Mapping Barriers
HCP doesn’t have time to talk
"When is the best time to come back?"
A question you ask when you want to learn where the patients are outside the ICU & ED
“Do you have a high-concentration of patients on your floors?”
If the nurses tell you the nurse manager is unavailable, ask this question
“Is there an administrator on this floor you can direct me to so I can find a better time?”
Key stakeholders on the floors
(Who are) RT, Nursing, Physicians/Hospitalist
An HCP says that Aerogen is only for patients on vents. How do you respond?
“Are you aware of our handheld device, Aerogen Ultra, for your spontaneously breathing patients?”
You don't know which floor to go to
Ask your POC: what floors have the highest concentration of respiratory patients outside ICU, Step-down/PCU and ED?
A hospital doesn’t have a floor for respiratory patients- they're spread throughout Med-surg, Cardiac, and Neuro. How do you respond?
“What is the estimated percent of patients on those floors that are respiratory or receiving a breathing treatment?”
You engage a group of nurses, but they are unsure about key quality metrics- ask this question
“Is there a nurse manager on this floor you could direct me to?”
The reason high-flow is part of the floors strategy
(What is) HF is everywhere
An HCP says that the data about Aerogen is only relevant to the ED. How do you respond?
“It is the same device that can save you 37-minutes in the ED where boarding is a huge issue- could you see this improving your throughput on the floors as well?”
Only 2 patients on the floors are receiving breathing treatments right now
Move on
The hospital does not have a dedicated unit for respiratory, but they do have step-down unit with a lot of respiratory patients on vents. How do you respond?
"Outside of step-down unit, where do you have the highest concentration of respiratory patients on the floors?"
When meeting with a nurse manager, you ask this question to uncover if they have a problem
“What are some of the key quality metrics you are focused on?”
Goal #1 of activating the sales team at KOM26 to map the floors
(What is) Start the process of going to the floors
An HCP says: We use Aerogen in the ICU and ED, but BAN on the floors. How do you respond?
“What is the reason you are doing something different on the floors?”
RT/ nursing doesn’t know the answers to the mapping questions
"Is there someone else you could connect me with so I can better understand the workflow on the floors?"
A hospital has about 30-40% COPD and asthma patients on those floors, typically receiving a jet nebulizer for breathing treatments. How do you respond?
“What % of patients have a primary respiratory diagnosis? What is the process for delivering breathing treatments for those patients?”
If LOS or throughput is not mentioned as a key metric, ask this question
“I am hearing from a lot of my hospitals that improving LOS is big focus. Is LOS or throughput also a bottleneck for you?”
Goal #2 of activating the sales team at KOM26 to map the floors
(What is) Understand the opportunity outside the ICU and ED
An HCP says: RT and nursing deliver the treatments on the floors, so we use what is there- jet nebulizers. How do you respond?
“What is holding you back from getting Aerogen Ultra on the floors?”
RT claims to do all the breathing treatments on the Med-surg floor
Go to Med-surg unit and ask nursing: What is your process for delivering breathing treatments to the respiratory patients on this floor?
An HCP says that only about 10-15% of patients are on some type of NIV or HF. How do you respond?
“What is the estimated percent of patients on high-flow or NIV on this floor?”
Ask this question to see if they have a desire to improve their LOS metrics
“What initiatives have you implemented to improve LOS or throughput?”
3 key mapping questions to ask providers
Any of these 3:
An HCP says: We have so many rooms on the floors that it would be too expensive to outfit them all with Aerogen. How do you respond?
“What if I told you we had programs to take the cost piece out of the equation?” Then, follow up with cost analysis