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 Q1 (Jan-Jan 29, 2012)
| Rank | Individual Machine | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | Zzz-PAP (PMI Probasics) | 33.5% | $179.00 | 37.7% | $178.72 |  11.2% |
| 2 | Transcend II (Somnetics) | 15.8% | $449.99 | 15.9% | $446.43 | 0.6% |
| 3 | IntelliPAP Standard (DeVilbiss) | 11% | $251.02 | 10% | $279.98 |  10% |
| 4 | Standard Plus (DeVilbiss) | 7.1% | $299.00 | 6.4% | $326.69 | 10.9% |
| 5 | PR Plus (Philips Respironics) | 6.2% | $305.47 | 5.7% | $302.66 | 8.7% |
| 6 | PR Pro (Philips Respironics) | 5.2% | $429.00 | 5.9% | $465.31 | 11.8% |
| 7 | HC233 (Fisher & Paykel) | 3.3% | $359.95 | 3.6% | $372.50 | 8.4% |
| 8 | SleepEasy II (Philips Respironics) | 3.3% | $369.00 | 2% | $394.71 | 66.6% |
| 9 | Orion (Viasys) | 2.7% | $119.95 | 1.5% | $128.52 | 81.9% |
| 10 | S9 Elite (Resmed) | 2.7% | $805.00 | 2.8% | $805.00 | 3.6% |
Our Analysis:
Although it remains the most preferred CPAP machine, the low cost Zzz-PAP has taken a marked downward turn since Q3 2011 losing over 15 points of market share. Meanwhile, the Transcend II is holding in the second position which is likely due to its small size and unique battery options. As would be expected with a product line change, the IntelliPAP Standard Plus appears to be taking the place of the IntelliPAP Standard.
AUTOCPAP Machine Preference - Top 5 over Q1 (Jan-Jan 29, 2012)
| Rank | Individual Machine | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | IntelliPAP Auto (DeVilbiss) | 45.6% | $389.22 | 37.9% | $418.24 | 20.3% |
| 2 | PR Auto (Philips Respironics) | 19.7% | $540.45 | 21.2% | $541.82 | 7.1% |
| 3 | S9 Autoset (Resmed) | 19.7% | $853.00 | 23.7% | $853.00 | 16.9% |
| 4 | 200 Auto Series (Fisher & Paykel) | 4.8% | $434.66 | 4.2% | $472.20 | 14.3% |
| 5 | AutoSet II (Resmed) | 4.3% | $812.00 | 4.4% | $812.00 | 2.3% |
Our Analysis:
Riding high with consumers since Q2 2010, DeVilbiss' IntelliPAP Auto saw a price drop this quarter over last and has a 4.8 out of 5 stars rating. The PR Auto (4.7 stars) and S9 AutoSet (4.8 stars) have seen a decline in preference with their prices holding steady. F&P Auto Series with a 4.9 star rating saw an increase in preference and a drop in price. The only 5 out of 5 star rating goes to the older S8 AutoSet II which has held a steady market share since Q2 2010.
Bilevels Machine Preference - Top 5 over Q1 (Jan-Jan 29, 2012)
| Rank | Bilevel | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | PR BiPAP Auto (Philips Respironics) | 62.1% | $1142.44 | 46.3% | $1131.32 | 34.2% |
| 2 | IntelliPAP BiLevel (DeVilbiss) | 20.7% | $828.65 | 15% | $854.85 | 38% |
| 3 | PR BiPAP Pro (Philips Respironics) | 6.9% | $979.00 | 7.5% | $984.00 | 8% |
| 4 | S9 VPAP Auto (Resmed) | 6.9% | $1959.00 | 25% | $1920.80 | 72.4% |
| 5 | S8 VPAP Auto 25 (Resmed) | 3.4% | $1865.00 | 5% | $1865.00 | 32% |
Our Analysis:
The PR BiPAP Pro Auto is dominating the field with 62.1% of the market. The IntelliPAP BiLevel is rebounding after a steep decline in Q2 2011 and is now back in second place. The S9 VPAP has seen an increase in price and a marked drop in preference.
