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TradePoint

MAGAZINE

ISSUE 15 NOVEMBER/DECEMBER 2016

KEEPING YOU CONNECTED

Making the most of the festive season

TRADE DAYS 2016 WORKFORCE INCENTIVISING MOTIVATION YOUR STAFF 01_Cover.indd 1

INSIDE THIS YEAR’S EVENT

REVALUATION 2017 Understanding the new business rates

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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

H

Welcome to TradePoint Magazine

alloween is over, the spooky decorations and kids overdosed on sugar have all been stored away for another year (the decorations, not the children), the fireworks displays have faded and for retailers up and down the country it is now time to embrace the festive season.

It may feel like it is earlier and earlier each year that Christmas lights and themes start appearing in households and shops, and the reality is that is probably true. No matter how you feel about it, the festive season is a time that can be monopolised by retailers, if you play your cards right.

On page 30, Ben Westcott, Northern Area Sales Manager, Repose Furniture, offers his advice on how to make the most of the festive period. It’s not just about throwing up some old decorations, there are press opportunities to be taken advantage of and tricks that will keep customers in your store for longer, which will hopefully encourage more sales.

Ros Tulloch Editor

Staff incentivisation is another area we have focused on in this issue. The importance of keeping a happy workforce has been proven to increase productivity by 12%, so by investing a little more in your staff you could be increasing your profit margins. See page 14 for some ideas on how to motivate your team. Christmas could be a great time to start by offering a Christmas gift or bonus to the highest sales person or to the employee who has offered outstanding customer service.

We also take a look at the change in business rates that are coming into effect next year and we have a round-up of 2016’s Trade Days exhibition. As well as this, you will find plenty of product ideas to add to your range and we keep you up-to-date with all the latest industry news.

Follow us on Twitter @TradePoint_Mag

This will be my last issue of TradePoint for a while as I will be going off on maternity leave in December. I am leaving you in the very capable hands of my colleague Lisa Mitchell, who will be on hand for any editorial queries at lisa@2apublishing.co.uk. So, if you have any industry news, are celebrating any milestones or launching any new products, please don’t hesitate to contact her.

Wishing you all a very merry Christmas and happy New Year when it comes.

WELCOME The Team

Sales Allan Fleming Editor Andy Singh Rosalind Tulloch Robin Wilson Designer Marketing Assistant Stephen Sophie Scott Flanagan Contributors Lisa Mitchell Colette Carr Niki Tennant Adam Bernstein Member of Ben Westcott PPA Scotland

November/December 2016

A

Innovation not Imitation

PUBLISHING

Contact details

Caledonia House, Evanton Drive Thornliebank Industrial Estate Glasgow G46 8JT T. 0141 465 2960 F. 0141 258 7783 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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contents

CONTENTS November/December 2016

07 Industry News

All the latest from the independent living sector

14 Employee Incentives

Get the most out of your staff by motivating them in the right ways

24 Meet the Manufacturer

Adjustable bed and chair giants, Furmanac, talk about their 48 years in the industry

27 60 Second Interview

We take a minute to talk to Mark Robinson, Managing Director of Panova Lifts

30 Making the Most of the Festive Season

Ben Westcott from Repose Furniture advises you through the Christmas period

37 Naidex 2017

We find out more about what Naidex has in store for the trade

38 Trade Days Review

FEATURED PRODUCTS

The latest products to enter the marketplace

Revisiting the success of this year’s Trade Days event

41 All Change on Business Rates

Richard New explains the upcoming 2017 revaluation

34 45

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industry news

INDUSTRYNEWS MOBILITY NETWORKS SUCCESSFULLY LAUNCH NORTH AMERICAN OPERATIONS

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reliability and performance. To support provision of this innovative equipment to the rest of the US market, an additional office is opening in New York. This office along with the Toronto facilities will be led by brothers Angelo, Angelo M and Domenic D’Urso.

Mobility Networks North American (MNNA) is the latest worldwide branch to be set up to deliver a ‘one-stop-shop’ service for bus and coach builders, vehicle convertors, fleet operators and domestic drivers looking for the best wheelchair access solutions from around the world.

The D’Urso family already has an outstanding and established reputation in North America.

They have worked in the bus sector for over two decades and have first-hand experience of disability with a close relative using a wheelchair and regularly support disabled children’s charities – hence a complete understanding of disabled passenger needs.

