Market Analysis Tool Kit

In 2004 the revised 75% rule went into effect severely curtailing admissions to rehabilitation hospitals nationally. We have seen an industry average of a 25% reduction in Medicare admissions compared to 2003. Through the policy work of eRehabData and AMRPA we are working to alleviate some of these restrictions from a policy standpoint, including capping the rule at 60% and working to document and fight payment denials.

Now you can put that IRF-PPS experience to work for you. Through our consulting division, Fleming- AOD has developed a marketing analysis tool kit to assist individual providers in optimizing their census. We analyze the market, determine where potential patient volume exists, educate staff, and develop marketing plans to capture additional patients. Some recent examples of the success that our clients have experienced as a result include:

• Average daily census more than doubled in the quarter following the market analysis. January to September census was 3.53. Fourth quarter census was 7.82.
• Average daily census was 41 in 2007. For the quarter following the consulting engagement, ADC rose to 54 for a 26% increase.

This marketing package is a three-step process:

Step One: We analyze market data from your acute care beds and primary and secondary markets to determine the potential volume in your market place by Rehabilitation Impairment Category. This analysis drives a recommendation for the optimal number of beds for your facility given the competitive environment in which you operate.

Step Two: We then conduct an on-site operational review of your program to determine admission and denial patterns. We utilize that information to make recommendations for process improvement and to develop targeted training with key personnel and physicians in the facility. This training leads to greater understanding and more consistent procedures in the referral and admissions process.

Step Three: We develop short-term and long-term marketing plans for capturing more patients from your acute care, primary, and secondary markets. This includes analysis of referral sources, market potential, and your competition. The deliverable for this phase is a 60-day plan for capturing increased census and a 180-day plan for ensuring sustainable improvement.

Pricing: The cost of this comprehensive service is about the same as the reimbursement on only one or two additional discharges. If after this consultation your facility admits two patients who previously might not have found their way to your facility, this service can easily and quickly pay for itself. Plus, in most cases, you will have sustainable improvements in average daily census, which will continue to provide a significant return on this investment.

Contact Lisa Werner at (240) 386-7876 or email  lwerner [at] aod.cx  to begin the process.

What other programs does Fleming-Advanced Outcomes Design Consulting offer? »