BiLevel ST Machine Preference - Top 5 over Q1 (Jan-Jan 29, 2012)
| Rank | BiLEVEL ST | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | PR BiPAP ST (Philips Respironics) | 66.7% | $1949.00 | 22.2% | $1972.00 | 200.3% |
| 2 | PR BiPAP AVAP (Philips Respironics) | 33.3% | $2900.00 | 33.3% | $2981.67 | N/a |
| 3 | No Other Competitors | |||||
| 4 | No Other Competitors | |||||
| 5 | No Other Competitors | |||||
Our Analysis:
There is not enough data to form an analysis.
CPAP Machine Brand Line Preference - Top 5 over Q1 (Jan-Jan 29, 2012)
| Rank | Machine Brand Lines | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | IntelliPAP (DeVilbiss) | 32.2% | $366.27 | 27% | $391.01 | 19.2% |
| 2 | PR Series (Philips Respironics) | 18.2% | $570.82 | 18.7% | $567.71 | 2.7% |
| 3 | Zzz-PAP (PMI Probasics) | 15.8% | $185.66 | 19% | $193.62 | 16.8% |
| 4 | S9 (Resmed) | 13.3% | $872.45 | 15.6% | $899.94 | 14.8% |
| 5 | Transcend (Somnetics) | 7.3% | $449.99 | 7.5% | $446.43 | 2.7% |
Our Analysis:
The rein of the DeVilbiss line has held since Q2 2010. The sharp decline in market share of the Zzz-PAP CPAP is reflected here. Philips Respironics has moved into second place with CPAP Users, the popular PR BiPAP Auto being the strongest reason behind the shift. Transcend is proving to be a force in the market.
APAP vs CPAP vs Bilevels Preference over Q1 (Jan-Jan 29, 2012)
| Rank | Machine Type | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | Self Adjusting CPAPS | 51.4% | $549.57 | 50% | $586.14 | 2.8% |
| 2 | CPAPs | 45.6% | $319.75 | 47.1% | $324.78 | 3.2% |
| 3 | Bilevels | 2.8% | $1147.48 | 2.6% | $1301.25 | 7.7% |
| 4 | BiLevel ST | 0.2% | $2266.00 | 0.3% | $3311.55 | 33.6% |
Our Analysis:
The gap between APAP and CPAP is widening with a consumer preference for an auto-titrating machine becoming evident.
This same trend is demonstrated in the bilevel arena with the clear preference being for an auto-titraing unit as shown by the huge share held of the PR BiPAP Auto.
Nasal Masks Brand Line Preference - Top 10 over Q1 (Jan-Jan 29, 2012)
| Rank | Nasal Masks Brand Line | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | ComfortGel (Philips Respironics) | 34.3% | $58.27 | 36.2% | $58.92 | 5.3% |
| 2 | Profile Lite (Philips Respironics) | 9.5% | $63.08 | 10.7% | $64.17 | 11.2% |
| 3 | SleepWeaver Advance (Circadiance) | 8.1% | $99.00 | 8.9% | $98.98 | 9% |
| 4 | Ultra Mirage II (Resmed) | 7.8% | $95.98 | 5.8% | $106.90 | 34.6% |
| 5 | ComfortClassic (Philips Respironics) | 5.2% | $44.04 | 6.4% | $44.99 | 18.9% |
| 6 | Mirage SoftGel (Resmed) | 4.5% | $101.16 | 3.5% | $119.60 | 28.8% |
| 7 | HC407 (Fisher & Paykel) | 4.2% | $60.43 | 4.1% | $62.94 | 2.4% |
| 8 | Activa LT (Resmed) | 3.9% | $95.03 | 2.6% | $109.17 | 49.5% |
| 9 | Activa (Resmed) | 2.8% | $97.83 | 3% | $111.79 | 6.8% |
| 10 | Zest (Fisher & Paykel) | 2.3% | $62.00 | 1.5% | $63.29 | 54.4% |
Our Analysis:
A price drop on ResMed masks resulted in a significant increase in market share for those products, topped by a rise of nearly 50% for the Activa LT. SleepWeaver is holding its own but is seeing a slight loss. All PR nasal masks are shifting downward with the ComfortGel Blue falling out of the top 10 for the quarter. This is significant in that PR now has only 3 of the top 10 spots in the nasal mask market.
