Brian Scherff, P.T.
Why does the business exist?
I established Excellence in Rehabilitation, LLC in 2011 to help create a new piece of equipment—designed by and made for physical therapists—that would be specific to physical therapy needs. I am a Physical Therapist (MPT) who was continually frustrated with the lack of specific equipment for physical therapy practice.
I started all this research and the desire to invent my own equipment after several patients in my clinic fell off the Total Gym exercise equipment. I had a dream to make a machine that would not only provide an income but enable better patient care. I wanted to create a multiple applications table that was sturdier and more weight-bearing than the Total Gym, Moveo, Moveo XP, or other equipment designed for exercise but used for rehab and PT.
In 2011, I started building different types of tables and exercise equipment to enable squats without the instability and fear people have of going on the total gym system.
Over the past 15 years, the physical therapy industry has experienced a higher number of weaker, more debilitated, and heavier patients. These are the patients who have difficulty using the current products offered in PT and rehab clinics. Most of the products in OT outpatient clinics are borrowed from fitness centers. This works great for our young, healthy patients but not so well for the above audiences. Thus the success of The MAT Table was born.
What makes your business different? What’s your ‘special sauce’?
I established Excellence in Rehabilitation to build and produce the MAT, The Multiple Applications Treatment Table. The Table serves 5 functions in one:
- It’s a multiple-applications workout platform.
- It’s a mobilization/treatment table.
- It’s a traction table.
- It’s a pulley system.
- It’s a tilt /inversion table.
The MAT table provides stability and confidence when used by our heavier, older, and less mobile patients, subsequently reducing anxiety, so they will achieve better outcomes and be more committed to complying with physical therapy exercises. It benefits the therapists and patients because it’s easier to get on and off this table. This reduces injury risk levels for all.
Who is involved and in what capacity?
I am the inventor and builder of the Multiple Applications Treatment Table (MAT) in my garage. I realized that existing physical therapy equipment wasn’t suitable for some of my outpatient rehab clients.
Over the next three years, 25 engineers from many engineering firms spent at least 10,000 hours helping me to refine and improve the The Multiple Applications Treatment Table. Prototypes were tested at a nursing and rehabilitation clinic and in two wellness and outpatient centers. Currently, we are working on generation IV of the MAT and selling them throughout the Midwest and East Coast.
Throughout the Growth Series, I have had many different South Haven region mentors and subject matter experts and it was free! The organization is all based on volunteers, usually business people with tons of experience. My mentors have guided me through engineering, production, marketing, website design, moral support, and so much more. All you have to do is ask.
How did you first encounter the South Haven Region Business Hub?
I’m a physical therapist, not a business major, and in the last 10 years, I’ve had 6 different business mentors contributing to my success. They have given expert advice and significant help in navigating the world of business. This is one more step in the growth of my business so when I was invited to participate, I was honored to accept. Their advice was critical to moving me to the next step in my business success – getting investors!
What did South Haven Region Business Hub help you with and how?
The South Haven Region Business Hub helped me, the business owner, to have a better understanding of business tactics and generalized advice on business basics. The opportunity to take part in the concentrated Growth Series with experts in the subject was invaluable. Each session we were guided in how to grow our business, and my mentor was available to discuss any questions I had from the sessions or about my small business growth. The culmination with The Pitch event provided the opportunity for me to get The MAT Table in front of investors and interested clinic owners.
What tactics have you executed since that South Haven Region Business Hub experience and what results have they had on your business?
Since participating in the Growth Series, I have developed three concentrated email marketing databases for the most influential PT clinics in 9 states. I have personally spoken to 6 of the 9 clinics and added the key decision maker to my sales and marketing funnel. The MAT Table website is in the midst of an overhaul with funding from WMED in Kalamazoo. I have four tables ready for delivery and project sales of 20+ tables in 2024.
What was the most valuable thing you took away from your South Haven Region Business Hub experience?
The takeaway message for me was, whether you’re a physical therapist, retail store owner, or pretty much anyone without a lot of business background who has an innovative idea, the South Haven Region Business Hub has great free small business startup or growth advice.
What would you tell a fellow business owner about the the South Haven Region Business Hub
Around 10 years ago I spoke to my first small business mentor. He expressed his thoughts and I remember the encouraging words and real-world advice. It was mentioned that the amount of work to successfully launch a business is almost always much more than anticipated. He was so right. Today, I continue to consult regularly with my mentors and know that I can always go to them with any questions or issues I’m facing.
The South Haven Region Business Hub is an organization to not only gets you started but also carries you through to success, with unbiased advice. As we approach our 20th table sale this year, I can still seek advice from the Growth Series participants and the South Haven Region Business Hub mentors.
Words of advice?
If I can offer any words of wisdom for want-to-be or growing entrepreneurs, it would be that you should expect to put 10 times more effort into your own business than you might initially think. And, also, be prepared and make sure you are OK financially if the business fails.