The Cure: A Case Study on Sustainability
THE CENTRAL VALLEY’S VARICOSE & SPIDER VEIN EXPERTS
For over 30 years, Elmore Medical has been Fresno’s premier vein and laser treatment center. In 2017, they engaged Solomon Advising to help them refine their growth strategy and maintain their dominance in an increasingly competitive market.
43%
1 YEAR REFERRAL BUSINESS INCREASE
2X
MORE CONSISTENT REFERRAL SOURCES
36%
CONVERSION FROM ONLINE SCREENINGS
The Diagnosis
For years, Elmore Medical prided itself on being the only vein & laser treatment center between San Francisco and Los Angeles. As competitors began cropping up across the Central Valley, Elmore Medical was at an inflection point. They knew that in order to retain their top-of-mind status with patients and referrals alike, they needed a framework to define their place in the market and differentiate their practice.
Cue Solomon Advising.
The Treatment
Curing the disease instead of just managing symptoms is just what the doctor ordered. We underwent an entire brand refresh with a new website, collateral and social media presence. With their brand platform laid out, every marketing strategy we layered on top (infomercial, free vein screenings, physician newsletter, referral networking dinners) flourished. Regaining market share and reclaiming their rightful place as the #1 varicose vein practice in the Central Valley naturally followed.
Educational Videos
We worked with Elmore to produce multiple live action procedure videos designed to educate prospective patients on the techniques used, to assure people how minimally invasive their approach is and to demonstrate how quick the results and recovery is. In addition to adding to their credibility with patients, we began to elevate the practice’s brand by promoting the videos on a wider scale, thus informing and encouraging prospective referral sources.
Physician Newsletter
Most specialty practices live and die by their referral network. Elmore needed more engagement from their current sources and an opportunity to tap into more. Producing a quarterly, academic newsletter geared towards informing the medical community about vascular health helped them double their number of referring physicians in just one year.
Virtual Vein Screening
This was a game changer. Being able to educate and inform patients on their likelihood of needing treatment instantly increased our % of new consults. Launching right when COVID hit proved fortuitous with online viewing and social engagement at an all-time high. As an added bonus, every submitted entry increased our blog and eNewsletter subscriber base.
Networking Dinners
In tandem with the quarterly physician newsletter, we began creating custom, educational presentations tailored towards specific referral markets (OBGYNs, podiatrists, primary care, etc.). After one year of facilitating these networking events, the practice saw the number of referred patients increase by 43%.
“Working with Solomon Advising for the last few years, their team has truly become part of the Elmore Medical family. Our executive team wholeheartedly trusts Solomon Advising’s strategy for long-term growth and short term results.”
Solomon Advising is a marketing & branding agency focused on helping professional services firms retain their relevance and ensure sustainability by consistently promoting a credible brand. Contact us today to see how we can help improve your brand’s health.
