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A 10 minute read
hospital outpatient center with healthcare data graphics overlaid
January 12, 2021

Outpatient care is among the top five fastest-growing industries in the United States, according to the U.S. Bureau of Labor Statistics. But you’re an experienced healthcare sales professional, so you probably already knew that.

This growth in the outpatient market means more opportunities for healthcare industry stakeholders. You probably already knew that, too.

But did you know that you can use medical claims data to capitalize on these opportunities? Here’s how.

How claims data can help you identify opportunities in the outpatient market

Claims data helps you pinpoint high-volume providers. In other words, you can identify hospitals within a specific region that are reporting high outpatient procedure volumes.

Why does this matter to you? Well, pinpointing these top performers helps you size your target market, establish specific quotas based on procedure trends, and execute a more informed sales strategy.

In the fast-growing outpatient market, higher procedure volumes might also help you identify more profitable sales opportunities.

According to Definitive Healthcare data, on average, U.S. hospitals report higher outpatient revenue than inpatient revenue. Because of this, providers are more likely to invest in products or services that can help them maximize their outpatient efficiency.

And by targeting high-volume providers, you can prioritize high-value opportunities and increase your chance of sales success.

So, here’s the big question now: which hospitals have the highest outpatient procedure volumes?  

Hospitals with the most outpatient procedures in 2020

In 2020, William P. Clements Jr. University Hospital had the highest outpatient procedure volumes across all U.S. hospitals. The hospital reported a total of 4,220,680 outpatient procedures, according to Definitive Healthcare data.

Top 10 hospitals by 2020 outpatient procedure volumes

Rank Definitive ID Hospital City State Total Outpatient Procedures
1

3923

William P. Clements Jr. University Hospital

Dallas

TX

4,220,680

2

3120

Cleveland Clinic Main Campus

Cleveland

OH

3,897,025

3

5576

Cincinnati Children’s Hospital Burnet Campus

Cincinnati

OH

3,241,299

4

2035

Spectrum Health Butterworth Hospital

Grand Rapids

MI

3,218,606

5

962

Piedmont Athens Regional Medical Center

Athens

GA

2,874,378

6

1713

Pikeville Medical Center

Pikeville

KY

2,457,742

7

1678

Norton Hospital

Louisville

KY

2,296,099

8

519

Loma Linda University Medical Center

Loma Linda

CA

2,258,755

9

3571

Hospital of the University of Pennsylvania

Philadelphia

PA

2,071,657

10

3702

Sanford USD Medical Center

Sioux Falls

SD

2,033,842

Fig 1: Hospital outpatient procedure analytics are from Definitive Healthcare’s Medical Claims database. Total outpatient procedures represent all-payer outpatient procedure volumes for the 2020 claim year. Commercial claims data is from multiple medical claims clearinghouses in the United States. Data updated monthly. Accessed January 2021.

In fact, all the top ten hospitals reported two million or more total outpatient procedures in 2020. That’s a lot of cheddar.

These hospitals have another thing in common, too: location. All ten hospitals are in core-based statistical areas (CBSAs) with populations of 50,000 people or more.

It’s worth noting that two of these hospitals—Pikeville Medical Center and Loma Linda University Medical Center—are in cities with populations of less than 25,000 people.

Why is this worth pointing out? If you’re mapping your sales territories by cities or major metropolitan areas, you might not have focused on Pikeville, KY or Loma Linda, CA. Though we now know that these cities are home to two hospitals with the highest outpatient procedure volumes.

Taking advantage of this type of regional analysis can help you determine where your greatest opportunities are.

COVID-19’s impact on 2020 outpatient procedures

At the height of the COVID-19 pandemic, many healthcare providers saw a significant decrease in elective surgeries and routine visits. Outpatient care visits declined, too. According to a report from The Commonwealth Fund, visits to outpatient facilities like ambulatory surgery centers (ASCs) dropped by 60 percent in early April 2020.

Luckily, those visits rebounded. By early September 2020, surgery center visits were back to pre-pandemic numbers.

Outpatient procedure volumes at U.S. hospitals also increased by the end of 2020. But they didn’t quite return to what they were before the pandemic.

Unsurprisingly, the top three hospitals in 2020 all reported higher outpatient procedure volumes in 2019.

Hospital outpatient procedure volumes in 2019 vs. 2020

Rank Definitive ID Hospital Total Outpatient Procedures 2019 Total Outpatient Procedures 2020
1 3923 William P. Clements Jr. University Hospital 4,781,740 4,220,680
2 3120 Cleveland Clinic Main Campus 4,358,825 3,897,025
3 5576 Cincinnati Children's Hospital Burnet Campus 4,009,520 3,241,299

Fig 2: Hospital outpatient procedure analytics are from Definitive Healthcare’s Medical Claims database. Total outpatient procedures represent all-payer outpatient procedure volumes for the 2019 and 2020 claim years. Commercial claims data is from multiple medical claims clearinghouses in the United States. Data updated monthly. Accessed January 2021.

According to Definitive Healthcare data, William P. Clements Jr. University Hospital reported 561,060 more outpatient procedures in 2019 than 2020.

Of the top three hospitals, Cincinnati Children’s Hospital Burnet Campus saw the greatest decrease in outpatient procedures from 2019 to 2020. The hospital reported 768,221 fewer procedures in 2020—a decrease of almost 20 percent.

Despite this drop, the outpatient market is expected to resume its rapid growth into 2021 and beyond. In fact, non-hospital providers—including ASCs and hospital outpatient departments—are projected to account for almost 65 percent of profit pools by 2022.

What does this mean for you? If you’re not already prioritizing the outpatient market, it’s time to get started.

Learn more

Want to know more about how you can use claims data to find new opportunities and increase your sales success? Watch our on-demand webinar: How to Use Commercial Claims to Drive New Sales.

In this 20-minute presentation, you’ll learn how to leverage claims data for greater insights into your target provider market, including:

This blog was originally published on August 30, 2016. The content has since been updated to reflect the current state of the healthcare industry.

ABOUT THE AUTHOR

Rachel Grande

Rachel Grande is a communications professional and published author. She holds a master’s degree in Creative Writing from the University of Glasgow, and brings nearly two years of prior experience as ...


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