7A - Testing the Hypothesis, Part 1
7A – Testing the Hypothesis, Part 1
1) CPAP (Continuous Positive Airway Pressure) Cleaning Apparatus for Masks
2) Opportunity:
Millions of Americans suffer from Sleep Apnea; they are faced with the nuisance of cleaning their masks often, however there has yet to be a device on the market that actually washes and cleans the masks.
· The Who: Sleep Apnea patients
· The What: The need for an easy, fast, convenient and cost-efficient way to minimize the stress of cleaning the mask, which would increase the use of CPAP therapy, ultimately reducing the stress of the user while also improving overall health.
· The Why: There has yet to be a device on the market that actually washes and cleans the CPAP masks.
3) Testing the Who: Are there others who have this need? Or, does everyone in your current 'who' share the need?
This need is worldwide, and includes all Sleep Apnea patients that have a CPAP machine: both young and old, male and female. May also include Doctor’s offices, hospitals and medical supply companies.
Testing the What: What are the boundaries of the need?
As of now, there is one machine on the market called the SoClean machine. The SoClean machine is expensive, retailing at approximately $300 and only sanitizes. Thus, the machine is effective in eliminating germs, however it does not actually wash the mask. Oils and residue remain in the mask. There are not any CPAP mask washing cleaning machines on the market.
· Interview #1: Mrs. K. E. – Spouse of CPAP User
I chose to interview a spouse of a CPAP user for this interview, because I wanted another perspective. The spouse said that her husband had been using a CPAP for 6 years. He cleans his own masks every other day, for 5-10 minutes in vinegar and dawn dish soap. She was not aware of CPAP mask sanitizing devices. She did say that both his Sleep Provider and Medical Supply Company mention cleaning the masks weekly. She seemed to NOT be interested in a CPAP mask cleaning device, especially one that would go in a washing machine. She thought maybe a dishwasher would be less harsh on the materials and wouldn’t warp the seal on the mask. She does not feel that convenience outweighs product life expectancy because she said that the VA will not replace parts often and dealing with the VA is a long process as it is. Her price point would be $250.
· Interview #2: Mr. R. R. – CPAP User
Mr. R. has been a using a CPAP for 2 years, and he cleans his CPAP masks himself in dish washing liquid. It takes him about 30 minutes to clean his mask and he doesn’t feel that it is a nuisance. He feels the need to clean it every morning. He is aware of CPAP mask sanitizing devices via the internet, but is NOT interested in a cleaning device. Neither his Sleep Provider nor his Medical Supply Company speak to him about the importance of cleaning his CPAP mask. Convenience is not more important to him than product life expectancy. He said that if he had to purchase a CPAP mask cleaning device it would have to be under $100.
· Interview #3: Mr. D. H. – CPAP User
Mr. H. has been using a CPAP for 2 years, and he cleans his CPAP masks himself by thoroughly washing them with dawn dish detergent, which takes about 5 minutes. He does feel that it is a nuisance because he was told by his Medical Supply Company that he should clean his mask daily with soap and water. He feels like the mask does need to be cleaned every day or at least every other day. Convenience is very important to Mr. H. and he has heard of a CPAP mask sanitizing device and is interested in purchasing one. He is unsure about the idea of a CPAP mask cleaning device that would be used in the washing machine because of the need for daily cleaning. He did say that his insurance pays for a new mask every 3 months, so as long as the cleaning device didn’t damage the mask earlier than that than he would be happy. Again, he states how convenience is beneficial to him and his husband. His pinpoint price was $100 for a CPAP mask cleaning device, but he feels that they cost more than that.
· Interview #4: Mr. L. D. – CPAP User
Mr. D. has been using a CPAP for 10 years, and he cleans his CPAP mask weekly, using alcohol wipes or hot water and soap. It takes him about 15-20 minutes to clean his mask. He has heard of a CPAP mask sanitizing device from a brochure at the VA. He does say that the Medical Supply Company tells him to clean his masks, but he can’t recall how often. He is interested in a CPAP mask cleaning device, but he heard they are $300 or more and is unsure if the VA will cover it. He would like more information on how the process would work with the CPAP mask cleaning device and the washing machine. He likes the idea of convenience using the device, but he does want the mask to last close to the time frame of when the VA refills his masks. He’s not really sure on an ideal price range.
