One of the main goals of healthcare strategists today is to help hospital systems improve patient access by developing a full spectrum of services.
At Aria Health—a three-hospital system serving Philadelphia and Bucks County, Pennsylvania—that goal was a key factor in the decision to launch a retail health strategy. In 2013, the health system partnered with a nationwide convenient care clinic company to open two retail health clinics in area grocery stores.
Bolstering the Bottom Line
“Three years into this experiment, the retail clinics are delivering strong value in terms of patient volume and downstream revenue,” says Rick Watson, director of business development at Aria Health.
“Up to 15 percent of retail clinic patients eventually become established with an Aria primary care provider,” he says. “Hospital services have also benefited. We are finding that our retail clinics refer a steady stream of patients to our urgent care centers, which in turn help generate volume for service lines such as orthopedic surgery.”
Lessons Learned
While the results are strong, the health system’s leaders have learned that a retail health initiative calls for careful planning. Success does not happen overnight. Here are five keys to an effective retail health strategy:
- Communicate with physicians.
- Choose the right retail partner.
- Deliver on the “fast in and fast out” promise.
- Pay attention to business development.
- Integrate the retail clinic within the health system.
Take the Next Step!
In the May/June 2016 issue of SHSMD’s Spectrum magazine, Rick Watson further discusses the necessary steps to launch successful retail strategy.
SHSMD members, read the full article: The Strategist’s Guide to Retail Health.
Nonmembers, click here to Join SHSMD.