Consumers Are the Driving Force Behind New Product Development

WHILE THE MARKET offers a wide assortment of ADL products, manufacturers say there are always demands for new products that fit a specific disease state. How do they develop those products?

"From our conversations with occupational and physical therapists, there always seems to be a need for some ADL product that has not yet been introduced. Or an enhancement to an existing product as long as it helps the user. We do extensive research on all of our products [including] speaking to therapists and consumers. They play a major role in the way we develop all of our products, but particularly because ADLs are more personal in nature." - John Lescher, product manager, Invacare, Elyria, Ohio

END-USERS NOT only respond to the market but make the market respond to them - by requesting products that are tailored to their needs.

"[Consumers] definitely play a role in inspiring the development of new products. We've been trying to pay attention to the baby-boom trend and the needs associated with it. People are living longer lives and want to be as independent as possible. We try to come up with practical solutions to increase that independence and to help with everyday activities." - Charles Silkwood, general manager, Maddak, Pequannock, N.J.

WITH THE WAL-MARTS of the world stocking ADL, home medical equipment providers face a threat to their bottom line - and now is the time to do something about it, manufacturers say.

"If the medical equipment industry doesn't get its act together and supply patients with the newest, most cost-effective and practical products, the consumer-targeted company will continue to grab that revenue. We have geared our company to cater to those end-users that feel a need to search the Web for products ... and to purchase products online." - Gus Mettler, vice president, Balance Systems, Redmond, Ore.