Improve PAP Patient Compliance While Improving Staff Productivity By: Jamie Caputo National Services Sales Manager Philips Respironics  

Presentation Overview / Agenda: Todays DME Environment Let’s face it unfortunately a broken record The PAP Patient - our customer Solutions / Technologies - to help DME providers and the patient Philips Services – to help our customers and their patients Resupply – a key to long-term Patient Compliance Time for Questions & Answers  

Today’s Market Place: *How are these impacting your compliance rates? Providers are faced with: Audits Increase compliance requirements Decreased reimbursements Staff restrictions – doing more with less Higher patient volumes Once Proactive now Reactive How do I grow / scale my business Diversification / Expanding services – NIV *How are these impacting your compliance rates? Your goal: Be profitable while achieving the best possible patient outcomes and staff efficiencies

PAP Patients: Their needs: Engagement Support Education Solutions they need: Product and Therapy Support Coaching Data & Software Behavior change Motivational Enhancement

(DIY Tools or Co-outsourced) Philips Services that help you and your Patients! (DIY Tools or Co-outsourced) Ask yourself how much does it cost me to manage patient compliance? What’s my opportunity cost not achieving the best possible patient outcome? What our customers requested

Creating Connected Solutions from Connected Devices Connected Devices provide near real-time data on patient therapy Device Usage, AHI, Periodic Breathing, Mask Leak, etc. Connected Solutions deliver real value - driven by actionable data that prompts patient care and improves outcomes EncoreAnywhere Adherence Profiler – actionable data for HCP outreach DreamMapper – patient motivation and education Patient Adherence Management Service – personalized patient coaching, education & motivation using actionable data

Behavior change Most every aspect of health today requires behavior change Behavior change is difficult, often transient, and sometimes emotional Behavior change seems intuitive, but it is not Behavior change is personal Solutions must be personal Patient Change

What if you could… … improve patient therapy adherence while focusing your clinical staff on providing patient care when it really matters? … eliminate up to 95% of the time spent following up with new patients, answering questions about their therapy device and mask, and motivating them to follow their therapy? … get patients compliant faster, keep them on therapy longer, and increase long term resupply potential? Provider change

Patient Adherence Management Service (PAMS) White Labeled Service focused on helping new patients adjust to PAP therapy during initial 90-day PAP trial. Extension of the provider calling on behalf of” ABC Medical”. Dedicated call center consists of Sleep Coaches and Respiratory Therapists utilizing customized version of EncoreAnywhere for workflow and communications View therapy data in EA (AHI, Pressure, Mask Leaks, Compliance per insurance rules, humidification, modems and general device issue and education. Patient Outreach Protocol Primary use of live call & email outreach leading to optimal connection and patient satisfaction rates, Motivational Interviewing Techniques (Dr. Mark Aloia) to maximize patient engagement and long term benefits Clinical Support to increase existing RT staff productivity and reduce need to troubleshoot more mundane/less clinically intensive requests

Patient Adherence Management Service (PAMS): Philips Respironics provides these services: Sleep Patient Adherence Management and Coaching Device Maintenance/Education Support Interaction and Usage Documentation Escalation of clinical issues to HCP RT (Identified pressure or mask change needed. Can implement 30 day mask exchange.) Outreach Schedule: Day 3, 7, 14 and 30 Live Call* to patient making up to Two attempts at each interval. Remaining Contacts If necessary, outreach is continued to assist the patient to achieve compliance by day 90. Outreach ends at day 90. *or other preferred form of outreach, e.g. email. Only ~5% to 15% of all patients typically escalated to DME

>180,000 Lives Touched to Date1 Patient Adherence Management Service: Patient Results and HCP Benefits >180,000 Lives Touched to Date1 Shown to increase patient adherence by 49% on average2 On Average a 22% point increase in Providers Adherence rates. Highest Average 90 Day Compliance Rate compared to patient data in EncoreAnywhere from more than 2500 DMEs2 Shown to get patients adherent quickly, keep them on therapy longer, and stay engaged with PAP therapy2 79.5% of all PAMS patients meet the 90-Day CMS Compliance guidelines3 Two Years Highest Running PAP User Net Promoter Score for Home Care Providers using the Patient Adherence Management Service4 1. Number of patients enrolled in the program since 2013. 2. Source: Retrospective study using 2014 -2016 EncoreAnywhere data from Home Care Providers using PAMS for at least six months. Adherence measured by CMS Compliance guidelines - minimum of 4 hours of use over 70% of the nights during a consecutive 30 day period within the first 90 days of use. 3. Source; PAMS White Paper. CMS Compliance definition - minimum of 4 hours of use over 70% of the nights during a consecutive 30 day period within the first 90 days of use. 4. Net Promoter Score Surveys, 2014 and 2015.

Don’t forget about resupply! Long-term Patient Compliance Don’t forget about resupply! * Number 1 key to patients ongoing adherence Resupply is a must in order to financial survive in the PAP around! Can’t until the patient becomes compliant.

Questions & Success Stories Thank you to GAMES and its Members!