Our Information Gives You Power
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.
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
- Hospice Visit Activity Report
- Demographics Report
- Deaths By Primary Diagnosis
- Hospice Level/Site of Care
- Length of Stay
- Referral Source / Discharge Disposition
- Hospice Market Profile Graphs
- Hospice Forecast
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
- Home Health Market for Hospices Report
Account-Specific Strategy Development
- Medicare Hospital Discharges by DRG Report
- Medicare Hospital Inpatient Deaths and Hospice Referrals 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 – 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:
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.
Hospice Visit Activity Report
This report details hospices’ number of visits per week per patient by discipline: Nursing, Social Work, Physician and Home Health Aides. It also shows visit levels for patients residing in various hospice settings of care – Home, Assisted Living Facilities, Nursing Homes, Hospitals and Hospice Residences. Report users can now quickly compare their level of one-on-one care to competitors and market norms. Click here to view samples.
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.
Referral Source / Discharge Disposition
This report details two different areas of interest – from where was the patient referred, to what hospice were the referred and what was their disposition at time of discharge. The source of the referral information in the report can be very useful in understanding from where a competitor is getting business and what growth opportunities may exist. Click here to view samples.
Hospice Market Profile Graphs
Because many individuals can more easily grasp trends and differences when data is presented graphically, this Medicare local market profile report set is accompanied by a series of county and regional (multi-county) graphs, which visually display our data. This will enable some report users to quickly understand differences between their organization and their competitors. Healthcare Market Resources continues to offer the broadest array of options to work with our information easily, depending on how deeply you want to delve into it. The graphs/charts include:
Click here to view samples.
The purpose of the hospice forecast product is to allow users to forecast the demand for Medicare hospice services in any county or set of counties in the United States. Healthcare Market Resources takes the value of its data deeper into an organization’s management process by providing a forecast upon which a strategic plan can be based. The forecast utilizes 5 years of data and starts with the annual Medicare enrollees for the desired geography, calculates the number of enrollees who died each year, and then the number who died on hospice services. With these death statistics, total hospice discharges are determined by adding the “alive” discharges. Lastly, the days per discharge for the geography is applied to determine the number of hospice days that were billed for each year. In addition, the forecast includes the number of Medicare patients who were served by hospice each year, so the alternative utilization benchmark of patients served per Medicare enrollment can be computed. From these 5 years’ worth of statistics, hospice activity is projected forward for 5 years. Currently, the base data covers 5 years of the most recently available data, and the projections are for the 5 years going forward from the base data. For each data element – Medicare enrollees, deaths, hospice deaths, discharges, and days – a weighted average growth rate is employed to forecast each year. The forecast is delivered in an Excel format so that users can easily tweak this forecast to account for the vagaries of their particular local market. Click here to view a sample.
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.
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.
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.
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.
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 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.