Post
by yardbird » Wed Jan 04, 2012 7:01 am
yeah, I was in an office talking to an RT from the DME and I looked at the machine and it said "Escape Auto" on it. So I asked, "Will you be setting this up for me initially?" and he said that of course he would set it up. So he set my pressure range according to the prescription. I said, "Can you set the auto-on for me please?" He said, "Sure thing." and then he proceeded to try to FIND it in the clinical setup. He called his boss in (one of the owners) and the boss placed a call to ResMed while I was sitting there and I could hear the ResMed person say, "...and which machine is this? Oh, that machine doesn't have that feature."
Done deal. I said, "You've just found one feature this machine doesn't have that the S9 AutoSet does have. There are more, like Mask Fit and full data recording. This is why my prescription says S9 AutoSet."
I think they were embarrassed that I knew more about the machines than they did. Now in fairness to the DME, go look at ResMed's web site and look at the number of different models that come up when you click "S9 Series" on their home page. There are 9 machines in the series. Some obviously specialized, but many falling into the general category of CPAP. From the discussion we had, one in which they were very candid and apparently open with me, I gathered that they thought the only difference between the Escape Auto and the S9 AutoSet was that the S9 "somehow scores centrals".
How is it they didn't know the product line thoroughly? They have a crappy local ResMed sales rep. Their old sales rep used to come in and show them the machines, run through all the features, give them literature showing the differences, etc. And their previous rep would stop in just to see how they were doing, answer question, bring donuts . Their NEW sales rep never stops in and the only contact they have with him is when they want to place an order.
We talked for an ENTIRE HOUR and it was very cordial. They made it clear that they've never had a CPAP patient who had such a clear understanding of the therapy and machines and I made it clear that I wasn't there to beat them up and make them lose money and that I knew how the billing codes worked, but if this wasn't going to work for them financially, that I'd have to thank them for their time and move on so I could get what I needed.
Overall the conversation left me with a new perspective of the DME's side. Some DMEs are just crappy because company policy makes them go for every dime regardless of the patient. They're there to sell equipment. Other DMEs are really patient oriented and in this particular case they were not given proper training from the MANUFACTURER and it made them look bad. So before I go bashing all DMEs in the future or a particular DME, I'm going to try to remember to have a look at what tools they have to work with.