How to conduct market research on mobility scooters for seniors in the United States?

How to conduct market research on mobility scooters for seniors in the United States?
1. Importance of market research
Before exporting mobility scooters to the United States, it is crucial to conduct in-depth market research. Market research can help companies understand the current situation of the US market, the competitive landscape, consumer needs and preferences, legal and regulatory requirements, and other information, so as to formulate product strategies, marketing strategies, and sales strategies that are more in line with market demand, and improve the competitiveness and success rate of products in the US market

2. Specific steps of market research
(I) Macroeconomic analysis
1. Population aging trend
The United States is one of the countries with a high degree of aging in the world, and the proportion of the elderly population is increasing. According to the U.S. Census Bureau, the proportion of the elderly population aged 65 and above in the United States in 2020 was 16.9%, and it is expected to grow to 20.8% by 2030. With the increase in the elderly population, the demand for mobility scooters for seniors is also growing, because this product can help the elderly solve the problem of mobility difficulties and improve their quality of life

2. Economic environment
The stable development of the US economy provides a good consumer foundation for the mobility scooter market for seniors. The disposable income of the elderly group is relatively high, and they are more willing to pay for products that improve the convenience and comfort of life. In addition, as the proportion of healthcare expenditure in the US economy continues to increase, the investment of the elderly in health-assisting equipment is also rising, which provides strong support for the development of the elderly scooter market

(II) Market demand analysis

1. Consumer demand survey

Safety demand: American consumers have very high safety requirements for elderly scooters. They pay attention to the stability, braking system, protective devices and other aspects of the product, and hope to be fully protected during use. For example, consumers may require scooters to have good anti-rollover design, sensitive braking system and sturdy body structure

Comfort demand: The elderly also have high expectations for the comfort of scooters. They hope that the seats can provide good support and cushioning to reduce fatigue caused by long-term riding. In addition, consumers also pay attention to the vehicle’s maneuverability and hope that the scooter can be easy to drive and flexible to turn

Functional demand: In addition to the basic mobility function, American consumers also hope that elderly scooters can have some additional functions, such as adjustable seat height, foldable design, large storage space, etc. These functions can meet the needs of the elderly in different scenarios and improve the practicality of the product.
Personalized needs: With the increasing demand of consumers for personalized and customized products, the elderly mobility scooter market has also shown a diversified development trend. Consumers may choose mobility scooters of different colors, styles, and configurations according to their preferences and needs.

2. Market capacity assessment
By analyzing the sales data, market size, and growth trend of the elderly mobility scooter market in the United States, the market capacity and potential can be assessed. For example, according to a survey by Global Info Research, the size of the elderly mobility scooter market in the United States in 2023 was approximately US$ million, and it is expected to reach a higher level by 2030, with a stable annual compound growth rate during the period. This shows that the elderly mobility scooter market in the United States has a large growth space and development potential.

(III) Competitive environment analysis
1. Competitor research
Main competitors: Understand the elderly mobility scooter brands and companies that dominate the US market, and analyze their product characteristics, market positioning, sales strategies, market share, etc. For example, some well-known electric wheelchair and mobility aid brands, such as Invacare and Drive Medical, may also enter the mobility scooter market for the elderly

Competitive landscape: Study the competitive landscape of the mobility scooter market for the elderly in the United States, including the market concentration, the number and scale of competitors, and market segmentation. This helps companies judge their competitive position in the market and the competitive pressure they face

2. Competitive advantage analysis
Product advantages: Analyze the advantages and disadvantages of competitors’ products in terms of performance, quality, design, and function, and find out the direction in which their own products can be improved and innovated. For example, if a competitor’s product performs well in terms of mileage, the company can consider improving the battery life of its own products through technological innovation
Price advantage: Study competitors’ pricing strategies and price levels, and formulate reasonable pricing strategies based on the cost and profit margin of its own products to gain an advantage in price competition
Channel advantage: Understand competitors’ sales channels and sales networks, including online and offline sales platforms, dealers and distributors, etc. Enterprises can choose appropriate sales channels and expand their sales network based on their own resources and advantages.

(IV) Research on laws and regulations
1. FDA certification requirements
Mobility scooters for the elderly are Class II medical devices in the United States and need to obtain FDA’s 510(k) certification before they can be legally sold. Enterprises need to prepare complete 510(k) application documents in accordance with FDA regulations, including product description, intended use, design and manufacturing information, performance test results, etc. At the same time, it is also necessary to establish a quality management system that meets FDA QSR 820 standards.

2. Other relevant regulations
In addition to FDA certification, mobility scooters for the elderly must comply with other relevant laws and regulations when sold in the United States, such as traffic regulations, road safety regulations, and environmental regulations. For example, the speed, braking system, and lighting equipment of mobility scooters must comply with the regulations of the US Department of Transportation.