· Interview #5: Mrs. E. H. – Spouse of CPAP User
I chose to interview another Spouse of a CPAP User, because she was eager to share her experiences. Mrs. H's husband has been using a CPAP for over a year. Mrs. H said that she is the one that cleans his masks and tubes using soap and warm water. She feels it’s a huge nuisance because she has to break it down run soapy water through the tube and let it air dry for hours. She said that the process takes at least 2-3 hours and the masks needs cleaned every 2 weeks. She said that she has heard of CPAP mask sanitizing devices through commercial advertisement. Her Sleep Provider said to clean the mask when the user feels it’s necessary, so no real time line. Mrs. H. has been interested in purchasing a CPAP mask cleaning device for the last 6 months. She did not hesitate about wanting a low-cost alternative CPAP mask cleaning device for the washing machine! Mrs. H. viewed the cleaning of the mask as a health benefit rather than caring as much as the life expectancy of the product. She said, “Products are replaceable, our health is not.” She would be willing to pay a price range of $50-$100 for a CPAP mask cleaning device.
5) Given your interviews, what do you know about the opportunity that you didn't know before?
· I was a little surprised by Interview #1. The spouse seemed uninterested in a CPAP cleaning device and especially one that would go into a washing machine. This alerts me that I would need to ensure that extra attention is placed on the development of the device so that the mask is not damaged. I believe that would be a priority, as I would end up with a lot of returns. I also learned that people that rely on VA benefits care deeply about whether or not the VA will cover parts, machines, ect. On another note, she did say $250 as a price point if a mask cleaning device was available. This sparked my interest, because it is a higher price than I had in my head for my product.
· Some interviews are enlightenting and I feel like Interview #2 was just that. I felt that he was set in his ways and more of the type of person that feels it is a waste of money to have luxuries. I understand that there are frugal people, so this data was helpful; I must remember that if I were to sell the CPAP mask cleaning device. His price point of under $100 makes sense to me. I still wonder how much under $100… hmm
· I was not really surprised with Interview #3, as this is how I would assume people would respond to the opportunity. He seemed enthusiastic about the idea of owning a CPAP mask cleaning device. I realized though, that people that feel the need to clean their CPAP mask daily, may be turned off by the thought of having to run their washing machine every day. That is definitely something I need to consider moving forward.
· I was excited to have the opportunity to interview a CPAP user of 10 years with Interview #4. What I learned from his interview, was that information on the “how to use” the CPAP mask cleaning device and how it works in the washing machines is very important to display or explain. I’m beginning to think this device would be perfect for one of Lori’s QVC shows! This was the first time I heard of someone using alcohol wipes to clean with. Also, it was enlightening to hear that people pay attention to brochures still.
· I believe Interview #5 was fascinating. In my opinion, she captured how many wives feel about taking on the chore of cleaning the CPAP masks for their husbands. She was the first person to mention the CPAP tubing. That is something that later I may be able to incorporate into the CPAP mask cleaning device. She is desperate for a remedy that she could afford to help her save time. It was good to note that commercial advertisement was how she heard about sanitizing devices.
1) CPAP (Continuous Positive Airway Pressure) Cleaning Apparatus for Masks
2) Opportunity:
Millions of Americans suffer from Sleep Apnea; they are faced with the nuisance of cleaning their masks often, however there has yet to be a device on the market that actually washes and cleans the masks.
· The Who: Sleep Apnea patients
· The What: The need for an easy, fast, convenient and cost-efficient way to minimize the stress of cleaning the mask, which would increase the use of CPAP therapy, ultimately reducing the stress of the user while also improving overall health.
· The Why: There has yet to be a device on the market that actually washes and cleans the CPAP masks.
3) Testing the Who: Are there others who have this need? Or, does everyone in your current 'who' share the need?
