by Peter Hochstein It all starts with mysterious-sounding music, images of equipment and people you can find at any hospital, and a young child’s voice. All together, they make magic. There’s a picture of a hospital bed with a teddy bear lying on it. “Secret lair,” confides a little girl’s voice, barely above a whisper. Read More
by Peter Hochstein Imagine you live in Aurora, CO. One attraction in this third-most-populous city in the state is the rich availability of recreational sports activities, including soccer fields, ice hockey mountain biking, and—well, you get the idea. While taking the kids to soccer practice, you suddenly see an alarming sight. A soccer player behind Read More
// By Peter Hochstein // Despite specializing in kids exclusively, Boston Children’s Hospital confronts a wall of competition that hospitals elsewhere might find daunting. Liz Vanzura, chief marketing officer for Boston Children’s advertising agency, MMB, can list 10 other local hospitals that treat children—among them such formidable names as Mass General, Tufts Medical Center, and Read More
by Peter Hochstein A few years ago, it became clear to the marketing people at St. Vincent’s HealthCare, a 903-bed, three-campus hospital system in Jacksonville, FL, that their institution’s brand image could do with some strengthening. Little wonder. The organization’s awareness and reputation was in fourth place compared with the competition. That competition, in a Read More
by Peter Hochstein Thanks to the Affordable Care Act, more hospitals may begin offering health insurance, while insurance companies may increasingly supply some limited health care services. True, a few organizations, perhaps most notably Kaiser Permanente, have explicitly and extensively offered both health care and health insurance for years. And some health plans offer their Read More
by Peter Hochstein Next time some doubting Thomas clears his throat and asks how you can be sure hospital advertising pays, cite this case concerning Nash Health Care in Rocky Mount, NC. Nash Health Care, anchored by a 403-bed general hospital, is located in a mostly rural area, flanked roughly 80 miles in one direction Read More
by Peter Hochstein You know the drill: Effective hospital advertising campaigns should consist of a single idea and a single graphic treatment to produce results with the sheer power of a concept, preferably emotional. Licensed for 760 beds, Wesley Medical Center in Wichita, KS, has taken a decidedly contrary route. Faced with an unusual marketing Read More
by Peter Hochstein So there it was, a sprawling health care behemoth, at first glance scarcely recognizable as a single entity. It was named Novant Health, created in 1997 by the merger of two North Carolina organizations, Carolina Medicorp and Presbyterian Healthcare, into a single system. Over time, other organizations joined Novant Health until the Read More
by Peter Hochstein As hospitals continue to merge or in some cases drop their partners, marketers for those institutions find themselves challenged to explain what’s new and what’s the same about their organizations – even to their own constituencies. It was just such a need that led The Christ Hospital Health Network in Cincinnati to Read More
by Peter Hochstein Yesterday’s irresistible news, the old saw used to go, is today’s bird-cage liner. A few striking advertising campaigns don’t suffer such fates, owing to advertising annuals and industry halls of fame that enshrine some nationally known promotions. But small regional campaigns, even if they do a great job and win awards, are Read More
by Peter Hochstein In recent months, this column has discussed several hospital advertising campaigns whose creators would sooner impale themselves on a scalpel than show a piece of medical equipment or a doctor wearing scrubs or a white coat. A typical defense of their position is that one advertising campaign featuring doctors and equipment looks Read More
by Peter Hochstein You may think of the remote control that operates your TV as a useful device. Peter Connolly, executive vice president and chief marketing officer of Saint Peter’s Healthcare System in New Brunswick, NJ, regards it a landmine. “Probably the most powerful tool out there is the remote control,” Connolly says, clearly respectful Read More
by Peter Hochstein If you read between the lines of what Wayne Clark says, you might conclude that when he arrived as vice president of community relations and marketing at Legacy Health in 2008, the most prominent local candidate for life support was the system’s branding. Clark commissioned a perception research study for the Portland, Read More
by Peter Hochstein The big idea happened because Rick Ender sometimes takes his work home. One evening Ender, the creative director at Atlanta advertising agency Frederick Swanston, was working on concepts for a new campaign for Kosair Children’s Hospital in Louisville, KY. Meanwhile, his kids were watching “American Idol” on television. “Just then,” recalls Ender, Read More
by Peter Hochstein Even with the sound turned off, three 30-second spots created for Scripps Health in San Diego suggest human interest stories. For example, one spot portrays an overturned kayak, seemingly floating dead in the water. Suddenly the kayak seems to right itself. The camera reveals that the kayak is under the control of Read More
by Peter Hochstein Quick, who’s your target audience? Some health care marketers might say, “Adult women. They’re the primary decision makers when it comes to family health care.” Or “I’m building traffic for our pediatric unit. So it’s young mothers.” Or “Couples who’ve had trouble conceiving – for our fertility center.” But if you’re selling Read More
by Peter Hochstein Just as the advertising agency and its client intended, some new animated TV spots created for the Seattle Cancer Care Alliance limit use of doctors, white coats, and hospital corridors. Some would consider this treatment a departure from “typical” hospital advertising campaigns. But something else makes the campaign even more of an Read More
Welcome to the pilot episode of Strategic Health Care Marketing Roundup. Each month we’ll take you on a tour of the latest trends, tips, and takeaways in health care marketing and strategy and share insights from leading industry voices. So, let’s take a look at our latest stories.
In Peter Hochstein’s new story, he explains how a radio-focused advertising campaign enabled a regional hospital system to significantly increase its telehealth and urgent-care traffic, with relatively low media and production costs. Here’s an excerpt: Radio tends to be a medium that reaches people while their minds are on something else. There are exceptions, of Read More
“In some cases, letting your ads ignore the news about [your hospital’s] name change can be a smarter move than headlining it,” notes SHCM contributor and veteran copywriter Peter Hochstein. While this may seem hard to believe, he makes his case with the real-life story of the hospital formerly known as the Floating Hospital for Read More
At the Deborah Heart and Lung Center in southern New Jersey, the task of letting patients know it was safe and even wise to return evolved into a multimedia effort. The campaign has been paying off with a substantial increase in patient visits. In Peter Hochstein’s new story, he explains how they’re doing it. Here’s Read More
“Hey, there’s a pandemic going on!” writes Peter Hochstein, crackerjack copywriter and regular SHCM contributor. “Hospital workers are supposed to look harassed, grave, and ready to collapse from exhaustion, right? That’s not quite the way the communicators and staff at Johns Hopkins Medicine saw it. Result? Internet views by the — no, not by the Read More
“The situation seemed dire at Vassar Brothers Medical Center,” writes Peter Hochstein, copywriter and SHCM contributor. “Doctors at a large medical group were under orders to refer patients to a different hospital. Then Vassar launched an ad campaign that empowered patients to defy their doctors. And everything changed.” Here’s an excerpt from Hochstein’s new article: Read More
“A group of musicians in Iceland demonstrated that promoting social distancing doesn’t have to sound like somber, top-down marching orders from an authoritarian central command,” says SHCM contributor and copywriter Peter Hochstein. “Instead, they tapped into something uplifting, communal, and perhaps instinctively primeval.” Here’s an excerpt from Hochstein’s new story: I feel sorry for the Read More
“Nothing triggers an emotional reaction like watching someone trying to resist it. There’s a kids’ game in which the object is to stare at all the other kids and try to make one of them laugh while they resist. Trying not to laugh usually ended with an explosion of giggles all around,” notes veteran copywriter Read More