secondary market research1 presented by the rehabilitation engineering research center on technology...
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Secondary Market Research 1
Secondary Market Research
Presented by
The Rehabilitation Engineering Research Center on Technology
Transfer
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Secondary Market Research 2
T2RERC
• 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
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Secondary Market Research 3
Secondary Research takes advantage of the work performed
and published by other researchers.
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Secondary Market Research 4
Sources of Secondary Research
• Internet
• Data base
• Industry buyer guides
• Industry/professional journals
• Conferences (presentations)
• Company catalogs
• Product Literature
• Trade show exhibitions
• Retail outlets
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Secondary Market Research 5
Secondary Research is less expensive and saves time when compared to performing primary
research activities.
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Secondary Market Research 6
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?
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Secondary Market Research 7
Populations & Markets
• U.S. Bureau of the Census– www.census.gov
• Center for Disease Control & Prevention– www.cdc.gov
• American Demographics– www.demographics.com
• Consumer Spending Trends– www.consumerspendingtrends.org
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Secondary Market Research 8
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.
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Secondary Market Research 9
Professional Association & Other Useful Websites:
• American Occupational Therapy Association– www.aota.org
• American Physical Therapy Association– www.apta.org
• RESNA– www.resna.org
• RERC on Technology Transfer (T2RERC)– http://cosmos.ot.buffalo.edu
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Secondary Market Research 10
AT Industry Publications
• HomeCare Magazine– www.homecaremag.com
• Home Health Care Dealer Provider– www.hhcdealer.com
• Home Health Products– www.hhponline.com
• New Mobility– www.newmobility.com
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Secondary Market Research 11
Visit the local home medical equipment (HME) dealer or
attend trade shows and conferences.
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Secondary Market Research 12
Industry & Government Regulations
• Food and Drug Administration– www.fda.gov
• Underwriters Laboratory– www.ul.com
• Health Industry Manufacturers Association– www.himanet.com
• Health Industry Distributors Association– www.hida.org
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Secondary Market Research 13
Payment Information Resources
• Medicare and Medicaid are the industry leaders for setting standards of pricing and coding of products in the health care field.
– www.hcfa.gov
• 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.
– www.ucg.com
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Secondary Market Research 14
Be honest with yourself.
False information to make a marketappear larger will only make the product
look as though it has failed when it reaches the market.
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Secondary Market Research 15
The answers may not always be where first expected!
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Secondary Market Research 16
Be curious!Think outside the Box!
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Secondary Market Research 17
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
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Secondary Market Research 18
Useful Websites:
• AbleData – www.abledata.com
• Health Care Finance Committee (HCFA)– www.hcfa.gov
• National Center for the Dissemination of Disability Research (NCDDR) – www.ncddr.org
• National Institute on Health – www.nih.gov
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Secondary Market Research 19
• National Institute on Disability and Rehabilitation Research (NIDRR) – www.ed.gov/offices/OSERS/NIDRR/index.html
• Small Business Administration – www.sba.gov
• U.S. Department of Commerce – http://home.doc.gov
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Secondary Market Research 20
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.
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Secondary Market Research 21
T2RERCCenter for Assistive Technology
University at Buffalo
515 Kimball Tower
3435 Main St., Buffalo, NY 14214--3079
Telephone: (716) 829-3141
Fax: (716) 829-3217
Website: http://wings.buffalo.edu/ot/cat/