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Franciscan Medical Center and Patrick Doherty founded the Work Fitness Center in 1985 in response to the growing occupational health needs of employers in the Quad City communities. Work Fitness is a comprehensive occupational medicine and rehabilitation company committed to excellence in service and reducing costs in the field of occupational and environmental health. Today, Trinity Health Enterprises, Inc. and John Deere Health Care, Inc. own Work Fitness Center.Challenge
One of Work Fitness’ corporate clients is Alcoa, the world’s leading producer of primary aluminum, fabricated aluminum and alumina. Since 1990, Work Fitness has had one part-time, fee-for-service therapist providing rehabilitation services for injured Alcoa workers. Doherty saw an opportunity to provide additional services for his client. Alcoa was concerned with the number of people on permanent restrictions, and Doherty felt Alcoa could benefit from the objectivity of the IWS Functional Capacity Evaluation (FCE) in getting these people back to work at their original jobs.
Doherty and IWS developed a joint presentation for Alcoa. It explained how the IWS tools, processes and methodologies – delivered by Work Fitness professionals – could evaluate and better utilize employees with permanent restrictions, and, where appropriate, return injured workers to productive duty. “We just didn’t have the skill level to sell this ourselves,” explained Doherty. “And I really felt IWS was the right solution for Alcoa.”
The result was a win-win-win situation. “Since the IWS programs are based on objective data, we’re providing a better service to the employer,” explained Doherty. “Instead of restricting people, we’re enabling them.”
With Alcoa’s support and approval, Work Fitness now has one full-time, on-site physical therapist and one part-time, on-site case manager. From a financial perspective, those 2 positions represent more than $150,000 annually for Work Fitness. Collaborating with IWS increased Work Fitness’ credibility with Alcoa and, subsequently, with their other clients. “As the Alcoa project continues, I feel we could utilize our lessons learned and apply them to other, smaller employers in our marketplace,” Doherty said. “We now have the knowledge and the confidence to do this.”
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Five years ago, Sharik Peck, P.T. decided to relocate to Pocatello, Idaho. It was there he started his physical therapy practice, ErgoHELP, P.C., even though he had no existing business relationships in the area. However, he had the advantage of purchasing and training in the Isernhagen programs. As it turns out, that’s all he needed to get his practice started.
“I was really impressed by the program that had been put together by Isernhagen,” said Sharik. “I realized I could use the concepts and principles to build an industrial practice even though I had only limited experience in working with employers. I really liked the functional approach to testing. The kinesiophysical approach made a lot of sense. Testing results based on relevant, objective information, not reliant on a patient’s subjective response.”
 Sharik launched his practice as a result of referrals through the Isernhagen provider network. The first year, he did 18 Functional Capacity Evaluations (FCE). The second year, he was able to grow the number of FCEs to 36 over a 12-month period by educating physicians and other healthcare providers about the benefits of an FCE. Last year, he doubled the number to 72 FCEs over a 12-month period.
“I was able to grow my business as a result of referrals only,” says Sharik. “I didn’t advertise or solicit new business. I just make sure every one of my clients is satisfied. Being an Isernhagen Certified provider was a big help.”
One of ErgoHELP’s industrial clients is the 400 employee H. J. Heinz Company plant in Pocatello. Heinz is one of the world’s leading producers and marketers of branded foods in ketchup, condiments, sauces, meals, soups, seafood, snacks and infant foods. Heinz’s 50 companies have number-one or number-two brands in 200 countries, showcased by Heinz® Ketchup.
 ErgoHELP’s relationship with Heinz got its start because of a patient referral from a local physician. Then, over the next several months, Sharik learned more about the work environment at Heinz by first taking a tour of the plant to see what type of work was being done by employees. He was shown a couple of areas where they were having work injury issues. Heinz was having a major problem with new, entry-level hires getting injured. Certain jobs accounted for the majority of OSHA reportables and pain complaints resulting from hand, wrist, shoulder, elbow, back and neck injuries. Sharik recommended the implementation of Isernhagen’s Post Offer Screening and Functional Job Description programs.
Prior to implementing Isernhagen’s programs:
- 32 percent of 82 newly hired employees experienced a work-related injury over an 18 month period
- average medical cost of $935
After starting the programs:
- 23 percent of 76 newly hired employees were injured over the next 18 month period
- average medical cost of only $20
- Even after adding the cost of screening, the resulting cost is an average $96 per new hire for medical treatment versus the previous $935
 Over the last 2 years, Heinz has benefited from an annual savings of $130,000 in workers’ comp expense, a 77% reduction in the number of recordable injuries, and a potential savings of another $400,000 in indirect expenses.
