Scott Carson - Partner, Healthcare Investment Advisors

Scott Carson is an investor in healthcare technology platforms, primarily transactional platforms. This involves connecting customers to sales reps, manufacturers, and service providers. After the initial investment Scott then moves on to operating them. The key focus to that is known as MRP which is completely focused on connecting representative to customers.

Scott is currently managing several companies through Healthcare Investment Advisors. He has 30 years of specialized healthcare transactional experience across the marketing, business development, sales, and management sectors

Scott Carson and his family moved to Park City five years ago from the southwest Denver area, and “the move has proven to be one that was well suited to our family of six,” they said. “Our goal was to raise our children in a smaller community.” Mr. and Mrs. Carson have been married going on 27 years. They have enjoyed all that Park City has to offer from the skiing, dining, outdoor activities and welcoming community.

How did you get started in this business? What inspired you to start this business?

I got started in this business because I saw how inefficient the distribution channel is and continues to be today. Medical equipment, for instance, is sold directly through the manufacturers to customers or independent dealers to customers. A comparison to that would be before there was Home Depot or Lowes, there was a lumber store and then a bolt store and a plumbing store. Big box retailers in all different sectors have found efficiencies by centralizing distribution and that has not happened with medical equipment in healthcare it is still sold in a very fragmented way.

I saw that and it has continued for many decades. So, the investments and the technologies we’re developing are all related to creating that efficiency that doesn’t exist.

How do you make money?

I make money by taking fees for making those connections or if we made investments by those investments growing in value.

When you were starting out, was there ever a time you doubted it would work? If so, how did you handle that? 

All the time and never. If you are a founder; I think there is a big difference between founders and entrepreneurs. For example, all entrepreneurs are not founders but all founders are entrepreneurs. If you’re a founder and you are taking on any big challenge risks and face that failure that ultimately is almost always imminent and guaranteed you can’t have any fear that you’re going to fail. If you really truly believe that you are going to fail you wouldn’t do it.

So, no, you don’t really believe that bad things are going to happen but as you’re going along bad things happen all the time and you second guess and doubt yourself as these challenges come your way. But you can’t tell anybody, you can’t admit it.

What is one marketing strategy (other than referrals) that you’re using that works really well to generate new business?

I think people underestimate the power of eBay.  eBay has about 172 million worldwide customers and people consider it to be what’s called a practical and collectible marketplace.  Collectible being stuff like beanie babies and practical being gold clubs.

eBay is actually a powerhouse when it comes to search engine optimization. I don’t think people really appreciate its global impact and how far it reaches. Especially when it comes to business and industrial. I think that is one strategy that people don’t recognize.

What is the toughest decision you’ve had to make in the last few months?

HR issues.  Always.

What do you think it is that makes you successful?

Persistence

What has been your most satisfying moment in business?

When customers are elated.  That means my team nailed it.

What does the future hold for your business? What are you most excited about?

I think if you are very smart and intelligent entrepreneur and founder of a company, I surely wasn’t one of them, you value your relationship with customers and employees above all thing. Early on I really didn’t value that but as I look forward to the future it’s all about the relationships that we create with employees and customers. That is by far the thing that I am most excited about and look forward to the most.

What business books have inspired you?

Gladwell, Howard Shultz (Starbucks), Julian Treasure.

What is a recent purchase you have made that’s helped with your business?

New desks for staff.  We recently bought new cubicles for employees in one of our offices. It’s surprising how much they appreciated a better working environment. We see this from companies all the time having the right technology, desks that go up and down, how much they appreciate that more than anything.

The desks were something that we did to create more efficiency in our workspace the collateral benefit that we didn’t expect was how much they appreciated it.

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