2025 Growth Strategies in the Complex Rehab Technology Industry

Published in Complex Rehab on June 26, 2025

The complex rehab technology (CRT) industry is undergoing rapid transformation, driven by shifting healthcare demands, technological advancements, and evolving patient needs. To remain competitive and continue delivering high-quality care, CRT providers must be agile, innovative, and ready to embrace change. In this dynamic environment, forward-thinking businesses are adopting a variety of strategic approaches to fuel growth and expand their impact.

Here are some of the key strategies CRT dealers are leveraging in 2025:

Merger and Acquisition

Although merger and acquisition activity has slowed down over the years due to the high cost of capital and fewer targets to pursue, it remains a viable strategy for some businesses. Companies may choose this approach to enter new geographic regions, acquire new contracts with payers, or gain access to Assistive Technology Professionals (ATPs) and relationships with physical therapists (PTs) and other referral sources. Despite the challenges, mergers and acquisitions can provide significant opportunities for growth and expansion.

For providers considering a future sale or merger, building business value is essential. Key drivers of valuation in the CRT space include:

Recurring revenue and payer diversity
Operational efficiency and scalability
Strong referral networks and ATP retention
Compliance and documentation quality
Technology adoption and data systems

Valuation is typically measured using tools such as EBITDA multiples (Earnings Before Interest, Taxes, Depreciation, and Amortization), discounted cash flow (DCF) analysis, and comparative market analysis based on recent transactions in the healthcare or DME sectors. Providers that demonstrate consistent profitability, low risk, and growth potential tend to command higher valuations.

By focusing on these value-building areas, CRT businesses can not only strengthen their position for a potential acquisition, but also improve their day-to-day performance and long-term sustainability.

Geographic Expansion

Expanding geographic footprint is another strategy being adopted by CRT dealers. By moving into other areas of the state or even into other states, businesses can tap into new markets and reach a broader customer base. Geographic expansion allows companies to diversify their operations and reduce dependency on a single market, thereby enhancing their overall stability and growth potential.

New Products

Innovation and diversification are crucial for growth in the CRT industry. Many members are adding ancillary products to their portfolios and exploring new areas they hadn't considered before. Examples include pediatric beds, bath equipment, and home access items like stair lifts, ramps, and vertical platform lifts (VPLs). By offering a wider range of products, businesses can meet the diverse needs of their customers and create new revenue streams.

Contract Expansion

Securing new contracts with payers or expanding services with current payers is a strategy frequently utilized by CRT dealers across the country. By negotiating favorable terms and expanding their network of payers, businesses can increase their market presence and ensure a steady flow of revenue. Contract expansion also allows companies to offer more comprehensive services to their clients, enhancing customer satisfaction and loyalty.

Technology and AI

The biggest opportunity for CRT dealers today lies in exploring and utilizing different technologies and artificial intelligence (AI) solutions. These innovations can help streamline processes, reduce the need to hire new staff, and allow companies to utilize their current staff more effectively. By automating monotonous tasks that take a lot of time, businesses can focus on revenue-generating opportunities and reduce errors. Embracing technology and AI can lead to increased efficiency, cost savings, and improved overall performance.

As the CRT industry navigates the challenges and opportunities of 2025, success will hinge on a company’s ability to adapt and innovate. Whether through strategic mergers, geographic and contract expansion, product diversification, or the integration of cutting-edge technologies, CRT providers must remain agile and forward-thinking. Embracing these growth strategies not only positions businesses for long-term sustainability but also ensures they continue delivering high-quality, personalized care to those who rely on these essential services.

Start evaluating your growth strategy today and discover how AI, new products, and smart expansion can transform your business. Contact U.S. Rehab today to help you get started.

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