PATHWAYS MARKETING OVERVIEW PETERSEN HEALTH CARE PATHWAYS MARKETING

PATHWAYS MARKETING OVERVIEW PETERSEN HEALTH CARE

PATHWAYS MARKETING OVERVIEW What is Pathways? 2

PATHWAYS MARKETING OVERVIEW “Leading the Way to Recovery” v. Medicare Advantage v. Private Insurance Seek out Medicare patients by presenting facility outcomes to hospitals, ACOs and physician groups. Outcomes include return to home statistics, # of therapy minutes, hospital readmission rates. 3

Teri, CRC Penny Lead CRC Open, CRC Jill, CRC Lindsey, CRC Bethany, RMD North Vickey, RMD West TBD, RMD South – St. Louis Amanda, RMD South 2 Leanne, RMD South 3 Kristie, RMD Linda, RMD Pathways CRCs collaborate with and take direction from PHC RMDs and Julie Hearst. They report directly to Brad Miner, Director of Client Services and Program Development, RHB. Penny is the lead CRC whose role is to provide day to day support and supervision of Pathways CRCs and serve as communication liaison with PHC RMDs and Julie Hearst. Central Julie Hearst Corporate Director of Census Development Brad Miner Director of Client Services and Program Development Petersen Health Care Pathways Census Development Teams Organizational Chart North and East 4

Pathways Marketing Team Open Collinsville Willow Rose Robings Manor Lebanon Swansea Jill Schoenborn CRC 618 -889 -0290 Jill. lindseyshoenborn@rehabcare. com Enfield Mc. Leansboro Benton Rosiclare Jonesboro Shawnee Rose Westside White Oak Teri Peterson CRC 309 -210 -3293 Teri. peterson@rehabcare. com Lindsey Runde CRC 217 -414 -1854 Lindsey. Runde@rehabcare. com Aledo Charleston Fondulac Nokomos Penny Stark Lead CRC 630 -817 -1462 Patricia. hyle@rehabcare. com Rock Falls South Elgin Timbercreek Newman Sandwich Toulon Sunset Kewanee Care Effingham Cumberland Flora Rehab Rochelle Gardens Rochelle Rehab Sauk Valley Havana Arcola Pleasantview La. Harpe Shelbyville Polo Cornerstone Flora Gardens Roseville Prairie Rose Marigold Vandalia 5

PATHWAYS MARKETING OVERVIEW Where? Hospital Assisted Living LTAC Independent Living Pathways PCP/Specialty Physicians Outpatient Rehab Senior Centers v. Executive Directors v. Administrators v. DON v. End User 6

HOW? Med Par v What is the discharge challenge? v How are we the solution? Competitive Analysis v Where are the hospitals sending patients? v How do we compete? Build relationships with C-Level Management to v Identify the discharge need v Build census by creating niche programming v Build systems and physician alignment to support programming 7

MED PAR EXAMPLE Patient Groups MCR DAYS 6+ to SNF ALOS GMLOS Pt. Days GM Days Avd Days Pot. Avd $ Medically Complex 609 (Gen Med/Gen Surg) 71. 4 37. 9 7, 422 3, 807 3, 616 $3, 188, 398 288 27. 6 12. 0 2, 709 1, 150 1, 560 $1, 355, 720 Total 897 99. 1 49. 9 10, 131 4, 957 5, 176 $4, 544, 118 807 89. 2 44. 9 9118 4461 4658 $454, 412 Cardiology 10% Reduction # Pts 8

COMPETITIVE ANALYSIS EXAMPLE Medicare Provid er ID Post Acute Care Provider Name Patients received from Select ed Provider Readmission Rate of Patients from Selected Provider Total Patients Received from Selected Market 145200 FRANKLIN GROVE LIVING AND REHAB 55 18% 69 145906 DIXON REHAB & HCC 50 18% 75 145523 GREEN ACRES HEALTHCARE & REHAB 26 15% 30 145024 PINECREST MANOR Less than 11 - 17 145476 OREGON LIVING AND REHABILITATION CENTER Less than 11 - Less than 11 145988 TRANSITIONS NURSING AND REHABILITATION CENTER Less than 11 - Less than 11 145142 ALDEN ALMA NELSON MANOR Less than 11 - Less than 11 145615 COVENTRY LIVING CENTER Less than 11 - Less than 11 145440 NEIGHBORS REHABILITATION CENTER, LLC Less than 11 - Less than 11 145563 PRESENCE ST ANNE CENTER Less than 11 - Less than 11 145727 POLO REHAB & HCC Less than 11 - Less than 11 9

PATHWAYS MARKETING OVERVIEW Internal Marketing? In Service Open House Pathways Bio Boards Share Outcomes, Med Par, Competitive Analysis Pathways Strategy Collaboration Therapy Events 10

PATHWAYS MARKETING OVERVIEW Pathways CRCs Don’t Non Pathways Related Events Community Bingo Facility Bingo Supply Facility Marketing Collateral Market Medicaid and Medicaid Pending 11

PATHWAYS MARKETING OVERVIEW How does Pathways benefit the building? INCREASED Medical Sales Presence + INCREASED CENSUS = INCREASED REVENUE 12