BayCare Health System is the leading, not-for-profit health care system that connects individuals and families to a wide range of services at hundreds of locations in the Tampa Bay and West Central Florida regions. BayCare’s mission
is to improve the health of all they serve through community-owned services that set the standard for high-quality, compassionate care.
BayCare has been a Trella Health customer since 2017 and utilizes Marketscape Insights.
The Trella team met with Manager, Pat Soffredine, to discuss his experience using Trella’s Marketscape Insights.
Customer Spotlight:
“I’ve been with BayCare for 28 years, and I manage three divisions for BayCare, including standard DME, Specialty Rehab Custom Power Mobility, and CareLink.”
How does your team leverage the Marketscape Insights data solution?
“We are using Trella to focus on our power mobility line of business. We mainly use Trella for market share analysis as well as for targeting. We use the payer mix section to give our team insights into data that we didn’t have in the past on what types of patients a specific physician sees. It definitely helps us with our targeting and allows us to make a more defined list on who we should be focusing on to optimize our efforts.”
What is one of your favorite features?
“Our favorite feature in Marketscape Insights is how we can go into the solution and pull up information on our competitors. I have a marketing team that markets for multiple divisions. We take the top 1,200 doctors from each of our 4 main competitors and target them in order to increase market share with them.
That’s our favorite feature in Trella because we can drill down to where our competitors are strong and do our best to strengthen relationships with those physicians that we have relationships with in other areas. Sometimes they don’t know the full range of products that BayCare has available and are interested in partnering with us further.”
Has the data helped assist your team in building relationships with referral sources?
“Yes. In Trella, I am able to go into Physician details and look up a physician to see who they are using. If they’re a good fit, I mark them down as a Target. If they have used us previously, I mark them with the “heart”, which is a Favorite.
Then, our group can go in to look at the Favorite list to thank them for the business they sent us.
Many physicians think that they are sending us all of their business, but in many cases, they aren’t. With the data, we are able to identify that there are additional areas they can do business with us – thanks to Trella. This is helping us grow and continue to build relationships further.”
Can you attribute Trella to the growth of your business?
“When we first started using Trella, we looked at our market share data, and we were 15th on the list in a 5-county area. Because of the focused approach we have with using Trella data as a guide, we have moved our way up to 2 or 3. We’ve been able to increase our market share considerably, and we are much busier as well. The results are positive in both ways. We are very happy with the Trella system.”
Trella is thrilled to have BayCare Health Systems as a trusted and valued partner who supports our mission towards smarter growth and healthier outcomes.
To learn more, visit their website here.
