Report Descriptions: Hospice

Home Health | Hospice | Skilled Nursing Facilities

Hospice Market Profiles Reports

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.

Executive Summary – Hospice Description
Market Share I Report Description
Market Share II Report Description
Hospice Visit Activity Report Description
Demographics Report Description
Managed Care / Dual Eligible Description
Death by Primary Diagnosis Description
Hospice Level/Site of Care Description
Length of Stay Description
Referral Source / Discharge Disposition Description
Hospice Market Profile Graphs Description
Hospice Forecast Description

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:

  • Discharges
  • Days
  • Revenues
  • Average Census
  • Days per Discharge
  • Nursing Home Discharges
  • Revenue per Day
  • Total Deaths
  • Cancer Deaths
  • Cardiac Deaths
  • Alzheimer’s’/Dementia Deaths
  • Nursing Home Days per Discharge
  • Discharges <7 Days LOS
  • Discharges <180 Days LOS
  • Discharges 91-180 Days LOS
  • Non-White Patient Discharges
  • Inpatient Days

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.

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.

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.

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.

Managed Care / Dual Eligible

This profile identifies which patients – by provider and by county – are Managed Care, are Dual-Eligible or are both MC/DE. The report shows how much activity there is for each segment discharges, payments and days. In addition, it shows the level of dual eligibles in each geography (county and region) and can help assess the viability of personal care services to this population. Both managed care and dual eligible organizations are interested in reducing expenditures at end-of-life.  From this report, you can calculate how large these markets could be for hospice services and the threat if MedPAC’s recommendation to incorporate hospice into the Medicare Advantage benefit.

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.

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.

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.

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.  The referral data is based on type of facility and does not distinguish between local and more distant facilities that would have served the patient prior to home health or hospice. However, we find that more than 90% of activity is in the local geography. 

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.

Hospice Forecast

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.

Medicare Market Development Reports

Medicare Hospital Inpatient Deaths and Hospice Referrals by DRG Report Description
Medicare Hospital Discharges by Zip Code Description
Home Health Market for Hospices Description
Medicare Skilled Nursing Facility Discharges by Zip Code Set Description
Medicare Hospital Discharges by Hospice Description
Medicare Skilled Nursing Facility Discharges by Hospice Description
Medicare Skilled Nursing Facility Discharges by Hospital Description

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).

Medicare Hospital Discharges by Zip Code Set Report

This report details, by specific institution, information about patients who were discharged from that hospital and who reside in the geography studied. With this report, each institution, no matter where in the United States, that discharged a resident, is listed in the report. This explains the numerous hospitals with low volume that are beyond the geographic specifications of the report.  The reporting geography of the report is defined by zip code.  Each hospital shown has its address listed and the type of institution—acute care, long-term acute care, rehabilitation and psychiatric. The report details the number of Medicare discharges for each hospital for the given calendar year, for the specific geography, average length of stay and the retail charges associated with those discharges.

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

Medicare Skilled Nursing Facility Discharges by Zip Code Set Report

This report details, by specific facility, the number of Medicare Part A patients that were discharged on an annual basis. The report is not dependent on where the Medicare recipient resides, but the geography reflects where the facility is located. Skilled nursing facilities tend to draw patients from a limited catchment area. Report requestors should be careful to specify an inclusive enough geography.

Medicare Hospital Discharges by Hospice Report

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.

Medicare Skilled Nursing Discharges by Hospice Report

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.

Medicare Skilled Nursing Discharges by Hospital Report

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.

Other Reports

Vendor Reports

Whether you are a vendor selling to the home health, hospice and skilled nursing market or a trade association / advocacy group looking to get a handle on the providers in the marketplace, the Post-Acute Prospect Report can help.  We offer a standard Listing Report, an Enhanced Listing Report and Customized Reports which can be specially developed to target your specific information needs.  More information.

Quality Measurement Reports

The home care market is no longer about what you can do; it’s about what you did. We offer the Quality Measurement Report which helps you prove you are better than the competition. The Hospice Quality Measurement Report highlights the areas in which you outperform your local competitors and lets you monitor how your competitors are doing via their PEPPER metric compliance. Leverage these data points to create opportunities for referral source meetings and market a consistent message of performance superiority.

Merger & Acquisition Reports

Whether you’re looking for merger & acquisition targets in a given geography, trying to determine where to target your market expansion efforts, or conducting due diligence, we have three different report sets that can help.  More information.