For the first time, US bus and coach builders will have access to Mobility Networks solutions that deliver utmost quality,

Vehicle builders will have access to a range of world-class Mobility Networks products including the Access™ UQ cassette lift

obility Networks, a world-leader in accessible wheelchair lifts and ramps for buses, coaches and other adapted vehicles, has opened new offices in New York and Toronto to introduce its latest solutions to the North American market.

[LEFT]: The three new partners responsible for managing Mobility Networks North America.

From left to right: Angelo, Angelo M and Domenic D’Urso.

which offers world-leading weight savings and lifting capacities. All Access™ lifts from Mobility Networks encompass precision engineering at the forefront of innovation and safety. New products from the Flexi range will also be launched into the US market, including the FlexisRamp, FlexiRail flooring system and FlexiWinch. Products from CarOil in Italy, another respected Mobility Networks manufacturer, will also be introduced, namely the inboard vertical split platform lift, Traxx lift and cassette ramp. All branded Mobility Networks, these products offer a new choice for the American market – competitively priced and built to deliver unsurpassed performance. www.mobilitynetworksgroup.com  www.tradepointmagazine.co.uk I 7

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industry news

PRIDE TRAINING DAYS The Pride Mobility two-day intensive training course is for ‘Authorised Pride Distributors’ only.

The course features an introduction to all of their exclusive range and basic operating instructions. The course is held at their operating base - 32 Wedgwood Road, Bicester, Oxon, OX26 4UL. If you would like to find out more information, then contact your local Area Sales Manager, or contact Pride sales.

DATES: • Wednesday 22nd & Thursday 23rd February • Wednesday 19th & Thursday 20th April • Wednesday 21st & Thursday 22nd June A deposit of £50 is required for each delegate attending the Pride training. This will be returned to you once the specific training has been attended.

Contact Pride Mobility Products today to book your place on 01869 324600 or email service@pride-mobility.co.uk.

AUTUMN UK GO NATIONAL Autumn UK (part of the Fabricon Group) has announced that a long-standing formal relationship with one of the UK’s leading shower and wet room suppliers will end.

Autumn UK (Fabricon Group) have been transforming the quality of life and rejuvenating customers’ independence for over 26 years. Their focus is producing high-quality products which are innovative, modern and stylish – making people’s homes more enjoyable and flexible.

These products are now available under Fabricon’s own brand ‘Autumn UK’ and customers who appreciate the design features and proven qualities of the Autumn UK shower screen are now able to purchase directly from them.

Autumn UK’s National Sales and Marketing Manager Damien McKeaveney outlined the benefits of this development to specifiers and contractors alike: “We see this development as a real positive for those who want to buy the highest quality screens competitively. Autumn UK offer improved service levels and a same/next day delivery service as standard alongside a full range of associated adapted bathroom products to meet the needs of all our customers.

“Autumn UK will also engage more directly with contractors and specifiers to ensure the products we manufacture continue to meet and exceed expectations.”

To contact Autumn UK call 0161 331 3000, email sales@autumnuk.co.uk or visit www.autumnuk.co.uk.

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industry news

CLEVERSTIX ANNOUNCE NEW PARTNERSHIP CleverstiX have announced a new partnership with the highly regarded catering and restaurant supplier SushiSushi.

The Yorkshire-based wholesaler is the leading provider of catering supplies for East Asian cuisines in the UK. The move will significantly increase CleverstiX’s brand awareness and therefore represents a significant boost for existing CleverstiX stockists in the Homewares and Nursery retail sectors.

The collaboration follows the success of CleverstiX kids training chopsticks being supplied directly to both take-away outlets and dine-in restaurants. The expansion to national distribution comes after existing take-away stockists reported significant additional revenues from simply having CleverstiX on counter display – thanks to novelty and impulse purchases from customers, parents in particular, when

picking up their orders.

Meanwhile, eat-in establishments experienced a distinct increase in the number of family diners – mainly attributed to children wanting to return to eat at the place where they “get to use the StiX!” This is largely due to CleverstiX addressing a common scenario where children are typically eager in their anticipation of getting to use chopsticks when they visit an East Asian restaurant, only to suffer immense disappointment when their attempts fail, with a ‘boring’ fork eventually being brought out, much to their disappointment.

