Market Data and Technology Increase Sales and Create a Competitive Edge for Home Medical Equipment Company
公司规模
11-200
地区
- America
国家
- United States
产品
- LexisNexis® MarketView
技术栈
- Claims Data Analysis
- Physician Targeting
实施规模
- Enterprise-wide Deployment
影响指标
- Customer Satisfaction
- Productivity Improvements
- Revenue Growth
技术
- 分析与建模 - 预测分析
适用行业
- 医疗保健和医院
- Professional Service
适用功能
- 商业运营
- 销售与市场营销
用例
- 补货预测
服务
- 数据科学服务
- 系统集成
关于客户
Target Medical, Inc. is a home medical equipment (HME) company located in Memphis, TN. The company operates in the healthcare sector, providing durable medical equipment (DME) and medical supplies. With two locations and 35 employees, Target Medical is a small business that primarily relied on the Medicare program for its revenue. The company participated in the DMEPOS Competitive Bidding Program, which required them to submit bids for selected product categories to earn Medicare business. Target Medical aimed to transform its sales strategy to better target key referral sources and drive growth in a competitive market.
挑战
Target Medical, Inc. faced a significant challenge when it was disqualified from the DMEPOS Competitive Bidding Program due to a clerical error. This disqualification forced the company to drastically reduce its reliance on the Medicare program and seek ways to diversify its business. As a small business with two locations and 35 employees, Target Medical utilized traditional sales methods but lacked the ability to identify key physician targets, quantify potential opportunities, and create a sales strategy achievable by a limited sales force. The company needed a solution to transform its approach from reaching out blindly to focusing on referral sources that actually prescribe the products they sell.
解决方案
Target Medical was introduced to LexisNexis® MarketView, a solution that provided claims data for DME products. This data allowed Target Medical to identify key referral sources and drive growth by targeting physicians who prescribe the largest volume of the company's products. By focusing on HCPCS codes billed by DMEs for incontinence products, Target Medical created a sales and marketing plan to target key physicians in its coverage area and track success. LexisNexis® provided precise physician and organization data, including ranks based on the volume of claims and prescriptions submitted. This enabled Target Medical to sort by volume and focus on physicians and clinics with higher growth potential. The data allowed the company to devise a plan to target doctors throughout Tennessee, Arkansas, and Mississippi, significantly increasing their footprint and sales.
运营影响
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