Because I thought it was any, some people call South Florida God's waiting room. So I wanted to fulfill the need. And it was great. So I made things a little bit different because now we were added a surgical supply mentality and add of the medical supply mentality. And I wanted just to refine the model to be mobility, right. So you can buy compression stockings and adult diapers and braces and supports and diabetic supplies online. And I just felt there was no need for that. But people need mobility equipment to have their independence and a better quality of life. And that's where we, we built it. And we put in the racetrack so people can test drive their units, and and it became very, very successful. So we just evolved from there. And then I had the luck to get that call on a Saturday afternoon that Diane, her husband was in need of some repairs. So so that's that's how it all came together.
Lance Graulich07:42
That sounds like a story of fate for sure. So just to be clear, so the listeners totally understand this scenario with mobility city. Obviously you heard in the story, everybody heard in the story that you do maintenance and you do repairs. And you have how many national contracts in place at this point.
Vinny 08:03
We have 90 National contracts we through through the manufacturers we service walmart.com walgreens.com cbs.com, one 800 wheelchair, probably about 40, Amazon sellers, and eBay sellers, where they need a connection, they need a a good company to deliver a scooter powered chair lift chair to a customer that is out of their reach and have a successful delivery. The first thing the senior will say is that, you know if I don't know how to use it, I want to return it. So they had a very, very high return rate. And we were able to lower that in double digits. So so that was really, really important. And that's what US made made those grow really big. Typically white glove delivery is to men in a truck with no deodorant, and they delivered the refrigerator. And then they delivered a washer dryer. And then they want to deliver to an 82 year old woman, a $2,000 scooter that she bought online. And it just didn't work out that way. So we're more focused on white glove delivery and warranty non warranty work.
Lance Graulich09:18
Love it. Now that sounds awesome. So let's talk a little bit about your selection process for franchisees, who are you actually looking for? You obviously have a lot of franchisees in place. You award large territories, lot of opportunity for growth. Talk a little bit about the you know, the model that you have, you know, it's not just mobile, there's obviously a show room. Talk about territories and again, who you're looking for, and who you're not looking for, for that matter.
Vinny 09:48
Yeah, well, we'll start with who you are. We'll start with the model. So it's we like million person territories. We'd like people to scale and grow and in that territory once you purchase that franchise You see, okay in that territory, so it could be Las Vegas, it could be Maricopa County, which is, which is you know, Phoenix. So in that in that territory, you can put up multiple locations without additional franchisees, which we feel is very, very fair, as opposed to other franchises where you buy the dirt, and then every time you put up a location, you have to cut down on the check. So we like million person territories, in more rural areas, 600,000 works for us. Our franchisees are based on the multiple population. So it's a very fair balance to what what you're owning. And then you'll have this showroom that's branded with a with a very unique look of Home Depot, Pergo, floor LED lighting murals on the wall to make you feel comfortable of the community you're in, that's a landmark and our famous racetrack, right. We have 28 different products on the floor. And we provide 16 different services, you're required to have one van to start. And our whole focus is to break even in month 345 Or six. And we feel that that's the first hurdle to feeling that you made the right investment is when you go from the red to the black.
Diane 11:22
So Lance you mentioned Who are you looking for? Who are you not looking for, we're looking for anybody that has an entrepreneurial spirit, somebody that wants to be in business for yourself, tired of maybe working for an airline, tired of being a school teacher, just tired of making money for a large corporation, and you go home with a little paycheck and, or whatever, and they want to be your own boss and call their own shots and put their money in their own pocket. If they have that spirit. We'd like to work with them. And we'd like to introduce mobility city and show them how profitable a business like this can be. This is not the kind of business that you wake up and say, oh, I want to I think I want to fix wheelchairs and scooters. But we rely on well seasoned people like yourself, okay to introduce our model as something that's very much needed throughout the whole country. And people gravitate towards us because of a few things. And number one is I think this is this is very, very important. Our model, we answer our phone, when the phone rings, you get a person, a real person that says yes, we can help you. And when you're if you're a disabled person, or you're in need like I was through my late husband, and somebody says yes, we can help you. That gives you a peace of mind. And let you know that you've finally gotten to the right number, not that you're pressing number 18 And leave a message and nobody even calls you back. Yeah, let's do that.
