Why Healthcare Franchising Is Entering a Boom Time
Illustrations © Theispot.com/Michael Austin
Of all the goods and services offered by franchises--giant
pretzels, pest control, elliptical trainers--the most important is
probably the one that goes least noticed: healthcare. In fact, many
patients have visited a healthcare franchise without even realizing it.
With the rising cost of healthcare and the millions of people expected
to seek treatment under the
Affordable Care Act,
physicians, hospital systems and enterprising businesspeople have been
searching for faster, more efficient and more affordable ways to deliver
quality service. What they've found is that the franchise model can
dispense routine medical care as efficiently as it delivers other
products and services.
Mark Kirsch, a principal at the Washington, D.C., office of law firm
Gray Plant Mooty, has helped several healthcare franchises navigate
regulatory hoops in recent years. He believes there are numerous reasons
for the gold rush in the sector, which includes franchised urgent-care
centers, dental clinics, chiropractors, hearing-aid clinics, testing
labs, billing services, massage clinics and other specialized concepts.
"There's a real demand for high-quality, moderate-cost
healthcare," he explains. "Some people view things like teeth cleaning
or regular checkups as a commodity, something routine that can be
delivered with good quality at a good price, and more conveniently than
the way they're provided now."
Another factor: The aging population of Baby Boomers is adding stress
to the healthcare system and will take up a greater percentage of
medical resources over the next few decades. That means the ability to
serve more patients with fewer overhead costs will become a critical
challenge for medical practitioners.
Tracy Weise--founder of Weise Communications, a Denver-based firm
that provides marketing services to healthcare businesses, including
franchises--agrees that learning to work with limited medical resources
and a growing patient base is a major challenge. "If you look at the
growing population and demographics, there aren't enough physicians,
period, to cover people who need healthcare," she says. "There's simply
not enough financial motivation for young doctors to become primary-care
physicians. The amount of hours they have to work and the time they
spend with insurance companies means they're not making money, and
they're not doing the job they want to do."
Weise adds that the implementation of the Affordable Care Act doesn't
mean there will miraculously be enough doctors to look after everyone
who's eligible for coverage. "That's why franchising as a healthcare
model makes sense. It creates the systems and processes that take the
headaches out of insurance and billing," she explains. "It creates
better access and greater access in a lot of different places. It takes
all the best practices and implements them in a system to create the
best delivery at the lowest cost in the most places."
It was the lack of efficiency in the current system that drove Miami-based hand surgeon Alejandro Badia to develop
OrthoNow,
an urgent-care franchise that specializes in injuries like jammed
fingers, sprained ankles and dislocated shoulders. The company expects
to open as many as 30 centers across the U.S. this year.
"OrthoNow was born out of a sense of frustration," Badia says. "As a
hand surgeon, virtually everyone who came to see me had been someplace
else before or had waited for hours in the ER and gotten an erroneous
diagnosis. By the time they saw me three weeks later, their problems
were worse and harder to treat. I sensed the way healthcare was run was a
waste of time and money."
Once a franchisee of a now-defunct urgent-care concept, Badia
believed a similar franchised clinic could work if it focused on
orthopedic care--a place where a patient with a knee injury wouldn't
have to wait for hours while life-threatening cases were prioritized.
OrthoNow, Badia says, is more cost-effective and offers better
treatment than general treatment centers. "The truth is, you don't need a
board-certified surgeon to see you if you have shoulder pain," he
explains. "An orthopedic physician's assistant can do that job very
well. And if a patient needs something like their knee or spine looked
at, OrthoNow can funnel them to a sub-specialist."
The benefits for patients extend to their wallets, too, Badia
contends. "If someone without insurance comes into an OrthoNow to see a
provider and have an X-ray, it will probably cost $300--a bit more if
they need an MRI or a cast," he says. "The hospital-affiliated urgent
care down the street is four times that just for the assessment. The
patient will have to finance $1,200 or put it on their credit card. Then
[the clinic] will likely just refer the patient to the hospital."
