Understanding Long Term Care Customers

The population of the United States, and many other developed countries, is aging fast. The fastest-growing segment of the U.S. population is seniors over age 85. In fact, from 2010-2030, the population of people aged 65 and over is expected to grow by 80 percent. In contrast, the population under the age of 65 is projected to increase only nine percent.

If your company targets long term care providers, that’s good news – it ensures that demand for healthcare services for the elderly will continue to grow. To take advantage of this growth, you’ll need to understand many different types of providers and decision-makers. Success in this market requires a resourceful salesperson who can adapt to the needs of different types of organizations and decision-makers and stay abreast of changing reimbursements, regulations, and other pressures facing customers.

In this course, we’ll take a look at some of many long term and “post-acute” healthcare options available, with emphasis on those offering the greatest medical product sales opportunities. We will also examine the many challenges they face.

Topics will include:

• Key long term care market segments
• Key decision-makers and their roles 
• Funding sources for long term care
• Key trends and issues impacting long term care providers
• The role of the sales representative in effectively serving long term care customers