Disability World
A bimonthly web-zine of international disability news and views • Issue no. 15 September-October 2002


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'Changing the World for People with Disabilities-One Business at a Time': Seeing People with Disabilities as a Market
By Laurel Richards, ILRU Program

Heidi Van Arnem was a businesswoman with a disability who operated her company under the philosophy of "Changing the world for people with disabilities-one business at a time."

Van Arnem established iCan! in 1999, and served as its chair and chief executive officer until her death in November 2001. One aspect of her business involves consulting with companies on marketing to people with disabilities.

The following are positions she advocated when consulting with businesses.
"Our goal, our mission, our partnerships, exist from one basic and fundamental truth: there is inequality, lack of understanding and most importantly lack of appreciation of this diverse, underserved, very large community.

"The population of people with disabilities is the most diverse consumer group in the world, including all ages, ethnicities, income levels, gender, and purchasing habits. This diverse group has over $1 trillion in purchasing power, and their consumer patterns reward corporations that offer good service and relevant products. Within corporate America, disability issues have traditionally fallen into "philanthropic" activities, or more recently, have been added onto existing diversity initiatives. As a result, huge market opportunities have been missed."

"Businesses have the most natural power to effect the most change. As they begin to finally see the disability space as a viable and untapped market, not as a charity assignment, we'll see many more opportunities."

"The quickest way to social change is through businesses and customers both benefitting. It is essential we help businesses and industries to recognize this market and incorporate products, services, and opportunities that fit our needs."
iCan! is a solutions and services company for people with disabilities and leaders of business. iCan! has business partnerships with some of the world's largest corporations, including General Motors, America Online, Kmart, Orbitz and PriMedia. For more information on iCan! services to businesses, visit www.ican.com/channels/services/index.cfm; for more information on its services for people with disabilities, visit www.ican.com/index.cfm.

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