Focus groups are necessary for business case development of low volume medical assistive devices
Pardis Farjam (ET-BDDP), Claudia Haarman (Hankamp Rehab), Anke Kottink (Roessingh Research and Development), Erik Prinsen (Roessingh Research and Development), Hans Rietman (ET-BRT), GabriëlleTuijthof (ET-BDDP)
Abstract
Establishing sustainable business models in healthcare faces complexity due to regulation and stakeholder diversity. Our focus is on T-GRIP, a hand-assistive device aimed primarily at spinal cord injury patients to enhance lateral grip and aid in daily activities. We're employing a business model canvas approach, focusing on customer segments, value proposition, channels, and customer service at this stage. To evaluate these aspects, we conducted focus-groups with patients and healthcare professionals.
The initial round of focus-groups consisted of three sessions. One session involved patients who had no experience with T-GRIP (N=7; 3 patients with rheumatoid arthritis, 1 with spinal cord injury, 1 with hand osteoarthritis, 1 with hereditary motor sensory neuropathy, and 1 with inclusion body myositis). Another session included patients who had tested T-GRIP once before (N=3; all with spinal cord injury), and the third session involved healthcare professionals (N=7; 2 occupational therapists, 2 rehabilitation specialists, 1 hand physiotherapist, 1 orthopedic instrument maker, and 1 plastic surgeon). Focus-groups provided insights on T-GRIP's value, reaching users, and healthcare professionals' willingness to prescribe and fit the device.
Based on discussions, targeted patients often use multiple grip aids for daily activities. Therefore, T-GRIP can offer the value of empowering the hand rather than using multiple aids. The established channel to access patients is through healthcare professionals. We’re exploring online marketing, patient organizations, and physical stores for patient access as additional channels. Although both patients and healthcare professionals find the fitting procedure of T-GRIP simple, they prefer it to be performed by healthcare professionals.