Vinny 13:05
Lance just a just a top to come on to that. Really, what what we're seeing is people call us, and they have a challenge. They have an issue, right? So their independence has stopped, the quality of life has gotten worse because they can't move. So this is what we hear, I want to I want to go to church, I want to I want to go to the mall, I want to shop, I want to just go get the mail, I just want to get to the bathroom, and the kitchen. So you know when you listen to these people, and sometimes it's a repair, which is great. A lot of times it could be a rental because I had a hip replacement or a knee replacement. I don't want to own the product. But I just wanted for six to eight weeks which our rental businesses unbelievable as far as reoccurring revenue goes. And then most of all, you know, dad had a stroke, Alzheimer's, Parkinson's, and then they say, You know what, I really need to buy a good lift chair that I can live in. That'll help me to stand up and get out. So we always talk about solving people's life challenges. And our model is more of a show Intel, right? You're going to tell me your problem. And I'm going to show you products that could help solve that problem, and you'll make the decision. So it's really not a high pressure sales job because people know what they want to accomplish.
Diane 14:32
It's all about quality of life, you know a little bit that we can show them, whether it be a simple Walker, or a scooter or a power chair that actually enables this person to go around the block or go get the mail by themselves or go down to the dining room if they're in a facility. It just changes their quality of life. And I gotta tell you, when you put that smile on their face, it puts a smile on our face. So You do earn a living doing it, but it's you, you have to feel it in here. This is a feel good business.
Vinny 15:07
And I'm gonna, I'm gonna say it's a goosebump business, because you'll see people come in that are, you know, sometimes desperate sometimes in need. This is not Medicare covered products, Medicare only looks at necessity not luxury, and they need products that really are more in the luxury side than anything else. And, and you know, so you're looking at that and you're saying, gee, at the end of the day, I filled up the register with good revenue, I'm profitable. And I helped 14 People today. And that makes me feel
Lance Graulich15:45
really good. Yeah, Vinny, and Diane, everything you said, You guys are just spot on. I love the information you're giving everybody that's listening now. It again, it goes back to what I said earlier, based on need. So many people that come to me that are looking for a business, I had a call just before I got on with YouTube today. And someone said I want something with without a lot of competition. So many people are so fearful, you know, you do a burger place. Well, there's already so many burger places. And the bottom line is, there tends to be room for everybody. If you perform well, and you provide that service, but especially in your business, you guys are dominating this, you guys are the obvious player with all the national accounts with all the all the way with all the large territories. And obviously, that's why you know, we did a deal recently, which I'm very proud of. And let's talk about the process now. So once people are introduced to you, and eventually there's also include validation on this process, because there are a lot of people listening that are interested in their own business, they don't necessarily know whether a franchise is right for them, but they're certainly on the edge of their seat listening to you to right now. So when you especially get to the validation piece, and you have an opportunity to talk to proven operators that took the leap before you, you know, it's it's pretty satisfying to hear that people are happy people are making money, you can actually make money in this business. So walk us through your process, from, you know, from start to finish.
Diane 17:29
I'm the very first point of contact. So if someone like yourself, Lance, if you register a client that wants to be introduced to mobility city, the first thing I do is I get on the phone, okay, I don't email them, I make a phone call. And I want to speak to the person that's interested. And I have my little questions I introduced myself, I said, Listen, this is just a 510 minute call, I'm just wanting to introduce you to how this protocol works for you to get involved into mobility city, because it is a process like every other franchise, and I just want to say that I'm the CEO of the company, my husband is the C, he is the CEO, COO. And, you know, we I In other words, I like to find I have my group of questions that I like to ask before I introduce them to Vinnie to see if it's gonna be a good fit. So I asked my little questions, I get to know a little bit about your background. What have you been doing? What do you do now? And of course, I have a very important question that I asked, and I say, are you married? Whether it's a male or female? And if they say yes, I quickly asked, What does your spouse think about you leaving the business that you're in and your paycheck and getting into your own business, like mobility city? And if I hear yes, they want to join me? Yes, they like it. I like yay. I love to hear that. I love to hear that. Not that we can't work beyond that we can but that's a that's a big green flag. So it starts there. And then I say, Well, the next step is I'd like you to meet my husband Vinnie on a zoom call, and he will do the PowerPoint presentation. And you will see what the model of the company is all about. And that will take you anywhere from 45 minutes to an hour. So certainly if you want to invest in your future that's worth getting in front of for an hour and you're meeting the founders of the company. We don't have a sales team. It's just Vinny and myself. And then I introduced them to him. He does the PowerPoint presentation, and it goes from there.
