Secondary Market Research1 Presented by The Rehabilitation Engineering Research Center on Technology Transfer

Secondary Market Research2 T 2 RERC Rehabilitation Engineering Research Center on Technology Transfer Funded by the National Institute on Disability and Rehabilitation Research (NIDRR) -- US Department of Education grant number H133E980024

Secondary Market Research3 Secondary Research takes advantage of the work performed and published by other researchers.

Secondary Market Research4 Sources of Secondary Research Internet Data base Industry buyer guides Industry/profession al journals Conferences (presentations) Company catalogs Product Literature Trade show exhibitions Retail outlets

Secondary Market Research5 Secondary Research is less expensive and saves time when compared to performing primary research activities.

Secondary Market Research6 Get to Know the Customer Who will use the product? Who is involved in the purchase process? Under what circumstance will the product be used? Are there additional products that are required to interact with the new device?

Secondary Market Research7 Populations & Markets U.S. Bureau of the Census – Center for Disease Control & Prevention – American Demographics – Consumer Spending Trends –

Secondary Market Research8 Once the primary customer is clearly defined, identify others who may be involved with the product. and/or Find new populations that may also benefit by the product or service who are not part of the primary market.

Secondary Market Research9 Professional Association & Other Useful Websites: American Occupational Therapy Association – American Physical Therapy Association – RESNA – RERC on Technology Transfer (T 2 RERC) –

Secondary Market Research10 AT Industry Publications HomeCare Magazine – Home Health Care Dealer Provider – Home Health Products – New Mobility –

Secondary Market Research11 Visit the local home medical equipment (HME) dealer or attend trade shows and conferences.

Secondary Market Research12 Industry & Government Regulations Food and Drug Administration – Underwriters Laboratory – Health Industry Manufacturers Association – Health Industry Distributors Association –

Secondary Market Research13 Payment Information Resources Medicare and Medicaid are the industry leaders for setting standards of pricing and coding of products in the health care field. – Third Party payer companies such as Blue Cross & Blue Shield, Independent Health etc. –Check local listings for offices. United Communications Group provides business consulting information, such as pricing policies. –

Secondary Market Research14 Be honest with yourself. False information to make a market appear larger will only make the product look as though it has failed when it reaches the market.

Secondary Market Research15 The answers may not always be where first expected!

Secondary Market Research16 Be curious! Think outside the Box!

Secondary Market Research17 Secondary Research and issues to consider... Bringing a product to market or transferring technology/products to the marketplace -- doing it on your own. –Know the consumer –Know your competitor –Identify distribution channels

Secondary Market Research18 Useful Websites: AbleData – Health Care Finance Committee (HCFA) – National Center for the Dissemination of Disability Research (NCDDR) – National Institute on Health –

Secondary Market Research19 National Institute on Disability and Rehabilitation Research (NIDRR) – Small Business Administration – U.S. Department of Commerce –

Secondary Market Research20 Concluding remarks Secondary research provides: Information gathered through the expertise of others, Data that is less expensive than performing primary research, Valuable information in relatively short period of time, and A greater breadth of information than a single source.

Secondary Market Research21 T 2 RERC Center for Assistive Technology University at Buffalo 515 Kimball Tower 3435 Main St., Buffalo, NY Telephone: (716) Fax: (716) Website: