Sleep

Getting It Right

Home medical equipment providers who choose to focus on sleep-disordered breathing are fully aware of the opportunities that exist in this market. But
by DENISE H. McCLINTON

Home medical equipment providers who choose to focus on sleep-disordered breathing are fully aware of the opportunities that exist in this market. But fierce competition and changing dynamics mean these companies must develop a sound, comprehensive strategy to keep this business profitable. HomeCareXtra spoke with three successful providers and learned there is no cookie-cutter approach to becoming a market leader in treating patients with SDB.

DASCO Home Medical Equipment Company

Westerville, Ohio

Additional locations: Alliance, Ashland, Columbus, Lima, Marion, Springfield and Xenia, Ohio, and Shelbyville, Ind.

Service and reliability are what set DASCO Home Medical Equipment Company apart. Although the company “happened” into sleep years ago, says President Jason Seeley, its current sleep program leaves nothing to chance.

“We have been involved in the sleep market for a long time, but to be honest, we got into it by accident,” Seeley says. “It started when we moved our home office in Columbus to a different part of town. There happened to be a sleep lab down the street. I stopped in to introduce myself and was told that there was a need for providers that could take care of sleep patients at home.”

According to Seeley, sleep labs are looking for the following:

  • Prompt service: It is not unusual for DASCO to set up a sleep patient with their equipment the day the order comes in.

  • Accreditation: Seeley says sleep centers understand the hard work and diligence it takes to become accredited. DASCO has been accredited by the Joint Commission on Accreditation of Healthcare Organizations since 1987.

  • Follow up: Quick and regular follow-ups with customers ensure compliance and, ultimately, better health for patients.

Today, the company provides CPAP and bi-level services to thousands of patients in its service area. As for marketing its sleep services, DASCO has recently increased and expanded its efforts.

“In the past, we have spent most of our time talking with sleep labs about our programs, but over the last year, we have begun to spend more time talking with family physicians and cardiologists,” notes Seeley. “These doctors have many patients dealing with obstructive sleep apnea who are undiagnosed. Talking to physicians about identifying these people and getting them in for a sleep study sooner has proven to be important.”

When a patient is able to get the treatment he needs sooner, then doctors view DASCO as a valuable resource, he adds.

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