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VGM & Associates (VGM) and Its Members Increase Market Share and Improve Sales Targeting

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The Voice of the Healthcare Business

VGM & Associates (VGM), the nation’s largest and most comprehensive member service organization (MSO) for post-acute healthcare including durable medical equipment (DME) and home medical equipment (HME) was seeking a solution provider to continue to meet what its membership needed.

These needs included finding and evaluating potential new markets by product volume, gaining market intelligence on high-volume physicians by product, quantifying market potential with national, state-or county-based market share analysis and accessing commercial reimbursement intelligence data.

VGM provides its members exclusive access to the largest and most comprehensive durable medical equipment, prosthetics, orthotics and supplies (DMEPOS) claims database in the U.S. with its product, VGM Market Data, powered by LexisNexis® MarketView™, a claims-based intelligence solution. Back in 2012, these membership needs led VGM to MarketView™ — which continues to be its medical claims data provider today.

Access to such complete and comprehensive medical claims data enables sales teams in the field to better understand where physicians are located and what hospital or facility they are associated with.

Adding Provider Reimbursement Insights to the Mix

The VGM and LexisNexis Risk Solutions relationship has continued to evolve from access to volumetric data (e.g. physician, facility and patient volumes along with diagnoses and procedures performed) – to layering in provider reimbursement insights (PRI) – which shows reimbursements from commercial and government (Medicare, Medicare Advantage, and Managed Medicaid) payers.

Ball explained, “The access to PRI better enables our members to understand what the underlying market share is for a particular product in a particular area while identifying the doctors who their sales and marketing teams should connect with. Now with PRI, our members can layer in what commercial providers are being reimbursed and uncover variances between what they pay one provider versus another.”

Meaningful and Long-Standing Relationship Matters

Dave Lyman, senior vice president of sales and member success at VGM & Associates, shared, “The VGM & Associates partnership with LexisNexis Risk Solutions is incredibly valuable to our member and vendor partners. It improves their business outcomes through claim data analytics. It helps our partners be able to focus on growing their respective businesses and have an understanding on where to start and where to strategically direct their sales teams.”

“We regularly worked the LexisNexis Risk Solutions group to develop several dozen standard buckets of data that can now be pulled on a regular frequency without additional lift from either side. The development team has been a fantastic group to work with – performing count and coverage reports as needed – and they have always delivered in the time frame needed,” highlighted Ball.

Want to learn more about what LexisNexis® MarketView™ can help your organization achieve?

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The DNA of Healthcare

At LexisNexis Risk Solutions, our goal is to provide the healthcare industry with insights and innovations to improve outcomes, grow market share, reduce fraud and increase compliance.

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