Executive Summary
- Get trained for DOT & non‑DOT collections; set up lab and MRO services.
- Startup budget: roughly $6K–$20K+ depending on EBT device, software, site, and supplies.
- Pricing often targets ~100% markup; standard 5‑panel/DOT tests commonly $59–$79.
- Launch a simple site + Google Business Profile; execute a 16‑step local marketing plan.
- Document state licensing nuances (some instant‑testing restrictions exist) and obtain local business license.
Drug testing is a growing industry. Each year national surveys show continued illicit drug use in America. It is an exciting but complex industry: you are selling services and also providing advice, consultation, and compliant solutions. Businesses throughout the United States are concerned about workplace safety.
If you are considering the establishment of your own drug testing business, it is likely that you have more inquiries than solutions. Let us explore some of the most frequently asked questions.
What trainings and certifications do I need?
For United States Department of Transportation (DOT) urine specimen collections there are specific training and mock collections required. This prepares you to process custody and control forms. Review official DOT guidance on becoming a collector and complete additional training for hair, oral fluid, and instant/rapid testing. Consider training on sales and marketing for your new business.
Trainer vetting checklist
Do I need a license in my State?
Ask the person who is going to provide you training:
- Who trained you and how long have you been a trainer?
- How many collections have you performed personally?
- Do you have references and Google reviews?
- What national industry organizations are you involved with?
You’ll also need an evidential breath testing device (EBT) and device‑specific training with mock tests. You will need the EBT device in hand before you can get trained.
Generally, separate state licensure for a drug testing business is not required. Some states may have additional rules for facilities performing instant/rapid testing. You must obtain a local business license from your city, town, or county.
What Services should I offer?
Offer drug and alcohol testing services for employers (DOT and non‑DOT), courts/probation, schools, and private individuals. Many startups begin as collectors or a collection site and later expand into mobile/on‑site services and eventually a Consortium/Third‑Party Administrator (C/TPA) that manages employer programs (lab accounts, MRO, randoms, results delivery).
Who are my target clients?
- Small and mid‑sized businesses (e.g., trucking, manufacturing, warehousing)
- Government: cities, counties, towns
- Probation departments and court systems
- Schools and sports organizations
- Private individuals
What equipment and technology do I need?
- Instant/rapid testing devices for urine and/or oral fluid
- Lab testing accounts and supplies (collection cup, CCF forms, shipping supplies)
- Approved evidential breath testing device (EBT)
- Modern computer/laptop/tablet; scanner; email system; Microsoft 365 or similar
- Drug testing software for ordering, randoms/consortium, and results
- CRM (recommended) and billing software (e.g., QuickBooks)
How much will it cost to get my new drug testing business started?
Below are typical startup items. Actuals vary by whether you operate from home, mobile, or a brick‑and‑mortar collection site.
| Item | Low | High |
|---|---|---|
| Training, certifications, consultation | $695 | $6,900 |
| EBT device (breathalyzer) & device training | $2,500 | $3,500 |
| Computer/laptop & basic business software | $1,000 | $2,500 |
| Software startup & collection supplies | $350 | $1,000 |
| Instant testing inventory (drug test kits) | $450 | $650 |
| Collection supplies (bluing agents, gloves) | $100 | $200 |
| Website | $1,000 | $5,000 |
| Initial branding & marketing supplies | $250 | $1,000 |
Does not include lease, signage, furniture, office supplies, or ongoing software subscriptions.
How do I market my drug testing business?
We see the most failure when folks under‑invest in marketing. Your marketing efforts lead directly to sales.
Start with brand and website, then launch and optimize your Google Business Profile (GBP). Layer on local SEO, outreach, and reputation building.
Core tactics
- Local SEO for “drug testing near me” and city‑specific keywords.
- Community networking: Chamber, BNI, SHRM.
- Content engine: blogs, email newsletter, webinars; promote on social and GBP.
- Ask every satisfied customer for a Google review.
- Direct outreach: calls, emails, referral asks.
- Paid search (Google Ads) for priority services.
16 critical steps for your initial marketing campaign
Below is the checklist to follow consistently as you launch.
- List all products, services, and pricing.
- Define your service area.
- Launch your website.
- Set up your Google Business Profile (setup guide).
- Create social profiles (Facebook, LinkedIn, Instagram).
- Announce opening: press release; social/GBP posts; notify friends, partners, and even competitors.
- Get free listings (YP.com, Yelp).
- Email labs and TPAs about your collection capabilities.
- Network continually (Chamber, SHRM, BNI).
- Plan a Grand Opening (if applicable) with local press, Chamber, Mayor; promote via social and GBP; follow up with photos and recap.
- Join NDASA – the industry association.
- Test local Google Ads.
- Publish on your blog consistently.
- Promote blog posts via social and GBP.
- Build a hit‑list of local target businesses and reach out.
- Track everything in your CRM.
How much should I charge?
Pricing depends on your cost structure and local demand. Build a price list from your direct costs (device, lab/MRO, staff time) plus overhead. Many services reasonably target about a 100% markup as a starting point.
- Example: charge $59–$79 for a standard 5‑panel or DOT drug test.
- Example: charge $450 for an after‑hours emergency collection event.
Rates vary by collection location (onsite vs. clinic) and service time (after‑hours/weekend). Research 3–5 local competitors and position yourself for value, not “cheapest.”
What are the biggest challenges new owners face?
- Customer acquisition — requires consistent marketing and outreach.
- Operational systems to service customers at scale.
- Ongoing education to become the trusted compliance expert.
- Cash flow for 6–12 months while you grow.
What growth opportunities exist?
Momentum compounds: as your reputation grows, so does inbound demand. Become the local expert (keep learning, join NDASA) and expand services when ready.
After‑hours mobile collections
- DNA paternity testing
- Fingerprinting
- Background checks
- Quick‑start checklist
Quick‑start checklist
- Complete DOT urine collector training + mock collections.
- Set up lab accounts, MRO, and supply chain.
- Acquire EBT device and training.
- Stand up website + GBP + basic analytics.
- Build price list & competitor scan.
- Launch initial 16‑step marketing plan.
- Implement CRM and simple KPI dashboard.
Frequently Asked Questions
How long does DOT collector training take?
Most programs can be completed in a day, including mock collections, with certification issued upon successful completion.
Can I operate as mobile only?
Yes. Many start mobile and add a brick‑and‑mortar site later. Price onsite travel/time separately.
Do I need CLIA for instant testing?
Typically no for waived tests, but verify state rules and the specific devices you plan to use.
What software do I need on day 1?
Drug testing/consortium software, CRM, billing, and secure email. Cloud tools help you scale.
How soon can I be profitable?
With consistent outreach, many new operators begin covering fixed costs within 3–6 months.
Conclusion and Takeaways
- Education + systems + consistent marketing are the foundation.
- Price from costs; adjust for value, not the lowest price.
- Document state/local requirements and keep links handy for clients.
- Invest in tech and stay current on compliance.
For expert assistance in starting a drug testing business, contact industry expert Joe Reilly.
