Sleep

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Wednesday, July 31, 2002

PITTSBURGH, Pa. - Respironics has reworked its Encore Pro Data Management System to enable sleep providers to not only track compliance information but to track its installed patient base.

While the original Encore program monitors usage data - for example, how many hours patients used a sleep therapy device and at what pressure - the new version integrates that compliance tracker with a database that follows patient needs.

"We have sold a million CPAPs over time," said Jay Vreeland, Respironics product manager for sleep therapy. "All those units need extra tubing, filters, headgears and so on. There is a wealth of opportunity based upon our installed base. Up to this point, providers have not focused on that too much."

ResMed recently introduced a patient tracking software called Boomerang.

Beyond tracking patient needs, Vreeland said the real selling point to the Encore is its ability to run compliance reports.

"Maybe a sleep lab is writing scrips for 50 CPAPs a month, and the mom and pop is only getting 25," he said. "You can go to the sleep lab and say, 'I am giving you a detailed report on every patient, and I will provide this report to you on a monthly basis, if you can give me more referrals.'" HME

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