Marketplace: Sleep

Sleep Compliance Solutions

Providers must put solid compliance programs and products and place. We round up some of the strategies and solutions available to them.

In our most recent survey of sleep providers (see June Respiratory & Sleep Management), respondents reported an average 5.5 percent growth in their sleep revenue over the last 12 months. However, a slowdown is forecast for the future. The majority of survey respondents predict that revenue in the next 12 months will grow only 2.5 percent, and all fingers are pointing to competitive bidding as the biggest roadblock to higher growth. Respondents also view the economy as a hindrance to sleep revenue growth. On average, survey takers expect the sluggish economy to reduce their sleep revenue by 1.6 percent over the next 12 months compared with a 1.5 percent reduction reported in the fourth quarter 2012 survey.

With that said, the patient population keeps growing. And so should HME providers’ knowledge of sleep products and resupply strategies, which can create new revenue streams in difficult times. Growing resupply into a lucrative, integral part of your business means more than just adding products to your inventory — providers must also add the necessary education, maintenance, inventory control and marketing to keep patients in compliance. And compliance is key to patients’ good health and business success.

David Baxter, President of Medical Necessities& Services, LLC, says that his RTs spend at least an hour and a half with new clients to educate them about their pap therapy, effectiveness of use, reordering supplies and the importance of following up with a physician and his own company. Medical Necessities & Services tracks its overall PAP compliance within the organization. Currently, 84 percent of their patients obtain Medicare’s standards for PAP adherence, no matter their insurance.

For Jim Duncan, VP Respiratory, Home Health Depot, education is a two way street: information goes to the patient and then from the patient to the company. His company places modems on the back of the CPAP and BiPAP machines upon setup with the patients. The modem downloads every night to a web-based program that tracks compliance, leaks, AHI, etc. These indicators help Duncan to see how patients are tolerating therapy, if the interface is working/fitted appropriately, and if pressure is appropriate for the patient.

Other compliance tips include:

  • The patient must be an equal participant in the relationship. It is critical that the patient understands the importance of being compliant with the therapy and consequences of not being compliant. Spend an extra five minutes during the initial instruction to educate the patient on the side effects of untreated OSA.
  • Phone follow-up should begin within the first 48 hours. If by 72 hours patients are not making progress with being able to wear a CPAP unit, it is time to bring them back into the office and review the training and evaluate what specific problems they are having.
  • Let patients know cushions should be replaced regularly to maintain the integrity of the seal and performance. (That way when they get that call they won’t perceive the HME as simply trying to sell something.) Talk about the differences between apnea and hypopnea, and the increased risk for stroke they have with an increased AHI.
  • Experts agree that HME sleep providers must implement a detailed compliance follow-up program. There are software solutions that automatically call eligible patients for resupply orders, which helps you cost effectively manage compliance, improve clinical outcomes, and grow your resupply business.
  • An effective resupply business and educating yourself on new products and services will give you the wherewithal to better serve your clients and help solve compliance issues.

To help you understand the new sleep products and build a sound sleep business, we’ve assembled this selection of sleep products that are currently available on the market.

U-Sleep Manages Your CPAP Compliance Program
U-Sleep is a secure web-based solution that lets you access data from leading CPAP manufacturers’ devices in order to help you better manage your patients, staff and business. U-Sleep connects to devices via wired or wireless modems, USB stick, SD card or manual entry. It streamlines the process of defining compliance rules, coaching patients and analyzing program results. U-Sleep was designed to help providers reduce compliance monitoring costs, adapt to changing payor requirements, build stronger referral relationships and improve patient outcomes. U-Sleep Mobile lets patients monitor their own personal compliance results using a smart phone or tablet.
Umbian Inc.
 www.u-sleep.com
(877) 242-1703

CPAPDropship
The CPAPDropShip service manages your follow-up care. You can consolidate your monthly supply order shipments. Name brand CPAP masks and accessories are available to ship the same day, direct to patients’ homes. Real time tracking and supply order details, including HCPCS codes, are available using secure online software to submit to your billing department. Free follow-up software offers patient follow-up alerts, proof of delivery notifications and supply dysfunction documentation.
CPAPDropship
www.cpapdropship.com
(866) 222-8469

Quattro Air
The Quattro Air mask weighs only 3.3 ounces, making it 45 percent lighter than its predecessor. The mask, which has four pieces to dissemble for cleaning and maintenance, has an enhanced dual-wall Spring Air cushion, flex-wing forehead support, SoftEdge headgear design, circular diffuse vent, and a one-piece elbow, swivel and anti-asphyxia valve.
ResMed Corp.
 www.resmed.com
(800) 424-0737

REMstarSE
REMstar SE, an extension of the System One sleep therapy family, is an entry-level continuous positive airway pressure (CPAP) device. The REMstar SE offers flex pressure relief, enhanced humidification with heated tube option, and compliance tools, such as the EncoreAnywhere compliance management system. The device is oximetry-module capable and offers on-board memory. Philips calls this unit a cost-effective secondary device option.
Philips Home Healthcare Solutions
 www.philips.us/remstarse
(800) 345-6443

Transcend
Transcend is a small sleep apnea therapy system that weighs less than a pound and fits in the palm of a hand. It is a fully featured CPAP system with small, portable batteries, a solar battery charger and accessory options to give patients customized therapy that fits an active lifestyle. Additional accessories include the Transcend P8 Battery, about the size of a deck of cards and recharges with AC, DC or the Transcend Portable Solar Battery Charger. The battery also doubles as a backup power source during power outages when used in-line with the standard AC power supply. The Transcend Portable Solar Battery Charger provides power to recharge the Transcend P8 battery in remote locations. Charge time varies depending on sun conditions.
Somnetics International
 www.mytranscend.com
(877) 621-9626

Wisp
Wisp is a minimal contact nasal mask designed to fit more than 98 percent of sleep apnea patients. Wisp combines the performance and comfort of a nasal mask with the aesthetic of a pillows mask to deliver comfort, ease of use, visual appeal, and the ability to fit a wide range of patients. Features include minimal headgear (no forehead pad) – and minimal parts, quick release tabs and headgear clips for easy adjusting, contemporary frame options (reversible fabric or clear silicone), patented auto seal groove and unique tip of the nose cushion technology. Three interchangeable cushion sizes fit on the same frame, in same package.
Philips Home Healthcare Solutions
 www.philips.us/Wisp
(800) 345-6443

This article originally appeared in the October 2013 Respiratory & Sleep Management issue of HME Business.

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