Sales survey presentation guide to identify opportunities for new business.

1. CLINICAL SALE SURVEY TOOL FOR SENIOR DINING
Account : British Home Survey Date: October 4th, 2011 RDN: Mia Siomos, MS, MPH, RD, LDN
Address: 8700 West 31st Street, Brookfield, IL 60513 Region: McFall
Type of Community:  CCRC  Independent  Assisted Living  Health Care Center
 Freestanding Skilled Nursing
CEO: John Larson HCC Administrator : Julie Aducci DON: Pam Patterson
§ ACCOUNT PROFILE
 BED BREAKDOWN
# Beds Current
Bed Type Available ADC* Comments
Skilled 13 13
Sub-Acute
Rehab 59 53
Transitional
Skilled Dementia
Assisted Living Dementia
Assisted Living 65 65
Independent 65 45
Other 20 18
Other
*ADC – Average Daily Census
 DIET CENSUS
Regular 137 Tube Feeding 2
Puree 2 Diabetic Diet 25
Mechanical Altered 5 Renal Diet 1
Thickened Liquids 2 Other Special Diets 10
Comments: Regular diet census includes assisted living and independent living residents
 STAFFING
Position # FT # PT Consulting Hours / Week Payroll By Salary
Dining Service Director 1 40 BH $48,000
Nutrition Care Manager
Certified Dietary Manager
Clinical Dietitian 1 15-20 Consult
Diet Technician 1 5-10 Consult
Other
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2. § FLOOR SUPPLIES / NOURISHMENT / SUPPLEMENT
 Floor supplies – Food available for all resident use on unit
_N/A Is this cost credited to the Department? Yes No
Current actual cost per year
Products provided fig newtons, graham crackers, applesauce, nutrigrain bars, oreos, sugar
cookies, chocolate chip cookies, goldfish
Number of times delivered daily one to where servery
Is there a par level? Yes No If yes, how is monitored or updated? Floorstock sheet
 Nourishments – Food labeled for specific resident for use between meals
N/A Is this cost credited to the Department? Yes No
Current actual cost per year
Number of times delivered daily _______________ to where ________________________________
 Supplements / Tube Feeding – Pharmaceutical products
Types of product: Jevity 1.0, Jevity 1.2, Glucerna, Nepro
Are oral supplements included in the Dining Service budget? Yes No
If yes, current actual cost per year ______________
Are tube feeding products included in the Dining Service budget? Yes No
If yes, current actual cost per year ______________
 Is tube feeding counted as a meal? Yes No
Who orders? Nursing
How is delivered? Nursing
Is the supplement served on the trays? Yes No
# of residents on supplements: Skilled Nursing 10 Assisted Living 2 Dementia_________
Is there a med pass program? Yes No
If yes, product ________________ Standard Dosage _____________Whose budget? _________
§ MEAL / MENU PROGRAMS
 Cycle Menus
How many weeks? 5 How often is it revised? seasonnaly
Is diet spreadsheet in place? Yes No Is nutrient analysis in place? Yes No
 Selective Menu Yes No
If yes, For what units? All
How are the menus generated? Word Document
How often are the menus passed and collected?  Daily  Weekly  __________
How are the menus passed and collected? By whom? Dining Services Team
How are the menus corrected for the special diets? Cheat Sheets on servery
 Meal Service  Trayline Serve to units __________________________________________________
Who serves meals? ______________________________________
 Steamtable Serve to units HC, sheltered care, independent
Who serves meals? HC( life enrichment, housekeeping & nursing) SC
(nursing) Independent (wait staff
 Wait Staff Serve to units: Assisted Living and Independent Living
 Others ___________________________________________________________
 Tray Identification  Menu  Meal Tickets  Meal Cards  Other
 Resident Profile / Cardex How does it work? Updated table posted on unit
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3.  # Residents Eating in Dining Room HC (60) Assisted (65) Independent (40) Sheltered Care (18)
 Evening Snack Program Yes No
If yes, Describe program _________________________________________________________
 Puree Program Yes No
If yes, Describe the program _________________________________________________________________
 Special Theme Meals Yes No If yes, how often? __________________________
 Activities Department Functions Using Food: Yes
 Any Complaints of Dining Service From Resident Council? Yes No
If yes, What are the complaints? Temperature, variety
 Resident Satisfaction Survey Result If Available ___________________________________________________
§ CLINICAL PROGRAMS
 Weight Monitoring Program Yes No Average % of Residents with Significant Wt Loss
_N/A_____
If yes, Describe the program: N/A consultant dietitian not available
Is the policy in place? _______________________________________________________
 Hydration Care Yes No
If yes, Describe the program __________________________________________________________________
What goes on the cart? ______________________________________________________
How often is it passed? ___________________________ By whom? __________________
