Q&A: Brett Townsend

Quality, price drive sleep market
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Friday, October 20, 2017

WINTER HAVEN, Fla. – The sleep therapy market has long been dominated by the “big three.” One of Brett Townsend’s goals as the newly minted vice president of sales and marketing for 3B Medical is to make that the “big four.” Here’s what Townsend, formerly of Chart Industries, which owns AirSep and Caire Medical, had to say about his growth plans for 3B Medical.

HME News: Tell us a little about your background.

Brett Townsend: I was at Chart for almost nine years. My final role there was director of sales and marketing. I was able to be a part of the team that made several large acquisitions to grow Chart’s respiratory business and brought several new products to market. Post-Chart, I was vice president of sales and marketing at Panakeia, which manages oxygen contracts for the VA.

HME: How does that background inform your new position at 3B Medical?

Townsend: I bring several years of product management, and sales and marketing experience across the spectrum of respiratory products. This includes patient care, and manufacturing and distributing devices. I have a passion for improving patient outcomes and developing new business channels.

HME: Where do 3B Medical and its products fit in the current dynamic in the sleep market?

Townsend: 3B Medical has a broad spectrum of masks and devices that are of the highest quality. Due to our efficiency in manufacturing and distribution, we are able to offer these at prices that larger companies with significant overheard aren’t able to profitably match.

HME: Where is the sleep market headed from a technology perspective?

Townsend: I believe it’s becoming increasingly user-friendly with technology and connectivity options for both the patient and the clinician. This improvement will increase patient compliance.

HME: What’s the biggest thing you hear in your sales work, in terms of what providers need and want out of their products?

Townsend: Providers want a very high level of service and high level of quality in their products at prices that enable them to increase profitability with the reimbursement challenges they face.