The reduction in injuries, medical costs, and increased productivity in the Pocatello plant got the attention of Heinz’ safety manager in charge of 38 other Heinz plants. As a result, Sharik received an invitation to make a presentation at the Heinz International Safety Conference to 60 participants last June.
“I’ve been able to develop a lasting business relationship with my employer clients because of the comprehensive continuum of care provided by the Isernhagen System. It would be difficult for them to change to some other type of program and get the same spectrum of services.”
Learn more about ErgoHELP, P.C. at www.ergohelpusa.com.
Information on Heinz is available at www.heinz.com.
Three years ago, Jamie Orrange opened Buffalo Ergonomics & Rehab Services to serve industrial clients in the greater Buffalo, New York area. Isernhagen Work Systems played an important role in Jamie’s decision to start his own practice.
“I had exposure to Isernhagen while working in a hospital-based clinic,” said Jamie. “I have always been impressed by the professionalism and support provided by the Isernhagen staff.”
“So when I opened my practice, it was only natural that I continue the relationship established with Isernhagen. When you’re in business and on your own, you need professional clinical support that you can count on. You need people whose opinions you can trust. Isernhagen Work Systems and its staff have always been there when I needed them.”
Today, Buffalo Ergonomics and Rehab has grown to employ 3 occupational therapists, 2 full-time and one part-time. An ergonomic engineer is also under contract. 60 percent of the clinical practice is engaged in industrial rehab, primarily conducting functional capacity evaluations (FCEs) and work conditioning. The balance of the practice is delivering education programs, providing functional job description consultation and ergonomic evaluations. The company serves six major local manufacturers as industrial clients. Billable services have increased by 32 percent over the past year and worksite services now account for 40 percent of the practice, up from 15 percent.
The Isernhagen Work System approach to FCEs, Functional Job Descriptions and Prework Screening is an integral part of Jamie’s practice that gives him a competitive advantage when talking with potential referring physicians, nurse case managers, and large employers in the area. One of Jamie’s biggest industrial clients is the Dunlop-Goodyear plant in Buffalo, representing about 25 percent of his industrial client business.
“I’ve enjoyed a 5-year professional relationship with Dunlop-Goodyear” said Jamie. “The Isernhagen FCE program helped me start this relationship and recently expanded to include Isernhagen’s Functional Job Descriptions and Prework Screening.”
Jamie’s successful experience with Dunlop-Goodyear and Isernhagen has also opened doors at five other major manufacturers in the Buffalo area, and he’s received an invitation to be a featured speaker at The Greater Buffalo Industrial Event, July 2003. “When I decided to start my practice, I looked to the staff at Isernhagen for guidance and support,” says Jamie. “I got that and a lot more - Isernhagen really helped me build a successful practice. I couldn’t have done it without them.”
In the northwest Minnesota town of Crookston, the Occupational Health Department of RiverView Health is busy working with area employers through its industrial therapy practice. The department is led by Bonnie Knutson, OTR. Bonnie helped start the industrial therapy practice at RiverView several years ago and has been Isernhagen certified for ten years.
“I use the Isernhagen system because it is a reputable company that provides outstanding ongoing support,” says Bonnie. “Its programs are very comprehensive and I like the fact that testing results are based on objective measurements. There is also a real effort by the Isernhagen people to get to know their providers. Developing the relationship is very important - good feedback, positive support. I feel connected.”
RiverView provides area employers with a wide range of industrial therapy services including job site assessment, prework screening, work hardening, functional capacity evaluations, ergonomic assessments, education and work injury rehabilitation. Approximately half of the practice is delivered on an outpatient basis through the clinic; the other half is provided onsite at two large employer locations. While the geographic area is primarily agriculture, other industries include assembly, manufacturing, processing plants, and healthcare.
Most referrals are received from employers directly, followed by primary care physicians, nurse case managers, rehabilitation counselors, and personal injury attorneys for disability settlement determination. Some referrals are received as a result of RiverView being on the Isernhagen list of providers.
“Isernhagen has helped me tremendously in establishing new client relationships,” says Bonnie. “In this area, Isernhagen is a well recognized name. The company has a excellent reputation for delivering credible results.”
One of RiverView’s large industrial clients is Arctic Cat, Inc. Based in Thief River Falls, Minnesota, the company designs, engineers, manufactures and markets snowmobiles and all-terrain vehicles (ATVs) under the Arctic Cat brand name, as well as related parts, garments and accessories.
