1. Originally presented August 2010

2. WHY IS MARKET DATA IMPORTANT?
 Numbers are the “language of business”
 It forces definition and commitment
 It destroys “myths” & bases decisions on fact, not
perception
 It gives a full perspective
 It becomes the basis of a sales plan

3. FOUR KEY QUESTIONS
 How much time should I focus on finding new
customers versus trying to gain market share?
 What is a realistic sales forecast and who is my real
competition?
 Which accounts should I be calling on and how
frequently?
 How can I gain additional business from my key
hospital accounts?

4. NEW CUSTOMERS versus
MARKET SHARE
 The decision as to how much to focus on each
opportunity, should be based on the return of time
invested.
 Need to quantify the situation
 Utilization = Patients Served
Medicare Fee for Service Enrollees

5. NEW CUSTOMER OPPORTUNITY
*Weighted Utilization=Pts Served/Medicare FFS Eligible

6. NEW CUSTOMER OPPORTUNITY
ANALYSIS
• Highest state(FL) has a utilization rate that is more
than 6 times larger than the lowest state’s(HI)
• Variation at county level likely to be as large
• As long as your geography is NOT in the Quartile
1(below 10.3%), there is an opportunity to find new
patients
• If it is easier for a referral source to give you a new
patient than to take one away from another agency

7. POTENTIAL NEW CUSTOMERS
 Hospital discharges going to facilities, instead of home
 Patients going home without any supervision
 Underserved demographics, usually non-whites
 Community-based specialty programs, such as low-
vision and Anodyne therapy

8. HOME HEALTH UTILIZATION BY
STATE
 Email: rchesney@healthmr.com to request
Home Health Utilization by State Chart

9. REALISTIC SALES FORECASTS
 To grow by adding new customers, you need to know
how big the market is currently
 Look at other markets who have already incorporated
these new types of patients
 Estimate what percentage of these new types of patients
currently and will make up of the market
 Quantify the revenue potential of these new patients

11. REALISTIC SALES FORECASTS
• Understand the seasonality of your agency and market
– Understand how much more or less than the quarterly
average that a given quarter represents. (Quarterly
average = index of 100)
– Certain geographies(Florida) and certain types of
agencies(hospital-based) have meaningful seasonal
variations
– Reflect seasonality in monthly and quarterly forecasts

12. KEY ACCOUNT TARGETING
• As a sales rep, time is your most valuable resource
• Your goal is to spend in ways which will give you the
highest return—highest commissions
• Major tool is account targeting and territory
management—which accounts you call upon and how
often. This is why you assign “A” & “B” accounts
• How often are these assignments based on the
historical records of your agency?

13. KEY ACCOUNT TARGETING-
HOSPITALS
 Need to know which hospitals care for the residents of
your service area in what proportion
 Need to know whether facilities have a length of stay
issue
 Are patients going out of your service area to receive
hospital care?

14. MEDICARE HOSPITAL DISCHARGES
Converse, Platte & Nobriara Counties Wyoming
Zip Codes: 82224; 82229; 82633; 82637; 82222; 82225; 82227; 82242; 82201; 82210; 82213; 82214; 82215
Days per Charges per
Provider Name Provider Type Provider Address Provider City State Discharges Discharge Discharge
WYOMING MEDICAL CENTER Acute Care 1233 EAST 2ND ST CASPER WY 311 4.9 20,473
PLATTE COUNTY MEMORIAL HOSPITAL - CAH Short Term Acute Care 201 14TH STREET WHEATLAND WY 310 2.8 5,839
MEMORIAL HOSP OF CONVERSE COUNTY - CAH Short Term Acute Care 111 SOUTH 5TH STREET PO BOX 1450 DOUGLAS WY 277 3.4 11,993
UNITED MEDICAL CENTER Acute Care 214 EAST 23RD STREET CHEYENNE WY 131 6.2 32,725
POUDRE VALLEY HOSPITAL Acute Care 1024 S LEMAY AVE FORT COLLINS CO 42 9.6 43,810
IVINSON MEMORIAL HOSPITAL Acute Care 255 N 30TH LARAMIE WY 26 6.3 32,339
REGIONAL WEST MED CENTER Acute Care 4021 AVE B SCOTTSBLUFF NE 16 5.4 14,877
UNIVERSITY OF COLORADO HOSP AUTHORITY Acute Care 4200 E 9TH AVE DENVER CO 6 5.7 38,645
RAPID CITY REGIONAL HOSPITAL Acute Care 353 FAIRMONT BLVD RAPID CITY SD 6 6.7 25,424
CAMPBELL COUNTY MEMORIAL HOSPITAL Acute Care 501 S BURMA AVE/PO BOX 3011 GILLETTE WY 5 4.2 8,323
BANNER BAYWOOD MEDICAL CENTER Acute Care 6644 BAYWOOD AVE MESA AZ 4 4.5 27,401
PRESBYTERIAN/ST LUKE'S MEDICAL CTR Acute Care 1719 E 19TH AVE DENVER CO 4 20.8 139,735
UNIVERSITY OF UTAH HOSPITAL Acute Care 50 N MEDICAL DR SALT LAKE CITY UT 4 11.0 44,709