This need is worldwide, and includes all Sleep Apnea patients that have a CPAP machine: both young and old, male and female. May also include Doctor’s offices, hospitals and medical supply companies.
Testing the What: What are the boundaries of the need?
As of now, there is one machine on the market called the SoClean machine. The SoClean machine is expensive, retailing at approximately $300 and only sanitizes. Thus, the machine is effective in eliminating germs, however it does not actually wash the mask. Oils and residue remain in the mask. There are not any CPAP mask washing cleaning machines on the market.
· Possible Questions: Are all patients bothered by the time it takes to hand wash their masks? Do women feel the need to clean their masks more often than men? Are some masks easier to hand clean than others? Can all detergents be used, or only non-scented gentle detergents? Does utilizing the cleaning device deteriorate the mask quicker than soaking and hand-washing, if so is it worth the loss of use time for the convenience of a mask cleaning device? Currently, the VA pays for the SoClean machine, would the VA cover this device – Would any other insurance company cover this device?
Testing the Why: Not everyone will perceive their need the same way; here, I'd like you to test the boundaries of the 'why' -- for the people who have the need you have identified, what are the range of whys that they offer? Does the "why" you have identified hold for everyone?
· Most CPAP users can’t afford expensive sanitizing machines and are forced to hand wash and soak their mask in liquids such as vinegar. Let’s face it, that’s inconvenient! First, they must remember to take the time to do it. Second, they must rinse and rinse. I mean, who wants a mask smelling like vinegar that they are forced to breathe through all night? The need to get things done quickly is increasing as this new world wants instant gratification! We are too busy for soaking masks. This opportunity fills a need of CPAP users while saving time and money.
4) Interviews:
List of Questions that I was interested in asking:
- Q1: What method do you currently use to clean your CPAP mask? Is that method a nuisance? If so, Why?
- Q2: How long does it currently take you to thoroughly clean your CPAP mask?
- Q3: How often do you feel a need to clean your CPAP mask?
- Q4: How long have you had a CPAP machine, and who in your household usually cleans your CPAP mask?
- Q5: Were you aware of CPAP mask sanitizing devices, and if so, how did you hear about them?
- Q6: My (Sleep Provider / Medical Supply Company / Both OR None) speak(s) with me about the importance of cleaning my sleep mask. How often does he/she recommend you clean your mask and how do they recommend you clean the mask?
- Q7: Have you had an interest in purchasing a CPAP mask cleaning device? How long have you had the need or desire to purchase a cleaning machine for your CPAP?
- Q8: Would you be interested in a low-cost alternative that allows your CPAP mask to be safely cleaned in your own washing machine? What benefits do you foresee by utilizing such a device?
- Q9: If using a CPAP mask cleaning device caused your mask to not last as long, would you still use it due to the convenience of not having to hand wash it? Is the convenience more important to you than product life expectancy, why?
- Q10: If a CPAP mask cleaning device was available, what would be your ideal price range?
Testing the Why: Not everyone will perceive their need the same way; here, I'd like you to test the boundaries of the 'why' -- for the people who have the need you have identified, what are the range of whys that they offer? Does the "why" you have identified hold for everyone?
· Most CPAP users can’t afford expensive sanitizing machines and are forced to hand wash and soak their mask in liquids such as vinegar. Let’s face it, that’s inconvenient! First, they must remember to take the time to do it. Second, they must rinse and rinse. I mean, who wants a mask smelling like vinegar that they are forced to breathe through all night? The need to get things done quickly is increasing as this new world wants instant gratification! We are too busy for soaking masks. This opportunity fills a need of CPAP users while saving time and money.
4) Interviews:
List of Questions that I was interested in asking:
- Q1: What method do you currently use to clean your CPAP mask? Is that method a nuisance? If so, Why?
- Q2: How long does it currently take you to thoroughly clean your CPAP mask?
- Q3: How often do you feel a need to clean your CPAP mask?
- Q4: How long have you had a CPAP machine, and who in your household usually cleans your CPAP mask?
- Q5: Were you aware of CPAP mask sanitizing devices, and if so, how did you hear about them?