Arctic Cat is entering its sixth year of onsite services from RiverView. Current services include prework screening of all new production workers, developing job rotation, developing stretching programs, ergonomic education and back safety training, work-station consultation, FCEs, job analysis and functional job description development. In 1998 and 1999, 33 new hires were injured within six months of employment. After implementing prework screening in 2000, new hire injuries at Arctic Cat have been reduced by 48%.
Working with a foundry has also produced substantial positive results with implementation of prework screening. In 1997, the company identified one job as “high risk” and engaged RiverView to develop prework screens for the job. Prior to implementing the screening, this company’s annual direct medical cost for workers’ compensation claims related to this job was $79,013. After one year of screens for this job, injuries were reduced from 29 to 14; direct medical costs were $5,460, resulting in a savings of $73,553. After two years, injuries for the identified job have been reduced to zero. Today RiverView screens workers in all departments and positions for this company.
“It appears the more companies we work with, the more business we attract,” says Bonnie. “Isernhagen has provided the tools we need to assure the right employee is placed in the right job. The feedback we’ve received from employers has been very positive. And we’ve gotten repeat business because of our success!”
Physical therapists, Wade Van Dover and Paul Treinen started Big Stone Therapies, Inc. in 1990. With office locations in Milbank, South Dakota and Ortonville, Minnesota, the practice serves the rural communities of Ortonville, Wheaton, Graceville, Morris, and Madison, Minnesota and Milbank and Sisseton, South Dakota.
When they started their practice, Wade and Paul received requests for occupational health services from local employers and attorneys. About four years ago, things got busy enough that additional staff was hired and Big Stone could focus on developing the industrial side of the practice. At the same time, staff was trained in the Isernhagen system, which helped them actively pursue occupational health clients. Since that time, they have been able to grow their practice to twenty five employees and approximately 1100 patient appointments every two weeks.
“We chose the Isernhagen System because they are the best,” says Wade. “There is no doubt. We looked at all the programs available to us. We felt Isernhagen had the best program, the best outcomes. They have the research to back up their claims. They have made the commitment to put the systems in place to help the providers, especially the online documentation tools. Isernhagen gives us an opportunity to interact with other providers and they have provided excellent support.”
Today, Big Stone Therapies provides its occupational health clients with a full range of services. Services include onsite ergonomic evaluations, functional job description development, prework screening, fitness for duty evaluations, and assistance in managing and overseeing work restrictions that may be in place when an injured worker returns to work. Functional Capacity Evaluations and expert witness testimony services are also provided.
“What I really like about the Isernhagen system is that it helped us know how to start on a smaller scale with a new company,” says Wade. “We found that we don’t have to implement the full range of services or wait until we had a lot of statistics to get started with a new company. Most companies identify one problem area and we develop a solution for that. This then expands to other services. This is the way we’ve been able to build our business with Isernhagen’s help.”
Industrial clients served by Big Stone Therapies include large employers like the Valley Queen Cheese Factory and United Hardware Distributing Company, and other businesses including nursing homes, hospitals, restaurants, cement mixing plants, and various agricultural operations.
Referrals primarily come from companies’ human resources departments. Other referrals come directly from physicians, attorneys and insurance companies that recognize Big Stone as a quality provider and contact them through “word of mouth”. Isernhagen has been instrumental in assisting Big Stone Therapies’ entry into the occupational health market where there is a great need. As a result, the perception of rehab services by the local business community has improved. Big Stone is viewed as the expert and a good business partner.
Utilizing Isernhagen prework screening, Big Stone assists employers in the hire process by ensuring that job applicants match the physical requirements of the job. Big Stone has identified certain jobs where nearly 10% of the candidates were unable to meet the physical demands of the job. These applicants were “injuries waiting to happen” explains Wade. Due to Big Stone and Isernhagen methods, injuries are avoided.
Lastly says Wade,
“Isernhagen Work Systems helped our business grow. They gave us the tools to succeed. The beauty of it is that their tools allow me the flexibility to use my gifts, strengths and talents to provide these services in an objective way without boxing me in.”
In June 1999, Jacqueline Gilliam discovered a market niche for occupational wellness. In the rural area of Tennessee where she lives, many clients were driving long distances for functional capacity evaluations. Jacqueline believed that a more personal approach was needed—one that would also allow her to work directly with the referral source. “Most of the competitors set up shop, and then required clients to drive as much as an hour for an FCE. I felt that a mobile approach—where I travel to the client—would work better,” Jacqueline states. Because Jacqueline already had extensive experience with Isernhagen Work Systems (IWS) and knew first-hand the quality of its programs, she purchased IWS programs, formed OnSite Advantage, and began business.
