Hospice Industry Reports
Our Information Gives You Power
Quality Source, Quality Data
Using extensive Medicare claims databases, we track a host of clinical and financial factors, drilling down to state, county, and specific organization levels, to gather the highest quality information in the hospice 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 Hospice Market Profiles and Market Development Reports.
Hospice Market Profiles
Hospice Market Profiles are a set of 7 reports that work together to support strategic planning, operational benchmarking, and sales management activities at all levels. All seven reports are offered as a package customized to your desired local area beginning at only $725. Click on the links below to learn more about the individual reports. Or, click here to request sample reports.
- Executive Summary – Hospice
- Market Share I Report
- Market Share II Report
- Demographics Report
- Deaths By Primary Diagnosis
- Hospice Level/Site of Care
- Length of Stay
- Discharge Disposition
Market Development Reports
Our Market Development Reports work together to help hospices develop powerful sales strategies and prepare for sales calls to specific accounts. Medicare Hospital Inpatient Deaths and Hospice Referrals by DRG is sold individually, customized to your desired local area beginning at $250. Click on the link below to learn more about the individual reports. Or, click here to request sample reports.
- Medicare Hospital Inpatient Deaths and Hospice Referrals by DRG Report
- Medicare Enrollment Report
- Home Health Market for Hospices
Ordering the Reports
Begin the process by clicking on the link below to order a complete set of samples including all 6 reports. Shortly after that, we will follow up to help you order the proper reports for your needs. You can order your reports as a hard copy or have an electronic version emailed to you.
Get Complimentary Sample Reports
Summaries of our Home Health Market Profiles and Market Development Reports:
Hospice Market Profiles
This series of reports tracks the hospice market by patients’ county-of-residence, rather than site-of-service. Because of this and the claims cut-off date, users should not expect to exactly match their internal records. Click here to view samples.
Executive Summary – Hospice
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 hospice’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 hospice, 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:
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Hospice Market Share I Report
This report contains market share data for discharges and revenue by quarter. Knowing market share enables users to better target their marketing and set realistic growth goals. Revenue per discharge, a key metric of patient profitability, is calculated with enhanced accuracy because we base the revenues on final claims data. A seasonality index provides additional insight into quarterly performance that is useful in forecasting demand or explaining changes in activity. Click here to view samples.
Hospice Market Share II Report
This report contains market share data for days, the basic billing unit for hospice. It also shows the actual calculated Average Daily Census (ADC), the measure that hospice management uses to judge program scale. Days-per-discharge, a compelling indicator of profitability that reflects whether a hospice is able to spread upfront costs over a larger revenue base is also calculated. No longer can you be misled by the “hearsay” evidence of how large their program is. Click here to view samples.
Demographics Report
This report identifies discharged patients by age, race and gender. When compared with census data, it will help identify underserved populations. All demographic information is self-reported by the hospice, and provider accuracy is not reviewed by the Regional Home Health Intermediaries. Click here to view samples.
Deaths By Primary Diagnosis
We report the primary diagnosis group on the final claim for all patients who died on hospice. Our primary diagnosis categories parallel the categories used by most state health departments to report mortality data. These categories include: Neoplasms/Cancer, Cardiac, Alzheimer’s/Dementia, Neurological, Respiratory, Diabetes and Other Nutritional Deficiencies, Kidney and Other. By comparing deaths at the county level for those individuals age 65 or older with the total deaths by disease grouping from this report, you can approximate the relative market penetration by disease type and identify potential patients who could benefit from access to hospice care. You can also identify physician types who may benefit from learning more about hospice care. Also, relative market share amongst providers may reflect referral sources for particular competitors, i.e., a high percentage of Alzheimer’s/Dementia patients may indicate referrals from a skilled nursing facility. It may also indicate what physician groups they are targeting. This report along with outside data can guide management in answering the question as to whether they should focus on growing the market or taking away market share. Click here to view samples.
Hospice Level/Site of Care
This report details the number of days billed by level of service: Routine, Continuous Care, Respite and Inpatient. Analyzing the number of Inpatient days may be useful in identifying the opportunity to create an inpatient unit or to gauge the success of a competitor’s unit. It also enumerates the number of days billed, based on the patient’s setting — Home, Assisted Living, Skilled Nursing Facility (SNF), Hospital and Hospice Residence. Report users can now determine market share within the nursing home segment, a growing site of care and an area of focus for many hospices. Click here to view samples.
Length of Stay
This report categorizes discharged patients by Length of Stay (LOS) and shows where their LOS falls in terms of industry accepted time frames. By comparing the distribution within the various categories of LOS, one can quickly see if a given hospice carries more short-term patients than the local market norm and is much more revealing than overall hospice length of stay measurement. This report also calculates the average revenue per discharge. From this, one can see the hospice’s status regarding the reimbursement cap in performing acquisition due diligence. Since these statistics are best viewed as an organization-wide statistic, only a summary report has been included in the report set. Click here to view samples.
Discharge Disposition
This report reveals the disposition of the patient at time of discharge—alive or expired. It also reports place of death and service level reported on discharge claim. For those patients who expired, their place of death is reported by the hospice itself. From the data on the report, we can infer which patients died in a skilled nursing facility. While this is not a perfect indicator for the nursing home segment, it does provide some insight into this part of the business. Click here to view samples.
Market Development Reports
Medicare Hospital Inpatient Deaths and Hospice Referrals by DRG Report
This report reveals how many patients die in a hospital or the hospital discharges to hospice or other settings and it also reports these activities by Diagnosis Related Group (DRG). With this information, you can 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. In addition, it shows the length of stay for all patients who died in the facility. Since all patients who died have a stay of at least three days, it is possible to calculate the opportunity for inpatient hospice referrals. The report also presents the first-ever ‘best practices’ for nationwide hospital discharge practices to hospice, against which local market performance and individual hospital performance can be benchmarked. Available separately for every acute care, 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). 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.
Home Health Market for Hospices
This report details the end-of-life patients that a home health agency serves, based on the patient’s disposition at time of discharge — expired or transferred to hospice. All those patients who expired on service with the home health could have been candidates for transfer to hospice. Our research indicates that, in the best-case scenario, 60% of these end-of-life patients could be transferred to hospice. By understanding a home health agency current referral level and this benchmark, a hospice can quickly assess the added referral potential of a home health agency. This information could become the starting point for a meaningful discussion, where all parties win — the patient, the home health agency and the hospice. Click here to view samples.