In recent years, many people are diagnosed with sleep loss, which has far-reaching implications for human well-being. Studies suggest that 45 per cent of the global population is deprived of sleep. As sleep deprivation is becoming a global problem, the sleep disorder solution providers must offer appropriate solutions to overcome these issues.
Indeed, among the many solution providers, Benchmark Sleep Services excels in the niche by offering solutions to deal with all kinds of issues. The organization is dedicated to providing outstanding service which achieves good patient outcomes without compromising the highest medical and ethical standards.
In an interview with Insights Care, Christian Rabatsch, CEO, shared some facts about the company’s services and the inculcation of technology in achieving results for the betterment of sleep.
Christian, brief our audience about your company. Kindly tell us the source of inspiration for starting the Sleep Disorder Care Solution Provider company.
Benchmark Sleep Services was born in October 2011, following my career as a sales manager with Fisher and Paykel Healthcare, Somnomed, and Philips Respironics. I felt many suppliers of sleep apnea equipment were not providing the level of services needed to help people through their treatment journey.
There were a few large companies that employed people with little experience, and these companies were more about financial rewards. I felt there was a need for a company that took the treatment experience to a new level. We want to be the Benchmark in the industry hence the name of the company being Benchmark Sleep Services.
Tell us more about the products that make your company stand out from the competition.
As a supplier of treatments were do not manufacture products, and hence all the products we supply would be able to be accessed from other companies. Many of the other suppliers tend to support one or two major brands and what Benchmark is about is the total solution. We have every brand available, which includes BMC, ResMed, Fisher and Paykel Healthcare, Philips Respironics, Apnea Seal, Transcend, Lowenstein, Choice one Medical, and Nightshift.
The patients who need treatment can have a choice of machine and mask and this is vital as every face is different, and it is important to try and get the right mask. We also are one of a handful of companies that supply Apnea Seal masks which are 3D printed from scans of your face. We also provide body positional devices which monitor your body position and turn you off your back to prevent supine snoring and apnea.
Tell us about how your company’s products support individuals in improving their sleep and tell us about the latest products developed by your company to fulfill an individual’s sleep and wellness goals.
CPAP machines are the gold standard in treating sleep apnea. These machines work like a vacuum cleaner in reverse and will provide positive pressure to the upper airway and allows for this to prevent the patient from stopping breathing during sleep.
The consequences are immense. The patient will maintain high oxygenation, avoid pressure on the heart, and therefore the brain will relax during sleep, and people get a better quality of sleep. People wake up feeling more refreshed, have greater daytime function and productivity, can have reduced Blood pressure, and there will be no more snoring.
In your opinion, how can sleep disorder care solution provider companies use the latest technologies in their products and services to promote healthy sleeping habits in individuals?
One of the latest innovations in sleep treatments has been the invention of apps and how they link to sleep apnea machines. This not only allows for the data to live in the cloud but also allows our staff and doctors to see the data remotely.
This allows for early intervention if people are having issues with the usage of their machines. Data also motivate patients by giving them insight into how they are progressing, and people tend to continue using because of this.
In your opinion, what could be the future of the sleep and wellness solution providers’ companies? And how are you strategizing your company’s operations for that future?
The industry is at a crossroads at the moment because of the internet. Online pricing is going down, and people expect to get the best service and the best price. I suspect that those companies who are well established and big enough to compete with online sellers will continue. Still, I feel there will be a lot of smaller operators who cannot compete, and this will eventually lead to a handful of big suppliers dominating the market.
Our strategy has always been to reduce the pricing to a level that is economical but not as cheap as online. People do value good service, and we have faith that people realize that service comes at a price. We have had to introduce consultation fees to compensate for the loss of income from the sales price.
As an established leader, what would be your advice to the budding entrepreneurs and enthusiasts aspiring to venture into the industry as sleep and wellness solution providers?
Any people starting in this industry need to do their homework and establish a good network with trusted health professionals who will support their business. Invest in good staff, and technology and expect it will take time to get things off the ground. Always maintain strong integrity as your reputation is integral to your success.
How do you envision scaling your company’s services in 2022 and beyond?
We would like to grow the business by establishing more locations in Australia. It takes time for new locations to become established, and we need to work on cementing the relationships in areas where we have operations whilst looking at areas where a need is not being met.
Give us a few testimonials from your clients or customers and awards or recognition that accurately highlight your company’s position in the market.
We received the award from Fisher and Paykel in 2014 for number one supplier of CPAP in NSW.
I have a number of Physicians who would supply excellent referrals, such as Professor Peter Cistulli, Dr Jonathon Williamson, Dr Anna Muhammadeh, and Dr David Jankelson, who are KOLs in the area of sleep disorders.
I have individual customers who would be happy to supply testimonials if needed but would have to check with them first.
Pioneering leadership
Christian started as a science graduate from Sydney University in 1990, and he had a sabbatical overseas for three years in Europe. Upon returning to Australia, he was a pioneer in establishing over four sleep units in NSW and was a manager at Bankstown Sleep Unit. He then moved to Fisher and Paykel healthcare as their NSW state manager and spent time at Somnomed and finally was the National key Account Manager at Philips Healthcare.
Experience in the industry was never an issue, and Christian realized he had a network with the doctors who understood his passion to assist people with sleeping issues. Christian developed a loyal following within the sleep community as doctors knew he employed clinical staff with good communication skills. Support is vital to people using their treatment, and Christian knew this and made a clear plan to make sure people used their machines and were motivated to continue.
