My correspondence with Respironics

MAP policy is not as big a deal as you think. The way most websites handle this is by not displaying the price until you add the item to your shopping cart.

Ever notice some Amazon listings have a link stating "Click here for price"? It is done specifically to be in compliance with MAP policy. It is a very common thing and easy to get around.

WNJ wrote:I don’t share your optimism, Bill.

I'm actually not terribly optimistic about Respironics, Wayne. Obviously, they've made a corporate decision to side with B&M DME's. That's not likely to change any time soon, so we best get used to it. I view that as unfortunate, because in some ways Respironics seems to have been somewhat responsive to individual consumers.

Personally, I just won't buy any more machines from Respironics. I already know that I get very good treatment with another manufacturer's machine, so dropping Respironics from consideration when I need another machine isn't a big loss to me. Money talks, so I'm sure many others will consider other manufacturer's offerings when the time comes as well.

The new first-time APAP purchase market may be an area where "unintended consequences" comes into play and affects Respironics noticeably and quickly. Just consider what effect Respironics' MAP policy will have on the sale of their APAP machines. As things stand, most new patients start with a bottom-of-the-line CPAP from either ResMed or Respironics and seem to stay with that manufacturer if they choose to go the APAP route, regardless of whether they stay with the local DME or buy their first APAP on-line.

With the new MAP in place, what will those patients do when they learn about APAP machines? Money talks, so I'd venture a guess that the lower prices of competitor's models will put a noticeable dent in the sale of Respironics APAP machines very quickly. After all, the patients who learn about APAP's online will also learn that APAP's from the likes of PB and DeVilbiss work quite well for the folks using them.

The B&M DME's are known for supplying very few APAP machines, so I have to wonder how Respironics expects to remain dominant in that market.

Time will tell.

Regards,
Bill

One thing to keep in mind is that Respironics and Resmed have a corner on the market for relief of exhalation pressure ( CFLEX / EPR). For many, this feature offers an immense improvement to CPAP comfort. But users have no alternatives to buying from Respironics/Resmed if they want this technology.

If the other companies bring their A game by introducing their own versions of pressure relief, then they can steal a huge chunk of market share!

Hose_Head wrote:If the other companies bring their A game by introducing their own versions of pressure relief, then they can steal a huge chunk of market share!

Yeah, no doubt that influences many buying decisions. What's surprising to me is that no one has followed ResMed's lead with EPR. EPR is nothing more than bi-level therapy across a narrow pressure differential. Nothing complicated about that.

Maybe Johnny will be kind enough to provide some sort of sales breakdown by manufacturer both before and after the policy changes. He's done that before.

Regards,
Bill