We added new retail items to our line to add comfort to CPAP and oxygen therapy.
Bring the power of holistic healing to your CPAP therapy with these 16 unique and refreshing aromatherapy scents. The aromatherapy uses calming scents to make your overall CPAP experience more enjoyable.
To use our new aromatherapy kit simply place one drop of aromatherapy into the white diffusion pad. Then either place the diffuser stand directly beneath your machine’s air filter or bend the legs of the diffuser base to make an elevated stand. Natural oils create comforting sensations and help to soothe and relax.
Our starter kit includes the minty fresh Clear scent, made from peppermint, lime and soothing lavender. The starter kit also includes the more calming Peace scent, a relaxing scent made from French lavender, clary sage and marjoram to enhance a restful sleep. All of our aromatherapy products are made with all natural essential oils.
The diffusion pads are completely reusable. We recommend using the same dedicated pad for each type of oil. Scented pads may be stored in the included plastic bags to preserve the scent.
Specialty pillows designed for CPAP users to allow comfortable sleep for all mask types in any position. The cut outs on the left and right sides of the pillow allow the user to be comfortable when sleeping with any mask.
The CPAPmax offers 4 pillows in one. One side is memory foam or flip it over for a standard fiber pillow. There’s also a ¾ in. foam layer in the center of the pillow that can be removed to adjust the thickness of the pillow. Additional pillow styles and replacement covers also available.
Petroleum-free lotion with Aloe vera and vitamins A & E. Apply at beginning of treatment and as needed to maintain soft skin and eliminate discomfort from dry/cracking skin. Use to moisturize the nose, lip and over the ear where friction may cause discomfort from the oxygen cannula or CPAP mask. Prevent chafing, irritation, dryness or cracking.
Unlike the initial set up revenue, resupply revenue streams in steadily over a long period time. The replenishment market for sleep therapy can be lucrative especially with cash items like tubing comfort wraps or cleaning supplies which need to be bought regularly. Instead of putting your energy into building new customer base to increase revenue, try putting more focus on your current customer base by providing your existing customers with the best most complete care possible by establishing a good resupply schedule.
What it Means for CPAP Suppliers and How Sunset Can Help
Round 2 reimbursement amounts from Medicare were recently announced. This new competitive bidding legislation means there will be a lot of change in our industry in the next couple of years, especially for smaller stores who may not have the scale to remain competitive due to these new Medicare cuts. Many HME registered for this process as of March of 2012 and are probably anxiously awaiting their fate.
This new legislation does not affect reimbursement amounts for private insurance; it only affects Medicare reimbursements at this time. There are pros and cons to accepting a round 2 contract. As Elizabeth Deprey of HME News blogged earlier this week, some HMEs were relieved to be out of a Medicare contract. The high administrative costs of billing Medicare and time consuming government audits are draining and in the end, just not worth it for many smaller companies. The National Association of Independent Medical Equipment Suppliers (NAIMES) has put together an anonymous survey to gauge the end result of round 2 contracts.
The whole logic behind this legislation change is to protect consumer rights; ensuring companies are delivering the highest quality products to their patients at the lowest possible cost. The bill is also a means for cutting the allocation of Medicare spending on these products by dramatically decreasing reimbursement rates. To give you a little more insight to specifics on how this might affect you, check out the new HCPCS Reimbursement by State. We also put together the chart below so you could better see an example of how HCPCS rates have changed across CPAP supplies specifically.
As you can see, the average 45% decrease in reimbursement rates was no media exaggeration. Some products are affected more than others, for example, replacement cushions’ reimbursement rate decreased 69% while chinstrap reimbursement rates decreased by only 24%, with additional variances by state and region.
So what is Sunset doing to help our customers during these times of reimbursement cuts? We recently came out with a new deluxe line of CPAP masks that include a replaceable cushion and cost about 40-50% less than similar masks from leading manufacturers. We’ll continue to provide the lowest prices to our customers, whenever possible. We’re also looking to add more cash and retail items to our line in the next year so our customers can battle Medicare cuts with a boost to their cash sales.
