Tp mag17

TradePoint

MAGAZINE

ISSUE 13 JULY/AUGUST 2016

KEEPING YOU CONNECTED

BREXIT

WHAT NOW FOR BUSINESS

UNIQUE MARKETING

WORK YOUR WEBSITE ENSURING YOU ARE GETTING THE MOST FROM YOUR WEBSITE

Embracing your audience

NEW PENSIONFOR EVERY LANDSCAPE EMPLOYEE TP_Cover_July_Aug_DM.indd 1

WHAT’S NEW THE LATEST PRODUCTS

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S T Y L E I N N O VAT I O N C H O I C E MORGAN POWERCHAIR The Morgan powerchair is an excellent product for both indoor and outdoor use. It’s small turning radius allows the users to manoeuvre freely at home whilst the powerful motors are great outdoors. It also offers superior handling over rough terrain due to its all-round independent suspension.

The modern sleek design available several seating configurations and colour options make the Morgan a versatile solution.

a Mid-wheel drive ensures a turning radius of only 65cm for great indoor control.

a Narrow width of just 60cm makes it easy to navigate through doorways, into lifts and around confined spaces.

a Six wheel independent suspensions deliver a smooth ride.

For further details please call 0845 630 3436 or visit www.karmamobility.co.uk.

Karma Mobility Ltd Unit 6 Target Park, Redditch, Worcestershire B98 8YN T: 0845 630 3436 E: info@karmamobility.co.uk www.karmamobility.co.uk

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welcome

A

Welcome to TradePoint Magazine

s we boldly step into unknown territory following the result of the EU Referendum last month, most businesses and households throughout the UK will be feeling a bit on edge. No matter which way you voted, the reality of the outcome is that we are now in a state of limbo, awaiting what will happen over the coming months and years.

Our regular business reporter, Adam Bernstein, highlights what could be on the cards for the UK’s economy and how this could affect you as a business owner or employee. You can read this article on page 34.

Ros Tulloch Editor

On a lighter note, we take a look at online mobility aids retailer, Essential Aids, as they launch their latest campaign celebrating age and disability in their ‘Forever Fabulous’ project. Ruth Rose is the face of the campaign, she is 83 and is the UK’s oldest transgender patient and despite having two hip replacements and a knee replacement she lives life to the full. This eyecatching advertising is a fantastic example of embracing your audience and celebrating age and disability. Adverts for independent living products can be exciting and vibrant and can make the products, that some may not want to admit they need, desirable.

With auto-enrolment pensions coming into play, all businesses must ensure they are properly set up to have their employees enrolled. We have an in-depth feature looking into this on page 37. Loopwheels discuss the importance of attending exhibitions on page 18 and we discover more about stairlift supplier, Access BDD, on page 24. You will also find a vast array of independent living products throughout the magazine, including our daily living aids section on page 29.

Follow us on Twitter @TradePoint_Mag

We will be looking to do a follow up piece on how Brexit has affected businesses of varying sizes in this industry, so if you are interested in sharing your thoughts please don’t hesitate to contact me on ros@2apublishing. co.uk. Don’t forget, if you have any news or new products entering the market, keep us posted and you may find your company featured in the next issue.

WELCOME The Team Editor Rosalind Tulloch

Designer Debbie Murdoch

Member of PPA Scotland

Sales Allan Fleming Andy Singh Robin Wilson

Marketing Assistant Sophie Scott Contributors Lisa Mitchell Dionne Kennedy Adam Bernstein Gemma Pearce

July/August 2016

A

Innovation not Imitation

PUBLISHING

Contact details

Caledonia House, Evanton Drive Thornliebank Industrial Estate Glasgow G46 8JT T. 0141 465 2960 F. 0141 270 8086 E. enquiries@2apublishing.co.uk www.tradepointmagazine.co.uk

Disclaimer

TradePoint Magazine is published by 2A Publishing Limited.

The views expressed in TradePoint Magazine are not necessarily the views of the editor or the publisher.

Reproduction in part or in whole is strictly prohibited without the explicit written consent of the publisher.

Copyright 2016 © 2A Publishing Limited.

All Rights Reserved. ISSN 2056-4368.

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Voyager Evo

Elegant • Durable • Individual

The Voyager Evo is a robust, rigid frame wheelchair for active use with a uniquely individual construction Visit www.ottobock.co.uk for more information and to see Sammi’s story

Ottobock · 01784 744 900 · www.ottobock.co.uk

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contents

CONTENTS July/August 2016

TradePoint

MAGAZINE

ISSUE 13 JULY/AUGUST 2016

KEEPING YOU CONNECTED

BREXIT

WHAT NOW FOR BUSINESS WORK YOUR WEBSITE ENSURING YOU ARE GETTING THE MOST FROM YOUR WEBSITE

UNIQUE MARKETING Embracing your audience

07 Industry News

All the latest from the independent living sector

13 Encouraging Relationships, Improving Lifestyles Peter Lyne introduces his new independent living website

14 Making Your Website Work Harder

A guide to improving your company’s online presence

NEW PENSIONFOR EVERY LANDSCAPE EMPLOYEE

WHAT’S NEW THE LATEST PRODUCTS

18 The Importance of Exhibitions

Loopwheels speaks about the benefits of attending trade shows

24 Meet The Manufacturer

Access BDD talk about their long-established stairlift company

26 Young At Heart

Marketing to your audience, embracing age and disability in your advertising

34 The UK Files For Divorce

Adam Bernstein explores what Brexit means for buisness

37 The New Pension Landscape

Talking about the importance of auto-enrolment

FEATURED PRODUCTS

The latest products to enter the marketplace

40 Patterson Medical Appoint New Sales Director

We interview Chris Rogers, the newest member of the Patterson Medical family

42 A Retailer With A Difference

This Repose retailer provides opportunities to all

48 Fuss Free Phones

The company partners with RNIB to offer blind people an alternative to hard-to-use smartphones

30 29

21

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industry news

INDUSTRYNEWS MOBILITY NETWORKS LAUNCH NEW ‘FLEXI’ RANGE OF ACCESSIBLE VEHICLE SOLUTIONS

[Left] Lamin Manneh, an injured ex-Irish Guard who recently won two bronze medals at the Invictus Games, opened the Mobility Roadshow and he visited the Mobility Networks stand

Mobility Networks, the world-leading specialist in access solutions for vehicles, has successfully unveiled its new FlexiStep, FlexiWinch and Flexis Ramp at The Mobility Roadshow (26-28 May, Silverstone Circuit, Northants).

Mobility Networks is a proven global specialist in wheelchair lifts, ramps and other wide-ranging accessibility products for passenger vehicles ranging from buses and coaches through to accessible taxis and domestic WAVs. Established by Mike Simmonds, a highly respected international entrepreneur, this trusted network provides a single source for all the latest accessible transport innovations from around the world. PLS (Passenger Lift Services), a Mobility Networks company, is a market-leading manufacturer of inboard and cassette wheelchair lifts and supported the new ‘Flexi’ product launches by providing product experts throughout the show. Other manufacturers affiliated to Mobility Networks also showcased their innovative products at Silverstone including Italy’s Autolift and RB Systems from Israel. Autolift demonstrated its ultra-slim and lightweight F6 side-access wheelchair lift and RB Systems showcased its cuttingedge adapted secondary driving controls.

The Flexi products launched at The Mobility Roadshow included: • NEW Flexis Ramp – a lightweight aluminum vehicle access ramp that delivers world-class performance, reliability and durability

• NEW FlexiWinch – a reliable and safe powered winch to assist with loading of a wheelchair passenger into a vehicle via a rear access ramp • NEW FlexiStep – This static, manual or powered step provides a strong and safe platform for easier access into a side or rear van/ mini-bus doorway – includes optional LED edge lighting • FlexiRail – significantly lighter than traditional aluminum systems, this world-class rail flooring solution provides flexible securement of wheelchairs and removable vehicle seating.

Mike comments: “Mobility Networks supplies to trade customers however I believe that supporting this consumer show [Mobility Roadshow] is critical for disabled people seeking independence through assisted driving. The Roadshow gives us an invaluable insight into the needs of the end user and a chance to network with international colleagues and other members of the EMG who always visit the show. I am delighted that our multiple Flexi product launch generated high footfall onto our stand and I would like to thank Autolift and RB Systems for jointly exhibiting with us at Silverstone.

Invictus Games athlete, Lamin, was a real pleasure to meet and on behalf of the Mobility Networks team, we wish him well with his continued rehabilitation and training.” www.mobilitynetworksgroup.com  www.tradepointmagazine.co.uk I 7

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industry news

LIFE MADE EASIER FOR SAILING VETERANS THANKS TO DONATION OF NEW WHEELCHAIR “IT WILL HELP US TO SUPPORT MORE VETERANS WHILE HELPING THEM TO RE-ENGAGE AND REINTEGRATE” A local mobility company has donated a new wheelchair to a Falmouth-based sailing charity to help injured veterans get onto sailing boats.

INVACARE INCREASES SOCIAL MEDIA WITH FACEBOOK PAGE Invacare is excited to expand its social media activities with its very own Facebook page.

The company is looking forward to welcoming visitors to its new page over the coming weeks.

This forms an integral part of Invacare’s digital strategy and the company are keen to engage with all customers to share activities, exciting news and events and most importantly to belong to the Invacare community.

“Making life’s experiences possible has always been a fundamental ethos at Invacare and there is no better platform to engage with and share than on Facebook.

This strengthens our social media and online activities and to further support our consumers.” commented Melanie Scrivener, Marketing & Communications Executive at Invacare.

