Homelink mines small MCO biz

Sunday, July 31, 2005

WATERLOO, Iowa -- Homelink, the VGM Group's managed care division, is launching a program that helps providers net smaller managed care contracts.
The Unified Partner Program is targeting managed care deals that generate roughly $100,000 to $500,000 in revenue -- business that's too small for Homelink but may be too large for a supplier to handle on his own.
The dealer breaks some ground on the deal, and then VGM comes in to sign the contract and handle the administration. The dealer gets the first right of refusal on any business generated by the contract.
"If it's $100K deal and we can give three members $30,000, that's a plus for the year," said Brent Hanson, Homelink's senior vice president.
Currently, Homelink is servicing about 125 contracts that generate anywhere from $500,000 to $20 million annually. Homelink is now handling an annual workload of about $80 million in business.
Homelink member Barbara Bishov said that her company, Quality Healthcare Equipment, generates about 30% of its revenue from managed care contracts.
"We'll be happy with anything they can do to help us," she said.