SALES GUIDE
ASC Revenue Cycle, Accounting and IT Solutions—
Amblitel
Solution Offering:
Program Summary:
Amblitel provides ASC specific back office services (revenue cycle management, accounting and financial management); an
Information Technology Platform (revenue cycle IT application, accounting/financial management IT application and a
business intelligence application), ASC specific consulting services, and hospital perioperative assessment services. By using
Amblitel’s ASC industry specific back office services, IT solutions, consulting services, and hospital perioperative assessment
services, clients can see an increase in revenue, a reduction in business office costs and operational complexities, as well as
increased performance.
Who to Talk To:
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Main Contacts: Surgery Center Administrators, Business Office Manager, and Surgeons/Owners
Questions to Ask:
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Are you happy with your current profits and have you wondered if there are ways to improve your profit margins?
What is your current Health Information System (HIS)? Is your HIS Internet or Cloud based? Do you pay yearly licensing
fees along with monthly support fees?
Do you utilize a business intelligence application in conjunction with your HIS to help better manage your case costing and
profits
Do you manage all of your back office functions (revenue cycle and accounting) or do you have any outside companies
helping?
If utilizing an outside company to provide revenue cycles services, what is your fee arrangement? (This question is asked
later in the process unless sales rep already has a good relationship with client).
What is your current accounting software? Is it Internet based or is it local software downloaded on your center’s
computer?
Do you have an accountant on staff or do you have an accountant on retainer? What experience does this accountant have
in the ASC Industry?
Business Challenges and Targeting Summary:
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Business challenges include:
o Long Sales Cycle - Starting discussions with centers (the right person at the right time – often timing is the issue.)
o Helping centers see the value in remaining independent and how hiring an outside company can help them be
profitable, that by outsourcing back office functions, they can be profitable and allow them (the center) to focus on
quality and the clinical portion of their business
o Newer company with smaller amount of clients
o Target - Centers that want to remain independent but lack some of the resources hospitals and or management
companies can provide.
Supplier Overview:
Pricing:
Revenue Cycle Management Services – 4% to 7% of collections. This percentage depends on patient volume, in-network, out-ofnetwork, and surgery specialties. If all revenue cycle services are used, Amblitel’s Revenue Cycle IT application and ASC InSight™
(see description under IT Platform) are included in this pricing (does not include initial set-up and training charges) which often
provides a good discount to current overall pricing the center is paying for all these services/solutions.
Accounting and Financial Management Services – $4,500 per month. This includes 2 licenses for Amblitel’s Accounting and Financial
Management Technology application (does not include initial set-up and training charges).
Information Technology Platform –
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Revenue Cycle Information Technology Application - $3,200 per month (for a 2 OR facility, additional OR’s could
incur an increase in price per month) with a one-time set-up and training charge of $8,250 depending on size of
facility
Accounting and Financial Management Technology Application – $350 per month for two users (A minimum of two
users are required. Additional users have a $125 per month charge) with a one-time set-up and training charge of
$2,500
ASC InSight™ (Business Intelligence Application) – $1,100 per month with a one-time set-up and training charge of
$2,750
Consulting Services – Amblitel’s fees for consulting services will vary depending on the need and complexity of the project. Clients
can select pricing on a per hour consulting rate or as a fixed amount per engagement.
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Strategic planning services
Revenue cycle assessments, audits, and re-engineering
Benchmarking of an ASC’s financial, operational and clinical areas comparing to industry norms
Materials management assessment and re-engineering
Informational technology performance
Comprehensive managed care contracting and third-party payor contract review
ASC valuation
Feasibility studies
ASC management – interim administrator, etc.
Mergers and acquisitions support services
Other ASC specific business related services
Hospital Perioperative Assessment – Amblitel’s fees for performing a hospital perioperative assessment will vary depending
on the size of the hospital, including the number of operating rooms, procedure rooms, recovery rooms, etc.
Key Program Highlights:
 Improves revenue cycle effectiveness, reduces costs, reduces business office complexities, increases back-office efficiency,
and maximizes profitability
 Internet based revenue cycle system eliminates the worry of data crashes, the need for back-up data files, configuring
security firewalls, and the costly purchase of software, hardware and ongoing maintenance fees
 Tools and services specifically designed for surgery centers to better manage their revenue
 Internet based accounting application eliminates the worry of data crashes, the need for back-up data files, configuring
security firewalls, and the costly purchase of software, hardware and ongoing maintenance fees
Competitors and Key Differentiations:
Company
Source Medical
(There are too many other
companies to list but most
will be similar to Source yet
only provide the HIS or
revenue cycle services)
Focus
The largest provider of outpatient information
solutions and revenue cycle management
services for ASCs, specialty hospitals, and
rehabilitation clinics nationwide.
