WORKING DRAFTLast Modified 11/22/2011 9:20:51 PM Pacific Standard TimePrinted

Tool

Tool This Presentation: www.clearcareonline.com/bootcamp-nj

• Originally a published Botany Research

Scientist

• Previously VP Marketing for a private-duty

national franchise brand with 200+ locations

• Managed a 700 client regional private-duty

agency in Pennsylvania w/ $20M revenue

• Launched 50 new offices with <10% failure

• Mission: Empower home care agencies to operate efficiently and grow, and to improve

healthcare and aging.

• Located in Silicon Valley, San Francisco

• 120+ employees, former agency owners and top tech talent

• $100k/week Product Engineering = the fastest product innovation

• Large and Local Brands Trust ClearCare (2,500 non-franchised brands use ClearCare)

• Book a demo with ClearCare at this conference

• We’ll send a $100 Amazon Gift card just for completing a demo

• 2015 was a challenging year for home care

• Regulations squeezed margins (ACA, Companion Exemption)

• More pressure ahead (minimum wage, state regs, OT for office staff)

• Value-based purchasing trend is heating up

Home Care

& Family

Caregiving

Home Health

& Hospice

House Calls

& TeleHealth

Long

Term Care Post AcutePrimary Care Acute Care

Specialist Care

& Ambulatory

“The

Border

Fence”

• Data Integration

• Care Coordination

• Network Management

• Reimbursement

9

Tool Home Care Association of America ‘The Value of Home Care’

www.hcaoa.org , released May 2016

• Expecting publication in July 2016

Tool www.clearcareonline.com/blog

“…this is probably the biggest thing to happen for the

private-duty, non-medical home care industry since

it’s incarnation…this gives us leverage.”

Steve ‘Hurricane’ Weiss via a Public Service Announcement, July 9th 2015

1995 1994 2006 2011 2013 2014 2015

“Client First” New “Tech First” Entrants

$20 million financing

April 2015

$23 million financing

June 2015

• Market share first, profit margins second

• Success in 1 geo-metro results in larger rounds of capital

• Put profit margin pressure on incumbent ‘client first’ agencies (you)

• Lock-up and command the supply of caregivers

You can punch back!

1. Innovate = Differentiate exercise

2. Are you offering the Veteran A&A pension benefit?

3. Are you earning tax credits for caregiver hires?

4. Marketing Monthly program

Let’s re-imagine the delivery of services

Medical/

Wellness

Food

Errands/Other Transport

1 2

3 4

During our discussion today . . .

VISION: open our eyes a bit

• To spark ideas

OBJECTIVES

• Simple differentiators to win new business.

• Improved client experience

ACCOMPLISHMENT

• Implement innovative tools

Primary Care Physician (PCP) Visits

• How do your caregivers deliver these today?

• What about psychiatrist / mental health?

Expand your scope of service…

(in 50 states)

Home and local services

Free to use

Find:

• Handymen

• Singing Lesson• Tai Chi Lessons

• Any project!

• Percentage of scores (competitor rates) falling at or below a specific score

• Specific score = your rate

• ‘Sweet spot’ = 20th - 40th percentile

0%50%

100%

• The higher your price, generally the higher your revenue

• But, once over the 80th % you could be ‘high’ priced

• If you’re between 20th – 40th %, you’re ‘right priced’

• If you’re in the 0% rank, you’re starving your business

CG

Rate

Office

Fee

Total Total

Cost

Change

Revenue

Change

GPM

Change

A 5% change in your total cost of care could mean a +10% change in

your revenue and a +18% change in your gross profit.

$10 $10 $20

$10 $11 $21

*Model assumes 33% GPM, no change in cost, all clients converted to new pricing.

5% 10% 18%

$10 $12 $22 10% 20% 33%

A

B

C

N/A N/A N/A

Current Rate Change A Change

Hourly Rate $20 $21 +5%

Expenses (66%) $13.20 $13.20 0%

Revenue per hour $6.80 $7.80 +15%

The ‘trick’ is your expenses stay constant post-rate change.