The award-winning CleverstiX design is very different to other ‘training chopsticks’, kids instead have a huge amount of fun thanks to finger and thumb rings allowing full control of opening and closing movements without the ‘spring-back’. www.cleverstix.com

INTERNATIONAL SUCCESS FOR SIMPLE STUFF WORKS Rehacare was a resounding success for the team at Simple Stuff Works as Managing Director Anna Waugh explained: “We have experienced considerable growth over recent years and the next phase of this development is to increase our overseas distributor network. Rehacare was a fantastic platform for this and over the four days we were able to engage with a high level of new contacts who we’ll be liaising with over the

coming weeks and months with a view to signing distributor agreements. It was also great to meet up with many of our existing retailers and have the opportunity to see some of the latest product developments within our industry.”

The next event in the diary for Anna and the team is The OT Show where the company will be launching its revolutionary new stabiliser system.

As part of its ongoing expansion, Simple Stuff Works is also delighted to announce the appointment of Simone McCarthy to the role of Senior Training Officer.

In her new role, Simone will be responsible for the administration and development of the company’s accredited training provision.

Simone will also be supporting Simple Stuff Works’ team of trainers with access to material, advice and administrative support.

Simone brings with her a wealth of experience in the disability and independent living sectors having spent 11 years as a physical disabilities co-ordinator at a mainstream high school where she was involved in supporting children with varying levels of disabilities. “I am very excited about joining Simple Stuff Works. The solutions they provide make a huge difference to the lives of so many people and I cannot wait to start working with Sarah, Anna and the rest of the team,” commented Simone.

For more information on the full range of therapeutic positioning solutions and training available from Simple Stuff Works call 01827 307 870, email admin@simplestuffworks.co.uk or visit www.simplestuffworks.co.uk.

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industry news

HEALTHCARE ENTREPRENEUR LAUNCHES SPECIALIST CARE EQUIPMENT WEBSITE

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ealthcare entrepreneur, David Lynch, has launched a new online venture called Green Trousers, which he hopes will revolutionise how people with disabilities can live a fuller life.

North-east based Green Trousers will provide a unique one-stop-shop for specialist care equipment, information and advice for disabled and elderly people.

Named after the green coloured trousers worn by occupational therapists, www.greentrousers. com will offer many product ranges, including moving and handling, showering and aids to help with daily living.

The site is aimed at organisations working with or caring for people with disabilities, including hotels, leisure centres, charities, care homes,

hospices, private hospitals and housing associations, as well as directly to disabled people, their families and carers.

A first of its kind in the industry, the e-commerce platform will offer a specialist live chat advice service from experienced product and clinical advisors. A blog area will also offer an online hub for detailed product information and lifestyle tips.

The company will be stocking specialist products exclusive to Green Trousers, including the new ‘Klip 2 Lift’ range of hoisting clothing; a brand new innovative product developed

by Jo Webb of Salford University, who is an occupational therapist with 28 years’ experience of working within physical

rehabilitation.

Green Trousers is the brainchild of David Lynch of The Lynch Healthcare Group, an award-winning manufacturer and supplier of disability equipment to the public sector.

David said: “We have been manufacturing and selling specialist equipment for over seven years at Lynch Healthcare in the north-east and have built up a really experienced and knowledgeable team.

“We were getting a lot of enquiries from organisations such as hotels or gyms who want to cater for disabled people to offer the best possible experience to their guests.

“So we knew we needed to open up the market via an online hub where people can come, not just to buy equipment, but also get advice, talk to our experts and know they are getting the support they need. The Green Trousers site is designed to act like a virtual personal occupational therapist, providing the same guidance, advice and support - just over the internet.”

For more information visit www.greentrousers.com

MOBILITY ROADSHOW 2017 DATES AND NEW ORGANISING TEAM ANNOUNCED Mobility Choice, the charity responsible for the Mobility Roadshow, is delighted to announce the dates and venue for the 2017 UK show. The Mobility Roadshow 2017 will take place at NAEC Stoneleigh, Warwickshire on 1-3 June 2017.

The Mobility Roadshow is Europe’s largest test-drive and independent mobility event.

The venue has undergone considerable investment in improved infrastructure since the Roadshow was last hosted there in 2008, providing excellent facilities and exciting opportunities for the event to expand and develop. All the traditional features of the show will be included, notably the opportunity to test drive adapted and specialist vehicles on the showground site and perimeter roads.

