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

2. 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

3. 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

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

5. (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

6. 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

7. 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

8. 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

9. 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 & 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

10. 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. .
Only ~5% to 15% of all patients typically escalated to DME

11. >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 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.

12. 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.

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