Hospitals + Data + Marketing = ...
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Hospitals + Data + Marketing = ...



Quick current event presentation for Marketing Management (BADM 3401) at GW - Spring 2012.

Quick current event presentation for Marketing Management (BADM 3401) at GW - Spring 2012.

Sources cited on final slide.



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Hospitals + Data + Marketing = ... Presentation Transcript

  • 1. Hospitals + Data + MarketingMark Silverberg - Spring 2012
  • 2. Hospitals + Data + Marketing TextMark Silverberg - Spring 2012
  • 3. “Hospitals MinePatient Data To CreateTailored MarketingCampaigns” headline
  • 4. The Gist 4■ Hospitals are increasingly mining patients’ health and financial records to market specialty services ■ 20% of US hospitals News use “targeted direct mail to bring in additional revenue” according to According to Kaiser Health■ With the trend of (and incentives for) hospitals implementing electronic health records, this controversial practice will likely accelerate
  • 5. “hospitals cherry pick best-paying patients” 5RHN headline; original headline prepended with “Critics say”
  • 6. Viewpoints 6 targeted mailings promote patient data should not be used for needed services marketing purposes■ Most criticism cites the fact that patients with private health plans are targeted ■ private pays significantly more than government- subsidized insurance like Medicare/Medicaid)■ “Discriminatory against patients who have every right and need for medical information” - Consumer Watchdog
  • 7. Example Implementation 7■ Provena St Joseph Medical Center in Illinois■ Lung cancer screening direct mail■ Sent only to “those who had a stronger likelihood of having smoked based on their age, income, insurance status and other demographic criteria”■ 17% response rate (incredibly high for direct mail) ■ Netted hospital system $595,000 after marketing costs■ One of Provena’s other properties, St. Mary’s of IL, saw a 1100% ROI
  • 8. Not Just Provena 8■ Hospital Corp of America (hospitals in 20 states)■ Trinity Health (hospitals in 8 states, not-for-profit)■ Many smaller chains & hospital networks testing the waters after big names and small have reported very good results
  • 9. References 9■ Original article I read: 2012/2/6/hospitals-mine-patient-data-to-create-tailored- marketing-campaigns.aspx■ Cited source from news article: http:// Hospitals-Mine-Patient-Records.aspx