There will also be a wide range of European exhibitors specialising in products and

services to help maintain independent mobility for people with disabilities of all ages and hands-on demonstrations and advice for older drivers too.

Mobility Choice is also delighted to announce it has appointed the awardwinning events agency, Goose Live Events, to manage the Mobility Roadshow on behalf of the charity in 2017. Goose Live Events has extensive experience in public and corporate events, notably in the motoring sector, including the Silverstone Classic, the Regent Street Motor Show and London to Brighton Veteran Car Run. For Mobility Roadshow 2017 exhibitor and sponsorship opportunities contact Goose Live Events on 01483 524430 or email mobilityroadshow@goose.co.uk. Visit www.mobilityroadshow.co.uk for more information.

10 I www.tradepointmagazine.co.uk

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industry news

ASTOR BANNERMAN APPOINTS NEW SPECIALIST PRODUCT ADVISOR As part of its ongoing expansion, Astor Bannerman is delighted to announce the appointment of Dominique Higgins to the role of Specialist Product Advisor who will be responsible for London and the M25 area.

In her new role, Dominique will be advising and demonstrating the range of Astor Bannerman specialist adjustable baths, changing tables and hoists to occupational therapists and their clients. “I am very excited about joining Astor Bannerman. The range of bathing and hoisting solutions are just fantastic and it’s easy to see how they make a real difference to the lives of the user, their family and carers. Increasing people’s independence and helping them to overcome common barriers has always been a passion and focus in most of the jobs I have done in the past,” commented Dominique.

Prior to joining Astor Bannerman, Dominque worked as a rehabilitation therapist for the NHS which involved designing exercise programmes and helping patients adapt to living back at home after a lengthy hospital stay. Dominique has also worked as a technical instructor for paraplegics so has an in-depth knowledge of the requirements of those people with reduced mobility.

“Dominque brings a wealth of knowledge and experience gained from her previous roles and I know this will be of huge benefit to the many OTs and clients she will be dealing with on a daily basis,” commented Sales Director Anthony Kilgarriff.

For more information on the full range of bathing, changing and hoisting solutions available, call 01242 820820, email sales@ astorbannerman. co.uk or visit www. astorbannerman.co.uk/ info

SIMPLE STUFF WORKS SUPPORT ST GILES HOSPICE As part of its ongoing support for St. Giles Hospice in Lichfield, the team at Simple Stuff Works recently spent a day volunteering to help the staff and residents.

“St. Giles Hospice is a fantastic organisation staffed by some truly amazing people.

Several members of staff here at Simple Stuff Works have experienced the outstanding work they do first hand when their loved ones have been cared for there,” explained Managing Director, Anna Waugh.

During the day the volunteers undertook a number of tasks including gardening, stock taking and helping clear up after a charity bike ride which took place over the weekend This is not the first time Simple Stuff Works

TGA CELEBRATES NEW STRONGBACK WHEELCHAIR SUCCESS WITH EUROPEAN DISTRIBUTOR AT REHACARE 2016

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industry news

“Hospices around the UK provide an invaluable service to people...” has supported St. Giles Hospice which receives only a third of its funding from the government. The company holds regular bake sales throughout the year to help raise much needed funds and, in October, Anna and several colleagues took part in a 5km mud run.

“Hospices around the UK provide an invaluable service to people approaching end of life along with their family and friends and I would urge other organisations to consider supporting their local hospice. You only have to give up a few hours of your time but it really can make a difference and we all have great fun,” concluded Anna. www.simplestuffworks.co.uk

Senior members from TGA Mobility have attended Rehacare 2016 to support Preston Ability, TGA’s Dutch distributor, as sales of the new StrongBack wheelchair continue to grow at pace across the UK and Europe.

The new TGA StrongBack wheelchair was successfully launched at Naidex this year and was recently showcased at Trade Days in the UK. Following the popularity of the StrongBack with British retailers at these shows, several TGA representatives travelled to Düsseldorf to ensure the momentum continues across Europe and beyond. Preston Ability based in Zeewolde, Netherlands, is a long established distributor of TGA products and has achieved significant growth thanks to the TGA Wheelchair

LC SEATING BECOME AN APPROVED DEALER FOR QUANTUM REHAB Quantum Rehab is pleased to announce that LC Seating is now an approved dealer for Ireland.