The page will have useful information and resources, signposting, news, events and activities. Join Invacare on Facebook at ‘Invacare UK’. www.invacare.co.uk

Tremorvah Industries of Threemilestone were contacted by staff at the sailing charity, Turn to Starboard, about suitable wheelchairs for transporting veterans along a jetty. After visiting the organisation to demonstrate a wheelchair, staff from Tremorvah decided to waive the costs and donate one instead.

Tremorvah Mobility Assessor, Derek Hill, said: “Turn to Starboard contacted us and were looking to buy a wheelchair so we came down to demonstrate one and conduct an assessment. When we returned to our office we thought it would be a good idea to approach our managers to see if they would donate one instead. They thought it was a great cause and agreed with us straight away.”

The wheelchair will help to transport injured veterans between the charity’s office at Falmouth Marina to a boat moored along a jetty more than 300 yards away.

The generous donation means

more veterans with disabilities will be able to access services.

Turn to Starboard CEO, Shaun Pascoe, said: “This incredibly generous gift will enable us to transport injured veterans to boats in a more comfortable and dignified manner. It will help us to support more veterans while helping them to re-engage, reintegrate and gain new skills to help start new careers.”

Tremorvah Industries make equipment for people with disabilities and provide work and training opportunities for disabled people, helping them to maintain their independence.

The company was founded 70 years ago as a rehabilitation centre and now offers a wide range of specialist mobility products. More than 70% of Tremorvah’s staff have a recognised disability and fulfil roles in every department.

Turn to Starboard is a military charity run by a group of exservice, serving and civilian staff and volunteers who believe that sailing has a therapeutic and calming effect on participants. www.tremorvah.co.uk

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industry news

CLEARWELL ACQUIRES KEEP ABLE STAINES Clearwell Mobility, the South East’s leading mobility retailer, announces the acquisition of the former Keep Able mobility showroom in Staines-Upon-Thames. The acquisition will see the premises, staff and stock transfer to Clearwell and the showroom will trade under the Clearwell Mobility fascia going forwards.

The Staines showroom was opened as a Southern Regional Centre for Keep Able in 1996. With an internal area of over 6,000 square feet and 16 customer parking spaces, it is the largest showroom of its kind in the South East. This new flagship showroom, together with the recent opening of a new showroom in Woking, Surrey, gives Clearwell a strong base to expand further across London and the Thames Valley region.

Hearing & Mobility will retain a hearing aid concession at the Staines showroom and

will continue to dispense hearing aids and associated products and services. Clearwell Mobility and Hearing & Mobility will work closely to capture the clear synergies between the customer bases of both businesses.

Duncan Gillett, Managing Director of Clearwell Mobility commented: “We are delighted to have completed this important acquisition which will be a catalyst for the next phase of our expansion. The acquisition

BES Rehab Ltd has welcomed Leyton Stevens to the company as its Director of Healthcare.

Leyton joined BES to assist in the continuation the company’s growth and development in the area of digital health and technology. He will play an important role in linking sales and marketing strategies to drive increased take up across the NHS and private healthcare providers of the company’s innovative software solutions for providing improved early diagnosis of life threatening events, on the other.

Leyton has worked within the healthcare industry, including MSS and then Invacare Ltd for over 10 years. Throughout his career Leyton has been responsible for providing strategic direction to sales and marketing and has played an important role towards growth and development of products and solutions globally.

Leyton also brings to the table knowledge and experience of working on UK and European Quality Assurance and Regulatory Compliance, Intellectual property and Health and Safety.

He is involved with the British Healthcare Trades Association (BHTA) and the International Standards Organisation (ISO) in development of standards around ‘Assistive Products for Tissue Integrity when Lying Down’. Barendter

of the Staines showroom brings the number of showrooms Clearwell operates to ten and cements our position as the leading mobility equipment retailer in the South East.”

Mark Moss, Chairman of DHAIS plc added: “The restructuring of our business at the Staines showroom enables us to focus on our core business of dispensing hearing aids. I am confident that our future partnership with Clearwell, will drive greater footfall to the showroom and sales for our core business.”

BES REHAB APPOINT NEW DIRECTOR OF HEALTHCARE Haar, Managing Director said, “I am delighted that Leyton, with his vast experience and management skills, has agreed to join us to augment our management team and build the platform for the company’s next 20 years of development. While helping to develop new markets for BES on the one hand, he will continue the company’s input and the UK’s influence in developing international healthcare standards.”

Leyton Stevens, Director of Healthcare said: “I am absolutely thrilled to be joining my new colleagues at BES in the role Director of Healthcare, and excited to be working with such a knowledgeable group of professionals. Over the last three decades, the BES brand has become synonymous with professional and principled business standards and it’s no surprise that customers keep returning again and again. I am so looking forward to helping the company progress into new and existing markets, a transformation process that promises to be exhilarating.”  www.tradepointmagazine.co.uk I 9

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industry news

EXPERIA APPOINTS NEW MD Barnsley-based Experia, the sensory equipment specialist, has appointed Peter Saunders as Managing Director as the business looks set to expand.

Peter will lead the business, which last year celebrated its 10th anniversary, as it grows its product range and increases its market presence following a turnover of £1.8million in 2015, which the company aims to increase by 20% this year.

Experia designs, manufactures and installs sensory equipment to aid sensory development and works with schools, hospitals and specialist care centres across the country to create multisensory environments to enable users to develop their sensory skills. These include the company’s exclusive product, the Multisensory Interactive Learning Environment (MILE), a multi-sensory learning experience which can be tailored to the needs of the individual regardless of age or ability.

The company is also the preferred supplier for leading sports charities The Lord’s Taverners and Wooden Spoon, which give disadvantaged and disabled young people opportunities to participate in sport.

Before joining Experia, Peter held senior positions in the manufacturing and engineering markets and is regarded as an expert in analysing business and process performance to enhance outputs.

Peter Saunders, Managing Director of Experia, said: “I am very pleased to be appointed Managing Director at Experia and to be working in a market I care passionately about. I am looking forward to the challenge of leading the business through the next stage of its growth and development.

“Working with the team to deliver potentially lifechanging opportunities to our clients and in an industry with such a strong social conscience is extremely important to me, both professionally and personally, and I don’t think I could have been presented with a more exciting opportunity than this.”

Experia is the UK’s number one designer, manufacturer and installer of sensory equipment, creating products to assist those with sensory development. The company works with health professionals, teachers and parents to create tailored packages to enable individuals to develop their sensory needs.

ITALIAN SUCCESS FOR LOOPWHEELS 10 I www.tradepointmagazine.co.uk

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S

industry news

MOUNTAIN TRIKE TEAM UP WITH SOS The Mountain Trike Company who manufacture and make all-terrain wheelchairs have announced their link with specialist seating company, Special Orthotic Services Ltd (SOS), who have been providing clinical services for the assessment and manufacture of special seating systems for over 30 years and are recognised as experts in this challenging area of seating.

SOS will predominantly provide special seating for the MT Push product ranges, which is the Mountain Trike Company’s version of an attendant chair. SOS will have their own demonstration model of the MT Push to enable customers to try the chair and find a seating solution to suit their specific requirements. A bracket and clamp system has been specially made which will allow the user to fit their own specialist custom moulded seat to the MT Push.

The MT Push is an all-terrain attendant wheelchair – or buddy chair. It has very similar features to that of the Mountain Trike – robust lightweight frame, high-end mountain bike technology such as disc brakes for all weather control and braking

“SOS WILL HAVE THEIR OWN DEMONSTRATION MODEL OF THE MT PUSH TO ENABLE CUSTOMERS TO TRY THE CHAIR” and air suspension to give the user a smooth and comfortable ride. Instead of having the unique lever drive system where riders can propel themselves leaving them with clean hands, there is a removable adjustable push handle located behind the user and this is where the steering and braking takes place by the riders buddy. There are adjustable armrests for rider comfort and wheel rims. The MT Push provides inclusive access to a wide variety of terrain – mud, gravel, snow, sand and uneven pathways.

Loopwheels overseas success continued at the recent ExpoSanita exhibition in May which was held in Bologna, Italy and attracted in excess of 30,000 visitors over the four days.

Loopwheels was exhibiting in conjunction with its Italian distributor BodyTech, who represent many other established international brands such as TiLite chairs and Varilite cushions. The aim was to showcase the range of Loopwheels to new and existing customers and it proved a great success, as Loopwheels co-founder Gemma Pearce explained: “Our objective was to continue building

Mark Amos, Business Development Manager , from SOS, said: “We’re delighted to be a distributor and partner as the specialist seating provider for the Mountain Trike Company. Their products and innovation in this mobility sector are exceptional. It’s great to see that UK manufacturing is still going strong – even in these niche environments. The knowledge and experience we have in this area will mean we can provide a first class service for individuals looking for specific seating requirements for their Trike’s and I’m looking forward to developing the partnership with Mountain Trike.”

For further information about Mountain Trike please visit www.mountaintrike.com or email info@ mountaintrike.co.uk and for more information about SOS visit www.specialisedorthoticservices.co.uk or email enquiries@specialorthotic.com.

our relationship with BodyTech having recently signed a distribution agreement and further enhance our knowledge of the Italian market and how we can work together in the future to raise awareness of Loopwheels within the Italian independent living sector. The reception Loopwheels received from the Italian trade and general public was fantastic and attending the show was without doubt a worthwhile investment.

Everyone knows that the Italians are renowned for their love of style and welldesigned products which perform well and the feedback we received certainly re-inforced this.”

Since returning to the UK, Gemma and the team at Loopwheels have been following up show enquiries and interest from potential distributors in more countries, including Switzerland and Germany.