By 2003, Jacqueline had built a substantial client base in the area around her office, providing ergonomic training classes, functional capacity evaluations, and prework screens. That’s when Isernhagen contacted her with a significant new business opportunity. Swift Transportation, a national trucking company, had contracted with WorkWell to develop prework screens that would measure a new driver applicant’s ability to handle the physical demands of truck driving. By identifying potential hires that are physically unable to handle the rigors of truck driving, Swift could reduce on-the-job injuries and workers’ compensation costs—which average around $32,000 per injury. WorkWell needed a qualified, professional partner with the skills and personality to handle a big job—and Jacqueline filled the bill.
“At first I was a little reluctant to take on such a large client—anticipated volume for Memphis was 100 screens per week! But IWS had confidence in me, and I had confidence in them,” explains Jacqueline. “Practically overnight, I needed to hire ten contract employees and train them in the IWS prework screen process for Swift. At the same time, I had to assist Swift with the equipment and room layout so that we could handle the large volume of applicants. IWS helped at every stage with consultation on design, equipment, room layouts, and work flows. My team couldn’t have gotten started without them.”
The result is a highly efficient screening facility on-site at Swift’s hub in Memphis. Jacqueline now travels to the Swift facility twice a week, and her business screens as many as 700 applicants per month. “This has allowed my business to triple in revenue! Working with Swift has also given me the opportunity to share the cost saving benefits of prework screening with other customers of mine.” Since not all driving jobs have the same physical requirements, IWS developed specific tests for each of the different driving job profiles. The result is a dramatic 30-50% drop in new driver injury rates—depending on the time frame and types of injuries measured.
Jacqueline takes every test personally; she realizes that legal issues are always present, and more importantly, the health of each potential employee is at stake. “Every time I see a Swift truck on the road, I get a great feeling—knowing that our team has done its best to make sure the driver is well-suited for the job. Before we started these screens, Swift applicants only had to meet the minimum DOT requirements. No formal job matching of the applicant’s physical abilities with the job requirements was done. Unfortunately, because some applicants were not physically suited for the rigors of truck driving, the applicants were at risk for future injuries, which cost Swift thousands of dollars. Now, we catch this situation before the applicant is hired and both sides come out ahead.”
Jacqueline also praises the tremendous support and professionalism of IWS. Her confidence in the IWS programs has prompted her to continue to build her business locally and provide injury prevention services.
“All of the IWS programs fit together so well, you can really offer your customers and clients a complete injury prevention package. IWS doesn’t just sell you a program and then leave you out on your own; I always know that if I need something, they’ll be there to help me out.”
Emanuel Medical Center is a not-for-profit, community-based hospital serving Turlock, California and its surrounding communities. With 150 beds and a rehabilitation center, Emanuel provides acute and transitional care, home health and hospice care, and outpatient services. The hospital is always seeking innovative ways to better serve the community, as well as to be good stewards of the community’s assets. When Kristen Cederlind, the occupational therapist who manages Emanuel Rehabilitation Center, initially proposed expanding services to include injury prevention therapy services, the hospital’s executive team never imagined such a quick return on their investment.
Kristen first learned about Isernhagen Work Systems (IWS) at a four-day Isernhagen Ergonomics and Injury Management seminar on functional ergonomics, office ergonomics, and return-to-work pathways. “I was impressed by their methodologies and the quality of the training, and I was intrigued by the possibility of providing these services through Emanuel.” When they offered the opportunity to get certified in functional ergonomics, Kristen jumped on it. After learning more about Isernhagen’s emphasis on functional, true-to-life testing, she included a budget request for formal Isernhagen staff training in her two-year financial plan. “This looked like a great opportunity to expand our services, meet a real need in our community, and grow revenue. But due to budget constraints, we needed to push the investment out at least two years.”
Six months later, plans accelerated dramatically when IWS contacted Kristen with a business opportunity. Swift Transportation, a national trucking company, had contracted with Work Well to develop prework screens that would measure a new driver’s ability to handle the physical demands of truck driving. By filtering out potential hires that are physically unable to handle routine tasks, Swift could reduce on-the-job injuries and workers’ compensation costs—which average around $32,000 per injury. “WorkWell needed a new service provider in the Turlock area to handle the Swift prework screens—they handed us a golden opportunity to significantly expand services and grow revenue at the same time, with very little risk.”
