Oasis Point Rehabilitation Hospital

Marketing & Sales Playbook

Territory Assignment & Referral Targets

Each marketer is assigned a focused territory of parishes to maximize referral opportunities while working within the $500/month outreach budget. The two IRFs (Hammond – 24 beds, Gretna – 26 beds) draw patients from North Shore (parishes north of Lake Pontchartrain) and South Shore/Baton Rouge regions. Estimated referral volumes consider population, hospital presence, and travel preferences.

Hammond IRF

24 beds

Gretna IRF

26 beds

Monthly Budget

$500

Marketer 1 – North Shore (St. Tammany & Washington Parishes)

Territory Overview

Covers a growing suburban area (approx. 324K population combined) with major hospitals (e.g. St. Tammany Parish Hospital, Slidell Memorial) and smaller facilities in Washington Parish.

Population

324,000

Est. Referrals/Month

40

ADC Target

10

Primary IRF

Hammond

Key Referral Sources:

  • St. Tammany Parish Hospital (Covington)
  • Slidell Memorial Hospital
  • Ochsner Medical Center - North Shore
  • Lakeview Regional Medical Center (Covington)
  • Our Lady of Angels Hospital (Bogalusa, Washington Parish)
  • Riverside Medical Center (Franklinton, Washington Parish)
Rationale: St. Tammany's large healthcare network can yield steady rehab candidates, while Washington Parish contributes occasional referrals due to its smaller size.

Marketer 2 – North Shore (Tangipahoa & Livingston Parishes)

Territory Overview

Encompasses Tangipahoa (incl. Hammond, ~140K pop.) and Livingston (~154K). Key facilities: North Oaks Medical Center in Hammond (major acute-care source) and smaller hospitals/ERs in Livingston.

Population

294,000

Est. Referrals/Month

40

ADC Target

10

Primary IRF

Hammond

Key Referral Sources:

  • North Oaks Medical Center (Hammond)
  • Hood Memorial Hospital (Amite)
  • Lallie Kemp Regional Medical Center (Independence)
  • Our Lady of the Lake Livingston (Walker)
  • Ochsner Medical Complex - Livingston
  • North Oaks Rehabilitation Hospital (Hammond)
Rationale: Being home to the Hammond IRF, Tangipahoa is a referral hub. Livingston's rapidly growing population contributes moderate volume, especially for patients living closer to Hammond than Baton Rouge.

Marketer 3 – South Shore (Orleans, St. Bernard & Plaquemines Parishes)

Territory Overview

Oversees New Orleans (Orleans Parish, ~353K pop.), plus adjacent St. Bernard (~45K) and Plaquemines (~22K). Major referral sources include large acute-care hospitals in Orleans (University Medical Center, Touro, Ochsner Baptist) and community hospitals in Chalmette (St. Bernard) and Belle Chasse (Plaquemines).

Population

420,000

Est. Referrals/Month

28

ADC Target

7

Primary IRF

Gretna

Key Referral Sources:

  • University Medical Center New Orleans
  • Touro Infirmary
  • Ochsner Baptist Medical Center
  • Tulane Medical Center
  • St. Bernard Parish Hospital (Chalmette)
  • Plaquemines Medical Center (Port Sulphur)
  • Ochsner Health Center - Belle Chasse
Rationale: The New Orleans metro has multiple discharging hospitals and a high volume of complex cases (stroke, trauma, etc.) ideal for IRF. Smaller outlying parishes contribute occasional referrals, especially when patients prefer the Gretna facility for specialized programs.

Marketer 4 – South Shore (Jefferson & St. Charles Parishes)

Territory Overview

Covers Jefferson Parish (~432K pop.) including Metairie and Kenner, plus St. Charles Parish (~53K). Major facilities include Ochsner Medical Center (Jefferson's largest hospital), East Jefferson General, and West Jefferson Medical Center, plus St. Charles Parish Hospital.

Population

485,000

Est. Referrals/Month

32

ADC Target

8

Primary IRF

Gretna

Key Referral Sources:

  • Ochsner Medical Center (Jefferson)
  • East Jefferson General Hospital (Metairie)
  • West Jefferson Medical Center (Marrero)
  • Ochsner Medical Center - Kenner
  • St. Charles Parish Hospital (Luling)
  • Tulane Lakeside Hospital (Metairie)
  • Ochsner Health Center - Destrehan
Rationale: Jefferson Parish has the largest population in the region and multiple hospitals, making it a prime referral source. Its proximity to the Gretna IRF (located in Jefferson Parish) makes it convenient for patients and families. St. Charles Parish adds additional referral potential from its community hospital.

Marketer 5 – Baton Rouge Region (East Baton Rouge & Ascension Parishes)

Territory Overview

Covers East Baton Rouge Parish (~440K pop.) and Ascension Parish (~126K), focusing on the major medical centers in Baton Rouge and community hospitals in Gonzales/Prairieville. This territory is more distant from both IRFs but has significant population and medical infrastructure.

Population

566,000

Est. Referrals/Month

8-10

Primary IRF

Hammond

Key Referral Sources:

  • Our Lady of the Lake Regional Medical Center (Baton Rouge)
  • Baton Rouge General Medical Center
  • Ochsner Medical Center - Baton Rouge
  • Surgical Specialty Center of Baton Rouge
  • St. Elizabeth Hospital (Gonzales)
  • Our Lady of the Lake Ascension (Gonzales)
  • Ochsner Health Center - Prairieville
Rationale: While Baton Rouge has its own rehabilitation options, the Hammond IRF can attract patients from the eastern parts of these parishes due to its specialized programs and luxury accommodations. The territory's large population makes it worthwhile despite the distance and competition.

Summary of Referral Targets

Northshore Marketers

Total referrals needed per month: 80

  • Marketer 1: 40 referrals per month
  • Marketer 2: 40 referrals per month

With a 50% conversion rate, these 80 referrals will yield 40 discharges per month.

Southshore Marketers

Total referrals needed per month: 60

  • Marketer 3: 28 referrals per month (to achieve 7 ADC)
  • Marketer 4: 32 referrals per month (to achieve 8 ADC)

With a 50% conversion rate, these 60 referrals will yield 30 discharges per month.