(V) Research on consumer behavior
1. Purchase decision factors
Brand factors: Brand awareness and brand image have a great influence on consumers’ purchase decisions. Consumers are more inclined to choose brands with good reputation and credibility.
Price factors: Price is one of the important factors considered by consumers. Although the elderly have high requirements for the performance and quality of mobility scooters, they will also weigh the price when the budget is limited
Product performance and quality: The performance and quality of the product are the factors that consumers pay most attention to. Consumers hope that mobility scooters can provide stable, reliable driving performance and a good user experience
After-sales service: Perfect after-sales service can increase consumers’ purchasing confidence. Consumers hope that companies can provide timely repairs, maintenance, technical support and other services
2. Purchase channel preference
Online channel: With the development of e-commerce, more and more consumers choose to buy mobility scooters for the elderly through online channels. They can compare products, check prices and place orders online through e-commerce platforms, official websites, etc.
Offline channels: Some consumers still prefer offline purchases. They hope to understand the performance and quality of the product through on-site experience. Offline channels include specialty stores, medical equipment stores, rehabilitation centers, etc.

III. Market research methods and tools
(I) Market research methods
1. Literature research method
By consulting relevant industry reports, market research reports, academic papers, news information and other literature materials, obtain basic information and background information about the US mobility scooter market. For example, you can refer to the “Global Mobility Scooter Market Research Report” released by Global Info Research to understand the current situation, trends and competitive landscape of the global and US mobility scooter markets.

2. Interview method
Conduct in-depth interviews with industry experts, corporate executives, dealers, consumers, etc. in the US market to obtain first-hand market information and professional insights. For example, you can interview US mobility scooter manufacturers and dealers to understand their product strategies, sales strategies and market experience; you can also interview US elderly consumers to understand their needs and usage experience of mobility scooters.

3. Questionnaire survey method
Design a questionnaire for US consumers, conduct online or offline surveys, and collect a large amount of data on consumer needs, preferences, purchasing behavior, etc. The questionnaire content can include consumers’ views and choices on the safety, comfort, functionality, price, brand, etc. of mobility scooters for the elderly

4. Observation method
Conduct field observations in the US market to understand the usage scenarios of mobility scooters for the elderly, consumers’ usage habits and market environment. For example, you can observe the use of mobility scooters in places where the elderly have more activities, such as nursing homes, community centers, parks, etc.

(II) Market research tools
1. Data analysis tools
Excel: used to organize and analyze survey data, such as questionnaire survey data, sales data, etc. Excel can be used for data cleaning, classification, aggregation, chart making and other operations
SPSS: Professional statistical analysis software that can perform complex statistical analysis on large amounts of data, such as regression analysis, factor analysis, cluster analysis, etc. Help companies deeply explore the laws and trends behind the data

2. Market research software
SurveyMonkey: An online questionnaire survey tool that can easily create and publish questionnaires, collect and analyze survey data. Supports multiple questionnaire types and question forms, and can also perform data visualization display
Zoom: video conferencing software, can be used for online interviews and discussions, and real-time communication with relevant personnel in the US market

IV. Precautions for market research
(I) Clear research objectives
Before conducting market research, it is necessary to clarify the objectives and focus of the research. For example, is it to understand market demand, competitor situation, or to formulate product strategy, marketing strategy, etc. This helps to collect and analyze information in a targeted manner during the research process

(II) Data accuracy
Ensure the accuracy and reliability of the research data. During the data collection process, it is necessary to select appropriate research subjects and samples to avoid sample bias. At the same time, the data must be strictly reviewed and verified

(III) Consideration of cultural differences
The US market has a unique cultural background and consumption habits. When conducting market research, it is necessary to fully consider the impact of cultural differences on consumer needs and behaviors. For example, American consumers pay attention to personal privacy and independence. When designing elderly scooters, this should be taken into account to avoid over-reliance on others

(IV) Continuously update the research
The market environment and consumer needs are constantly changing. Companies need to conduct market research regularly to keep abreast of market dynamics and changing trends. For example, a comprehensive market research can be conducted every six months or one year to ensure that the company’s products and strategies can adapt to market changes.

V. Case Analysis
(I) Successful Cases
Company A: Before entering the US elderly scooter market, Company A conducted a comprehensive market research. They learned about the basic situation and competitive landscape of the US market through literature research; conducted in-depth exchanges with US industry experts and consumers through interviews and obtained valuable first-hand information; and collected a large amount of consumer demand and preference data through questionnaires. Based on these research results, Company A formulated targeted product strategies and marketing strategies, successfully launched elderly scooters that met the needs of the US market, and quickly occupied a certain market share.

(II) Failed Cases
Company B: When entering the US market, Company B did not conduct sufficient market research. They blindly pushed the product to the market based on their own understanding of the product and some superficial market information. It was found that the product could not meet the needs of American consumers in terms of safety and comfort; at the same time, an effective sales channel and after-sales service system were not established. Ultimately, Company B’s products sold poorly in the U.S. market and had to withdraw from the market

VI. Summary
Market research on mobility scooters for seniors in the U.S. is a complex and systematic process, involving macro-environment analysis, market demand analysis, competitive environment analysis, legal and regulatory research, and consumer behavior research
Companies need to use a variety of research methods and tools to obtain comprehensive and accurate market information
Through in-depth market research, companies can better understand the characteristics and needs of the U.S. market
Develop product strategies, marketing strategies, and sales strategies that meet market needs
Improve the competitiveness and success rate of products in the U.S. market
At the same time, companies also need to pay attention to various details and issues in the research process
Such as the clarity of research objectives, the accuracy of data, and the consideration of cultural differences, etc.
To ensure the effectiveness and reliability of market research