Fall Detection Technology Verhaert

© MASTERS IN INNOVATION ®
Fall Detection Technology

VERHAERTINNOVATIONDAY – OCTOBER 12th, 2007
www.mastersininnovation.com


Ann Van Mele
ann.vanmele@verhaert.com
www.verhaert.com

Commercially confidence – This presentation contains ideas and information which are proprietary of VERHAERT, Masters in Innovation*, it is given in confidence. You are authorized to
open and view the electronic copy of this document and to print a single copy. Otherwise, the material may not in whole or in part be copied, stored electronically or communicated to third
parties without prior agreement of VERHAERT, Masters in Innovation*.

* VERHAERT, Masters in Innovation is a registered trade name of Verhaert Consultancies N.V.

CONFIDENTIAL 12.10.2007 Slide 1


Agenda

• Introduction fall detector

– What?
– Value?
– Market?
• Competition
• How can we make a better product?
– Consumer insights
– Value canvas (diversify of competition)
• What kind of product
– Primary
– Secundary
– Experience
• How can we bring this product to the market?
• Conclusion



Introduction “fall detector”
• What?

– Device that measures a fall of the user,
in most cases elderly
– By 2050 the number of elderly (+ 60 year) will
exceed the number of youngsters (< 15 year)
Value?
– Risk of fall increases with age
– Risk increases more after a first fall
– In most of the falls no physical injury

But in most cases it leads to physiological injury
immobility/social isolation



Introduction “fall detector”

• Chronic illness, M.S,
Parkinson, palliative, ...
Dependent
Medical
• Chronic illness (diabetics,
care hypertension,…)
Care provider • Short “after hospital” care
(home care) Medium independant

Consumer market
fairly independent • Feeling of unsafety
• Reduced hearing/visability
Market segments • Risk of fall due to
Healthy, independent • Osteoporosis
• Balance disturbance
• Riggid muscles,...
Elderly segments



What’s on the market?



How can we make a better product?
make a strategy and evaluate the result upon these.

• Feasibility
Added value - a balance
• Desireability
• Usability
consumer
• Allowability
insights

-
Sustainable strategy

+
design strategy Disruptive strategy

New New qualities
Unwanted
value Product
effects
canvas
Product innovation is about searching for a positive balance
for the buyer / user between advantages and disadvantages.
= Customer Perceived Quality



Connect to consumer insights
Our research outlined:

• Attitude wrt technology: may not see new product
as indication of dependency.
• Promotion & marketing: more attention to positive
aspects than negative associations (e.g. unsafety,
fear,...) Social
acceptability
• Esthetic design: reduce the visibility of the product,
need to form an harmonious part with the
environment or not visible. System
acceptability

• User-empowerment: user always has control over
• Utility
data which is sent out. • Usefulness •Easy to learn
Practical •Usability
acceptability •Cost •Efficient to use
• Automatic system: user needs to be confronted as •Compatibility •Easy to
remember
•Reliability
little as possible with the technical aspects of the •Few errors
•...
product. •Subjectively
pleasing...
Nielsen Acceptability model



Connect to consumer insights
• Description profile PAS- users • Description profile PAS- users

– Duration: – Dependency of care:
• Average: 503 days • PAS systems mostly used for light or average care
dependant
• 40% of PAS users, rent system for max. 1 year
– Financial situation
– Frequency:
• Mostly used by financially poorer group
• 50 % of PAS users appeal for assistance 1 to 2 times/month
– PAS and renting of other material
– Reason for obtaining:
• PAS users have 4 to 5 times more need for material
• After a first fall of healthy problem
mobility (beds, wheelchairs, elevators,...)
• Not preventive
• Children start initiative to use a PAS system (1/3 )
• PAS system is more and more condition to release form
hospital
– Reason for use
• Only 15% for alarm
• False alarms 37,5%, calls for different fault reports
– Age
• 69,7% of PAS users is older than 80 years old.
• 28,3% between 60 & 79 years old
• 98% of users is + 60
– Gender
• 82% are women, 18% men



raise reduce create eliminate

Diversify from the competition Tunstall
Verhaert Value Canvas Fonium
high

perceived

map your competitors!
low

Primary function
Services Size Medium to very
fall detection
dependant users
All-in-one
device Street price RVT market



A product is a set of levels of functionality
creating an experience
primary functionality
is “only” robust fall

secundary functionality /
detection creating interaction

preparation
handling
storage
transport
primary
maintenance
functionality
installation
delivery
…



Primary functionality: detecting of fall
• Development of a reliable technology

– Intelligent device
• 2-phases fall detection (not only shock)
• Recognition of more than 10 different fall types
• User can de-activate the device
– Developed together with research institutes in
Antwerp and Brussels
– Development of fall detection took more than 9
man year with extensive validation trials in
different institutes.
– Types of fall
• Forwards, side wards, backwards, fall from chair,
sliding, fall out the bed, gliding from chair,…
– No alarm in case of:
Complexity of falls
• Stumble without a fall, running, jumping, sitting
down, standing up from the chair, fast lay down,…


raise reduce create eliminate
Tunstall
Diversify from the competition Fonium
Verhaert Value Canvas Verhaert
high

perceived
low

Primary function Experience & Convenience
Services Size Medium to very
fall detection soft look body location
dependant users
All-in-one Consumer
Female
device market
Acceptance
Street price RVT market



Secundary features
• Important secundary features:

– De-activation button
• Easy to activate – no need to search button
– Panic button
• Easy to activate – no need to search button
– Alarm via SMS
– Adjustable lenght to fit personal preference creating an
experience
– Discrete wearing, under clothing secundary functionality /
creating interaction
– Plug & play (programming at POS of 3 “ice”
preparation
numbers) handling
storage
– Connectivity with all bluetooth mobiles primary
transport
functionality
– Additional features for care providers maintenance
installation
(no impact on dimensions, …) delivery
…
• Temperature
• Inactivity



Create a unique product experience

• Massage stones with healing effect

– Used different cultures to awake good feeling
– Zen principle (balance nature and spirituous rest)

Senio Fall detector comfort for the senior & for the environment with
unique design that fits women and men.



How can we bring this product to the market?
• Twofold marketing strategy
– Care providers, RVT, OCMW

– Life style consumer market
• Fall detector with information on mobile of children in
case of fall
• Preventive life style monitor for fairly independent users
• In combination with GSM (bluetooth connection)
• Distribution via: telecom providers, pharmacists,…



Conclusion
• Robust fall detection is the olympic minimum to enter the

segment.

• Product acceptance, however, and the associated adoption
timeline will be driven by the ability of manufacturers to connect
with the user needs.

• Being the second one gives a valuable advantage: learn from the
first ones on the market, and, even more important: do better!



Verhaert New Products & Services nv
Hogenakkerhoekstraat 21
9150 Kruibeke
Belgium
Tel +32 (0)3 250 19 00
Fax +32 (0)3 254 10 08
www.verhaert.com
info@verhaert.com


Fall Detection Technology Verhaert

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