Wayne Nathanson - President of Qualicare

Date: JUL 23rd, 2012

Topic: Interview with a CEO

Wayne Nathanson is President and co-founder of Qualicare – a managed homecare company in Toronto. Wayne founded the company with his wife Andrea, who is a Registered Nurse and Executive Director of the company.

For almost eleven years Wayne has led the strategic development, marketing and administration of Qualicare to become the leading managed care company in Canada and is now offering franchises across North America.

Prior to establishing Qualicare, Wayne consulted with small businesses to assist them in introducing their products to new markets and developing product plans and marketing strategies to improve their market penetration. Mr. Nathanson has over 30 years of experience in marketing, sales, operations and business development.

Wayne has held management positions in major corporations such as IBM and Unisys and has also held executive positions at DataMirror Corporation and Silvon Software.

BeTheBoss.ca: Tell us about the Qualicare concept.

Wayne Nathanson: Qualicare is revolutionizing the homecare industry! We're offering medical and non-medical franchises throughout North America. Our care is nurse-managed and our unique 360° Case Management methodology provides comprehensive care, coordination and advocacy. More importantly, it is a great differentiator, a competitive advantage and it enhances our business model.

BTB: How and when did you become involved with Qualicare?

WN: Wayne's father, Nardy, was fighting a terrible battle with ALS (Lou Gehrig’s disease). Every day there was a new obstacle that required an education to handle. Through this experience his eyes were opened to the overwhelming complexities that become part of providing care to a chronically ill family member. Thankfully his wife, Andrea was a Registered Nurse and able to help Nardy and his family navigate through the challenges that arose each day.

By the end of Nardy’s life, there were 40 people involved in his care. They included doctors, specialists, public health professionals, registered nurses, personal caregivers, occupational, massage and physiotherapists as well as social workers, a foot care specialist, an ALS support team, a nutritionist, a hospice volunteer, a pharmacist and a religious leader. If it weren't for Andrea's training as a nurse and ability to manage and co-ordinate all these resources, it would have been much more difficult for Nardy.

The vision of Qualicare emerged from this grief and confusion. They combined their experiences with Wayne's business acumen and Andrea's career as a nurse to create a homecare service that focused on providing top-notch individualized and coordinated healthcare to families who want to understand the best options for their ailing loved ones. Their main goals were to provide the best quality of life for the infirmed and peace of mind for their overburdened families.

BTB: What was your background prior to joining (Qualicare)?

WN: Prior to establishing Qualicare, Wayne consulted with small businesses to assist them in introducing their products to new markets and developing product plans and marketing strategies to improve their market penetration.

In Wayne’s executive and management positions he had experience building strategic alliances and developing distribution channels worldwide. Wayne was involved with several start-up companies and helped formulate and develop marketing and business development strategies in markets around the world.

Mr. Nathanson has almost 30 years of experience in marketing, sales, operations and business development. Wayne has also had considerable experience and success establishing strategic alliances with many different companies throughout his career.

BTB: What are some of the advantages in being a (Qualicare) franchisee?

WN: Qualicare offers a competitive business model and strong processes and methodologies that you can build a viable homecare business around, with the right focus, energy and commitment. Franchisees receive thorough training and support using the latest systems and technology – and have the added benefit of getting personal attention and support from Wayne & Andrea, the Qualicare founders.

Only Qualicare offers 3600 Case Management. Our PCMs (Personal Care Managers) listen to the family’s story to understand the intimate details. This gives them the ability to effectively navigate through the healthcare system, coordinating the care options and advocating on the patient’s behalf. Canadian candidates also have the advantage of being supported by a Canadian company located in Toronto. This local presence and capability to support the Canadian homecare system and Canadian marketing efforts is a real advantage to new franchisees.

BTB: Who is your ideal franchisee?

WN: While no medical background is required, we require a business management and marketing background, with an entrepreneurial spirit. The attributes that we think are needed in order to be successful with a homecare franchise include:

  • EXCEPTIONAL LISTENING SKILLS -Your position requires that you listen carefully to the patient, their family and to all resources on every case.
  • ABILITY TO BOND - Your business is based on relationship-building, with your clients, your caregivers, your referral sources and your associates. Clients will entrust the quality of their lives to you and will look for meaningful connections.
  • ABILITY TO LEAD - Leadership goes beyond knowing what to do. It means helping others achieve success.
  • DISCIPLINE/SELF-MOTIVATION - No one is going to make sure you get your day-to-day action items completed. You are the only one responsible for making sure you put in the necessary effort.
  • HONESTY AND INTEGRITY - Trust is built on honesty. Clients need to trust us, which means always dealing with others, with the highest possible integrity.
  • NOBILITY OF CHARACTER - Doing things right and doing the right thing.

BTB: Tell us a little about the HomeCare Market?

WN: You don’t have to look far to find proof that the homecare industry is one of the fast growing markets today. This fact, combined with our unique and comprehensive approach genuinely provides a phenomenal opportunity for someone looking to get build their own business.

BTB: What are some of the greatest lessons you’ve learned in growing this franchise?

WN: Our board is comprised of senior franchise executives who have a plethora of experience growing franchise support infrastructure and systems. I’ve been able to learn at a phenomenal rate because of their experience. One of the greatest lessons I’ve learned is how important it is to listen to your franchisees and share their experiences, as your own.

BTB: Do you have a mentor and is there someone you use for inspiration?

WN: David Novack (Chairman & CEO of YUM! Brands) because he is an exceptional leader. He’s hard-driving but has a great heart and soul. He believes in the power of positive recognition and continuous improvement. David is focused on bringing people together and obtaining the best from everyone. These are all important factors of success and making everyone feel great about being part of it.

BTB: What advice do you have for someone looking to acquire a Franchise?

WN: This business is about building relationships and following through on what you say you will do. Your contribution is leadership, integrity and a passion for being successful. If you’re the type of person who knows they can make a real difference in people’s lives, wants to become independently wealthy and has a strong management, marketing and sales background, Qualicare wants you to be part of our family.

BTB: In your opinion, why do you think that (Qualicare) would be a great opportunity for someone?

WN: Qualicare’s mission is to provide a homecare service that focus on providing the best quality of life for patients and peace of mind for their overburdened families. Qualicare provides guidance and support to ensure clients receive individual attention with the best care options available.

Qualicare has a compelling corporate culture that you will feel great being part of. Our Core Values are an important part of who we are and how we want to build a team. Those Core Values are:

  • COMMITTED: to making a difference in the lives of others
  • RESPECTFUL OF OTHERS: relationship oriented, people-centric, trustworthy & honest
  • OPTIMISTIC: excited, passionate and loyal
  • INNOVATIVE: creative, adaptive, focused on personal growth, collaborative
  • COMPASSIONATE: empathetic, caring, confident and supportive
  • STRONG WORK ETHIC: team members and results oriented