Why Are We Different?
Over 30 years ofspecific ASC industry
experience in the same areas that Source
provides yet as a smaller company we
provide more of an a-la-carte offering
along with more personalized service.
We can often provide better pricing and
are willing to negotiate more in all areas
of revenue cycle operations.
Intuit - QuickBooks
#1 rated small business accounting software.
Saves you time so you can focus on running
your business.
Accounting software made easy.
Local Accountants
Charge by the hour.
Centers reach the point where they need
to update to a more comprehensive
financial management and accounting
system that offers increased functionality
and improved financial controls.
30 years of specific ASC industry
Local, so client perceives convenient.
Management Companies
All vary to some degree; however, their focus
is in taking over centers and running them
more effectively based on their experience in
running surgery center businesses. They take
ownership usually which always leads to
changes in policy and often personnel.
experience so able to help develop and
deliver detailed budgets
Access to proprietary reports to improve
managing of profits.
Fixed monthly fee so can budget more
accurately
Like have a controller as employee
Provide similar resources to allow
center(s) to be profitable without having
to provide a percentage of profits by
having to sell minority or majority
ownership in center to the management
company.
Value Propositions:
Business Challenge (Pain Points)
ASC profit margins are decreasing due
to reduced reimbursement and
increasing costs
Increased government regulation and a
more competitive environment have
made healthcare business very
complicated and difficult to operate.
Individually owned ASCs cannot afford
to invest in infrastructure to remain
competitive as margins shrink.
Selling Message (Feature)
Value Proposition (Benefit)
Medicare/Medicaid and Third Party Payers
(insurance companies) have continued to
pay ASC’s at a fraction of the
reimbursement rate of hospitals (58% of
hospital rates). Due to all continual changes,
it is difficult for centers to stay up to speed
with all the regulations and changes to
coding, etc.
Amblitel’s objective is to provide
independently owned ASCs an option to
remain independent and still have access to
world class infrastructure to help them
remain competitive.
Centers often submit claims that are
incomplete or inaccurate and then
reimbursement is delayed and often
overlooked after a long time leading to
claims going to collections. Days in
Accounts Receivable increases to over 90
days thus affecting center profits.
Amblitel can help centers realize a 1-2%
increase in revenue, a one-time reduction
in accounts receivable of 15-20%, a 3-4%
reduction in expenses, and an ongoing
annual improvement of $190,000 or more
depending on the center size, volume
specialty, and annual revenue.
Overcoming Objections:
Likely Objections
Responses
Not interested in change right now, satisfied with current
services
“I understand that change can be a daunting experience. Can you
tell me exactly what part of your current services you are happy
with and what you would improve if you could?” (This can lead to
many different paths. The focus should be on showing how we can
increase profits while reducing costs and complexity).
I can understand that costs and expenses are important to you,
especially in our current economy. To help me better understand
your current fees and services, what functions does your current
vendor manage (patient verification, transcription, coding, billing,
accounts receivables, collections, etc.)? (This can now lead into
discussions around increasing profits while reducing expenses and
complexities).
While we are a smaller company than “XYZ”, our personnel have
all worked in the ASC industry for 15 to 30 years (or more) and
have very specific experience in helping centers increase profits.
Amblitel is a newer company (in its third year of operations) and
was started to help centers remain independent and do so less
expensively. We would be more than willing to provide references
Less expensive
Not as many clients as larger companies or management
companies
We do our own back office functions (revenue cycle and
accounting)
of centers we have worked with or are currently working with so
you can understand the value and profitability we are able to
provide our clients.
I understand that having control of your business is important. I
also understand that in the reduced profits environment we are
currently in, every penny counts. Often, vacation, illnesses, or
changes in personnel can lead to downtime for your business staff
which can adversely affect profitability. Outsourcing or keeping
these functions in house is a dilemma that many centers face. By
outsourcing these functions you might actually have better control
of your profits. (This then hopefully leads to a discussion around
reduced costs (FTE’s, benefits) and increased profits).
Call to Action/Close/Steps to Implement:
Most important thing is to get time for a demo of our solutions and into a detailed discussion of our services and solutions so as
to show the client the value we can provide.
Key Contact:
For Additional Information, Please Contact MDR™, 559-447-4488.