Senior Director of International Sales Tim Murphy stated: “LC Seating’s professionalism and understanding of seating and positioning is of an extremely high standard, along with their exceptional service and a fantastic reputation throughout Ireland.”

Tim added: “Their attitude towards promoting and clearly demonstrating the clinical benefits of the Quantum Rehab range fits perfectly with our ethos.”

With eight years’ experience working within the industry, LC Seating have a vast understanding of client needs. This experience has aided LC Seating to develop a solid niche through technical expertise and flexibility, ensuring that the service they offer is of a high standard for the end user.

Luke Conway, Managing Director of LC Seating, commented: “The Quantum

Powerpack range. The pioneering StrongBack wheelchair is ideally suited for use with these powered drive units hence sales have heightened even further.

The StrongBack’s ability to deliver a range of benefits to a large range of semi-ambulant people, without the need for complex and bespoke adjustments, has resulted in significant success for TGA retailers. This popularity continued at Rehacare with Preston Ability achieving impressive enquiry and order levels, especially when combined with a TGA Powerpack – delivering a strainfree experience for carers.

Tim Ross, TGA National Sales Manager commented: “Rehacare is always a well-

Rehab range adds another dynamic to our product portfolio and allows us to enhance our range within the health service.

“The Quantum product range allows us to find the best solutions for clients and clinicians.”

For more information regarding LC Seating contact 00 353 71 91 63905 or visit www.lcseating.ie.

attended, positive show with a great atmosphere. This year was no exception and the TGA team found the trip highly rewarding.

“They were able to support Preston Ability with their StrongBack and Powerpack showcase and network with many key contacts including existing international manufacturers such as Afikim and potential new suppliers.

In terms of benefits to UK customers, this latest Rehacare visit has once more ensured that TGA will be at the forefront of scooter and wheelchair technology with exciting new products planned for the future.” www.tgamobility.co.uk

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grow your business

EMPLOYEE INCENTIVES How they can impact your business’s bottom line

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grow your business

12% 32%

Spike in Productivity A recent study found that happiness led to a 12% spike in employee productivity.

‘Happiness and Productivity’ by Andrew J Oswald, Eugenio Proto and Daniel Sgroi

Training & Skills 32% of employees expect better training and skills development.

Barometer 2016

E

mployee incentives are no longer considered a frivolous expense, but rather an important tool for creating a positive and productive company culture.

To achieve ‘above and beyond’ customer service, it is imperative that a business creates and nurtures a happy workforce.

A six-year study conducted by the Institute of Health and Social Policy has shown that perks can improve a company’s efficiency and productivity.

Although it pays to provide staff incentives that are directly linked to sales performance and encourage extra effort at work, customer service and experience is equally as important as strong sales.

Successful organisations should go all out to boost staff loyalty and increase retention levels. Employers who invest time and effort in building morale and motivation will reap the benefits of increased productivity and overall performance.

To achieve increased customer satisfaction, it is also important to create awareness of company values and objectives among staff. Managers and team leaders should set goals to stretch employees’ performance

requirements and give them clear direction in terms of expectations.

WHICH INCENTIVES WILL BEST SUIT MY WORKFORCE? Different types of incentives will appeal to different members of your team.

Vouchers are a popular perk among employees as a reward for individual performance. Whether they can be redeemed at a high street or online retailer, or a popular restaurant chain, vouchers can be awarded as a prize for the highest sales, for praise from a customer and for success in other performance-related competitions.

Pre-paid gift cards which can be loaded with any amount at any time are also an attractive incentive. Cash sums can be added to individual cards each time a target is met, demonstrating to staff that their efforts and performance are appreciated.

Employers who prefer to offer tangible rewards should consider giving merchandise.

Often seen as more effective than cash, which can get swallowed up by household bills, merchandise is something in high performers’ hands and is a symbol that represents their hard work.

An increasing number of UK organisations are electing to reward outstanding performance with ‘experiences.’ It has been shown that team members will be more likely to go that extra mile if it will earn them a relaxing spa treatment, a round of golf, tickets to the races or the theatre, or passes to a theme park or bowling alley.

