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PATHWAYS MARKETING OVERVIEW
PETERSEN HEALTH CARE
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PATHWAYS MARKETING OVERVIEW
What is Pathways? PHC Branded Short Term Rehab
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PATHWAYS MARKETING OVERVIEW
“Leading the Way to Recovery” Medicare Medicare Advantage Private Insurance Seek out Medicare patients by presenting facility outcomes to hospitals, ACOs and physician groups. Outcomes include return to home statistics, # of therapy minutes, hospital readmission rates.
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Director of Client Services and Program Development
Petersen Health Care Pathways Census Development Teams Organizational Chart Director of Client Services and Program Development Brad Miner Corporate Director of Census Development Julie Hearst Bethany, RMD North Teri, CRC Vickey, RMD West Open, CRC TBD, RMD South – St. Louis Penny Lead CRC Amanda, RMD South 2 Jill, CRC Leanne, RMD South 3 Lindsey, CRC Kristie, RMD Central Linda, RMD North and East Pathways CRCs collaborate with and take direction from PHC RMDs and Julie Hearst. They report directly to Brad Miner, Director of Client Services and Program Development, RHB. Penny is the lead CRC whose role is to provide day to day support and supervision of Pathways CRCs and serve as communication liaison with PHC RMDs and Julie Hearst.
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Pathways Marketing Team
Open Jill Schoenborn CRC Teri Peterson CRC Lindsey Runde CRC Penny Stark Lead CRC Aledo Charleston Enfield Rock Falls Collinsville Fondulac Nokomos McLeansboro Willow Rose South Elgin Timbercreek Newman Benton Robings Manor Sandwich Toulon Effingham Rosiclare Lebanon Rochelle Gardens Sunset Cumberland Jonesboro Swansea Rochelle Rehab Kewanee Care Flora Rehab Shawnee Rose Sauk Valley Havana Arcola Westside Pleasantview LaHarpe Shelbyville White Oak Polo Cornerstone Flora Gardens Roseville Prairie Rose Marigold Vandalia
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PATHWAYS MARKETING OVERVIEW
Where? Pathways Hospital Assisted Living Independent Living LTAC PCP/Specialty Physicians Outpatient Rehab Senior Centers Executive Directors Administrators DON End User
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HOW? Med Par Competitive Analysis What is the discharge challenge?
How are we the solution? Competitive Analysis Where are the hospitals sending patients? How do we compete? Build relationships with C-Level Management to Identify the discharge need Build census by creating niche programming Build systems and physician alignment to support programming
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MED PAR EXAMPLE Patient Groups Total 609 71.4 37.9 7,422 3,807 3,616
MCR DAYS 6+ to SNF # Pts ALOS GMLOS Pt. Days GM Days Avd Days Pot. Avd $ Medically Complex (Gen Med/Gen Surg) 609 71.4 37.9 7,422 3,807 3,616 $3,188,398 Cardiology 288 27.6 12.0 2,709 1,150 1,560 $1,355,720 Total 897 99.1 49.9 10,131 4,957 5,176 $4,544,118 10% Reduction 807 89.2 44.9 9118 4461 4658 $454,412
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COMPETITIVE ANALYSIS EXAMPLE
Medicare Provider ID Post Acute Care Provider Name Patients received from Selected Provider Readmission Rate of Patients from Selected Provider Total Patients Received from Selected Market 145200 FRANKLIN GROVE LIVING AND REHAB 55 18% 69 145906 DIXON REHAB & HCC 50 75 145523 GREEN ACRES HEALTHCARE & REHAB 26 15% 30 145024 PINECREST MANOR Less than 11 - 17 145476 OREGON LIVING AND REHABILITATION CENTER 145988 TRANSITIONS NURSING AND REHABILITATION CENTER 145142 ALDEN ALMA NELSON MANOR 145615 COVENTRY LIVING CENTER 145440 NEIGHBORS REHABILITATION CENTER, LLC 145563 PRESENCE ST ANNE CENTER 145727 POLO REHAB & HCC
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PATHWAYS MARKETING OVERVIEW
Internal Marketing? Pathways In Service Share Outcomes, Med Par, Competitive Analysis Pathways Strategy Collaboration Open House Bio Boards Therapy Events
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Non Pathways Related Events
PATHWAYS MARKETING OVERVIEW Pathways CRCs Don’t Non Pathways Related Events Community Bingo Facility Bingo Supply Facility Marketing Collateral Market Medicaid and Medicaid Pending
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PATHWAYS MARKETING OVERVIEW
How does Pathways benefit the building? INCREASED Medical Sales Presence + INCREASED CENSUS = INCREASED REVENUE
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