John Leonesio, founder of
Massage Envy Spa,
left that successful system in 2008 and two years later went on to helm
The Joint…the chiropractic place. He has helped grow The Joint to 140
units and hopes to open 120 more by the end of the year. The concept
relies on economies of scale and a membership model to make chiropractic
treatment affordable and convenient. By cutting out insurance
companies, Leonesio says, The Joint reduces paperwork for employees and
patients; additionally, the units stay open at night and on weekends,
offering convenience for patients with busy workday schedules.
"We don't take appointments; we're walk-in only," Leonesio says.
"When we asked customers what they wanted, they said they want a very
good doctor and treatment that was convenient and affordable. If they
hurt their back on Friday, they didn't want to wait until Monday morning
to make an appointment."
The reason chiropractic treatment works well as a franchise, Leonesio argues, is that much of it is routine. Members of
The Joint
get four appointments for $49--about half the typical insurance
deductible for chiropractic care, he says. Instead of seeking treatment
only when they're in pain, patients under the membership model are
incentivized to come in regularly to prevent problems and higher costs
down the line. And for the 60,000 U.S. registered chiropractors, many of
whom struggle to keep their practices open, The Joint can make
financial sense.
"We can provide services more efficiently and cheaper than a
traditional practice can," Leonesio says. "With our organization and
technology, chiropractors can be a lot more efficient and still make a
good living, which in turn makes a good franchise model."
Most medical franchisees are businesspeople who hire physicians and
other medical staff to provide services. For the medical workers, there
appears to be no stigma in being associated with a franchise. In fact,
as doctors begin to understand the advantages of franchising--most
significant, the reduction in paperwork and managerial duties--they are
seeking jobs at franchise concepts.
"The big point of differentiation between the model we operate and
working elsewhere is that a healthcare professional can focus on what
they love about their craft: treating people and providing healthcare
for them," says Scott Hoots, vice president of franchise operations at
AFC/Doctors Express,
an urgent-care franchise with locations in 27 states that was acquired
last year by American Family Care. "They don't have to do payroll or
fill out tax forms. They don't have to hire and fire people. Their sole
focus is on patients, and that is what attracts high-quality doctors to
the system."
There are other advantages, too. "Our compensation is competitive
with other medical centers, and with a much better lifestyle. There are
no beepers or being called in during the middle of the night," Hoots
says. "Someone asked me the other day if we get good physicians. We're
not getting flunkies or physicians hired right out of medical school. We
have doctors at all career stages because of the benefits we offer."
Patients are also seeing the efficiency of franchising. While at a
hospital ER the average wait is four hours, AFC/Doctors Express claims
it can move most patients in and out in less than an hour. But being
able to offer that kind of quick service means medical franchises need
to ramp up quickly before the Affordable Care Act dumps millions of new
patients onto the market.
"Forty percent of patients in the ER shouldn't be there," explains
Russell Smith, director of franchise development for AFC/Doctors
Express, who says the system will add 20 new locations in 2014. "They
should be in urgent care, and they will soon move there. That's why
we're rushing to open more franchises and corporate locations. The
market itself has grown, and the Affordable Care Act is going to
increase the number of patients we see on a daily basis."
As
healthcare
providers of all kinds struggle to keep up with patient loads, many
more franchise concepts will emerge, The Joint's Leonesio predicts.
"Healthcare franchising started with eyeglasses a while ago, and more
sectors have caught on. People are finding better, cheaper and more
efficient ways to deliver healthcare services than other practices can,
whether it's teeth cleaning, urgent care or back adjustments," he says.
"There are still opportunities waiting to be found in every medical
field."
Jason Daley lives and writes in Madison, Wisconsin. His work regularly appears in
Popular Science,
Outside and other magazines.
Wendy’s ice creams
Photo: John Woudstra