Vinny 19:52
So we have a very streamlined process that we built that we believe if you don't like it or you don't feel it in 30 days, you haven't wasted any time. So we start with the initial PowerPoint, which is a 30,000 foot, dive into the model. And I always say to people, if you want to talk about revenue numbers, on day one, you're not our customer, because you don't understand the model. And the model is a lot different than owning a lot of food based models, window cleaning, bone chasing models, and so on. We have a very unique model, we take care of people every day. So you'll have that initial PowerPoint. And then if you like everything that you see, the following call with me within a week is all about your territory, your startup costs, your ongoing tours costs, your working capital, after doing 40 of these, I really haven't drilled into very accurate numbers. And then from there, if you really like it, you'll have three director calls, because we want you to understand that there is a whole support and mechanisms behind Diana myself, so Director of Operations, Director of Marketing, and director of national accounts, so you're spending 30 minutes with them, that if you like that, you'll do three validation calls or four. And then Dianne always require you to do a discovery day. And I'll have died talk a little bit more about that.
Lance Graulich21:28
So Vinny, hold on one second Diane. So Vinny on the validation calls, how do you guys do it, you give them a list of the franchisees and call and say call, call three or four however many you want to talk with?
Vinny 21:39
We in the early days, we did that? And then we found that that there were people poaching our model, right? They call up an owner? And they'd say, okay, gee, you're really, really good. I'm interested in mobility city. What is your unique feature? And they'll say, Well, we're service based guys, or whatever. And we have this and that, and we found out that people were trying to steal and and get into our model.
Lance Graulich22:07
So your secret sauce? That's right,
Vinny 22:09
right. So what we did was we created a password, Diane will issue you could pick any franchise you want, we like to keep them relative to the size of the territory, or maybe they want maturity, some will say I want the oldest, I want a middle and I want the newest guy, and to see what the onboarding process is. So we'll give them a password. It could be wheelchair, it could be orange, whatever it needs, they don't
Lance Graulich22:35
don't divulgedivu the passwords while they change. He changes everything. I'm kidding. Okay.
Vinny 22:41
So anyway, so that's what we do. And we we never talked to the owners about manipulating the the validation call, just tell the tell the good, the bad, the ugly. And I always say this to the oldest validations were important to you, when you were looking at mobility city, so give them the respect and the courtesy. So therefore they can get into a good validation call for yourself and the owners respect that. That's that's the position that we take. But we don't we don't manage the validation course. They're free to ask whatever they want.
Lance Graulich23:23
I certainly know you have excellent validation. Go ahead, Diane,
Diane 23:26
after they have done their director calls, then I step in again, and ask them How did everything go. And if I get all green flags, and they say, I'm really liking it, I suggest to them, I say I think the next step should be a discovery day. Because if I put myself in your shoes, and I'm investing my hard earned money into my new business, I want to meet the founders, somebody that I'm going to be attached to the head with for the next 15 years. So book a flight come down to Boca Raton, Florida. It's not a bad place to visit. And especially the winter, especially in the winter, and come and meet us. And I always say, you know, what's better than sitting down at a table and facing us face to face meeting the founders and see, do you like us? And do we like you? Because if that happens, then we know it's a go.
Vinny 24:28
Yeah, after the discovery day, we recommend that they put down a $10,000 deposit, which is refundable if they can't get financing. Okay, so so it takes the territory off the map, because at that particular time, you're going to form a corporation. You're going to start hiring a a real estate person to look for locations. You're making investments into Different things, you're rolling over your 401 K, you're getting a home equity loan, whatever it may be. And if you have somebody impulsive, that really wants that territory like Las Vegas like we did, Justin put down the $10,000 deposit. And he said, Now I could start having peace of mind on working on my model and getting it to where I want to be. Because franchising is good. That's, that's the bad side of franchising, right? Where we're just guys will just whoever cuts the check first gets the territory. So we try and work a little bit differently. We have some courtesy and respect for that person, that candidate.