1. Run a thorough competitive analysis

2. You’ll be tempted to ‘grandfather’ clients with your old rates…only by exception

3. Communicate via in-person

4. Rate changes are very inelastic (clients will not run for the hills)

1. Less than 5% of clients attrite if the TCC change is <10%

Best Practices by ClearCare powered agencies

• Upon a rate change, justify the increase in rates by ‘turning on’

• The Family Room

• Enable e-payments

• CareGuard Active Monitoring

• FREE Home Safety Assessment

• We see some agencies charge a monthly ‘tech’ fee of $5-$25

• But you can ‘waive’ it upon a rate change

Tool Right Pricing Workbook Model: http://bit.ly/1Rt12kb

Three ResourcesTools

• www.veteranaid.org – forums, advocacy

• www.elderbenefitsconsulting.com – pre-qualify, file

• www.clearcareonline.com/veterans-webinar - 1 hour training

Aid & Attendance Pension Benefit Overview

• Veterans Administration - Aid & Attendance Pension to assist wartime

veterans and their surviving spouses who:

• Require the Aid & Attendance of another person to assist with

aspects of daily living.

• On average, the turnaround process is 9 months if filing through the VA

• This tax free benefit has been available since the early 1950s.

The Maximum Award for 2016

A Surviving Spouse can receive up to $1,149 per month

A Veteran can receive up to $1,788 per month

A Veteran with a Spouse can receive up to $2,120 per month

Well Veteran with an ill Spouse can receive up to $1,406 per month

Can be spent on Home Care, AL/IL, Home Health, other out of pocket

medical expenses

What can the benefit be spent on?

Cash…

Can spend the benefit on anything.

Can be spent on:

Home Care

Assisted Living / Independent Living, & Nursing Home

Home Health

Other Out of Pocket Medical Expenses

ClearCare, Inc. ® | 2014

What determines eligibility?

Veteran

Medical

Income

Asset

Meet Criteria? Yes, move to medical

Meet Criteria? Yes, move to Income

Meet Criteria? Yes, move to Asset

• VA states 12-18 months for award

• ERBC averages 4 months

What is income? The #1 Error when filing

Income MINUS

Regularly Occurring, Unreimbursed

Medical Expenses

as long as you meet the Criteria for Aid and

Attendance

Three ResourcesTools

• www.veteranaid.org – forums, advocacy

• www.elderbenefitsconsulting.com – pre-qualify, file

• www.clearcareonline.com/veterans-webinar - 1 hour training

• WOTC can reduce an employer’s effective tax rate via a tax credit

• There is no limit on the number of employees submitted

• Credit is based on how many hours worked and how much they are paid

http://clearcareonline.com/tax-credit-download/

•

•

•

• You have until June 29th, 2016 to file for caregivers

hired between Jan 1, 2015 and May 31st, 2016

• Likely the window will be extended

So, how many caregivers have you hired between Jan 1,

2015 and May 31st, 2016?

• Auto-check during the

electronic application

• Sort caregivers by WOTC

• Auto-submit to the state and

tracking of hours workedhttp://www.clearcareonline.com/tax-credits

The Family Room

Keep families and social workers in the loop. Pay bills online.

CareGuard Active Monitoring

Actively monitor caregiver backgrounds daily. Win more referrals.

• CMS finalized bundled payment model (The Comprehensive Care for Joint

Replacement ‘CJR’) April 1st

• CJR model is now in 67 geographic areas and most hospitals in those regions are

required to participate

• In 2014 more than 400k Medicare beneficiaries received a hip or knee replacement

The Home Safety Check Video – Now available

www.clearcareonline.com/video-marketing-tools

Enroll at the booth for FREE.

• Drop by the booth to enroll in the Marketing Monthly program (FREE)

• Book a demo today for a $100 Amazon Gift Card

• Download this presentation: www.clearcareonline.com/bootcamp-nj