How to Conduct a Comprehensive Assistive Technology Assessment for Electric Wheelchairs: A Guide for B2B Suppliers

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As demand for electric wheelchairs continues to grow, B2B suppliers play an increasingly important role in making sure the right technology reaches the right users. One way to ensure this is by incorporating assistive technology assessment (ATA) into the product selection and sales process. This article introduces a practical, easy-to-understand framework for conducting comprehensive AT assessments, based on principles outlined in the "Assistive Technology Assessment Handbook" by Federici and Scherer (2012).

Why Assessment Matters

When an electric wheelchair is not properly matched to the user’s needs and environment, the result can be poor user satisfaction, product abandonment, or even injury. For B2B suppliers, this leads to lost sales, returns, and diminished brand trust. A well-conducted AT assessment can prevent these issues by identifying what the user needs, what the environment requires, and how the device can support both.

The Core Model: Matching Person and Technology (MPT)

The Matching Person and Technology (MPT) model is a widely recognized assessment framework that focuses on the compatibility between the user, the technology, and the context. It encourages suppliers to consider more than just medical or physical needs — it also includes social, psychological, and environmental factors.

This person-centered approach allows suppliers to recommend products that are not just functional, but truly supportive of long-term use.

Step 1: Understanding Individual Functioning

To begin, understand what the user can and cannot do. This goes beyond diagnosis. It includes physical strength, endurance, ability to control a joystick or touchpad, posture, and balance. For example:

• Can the user sit upright for long periods?

• Do they need trunk or head support?

• Can they operate hand controls comfortably?

Understanding these elements will help you decide which types of electric wheelchairs are suitable (e.g., tilt-in-space, standing models, or foldable travel chairs).

Step 2: Evaluate the Environment

Where and how the user will use the wheelchair is just as important as the wheelchair’s features. Environmental factors include:

• Indoor vs. outdoor use

• Surface types (smooth, uneven, carpeted)

• Doorway widths and hallway turns

• Weather exposure and storage

A small indoor wheelchair may be perfect for a nursing facility but useless for rural outdoor terrain. A B2B supplier must match the chair to its future context.

Step 3: Match Product Features to User Needs

Once the user and their environment are well understood, map those findings onto product features. For instance:

• For users with limited upper body control: consider powered tilt and recline

• For outdoor use: large wheels and higher battery range

• For frequent travelers: lightweight, foldable models with airline-approved batteries

Avoid assuming that "more features" means "better." Instead, focus on relevant features that will improve ease of use and satisfaction.

Step 4: Consider Psychosocial and Lifestyle Factors

Federici and Scherer emphasize that psychosocial fit is just as important as physical fit. A user may reject a highly functional wheelchair if it looks too medical, feels stigmatizing, or does not fit their identity.

Ask questions like:

• Does the user value sleek, discreet design?

• Do they plan to socialize, work, or attend school using the wheelchair?

• Will family members or caregivers be involved in operation or transport?

These answers influence choices in color, frame style, foldability, and user interface.

Step 5: Offer Training and Follow-Up Support

Even the best-matched wheelchair may be abandoned if users do not know how to use it properly. Many AT abandonment cases are due to lack of training and support.

B2B suppliers should offer:

• Basic user training at the time of delivery

• Clear user manuals and video guides

• Troubleshooting support

• Regular check-ins or maintenance plans

This ensures higher satisfaction, fewer returns, and better long-term outcomes for all parties involved.

Real-World Application for B2B Suppliers

For companies working with hospitals, clinics, distributors, or retailers, integrating assessment protocols can create a competitive edge. It shows that your brand is focused on outcomes, not just transactions.

Practical steps include:

• Creating easy-to-use assessment checklists for partners

• Training your sales team in basic MPT principles

• Including environment and user questionnaires in pre-sale conversations

Not only does this improve customer retention, but it also provides valuable user data that can inform future product development.

Conclusion

A comprehensive assistive technology assessment helps ensure that electric wheelchairs are matched to the user’s actual needs, not just general assumptions. For B2B suppliers, this approach reduces returns, increases satisfaction, and builds trust with distributors and end-users alike.

By following this step-by-step guide rooted in the Federici & Scherer model, suppliers can offer more than just products — they can provide solutions that truly enhance lives.

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