It began rather innocuously in 1988:

Frank Leone, then in his third year as president of RYAN Associates, and Ken Mack, then-president of Cleveland-based DMI, met at a healthcare marketing conference in New Orleans. Ken knew all about healthcare sales, and Frank knew about occupational health marketing. A new concept was born: a three-day course in occupational health sales and marketing.

There’s potential synergy between occupational health and urgent care, Mr. Gerber said. Employees can be treated for on-the-job injuries and illnesses and can return for their urgent care needs. In addition, urgent care can create a steady stream of business because occupational health centers are typically busier during warmer months – when the construction industry is in full swing – while urgent care centers tend to see more traffic during cold and flu seasons, Mr. Gerber said.

Excerpted from the book “Marketing Healthcare Services to Employers” by Frank H. Leone (Sea Hill Press, 2012)

When it comes to sales and marketing, occupational medicine physicians most usually are used sporadically for in-person calls with major clients and prospects. At times, this is an effective strategy, but in other cases, it can have a minimal impact or even be counter-productive.

More hospitals are reaping substantial savings by interfacing employee health with occupational health. That’s because hospitals and health systems are in a prime position to better serve their employees through wellness programs, injury treatment, and prevention screenings. Many of these services already exist on-site, experts said. If these programs prove successful with internal workers, there is ample opportunity to roll them out to local employers, creating a new and fast-growing revenue stream.

Members of the National Association of Occupational Health Professionals (NAOHP) often use the association as a resource for research, performance comparisons, and peer networking, which helps us fulfill our mission:

“The NAOHP supports provider-based occupational health programs and professionals in the achievement of the highest quality services, thereby advancing the association to the benefit of the national workforce and the public health of the country. The NAOHP will seek to assist providers in establishing partnership relationships with employers and their workforces to ensure genuine health care cost management and individual health maintenance.”

The NAOHP Board held its quarterly meeting via conference call on August 8. Board Member Karen Kosidowski-Bergen was unable to attend. Executive Director Frank Leone and staff member Stacey Hart were in attendance.

Opening comments: Board President Dr. Steven Crawford thanked all of the board members for their participation on the call.

Occupational health centers are increasingly adding urgent care services to diversify their business and improve their bottom lines. And while the rewards can be great, experts say that there are many pitfalls to avoid and factors to carefully consider before taking the leap.