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WEST CHESTER - About four years ago, Gyl Kasewurm realized she had a problem. "I was frustrated because my gross revenue kept going up, but my net revenue stayed the same," she explained
The Michigan audiologist is not alone. Like other hearing specialists in private practice around the country, she knows how to help the hearing-impaired, but is less certain about how to run a profitable business. Along with nearly 2,000 other audiologists nationwide, she has sought help from West Chester, Pa.-based American Hearing Aid Associates (AHAA).
Vince Russomagno founded AHAA in 1995, in an effort to provide practitioners like Kasewurm with collective buying power in the market for hearing-aid products, along with practice-management consulting services to help them beef up their bottom lines.
This mix has proven a powerful draw for audiologists and earnose-and-throat (ENT) physicians. AHAA has grown steadily over the years and now employs some 70 individuals, including 27 regional managers who operate nationwide.
Russomagno began selling hearing aids in a retail setting in 1983. A...