Our Information Gives You Power
Using extensive Medicare databases, we track a host of clinical and financial factors, drilling down to state, county, and even institutional levels, to gather the highest quality information in the home-health industry. This information enables our clients to precisely identify and put into action successful tactics and strategies on the county, state, regional and national levels. We package this data into our Home Health Market Profiles and Market Development reports:
A set of 9 reports that work together to support strategic planning, operational benchmarking, and sales management activities at all levels. All nine reports are offered as a package, customized to your desired local area beginning under $500. Click on the links below to learn more about the individual reports. Or, click here to request sample reports.
- Executive Summary – Home Health
- Market Share Report
- Visit Activity and Profit Detractors
- Agency Demographics
- Primary Diagnoses
- HHRG Domain Scoring
- Referral Source/Discharge Disposition
- Key Indicators By Diagnosis
- Financial Analysis
- HHRG Provider Analysis
Market Development Reports
Several different reports for account targeting and for developing account-specific strategies. Order them individually or together to develop a powerful sales strategy and prepare for sales calls to specific key accounts. Click on the links below to learn more about the individual reports. Or, click here to request sample reports.
- Medicare Hospitals Discharges by Zipcode Report
- Medicare Skilled Nursing Discharges by Zipcode Report
- Medicare Facility Market Share by Geography or Provider Report
- Physician Behavior Report
Account-Specific Strategy Development
- Medicare Hospital Discharges by DRG Report
- Hospital Readmission Report
- Medicare Facility Market Share by Geography or Provider Report
- Physician Behavior Report
Other Market Reports
Market Profiles work together to support strategic planning, operational benchmarking, and sales management activities at all levels.
Executive Summary – Home Health
This report makes analyzing your market specific data easier by listing the most important indicators from across the entire report all on one page. Starting with the regional summary metrics, you can quickly see where your organization stands out versus its peers. If the report raises an issue regarding your agency’s performance in one area, then dig deeper by accessing the corresponding report in this market’s report set. And if further investigation is warranted, look for insight at the county level, as well. To help focus your analysis, the Executive Summary provides data on your agency, your top three competitors, and market norms. In addition, a county level executive summary is also included with the same metrics and provider selection methodology as the regional summary.
Outlined below are the key metrics included in the Executive Summary:
Market Share Report
This report gives overall market share in terms of discharges, episodes and revenues. Users of this report quickly see how concentrated their market is, who is getting the financially attractive patients, and how entrenched the competition is. In our Market Share Report, we track episodes because they are the best measure of an agency’s size. We also track episodes per discharge as a key to profitability, because we know that multiple episodes allow for certain upfront costs, such as intake and business development, to be spread over a larger revenue base. We track episodes and revenues by quarter so trends in an agency’s market share—gains or losses—will be apparent. Also, seasonality is calculated into the metrics, so that it is possible to see if an agency’s pattern is unique or reflective of the overall market. With our measurements in hand, an agency could determine that the best way to improve profitability and gain market share is by concentrating on patients with chronic conditions. Click here to view samples.
Visit Activity and Profit Detractors
This profile tracks visits per episode (total and by discipline), a key measure in assessing operational efficiency and comparing it to competitive benchmarks. Home health agencies can also categorize episodes by level of reimbursement. Agencies can also compare their specific “visits” data against their competitors, and they may discover that changing their clinical practices is a good way to cut costs and increase profits. Click here to view samples.
This profile tracks patient market share by demographics, including ethnicity, gender, age and by ‘reason for Medicare.’ It may be helpful to obtain census information on the geography served and to compare the ethnic mix in the demographic data to that in the report with a view of identifying underserved populations. You can use the profile to spotlight patient categories by key demographics, such as gender and age, to determine how they link to resource level required. Younger patients and male patients, because of the likely presence of a caregiver, are less likely to need home health aide services. Click here to view samples.
This profile portrays market position, based on discharges, within widely accepted primary diagnostic groups. It can be used to uncover marketing opportunities and clinical practice improvements by primary diagnoses. A mix within groups outside the norm can be the result of market targeting or poor coding practice. If an agency has clinical specialty programs, this should be reflected in the market share with an appropriate diagnosis grouping (related ICD-9 codes), if the program is carrying its marketing weight. Click here to view samples.