Employees who excel can get away from it all through travel incentives. Bosses should consider offering a weekend at a country retreat, or rail or airline tickets. And bigger businesses might even consider sending their real high flyers on an overseas adventure.

Whatever the perk, these kind of rewards encourage workers to pick up the pace and, over time, maintain that momentum in their working day.

HOW ELSE CAN I REWARD TOP PERFORMING TEAM MEMBERS? Other effective ways of boosting morale and instilling enthusiasm among a workforce is to bring in motivational speakers, lay on extra staff development opportunities, or offer private health cover or discounts on the products staff sell. 

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grow your business

25%

Not enough getting done Just over 25% of employees feel that their employer is not doing enough to promote wellbeing at work.

Barometer 2016

37%

Employee Satisfaction At Google, employee satisfaction rose 37% as a result of investing in employee support and satisfaction.

‘Happiness and Productivity’ by Andrew J Oswald, Eugenio Proto and Daniel Sgroi

Overall, perks are a relatively small outlay compared to the considerable added value a happy workforce can bring to a business.

Holidays or memorable dates – such as St Valentine’s Day and Halloween – present the perfect opportunity to throw a party, either away from the workplace or in a break-out area.

When sales goals are exceeded, they should be celebrated – as should evidence of excellent customer service and experience.

Employers will enjoy higher retention rates if they are flexible and sensitive to their staff’s obligations outside work. Managers should do their best to accommodate school inservice days, medical appointments and the responsibilities of those employees who are carers for a loved one. And personal days off should not be confused with holidays.

By giving team members time off to take part in charitable activities, you’ll be recognised as a responsible employer and an active and supportive member of the neighbourhood in which you work.

Acknowledge employees’ extra effort and contribution following a particularly busy and demanding time by giving them an extra day off or allowing them to come in to work a few hours later. Or you could offer an employee who shines use of a company car for a month.

Many businesses receive promotional discounts from suppliers and service providers for shows, sporting events and movie screenings. Those should be passed on to staff in recognition of hard work and initiative.

There’s one incentive that’s guaranteed to make staff hungry for success… food! Treat employees to a batch of donuts a couple of times a month, make sure there is always a bowl of fresh fruit and popcorn in break-out areas, and host the occasional brainstorming breakfast. Pay-day pizza is always a big hit with employees.

WORKPLACE WELLBEING PAYS DIVIDENDS Look after employees’ wellbeing by considering their workplace environment.

Help them to relax during break times by having a television and DVD player in breakout areas, offering free wi-fi for their personal devices – and, if space allows, put in a table tennis or pool table in recognition of a job well done. Bean bag chairs and soft, coloured lighting are also effective stress-busters.

Encourage staff to use workplace gyms, or approach a local gym to negotiate favourable membership rates for your company’s employees. Introduce a wellness programme which includes health checks

such as weight and blood pressure monitoring and healthy eating advice.

KEEPING YOUR TEAM ENGAGED Shockingly, a Gallup poll found that 70% of employees are disengaged or on their way out of an organisation. That means that only around a third of employees are actively participating in their jobs at full production.

So, why such a high level of disengagement?

Poor working conditions put a strain on the physical and mental health of workers and create a ‘revolving door.’ Other contributory factors include low salaries, limited benefits, a lack of meaningful and rewarding tasks, and poor management practices.

To reverse this detrimental trend, employers must introduce initiatives to reduce tension, offer paid and unpaid time off, as well as travel discounts, working vacations and group days out.

Company ownership incentives and profit sharing go a long way to making employees feel valued, and strong pension plans are also high on workers’ list of priorities.

Programmes that provide on-the-job training at no cost to the employee are also warmly received, as is support for college or university tuition and industry certification.

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04/11/2016 10:54

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04/11/2016 14:51

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Discover the latest news, tips, tricks, events and activities within the disabled and adaptive sports community.

Visit www.ottobock.co.uk/axis to join or call the Axis team on 01784 744 900

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Voyager Evo

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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.

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 a 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 is 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 and for details on potential retailer opportunities call 0845 630 3436 or visit www.karmamobility.co.uk.

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what’s new

AZTEC Topro has launched a new rose pink colour in the Topro Troja 2G range. All models in the range come with a seven-year warranty and other colour options include grey, silver, turquoise, red and white. Standard features include the Comfort Soft (PUR) quick release wheels, ergo grips and a matching padded shopping bag.