The company is actively looking to appoint additional representatives here in the UK and in Europe. If you are interested in retailer opportunities, you can speak to Gemma and the team at Loopwheels on 01623 860909 or email gemma.pearce@loopwheels.com.

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essential aids making life simpler

For more information, contact us

0121 543 1336 sales@paroh.co.uk | www.paroh.co.uk

a

brand

find us on

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new website

T

he last issue of TradePoint Magazine emphasised the importance of organisations using the skills and talents of an inclusive and diverse workforce.

Hooray for common sense!

I emphasise the importance of inclusivity and diversity but from the perspective of how such attitudes can have a positive effect on the lifestyles of approximately 20% of the UK’s population. About 12 million people living in the UK are affected by disabilities or long-term health conditions.

Sadly, too many of these people are often isolated from their communities and as far as unemployment levels of the working age population of disabled people is concerned, it is estimated that this is approximately 30% higher than unemployment levels of non-disabled people.

Mobility and Support Information Service

(MASIS) is the Registered Charity which I founded. It has three principal objectives; to promote social inclusion and equality for disabled people and individuals with long-term health conditions. By effectively addressing these issues through networking with other charities and service providing organisations, as well as with commercial companies will allow MASIS to achieve its third objective; that of improving self-esteem.

Over the last 35 years, I have been actively involved in voluntary work most of which has focused on health and disability related subjects. These have included working on Accident and Emergency Departments of two hospitals, ‘chairing’ a sub-committee of a North-West Region charity addressing renal disorders and promoting the benefits of organ transplantation.

During the last 12 years since my appointment as National Vice-President of the Disabled Motorists Federation, I have served

ENCOURAGING RELATIONSHIPS, IMPROVING LIFESTYLES Peter Lyne is the founder of a new website that focuses on mobility and independent living issues. Here he introduces the website and calls for businesses in the independent living sector to get involved

in an advisory capacity on several central and regional government stakeholder groups. It has been during some of these appointments that I have discussed issues relating to social inclusion and equality with consultant surgeons and physicians. They have all emphasised the importance of boosting selfesteem and well-being within the lifestyles

“THEY HAVE ALL EMPHASISED THE IMPORTANCE OF BOOSTING SELF-ESTEEM AND WELLBEING WITHIN THE LIFESTYLES OF DISABLED PEOPLE”

of disabled people and have stated that such issues are of equal importance as the medical or surgical intervention which their patients have received during treatment.

All charities need to generate income to enable them to achieve their objectives.

MASIS is no different. However, all surplus funds (once overheads have been paid) will be re-distributed to medical research projects which are helping towards combating the ‘myriad’ of causes of disabilities and long-term health conditions.

COMMERCIAL RELATIONSHIPS

I end this editorial by emphasising MASIS’s desire to establish commercial relationships with advertisers and companies who may already be associated with TradePoint Magazine or who have access to the publication. If interested, please contact me via www.masis.org.uk.

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grow your business

MAKING YOUR WEBSITE WORK HARDER We explore how to make the most of your website; whether that’s generating leads, making sales or just raising your profile

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Your website is often the first port of call for potential customers or clients. It can be your shop window and it can also be your business card. It is an essential part of your business plan and should be treated as a vital piece of your overall strategy. Operating a small business can often mean you’re in charge of sales, marketing, HR and of course, maintaining an online presence, so make sure that the time you’ve spent on building up your website is paying off for you.

Almost 80% of adults accessed the internet everyday in 2015 and 76% of adults bought goods or services online, so in 2016, you really can’t afford to not have an online presence, but you have to make sure it’s what your customers want. By having an inaccessible website or it being too simple or by not engaging with this customer base properly you’re missing out on a large chunk of the market.

Getting a customer to your website is one thing, but keeping them whilst they’re there is half the battle. To help you make the most

of your website we’ve put together our top tips to make sure it’s working for you and your customers.

1.KNOW YOUR GOALS

Think about what the purpose of your website is; what you hope to gain by having it and how much time you have to spend on it.

Is it there to generate leads? Are you looking to sell your products in the ecommerce market? Knowing your goals can also help you decide on the overall purpose of your website as well as highlighting the areas you need to spend the most amount of time (or your budget) on. This can help you focus not only on design, but on the content you need to be sharing with your customers or clients. Importantly, by being very clear about your goals once you identify them, you’ll find it a whole lot easier to measure your success. From keywords to the latest SEO tactic, none of them will be useful for you unless you know what you want to get from your website and you identify what your customers need and want to get from your website too.

“From keywords to the latest SEO tactic, none of them will be useful for you unless you know what you want to get from your website”  www.tradepointmagazine.co.uk I 15

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grow your business

2. MONITOR USAGE

Analysing your website’s usage can help you better target your content. Google Analytics is a great (free) tool and can give you information about how long visitors stay on your site and which pages are most popular and even where they are in the world and what kind of device they are using. We’ve all heard the words Search Engine Optimisation being bashed about, but few of us know what they really mean. SEO means making your website as credible as possible and getting you into the top rankings on search engines. It’s worth reading up on how to optimise your site or if your budget permits, consider outsourcing it to someone else.

3. ACCESSIBILITY

If you’re in the disability sector this might seem like a no-brainer but making your website accessible and easy to use is important and you don’t have to sacrifice design for usability. At the same time, simple is often the easiest and most effective way to make your website work.

Navigation should be consistent, easy and straight forward. Don’t have too many pages either, nobody likes a cluttered site. Page names and markers can help users know where to go so make them clear. Most sites have a search function, consider popping one onto your homepage to help users navigate.

Text should be easily read and content should be geared towards the web, that means plenty of white space, concise information and easily recognisable hyperlinks, highlight them in a different colour, for instance.

4. CONTENT IS KEY

You might have made sure your text is optimised best for reading, but nobody will

“Writing fresh and engaging content is a sure fire way to get people to come to your website and hopefully stick around for longer” want to read it unless it’s worth reading.

Writing fresh and engaging content is a sure fire way to get people to come to your website and hopefully stick around for longer. Articles should be easily read, relevant and engaging for readers, so make sure you know your audience. If they find themselves nodding along in agreement with what you’re saying, they’re more likely to share it with their friends, on Facebook, Twitter, email it around the office. If you can make content related to your business light-hearted, funny or even just plain interesting you’ll be more likely to get repeat visitors as friends share information.

Writing for the web is difficult and different to writing for print. Use short paragraphs and short sentences and avoid jargon or technical terms. Website visitors are hunting for information and they very quickly decide whether your website is working for them.

Pretend you’ve never visited your website before, what do you want to know and how quickly can you find it? Techniques like this can help ensure content is quickly found and also accurate.

5. MOBILE FRIENDLY

74% of adults use the internet on their mobile daily, so making your site usable on these devices is important. Responsive websites are designed to fit any browser no matter what the size. This is a great way to make sure your website is mobile friendly on all devices without shelling out for an app or mobile version of the site. Analytics can help you see what content

visitors are browsing on their smart devices and this can help you engage content further.

6. DON’T FORGET ABOUT IT

Keeping your website updated is important; that means design, plug-in’s, content, contact information. Not only does it look unprofessional and off putting, but search engines rank you higher if you keep your website filled with creative and interesting content. And if you change your contact information, from telephone numbers to your address, remember to change your website details as many people use the web to find another way of getting in touch. That also means get in touch with any directories you might be on.

Keep an eye on your competitors, what are they doing on their websites, look to them for inspiration on what you can do better, and check out other sites too.

If this all seems a bit daunting then don’t be afraid to outsource, if your budget allows it. Some things are easily done on your own but others are best left to professionals.

Nowadays, for a one-off fee you can have your website designed to a point where you can adapt and make changes yourself. Give your website the time and energy it deserves, because whether customers are using it to gain vital information about your products or services, to learn more about your company, to contact you directly or to even buy from you directly, it’s so important that they can find their way to your website with ease and enjoy spending time on it.

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THE IMPORTANCE OF EXHIBITIONS Gemma Pearce, co-founder of Loopwheels, discusses the importance of attending exhibitions at home and abroad

A

ttending exhibitions is a vital part of our marketing activity at Loopwheels. Like many other businesses, we see an exhibition as an opportunity for new sales - whether immediately at the show or a little longer down the road, but exhibitions are important for us for other reasons including: • Maximising publicity around a new product launch • Presenting our brand and building brand awareness • Making new supplier contacts as well as new customers • Maintaining relationships with existing customers, suppliers and retailers • Increasing our knowledge of the market • Keeping in touch with

developments in the market, watching for new trends, and seeing what the competition is doing.

We always try to attend an exhibition as a visitor before making the decision to exhibit, although timing does not always permit this. On the occasions when we haven’t visited first, we’ve regretted it, as the cost of exhibiting can be high if you are unsure as to whether the exhibition is right for your product. Visiting the show the year before you plan to attend also helps you decide on your preferred stand location and provides you with ideas about how to make your presence stand out from the crowd.

Different exhibitions offer very different opportunities. So, when we put together our exhibition plan for the year, we decide if our priority is finding suppliers, meeting end-users, finding UK or international

retailers, finding distributors - or a mix of these, and which are the best shows to deliver the right mix and within our budget. Before we launched Loopwheels for wheelchairs, we visited Rehacare, Naidex and Trade Days two years before our planned launch date. We decided to launch in the UK at Naidex 2015, with good immediate follow-up at the Mobility Roadshow two months later in order to build product awareness and kickstart sales soon after launch. That worked well for us. In a way, these shows in 2015 were a rehearsal for the most important exhibition of the year for us, which is Rehacare in Dusseldorf. This is the place to make contact with an international network of dealers, distributors and manufacturers.