Lance Graulich25:42
Well, and you know, what I love about both of you is I tell people having been in the franchise world almost 30 years, I tell people, let me let me switch it around. When people ask me, why do people fail in franchises that buy franchises, a lot of times, they were not vetted properly. And the franchisee is essentially a mismatch for the franchise that they chose. Somehow they got in, and they never should have been allowed to get in. It's kind of like a bad marriage. People, bad marriages don't work and business relationships, like franchises don't work. And it's the people it's not the brand. One of the beautiful things about franchising is that, you know, you have a Franchise Disclosure Document to go through, you have an item 19, you have validation to go through, you have all the steps to make sure it's right for you. And so there's no excuse for you not to be at least an average franchisee, right.
Diane 26:49
So you're absolutely right, Lance. And if you want to say, you know, why do some people fail at franchising? It's a simple, it's a simple solution to this, it's distraction, they become distracted, if they become distracted from the recipe. And we do have a recipe just like McDonald's and Wendy's and Burger King, we have a recipe, and I encourage them to follow it. If you get distracted. And you say that what like if you want a McDonald's and you say, Well, I'm not going to sell french fries, I'm going to sell onions, don't change the recipe, or I'm going to change the oil. Right? Don't don't do it because they know what works,
Lance Graulich27:34
follow trust the process and follow the system.
Diane 27:38
The process, and if you stay on stay on that track, you will be successful.
Vinny 27:44
The thing I always get asked a lot, Lance is what is the day in the life of an owner? Yes, please hear that. And we focused on that we talk about what an owner's responsibility is to this business? Are they glued to the business 24/7. While we say yeah, in the first year, you need to be you made the $250,000 investment and you want to you want to open up your location and you want to go to Aruba for a week. I you know, I don't know if that works, right. But that's your call. That's that's that's the owners call, but we'll recommend it and we try and say follow the process. And we're going to teach you what is the day in the life of an auditor what their responsibilities are to work on the business, not in the business, know what the truck does know what the people do taking rental agreements and so on. So
Diane 28:38
Lance, you know, you're perfect, you are so right when you say make the right connection, and I want to say from Vinny and I, we've become very selective about the people that we choose to join mobility city, because it is it is a it is a proper connection that you need to make. And and I do find that out on the very first call. Like I said, I'm the first point of contact. And if I get something that says to me, Oh yeah, that sounds good. And so let me what when do I take the vacation? When do you take a vacation? I already know. This could never ever happen. Because this person is not focused in on their business. Anybody that's out that's going to purchase a new business. You better think about 24/7 getting that off the ground are you gonna have vacation? Of course you're gonna have vacation that's not should shouldn't be your top of mind for the first year.
Lance Graulich29:38
No, I love it. And you know what Vinnie said earlier about the ramp up period one of the most common questions that I get working with people every day on options for them for their that you know, that fit them fit their personality fit their needs fit their investment level, almost everyone says, So when do I start making money? And they do have the right attitude most people regarding it's okay to work hard, because remember the old expression, most people would rather work 80 hours a week for themselves than 40 hours a week for anyone else. Absolutely. At the end of the day, this is your future and your future freedom that you're building. And I love that that Vinnie is very well aware. And so are you Diane, on ramp up period? Because people want to know, when they start breaking even because what's after breaking even making money.
Vinny 30:31
Right? So let's, let's Let's just touch on that for a second. Yeah. So the good thing is after training, your truck is branded, we have a 12 week to open cycle. And you're going to come in, let's say week five, and you're going to come to training for that week. The next week, when you get back, of course, your take is going to be a training with you, we start what's called a soft lunch. And that's all the national accounts, we want you to get into game, stop playing ball and generating revenue. And we'll we'll see people that don't have the brick and mortar location open yet, and they're getting 2345 service calls a day from the manufacturers in the areas. So we we feel that that's very, very important. And then let's talk about the revenue and how we get you to cashflow positive a month 3456. Okay, so you have a, you have a repair program already underway, that's probably been going for five or six weeks, and you're getting three, four or five repair calls at about $300 a repair call, then you have rental business coming in. And your rental, our rental model is that your breakeven in month two. So if you buy a wheelchair for $90, you're going to easily get $75 a month for rental. Then when you open up your brick and mortar, you're going to have the best showroom with the best selection with the best marketing program with the best google adword program, everything that we support you on as being turnkey. And now revenue was really starting to kick up. Then after that we have facility work, right? So we go in the facilities, and we clean wheelchairs and repair their wheelchairs in what's called a wheelchair graveyard. So we show owners how there are six solid revenue buckets in your ramp up period to get you going. And then it just becomes ongoing maintenance for those things.