The Topro 2G comes in sizes medium and small.

• SMALL: - Recommended User Height – 135-170cm - Max User Weight – 125kg - Seat Height – 54cm • MEDIUM - Recommended User Height – 150-200cm - Max User Weight – 150kg - Seat Height – 62cm

For further information on the full range of rollators available from Topro and potential retailer opportunities please call 0115 8465406, or visit www.topro.co.uk

URZONE® The UrZone is a 6-in-1 safety bed/safe enclosed space for both children and adults. It prevents night-time wandering, entrapment during seizures or high night-time mobility or injuries from falling out of bed. Suitable for use at home, respite, travel, hospital, school, play and transition. Very strong, very durable and folds up into a suitcase for excellent portability.

Washed and tumble-dried for ease of use, it can also be sanitised for multi-user environments. Hoist access version available.

For schools, it provides an alternative to seclusion or isolation rooms as it can be placed into the back of a classroom as a de-escalating low sensory environment, where the child is not excluded from the lesson or their friends but gives them a barrier to calm down before re-joining the lesson.

HKD Solutions Tel: 0131 450 7124 www.hkdsolutions.com

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04/11/2016 10:59

product launch

PRIDE LAUNCH NEW LIFT CHAIR RANGE

P

ride Mobility recently announced that they have launched a new range of lift chairs and named the range after one of their longest serving sales representatives, who sadly passed away last year.

This allows the user to find their perfect position.

friction or shear as the seat-to-back angle remains constant.

By teaming up with a UK manufacturer, Pride has been able to develop a range of highly adaptable chairs, with classic, unmistakable British quality available in a range of different high quality fabrics.

Essex

Guy Hudson, who passed away from a rare form of cancer last year, is sorely missed by the team at Pride. Pride took the decision to honour Guy by naming the new range of lift chairs the Hudson range.

Each chair comes with a simple, easy-to-use control system and each control has light-emitting LED buttons and smart technology, which automatically switches the chair off after 20 seconds of being stationery.

For an initial period, Pride will be donating a percentage of each sale to the UK’s only Cholangiocarcinoma Charity, The Alan Morement Memorial Fund (AMMF), which helped support Guy and his family through his battle with cancer.

The Hudson Range The chairs offer a choice of three separate back supports; lumber, lateral and waterfall.

Southwold

Single Motor Tilt in Space The Southwold single motor lift chair operates the backrest and footrest at the same time, using a singular motor design.

The tilt-in-space enables higher leg elevation (ankles above hips) for improved circulation.

When the tilt is in operation there is no

Dual Motor Lift Chair The Essex dual motor lift chair operates the backrest and footrest separately, using a dual motor design. Available in a range of different fabrics.

Sussex

Dual Motor Tilt in Space The Sussex dual motor lift chair operates the backrest and footrest separately, using a dual motor design. The tilt-in-space enables higher leg elevation (ankles above hips) for improved circulation. When the tilt is in operation there is no friction or shear as the seat to angle remains constant. Two and three seater sofas are also available to order.

To find out more about the Hudson range, visit the website at www.pride-mobility. co.uk or call 01869 324 600.

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profile

MEET THE MANUFACTURER FURMANAC We find out more about the long-established, adjustable bed and chair manufacturer, Furmanac Can you please tell us a bit about the background of the company?

Furmanac is truly a one-stop-shop for adjustable beds, mattresses, divans, upholstered bedframes and rise and recline chairs. Not only this, each piece of furniture from Furmanac is handmade in the heart of the UK with the greatest attention paid to the quality of the products. A family business with family values, they have a history spanning over 48 years during which they have grown from an industry supplier of adjustable bed components to an industry leader today. In fact, they are the only UK manufacturer to produce their adjustable bed mechanisms from scratch.

Reginald Hilliard founded this business in 1968, starting as a component supplier.

Over the years he grew the business and 41 years ago he oversaw the development of Furmanac’s first adjustable bed. In 1992, John Hilliard took over the business and developed Furmanac into a manufacturing business to encompass the MiBed®, MiChair® and Hestia® brands that are so easily recognised today. John steered the business through the recession and supported the growth of Furmanac from being a small, family-run business to a company with a £15m turnover in 2015. Having served as Managing Director for over 23 years, John Hilliard is now a recognised name throughout the industry.