The whole industry meets here: from North America and Asia as well as Europe.

We got very good short-term immediate sales off the back of the show, which was

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great and it is here that we started to build long-term relationships outside the UK with companies that we hope will be our biggest customers over the coming years.

Eight months later, some of these are now clearly visible, such as our relationship with our Italian distributor BodyTech, our Dutch distributor Multi-Adapt and our Belgian stockist Move all the Way, all of whom we met for the first time at Rehacare last October. At Rehacare we were introduced to the German company CarboLife, for whom we now sell push rims in the UK and this has been a fantastic addition to the Loopwheels portfolio. Finally, because we manufacture a product which uses innovative technology, very long-term, strategic relationships are also important to us for new product development.

Both Naidex and The Mobility Roadshow have been very successful shows for us in terms of an immediate increase in our direct sales to the public, either visitors to the show or other people they talk to

Both Naidex and The Mobility Roadshow have been very successful shows for us in terms of an immediate increase in our direct sales to the public, either visitors to the show or other people they talk to. With a new product such as Loopwheels, word of mouth spreads quickly so we are finding that one happy customer will lead to several more a few months down the line. Good customer feedback helps support future sales. We are a small company with a very small marketing budget, but despite the relatively high investment in a show, we find that the opportunity to meet new customers all gathered in one place is very cost-effective for us.

Earlier this year, I was invited by our Italian distributor Bodytech to attend ExpoSanita with them in Bologna. They were exhibiting eight other brands as well as Loopwheels, and their interest is purely new and existing Italian trade customers. They had designed the stand and knew exactly how they wanted to present the products to their customers, as they have a very well established customer base and understand what they are looking for, I was able to learn what I can do as a manufacturer to help support their work, as well as get to know my Italian colleagues better, making it easier to pick up the phone and discuss ideas once I am back in the UK. An added benefit was meeting the representatives from two American manufacturers who have been working with BodyTech for many years and discussing with them their experiences

of building international sales over two decades. ExpoSanita is very much an Italian show, but there were international visitors too and this week we have dispatched a sample order to a Swiss distributor who BodyTech introduced me to whilst I was in Bologna, so that could be another good relationship.

Loopwheels have also featured in other kinds of exhibitions too, because we are such an innovative design using new technology, in 2015 we were nominated by the designer Sebastian Conran for the international competition ‘Designs of the Year’ 2015 and were one of six products shortlisted in the Transport Category.

Loopwheels were on show at The Designs of the Year exhibition at the Design Museum in London. A particularly unexpected benefit

of this was that a local school student, Jessica Kitchener, who was visiting the exhibition as part of her A Level Product Design studies, discovered us and has just completed a week’s work experience with us. She lives within two miles of our company’s base in Nottinghamshire, yet found out about us through a London exhibition! It is events like this that show that the benefits of taking part in exhibitions can sometimes be unexpected.

The company is actively looking to appoint additional representatives here in the UK and in Europe. If you are interested in retailer opportunities, you can speak to Gemma and the team at Loopwheels on 01623 860909 or email gemma.pearce@ loopwheels.com. You can also visit the website at www.loopwheels.com.

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what’s new

WHAT’S NEW Every issue, TradePoint Magazine brings you the latest products to enter the independent living sector. Take a look through the following pages to find out what’s new in the marketplace

ELECTRIC MOBILITY Electric Mobility Euro Limited

Tel: 0800 252 614 sales@electricmobility.co.uk www.electricmobility.co.uk

New Rascal VEO Sport The new Rascal VEO Sport from Electric Mobility featuring class leading all round suspension, easy and proven robust take apart mechanism, 22 Ah batteries, dual compound soft puncture proof tyres and modern sporty styling.

Modern styling and in the latest high tech, two-tone matte finishes, the Veo Sport is available in two distinctive colours, Aquamarine and Platinum Grey.

Both colours are now in stock and also available through the Motability Scheme from July 2016.

Based upon the well-respected and highly successful Rascal Veo series, this latest addition to the range introduces fully functioning and all-round suspension for ultimate added comfort to Electric Mobility’s range of transportable

This is a definite head turner for any showroom this summer!

Call your Electric Mobility Area Dealer Manager to arrange your demonstration or for further information use the details above.

scooters. The detailed white accent stitching on the luxury seat and padded delta tiller comes as standard on this model.

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what’s new

NHC TECHNOLOGY NHC Technology launch a new range of chairs At NHC we recognised that there was very little flexibility for retailers to provide their customers with size, comfort and style options within a single high back chair. As a consequence we have developed the TailorMade range; a high back chair with over 70 options providing a comfortable yet stylish seating solution to suit any customer. Handmade in the UK, the TailorMade high back chair has four different back styles that can be interchanged in store to provide the customer with options to suit their posture and comfort, this is combined with three different arm styles including, scroll, knuckle and contemporary.

The TailorMade also comes in a range of three different sizes of petit, standard and grand to ensure there is a chair to fit everyone. With an optional foot stool for added comfort, which can be neatly stored under the chair and over 40 fabrics including a wipe down antimicrobial range. The TailorMade offers the ultimate in personalisation for your customer and will enable you to simply and easily change your shop window, without the need to change the stock itself.

For more information please contact the team at NHC Technology: Tel: 0800 037 3108

sales@nhctechnology.co.uk

Combined with specific marketing and point of sale support for retailers the TailorMade is the High Back choice for 2016.

LEON POWERCHAIR The Leon powerchair from Karma Mobility has been designed to take full advantage of rear wheel drive when being used outdoors. Geared for speed without compromising on stability or control, the Leon has an exceptionally narrow wheelbase (62cm) which allows for agile manoeuvrability, making it a superior powerchair for even the most active users.

Featuring a full suspension system for an extra comfortable ride and a top speed of 8mph, the Leon is available in a range of colours. There are also a range of seating and power options which include power tilt with centre of gravity shift, power recline and sheer reduction which can

be applied independently or together, depending on the user’s individual requirements.

Supplying the NHS, care homes and numerous mobility retailers throughout the UK with its high quality powerchairs and wheelchairs, Karma Mobility ensures that the outstanding design of every product is extensively tested and evaluated before being placed on the market. All Karma products therefore stand the test of time and prove to be an excellent long term investment.

For more information about retailer opportunities call 0845 630 3436.

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what’s new

The eSupport is a power assist for manual wheelchairs designed to be used both indoors and outdoors. It is robust, reliable and easy to operate and handle – these characteristics set the eSupport apart as an individual power assist.

Simon Tempest, Head of Business Unit, Mobility Solutions, at Ottobock, said: “There are many benefits a manual wheelchair can offer such as exercise, ease of transportation and cost. However, there can also be drawbacks like fatigue, stress on joints and difficulties on inclines and uneven terrain. For long term manual wheelchair users who may have started to feel the pain from the many years of use, the eSupport offers an opportunity to continue to self-propel while reducing the risk of repetitive stress injuries.

“By providing the assistance needed the eSupport can also open up new possibilities for those who don’t have enough strength to push a manual chair for long periods but don’t want to go for a powered wheelchair. It also ensures you maintain sufficient energy reserves for everyday so you don’t get exhausted.”

The eSupport has up to a 30km range and thanks to a short charging time doesn’t take long to be ready for use again. It can be personally configured with the two drive programmes to the individual’s requirements and preference. The design of the eSupport makes it particularly transport friendly, due to its low overall weight and low-weight components. In addition, the eSupport does not prevent the wheelchair from folding in the usual way.

OTTOBOCK’S ESUPPORT With its sleek design combined with being safe, durable and reliable the eSupport is the perfect answer for those looking for independence when wanted and support when needed.

It is compatible with Motus, Avantgarde, Ventus and Start wheelchairs and additional wheelchairs upon request.

KEY FEATURES

• Power assist compliments user’s arm strength, with individual adjustment • Directional stability • All components are integrated into the two drive wheels • Efficient drive • Choice of lithium-ion or nickel-metal-hydride battery • Easy adjustment • Wheelchair can be folded with the eSupport in situ

TECHNICAL DATA For more information on Ottobock’s range of innovative solutions that restore mobility please visit

www.ottobock.co.uk

or follow @ottobockuk

• • • • •

Speed 6 km/h Charging time 4.5hrs Maximum range 30km (lithium-ionen battery) 24” drive wheel weight 6.9kg Total weight without wheelchair: 17.6kg (lithium-ionen battery) 18kg (nickel-metal-hydrid battery) • Max. user weight 125kg

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The world’s most innovative stairlift just got better Introducing our latest product development - the next generation Flow2 stairlift with Apollo Drive. This new unit was developed with end-customers in mind, overcoming their questions and challenges with unmatched innovation, quality and functionality.

Benefits include; Smoother travel, stiffer casting,

improved energy comsumption and quieter operation.

Access BDD is a business-to-business supplier of stairlifts, platform lifts and home lifts.

We supply our products through a network of fully qualified and approved distributors. To become a authorised distributor of Access BDD please visit www.accessbdd.com or call us on + 44 1642 853 650.

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profile

MEET THE MANUFACTURER ACCESS BDD We find out more about the long-established stairlift supplier, Access BDD, from Regional Sales Manager, Andrew Warbrick Can you tell us about the background of the company?

As a company, we’ve been selling stairlifts from Teesside since 1976 when James Simmonds founded ‘Project and Design’, manufacturing the ‘Stair-El’ bespoke stairlift for end users and local authorities. The company was then sold to a US company called Access Industries in 1989 and in turn Access Industries UK was bought by the German technology giant thyssenkrupp in 1999. Today, thyssenkrupp Access Ltd consists of Encasa which sells direct, which means that Access BDD can focus entirely on serving the needs of our dealers in the UK and across the world.

