Understanding Critical Access Hospitals
Purpose In 1997 legislation was enacted as part of the Balanced Budget Act that authorized each state to establish a State Medicare Rural Hospital Flexibility Program (aka Flex Program) under which certain facilities that participated in the Medicare program could become Critical Access Hospitals (CAHs). These were current hospitals with Medicare participation; hospitals that stopped […]
Pop Quiz on Hospital Types & Ownership Acumen
Have some fun and test your business knowledge of hospital types and ownership. For each statement select the most appropriate choice. Statements A hospital in which any profit is returned to its shareholders. A hospital owned by the federal government and operated by the VA. A hospital that operates as a Not-For-Profit (NFP) hospital […]
Hospital Classification Made Easy!
As a result of new healthcare legislation, hospital consolidation will continue to change at a rapid pace. New specialty hospitals are opening and with a different focus in today’s environment. This dynamic creates a new challenge – for sales professionals trying to keep the business in perspective. A taxonomy or classification system can help us […]
Test Your Sales Representative Hospital Business Acumen
This short test will provide a “guide post” of where you and your sales organization are positioned relative to Hospital Business Acumen. We hope that you find it interesting and thought provoking. Test Your Sales Representative Hospital Business Acumen 1. Our sales force understands how a hospital makes money and how it spends money. a. […]
Hospital Business Acumen: Are you Sales Representative X, Y or Z?
Here is an example. Imagine three sales reps (X, Y and Z) from three different manufacturers’ all vying to be the replacement vendor for a hospital that is going to purchase ten (10) mechanical ventilators at $25,000 each. Rep X currently has the business and a lot of long-term relationships within the hospital and Respiratory Therapy […]
Hospital Business Acumen: The New Sales Differentiator!
The role of the medical sales representative is changing. Hospital consolidation means fewer accounts with more buying power. Hospitals no longer need sales representatives as the sole point of contact to provide product information, conduct in-services or quote prices. Product knowledge can be obtained instantaneously via the web without the need to sit through a […]
