CPAP Consumer Trends
These quarterly CPAP.com sales numbers are an indication of which products self pay consumers choose to purchase. They act as an effective gauge of true consumer preference and possible future trends.
CPAP Machine Preference - Top 10 over Q3 (Jul-Aug 29, 2010)
| Rank | Individual Machine | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | Zzz-PAP (PMI Probasics) | 32.1% | $178.40 | 28.7% | $178.96 |  11.9% |
| 2 | Everest 3 (AEIOMed) | 20.3% | $235.00 | 23.4% | $234.93 |  13.3% |
| 3 | IntelliPAP Standard (DeVilbiss) | 10.6% | $284.95 | 7.5% | $284.24 | 41.5% |
| 4 | HC233 (Fisher & Paykel) | 6% | $280.00 | 5.6% | $298.13 | 7.1% |
| 5 | PR Pro (Philips Respironics) | 5% | $488.07 | 4.2% | $501.45 | 18.8% |
| 6 | PR Plus (Philips Respironics) | 4.5% | $400.49 | 1.9% | $398.97 | 134.6% |
| 7 | HC234 (Fisher & Paykel) | 4.1% | $290.00 | 0.6% | $351.33 | 603.9% |
| 8 | S9 Elite (Resmed) | 3.8% | $805.00 | 2.3% | $805.00 | 64.7% |
| 9 | Orion (Viasys) | 3.2% | $124.74 | 2.1% | $124.95 | 53.4% |
| 10 | S8 Elite II (Resmed) | 2.2% | $767.00 | 1.9% | $767.00 | 16.1% |
Our Analysis:
The Zzz-PAP continues to be the #1 selling CPAP machine during the start of Q3 with 32% of total machine sales. Meanwhile, Respironics has struggled to reclaim sales from the discontinuation of the legacy M Series machines. The M Series DS100 alone had 11.8% of all machine sales during Q2 while the PR Pro and PR Plus currently only have a combined sales of 9.5%. Fisher & Paykel has been surprisingly strong with the HC233 and HC234 taking 10.7% of all total CPAP Machine orders. The sales strength of the Zzz-PAP and Fisher Paykel machines shows that customers are continuing to avoid machines that have complicated pricing restrictions and are willing to try other brands.
AUTOCPAP Machine Preference - Top 5 over Q3 (Jul-Aug 29, 2010)
| Rank | Individual Machine | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | IntelliPAP Auto (DeVilbiss) | 32% | $433.33 | 29.2% | $434.35 | 9.6% |
| 2 | S9 Autoset (Resmed) | 25.7% | $853.00 | 28.3% | $853.00 | 9.2% |
| 3 | PR Auto (Philips Respironics) | 20.2% | $570.00 | 16.6% | $561.45 | 21.6% |
| 4 | ComfortPAP (Evo) | 7.8% | $359.98 | 1.2% | $360.00 | 534.2% |
| 5 | AutoSet II (Resmed) | 6% | $807.04 | 4.2% | $810.65 | 42.8% |
Our Analysis:
The IntelliPAP Auto leads the APAP category with 32% of all orders. However, Resmed's S9 Autoset continues to have strong sales despite being twice the price of the IntelliPAP Auto. Users are finding the S9's climate control system and comfort features to be well worth the premium in price.
The ComfortPAP was launched in mid-May and has gained enough share of sales to be the #4 selling APAP Machine. The reviews are still out on this relatively new machine, but CPAP users may be drawn to it's small size and low price as they look for alternatives in this competitive machine category.
Bilevels Machine Preference - Top 5 over Q3 (Jul-Aug 29, 2010)
| Rank | Bilevel | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | PRI BiPAP Auto (Philips Respironics) | 27.6% | $1149.00 | 25% | $1149.00 | 10.4% |
| 2 | IntelliPAP BiLevel (DeVilbiss) | 20.7% | $845.00 | 7.8% | $851.99 | 165.1% |
| 3 | S8 VPAP Auto 25 (Resmed) | 20.7% | $1865.00 | 9.4% | $1865.00 | 120.5% |
| 4 | PRI BiPAP Pro (Philips Respironics) | 17.2% | $995.00 | 0% | $0.00 | N/a |
| 5 | Sandman Duo (Puritan Bennett) | 10.3% | $1095.00 | 3.1% | $1095.00 | 230.4% |
Our Analysis:
Respironics reclaims the #1 BiPAP sales ranking with the PRI BiPAP Auto taking 27.6% of all orders. The discontinuation of the M Series BiPAP Auto has lead to an overall loss of market share for Respironics in this category. However, the new PRI lines have started to gain traction. The PRI BiPAP Pro and BiPAP Auto are both steadily improving over the previous quarter.
Sales in the BiLevel categories have swung dramatically this quarter due to the small sample size of sales orders. We should expect to gain a better picture of the category trend as more time and sales are recorded.