After performing a cost-benefit analysis, it was clear to Emanuel’s executive management that now was the time to invest in Isernhagen training and equipment. “Given the number of prework screens we could expect from Swift, we could easily cover our investment costs and anticipate about a 30 percent margin—just in the first year. At that point, we would be in a position to sell our Isernhagen industrial services directly to local employers, further enhancing revenue. It was a win-win situation.”
Isernhagen sent staff directly to Emanuel’s rehab center to train 12 therapists and assistants in functional job analysis, job description development, prework screen design, as well as administration of Isernhagen Functional Capacity Evaluations. Within just a few weeks, the therapy team began performing on-site prework screens for Swift Transportation in Lathrop, CA. “WorkWell had already designed the prework screen test, created custom manuals, and set up the equipment required to perform the prework screens, which allowed us to have a fast, successful start-up at Swift.”
Today, Emanuel therapists perform anywhere from 25 to 35 Swift prework screens one day per week, inputting test data directly into a Web-based application provided by WorkWell. And as expected, the hospital’s initial investment of approximately $18,000 in Isernhagen training and equipment resulted in over $40,000 in gross revenue in the first six months—more than enough to cover the investment costs. “With the training behind us and the Swift business underway, we’re now going out on our own and selling Isernhagen programs, such as functional job analyses and the development of prework screen tests, to local employers. There’s tremendous potential to help people in our community while growing the hospital’s revenue.” And as part of the WorkWell referral network, Emanuel Rehabilitation Center continues to receive other new business from local businesses. For Kristen, Isernhagen was the right choice.
“They offered us a once-in-a-lifetime business opportunity with tremendous potential and little risk. And now we can offer our community industrial therapy services that I believe in and stand behind 100 percent.”
When Eric Roberts began his Salt Lake City-based private practice, Worksite Wellness, in 2002, he knew from the start that Isernhagen Work Systems (IWS) would play a critical role in his success. “I wanted to build an industrial- and workers’ compensation-based practice, but I was nervous about going out on my own. Isernhagen made it easy for me to get started.”
Prior to investing in IWS programs, Eric was the clinic director for an industrial outpatient physical therapy clinic in Salt Lake. As a result, he was knowledgeable and experienced with many other methodologies and testing systems. But it quickly became clear that Isernhagen offered the best programs and the ongoing support he needed to confidently move ahead with his own business. “As a therapist, I was impressed by Isernhagen’s methodologies, which use objective measures to evaluate patients using practical, real-world work scenarios, and put the therapist in control of the testing. But equally important was the professional support they offered and their tremendous experience and expertise in the industrial arena. Isernhagen was the perfect fit for me.”
Eric purchased and trained in Isernhagen’s industrial programs, including Functional Capacity Evaluations, Functional Job Analysis, and Prework Screening, and built his private practice around them. His business was doing well—and then really took off when Isernhagen called with a new business opportunity. Swift Transportation, a national trucking company, had contracted with WorkWell to develop prework screens that would measure a new applicant’s ability to handle the physical demands of truck driving. By screening out job candidates that are physically unable to handle routine tasks, Swift can reduce on-the-job injuries and workers’ compensation costs by 30 to 50 percent—costs average around $32,000 per injury. “WorkWell needed a service provider in the Salt Lake City area to handle the Swift prework screens—and they basically handed me my largest and most profitable client.”
Today, Eric has one other therapist working with him to handle between 10-20 Swift prescreens a week. To ensure a smooth, easy start, Isernhagen designed the custom prescreen tests for him, as well as assisted in the setup of the on-site facility, complete with all of the equipment and computer systems required to handle the patient volume. “Isernhagen uses the most cutting-edge technology, including a Web-based application where we can input data as we go and then instantly generate reports. Even the billing is handled by WorkWell. It just doesn’t get any easier than this.”
And the professional support he receives “addresses even the nitty-gritty details of everyday practice. If I have a question about the data for a particular Swift client, I can call right then and get the answers I need. Their experts will even review an FCE report, providing suggestions on ways to improve the document, reword sections to make them more precise and accurate—changes that can be important if the evaluation is ever used in a court case.”
Today, Swift Transportation prework screens make up almost half of Eric’s business, and his association with IWS is leading to additional growth. Over the next few months, Eric anticipates opening a new outpatient clinic with a doctor he first met while marketing IWS programs.
“Doctors, insurance case managers, and lawyers have been consistently impressed by Isernhagen’s functional approach, excellent outcomes, and rapid reporting capabilities. It’s clear that there’s a huge potential for growth for all of us."
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