Secondary Market Research 1

Secondary Market Research

Presented by

The Rehabilitation Engineering Research Center on Technology

Transfer

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 Research takes advantage of the work performed

and published by other researchers.

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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 Research is less expensive and saves time when compared to performing primary

research activities.

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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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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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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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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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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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Visit the local home medical equipment (HME) dealer or

attend trade shows and conferences.

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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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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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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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The answers may not always be where first expected!

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Be curious!Think outside the Box!

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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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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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• 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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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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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/