BiLevel ST Machine Preference - Top 5 over Q3 (Jul-Aug 29, 2010)
| Rank | BiLEVEL ST | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | Sandman Duo ST (Puritan Bennett) | 33.3% | $1414.50 | 54.5% | $1469.17 | 38.9% |
| 2 | BiPAP Auto SV Advantage (Philips Respironics) | 16.7% | $2579.05 | 0% | $0.00 | N/a |
| 3 | PRI BiPAP AVAP (Philips Respironics) | 16.7% | $2995.00 | 9.1% | $2995.00 | 83.6% |
| 4 | PRI BiPAP ST (Philips Respironics) | 16.7% | $3495.00 | 0% | $0.00 | N/a |
| 5 | S8 VPAP ST (Resmed) | 16.7% | $2750.00 | 0% | $0.00 | N/a |
Our Analysis:
The Sandman Duo ST continues to be the #1 BiLevel ST machine with 33% of the total orders sold. This may be due to the fact that the Sandman Duo is almost 50% the cost of the #2 ranking machine. However, three of the top five ranking machine lines had 0% of orders in Q2. The line graph for past quarters reveal large swings in sales for each brand line and show that no single machine has a been able to consistently dominate this category. This shows that Customers are still looking for a superior BiPAP ST machine.
CPAP Machine Brand Line Preference - Top 5 over Q3 (Jul-Aug 29, 2010)
| Rank | Machine Brand Lines | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | IntelliPAP (DeVilbiss) | 20.4% | $400.35 | 16.7% | $402.09 | 22.2% |
| 2 | Zzz-PAP (PMI Probasics) | 16.8% | $178.40 | 15.7% | $178.96 | 7% |
| 3 | PRI Series (Philips Respironics) | 15.8% | $563.99 | 11.4% | $562.03 | 38.5% |
| 4 | S9 (Resmed) | 13.8% | $846.02 | 13.4% | $848.44 | 3% |
| 5 | Everest 3 (AEIOMed) | 10.6% | $235.00 | 12.8% | $234.93 | 17.2% |
Our Analysis:
The Machine Band Line Preference has generally only had a few percentage points separating the top 5 machine lines in the past. However, the IntelliPAP has broken out of the pack and now leads the the group with 20.5% of all Machine Brand sales. Respironics PRI Series machines has also seen noticeable growth as a brand line as they start to phase out the older M Series.
APAP vs CPAP vs Bilevels Preference over Q3 (Jul-Aug 29, 2010)
| Rank | Machine Type | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | CPAPs | 52.2% | $296.00 | 54.6% | $275.00 | 4.4% |
| 2 | Self Adjusting CPAPS | 45.8% | $594.45 | 42.8% | $614.68 | 7% |
| 3 | Bilevels | 1.7% | $1191.76 | 2.3% | $1133.79 | 26.5% |
| 4 | BiLevel ST | 0.4% | $2441.34 | 0.4% | $2230.91 | N/a |
Our Analysis:
APAP sales has seen a large jump. Less than 10% separates the CPAP from the APAP category showing that customers are starting to find that the benefits of an APAP machine is well worth the extra premium in price. Improvements within the APAP category itself have also done much to push the category forward. The S9, despite being one of the most expensive APAP machines, has sold well due to it's superior climate and comfort features. It will be interesting to see how customers respond to the new low-cost ComfortPAP as the growing trend in the APAP machine category continues.
Nasal Masks Brand Line Preference - Top 10 over Q3 (Jul-Aug 29, 2010)
| Rank | Nasal Masks Brand Line | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | ComfortGel (Philips Respironics) | 25.4% | $76.11 | 27.3% | $77.41 | 7% |
| 2 | Profile Lite (Philips Respironics) | 13.1% | $73.99 | 13.5% | $74.01 | 3% |
| 3 | Mirage SoftGel (Resmed) | 10.3% | $127.34 | 8.6% | $126.68 | 19.8% |
| 4 | ComfortClassic (Philips Respironics) | 7.8% | $49.76 | 10% | $49.29 | 22.1% |
| 5 | Ultra Mirage II (Resmed) | 6.4% | $110.50 | 5.7% | $114.16 | 12.2% |
| 6 | ComfortGel Blue (Philips Respironics) | 5.6% | $82.74 | 0.9% | $77.99 | 513.7% |
| 7 | HC407 (Fisher & Paykel) | 4.3% | $53.20 | 5.9% | $56.75 | 27% |
| 8 | Activa (Resmed) | 3.9% | $120.38 | 4.1% | $120.30 | 4.9% |
| 9 | Activa LT (Resmed) | 2.3% | $121.00 | 2% | $121.00 | 15.1% |
| 10 | HC405 (Fisher & Paykel) | 2.2% | $45.38 | 2.7% | $45.63 | 18.6% |
Our Analysis:
The ComfortGel continues be the #1 Nasal Mask sold with 25% of all Nasal Mask orders. Respironics has dominated this category with the top 2 selling masks: The ComfortGel and the Profile Lite. Overall, Respironics makes up more than 50% of all Nasal Masks sold.