How many countries do you operate in?

We currently have active dealers in around 70 countries across the world. Europe is our strongest area of business, followed by the Middle East, Far East and Australia.

How do you keep your service localised to dealers?

Giving our dealers a localised service is something we believe in very strongly. All

of our international sales, marketing and technical staff have foreign language skills and we make sure that there are native speakers for each major market. We also have a number of territory-based sales and technical staff who are on hand to support our dealers, as well as sales offices in Dubai and Singapore.

Our sales managers spend a great deal of time on the road meeting dealers and we run regular sales and technical training seminars which provide invaluable informal networking opportunities. On a practical level, we’ve extended our office hours to increase the availability of telephone support to dealers and we’re adding more and more languages to our online dealer portal. In some key markets we also provide

Access BDD Managing Director, Arina van Oost

“GIVING OUR DEALERS A LOCALISED SERVICE IS SOMETHING WE BELIEVE IN VERY STRONGLY”

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profile

bespoke localised lead-generation portals and internet campaigns to further support our dealers.

What have been some of the major turning points for the business?

thyssenkrupp Access Ltd was restructured in 2014 and since then, Access BDD has really been able to focus on meeting the needs of our dealers. Last year we won an internal award recognising our achievement as one of the fastest growing businesses in the thyssenkrupp Elevator group and we’re confident that we can continue along this trajectory.

Our new MD, Arina van Oost, who joined the company this spring, is stressing the importance of listening to new and existing dealers about how we can all develop our businesses together. Arina comes from a strong marketing background and has been setting us some very exciting challenges to ensure that we build on our recent achievements.

What do you believe keeps the company growing in success year on year?

The product is very important and with the Flow2 and its Automatic Swivel and Levelling technology (ASL), we’re able to provide our dealers with the best stairlift on the market. A high quality product has to be coupled with high quality service and we make sure that our dealers have the tools and skills that they need to deliver the complete package.

The strong partnerships that we have with our dealers are vitally important. Through regular sales visits and seminars, our sales team are able to gain a deep understanding of the environment our dealers operate in and what they need to thrive as a business.

What is your company ethos?

We have a very outward-looking, international culture which comes from the fact that we have more than ten nationalities represented in our office team and many of our staff have considerable international experience. This gives us the knowledge and openness to understand the markets our dealers operate in and contributes to a really positive office environment too. Whatever the outcome of UEFA Euro 2016, we can be certain that someone in the team will be celebrating.

thyssenkrupp themselves have recently modernised and re-energised their global brand, and the group tagline ‘Engineering. Tomorrow.

Together.’ is also a good fit with our ambitious and forward-looking team ethos.

What does the future hold for Access BDD?

Demographic change and an increasing commitment by society as a whole towards helping people live independently for as long as possible means that the market for our products in Western Europe remains strong. We’re also very excited by the prospects in the Middle East, with some prestigious projects coming through from our Dubai office. Our new office in Singapore gives us a base for developing our business in the Far East. There are also some interesting developments in Eastern Europe which we’re well placed to explore.

Our Flow2 stairlift is about to see some changes that will result in better performance and greater energy efficiency for end-users alongside technical improvements that will make it easier for dealers to install and service the motor. Longer term, we are continually working to improve our customer experience and products, so expect more developments over the next few years.

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marketing

YOUNG A A s we all know, the independent living industry can be an exciting and interesting field to work in – although to an outsider it may not be an obvious assumption to make. If they took a closer look they would see that our industry is responsible for creating products that transform people’s lives.

The right mobility scooter can offer someone a new-found freedom to independently visit the shops, a stairlift can ensure someone remains in the comfort of their own home and a kettle tipper can offer peace of mind for family as well as the user, as it provides safety from hot water burns.

New innovations are being created every day, designed with the sole purpose of increasing independence for people with disabilities.

Many customers will have been living with a disability for a large proportion of their lives, if not all of their lives, however, many of the older generation are just coming to terms with losing independence through age. This could be through mobility issues, through sight loss, arthritis or other health conditions. It can be an adjustment

Essential Aids current campaign, ‘Forever Fabulous’, is fronted

by Ruth Rose, the UK’s oldest transgender patient All images © Essential Aids 2015/16

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G AT HEART

It can be difficult to make independent living products look attractive and desirable, but some companies are managing to do just that

Embracing your audience accepting that you need a bit of assistance and it doesn’t help when these potential customers are faced with nothing but images of elderly people in vulnerable situations, falling or struggling in some way.

The ‘purple pound’ is worth in excess of £200 billion and the ‘grey pound’ is worth over £300 billion. This is your audience and you want to make sure you can attract as many of them to your company as possible.

So, how can you market to an audience that really needs your products without alienating them through images of silver-haired, frail men and women?

Essential Aids are just one company who have turned their advertising on its head to celebrate age and disability.

A New Look

Essential Aids are an online mobility aids retailer. Their website offers everything from mobility scooters and walking aids, to toilet frames and medicine dispensers.

Last year, Essential Aids showcased their own spin on the film, Quadrophenia, by transforming walking frames in the style of Mods and Rockers. They shot the ‘Quadrosenior’ advertising campaign on Brighton beach using

models aged 70 and 77.

The message of the campaign was to celebrate individuality, no matter what your age or ability.

Essential Aids’ managing director, Alex Wrenn, said: “Seniors are enormously influential and lead the way in all aspects of society.

“We wanted our Quadrosenior photos and sensational zimmers to reflect the indomitable spirit of Britain’s over 60s.”

2016 has seen Essential Aids release a similar campaign, ‘Forever Fabulous’, focusing on highlighting the message that you can still achieve your goals and aspirations no matter what your age or ability.

Fronting the campaign is Ruth Rose, an 83-year-old ageism and transgender activist, who happens to be the UK’s oldest transgender patient. As you will see from the images, she is the perfect fit to promote just how fabulous you can be at 83, embracing individuality and age equally.

despite having had two hip replacements and a knee replacement, is living life to the full, campaigning for issues that are close to her heart.”

Ruth explains what motivated her to assist Essential Aids with their campaign: “Living on my own after each of three joint operations in my mid-seventies, I made full use of the right mobility equipment to speed my recovery and return to an unrestricted, active life. Now well into in my eighties, nothing holds me back from my daily swims in the sea, my sailing, my cycling, my walking and my travelling. I am proud to have been chosen by Essential Aids to represent what a great and exciting life older people can enjoy.”

A New Era

So, while many independent living products don’t perhaps lend themselves to sexy imagery or flamboyant situations that can be captured for advertising purposes, sometimes all it takes is a little out-of-the-box thinking.

Alex commented: “Our mobility products enhance independence, enabling people to retain their individuality.

By embracing and celebrating the older generation and the disabled community in your advertising and marketing campaigns you could attract a larger portion of that £200 billion spending power.

“Ruth is a fantastic example of someone who,

It’s worth a try isn’t it?

“RUTH IS A FANTASTIC EXAMPLE OF SOMEONE WHO, DESPITE HAVING HAD TWO HIP REPLACEMENTS AND A KNEE REPLACEMENT, IS LIVING LIFE TO THE FULL, CAMPAIGNING FOR ISSUES THAT ARE CLOSE TO HER HEART” www.tradepointmagazine.co.uk I 27

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- Elevates up to 10” in just 16 Seconds - Drive up to 3.5mph while fully elevated - Active-Trac® Suspension for maximum stability

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Visit Stand TF100 At This Years 22.5” Turning Radius

Tel: 01869 324600 | Email: sales@pride-mobility.co.uk | Web: www.pride-mobility.co.uk JazzyAirAdvertJune.indd 1 7 ad_pages_jul_aug_16.indd

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daily living aids

WHAT’S NEW DAILY LIVING AIDS Having a good selection of smaller products can boost sales in your store, especially when they are strategically placed. Here you will find an array of just a few products that could tempt your customers into spending a bit more with you.

The Yuyu Bottle is the world’s first long hot water bottle.

Its unique shape gives a greater area of instant warmth across the body and is perfect for keeping warm on cold evenings. It has been cleverly designed to hold the same volume of water as a traditional bottle so you only have to fill the kettle once. Applying heat can bring relief to a range of minor ailments and the shape of the Yuyu Bottle enables you to reach areas of aches and pains more easily than with a traditional hot water bottle. Available with a range of covers including: 100% cashmere, 100% cashmere and wool blend and super soft fleeces. A number of designs are also available, designed to appeal to the young and the young at heart.

Yuyu Bottle Tel: 07900 486 518 info@yuyubottle.com www.yuyubottle.com

YUYU BOTTLE

iSHAVER

The iconic super slim body of the iShaver has been styled on popular gadgets. Encased in white high gloss, it has an ultra thin net foil for close, comfortable shaves as well as featuring floating blades and a simple on/off switch with power indicator. The razor has been styled on a very popular smartphone that you should all instantly recognise and features a white high gloss case. Ideal for those with fine motor problems, due to its easy to hold shape and one button switch.

Lifemax Tel: 01635 874323 orders@lifemaxuk.co.uk www.lifemaxuk.co.uk  www.tradepointmagazine.co.uk I 29

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daily living aids

SELF BOTTOM WIPER ACTIVE HANDS GRIPPING AID

This product ensures personal hygiene by gripping the toilet tissue firmly and releasing it cleanly. This abolishes the need to touch the tissue after wiping.