Full Face Masks Brand Line Preference - Top 5 over Q1 (Jan-Jan 29, 2012)
| Rank | Full Face Masks Brand Line | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | Quattro (Resmed) | 21.7% | $174.84 | 22.8% | $174.85 | 4.8% |
| 2 | HC431 Full Face Mask (Fisher & Paykel) | 19% | $97.81 | 17.5% | $101.57 | 8.6% |
| 3 | Quattro FX (Resmed) | 12% | $180.91 | 11.7% | $182.90 | 2.6% |
| 4 | ComfortGel Full (Philips Respironics) | 11.1% | $110.90 | 8.3% | $117.14 | 33.6% |
| 5 | Ultra Mirage Full Face Mask (Resmed) | 9.2% | $161.83 | 9.7% | $162.18 | 5.2% |
Our Analysis:
ResMed's Quattro continues to hold the top spot in the Full Face Mask market as it has since Q2 2011. The significantly lower priced F&P HC431 is narrowing the gap. The ComfortGel Full by PR has a lower price this quarter than last and a larger market share.
Nasal Pillows Brand Line Preference - Top 5 over Q1 (Jan-Jan 29, 2012)
| Rank | Nasal Pillows Brand Line | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | Swift FX (Resmed) | 43.4% | $126.36 | 42.3% | $126.59 | 2.6% |
| 2 | Swift II (Resmed) | 13.1% | $120.57 | 15.3% | $120.47 | 14.4% |
| 3 | Breeze (Puritan Bennett) | 10.6% | $84.23 | 11.1% | $84.09 | 4.5% |
| 4 | Opus 360 (Fisher & Paykel) | 8.5% | $70.76 | 6.7% | $77.08 | 26.9% |
| 5 | Swift LT (Resmed) | 6.8% | $120.52 | 7.8% | $119.93 | 12.8% |
Our Analysis:
The Swift FX dominates the Nasal Pillow field as it has since in its release in Q1 2010. The Swift II sees a decline while the Swift LT holds fairly steady. The Opus 360 saw a price drop over last quarter and is seeing an increase in market share.
Mask Type Preference over Q1 (Jan-Jan 29, 2012)
| Rank | Mask Type | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | Nasal Masks | 55.2% | $71.50 | 57.3% | $73.05 | 3.7% |
| 2 | Nasal Pillows | 27.5% | $108.36 | 26% | $110.12 | 5.8% |
| 3 | Full Face Masks | 17.3% | $136.00 | 16.7% | $137.71 | 3.6% |
Our Analysis:
Nasal masks are the first choice of CPAP Users by more than two to one. Overall, prices are unchanged this quarter over last.
Chinstrap Brand Line Preference - Top 5 over Q1 (Jan-Jan 29, 2012)
| Rank | Chinstrap Brand Line | % of Orders Q1 2012 |
Average Price Q1 2012 |
% of Orders Q4 2011 |
Average Price Q4 2011 |
% Share Change |
| 1 | Premium Chinstrap (Philips Respironics) | 37.7% | $24.55 | 41.1% | $24.60 | 8.3% |
| 2 | Puresom Ruby Adjustable Chinstrap (CareFusion) | 16.7% | $20.80 | 14.9% | $21.57 | 12.1% |
| 3 | Sullivan Chinstrap (Resmed) | 13.8% | $14.95 | 14% | $15.29 | 1.4% |
| 4 | CPAP.com Deluxe Chinstrap (cpap.com) | 12.9% | $18.99 | 14.8% | $18.97 | 12.8% |
| 5 | PURESOM Premier Style Chinstrap (Substitute for Respironics Premium Chinstrap) (CareFusion) | 4.7% | $19.99 | 3.5% | $19.99 | 34.7% |
Our Analysis:
Philips Respironics has the clear leader in the Chinstrap market with the Premium Chinstrap. The middle three of the top five continue to dance around each other. The PAPcap Cotton Chinstrap fell out of fifth place being replaced by the much lower priced Premier Style Chinstrap by Puresom.
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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 gauge 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