Product Narrative: Wheelchairs

ACKNOWLEDGEMENTS

TABLE OF CONTENTS

ACRONYMS

EXECUTIVE SUMMARY

INTRODUCTION

1. Assistive Technology and Market Shaping

2. Product Narrative

CHAPTER 1 MARKET LANDSCAPE

3. Market Context

3.1. Globally more than 75 million people need an appropriate wheelchair, however 85-95% of those in need do not have access.

3.2. Access to an appropriate wheelchair is critical to increasing civic and economic engagement and preventing negative health outcomes

3.3. Appropriate wheelchair service, provided by trained personnel, plays a critical role in matching the user's needs to the appropriate type of wheelchairs needed throughout the user's lifespan.

3.4. Common guidelines exist to ensure the provision of appropriate wheelchairs in less resourced settings

3.5. USAID has been the primary bilateral funder addressing wheelchair needs in LMICs

4. Market Assessment

4.1. The global market for wheelchairs largely focuses on high-income markets and is largely fragmented

4.2. Reimbursement policies drive product selection, pricing and ultimately profitability for suppliers to HIC markets

4.3. Global manufacturers mostly enter into LMICs through distributers, but this adds costs

4.4. There is limited public funding for procurement and provision of wheelchairs in LMICs; where procurement within the public sector exists, it is often fragmented and/or erratic

4.5. As the primary global manufacturers do not focus on LMICs, NGOs have filled the gap to design, produce and provide wheelchairs that are appropriate for use in LRS

4.6. Charitable organisations that donate product dominate funded wheelchair demand in LMICs

4.7. Local manufacturing to meet LMIC demand has been attempted and seen varying levels of success

4.8. While not heavily utilised in LMICs at the moment, localised assembly of component parts could support a cost-effective supply of appropriate wheelchairs

4.9. Generic suppliers that serve as contract manufacturers for NGOs and FBOs to produce quality wheelchairs may be able to supply LMICs cost-effectively but lack market visibility or scale

4.10. Product standards and specifications for wheelchairs in LRS have been developed or are in development, but uptake to guide purchasing and design has been limited

4.11. A lack of clarity on the ideal products required to serve the highest proportion of the population, as defined by a PPP, contributes to a fragmented market space.

4.12. To address the challenges of a fragmented market landscape, USAID funded the development of a global distribution hub of context appropriate wheelchairs

5. Market Challenges

5.1. Demand

5.2. Supply

5.3. Enablers

CHAPTER 2 STRATEGIC APPROACH TO MARKET SHAPING

6. Proposed Strategic Approach to Market Building and Market Shaping for Wheelchairs

STRATEGIC OBJECTIVE 1: Build and stimulate demand through the integration of wheelchair services, including procurement & provision, into healthcare systems

STRATEGIC OBJECTIVE 2: Pool resources to catalyse increases in funded demand and to limit fragmentation in the market

STRATEGIC OBJECTIVE 3: Strengthen procurement via adoption of specifications and standards, improved tendering and increased market information

STRATEGIC OBJECTIVE 4: Identify and support cost-effective supply systems

7. Next Steps

APPENDIX

APPENDIX A: INDIVIDUALS INTERVIEWED OR CONSULTED

Notes