Simple to use and easy to clean, ideal for anyone who struggles with reach.

General purpose gripping aids are essential for a wide range of tasks at home, in the gym or out and about. Whether someone has had a stroke, suffered a spinal injury or has any condition which reduces hand function, these aids could unlock any number of activities: • Working out in the gym (e.g. holding free weights, using a rowing machine) • Playing on an Nintendo Wii • DIY at home (using a saw or hammer) • Holding a pool or snooker cue • Rowing or Kayaking • Gardening • Holding a glass or bottle

Active Hands Tel: 0121 247 9152 sales@activehands.com www.activehands.com

Ableworld Tel: 01743 369427 feedback@ableworld.co.uk www.ableworld.co.uk

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dailywhat’s living new aids

Z-TEC MOBILITY Colour Changing Ceramic Dehumidifying Egg

Capillary ceramic technology ideal for confined damp areas absorbs up to 80cc of moisture. To regenerate for reuse simply microwave for 10 minutes. The egg also features a colour change moisture indicator, with blue highlighting dry and pink highlighting wet. This is perfect for people who have allergies, asthma or skin conditions as germs thrive in humid conditions.

Z-Tec Mobility Tel: 01384 481111 info@z-tec.co.uk www.z-tec.co.uk

TENURA MAT Tenura anti-slip mats can be placed on any dry, flat surface to create a non-slip, heat proof area for chopping boards, mixing bowls and hot trays and pans. A clean and dry worktop is required for the mat to have a good bond. Once placed down, Tenura mats will create a strong nonslip surface which will prevent any slips or heat damage for the objects resting upon it. Tenura table mats can also be applied to the common dinner tray, preventing unwanted movement and therefore spillages.

Tenura Tel: 01254 832266 chrisb@heskins.com www.tenura.co.uk

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WHERE THE TRADE COMES TO DO BUSINESS Register for a place now at

Meet over 130 suppliers on our biggest exhibition floor yet Take advantage of the special trade deals and save ££££ See the latest innovations and product launches Choose from a packed programme of free business, sales and marketing seminars Network with industry colleagues: Trade Days unique retailers plus buyers from the co-located Pharmacy Show

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01/07/2016 12:52

case study

KARMA WHEELCHAIR TESTED TO THE LIMITS

T

Anne Croft travelled the world in Karma’s Ergo Lite Transit wheelchair, here she shares her experience

he wheelchair, an Ergo Lite Transit from wheelchair and powerchair specialist, Karma Mobility, endured a fair amount of wear and tear on the trips, from being taken up high on to a mountain path in North California to being wheeled down a stony path in Kalbarri, Australia. Yet, according to Anne, the wheelchair performed more than admirably.

She commented: “This chair has been pushed and dragged over every kind of terrain you can imagine and it has been incredible putting up with any punishment and with me in it, of course. We were always on road trips so it was hauled in and out of cars, pushed into shuttle buses, trains and hoists and it looked as good as new every time.”

From going camping in Yosemite National Park to visiting the Sydney Opera House and even taking it to the beach, Anne and Peter found the Ergo Lite Transit could take more weight than they had initially thought. “We put our smaller backpacks onto the handles and carried them through airports, along with my 75 litre backpack across my knees, and the chair just took everything we put on

it, including me!” Anne explained. “It is also exceptionally comfortable and I never have back problems, or other aches and pains when using it. I am very impressed with its flexibility, which means it moves with whatever surface it is going over, including forest paths, and for this reason, we will be taking it on our next month-long trip to the States in the winter too!”

“I AM VERY IMPRESSED WITH ITS FLEXIBILITY, WHICH MEANS IT MOVES WITH WHATEVER SURFACE IT IS GOING OVER, INCLUDING FOREST PATHS”

Anne Croft enjoying the beach in the comfort of her Karma Ergo Lite Transit wheelchir

The Ergo Lite Transit wheelchair from Karma weights an incredibly light 8.3kg (18lbs) and is one of the company’s lightest wheelchairs.

The S-Ergo seat on the wheelchair promotes pressure redistribution and helps prevent the user sliding down the seat, whilst still retaining a strong build quality. Mark Duffield, General Manager of Karma Mobility, said: “We are delighted with Anne’s positive feedback. We believe the Ergo Lite Transit is the lightest crash tested wheelchair available on the market and it has made a wonderful addition to our product portfolio. We are extremely proud of our range of wheelchairs and powerchairs, and Anne’s story just goes to show the real strength and quality of a Karma product.”

For more information or to view Karma’s product range, please visit www.karmamobility.co.uk or call 0845 6303436.

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brexit: what now

THE UK FILES FOR Adam Bernstein explores what Brexit means for businesses now

T

he electorate have spoken and in a victory for the Brexit campaign, the UK is to leave the European Union. The result is another blow for the polling profession – they got the predicted outcome wrong in the 2015 election and appear to have got it wrong again.

But what does the vote really mean?

The first point to note is that Article 50 of the Lisbon Treaty, the clause that determines how a member state leaves the EU, is not, despite Prime Minister David Cameron’s original promise, going to be triggered immediately.

Despite his resignation, Mr Cameron is trying to steady the ship – something that Mark Carney, the Governor of the Bank of England and George Osborne, the Chancellor of the Exchequer, are also trying to do. However, the markets are clearly in a panic. Consider that in the summer of 2015 the pound against the euro had risen to €1.42, but by the start of week of the vote it was down to €1.24. As the polls closed it had risen to €1.31 but once the vote result was made public it dropped through the floor to €1.22 and four days later went down to €1.19. The dollar did something similar and fell to €1.31.

The London stock market has been in just as much turmoil and had fallen more than 8% over the morning after the vote before recovering to only being 4% down – again, something not seen since the collapse of Lehman Brothers in 2008, the precursor to the last recession. Other global markets have followed suit – Italy was down 11%, Germany fell 7.5% and France had lost 9%.

The immediate question is - what now?

UK law, at least which based on EU legislation, isn’t going to change overnight and in many cases will mirror whatever Brussels passes.

Why? Because if the UK is to trade with Europe we’ll have to comply with their rules. In other domestic matters, such as health and safety and employment law, the former follows much which is common-sense and with regard to the latter, it would take a very brave government to repeal legislation that gives workers’ rights.

What will be interesting to see is how, post exit, how UK firms do in recruiting staff commentary from consultants KPMG suggests that engineering firms could see new hurdles when recruiting skilled workers? And what of movement of monies? Will the UK stay part of Single Euro Payments Area, the system for simplifying cross border euro bank transfers?

While we are not part of the Eurozone, many firms will have euro accounts.

There will be issues with the free movement of goods, capital and people. Firms buying or selling in Europe may well find that tariffs and controls are imposed adding expense and time when moving products around. The flipside is that the UK will be free to negotiate its own trade deals with non-EU countries and it’s arguable that with much manufacturing done in East Asia Brexit could be something positive.

Until the pound recovers, the cost of imports will rise and exporters should be able to capitalise on their position of being more competitive. Many commentators believe that the end result of a weak pound, however, is going to be rising inflation which in turn will place extra pressures on businesses already struggling to cope with rising competition.

One serious concern is the cost of oil, priced in dollars and the Petrol Retailers Association thinks the price of fuel will rise because of the vote despite a fall in the price of Brent Crude oil.

While the Bank of England is not going to make any knee-jerk reaction changes and Mr Carney was very calm when he addressed the cameras, the reality is that he said that the bank would take “all necessary steps” to support the financial system. Clearly the bank will have already drawn up contingency plans which includes deploying up to £250bn to support the pound and quite possibly altering interest rates – some suggest that rates could rise to make the pound more investable while others are suggesting that rates could fall to zero (from 0.5%) to shore up the UK economy. The effect of this will clearly depend on whether you’re a saver or borrower. To be fair, interest rates were due to rise late in 2015 but were kept on hold

due to other economic concerns. Even so, it will be a shock to the system when they do rise.

Leaving the EU – and the run up to the event – could bring more misery. As noted, the stock markets have fallen and the banks and the housebuilders in particular have seen their shares hit badly – at the time of writing Bovis Homes shares were down 50%, Taylor Wimpey were down one third and Persimmon had fallen 27.5%. Could this be a forecast of the end of the housing boom? Could homeowners and consumers start to feel a chill? After all, rising prices gives homeowners the feeling of wealth.

Investments in shares depend on profits so those investing in exporters should do well. But by extension, others may well, depending on business sector, perform less favourably as the falls in the stock market have proven. This will undoubtedly affect those with pensions, ISA’s and other forms of stock based investment.

And if the Bank of England steps into helping the economy with more quantative easing (in essence, ‘printing’ electronic money) it’ll adversely affect bond rates which, among things, will lower annuity rates for pensioners.

And what is likely to happen to taxation? While some are suggesting that elements of taxation could fall because of the end of being a net contributor to the EU’s coffers and the removal of the requirement to have a minimum rate of VAT (15% for standard rated items, 5% on domestic fuel), others including the Institute of Fiscal Studies believe that the government’s austerity programme could be extended.

Could the vote lead to a further political breakup? Possibly. Politicians in other member states are calling for a vote – Marine Le Pen in France, Mateo Salvini in Italy and Geert Wilders in the Netherlands. And then, of course, Scotland’s First Minister is now calling for another independence vote and there were calls from Sinn Fein for a vote on Northern Ireland’s status. This could affect economic stability.

One thing is clear, we are now slowly walking towards a brave new world.

