Meet USA Medical Supply, the CPAP influencer

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Friday, January 24, 2020

WEST SPRINGFIELD, Mass. – USA Medical Supply has seen its CPAP business grow to 55% of its revenues, driven in large part by an unlikely advertising channel: YouTube.

President Richard Spafford added CPAP when he acquired the 60-year-old company in 2014.

“I felt as though the common thread in the industry was to knock on referral doors,” said Spafford. “We wanted to establish a presence and realized that we wanted that presence on Google and YouTube.”

The provider started off slow about two years ago, with its YouTube videos garnering only 10 or 20 views. Today, its YouTube channel has 1,300 subscribers and 91 videos on everything from tips for using CPAP, to a review and comparison of the VirtuClean 2.0 and SoClean 2.0 CPAP cleaners.

There’s not a lot of competition on YouTube, says Spafford.

“Right now, there’s only one other influencer that does CPAP reviews,” said Spafford.

In addition to driving sales—they receive orders from all over the U.S.—advertisers are now paying to be included in the videos, says Spafford.

USA Medical Supply, was founded in 1953; it also offers DME, including stairlifts, lift chairs and hospital beds. It has nine employees and a 4,000-square-foot showroom that serves western Massachusetts.

Despite its prowess on the web, where its videos now get as many as 50,000 views, the provider strives to offer a “personal touch” by doing everything in-house, says Spafford.

“We could possibly make more money if we outsourced,” he said. “But, I got into health care to help people.”