www.sleepalliance.org.
Other industry societies are focusing on patient education. The American College of Chest Physicians (ACCP), for example, is working on a paper that looks at better standards of care related to improving patient education and compliance. “More needs to be done in the area of patient education, about why it is important for patients to manage themselves,” Richard of ResMed says. “Some of this has to be on the patient to do what’s right.”
Remote Monitoring
Another area with great potential for compliance is remote monitoring. It’s often a subject for discussion among providers and suppliers, and some versions of it, such as smart-card technology, have been around for several years. “We have received great feedback about the ease of use of reports and the ability to track and advise patients,” D’Angelo of Respironics says.
But not every manufacturer and every device has smart-card capabilities. New approaches are entering the market. Thanks to wireless technologies and the Internet, it appears that remote monitoring is on the verge of finding greater acceptance. Internet companies set up portals with communication devices that can be put in a patient’s home. These can monitor glucose, weight and oximetry, among other vital stats.
“The easiest and most accessible route for the industry is to become a node on an existing infrastructure like the Internet or cable TV,” Richard says. The point to all this is “intervening sooner to offset the long-term health care costs.”
“I think wireless is probably going to be the big daddy of them all,” agrees Tom Pontzius, president, Nationwide Respiratory, The VGM Group. “Because it’s something that is becoming less and less expensive, it offers the opportunity for HMEs to enter the sleep market in the diagnostic portion, and many of them will take advantage of that.”
Overall, this is “something the whole industry is looking at,” adds Ledek, of Invacare. “The challenge is finding the cost-effective technology that the referral sources want.” Ledek predicts that the fall Medtrade show will see more remote monitoring systems come to the marketplace.
Other Opportunities
HMEs may be overlooking additional opportunities in their sleep businesses. The replacement mask and accessories market should be carefully considered. Some suppliers, such as Respironics, proactively partner with providers in a resupply tracking program to help them build their resupply business. The company views this as a great opportunity if HME owners can find a way to capitalize on it, such as looking at how goods could be packaged together.
“It’s not just limited to the interface side,” Jezerc says. “After five years, they should be looking at getting a new device, and this is supported by reimbursement.”
Professionally, there are great opportunities for respiratory therapists. There is currently a shortage of polysomnograph technicians. Others predict more opportunities for nontraditional diagnostic testing and home-sleep studies. Still others believe that in three to five years, the sleep market could develop into more consumer-oriented opportunities, whereby sleep could become more retail like eyeglasses.
“You could walk in and get anything you needed, from a CPAP to a Tempurpedic pillow,” Richard says. “You’d have to have a prescription, just like eyeglasses. To me, it’s a parallel model.”
A Look at the Future
The awareness of sleep disorders in general in society helps remove the stigma of CPAP,” says Steve Birch, VIASYS. “Now, when we’re at tradeshows, it’s not uncommon for someone to approach us and say they are a CPAP patient. There are also a number of employees here on CPAP. In the past, no one knew about it. It certainly helps to spread the word.”
There is little doubt that the sleep market will continue its phenomenal upswing. Although it remains to be seen how competitive bidding will affect the sleep market, there are still abundant opportunities to jump in for those who have been sitting on the fence. The nature of the HME sleep business may certainly change as new devices come
to the market, new technology eases compliance and patient awareness continues to spread.
Sleep affects everybody, so unless an as yet unknown silver bullet appears, the need for quality service, effective therapy and ongoing patient care is not going to go away in the foreseeable — or unforeseeable — future.
The Right Fit for Every Patient: Product Checklist for Compliance
Choosing the right device and interface is crucial for compliance. But how can you choose from the myriad products on the market? Here are some suggestions from several suppliers for narrowing down the choice. These can generally be categorized as convenient, compliance effective and cost effective:
- Smaller machines to make traveling easier
- Heated humidification
- Easy to clean
- Dependable and durable; able to withstand hours of operation, troublefree
- Reduced noise
- Well-fitting mask (leaks breed frustration)
- Masks that remove quickly and go back on with ease
- A wide range of options as facial characteristics vary widely
- Nasal and full-face masks with protection for the bridge of the nose
- Compliance features that make the equipment easy to use and comfortable
- Research patent preference studies on interfaces from suppliers
- Get it right the first time! Comfort and convenience will increase compliance and lower overall operating costs.