Sales Strategy
What is one tool in AirView that can help identify Bilevel rescue candidates? Hint - This needs to be activated if the customer doesn't have it set up already
Action Groups
My patient is complaining of discomfort due to their mask, does this make them a good bilevel candidate?
No, an uncomfortable mask cannot be a reason a patient switches to a bilevel
Your customer says..."I'm the only RT setting up patients and I don't have enough time to do follow-ups"
What is a problem follow-up question that you could ask?
What is one of your main challenge with new patient set ups?
What are the two buckets in Action Groups that you could help your accounts identify non-compliant OSA patients?
1. Compliance Risk
2. Therapy Issues
What are the two tools that we can use as RAMs to identify Bilevel opp accounts?
1. Forecast
2. COGNOS
Bonus points if you say Initiative Tracker
What is required for Bilevel rescue?
Documentation
Your customer says..."Why would I want to change my patient to a Bilevel Vauto?"
How do you respond?
This would promote the most comfortable device for your patient, ultimately leading to long-term adherence and compliance. Good for your patient and great for your business!
What is one key column in the initiative tracker that can help you identify Bilevel opportunity?
Bilevel share
What are the three steps involved in the Bilevel transition process that you can help your DME accounts with?
1. Work in Airview action groups to identify Bilevel rescue candidates
2. Contact a physician with a list of "at risk" patients for recommendations
3. Gather required documentation and upgrade the patient to Bilevel when appropriate
Your HME wants to know the main difference that sets apart VAuto for the patient..What comfort feature do you tell them?
EasyBreathe ...delivers pressure support in a natural waveform
Your customer says..."This is price prohibitive"
What problem question could you respond with?
Do you have many non-compliant patients?
One of your top accounts has no Bilevel sales at all.. what do you do next to help your customer?
Work with the SAMs. Referral sources may not know about ResMed bi-levels and may not feel comfortable with scripting/algorithm
What is the best in-class target % for Bi:2:FG?
12%
A customer says ..."We only change patients to a Bilevel Vauto, if they come in again for a sleep study"
How would you respond to this?
The longer you wait the more is required...patients do NOT need a new face-to-face evaluation before the 90-day mark.
Your customer says...
"I don't have control of changing the script for my patient"
How do you respond?
You are correct, the physician owns the prescription, so it is your job to make the physician aware of struggling patients
YES
If your customer doesn't have action groups, what is another category under the "patients" tab in AirView that you could show them?
Wireless
Your customer says "Why not use CPAP with EPR instead of Bilevel?"..How do you respond?
EPR is more of a comfort feature for CPAP machines that only offers pressure relief up to 3CM, whereas Bilevel pressure relief starts at 4cm and goes up
Your customer says..."We are fine with doing CPAP's and don't want to change anything we are doing at this time"
What would be a problem question you could ask?
What are your challenges in keeping patients compliant?
What documentation is required for Bilevel qualification?
1. The patient has already qualified for a CPAP
2. The treating physician documented that both of the following issues were addressed:
2a. An appropriate interface has been properly fitted (aka the mask is not the issue)
2b. The current pressures prevent the patient from benefiting from therapy. Lower pressure settings were tried but failed (aka the patient is still uncomfortable after troubleshooting pressures)