In addition, we are backing a favorable alternative for home care providers, the Medicare DMEPOS Market Pricing Program. This act will still reduce Medicare spending but would better accommodate smaller providers and preserve their ability to compete. John Gallagher and the team with VGM government relations are making a stand for a new Market Pricing Program (MPP), if you’re interested in advocating this, check out VGM DC Link or AAHOMECARE. Many people in the HME industry are going to be talking about this at MedTrade Spring 2013. So if you’re headed out there, keep an eye out for MPP news and updates. What do you think about the Medicare cuts and MPP? We would love to hear your feedback in the comment section below.
With declining reimbursements, cash products are a great way to increase revenue while also providing your patients with convenient, easy-to-use cleaning products. This article describes the best products for cleaning CPAP equipment, as well as recommendations for cleaning schedules and techniques.
To prevent growth of mold and bacteria, regular cleaning is essential. However, this task can be tedious without the right supplies.
To remove dirt and oils and prevent buildup, clean the mask and cushion with a cleanser or wipe that is gentle enough for daily use. As a general rule, people can use any cleaning product on their mask that they would use on their face. Anything stronger with scents, alcohol, antibacterial agents or bleaching ingredients can cause the cushion to break down or irritate the skin.
Several products are designed specifically for CPAP masks with all-natural ingredients that are safe enough for daily use. One of the most popular brands is Citrus II, available in a dispenser with 62 wipes or a box of 12 individually wrapped wipes. Both options have their uses. The dispensers are compact. Many of our customers provide each of their respiratory therapists with a few dispensers of wipes, one to demonstrate to the patients how to clean their masks during the initial fitting and additional ones to sell. This helps show proper maintenance and can also lead to a cash sale on the spot.
The individually-wrapped wipes are great to give away as a sample with each new patient setup, and are useful for patient travel or in-store promotions.
If your patients prefer to use a spray, Citrus II offers CPAP Mask Cleaner Spray in either 8-ounce or 1.5-ounce travel size bottles.
In addition to wiping down the mask, instruct your patients to empty the humidifier chamber each morning and leave it open to air dry for the day. They can refill it with distilled water at night. Avoid using tap water to prevent mineral buildup in the chamber that could damage the machine.
Clean all equipment on a weekly basis, or more frequently if the patient is recovering from illness. First detach the mask from the tube and remove the headgear and cushions. Soak the headgear, tube, mask, humidifier chamber, reusable foam filter, chinstrap and any connectors or adapters in a 50/50 solution of warm water and Citrus II CPAP Concentrated Cleanser for 10-20 minutes.
After soaking, rinse thoroughly with warm water. For best results, hang the tube, headgear and chinstraps to allow them to dry completely. The mask, cushions, chamber and filter can be left out on a towel to dry. Ensure the filter is fully dry before placing it back into the machine. If your patient lives in a wet or humid climate and they have trouble getting their tube and mask to dry fully, Hurricane makes a Home Edition CPAP Equipment Dryer that safely dries products without damage. However, make sure patients are aware that they should not machine wash or dry headgear or chinstrap as it will damage the material or affect the size.
To clean the machine, make sure it is unplugged, and wipe it with a cloth soaked in warm water or a mix of warm water and CPAP Concentrated Cleanser.
With filters, a good rule of thumb is: If it is foam or labeled as reusable, it can be washed weekly and reused for six months, per Medicare guidelines. If it is labeled as ultrafine or disposable, it cannot be washed and must be thrown out and replaced every two weeks. Washing a disposable filter will cause it to lose shape and effectiveness. Some machines use only disposable filters while others can accommodate reusable foam filters, as well as disposable ones. Check with the manufacturer, and explain the difference to your patients to avoid confusion.
During the weekly washing, patients can substitute vinegar, unscented liquid dish soap or hand soap in place of the CPAP Concentrated Cleanser, but they should not use rubbing alcohol, bleach, scented soaps or antibacterial soaps as they can break down the equipment.
How do you encourage patients to clean their products regularly? First, inform them of the health implications of inhaling mold and bacteria growing in their equipment. Also, make the cleaning products easily accessible, and start them off on the right foot with samples or cleaning demonstrations during setup. To assist in this, one product is the CPAP Cleaning Product Display Kit, which is a full display of all the most popular CPAP cleaning products in a tabletop format. The display signage spells out the features and benefits of the cleaners. It displays well next to the register to encourage cash purchases.