More success

Whether the service portfolio of your care facility fits the location and which strategies are successful depend on various parameters. To get an overview of the many factors, TERRANUS recommends a detailed analysis of all relevant parameters. Creative concepts and strategies that go beyond one’s own needs will lead to sustainable success in the future. This applies, for example, to collaborations that tap new space in expensive city centre locations. Strategic partnerships between supermarkets and operators are one example. With additional floors in centrally located shopping centres, the space can be used optimally, the earnings of the property can be increased and flats for assisted living, for instance, can be built in a cost-saving manner. That’s one example of many creative solutions. Because the greatly increasing demand for individual forms of care and living requires a variety of specialised and well-networked service, social and care offers, supplemented by digital assistance systems. Together with the operator, TERRANUS develops sustainable concepts that anticipate modern care structures and also meet the needs of future generations of people in need of care.

When beginning any planning for new construction or expansion, operators need to analyse the following parameters: What care and housing concept is this location suitable for? Which residential and care concepts are sustainable, how can all the potential and risks be analysed? Can strong cooperation partners be found for the specific concept in the respective environment? The various TERRANUS analysis tools provide you with relevant data and key figures and the basis for your strategic considerations. TERRANUS scrutinises the market and finds you the right property or the right care business operation for your concepts.

The starting point for any strategic consideration is a precise location and competition analysis in the respective environment. What is the location suitable for? A classic care facility, for assisted living or for service or residential living? What quantity structures are required at the location? What services and care will the around 24 million seniors over 65 years of age want in 2040? What progress can be expected from digital development? How many full inpatient facilities are located within a radius of five kilometres? How many care places are there in total in the catchment area? How high is the competition’s average nursing home fee per care level, how wide is the range between the highest and lowest value? TERRANUS analyses the market, the location and the competitive environment for you. Our database analysis tools Care Atlas and Object Rating provide you with comprehensive, accurate and up-to-date information.

In order to prevent structural and economic challenges as well as crises from arising in the first place or to master them, TERRANUS advises to regularly put one’s own operational concept, processes, profitability and market potential to the test. Only a precise analysis allows for targeted intervention. Our database-based tool KPI Rating compares the Key Performance Indicators (KPI) of your business with comprehensive current industry benchmarks and creates an objective and differentiated rating. The real highlight of the analysis tool: the rating is based on a predefined comparison group of similar operations. Deviations from comparable nursing homes – upwards or downwards – are visible at a glance. Regional differences, funding bodies and forms of operation (full inpatient facility and/or assisted living, lease versus ownership model) are also taken into account. If a structural imbalance occurs, professional expertise and, under certain circumstances, project-related, consistent and strategic interim management are needed. With this support, for example the restructuring and reorganisation of your care business can be implemented much more quickly and consistently. TERRANUS takes over the concrete implementation of all strategies necessary for you, coaches the management, talks to banks, cost bearers and real estate owners or, in the case of vacancies, manages the entire operation until it is again running stably and successfully.

In order to be able to filter out the performance of your business as well as your strengths and weaknesses in comparison to the competition, a detailed analysis of the market situation in the respective environment is required. How many inpatient facilities are located within a radius of five kilometres? How many care places are there in the catchment area and what is their single room quota? How high is the competition’s average nursing home fee per care level, how wide is the range between the highest and lowest value? Subjecting one’s own catchment area to a precise analysis of potential, as offered by TERRANUS, and knowing what figures the competition is working with – this is an advantage that should not be underestimated, also in view of changing legislative requirements. Our KPI rating for care homes provides you with a differentiated analysis of the strengths and weaknesses of your business. The database-based tool compares the Key Performance Indicators (KPI) with comprehensive current industry benchmarks and creates an objective and differentiated rating from this. The rating is based on a predefined comparison group of similar operations. Deviations from comparable nursing homes – upwards or downwards – are visible at a glance. If you also regularly put your own operating concept, processes, profitability and controlling to the test, you will have a good basis for success with your facility. This is always provided that your facility convinces with qualified care at a high quality level and offers employees a modern, well-structured working environment.

To ensure that your services are sufficiently remunerated and that your prices fit into the competitive environment, TERRANUS recommends a market and competition analysis. How many nursing homes are there in the vicinity, what is their single room quota and how high are the nursing home fees? Analysing the data of the competition and knowing the population development in the catchment area forms a stable basis for the analysis of your service fees. A first quick look at the competition is provided by the live research of Pflegemarkt (Re)Search. Based on the constantly updated data of the TERRANUS Nursing Atlas, it provides all relevant data and key figures on all inpatient nursing facilities in the respective catchment area – in real time, just a mouse click away.

