Dealer/Provider spoke with Michael J. Farrell, VP of marketing for ResMed, San Diego, about how the company’s number-one position in the mask segment translates into benefits for providers.

Dealer/Provider: Wachovia securities recently stated that ResMed has a 41% share of the US mask market (a number-one position). How is ResMed solidifying this position, and what benefits will HME providers reap from working with ResMed?

Farrell: The key reason behind ResMed’s leadership position is that we have focused on the needs of both patients and HME providers in our mask design, development, and delivery. For patients, the primary drivers are comfort, ease of use, and effectiveness. When patients are comfortable, their HME provider enjoys further improvement in their reputation—and importantly does not waste time on nonreimbursed activities like changing out the mask for another model in the first weeks of therapy. Another plus is that the patient is more likely to continue to order new masks as allowed by insurance. They may even buy additional masks with cash.

Providers should know that products like the S8 AutoSet Vantage and Mirage Swift mask are designed to work as a system. They are excellent alone, but better together. The result is strong, sustainable business growth for HME providers.

Dealer/Provider: ResMed has been working with the American College of Cardiology (ACC) and the American Society of Bariatric Surgeons to promote awareness of sleep apnea and its effects on patients. How do these activities benefit HME providers?

Farrell: When ResMed first exhibited at the ACC conference in 2001, we were the only sleep disordered breathing (SDB) company on the floor. Cardiologists asked: “What is sleep apnea?” and “What is this breathing device?” None of our traditional SDB industry competitors was there, but our biggest competitor was ignorance. Generating awareness about SDB among cardiovascular physicians, bariatric physicians, and endocrinologists, as well as primary care physicians, has been a full-time job. Now, cardiologists at ACC attend our symposia, like one recently chaired by Anthony DeMaria, MD, FACC, editor of the Journal of the American College of Cardiology, to hear Lee Goldberg, MD, FACC, from U Penn present a paper on the success of VPAP Adapt SV, a new servo-ventilation technology FDA-cleared for treatment of central sleep apnea, mixed sleep apnea, and periodic breathing. So what does this mean for HME providers? It means ResMed is your partner for growth. We can work with you to ensure cardiovascular, bariatrics, diabetes, and primary care referral sources know about sleep apnea and drive growth for you and your sleep center partners.