Add Even More Ancillary Services to Grow Your Business

September 7, 2021
man sleeping with cpap machine
Expanding healthcare services to meet more patient needs can enable non-acute facilities to grow their business and revenues—which can be particularly helpful for organizations that lost business during the pandemic. Ancillary services allow facilities to move beyond their core healthcare offerings to provide a greater range of services to patients and even attract new ones.
Facilities can make more money with additional services, but they do require an investment to get started. This typically includes investing in staff expertise, office space and technology to launch and maintain the service. Here are five services to consider adding:


There are now more than 100 specific sleep and waking disorders, according to MedlinePlus. Sleep disorders are conditions that change the way people sleep. They can affect a person’s overall health.
Common conditions include insomnia, problems staying awake during the day and an inability to adhere to a sleep schedule. Nearly 70 million Americans suffer from a sleep disorder, according to ProHealth Physicians, which notes “left untreated, these can lead to health problems and reduced quality of life.”
Sleep deprivation can also affect a person’s ability to drive safely and increases the risk of other health problems. Physician clinics can tap into this growing market that’s gaining more visibility to help patients achieve better sleep results. Facilities can do this by offering sleep services on their own or potentially partnering with an organization that has an established practice. According to Healthgrades, there are seven types of doctors who treat sleep apnea, including primary care doctors and otolaryngologists.


An electrocardiogram, or ECG or EKG, can be performed in a doctor’s office or a hospital to record the electrical signals in a person’s heart. “It’s a common and painless test used to quickly detect heart problems and monitor your heart's health,” according to Mayo Clinic.
A report from Medical Economics found that for the year 2018, ECG was the most popular ancillary service offered in internal medicine/family medicine. “Survey results show electrocardiogram is the most popular ancillary service for physicians to increase practice income,” the report noted. Spirometry was the second most popular service offering.
In the past, patients typically went to a medical testing facility for an ECG rather than their regular physician. While many patients still go to a dedicated testing center, it’s becoming increasingly common for physicians to provide ECGs in their clinics.
“More and more physicians are getting an ECG machine and offering ECG tests in their offices,” according to Advanced Rx. “The ECG test and others can be a good way for physicians to grow revenue, which is why several different tests are listed as profitable ancillary services.”

Custodial services include hospice care, long-term and nursing home care, and home healthcare. Patients may need these services during recovery from a chronic illness, an injury or for the rest of their life due to an illness or a disability.
Also known as care delivery services, custodial care typically helps individuals with the activities required for daily living and basic care needs. These activities include bathing, dressing, eating and using the bathroom.
The care is often recommended by a medical professional, although the workers providing custodial care are not medical or skilled care professionals themselves. Custodial ancillary services are an opportunity for non-acute providers to continue delivering services to their patients after they experience a significant or life-changing event and need additional help.

“Ancillary services represent the third largest segment of healthcare costs, making up about 30% of healthcare spend.”

Myriad websites offer free healthcare advice, diet information and exercise routines, so this is a competitive arena. But it’s also a chance for a clinic to share health and wellness information to patients and their families online. Patients are more likely to trust their physician’s site than an unknown site.
Online learning platforms that allow people to learn about specific illnesses and how to best treat them are currently trending in healthcare. The problem is that not all online health information is reliable--and some things purported as facts can be harmful.
When a clinic posts trustworthy healthcare information online, it’s a way to connect with patients who are reluctant to visit a facility or prefer virtual care. It’s also a way to reinforce messaging that patients hear during in-person visits and build loyalty across patients—and maybe even attract new ones. Clinics can monetize the educational materials by tying them back to facility services or offerings, such as dietary plans or routine checkups, to drive business.
Not every facility has the budget and space to offer radiology services. Radiology equipment is expensive and using it can require special rooms, like lead-lined walls for x-rays.
Yet radiology is a powerful tool for diagnosing diseases and includes x-rays, CT scans, nuclear medicine and different types of diagnostic imaging, which are needed by a wide patient population. For practices with sufficient medical billing volume, adding in-house radiography is a way to serve that population instead of sending them to another facility.
In non-acute healthcare, ancillary services and ancillary care help patients with treatments and diagnosis, and support the care provided by their family physicians. These services represent the third largest segment of healthcare costs, making up about 30% of healthcare spend, according to HealthSmart and other sources.
Offering one or more ancillary services allows a facility to diversify and branch out into other areas of healthcare. The result can be happier patients and a new source of revenue. 

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