HHRG Domain Scoring
This report enables users to quickly see market share by patient mix across clinical, functional, and service domains by individual domain score. It categorizes Home Health Resource Group (HHRG) codes for each full episode by its clinical, functional and service domain score. Agencies can tell if a competitor is focusing on a certain type of patient such as therapy patients. Also, agencies can tell if their patient population is clinically sicker or more functionally challenged by reviewing the portion of their full episodes that are weighted towards the higher clinical and/or functional scores. If the population is sicker or more limited, higher resource utilization and visit levels would result. This chart will also show if competitors are targeting post-acute rehab settings. And, the report highlights share of therapy cases and rehab setting referrals. Click here to view samples.
Referral Source/Discharge Disposition
This report details two different areas of interest—from where was the patient referred and where did they go upon discharge. The source of the referral information in the report can be very useful in understanding from where a competitor is getting business, while the discharge disposition information can be useful in determining levels of patient satisfaction (transfer to another agency), and other business opportunities (patients transferred to hospice and patients expired). This information is self reported by the agency. Click here to view samples.
Key Indicators by Diagnosis
This report is a further analysis of the Primary Diagnosis Report. With the Disease Grouping Analysis, the relative financial attractiveness of each segment can be seen. By portraying the key financial indicators for each disease segment, report users can determine the comparative performance on these indicators between diagnosis groups and judge their performance versus the competition and local market standards. This report, in conjunction with the Primary Diagnosis Report, can show how diagnosis mix is affecting key financial indicators. Click here to view samples.
This report presents an overall financial picture of the market and the competitors. You can make relative cost and profit comparisons among agencies. You can compare average visits per LUPA (Low Utilization Payment Adjustment) to local market standards. If visits per LUPA are high and there is a higher than normal percentage of LUPA episodes, then further investigation is warranted to determine if operational issues (delayed start-of-care and missed visits) are causing certain episodes to miss the full episode threshold. Click here to view samples.
HHRG Provider Analysis
This report analyzes all non-LUPA episodes that are billed by a HHRG code, and includes all outliers, PEPs and downcodes on the final claim for the episode. Users can see particular HHRG codes as a percentage of the total. Further, the report displays the average number of visits for each discipline, used in treating patients with that HHRG code. From that, the agency’s utilization of resources can be compared to the local market benchmarks. Clinical staff members reviewing care plan visit patterns can contrast them with this data. Click here to view samples.
Market Development Reports help home health agencies develop a powerful territory sales strategy and prepare for sales calls .
Medicare Hospital Discharges Report by Zipcode
This report details, by specific institution, information about Medicare patients who were discharged from that hospital and who reside in the geographic area studied. The report ranks in order the hospitals that have the most potential and warrant the higher levels of sales attention. Report users can compare average length of stay between similar hospitals and look for hospitals that seem to have longer lengths. This information can be the starting point for a discussion with hospital administration as to what they are doing to reduce length of stay and an offer by the agency to assist in that process. This report highlights a potential new source of referrals – hospitals that are servicing out-of-area residents. Click here to view samples.
Medicare Skilled Nursing Discharges Report by Zipcode
This report helps users identify specific skilled nursing facilities that are strong prospects, based on the number and type of their discharges. It details, by specific facility, the number of Medicare Part A patients who were discharged on an annual basis. Nursing home size is not always indicative of potential. The report keys on where the facility is located, not where the Medicare recipient resides. Skilled nursing facilities tend to draw patients from a limited area, and their discharged patients often have rehabilitation needs when they return home. Sales priority should be given to those SNFs that are highest on the rank order list. Click here to view samples
Medicare Facility Market Share by Geography or Provider Report
This report details market share for home health agencies by revealing to which agencies post-acute patients are referred from any hospital or SNF. Choose to view this report by geography or by facility. Identify your market share versus your competitors and to learn whether the facilities are loyal to your organization or a competitor. You can also identify those facilities where you can further grow your foothold, since it’s much easier to sell more to existing customers compared to developing new customer relationships. Click here to view samples.
