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Advancing personal mobility: Market study on wheelchairs and scooters in Europe.

The project defines where the client can grow profitably and what must change to convert mobility needs into sales. It directs investment toward opportunities grounded in real purchasing behavior, funding conditions, and the client’s ability to outperform competing offers.

Outcome

  • Validated growth priorities, distinguishing broad mobility needs from demand the client can realistically capture.
  • Clear direction on product and service differentiation, based on unmet user needs and the criteria that drive recommendations and purchases.
  • Defined portfolio, pricing and channel choices, showing where to invest, adapt the offer or deprioritize opportunities.
  • A focused commercial roadmap identifying priority partners and the actions needed to improve customer access and sales conversion.

KEY INTELLIGENCE OBJECTIVES

  • Estimate market volume and value for manual wheelchairs, powered wheelchairs and mobility scooters, segmented by product category, user group, and funding source.
  • Assess the installed base, replacement cycles and demand outlook, distinguishing underlying mobility needs from purchasing potential shaped by funding and affordability.
  • Identify unmet user and caregiver needs, assessing how comfort, seating support, manoeuvrability, portability, and suitability for different environments influence product preference.
  • Map the journey from assessment and recommendation to trial, purchase and fitting, establishing who influences product and supplier selection and where purchasing barriers arise.
  • Examine reimbursement and eligibility requirements, procurement arrangements and private payment options, assessing their implications for market access, pricing, and portfolio fit.
  • Benchmark competitor positioning, product portfolios, pricing, and commercial models, identifying why competing offers succeed and where meaningful differentiation is possible.
  • Analyze distribution models and partner economics, including dealer selection criteria, commercial terms, indicative margins, and the factors that influence which brands partners recommend.
  • Assess expectations for customization, delivery, maintenance, repairs, and replacement equipment, identifying where service capabilities strengthen supplier preference and customer retention.

Geography

  • Europe
  • Middle East
  • Africa
  • North America
  • Latin America
  • Asia-Pacific
  • Global

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