In a recent episode of The Lab Entrepreneur Podcast, hosted by Elias Farah (CEO and co-founder of Medfar), Adam El Hosseiny shares the inspiring story of Access Medical Lab. As the current COO, Adam provides valuable insights into building a successful laboratory business, overcoming challenges, and positioning for future growth in a competitive industry.
The Founding Story: Filling a Market Gap
Access Medical Lab‘s journey began in 2003 when Adam’s parents, experienced laboratory professionals from Egypt who had built successful careers in prestigious New York hospitals, identified a significant market opportunity in South Florida. Unlike the New York landscape with its numerous private labs, South Florida’s laboratory services were dominated by large corporations like LabCorp and Quest Diagnostics.
“They saw a big gap in the market,” Adam explains. “And that was speed, service, and painless blood draws.”
With a clear value proposition of next-day results, superior customer service, and better blood drawing techniques, Adam’s parents launched Access Medical Lab in Jupiter, Florida, using their personal savings after struggling to find investors.
Growing Within the Family Business
Adam joined the family business in 2004, starting at the ground level. “I was doing anything from mopping floors on the weekend to data entry, helping with accessioning, answering phone calls—just doing everything that was needed,” he recalls. This grassroots experience proved invaluable, allowing him to learn the complex interplay between healthcare regulations and business operations.
His career progression took him through various roles—from customer service to data entry, billing, and courier services. After high school, Adam moved into sales, where his natural leadership and communication skills flourished. This sales experience provided crucial insights into operational challenges as he fielded client complaints and worked to bridge service gaps.
“When you start selling, you really want to cater to the client, and while you’re catering to the client, you start noticing operational flaws because they’re calling you with complaints,” Adam notes. This comprehensive perspective helped him transition into operations, eventually becoming COO during the COVID-19 pandemic.
Building a Distinctive Approach to Client Relationships
When asked about building a strong customer base—a common challenge for new labs—Adam emphasizes their client-centric philosophy:
“We listen to our clients. I’ve spoken with many individuals who’ve either run or own a lab, and a lot of the time they have an approach where they want to offer the products that they think are important. We have a different approach—we want to listen to the physicians, and whatever they need, we’re willing to do.”
Pivoting Through Challenges
A significant turning point came in 2017 when Access Medical sold its regional South Florida business to LabCorp. This decision forced the company to pivot toward nationwide expansion, serving all states except New York. The strategic shift required changes in marketing, branding, and sales approach.
“That was definitely an inflection point,” Adam reflects. “From there, we had to focus solely on nationwide expansion… and we were able to essentially 10X our business in a matter of six years.”
Adam identifies three pillars that supported this tremendous growth:
- A crystal-clear value proposition that differentiates the business
- An exceptional team aligned with the company vision
- Unwavering commitment to hard work
Navigating the COVID-19 Challenge
The COVID-19 pandemic presented both an existential threat and a significant opportunity. When testing volume dropped by half in March 2020, Access Medical faced a critical decision: develop a COVID test or wait out what some thought would be a brief disruption.
The team chose action, despite severe supply chain challenges. “We could not even find swabs. We had to find resources in China… you couldn’t get instruments, you couldn’t get anything,” Adam recalls. Through resourcefulness and quick decision-making, Access Medical had developed its own testing method by early April 2020.
“Had we chosen to go the other direction, like some labs did, we would have sat on the sidelines for two years without a COVID test,” Adam notes, highlighting how crucial decisive leadership is during crises.
Technology as a Competitive Advantage
One of Access Medical’s distinguishing features is its advanced automation systems. For a lab processing thousands of patient samples daily, automation isn’t just about efficiency—it’s essential for maintaining quality and speed while minimizing errors.
When selecting technology partners, Adam prioritizes:
- Reliable, robust technology with excellent quality
- Partners who share their vision for the industry, service, and quality
- Responsive customer service and support
“Any partner of ours is an extension of our business,” Adam explains, noting their thorough vetting process can take up to a year before signing with a new partner.
Building a Culture-First Team
Access Medical’s approach to hiring focuses primarily on character and cultural fit. While technical credentials are necessary for certain positions, the emphasis is on finding people with the right energy, communication style, and positive attitude.
“We invest in people,” Adam says. “We’ll take someone who just graduated high school, but if they have the right character, personality, respect, and we feel like they’re going to be loyal, we’ll bring them into our culture and build them up.”
This investment in people has paid off, with some employees who started at entry-level positions now earning six-figure salaries after growing with the company.
Looking to the Future
Adam sees significant growth opportunities in precision medicine, particularly in preventative cancer assessments and telomere testing. He envisions Access Medical becoming “the largest independent specialty lab in the country” within five to ten years, potentially acquiring another laboratory on the opposite coast to expand their geographical reach.
For entrepreneurs looking to start their own laboratories today, Adam offers two key pieces of advice:
- “Make sure you’re adding value in the diagnostic space,” starting within your local community with something unique
- “Listen to the customer” and use feedback as constructive criticism to improve services
Leadership Lessons
When asked about the most valuable leadership lessons from his journey, Adam’s response is concise but powerful: “Listen more, talk less. And roll your sleeves up with your team and show them that you’ll get right in there with them and you’re always there to support.”
These principles have guided Access Medical Lab’s evolution from a small family business to an industry leader poised for continued growth and innovation in the competitive laboratory services market.
This article is based on an interview from The Lab Entrepreneur Podcast, brought to you by LabGen LIS, a laboratory information system powered by Medfar.
Whether you’re a startup lab, an independent diagnostic center, or a healthcare professional, The Lab Entrepreneur delivers actionable strategies and expert perspectives to help you stay ahead in the industry.
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