Telehealth as a Sales and Marketing Tool in Home Health Care

Stephen Tweed | April 10, 2008 | Newsroom
Are you looking for a new source of competitive advantage to grow your home health agency? Are you offering telehealth as part of your program of services? A new study released by Philips Electronics and Fazzi Associates shows that 45.2% of home health agencies experienced an increase of referrals as a result of their telehealth…

Are you looking for a new source of competitive advantage to grow your home health agency? Are you offering telehealth as part of your program of services?

A new study released by Philips Electronics and Fazzi Associates shows that 45.2% of home health agencies experienced an increase of referrals as a result of their telehealth program. My guess is that the other 55% of the agencies using telehealth have not done a good job of using telehealth as a source of competitive advantage.

In our Certified Home Care Sales Professional workshop, we have taught home health care sales professionals how to use facts and data to create competitive advantage. Here are some facts and data from the Philips / Fazzi study that will be valuable to all telehealth users:

* 17.1 percent of agencies use some type of telehealth system. A much higher percentage of large agencies (32.0%) report that they provide telehealth services.
* 88.6 percent report that telehealth led to an increase in quality outcomes:
* 76.6 percent report a reduction in unplanned hospitalizations
* 77.2 percent report a reduction in emergency room visits
* 71.3 percent report that telehealth services improved patient satisfaction. No agency reported that it reduced patient satisfaction.
* 83.9 percent state that less than one in ten patients refused a home telehealth system.
* 79.2 percent of patients or family members were reluctant to have the telemonitoring system removed.
* 42.8 percent report that telehealth led to a reduction in cost. A similar number reported it as cost-neutral.
* 63.5 percent report that telehealth had no impact on clinical caseloads. As more agencies use telehealth and move up the learning curve, clinical productivity measures may increase
* 49.7 percent report telehealth decreased on-site visits
* 45.2 percent report telehealth increased the number of referrals
* 56.9 percent report that their nurses were very receptive to having a telehealth service after one year as compared to 36.3 percent at the beginning of the program.
* 89.1 percent stated that given everything they know today, they would still have started their telehealth program.

For more information on the study, visit the Philips Electronics web site.

Stephen Tweed
Stephen Tweed, CSP, began his journey as a business strategist in home health care in 1982. Today, Stephen is among the top thought leaders in Home Care strategy and management. He has worked with top 5% companies from across the US. He is a sought after speaker at from national and state association events.

Related Posts

The Forces and Trends Shaping the Future of Home Care.

May 14, 2024
By Stephen Tweed What will the Home Care Industry look like in five years? Over the past two decades I've been actively engaged in the Home Care Industry, and monitoring the Forces and Trends that are shaping the future of our industry. While much of the growth of Home Care is driven my the entrepreneurial…

What will the Future of Home Care Look Like?

May 4, 2024
What will your home care company look like five years from now? What will our industry look like? What are the factors that are shaping your future? These are some of the questions that were asked by our friends at AxisCare, the top rated home care software company. Back in the Fall of 2023, AxisCare…

What Raving Fans have been saying about Stephen Tweed

May 1, 2024
Stephen Tweed is a highly respected thought leader in the Home Care industry. Recently, in an unsolicited Linked In post, a number of raving fans commented on Stephen: "Stephen Tweed is a prominent figure in the home care industry, known for his pioneering efforts in establishing masterminds specifically catered to home care owners across the…