Marketing Home Care: Reducing Hospital Readmission Rates via Home Health Care

Marketing Your Home Care
Agency as a Partner in
Reducing Hospital
Readmission Rates
Valerie VanBooven RN BSN
www.LTCSocialMark.com
888-404-1513
Copyright 2013 LTCEP 888-404-1513

Agenda/Intros
Experts
• Valerie VanBooven RN BSN – Co- Owner LTC Expert Publications
• George Novoson – Co-Owner LTC Expert Publications
• Melanie Stover - OTR/L, MBA, MS/ISM, President / COO, Home Care Sales by Power Shot
Training, Inc.
Agenda
• Medicare 30-day rule- brief overview
• Why are Hospitals and Physicians trying to reduce hospital readmission rates? $$$
• How Can Home Care Agencies Help?
• How Can YOU Market Your Agency as a Partner in RHRR?
• Conclusion/ Next Steps

Medicare 30-Day Rule
Background
Section 3025 of the Affordable Care Act added section 1886(q) to
the Social Security Act establishing the Hospital Readmissions
Reduction Program, which requires CMS to reduce payments to
IPPS hospitals with excess readmissions, effective for discharges
beginning on October 1, 2012. The regulations that implement
this provision are in subpart I of 42 CFR part 412 (§412.150 through
§412.154).

Medicare 30-Day Rule
In the FY 2012 IPPS final rule, CMS finalized the following policies
with regard to the readmission measures under the Hospital
Readmissions Reduction Program:
• Defined readmission as an admission to a subsection(d)
hospital within 30 days of a discharge from the same or
another subsection(d) hospital;
• Adopted readmission measures for the applicable conditions of
Acute Myocardial Infarction (AMI), Heart Failure (HF) and
Pneumonia (PN);

Why Are Hospitals and Physicians Trying
to Reduce Hospital Readmission Rates?
Starting in October 2012, more than 2,000 hospitals — including
some nationally recognized ones — will be penalized by CMS
because many of their patients are readmitted soon after
discharge.
Together, these hospitals will forfeit about $280 million in
Medicare funds over the next year as the government begins a
wide-ranging push to start paying health care providers based on
the quality of care they provide.

The right home care agencies understand the following:
How to monitor and report symptoms of worsening or
recurring Pneumonia.
They understand everything from oxygen requirements,
to medication reminders, good nutrition, and
recuperation periods for seniors who have just been
discharged.
How Home Care Agencies Can Help

recurring Congestive Failure.
They understand weight loss or weight gain challenges,
nutritional needs and restrictions, blood pressure
monitoring, exercise and more.

recurring Acute Myocardial Infarction.
They understand heart rate monitoring, blood pressure, diet and
exercise restrictions or recommendations, and medication
reminders and adjustments.

1. Print Materials (Leave Behinds, Press Releases)
2. In Person Networking/Meetings
3. Online- Expert Status on Your Website and on
ReduceHospitalReadmissionRates.com
All of these work TOGETHER.
How Can YOU Market You Home Care Agency
as a Partner in
Reducing Hospital Readmission Rates?

Online- Expert Status

Print Materials –Press Releases

Print Materials –Leave Behinds

In-Person/Networking
Can You Talk the Talk?
Does Your Sales Staff/ Home Care Companions/CNAs/HHAs
“Get it”?
Example: Pneumonia Monitoring
• watching for increased shortness of breath,
• monitoring for fever and increased coughing,
• providing healthy meal preparation,
• monitoring or reminding seniors about medications,
• encouraging and assisting with chores and light exercise,
• making sure the home is clean,
• making sure the patient is performing adequate hygienic self-care,
• and making sure the patient is on time for follow up physician visits.

In-Person/Networking
Can You Talk the Talk?
Does Your Sales Staff/ Home Care Companions/CNAs/HHAs
“Get it”?
Sales Insights from Melanie Stover - OTR/L,
MBA, MS/ISM, President / COO, Home Care
Sales by Power Shot Training, Inc.
www.homecaresales.com
melanie@homecaresales.com

Get Started on Being the “Expert Authority”
on Reducing Hospital Readmission Rates in
Your Local Community
1. Sign up for the Expert Authority Program through
LTCEP.
2. LTCEP Creates your online profiles, online articles,
press releases, and “leave behinds”.
3. Talk to your staff and sales team.
4. Market Market Market!! Win more professional
referrals.

Sign up for the Expert Author Program (EAP)/Facebook Program for a $250 set
up fee (approx. 50% off the usual set up) and $139 per month. (no long term
contracts, cancel at any time)
• Facebook Business Page Set Up (or integration as needed)
• Full 6 authority site set up. (18 pages of content)
• We will feed all content from authority sites to Facebook automatically.
• We provide 6 initial articles and then 1 article per month thereafter.
• 6 Press Releases
• 3 Leave Behinds for Reducing Hospital Readmission Rates
www.LTCSocialMark.com/author

Q/A
Type in Your Questions Now!
Sign up for the Expert Author Program (EAP)/Facebook Program for a $250 set
up fee (approx. 50% off the usual set up) and $139 per month.
• Facebook Business Page Set Up (or integration as needed)
• Full 6 authority site set up. (18 pages of content)
• We will feed all content from authority sites to Facebook automatically.
• We provide 6 initial articles and then 1 article per month thereafter.
• 6 Press Releases
• 3 Leave Behinds for Reducing Hospital Readmission Rates
www.LTCSocialMark.com/author

Marketing Home Care: Reducing Hospital Readmission Rates via Home Health Care

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Marketing Home Care: Reducing Hospital Readmission Rates via Home Health Care