Physician Behavior Report
The report provides detailed information for every physician, who manages/refers to home health, hospice and skilled nursing facilities in your territory. This unique report provides a decile ranking of practice size, referral level and provider market share. With this information, you can target those MD’s with the highest potential and know which doctors are loyalists and which warrant further development. Click here to view samples.
Medicare Hospital Discharges By DRG Report
This report reveals how many patients a hospital discharges to home health care, community (self care) or to a medical facility, and it also reports these discharges by Diagnosis Related Group (DRG). You can use the report to value the referral potential of individual discharge planners, determine the market for specialty care programs, understand institutional and physician referral preferences for different patient populations based on their assigned clinical areas, and base your key account strategies on facts, not perceptions. The report also presents the first-ever ‘best practices’ for nationwide hospital discharge practices, against which local market performance and individual hospital performance can be benchmarked. Available separately for every acute care, rehabilitation, long-term acute care (LTAC) and psychiatric hospital in the United States, each report is customized for a single Medicare provider number. To optimize ease of use and convenience, only the most important DRGs are shown within the appropriate Major Diagnostic Code (MDC). The report also shows the hospital’s actual length of stay (LOS) for each key DRG and major diagnostic group along with the expected length of stay, based on the severity mix. One can quickly see if the hospital is challenged in orchestrating a timely discharge. Since LOS is also revealed for home health patients, it will be apparent if these patients are treated differently. Click here to view samples.
Hospital Readmission Report
As a result of the Patient Protection and Affordable Care Act (PPACA), hospitals have become much more interested in preventing readmissions of Medicare patients to their facilities. Research indicates that many of these hospital stays could have been avoided, particularly for key diagnoses. Home health agencies and hospices can play a major role in helping hospitals lower their readmission rates. Patients under their care are much less likely to go back into the hospital than those who are home unsupported. To aid home care organizations working with acute care facilities, the Hospital Readmission Report details for a chosen hospital: its 30-day Medicare readmission and morbidity rates, these rates for its region and state, as well as the rates at the national 25th, 50th and 75th percentiles, and a best-cases benchmark. With this information, users can understand the perspective of their local hospital as it prepares to avoid readmission penalties Click here to view samples.
Medicare Hospital Discharges to Nursing Homes
This report reveals how many patients a hospital discharges to skilled nursing facilities (SNF) and othersites of care, and it also reports these discharges by Diagnosis Related Group
(DRG). You can use this information to value the referral potential of individual discharge planners, determine the market for specialty care programs, understand institutional and physician referral preferences for different patient populations based on their assigned clinical areas, and base your key account strategies on facts, not perceptions. Available separately for every acute care, rehabilitation, long-term acute care (LTAC) and psychiatric hospital in the United States, each report is customized for a single Medicare provider number. To optimize ease of use and convenience, only the most important DRGs are shown within the appropriate Major Diagnostic Code (MDC). This report also shows the hospital’s actual length of stay (LOS) for each key DRG and major diagnostic group, along with the expected LOS. One can quickly see if a hospital is challenged in orchestrating a timely discharge. Since LOS is also revealed for skilled nursing patients, it will be apparent if these patients are treated differently. Click here to view samples.
Medicare Enrollment Report
This report shows enrollment trends over a 4-year period for both Medicare managed care and traditional Medicare on a county-by-county basis within a state. Most organizations find that traditional Medicare patients are a financially attractive patient group. Because of Bush Administration policies, Medicare managed care enrollment has risen throughout the country in varying degrees. Thus, in many markets there may be a stagnant or declining pool of these more desirable patients. Understanding the trends in how seniors in your service area choose to participate in the Medicare program can have a significant impact on your organization’s marketing direction. In addition, you can use the information in this report to calculate market penetration at the county level. By comparing your organization’s market penetration to national norms and top percentiles, you can see how much growth potential is available in your market and whether you should focus marketing efforts on finding new patients or taking market share away from competitors. Click here to view samples.