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brexit: what now

DIVORCE

“Firms buying or selling in Europe may well find that tariffs and controls are imposed”

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30/06/2016 21:57

IVANHOE HALF PAGE ADVERT 2014 V1_Layout 1 15/10/2015 12:08 Page 1

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01/07/2016 12:50

employee pensions

THE NEW PENSION

LANDSCAPE We explore what auto-enrolment pensions mean for you and your business

By Adam Bernstein

F

our years ago, this October, the starting gun was fired on a workplace pension revolution.

Known as auto-enrolment, its aim is to ensure we all have enough income to live on when we get old. The early signs are encouraging, but we won’t truly know how successful it has been for many years to come, but one thing is certain, the pensions landscape is now very different.

A NEW DAWN

Auto-enrolment provides a starting point for retirement preparation as employers enrol their eligible staff into a company pension and contribute to it. As Nathan Long, a senior pension analyst at Hargreaves Lansdown, notes, eligible staff are aged between 22 and State Pension Age earning the equivalent of £10,000 a year or more: “The contributions start low

(just 2% in total with at least 1% from the employer) but reach a total of 8% by 2019 (of which at least 3% must come from the employer). Employees can opt out but not before they are enrolled.” Long makes the point that while auto-enrolment started with the largest employers, the continued roll out means small employers must also tackle workplace pensions – small firms are not exempt.  www.tradepointmagazine.co.uk I 37

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employee pensions

“The first step,” says Long, “is for employers to find out when they must comply, as failure to do so can lead to fines of £50 to £10,000 per day.” He adds that employers can find out their start date by visiting the Pension Regulator’s website (www.thepensionsregulator.gov.uk) armed with their payroll reference number.

It’s important to remember that employer responsibilities don’t stop once an autoenrolment scheme is up and running as there are several on-going requirements including enrolling staff as they become eligible; paying sufficient contributions; certifying at least every 18 months that the employer has met their auto-enrolment responsibilities; and re-enrolling all staff every three years (with an opt out for those that want it).

But as well as this, employers must be aware of any legislative changes. Long says that recent tinkering so far has reduced the burden on employers, including pushing back the two increases in minimum contributions by six months. These will now occur in April

“EMPLOYER RESPONSIBILITIES DON’T STOP ONCE AN AUTO-ENROLMENT SCHEME IS UP AND RUNNING AS THERE ARE SEVERAL ONGOING REQUIREMENTS INCLUDING ENROLLING STAFF AS THEY BECOME ELIGIBLE”

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employee pensions

2018 (increasing to 5% with a minimum of 2% from the employer) and 2019 (increasing to 8%, with 3% required by the employer) – they could rise further.

THE NEED TO SAVE

Moving on, most should know that saving for retirement is vital, the new State Pension of £155.65 per week is simply not enough for people to live on.

Just how much income is needed is a tricky question to answer and Long suggests that somewhere between half and two thirds of pre-retirement earnings should be enough for most. To get to this point does require time says Long: “Contributing 15% of pay (including any employer contributions) over an entire working life should leave most people well placed when retirement comes.”

OPTIONS FOR EMPLOYERS

The number of workplace pension providers is huge, but there are two main types; Group Personal Pensions (including Group SIPPs) and Master Trusts. As a result of auto-enrolment there has been an explosion in the number of small Master Trusts and question marks exist around the security of some of them. As such, Long says it is important for employers to be confident that their choice of pension will be around for the long haul.

An alternative is NEST (National Employers Savings Trust), a pension scheme introduced by the government, with a duty to accept any employer. Whichever route is followed, employers should ensure they understand all the costs, as some providers will charge a scheme-set-up fee.

MORE CHANGES

Apart from auto-enrolment there have been two further pension changes introduced. The first, from April 2016, is a New State Pension of around £8,000 per year. The old Basic State Pension paid around £6,000 every year, but people could receive more depending on how much National Insurance they had paid. Long reckons that under the New State Pension, lower earners could be better off and some higher earners may be worse off. He recommends that anyone approaching retirement should contact the Department for

Work and Pensions for a personal projection (www.gov.uk/check-state-pension).

The second change gave people more freedom when accessing their pension – the Lamborghini option as a government minister noted, resulting in four main options - turn accrued pension savings into a guaranteed income for life (an annuity); remain invested, drawing down from the pension when needed (income drawdown); take the whole pension as cash; or a combination of these options.

Long says that when the new flexibility was introduced in April 2015 there was an initial rush to take small pension pots out as cash - taking larger pots as a one-off lump sum was less attractive. Long gives the reason Why: “Whilst 25% of the pension fund can be withdrawn tax free, the remainder is taxed as income which can often be penal.”

ANNUITIES LIVE ON

Low interest rates and a natural tendency for people to underestimate how long they will live (annuities stop paying out in the event of death) had made annuities unpopular with retirees, many of whom felt it was their only option. But annuities still have a big role to play in providing retirement income. Whilst people are capable of managing their own affairs and remaining invested, it isn’t right for everyone. Many people at retirement are giving up the security of a salary, and crave the certainty an annuity provides. Staying invested can look attractive when passing monies to beneficiaries in the event of death, but there is also the danger of running out of money, a problem that simply doesn’t exist with an annuity.

A solution for many will be to split up their pension fund. Part can be used to buy an annuity to cover the essential spending needs, whilst the remainder can be invested to provide any discretionary spending. This freedom, alongside the abolition of a company default retirement age, looks set to accelerate the shift towards semi-retirement. This is where people work reduced hours whilst drawing from their pension to supplement their earnings.

Research has shown that 58% of employers are anticipating an increase in part-time working amongst older staff.

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interview

PATTERSON MEDICAL WELCOMES NEW UK SALES DIRECTOR Chris Rogers has been welcomed to Patterson Medical as their new UK Sales Director, bringing more than 20 years of experience in the pharmaceutical and medical device arena as well as a successful record of leading sales teams. We caught up with Chris to find out a bit about his beginnings, and what he hopes to bring to the Patterson Medical team What is your career background?

Prior to joining Patterson, I was Business Unit Manager at Halyard Health, a spin-off from Kimberly Clark. I have 20 years experience of managing healthcare businesses, with the likes of Kimberly Clark and Medtronic.

Prior to that I spent about 10 years managing pharmaceutical sales businesses in the UK. I also have experience in managing distributor teams across Europe, so I have a wealth of medical device experience. For Patterson that is crucial, based on where we want to take our business moving forward, which is gaining a key understanding of how we maximise our medical portfolio and our retail portfolio to provide the best service to our customers.

What appealed to you about the role with Patterson Medical?

I think for me there’s two things. The opportunity is more around where Patterson wants to go in the future. Taking the organisation into 2016 and beyond, there’s a huge opportunity for me to shape, not only the way that our sales teams operate, but also link into the rest of the business. We need to become more engaged and better connected with our customers and continue to provide

that fantastic level of service that we currently offer.

We will also look at ways in which we can continually improve that customer service, whether that’s providing products to wholesalers and retail customers or whether that’s dealing with a clinician in a hospital. There’s a real opportunity for me to shape that and to take that forward, which really attracted me to the role.

The other big thing for me is that Patterson is one of the largest players in the marketplace. Operating within the rehabilitation market, Patterson is one of the key players and that offered a very attractive opportunity; to join an organisation that wants to be very forward thinking and also wants to take the business to the next level. It’s a really exciting position for me to take on.

What do you believe you will bring to the company?

I have extensive experience within the medical device and healthcare marketplace, so I’ve managed teams and, in particular, customer facing teams within a hospital setting.

For the business, one of the key priorities is really to own, within our portfolio, that hospital space, so I think I’ll bring a huge amount of knowledge and experience of how

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interview

the NHS operates and how we, as an organisation, need to work with the NHS. Not only at stakeholder level, but also around what tertiary care teaching centres need, from a supplier, but also from a budget management perspective. So understanding this is potentially a huge advantage to the business.

Also, I have a wealth of knowledge of what we need to do within the organisation to elevate us to the next level; how do we need to be set up as a business, are we focused on the right customers, are we speaking the right language, do we have the right tools in place, are we engaging at the right level, not only with our retail customers but also with our pharmacy customers who buy from an NHS perspective as well as the other channels that we deal with.

I think there’s a lot there that I can add to take the business forward in terms of sales function, whilst continuing to provide high levels of customer service, with an excellent product portfolio that ultimately satisfies the needs of our customers, wherever they sit.

What are your initial goals for Patterson Medical?

I’ve only been here for eight weeks, so my plan at the moment is to implicitly understand what’s happening out there in the field. I’m spending a lot of time with the sales team in the field, talking to customers, meeting customers, understanding some of those challenges and gaining a real sense of whether there is anything we can do to improve the customer experience.

So, there is a lot of understanding at the moment, a lot of asking the ‘why’ question and a lot of trying to understand ‘is that the right way to do something?’ Trying to understand the culture of the organisation as well as trying to understand what the opportunities are for us to get more focused, to get more synergistic, all takes a little bit of time.

For the business one of the key priorities is really to own, within our portfolio, that hospital space, so I think I’ll bring this huge amount of knowledge and experience of how the NHS operates

Eight weeks in is fairly short in my tenure, but my key areas of focus are going to be around having the right communication messages going out to our customers, ensuring we are providing the right levels of service and providing products that our customers really want. Essentially, just getting to grips with that jigsaw so that I can start to embed some potential changes within our business as quickly as possible.

For more information on Patterson Medical please visit www.pattersonmedical.co.uk.

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retailer

A RETAILER WITH A

DIFFERENCE Repose is a specialist in seating solutions and one of their retailers runs a mobility shop as a charity in St. Helens. Here, we find out more...

R

epose retailer St. Helens Independent Living Services is different to most mobility shops in the UK. It is run as a charity with the long term aim of helping people with Asperger’s syndrome and autism get back to work in their local community and beyond.

