Case Study: Target Medical, Inc. achieves $750K sales growth and 99% ROI with LexisNexis Risk Solutions

Market Data and Technology Increase Sales and Create a Competitive Edge for Home Medical Equipment Company

Target Medical, Inc., a small home medical equipment company in Memphis with two locations and 35 employees, was disqualified from the DMEPOS Competitive Bidding Program and faced the loss of its Medicare-driven revenue. The company needed to diversify quickly but lacked the ability to identify high-prescribing physicians, quantify opportunity, and deploy an achievable sales strategy with a limited sales force.

By adopting LexisNexis MarketView claims data and targeting physicians by HCPCS codes, Target Medical built a focused sales plan for incontinence and similar products and routed its sales VP to call on high-volume prescribers across TN, AR and MS. The data-driven approach produced rapid results: orders from 100 new physician and caseworker referral sources, $750,000 in new business (about $100,000 per $1,000 invested in market data), a 99% return on investment, and $150,000 in additional opportunities, giving the company a clear competitive advantage.

Target Medical, Inc.

Brent Brockway

Vice President of Sales