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CPAP.com Consumer Preferences Report 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.
About the Numbers:
One month of Respironics internet price controls are now being reflected in a decrease in Respironics market share.
Our Analysis:
Manufacturer driven CPAP internet policies are having a significant impact on CPAP user’s purchasing behavior. Internet clients are rejecting price controlled products. Products free of price controls are rapidly gaining market share. Going forward, the new found strength of smaller manufacturers will have profound positive implications for providers and CPAP users alike. Competition makes for better markets and better products.
The newly released Devilbiss Intellipap Standard has moved into the number four position.
About the Numbers:
One month of Respironics internet price controls are now being reflected in a decrease in Respironics market share.
Our Analysis:
The new Devilbiss Intellipap Auto customer feedback is outstanding. We expect it to challenge for the number one ranking during this quarter.
Our Analysis:
Respironics owns the market for Bilevel machines so it is curious that they have implemented policies that harm their best selling top end model in favor of basic, lower margin machines. Sales of older and less expensive models have leaped upwards as the Respironics minimum advertised price policies make their impact.
Our Analysis:
Here is more evidence of Respironics MAP policy confusing and discouraging CPAP users from buying their products. They simply move to other options.
Our Analysis:
Respironics pricing policies are harming the sales of their most profitable Bilevel machines.
Our Analysis:
Respironics MAP policy seem to encourage less buying of their more expensive masks and more buying on their least expensive masks. The change has boosted Resmed sales.
About the Numbers:
One month of Respironics internet price controls are now being reflected in a decrease in Respironics market share.
Our Analysis:
Resmed now has the number one and two positions after dropping the Respironics ComfortFull 2 from first to third.
About the Numbers:
One month of Respironics internet price controls are now being reflected in a decrease in Respironics market share.
Our Analysis:
The Resmed Swift II, Puritan Bennett Breeze, and the new Fisher & Paykel Opus are doing extremely well, with Respironics seeing dramatic declines. One year ago Respironics had a 30% market share in this growing category. Their market share has plummeted to less than ten percent today.
Our Analysis:
Nasal masks continue to lose market share to nasal pillow and full mask mask systems. The three years ago nasal pillows and full face masks had a combined market share of 26%. After slow and steady gains they are now represent 42% of interface sales.
cpap.com Quarterly Comments This is the quarter that Respironics began the implementation of Minimum Advertised Pricing (MAP) policies. This action is being reflected in a decrease in Respironics market share. Other manufacturers are benefiting from the change.
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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
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25%
13.2%
