VGM boosts revenue with better information for organization intelligence


VGM & Associates, a substantial assistance group for article-acute healthcare, serves hundreds of various suppliers of all different dimensions, from solitary impartial procedures to significant regional and countrywide chains.

THE Trouble

When challenged to give them a lot more correct small business intelligence, VGM understood the wants of all of its users were being quite distinct. You can find a require to assistance users improved fully grasp and come to be much more productive in their respective markets, which generally implies they want to find and take care of more people.

“We’re normally on the lookout to give a larger degree of sector intelligence and allow for our customers to enable them to do business enterprise much more successfully, no matter whether that is pinpointing who the key medical professionals are prescribing specific products in their current market, or discovering which payers are actively reimbursing for a individual merchandise at what specific charge or definitely even providing volumetric answers to distinct producer and seller partners out there,” stated Ryan Ball, vice president of VGM Sector Facts, a division of VGM & Associates.

“Essentially, VGM only had access to countrywide facts, and our associates desired more nuanced, focused information and facts to much better operate their businesses,” he continued. “So we noticed an opportunity to deliver them with area and regional facts, specially data on industrial claims, to give them a much better photo of their regional marketplaces and the individuals they serve.”


VGM turned to LexisNexis Possibility Alternatives, a vendor of localized current market info, amid other issues.

VGM serves the tough professional medical gear-supplier market, so there are quite a number of sellers that could perhaps establish volumetric facts on diagnoses, what processes ended up carried out or what medicines possibly were approved by a particular medical professional.

“Precise to DME solutions that are created beneath HCPCS codes, we discovered that LexisNexis Chance Options was the greatest choice provided their ties to health care and all the specialty information they have,” Ball said.

“When the vendor initially pitched to us, they provided a focused look at of relevant physician marketplaces.

“So instead than searching at the million health professionals we can see actively diagnosing obstructive snooze apnea or COPD, we can glance at the 100,000 medical doctors we can see actively linked to a claim for a CPAP machine or an oxygen concentrator,” he continued. “So, we can actually zoom in and get a great deal of nuanced facts that other vendors just couldn’t present.”

LexisNexis Possibility Solutions had all the details and facts necessary to give VGM users correct insights appropriate to managing their methods, he included.

“The vendor experienced a whole lot of related professional statements information that really wasn’t available in the market beforehand,” Ball explained. “And given that then, VGM has just continued to create on our connection. Our membership feels the details they’re acquiring is just what they require.

“Becoming able to place your products and services in the arms of more suitable sufferers is a acquire-win on both sides,” he contended. “Finally, we’re equipped to deliver entry to physicians – probably to providers and sufferers who are off the beaten route from a geographic space standpoint, or to suppliers with definitely niche companies – which keeps individuals techniques functioning and serving sufferers.”

The much more those vendors can concentration on affected individual treatment, and the much less they need to have to focus on profits and advertising, the much better off a neighborhood is heading to be, he extra.

Assembly THE Problem

VGM first started off performing with LexisNexis Risk Remedies when the vendor’s MarketView merchandise was new.

“Although we started off off for the 1st numerous many years of our partnership delivering to our users one thing identical to a Microsoft Excel workbook, now that knowledge feeds right into our world-wide-web-primarily based facts visualization instrument termed VGM Industry Information,” Ball described.

“The presentation has definitely transformed the match in conditions of currently being ready to situation details to corporations,” he continued. “We’re ready to go a lot further and genuinely exhibit our users the price. We’re in a position to definitely concentrate on demographic facts dependent on their sector region in a way we could not do prior to.”

That’s been a boon for VGM the previous couple of years.

“So what we did is basically take that fundamental info established and build a much less complicated way for our shoppers to interact with it,” he said. “You know, gross sales administrators, clearly marketing directors and people that perform at the government level, there is a couple of diverse use situations listed here for them.

“A large amount of people at the government level are currently being asked to quantify their industry share and establish some seriously specific expansion plans,” he continued. “To do that, they need to understand their level of competition and what chances they have to grow. So, they have some tough issues to answer, but now they have the resources and info needed to obtain out.”


VGM and its customers now have obtain to close to-serious-time statements info updates, and the statements info went from countrywide-degree only to now getting narrowed down to a neighborhood amount to improved meet firm desires centered on geographic footprint and target.

“And for us, as we started off feeding MarketView knowledge into our visible platform, we have had additional users signal up and we’ve witnessed an boost in profits for our providers,” Ball noted.

“But our users also see their possess improvements,” he extra. “They are better ready to navigate the difficult provide chain we have in DME correct now, and a good deal of them have been in a position to find new clients, develop into new marketplaces, and really satisfy their business ambitions. The suggestions we are receiving is all extremely good.”

One VGM member, DASCO, a health-related products supplier, has noted seeing a 5-8% once-a-year increase in product sales 12 months more than 12 months because of to the use of VGM Market place Details. As the details supplied has enhanced, so did DASCO’s profits. “And the story is the exact for a lot of customers,” Ball claimed.

Tips FOR Many others

“Never create a shotgun method and purpose broadly when seeking to fill a marketplace need to have,” Ball encouraged. “Arrive up with a targeted technique that makes it possible for you to definitely emphasis on where by you want to improve. What is the most important region where by you really feel like you can make the most influence? You have to response that, then you can produce a method and discover supportive technologies.

“Something you use demands to be ready to seriously zoom in and slender points down, otherwise its value will be limited,” he ongoing. Just one also requirements to be in a position to make use of whatsoever details one is supplied, he further more encouraged.

“Even if a seller delivers the ideal data in the earth, it is worthless if you just cannot make perception of it,” he concluded. “It will just sit on a shelf. So, you have to determine out how to truly combine it into your underlying organization functions, and then keep people today accountable for what you happen to be inquiring them to do.”

Comply with Bill’s Hit coverage on LinkedIn: Bill Siwicki
Email the writer: [email protected]
Health care IT News is a HIMSS Media publication.

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