Grow your referrals

Capturing more undiagnosed patients in your lab is critical to the success of your practice. In this section, learn how to grow your referral base with home sleep testing and ResMed’s four key capabilities.

Home sleep testing

Did you know that approximately 90% of US adult lives have access to home sleep testing? (estimate based on total US adult lives enrolled in health plan that covers HST). Home sleep testing continues to gain momentum as a diagnostic pathway because it removes the top two barriers to diagnosis identified by patients and referring physician: the inconvenience of spending the night in a sleep lab and the cost of a traditional PSG study.1-2

By incorporating home sleep testing into your practice, you’re leveraging a significant opportunity to grow the number of patients you diagnose. Some patients are reticent about overnight in-lab testing and refuse to be tested at a lab. By expanding your lab’s offerings to include HST, you are adding a service that allows you to reach those patients that might otherwise go undiagnosed. And with ResMed’s ApneaLink Air, home sleep diagnosis is a simple and efficient process for you and your patients.

When you’re ready to integrate HST into your practice, keep in mind that a successful HST program must include four key capabilities.

Four key capabilities

There are four steps to creating an optimized HST program:

  1. Contact payors to discuss contracts and reimbursement. Which HST codes do your payors want to be billed under?
  2. Develop an operational protocol. To which patients will your labs offer HST (this may be largely defined by your payors coverage policies)?
  3. Evaluate portable monitoring devices. What channels will your lab capture? Are you looking for a Type II, III or IV portable monitoring device?
  4. Develop a marketing plan to referral sources. Many labs avoid marketing their HST program, when in fact, promoting this testing option can motivate referring physicians to order more sleep studies.

For more information on home sleep testing or ResMed’s four key capabilities, contact your local ResMed representative or Customer Service.   

References

  • 01

    Survey of 147 primary care physicians conducted in October 2011 for ResMed by a third party market research firm

  • 02

    Survey of 200 patients conducted in August 2011 for ResMed by a third party market research firm

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