The Welch Allyn ABPM 7100 is a next-generation, 24/7 ambulatory blood pressure monitoring (ABPM) device that uses oscillometric technology – the most widely-accepted and validated method of noninvasive blood pressure (NIBP) measurements – to enhance blood pressure management and help reduce the misdiagnosis of hypertension. When used together with the blood pressure averaging feature on the Welch Allyn Connex® Vital Signs Monitor (CVSM), clinicians can capture and analyze multiple automated blood pressure readings for their patients during one visit or over 24 hours for more complete and accurate measurements.
Greater efficiency, lower costs and better patient outcomes
Misdiagnosis of hypertension can occur for multiple reasons, but one of the key reasons is related to blood pressure measurements taken in the office. Measurements can vary based on technique of the examiner, situational anxiety and attributes of the patient’s health, as well as activities the patient has participated in during the day of the exam. Capturing multiple automated readings over several days with an ABPM, or an average of readings in the physician’s office with the CVSM, can help reduce the risk of a faulty diagnosis. In fact, one physician reduced hypertension diagnoses by more than 50 percent by averaging multiple readings from within the office with the CVSM.
Probing questions for sales reps to ask their physician customers
- What technologies do you use to manage hypertension in your office?
- How many blood pressure readings do you typically capture prior to diagnosing a patient with hypertension?
- How do you avoid hypertension diagnoses that could be caused by white coat hypertension?
Potential objections reps might encounter, and how they should respond
Objection: I don’t have the staff or the time to manage ambulatory blood pressure monitoring.
Response: The Welch Allyn ABPM 7100 can be hooked up in under 60 seconds and delivers straightforward, easy-to-use reports through the Welch Allyn CardioPerfect Workstation.
Objection: It takes too long, and would be too disruptive to our workflow, to take multiple readings and average them in the office.
Response: The Welch Allyn Connex Vital Signs monitor uses SureBP® technology to capture blood pressure readings in as little as 15 seconds. Using the blood pressure averaging feature together with the SureBP technology means clinicians can receive an enhanced reading in 45 seconds – about as long as it takes to capture one reading with traditional electronic BP technologies.
Why reps should include this product in their bag
Using CardioPerfect® Workstation software, the Welch Allyn ABPM 7100 provides comprehensive blood pressure analysis and has the ability to record accurate data while patients are sleeping, providing critical information that allows clinicians to tailor drug therapy regimes to individual patient needs. With AutoFeedback Logic, the lightweight, compact, quiet ABPM 7100 is designed to improve patient compliance and comfort, and reduce the risk of allergic reactions with a non-latex cuff. Next to standard ABPM tests, the device can be easily upgraded with new parameters to measure central blood pressure and pulse wave velocity to help detect cardiovascular risk and subclinical organ damage.