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Related Experiment Videos

Successful contracting depends on optimal retail pricing.

R L Shaul1, R P Hamilton

  • 1Preferred Medical Marketing Corporation, Charlotte, NC, USA.

Healthcare Financial Management : Journal of the Healthcare Financial Management Association
|May 29, 1999
PubMed
Summary

Healthcare organizations must analyze retail price structures to negotiate managed care contracts effectively. Understanding charge variance ensures competitive pricing against market norms for successful payer negotiations.

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Area of Science:

  • Health Services Research
  • Healthcare Management
  • Health Economics

Background:

  • Retail price structures are integral to managed care contracting.
  • Payers utilize charge norms for hospital comparison and negotiation target setting.
  • Competitive pricing is essential for healthcare organizations to secure favorable contracts.

Purpose of the Study:

  • To highlight the importance of analyzing retail price structures in managed care contracting.
  • To guide healthcare organizations in determining competitive retail prices.
  • To enable effective negotiation of managed care contracts and offer appropriate discounts.

Main Methods:

  • Measuring the variance of a healthcare organization's charge structure against market norms.
  • Analyzing local and national charge data for benchmarking.

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  • Assessing competitive positioning within the healthcare market.

    • Main Results:

    • Organizations can ensure their retail prices are competitive by measuring charge structure variance.
    • Understanding market variance aids in setting realistic negotiation targets.
    • Informed pricing strategies facilitate successful managed care contract negotiations.

    Conclusions:

    • Analyzing retail price structures is crucial for healthcare organizations.
    • Competitive pricing, informed by market analysis, is key to successful managed care contracting.
    • Understanding charge variance empowers organizations to negotiate effectively with payers.