The company was founded in 2011 from the amalgamation of three long established charities; Disability Advice St Helens, Shopmobility St Helens and St Helens & District Access Group. “As a charity we are always looking to stock high quality equipment which offers value for money and I believe the range of adjustable chairs from Repose fits this criteria perfectly. A key part of us choosing to work with Repose was that they are a family business and we love the hands-on approach that the owners, in particular Lisa Wardley, take with the company. Her enthusiasm and knowledge is mirrored across all the staff at Repose which makes them incredibly accessible and communicative. Their level of customer service has been second to none and this is

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retailer [Below] Luke Schofield started as a volunteer at St Helens Independent Living Services and is now an employee

due to the training and support he received, as well as his obvious talents and dedication, Luke is now not only employed by Andrew but also works three days a week at Morrison’s as a checkout clerk best shown by both Ben Westcott and Julie Underhill, who we deal with on a weekly basis,” commented Development Manager Andrew Woods.

At its core, St Helens Independent Living Services’ aim is to support people and help them to improve their lives, whether this is through supporting them to make informed choices or to obtain essential equipment which aids their daily independent living. The charity’s trustees, staff and volunteers are all hand-picked for their altruistic approach to running services which they put above everything else.

The charity is run by a small team and operated on a family camaraderie basis with six paid employees and ten permanent volunteers. They also have a roster of casual volunteers who assist during peak

demand or when new projects are being set up. Andrew places a strong emphasis on employing people with disabilities or long term health conditions and has a tremendous track record of the volunteers becoming employed by the charity or going on to gain employment elsewhere, due to their development within the organisation.

A great example of this is Luke Schofield.

Luke started volunteering with St Helens Independent Living Services six years ago and at the beginning, he would not answer the telephone or speak to customers. He was also very reserved when dealing with transactions. However, due to the training and support he received, as well as his obvious talents and dedication, Luke is now not only employed by Andrew but also works three days a week at Morrison’s as a checkout clerk and is also a safety

steward at St Helens RLFC. Luke is one of the founding volunteers of the charity’s trading department and everyone is extremely proud of his achievements.

Repose is a family run business, with over 100 years of combined experience in designing innovative seating solutions that deliver quality and comfort for the home, health and care markets. Working in partnership with healthcare professionals and through intensive research and development, Repose continues to refine its seating solutions to conform to the rigorous standards of the UK healthcare market.

For more information on the full range of bespoke adjustable furniture available from Repose or to find your nearest retailer call 0844 7766001, email info@reposefurniture.co.uk or visit www.reposefurniture.co.uk.

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what’s new

WHAT’S NEW SIMPLE STUFF WORKS The award-winning Supine Stabiliser is a leg support system which has been designed for any child who requires additional support to keep a neutral, supine position for long periods of time. Manufactured using a unique fibre that ensures sweat wicks away from the body, the Stabiliser prevents both internal and external rotation and supports the hips in a neutral position. The Stabiliser is worn above the knees, across the thighs and can be used on its own or in conjunction with additional support.

Available in five sizes, from infant to adult, the Stabiliser comes in a choice of three colours. It is entirely washable and simple to use, making it one of the most popular support options within the portfolio of solutions available from Simple Stuff Works.

A comprehensive range of sizes are available but a free no obligation assessment is strongly recommended.

For more information on the full range of postural solutions and training courses available contact:

Simple Stuff Works Tel: 01827 307 870 admin@simplestuffworks.co.uk www.simplestuffworks.co.uk

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what’s new

THE MELROSE The Melrose offers a unique combination of tilt in space and independently controlled back recline and leg elevation. This enables carers to constantly adjust the users’ position to relieve pressure and provide continuous comfort throughout the day.

Features of the Melrose include three positional adjustments, a variety of back comfort supports and a choice of pressure cushions with the sizes being easily adaptable to each users’ personal requirements. The seat width can be adjusted by removing and interchanging the arm pads to fit the seat to the user and there is a fully-adjustable seat depth for self alteration.

Currently being used by the NHS, large care home groups and hospices, the Melrose is available in a wide and varied selection of colours and fabric designs.

For more information on the full range of adjustable furniture available and potential retailer opportunities contact:

Repose Tel: 0844 7766001 info@reposefurniture.co.uk www.reposefurniture.co.uk

Contact Panova Lifts for more information:

Panova

PANOVA LIFTS

Panova Lifts manufacture a novel platform lift for wheelchair access up short sets of steps and it is proving popular with homeowners, occupational therapists and architects alike.

Discreetly concealed in the floor when not being used, the Panova Lift will safely and quickly carry a wheelchair user over a set of steps up to 1m high. Its compact nature

Tel: 01482 480710 www.panova.biz

means it can be installed in places where wall-mounted platform stair lifts won’t fit. It is also an excellent choice as an alternative to a long ramp.

It can be installed indoors or outdoors and is available in a wide range of sizes and finishes to suit. The floor covering of the platform can be anything the customer wishes, from tiles, to carpet, to flagstones or artificial grass.

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30/06/2016 22:31

The Amazing Space Rack

SaleS agentS required - all areaS

· Will fit all standard “Flange type” tow bars. · All aluminium construction Only 16 kilos. · Powder coated finish · Available in Black or White finish · No tools required for fitting or removal. · Folds in half for easy boot storage. · Extra discount for stockists. · Will carry scooters up to 90 kilos depending on vehicle. · Comes complete with full lighting. · Recommended retail price £699.00 Inc VAT. Or sell VAT free £599.00 · Stockist trade price £399.00 plus VAT. · £200.00 Profit per rack

For sales enquiries please ring 01935 479453 / 07788 724616 or email sales@space-rack.com

ad_pages_jul_aug_16.indd 10

Tel: 01482 480710 www.panova.biz mail@panova.biz

Introducing the latest Wheelchair Lift concept:

the Panova

Hidden within a pit at the foot of the steps when not in use Suitable for any set of steps, up to 1m rise Discreet and unobtrusive, it is finished to suit your décor Available for use outdoors or indoors

We also supply all other types of Platform Lift Contact us for more information

01/07/2016 12:49

what’s new

NEW ‘SIMPLY SMART’ POWERCHAIR CONTROLS

INVACARE

The new Invacare LiNX control system will set a new standard in powerchair drive experience for your clients. No two people are the same, rarely are their journeys the same, and powerchair configurations can vary. Intelligent and innovative technology within the new LiNX control system recognises and accounts for this.

The result is a consistent and high performance drive that will help build confidence.

Utilising Bluetooth technology, LiNX can be programmed extremely quickly and wirelessly.

Parameters can be tweaked subtly or adjusted radically to ensure each individual has the suitable drive function settings to suit them, their powerchair and their environment – all in real time while the client drives the chair.

A low force joystick, improved hold on slopes and a more accurate drive at low speed all help ensure your clients are confident and in control at all times.

Discover more at

www.invacarelinx.com

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01/07/2016 13:31

new service

FUSS FREE PHONES

PARTNERS WITH RNIB TO HELP BLIND PEOPLE STAY CONNECTED Sight loss charity, RNIB, has partnered with Fuss Free Phones to offer a service that enables blind or partially sighted people to easily place and receive calls, send and receive text messages and use the internet

F

uss Free Phones, the UK’s only personal mobile phone service, has announced a partnership with RNIB (Royal National Institute of Blind People), the UK’s leading sight loss charity. Together, they will provide a mobile phone handset and service that offers independence for people with sensory loss.

Fuss Free Phones is the only personal mobile phone company offering a combined handset and friendly human telephonist service to help people with sight loss stay in touch and enjoy all the benefits of a mobile phone. Users can press the big button on the fuss-free handset to speak to a friendly local telephonist who manages customers’ phone books, places calls, filters incoming calls, sends and reads text messages and finds information on the internet.

“As traditional phones become more technically developed, they can become less user friendly for sensory impaired people.

For example, Siri is a great innovation but is hard to use for people who are both elderly and experiencing sight loss,” said Simon

By managing a call list for all customers, Fuss Free Phones’ telephonists ensure only genuine calls are put through and unwanted calls and texts are blocked, mitigating nuisance calls.

Rockman, founder at Fuss Free Phones.

“We are thrilled to be working with RNIB to help blind and partially sighted people communicate using all the same channels that fully sighted people do.”

Graham Barry, Senior Product Manager at RNIB, said: “We are excited that our customers are now able to buy one of our most popular mobile phones, Doro 612 PhoneEasy, loaded with the Fuss Free Phones telephonist service. Fuss Free Phones serves as a personal concierge service and you can also opt to only receive calls from the numbers on your list. We hope this new product will help people feel more confident in using their mobile phones.”

“Before I had Fuss Free Phones I had to use my own directory. Because I couldn’t see properly, a friend gave me an enormous magnifying glass. This worked well for a while but as my eyesight deteriorated I needed a different way to contact people,” said Mary Beskeen, a Fuss Free Phones customer. “Now, all I have to do is pick up the phone, tell the telephonist who I want to speak with and be put through. Now I have over 200 people in my contact list and getting through to them is so easy.”

RNIB customers can order a Fuss Free Phones handset and SIM card through the RNIB online shop, by calling RNIB Helpline on 0303 123 9999 and through RNIB’s eleven resource centres across the UK. For more informationy you can also visit www.fussfreephones.com.

48 I www.tradepointmagazine.co.uk

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30/06/2016 16:40

The Rascal Rialto D4 141215 FINAL PR.pdf 1 14/12/2015 15:47:06

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01/07/2016 12:48

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