Is the policy in place? _______________________________________________________
 Wound Care Program Yes No Average % of Residents with Pressure Ulcers _________
If yes, Describe the program _______________________________________________________
Is there a Pressure Ulcer Protocol in place? _______________________________________
How is dietitian notified? ____________________________________________________
Dietitian involvement ______________________________________________________
 Fortification Program Yes No
If yes, What foods are fortified? Fortified cereal, fortified ice cream and cookies available
 Restorative Dining Yes No
If yes, Who is responsible? ________________________________________________________
 Bowel Management Using Food Yes No
If yes, What is the program? _______________________________________________________
 Wellness Program Yes No
If yes, What is the program? _______________________________________________________
How often? ______________________________________________________________
Offer to what level of care? ___________________________________________________
§ CLINICAL COVERAGE
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4.  Clinical Documentation MDS / RAPs done by : consultant dietitian
Medicare MDS done by: consultant dietitian% of PPS Residents: 75%
Nutrition Assessment done by: consultant RD & diet tech
Quarterly Notes done by: consultant RD & diet tech
Monthly Follow-Up done by: none completed
Care Plan done by: consultant RD & diet tech
What is the timeline for initial assessment? 72 hours
 Care Plan Meeting Who attends? N/A
Time and days _____________________ How long? _________________
 CQI Meeting Who attends? N/A
How often? __________________________________________________
 Safety Meeting Who attends?N/A
How often? __________________________________________________
 Stand-Up Meeting or Morning Report Who attends? N/A How long? __________
 Other Meetings / Inservices: monthly sanitation audits done by consultant RD
 What Is The Average # of New Admissions Per Week? 5
 Sub-Acute / Rehab / Transitional Units What is the average length of stay? 3 weeks
Who attends discharge meeting? N/A
Average # of discharge per week 7
Discharge instruction and summary by RD? Yes No
§ COMPUTER PROGRAM Yes No If Yes, Program Name
Functions Yes No
Tray Tickets X
Snack/Nourishment Labels X
Resident Profile X
Resident Profile Report X
Diet Order Report X
Supplement & Nourishment Report X
Weight Monitoring Report X
Other Reports, specify: X
§ INSPECTIONS / SURVEYS Last Survey Reports Available? Yes No
Type of Survey Last Survey Date Dining Service Deficiency Clinical Deficiency
State Survey 2/10/11 0 0
JCAHO Survey - - -
County / City Inspection N/A
Assisted Living Inspection N/A
Other
Other
§ PERFORMANCE IMPROVEMENT PROGRAM Yes No
If yes, What are the indicators? Monitoring & reporting schedule Who is responsible?
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5. ___________________ __________________________ ________________
___________________ __________________________ ________________
___________________ __________________________ ________________
___________________ __________________________ ________________
___________________ __________________________ ________________
§ DIETITIAN STAFFING NEED CALCULATION (Simplified)
 Long Term Care (1/140 – RD Only) 31 census X 0.0071 = .2201 FTE = 9 Hr/Week
 Long Term Care (1/165 – RD w/ CDM) ___________census X 0.0061 = _______FTE = ________Hr/Week
 Sub-Acute / Transitional (1/40) 53 census X 0.025 = 1.325FTE = 53 Hr/Week
§ DIETITIAN TIME REQUIREMENTS FOR RETIREMENT COMMUNITIES (Detailed)
Average Time # Residents Actual Time Total Minutes
TASK Per Task per Month Needed Per Month
Initial Assessments includes MDS, RAPS, & Care Plans 60 minutes/resident
Annual Assessments includes MDS, RAPS, & Care Plans 60 minutes/resident
Quarterly Assessments includes MDS & Care Plan Update 20 minutes/resident
Follow-Up Notes :
Tube Feedings 10 minutes/resident
Pressure Ulcers 10 minutes/resident
Weight Loss 10 minutes/resident
Misc. At Risk 10 minutes/resident
PPS Residents 10 minutes/resident
Assisted Living Assessments / Referrals 15 minutes/resident
Inservices to Staff 60 minutes/month
Independent Living Consults 30 minutes/resident
Discharge Nutrition Instruction 30 minutes/resident
Performance Improvement Program -Completion and 2 ½ hours /month
Assessment of Results
Meal Rounds / Trayline Observation 15 hours/month
Wound Rounds 10 minutes/resident
Clerical Responsibilities i.e. e-mail, minutes, etc. 5 hours/month
Meetings:
Care Plan Meeting 20 minutes/resident
Managers Meetings 6 hours/month
Others i.e. QA, Safety, Daily Report, etc. 7 hours/month
Direct Report 1 hour/month
Networking 10 hours/month
Continuous Learning - 15 hours per year 1 ½ hours/month
Lunch Breaks 10 hours/month
Misc.:
TOTAL MINUTES/MONTH _____________
TOTAL HOURS/MONTH _____________
TOTAL HOURS/WEEK _____________
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