Primary Care Retail Strategy
Primary care physicians capture and retain market share for their affiliated specialists and hospitals.
Women, who still make the majority of healthcare purchases for their families, usually select the family’s primary care physician within a short distance of home and schools. Primary care providers establish and maintain long-term relationships with these patients/customers. They also have significant influence over where a patient is referred for specialty, ancillary and hospital services. In order to achieve their market share potential, hospitals and their affiliated specialists must develop or affiliate with successful primary care practices.
Retail Strategy is the process hospitals and physicians use to target and capture market share in primary care medical practices. This process includes:
- Identifying the geographic targets
- Conducting a demographic analysis of the population
- Preparing community trends analysis, including retail corridors
- Analyzing physician supply and demand data
- Understanding the current retail position
- Understanding the competitors’ retail position(s)
- Data mapping and drive-time analysis
- Developing capacity, strategic, replacement and mission recommendations
- Identifying implementation tactics
Retail Strategy is the basis for recruiting primary care physicians and other providers to capture and maintain market share. Retail Strategy also informs the creation of a Strategic Medical Staff Development Plan to ensure the right numbers and types of physician specialists to support the hospital in meeting the needs of primary care providers and their patients.
| Click here to read about Retail Strategy, from the book The Primary Care – Market Share Connection: How Hospitals Achieve Competitive Advantage written by Marc Halley and published by Health Administration Press.
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