exploring the strengths, weaknesses, and opportunities for the regional senior living provider in...

ALFA 2010ALFA 2010How Regional How Regional

Providers Position Providers Position for the Futurefor the Future

““Exploring the Strengths Exploring the Strengths and Opportunities for the and Opportunities for the

Regional Provider in Regional Provider in Today’s Economy” Today’s Economy”

How Regional Providers Position for the Future

StrengthsStrengths of Regional of Regional ProvidersProviders

Name Recognition & BrandingName Recognition & Branding

Regional providers can differentiate Regional providers can differentiate themselves by creating a positive themselves by creating a positive reputation through name recognition and reputation through name recognition and branding that can be developed within the branding that can be developed within the local healthcare delivery system.local healthcare delivery system.

People will pay a premium for quality care People will pay a premium for quality care they trust (they trust (“Peace of Mind”“Peace of Mind”).).


Strengths of Regional Strengths of Regional ProvidersProviders

Occupancy TargetsOccupancy Targets

Occupancy targets can be achieved as Occupancy targets can be achieved as regional providers maintain a positive regional providers maintain a positive reputation through name recognition.reputation through name recognition.

Regional providers typically operate in Regional providers typically operate in “Middle-America” markets which allows “Middle-America” markets which allows pricing flexibility and in turn creates pricing flexibility and in turn creates additional strategies to beat occupancy additional strategies to beat occupancy targets.targets.



Home Office RelationshipsHome Office Relationships

Size of the organization affords the opportunity Size of the organization affords the opportunity for stronger personal relationships and as a for stronger personal relationships and as a result home office management is familiar with result home office management is familiar with the nuances of the local market.the nuances of the local market. Examples include resident trends, staffing Examples include resident trends, staffing

opportunities, customer satisfaction, organizational opportunities, customer satisfaction, organizational culture development, one-on-one time with culture development, one-on-one time with community staff, personal relationships with community staff, personal relationships with regulators, etc.regulators, etc.



Team DevelopmentTeam Development

As employees are a provider’s As employees are a provider’s most most valuable resourcevaluable resource, leadership , leadership development and employee retention development and employee retention must / can be a priority.must / can be a priority.

One Community at a time through One Community at a time through successful leadership = Recruit & Retain successful leadership = Recruit & Retain the Best from Local Marketthe Best from Local Market



Investor RelationshipsInvestor Relationships

Opportunities to develop local banking and Opportunities to develop local banking and investor relationships. Local ownership investor relationships. Local ownership translates to community support and as a translates to community support and as a result creates a successful business.result creates a successful business.

Investors may have the perception that Investors may have the perception that smaller, regional providers will be quicker to smaller, regional providers will be quicker to respond to challenges since the risk of one respond to challenges since the risk of one underperforming community has greater underperforming community has greater impact on the overall company. impact on the overall company.



Customer ServiceCustomer Service

In the event customer service challenges In the event customer service challenges arise, regional providers have the ability arise, regional providers have the ability to make immediate changes and create to make immediate changes and create opportunities.opportunities.

Assuming resources are available, Assuming resources are available, regional providers are able to make regional providers are able to make changes and respond to innovations and changes and respond to innovations and trends more quickly.trends more quickly.


Challenges for Regional Challenges for Regional ProvidersProviders

FinanceFinance Access to capital is often limited due Access to capital is often limited due

to the requirements for personal to the requirements for personal guarantees or excessive loan guarantees or excessive loan covenants. covenants.

Often are not able to experience the Often are not able to experience the full benefit of “Economies of Scale.” full benefit of “Economies of Scale.”



Retain LeadershipRetain Leadership There is a need to always be focused There is a need to always be focused

on growth and opportunity in order on growth and opportunity in order to retain exceptional leadership and to retain exceptional leadership and on-site managers.on-site managers.



““Squeaky Wheel”Squeaky Wheel” Underperforming communities take Underperforming communities take

the attention off the performing the attention off the performing assets because one failure has huge assets because one failure has huge financial implications for future financial implications for future capital needs. capital needs.


Topic #1Topic #1OccupancyOccupancy Given the economic challenges, what Given the economic challenges, what

is happening now?is happening now? What trends, if any, are we seeing to What trends, if any, are we seeing to

help us create immediate results and help us create immediate results and prepare for the future?prepare for the future?

What creative strategies are being What creative strategies are being recognized to support long term recognized to support long term success?success?


Topic #2Topic #2Customer ServiceCustomer Service How are we enhancing the Customer How are we enhancing the Customer

Experience?Experience? How does Customer Service to How does Customer Service to

improve the bottom-line?improve the bottom-line? How are we measuring our results?How are we measuring our results? What will our future customers What will our future customers

want?want?


Topic #3Topic #3Market OpportunitiesMarket Opportunities What would you do differently if you were What would you do differently if you were

building new? How does that change the building new? How does that change the way you approach current challenges?way you approach current challenges?

Where can outside sources assist you in Where can outside sources assist you in ways that you have not considered ways that you have not considered recently?recently?

What does the senior living industry look What does the senior living industry look like in 5-10 years?like in 5-10 years?

exploring the strengths, weaknesses, and opportunities for the regional senior living provider in...

Health & Medicine

regional providers position

regional providers

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positive reputation

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challenges

future

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