Lance Graulich32:39
I love it. People love multiple revenue streams. Everybody's talking about it today.
Diane 32:44
Force.
Lance Graulich32:45
So this is all this is all amazing. And you've given us loads of great information. So what are the hottest territories you have that you want to sell tomorrow that are still available off the top of your head? Just a few yet New Jersey? New Jersey, we got to sell New Jersey? anybody? Anybody from New Jersey out there? Let's do it.
Diane 33:08
We're gonna race New Jersey, and we have yet to find the right fit. And like I said, we're a little fussy, okay, but New Jersey, I say if you buy if you buy one county in New Jersey, guess what, in less than three years, you probably own the whole state. So yes, I'm on on New Jersey,
Lance Graulich33:28
I have a great guy for New Jersey, I'm gonna call him when we're done here. So by the time this recording gets out, we'll see what happens with jersey.
Vinny 33:37
So there are other really great areas out there. Boston, Massachusetts, we get a lot of requests for, you know, we'd like to fill the the Maine Vermont area. And the good thing about that, Lance is we are open minded to where one owner on certain states could own the whole state. So we had a franchise owner that purchased Boise, Idaho, and he got into the business and he got a great experience from us. And he called us one day and he said, What would it take to buy the whole state we have a very simple formula for that fairly reasonable and he said, in year two, I'm going to put a second location on the east side, Idaho and year three, I'm going to put on the north and we said you know what, you're all kind of guy and you're on the state. Delaware's the same thing. I love it a month can be the same thing. Main can be the same thing. The Dakotas, Montana and so on and so forth. So we're in that mindset like Justin is, is considering buying all of Las Vegas and putting a second location up in Reno. So you have Birmingham Alabama, you have Cleveland, you have Raleigh yeah have Atlanta. Yeah have Cincinnati.
Lance Graulich34:56
She got you got plenty of territory even though
Vinny 34:59
territory He's available. And we have, we have a good footprint right now, which makes everybody feel good. And we continue to grow it.
Lance Graulich35:10
I absolutely love it. So final thoughts, final words of wisdom for people listening, not just about mobility city. But look, you guys are great franchisors that other people look up to in the industry. What, you know, people listening, people are so scared if they've been a corporate person for years, sometimes it's so hard to make that first step. How do you get out of your own own way, so to speak? How do you get out of that comfort zone. So final thoughts from both of you on all of the above,
Vinny 35:41
I'll start to say, thank you, Lance, for having this podcast. It's great. And we love telling the story, we get a little fired up about it. But here's the thing, Vinny and Diane, founders, owners 100%, stockholder of the company, are presenting the franchise to you, we're not selling it, we're gonna present it to you, you're gonna work with us all the way through, when you purchase your franchise, we're still there all the way. We're not commissioned sales, people just looking to start hook you. And we really feel that we're going to give you a turnkey model that can be profitable in a very short period of time with three employees. And so even just three employees, something that differentiates you in the community from everybody else, no matter what's out there, and it gets a lot of recognition.
Diane 36:39
And I would say my, my closing thoughts would be if you're tired of working for someone, and you have that spirit of being an entrepreneur, which means you want to invest in yourself. And if you feel that you can invest in yourself and be successful, then you should look into franchising, because it's a proven system. It's in place. It's a turnkey, we help you with we hold your hand every step of the way. And we're happy and proud to do that. Because we know what works and what doesn't work.
Vinny 37:18
And that franchise slogan, you're in business for yourself, but not by yourself is what we live by. And we really believe that anybody that that meets Diane, and I will get an amazing experience. And they'll they'll be able to put their head on the pillow at night and feel very comfortable about the investment that they made. Because this is the right business model for the right time for the graying of America for all the disabled people out there starting with our veterans and going to you know, people young and old because everybody gets injured sometime in life.
Lance Graulich37:58
Absolutely. Well, thank you so much Vinnie and Diane. Amazing. Love, love seeing you guys and let's do some more deals. And for those listening mobility city, you're here to hear from Vinny and Diane, thank you both talk to you soon. Okay. Have a great day.