Best-in-class patient setup Instructor-led training 60 minutes +

Best-in-class patient setup Instructor-led training 60 minutes 5 minutes per role play

Thoughts on Bestin-class patient setup video Rate your confidence Step-by-step review of patient setup checklist Practice time Action plan

How YOU can make this a valuable session for all Help each other Participate in discussions Be open-minded but also honest regarding what has/hasn’t worked for you in the past Don’t be afraid of role plays – this is a safe learning environment!

Thoughts on Best-in-class patient setup video Let’s discuss!

Importance of a good patient setup What do you believe? Raise your hand Do you feel that the patient setup appointment has an impact on a patient’s success rate with therapy?

Importance of a good patient setup What could go wrong? Patient is unsure of why therapy is important Patient doesn’t adhere to therapy Patient becomes frustrated with therapy Patient doesn’t use therapy correctly Mask worn incorrectly Humidifier tub missing water Low nightly therapy use (E.g. only 1-2 hours per night) Patient ends up with a mask that doesn’t suit them More follow-up with the patient is required Patient is unsure of where to turn when issues arise

Rate your confidence

Confidence ratings (3 each) I feel very confident in this area I could use some help in this area 8 2020 ResMed. Company confidential.

Step-by-step review of the patient checklist

Multi-use checklist The checklist is meant for both yourself and the patient. The patient should receive a copy to take home to help refresh them on everything you covered. Either check items off yourself or have the patient do it to keep them engaged. 10 2020 ResMed. Company confidential.

Welcome / Install myAir What can we tell the patient to convince them to install myAir? 11 2020 ResMed. Company confidential.

Patient’s story Why is it important that we cover this section? What are we hoping to get out of the patient? 12 2020 ResMed. Company confidential.

Today’s appointment goals What do you think the benefit is to explaining your goals to the patient are? 13 2020 ResMed. Company confidential.

Our company and services What to cover with your patient in regard to your company and services 14 2020 ResMed. Company confidential.

General education What topics would you cover when providing a sleep apnea overview? 15 2020 ResMed. Company confidential.

General education (continued) How would you go about explaining how CPAP can help? 16 2020 ResMed. Company confidential.

General education (continued) What approach would you take in explaining a patient’s Rx pressure setting? 17 2020 ResMed. Company confidential.

Machine overview When conducting a CPAP machine overview, what elements are important to cover? 18 2020 ResMed. Company confidential.

myAir 19 2020 ResMed. Company confidential.

Warranty information In the rare case something doesn’t work, what can be done? 20 2020 ResMed. Company confidential.

Mask fitting & overview What are the consequences of not selecting the right mask? 21 2020 ResMed. Company confidential.

Simplifying mask selection Mask profile Scenarios I’m new to therapy. I sleep on my stomach and I don’t want to wear anything too bulky. I breathe through my nose. I often grow a beard and breathe through my mouth. I often suffer from a stuffy nose due to my seasonal allergies. I also want something that fits really well from Day one. I have dexterity issues and so I need something simple and lightweight. I breathe through my nose. I breathe through my mouth but I don’t like the look of the full face masks. They make me feel claustrophobic. I also like to read at night and wear reading glasses. I’d recommend AirFit N30i AirFit P30i AirTouch F20 AirFit F20 AirFit P10 AirFit N30 AirFit F30

Try it out! What are the key objectives to having a patient try out their machine during the appointment? 23 2020 ResMed. Company confidential.

Try it out! (cont’d) What sort of tips could you provide a patient to help them with their first few nights of therapy? 24 2020 ResMed. Company confidential.

Maintenance & care What is important to tell the patient regarding proper equipment maintenance? 25 2020 ResMed. Company confidential.

Compliance / therapy adherence Why is it so important for a patient to adhere to compliance? What happens if they do not? 26 2020 ResMed. Company confidential.

Follow-up & administrative Why is this important to set the stage for follow-up? 27 2020 ResMed. Company confidential.

Break time! After break, it will be time to practice what you’ve learned

Practice time Only focusing on elements you wish to practice

How we do things – Let’s tie in our process Some process points to consider: How do we prepare a patient for their upcoming setup? Who is responsible for monitoring a patient’s ongoing therapy and compliance? Who is responsible for ensuring the patient has all the supplies they need? How do we accomplish this? 30 2020 ResMed. Company confidential.

Action plan Holding yourself accountable

What’s next?

Let’s keep it going: learning after today Coaching Your learning is still not complete here today. I will be coaching you periodically over the next few weeks to help you implement this new approach. 33 2020 ResMed. Company confidential. Reference material Social learning We took a lot of good notes today that you will have at your disposal. Use them as a guide whenever you need extra help. I encourage you to meet with colleagues to talk about how it’s going. Share insights, tips and tricks. Video demo Feel free to revisit the video demo at anytime to refresh your memory on how you could do certain sections.

Evaluating this program – PILOT PROGRAM ONLY Time to compliance How much quicker are patients achieving compliance because of this program? Compliance rate How much has adopting this process impacted your personal compliance rate? Program evaluation Which elements of the program had the biggest impact in your success? 34 2020 ResMed. Company confidential.