Occupational health services gain favor for good reason.

Occupational health programs offer hospitals an opportunity to improve their bottom line with little financial investment. Hospitals that will be the most successful in capturing the business of employers are those that take the time to assess their markets carefully, tailor their programs to individual employer's needs, incorporate a strong sales component and consistently communicate with participating employers. Beyond capturing revenue from employers, the major benefit of occupational health programs lies in the relationships they allow hospitals to build with employees in their markets--40% of whom do not have a primary-care physician. Once introduced to the hospital, these patients and their families are likely to return to the hospital for future medical needs. The ability to establish relationships that can generate business for the hospital and its physicians for years to come makes occupational health one of the wisest and most profitable diversification strategies of the decade.