- Q6: My (Sleep Provider / Medical Supply Company / Both OR None) speak(s) with me about the importance of cleaning my sleep mask. How often does he/she recommend you clean your mask and how do they recommend you clean the mask?
- Q7: Have you had an interest in purchasing a CPAP mask cleaning device? How long have you had the need or desire to purchase a cleaning machine for your CPAP?
- Q8: Would you be interested in a low-cost alternative that allows your CPAP mask to be safely cleaned in your own washing machine? What benefits do you foresee by utilizing such a device?
- Q9: If using a CPAP mask cleaning device caused your mask to not last as long, would you still use it due to the convenience of not having to hand wash it? Is the convenience more important to you than product life expectancy, why?
- Q10: If a CPAP mask cleaning device was available, what would be your ideal price range?
· Interview #1: Mrs. K. E. – Spouse of CPAP User
I chose to interview a spouse of a CPAP user for this interview, because I wanted another perspective. The spouse said that her husband had been using a CPAP for 6 years. He cleans his own masks every other day, for 5-10 minutes in vinegar and dawn dish soap. She was not aware of CPAP mask sanitizing devices. She did say that both his Sleep Provider and Medical Supply Company mention cleaning the masks weekly. She seemed to NOT be interested in a CPAP mask cleaning device, especially one that would go in a washing machine. She thought maybe a dishwasher would be less harsh on the materials and wouldn’t warp the seal on the mask. She does not feel that convenience outweighs product life expectancy because she said that the VA will not replace parts often and dealing with the VA is a long process as it is. Her price point would be $250.
· Interview #2: Mr. R. R. – CPAP User
Mr. R. has been a using a CPAP for 2 years, and he cleans his CPAP masks himself in dish washing liquid. It takes him about 30 minutes to clean his mask and he doesn’t feel that it is a nuisance. He feels the need to clean it every morning. He is aware of CPAP mask sanitizing devices via the internet, but is NOT interested in a cleaning device. Neither his Sleep Provider nor his Medical Supply Company speak to him about the importance of cleaning his CPAP mask. Convenience is not more important to him than product life expectancy. He said that if he had to purchase a CPAP mask cleaning device it would have to be under $100.
· Interview #3: Mr. D. H. – CPAP User
Mr. H. has been using a CPAP for 2 years, and he cleans his CPAP masks himself by thoroughly washing them with dawn dish detergent, which takes about 5 minutes. He does feel that it is a nuisance because he was told by his Medical Supply Company that he should clean his mask daily with soap and water. He feels like the mask does need to be cleaned every day or at least every other day. Convenience is very important to Mr. H. and he has heard of a CPAP mask sanitizing device and is interested in purchasing one. He is unsure about the idea of a CPAP mask cleaning device that would be used in the washing machine because of the need for daily cleaning. He did say that his insurance pays for a new mask every 3 months, so as long as the cleaning device didn’t damage the mask earlier than that than he would be happy. Again, he states how convenience is beneficial to him and his husband. His pinpoint price was $100 for a CPAP mask cleaning device, but he feels that they cost more than that.
· Interview #4: Mr. L. D. – CPAP User
Mr. D. has been using a CPAP for 10 years, and he cleans his CPAP mask weekly, using alcohol wipes or hot water and soap. It takes him about 15-20 minutes to clean his mask. He has heard of a CPAP mask sanitizing device from a brochure at the VA. He does say that the Medical Supply Company tells him to clean his masks, but he can’t recall how often. He is interested in a CPAP mask cleaning device, but he heard they are $300 or more and is unsure if the VA will cover it. He would like more information on how the process would work with the CPAP mask cleaning device and the washing machine. He likes the idea of convenience using the device, but he does want the mask to last close to the time frame of when the VA refills his masks. He’s not really sure on an ideal price range.
