Answers from industry experts
by Graham Miller
April 6, 2016

Philips Home Healthcare Solutions (Respironics)

Mark D'Angelo, Sleep Business Leader
respironics.com

DreamWear MaskDreamWear Mask

Tell me about your company. What are you known for?
D'ANGELO: Philips Respironics is the leading provider of innovative solutions for the global sleep and respiratory markets.

What trends do you see in the CPAP/sleep market this year?
D'ANGELO: Many patients are paying for a larger portion of their own care, and researching their condition and treatment options. The goal is to help patients sleep as comfortably and naturally as possible, while empowering them to ask the right questions and find the right solutions.

How will your company stay competitive in 2016?
D'ANGELO: We are focusing on connectivity to make it easier for HMEs, patients and physicians to understand a patient's therapy and troubleshoot issues early on to increase compliance with therapy.

How are your products helping HMEs meet challenges?
D'ANGELO: Philips is in the process of releasing a highly connected patient management system that allows HMEs to manage clinical information across all of their respiratory patients. This system allows for the continuous exchange of data, across the health care continuum.

What can providers do to remain competitive this year?
D'ANGELO: It will be important for HMEs to embrace and adapt to emerging technologies to better track patient compliance and take advantage of resupply opportunities, and help them expand into different markets beyond their local area.

CPAP Supplies Plus/Direct

Roberta Baron, President
cpapplus.com

WhisperSoft Facial MaskWhisperSoft Facial Mask

Describe your company. What does it bring to the sleep market?
BARON: CPAP Supplies Plus has been providing a full line of CPAP products for more than 16 years.

How are market trends evolving this year? How does new technology impact those trends?
BARON: First, in-home sleep testing makes sleep apnea diagnosis more accessible. Second, data shapes how compliance is monitored. Finally, patients are opting for smaller machines for travel.

How will reimbursement changes affect the CPAP/Sleep Market?
BARON: Compliance and lower reimbursement will continue to force the market to deliver lower-cost products and cut the services most needed by patients.

How will your company continue to be successful in the coming year?
BARON: In 2016, we're introducing new methods to continue providing excellent care for our patients even after they have purchased their product and started therapy.

What are the primary issues that impact HME and other health care providers?
BARON: Many health care providers are trying to improve patient compliance. CPAP Supplies Plus offers a large variety of machines that offer other smart features to improve patient care.

What advice do you have for HMEs in 2016?
BARON: Provide empathetic service and relevant information to patients and provide an excellent health management experience.

Revsuppliance

Russell Parker, Founder, Managing Partner, COO

revsuppliance.com

Revsuppliance

What is your company known for in the CPAP/sleep market?
PARKER:Revsuppliance is a highly effective, complete, resupply solution for HME companies. We use a company's sleep patient data base to resupply patients. We use only live callers as we work behind the scenes on the client's behalf.

What trends do you see in terms of technology this year?
PARKER: Because we are a web-based company, we are a seamless solution for our clients. We are also assisting in bringing them to the Internet cash sale business without the burden of carrying a lot of in-house inventory.

How will the challenges of competitive bidding and lower reimbursement trends affect your company this year?
PARKER: The largest pressure (already realized by Medicare rounds one and two markets) is the decline in reimbursements. We at Revsuppliance realized this pressure and developed a fee schedule with commensurate reductions by market.

How do you plan to meet the challenges of today's health care environment?
PARKER: We are currently designing retail capability for our clients—covered and uncovered sleep products. The market and industry is trending this way, and all HMEs need to improve their cash sales.

What is one thing providers can do to improve their businesses in 2016?
PARKER: Improve existing patient retention rates through technology and service, and also have an effective sales and marketing program to build growth.

Drive DeVilbiss Healthcare

Brian Palmer, Director of Marketing, Sleep
drivemedical.com

IntelliPap2IntelliPap2

What kind of services does your company offer?
PALMER: Drive DeVilbiss has a full line of sleep therapy devices, from standard CPAP to Auto Bilevel devices.

Where are the trends in your market?
PALMER: Data and analytics continue to play a growing and important role in sleep therapy. Data can be collected and analyzed with the goals of improving therapy, patient experience and clinical outcomes.

How does Drive DeVilbiss plan to meet market challenges this year?
PALMER: Drive DeVilbiss has developed a PulseDose Humidification technology to help transition to Medicare's new bundled payment plan for sleep therapy. Patients use standard tubes to obtain all of the benefits of heated humidification without the drawback of rainout in the tube.

How do you plan to remain successful in the sleep market in 2016?
PALMER: Drive DeVilbiss recently launched the IntelliPAP2. The product pairs with the SmartLink app through included Bluetooth technology.

How do you help HME providers meet the challenges they face?
PALMER:The SmartLink app notifies both the health care provider and the patient when usage drops or a leak increases. It also notifies the patient and provider to let them know that they may be eligible for resupply items.

How can struggling HMEs improve their businesses this year?
PALMER: Patients need to see their progress and track how this is affecting and improving their overall health. A disease management approach to sleep and other homecare therapies is good for patient care, health care economics and the HME provider.