1. Market Share System© A product offered by HerveyWerks

2. Formula for Success Ownership of critical information presented in a useful form and in a timely manner Possession of the resources and the ability to use the information (put it into practice)

3. Formula for Success In a hospital this translates into management of physician resources Patients come to hospitals not because of the quality of your billboard Patients come because their physician trusts the hospital to care for their patients

4. Resources Necessary for Success Information related to the management of physician resources A program within the hospital designed to market the hospital directly to its primary care staff and specialists

5. The Solution??? Implementation of the Market Share System© Implementation of a physician relations program – Target the doctors that can bring the most to the table – Don’t spend time on things that do not give you a return – Marry the program to the strategic initiatives of the hospital

6. Market Share System© An information system giving hospital administration a knowledge base to manage physician utilization patterns Utilizes a recognized hospital market data resource (COMPdata® in Illinois hospitals) Utilizes internal data from the client hospital’s data processing system

7. Market Share System© Puts over 60 databases at the finger tips of the physician relations team Over 175 reports and multiple ways to run these reports Reports structured to give an immediate snapshot of the effectiveness of managing physician relations

8. Report Example Zip Code by Year Data from the following report example is provided by COMPdata® a database maintained by the Illinois Hospital Association. HerveyWerks provides a comparison of five other hospitals in the market. These are called “General Market” reports in the system and provide reports by – Patient zip code origin – Market area – Diagnostic Related Group (DRG) – Other Reports

9. Report Example Zip Code by Year

10. Report Example Doctor/Hospital Utilization Data from the following report example is provided by COMPdata® a database maintained by the Illinois Hospital Association The Market Share System© provides a wide variety of reports on both individual physicians and all physicians in the market It is necessary for the client hospital to maintain the “Physician Master File” to get optimum utility from the system

11. Report Example Doctor Hospital Utilization

12. Report Example Doctor/Payor Mix Data from the following report example is provided by COMPdata® a database maintained by the Illinois Hospital Association The Market Share System© provides a wide variety of reports on both individual physicians and all physicians in the market The following report gives the user a snapshot of the types of patients by payor mix for a given physician

13. Report Example Doctor Payor Mix

14. Report Example Internal Data Reports Utilizes data from the hospital’s internal data processing system Arranged to give optimum view of changes in hospital resource utilization patterns Updated centrally or maintained by HerveyWerks for use at the hospital

15. Report Example Internal Data Report

16. Report Example Internal Data Report Layout Explanation Data from the following report originates with the client hospital’s internal data processing systems Collected are the following data: – Outpatient visits – Outpatient revenue – Inpatient admissions, discharges and days – Inpatient revenue – Total revenue

17. Blue area = physician names

18. Market Share System© Ability to export data to familiar software formats: – Excel format – ASCII formats Individual physician trending information Global market reports Information on where the physician is sending his work

19. Trend Line Example Uses Excel Output File

21. Market Share System© Ability to model market impact of specific specialty physicians by – Physician specialty in a user maintained physician master file – Procedures done by physician specialists (ICD9 codes)

22. Market Share System© Time required to maintain the system (once it has been implemented): – Monthly updates take less ½ hour monthly and can be managed by the IT department centrally or by HerveyWerks staff – Quarterly downloads of COMPdata® information takes less than ½ hour quarterly (once again can be maintained by internal hospital staff or by HerveyWerks)

23. System Preparation Definition of the market using COMPdata® Define competitor hospitals using COMPdata® and input from hospital administration Acquisition of internal data (from users data processing system Changes to reports and some programming changes (fiscal years, etc.)

24. Other Services Training of inhouse IT staff to understand database management techniques Availability of management of the system by HerveyWerks with the cooperation of the client hospital’s staff

25. CALL FOR A DEMONSTRATION OF A LIVE SYSTEM at 618-713-0435 or email HerveyWerks at hervey@herveywerks.com