· Interview #5: Mrs. E. H. – Spouse of CPAP User
I chose to interview another Spouse of a CPAP User, because she was eager to share her experiences. Mrs. H's husband has been using a CPAP for over a year. Mrs. H said that she is the one that cleans his masks and tubes using soap and warm water. She feels it’s a huge nuisance because she has to break it down run soapy water through the tube and let it air dry for hours. She said that the process takes at least 2-3 hours and the masks needs cleaned every 2 weeks. She said that she has heard of CPAP mask sanitizing devices through commercial advertisement. Her Sleep Provider said to clean the mask when the user feels it’s necessary, so no real time line. Mrs. H. has been interested in purchasing a CPAP mask cleaning device for the last 6 months. She did not hesitate about wanting a low-cost alternative CPAP mask cleaning device for the washing machine! Mrs. H. viewed the cleaning of the mask as a health benefit rather than caring as much as the life expectancy of the product. She said, “Products are replaceable, our health is not.” She would be willing to pay a price range of $50-$100 for a CPAP mask cleaning device.
5) Given your interviews, what do you know about the opportunity that you didn't know before?
· I was a little surprised by Interview #1. The spouse seemed uninterested in a CPAP cleaning device and especially one that would go into a washing machine. This alerts me that I would need to ensure that extra attention is placed on the development of the device so that the mask is not damaged. I believe that would be a priority, as I would end up with a lot of returns. I also learned that people that rely on VA benefits care deeply about whether or not the VA will cover parts, machines, ect. On another note, she did say $250 as a price point if a mask cleaning device was available. This sparked my interest, because it is a higher price than I had in my head for my product.
· Some interviews are enlightenting and I feel like Interview #2 was just that. I felt that he was set in his ways and more of the type of person that feels it is a waste of money to have luxuries. I understand that there are frugal people, so this data was helpful; I must remember that if I were to sell the CPAP mask cleaning device. His price point of under $100 makes sense to me. I still wonder how much under $100… hmm
· I was not really surprised with Interview #3, as this is how I would assume people would respond to the opportunity. He seemed enthusiastic about the idea of owning a CPAP mask cleaning device. I realized though, that people that feel the need to clean their CPAP mask daily, may be turned off by the thought of having to run their washing machine every day. That is definitely something I need to consider moving forward.
· I was excited to have the opportunity to interview a CPAP user of 10 years with Interview #4. What I learned from his interview, was that information on the “how to use” the CPAP mask cleaning device and how it works in the washing machines is very important to display or explain. I’m beginning to think this device would be perfect for one of Lori’s QVC shows! This was the first time I heard of someone using alcohol wipes to clean with. Also, it was enlightening to hear that people pay attention to brochures still.
· I believe Interview #5 was fascinating. In my opinion, she captured how many wives feel about taking on the chore of cleaning the CPAP masks for their husbands. She was the first person to mention the CPAP tubing. That is something that later I may be able to incorporate into the CPAP mask cleaning device. She is desperate for a remedy that she could afford to help her save time. It was good to note that commercial advertisement was how she heard about sanitizing devices.
Hey Elizabeth,
ReplyDeleteYou had an interesting and unique post. This is something that I would have never thought of. It was cool how you interviewed actual people that use CPAP masks. You made a good point that it would be a great idea especially for wives that have to clean their husbands masks. It was cool how one of the people you interviewed thought that $250 was a good price point even though you had a much lower price in mind. I believe this would be a great idea for people that use this mask but there wouldn't be a market for it besides people who use the mask. Great work!
Hey Liz,
ReplyDeleteOnce again, you had a really good post. I'm glad you decided to commit to the CPAP mask cleaner because I have thought it was a really good idea. This post was very well done because the questions you included in the interviews definitely seemed to have helped guide you to what your prototypical customers value in the product, as well as the current issues they face in trying to clean their CPAP masks themselves. I think you were able to gather a lot of solid ideas as to what you need to focus on when beginning to develop your product, and I think that was the biggest take away from this assignment. This post was perfect all around, I really don't see anything you need to improve upon here.
Hey Liz,
ReplyDeleteI am happy that you are sticking with the CPAP idea and you seem very enthusiastic about it. I loved on in depth your interviews were. It shined a light on so many different opinions. What caught my eye the most was the pricing. Besides the first interview almost everyone else would want a cheaper machine. This could possible set you back by using cheaper materials and not be the most effective. thank you for continuing to enlighten me about CPAP.