If the number of competitors increases, prices fall: this also applies to the nursing market, as the current market study by the nursing home consultancy TERRANUS shows. To find out whether your costs are on par with the competition or whether there is still potential for savings, a detailed analysis of the market situation in the respective environment is required. The database-based tool KPI Rating by TERRANUS compares the Key Performance Indicators (KPI) of your business with comprehensive current industry benchmarks and creates an objective and differentiated rating. The real highlight of the analysis tool: the rating is based on a predefined comparison group of similar operations. Deviations from comparable nursing homes – upwards or downwards – are visible at a glance. Regional differences, funding bodies and forms of operation (full inpatient facility and/or assisted living, lease versus ownership model) are also taken into account. Subjecting one’s own catchment area to a precise potential analysis and knowing what figures the competition is working with is an advantage that should not be underestimated, also in view of changing political requirements. Those who also regularly put their own operating concept, processes, profitability and controlling to the test may be able to reduce their costs in various areas.

Start with a new care concept or stick with the tried and tested and increase quality? Operators are increasingly responding to the individual wishes of today’s 65+ generation with a variety of residential and nursing care offers. As a result, the facilities are increasingly developing into integrated providers that move more freely than ever between the inpatient, day-care and outpatient financing pillars of the German health care system. The spectrum of operator concepts ranges from mixed forms that integrate assisted living as part of a care chain and temporary intermediate solutions to completely independent offers with self-contained areas, mobile service concepts and supplementary nursing stations. The TERRANUS Care Report shows how the industry is developing new concepts for the future with a great deal of creativity, why – also in view of the ongoing corona pandemic – the legislative authorities should promptly undertake future-proof reforms that are uniform across federal state borders. Based on these parameters, the operator concept can be developed or adapted for precise alignment.

When it comes to the successful sale of your business, it’s important to know and approach potential buyers who can consistently expand their own business and implement their strategies with their business. With its in-depth market knowledge, TERRANUS supports you throughout the entire bidding process, from the invitation to tender to a differentiated company value assessment to the secure conclusion of the contract at the notary’s office. With our analysis tools and commercial due diligence, we provide a reliable picture of where the risks and, above all, the opportunities lie for a future operator. This creates a solid basis for the valuation of your business, protects you from wrong decisions and a sale below value. Until the notary appointment, it is important to avoid a number of legal and tax pitfalls even after the price has been determined. TERRANUS maintains permanent intensive contact with investors and operators, regardless of whether a suitable property is currently for sale or not. Thus the market screening with first information and contact to a buyer are initially carried out confidentially. If more concrete talks then take place, the parties sign a confidentiality agreement. In the complex valuation of healthcare properties, many consultants ignore numerous parameters, especially the effects of state-specific home legislation on the economic viability of the operation. Here, too, TERRANUS is at your side with its expert knowledge.

Of course, TERRANUS does not place employees for operators, we are not a recruitment agency. But what we do offer: together with the operators, we sound out where there is scope for cooperation and analyse how the business could better position itself amongst the competition for nursing staff.

The key factor in times of acute shortage of nursing staff is staff retention.

This includes a substantial concept for active health promotion as well as excellent team leadership and modern staff rooms. Digital technology and tools also strengthen the team’s loyalty to the business. Young people in particular are enthusiastic about ultra-modern, networked workplaces, a comprehensive digital infrastructure that offers optimised networking and a smooth flow of information. Assistive technologies and administrative organisational aids reduce the work overload as well as the burden on carers and lead to higher professionalism and attractiveness of the employer. This is a decisive competitive advantage, because according to studies, employees attach great importance to the quality of care in the facility in terms of job satisfaction. This is followed by fair pay, a positive working atmosphere with social support, and an improved work-life balance, for example by offering a company kindergarten. Support in professional development, a high degree of autonomy and creative possibilities in daily work, collegial exchange and supervision in psychosocial crisis situations also have a significant influence. Another parameter is the management of a facility. Attractive employers trust their employees and treat them with a high degree of appreciation. For this reason, many care-givers would like to see coaching sessions for managers in order to strengthen career planning skills and a management style that involves employees in decision-making processes.

In the search for professionals, operators should definitely also include new social recruiting tools as well as digital employee recommendations and messaging channels. The generation of digital natives in particular lives in a networked world, is active predominantly on digital channels and wants to be addressed and found by potential employers. And 90 per cent of the over-forties today also inform themselves about the employer on the career websites of a company and expect detailed information there.