Full Face Masks Brand Line Preference - Top 5 over Q3 (Jul-Aug 29, 2010)
| Rank | Full Face Masks Brand Line | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | Quattro (Resmed) | 25.8% | $174.53 | 18.7% | $174.28 | 38% |
| 2 | HC431 Full Face Mask (Fisher & Paykel) | 16.2% | $98.55 | 20.8% | $97.98 | 22.2% |
| 3 | Hybrid (InnoMed) | 15.3% | $117.08 | 14.8% | $115.72 | 3.4% |
| 4 | Ultra Mirage Full Face Mask (Resmed) | 12.5% | $162.28 | 9.3% | $165.24 | 34.4% |
| 5 | ComfortFull 2 Full Face Mask (Philips Respironics) | 9.7% | $95.75 | 10.6% | $92.03 | 8.5% |
Our Analysis:
CPAP users have started to buy the Quattro again, despite a significant drop in sales in Q2 due to Resmed's high minimum pricing. The increase in Quattro sales may come as a direct result of the Product Challenge that had the Quattro challenging and beating the FullLife with a score of 45 to 5. Despite the high internet pricing, CPAP users are seeing a lot of value in the Quattro which won the Product Challenge by such a large margin.
Nasal Pillows Brand Line Preference - Top 5 over Q3 (Jul-Aug 29, 2010)
| Rank | Nasal Pillows Brand Line | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | Swift FX (Resmed) | 36% | $126.93 | 35.5% | $126.67 | 1.4% |
| 2 | Swift II (Resmed) | 17.6% | $120.45 | 17.1% | $120.65 | 2.9% |
| 3 | Breeze (Puritan Bennett) | 16.7% | $77.11 | 15% | $76.95 | 11.3% |
| 4 | Swift LT (Resmed) | 9.3% | $120.81 | 9.5% | $120.64 | 2.1% |
| 5 | Opus 360 (Fisher & Paykel) | 7.5% | $75.51 | 9.8% | $74.21 | 23.5% |
Our Analysis:
The Swift FX continues to dominate the Nasal Pillow category and has been the #1 selling Nasal Pillow mask by an almost two to one margin.
The closest competitor has been the Breeze from Puritan Bennett. However, Resmed has a clear monopoly on this category for the time being. Their masks make up more than 60% of all Nasal Pillow Mask sold.
Mask Type Preference over Q3 (Jul-Aug 29, 2010)
| Rank | Mask Type | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | Nasal Masks | 54.6% | $83.22 | 54.1% | $80.95 | 0.9% |
| 2 | Nasal Pillows | 27.6% | $107.50 | 27.3% | $106.92 | 1.1% |
| 3 | Full Face Masks | 17.7% | $132.29 | 18.5% | $125.97 | 4.3% |
Our Analysis:
The Nasal Mask category continues to hold the lions share of all CPAP Masks sold.
Chinstrap Brand Line Preference - Top 5 over Q3 (Jul-Aug 29, 2010)
| Rank | Chinstrap Brand Line | % of Orders Q3 2010 |
Average Price Q3 2010 |
% of Orders Q2 2010 |
Average Price Q2 2010 |
% Share Change |
| 1 | Premium Chinstrap (Philips Respironics) | 40.3% | $24.69 | 44.8% | $24.70 | 10% |
| 2 | CPAP.com Deluxe Chinstrap (cpap.com) | 18.2% | $18.99 | 16.9% | $18.97 | 7.7% |
| 3 | Sullivan Chinstrap (Resmed) | 11.9% | $15.95 | 12.7% | $15.95 | 6.3% |
| 4 | PAPcap Cotton Chinstrap (Pur-Sleep) | 8% | $34.99 | 6.5% | $34.99 | 23% |
| 5 | Ruby Adjustable Chinstrap (Cardinal Health) | 7.4% | $23.00 | 4.7% | $23.00 | 56.9% |
Our Analysis:
Respironics continues to dominate the Chinstrap Category with 37.9% of all Chinstrap sold. However, the PAPcap and Deluxe Chinstrap from CPAP.com continue to gain a larger percentage of Chinstrap sales and, combined, make up 29% of all chinstraps sold.
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About These Numbers
Traditionally, CPAP equipment is dispensed by local providers who accept insurance as payment. Consumer choice of equipment through local providers is limited.
The CPAP.com business model is cash up front in exchange for CPAP equipment. The consumer makes their choice of equipment and purchases the equipment with their own money.
These quarterly CPAP.com sales numbers indicate which products self pay customers choose to purchase. They act as an effective guage of true consumer preference. They also indicate future industry trends as more and more customers turn to the internet for product information and guidance, decide on a product and request it from their local provider.
Please send questions, comments and suggestions regarding these numbers to salesreport@cpap.com