15. KEY ACCOUNT TARGETING –SNF’s
• Understand which Skilled Nursing Facilities have the
greatest potential
– Residential vs. Clinical Focus
• Longer Length of Stay means patients discharged
further along in their recovery process, which means
less opportunity for therapy visits
• More dollars per discharge means greater case
complexity

16. Medicare SNF Discharges
Albany, Converse, Laramie, Natrona, Nobrara and Platte Counties Wyoming
Zip Codes: 82224; 82229; 82633; 82637; 82222; 82225; 82227; 82242; 82201; 82210; 82213; 82214; 82215; 82001; 82002; 82003; 82005;
82006; 82007; 82008; 82009; 82010; 82050; 82053; 82054; 82059; 82060; 82061; 82081; 82082; 82051; 82052; 82055; 82058; 82063;
82070; 82071; 82072; 82073; 82083; 82084; 82601; 82602; 82604; 82605; 82609; 82620; 82630; 82635; 82636; 82638; 82643; 82644;
82646; 82648
Provider Name Provider Address Provider City State Zip Days Discharges Payment Days/Disch
WMC TRANSITIONAL CARE UNIT 1233 E 23RD STREET CASPER WY 82601 3,173 330 $882,442 9.6
LIFE CARE CENTER OF CHEYENNE 1330 PRAIRIE AVENUE CHEYENNE WY 82009 10,771 231 $2,474,461 46.6
UNITED MEDICAL CENTER/TCU EAST BUILDING, 2600 E 18TH STREET CHEYENNE WY 82001 3,048 165 $807,928 18.5
LIFE CARE CENTER OF CASPER 4041 SOUTH POPLAR STREET CASPER WY 82601 5,264 151 $1,412,294 34.9
SHEPHERD OF THE VALLEY 60 MAGNOLIA CASPER WY 82604 5,122 132 $1,202,761 38.8
IVINSON MEMORIAL HOSPITAL/EXTE 255 N 30TH AVE LARAMIE WY 82072 1,022 107 $264,392 9.6
PLATTE COUNTY MEMORIAL HOSPITAL - CAH 201 14TH STREET WHEATLAND WY 82201 1,091 106 $1,121,690 10.3
IVINSON MEMORIAL HOSPITAL 255 N 30TH LARAMIE WY 82070 924 105 $264,839 8.8
CHEYENNE HEALTH CARE CENTER 2700 E 12TH STREET CHEYENNE WY 82001 5,808 92 $1,307,604 63.1
MOUNTAIN TOWERS HEALTHCARE 3128 BOXELDER DRIVE CHEYENNE WY 82001 5,580 74 $1,268,265 75.4
POPLAR LIVING CENTER 4305 S POPLAR ST CASPER WY 82601 3,905 72 $932,589 54.2
MICHAEL MANOR 1108 BIRCH STREET DOUGLAS WY 82633 1,018 43 $216,377 23.7
LARAMIE CARE CENTER 503 S 18TH ST LARAMIE WY 82070 2,389 41 $515,821 58.3
MEMORIAL HOSP OF CONVERSE COUNTY - CAH 111 SOUTH 5TH STREET PO BOX 1450 DOUGLAS WY 82633 322 37 $49,343 8.7

17. HOSPITAL SPECIFIC DATA
• Does the hospital have a Length of Stay issue,
particularly for Home Health referrals?
• What is the potential for home care referrals for my
agency?
• What is the discharge philosophy of the facility?
• How does this hospital’s home care referral levels
benchmark against industry “best practices”?
• How could my agency help this hospital prevent re-
admissions?

20. HOSPITAL MARKET SHARE
• Identify total Medicare referrals to home care
• Identify total Medicare discharges
• Identify Medicare discharges for your service area
• Your market potential = Svc Area Discharges x Total Home Care
Discharges
Total Discharges
• Your market share = Your Referrals
Your Market Potential
• Visit our Resource page for our article on “Getting a Bigger
Share of Referrals”

22. PREVENT HOSPITAL RE-ADMISSIONS
• “Top Performers” is median of 90th percentile with highest
% to home care
• “Top Performers” are better are discharge planning; lower
% going to community care/no care
• Patients going home with no care are most vulnerable to
re-admission
MINIMIZE NO CARE % = MINIMIZE RE-ADMISSION RISK

23. BONUS OFFER
 For your CFO or Quality Improvement Officer:
FREE CUSTOMIZED HOME HEALTH OR HOSPICE
BENCHMARK REPORT FOR THE COUNTY OF
YOUR CHOICE
 Email: rchesney@healthmr.com

24. CONTACT INFORMATION
Rich Chesney
President, Healthcare Market Resources
rchesney@healthmr.com
215.657.7373
215.657.0395(f)
www.healthmr.com