Today, the knowledge and experience gained has been passed on to Furmanac’s newest Managing Director, Buzz Pattar. With his passion for innovation alongside the support of the senior management team, Buzz endeavours to continue the legacy Reginald created.

How important are retailers to your business?

As Furmanac does not sell directly to the end user. Retailers across the UK form a fundamental part of the distribution network.

The diverse product range requires an equally varied retail network ranging from mobility specialists to more high street furniture stores.

What support do you offer retailers?

Furmanac’s retailers benefit from a dedicated support team who are well versed in the diverse product range to answer any queries that may arise. Their marketing team is also able to customise point of sale to meet the unique requirements of the retailer as no two stores are the same. Finally, with the competition of bed retailers on the high street only increasing, Furmanac can offer retailers exclusivity on selected lines.

Have you recognised any specific turning points in the business over the last few years?

In 2015, Furmanac were presented with the London Stock Exchange ‘1000 Companies to Inspire Britain Award’ which is awarded to companies who have demonstrated significant growth. This accolade proved to be a significant turning point for Furmanac as they were being recognised as industry

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profile

leaders by accredited companies outside of the bed/chair market.

What does the future hold for Furmanac?

As Furmanac approach their 50th year they have promised more innovative products to meet the changing demands of both their retailers and consumers. One thing that has contributed towards their success over the past half a century stems from their ability to adapt to changes in the industry and while the implications of Brexit are still uncertain, Furmanac are confident that they will continue to grow as the UK’s largest adjustable bed manufacturer.

What makes Furmanac stand out as a company?

Furmanac can offer their retailers variety.

Across their five collections they have handmade adjustable beds, divans, mattresses, occasional furniture and lift and recline chairs to meet the varying budgets and unique preferences of their retailers’ customers, while their diverse fabric options can match any décor.

Furmanac are also able to offer assurance.

As an approved supplier of the National

Bed Federation and a member of the British Manufacturers Association, while not forgetting that each item made is backed by a five-year manufacturers guarantee, Furmanac products can be purchased with full confidence in the product quality.

Ultimately, Furmanac is a family business with family values, treating employees, customers and consumers alike as part of the Furmanac family. Their reason for placing such an emphasis on family values is that they believe you can always be honest with your family, you can trust them and they will always go above and beyond to support each other.

With this being such a small industry they have seen just how much having the ‘family touch’ can benefit the business.

For more information please visit www.furmanac.com.

“AS FURMANAC APPROACH THEIR 50TH YEAR THEY HAVE PROMISED MORE INNOVATIVE PRODUCTS TO MEET THE CHANGING DEMANDS OF BOTH THEIR RETAILERS AND CONSUMERS”

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Furniture News NBF Review 2016_Layout 1 20/10/2016 10:17 Page 1

The UK’s largest adjustable bed brand will leave you spoilt for choice with the 9 new additions to the range.

Tel: 01384 408844

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Email: Sales@Furmanac.com

Visit: www.furmanac.com

04/11/2016 14:52

interview

60 THE

SECOND INTERVIEW

We take a minute to get to know one of the leading figures within the independent living sector a bit better. This issue, we spoke to Mark Robinson, Managing Director at Panova Lifts.

How long has Panova Lifts been established?

We have been established since 2014.

When did you start producing wheelchair lifts?

Our staff have been involved in the lift industry for over a decade and we came together with a passion to produce better lifts for wheelchair users.

Name: Mark Robinson Job title: Managing Director Company: Panova Lifts

How have you seen the company grow and evolve over the last few years?

Initially, we focused our attention on the PR9 cantilever lift, but over time we knew we had the ideas for other lift types, such as our vertical short rise lift and our ramp replacement lift.

We are investing heavily in design and product development, so our lifts suit all environments, look good and fill any gaps in the market.

its own challenges. And meeting new people who we can genuinely help is such a buzz.

What exhibitions do you attend – do you find these useful?

We exhibited at Naidex a couple of years ago, and found the whole experience to be very informative.

Good design starts by listening, and we got a lot of great ideas from talking to the visitors. It can take you places you would never have thought of.

Are there any exciting developments in the pipeline?

Always! We don’t stand still in developing new products or improving existing ones.

Outside of work, what are your personal interests?

What do you enjoy most about your role?

I play drums, the salesman plays bass, and we have a little rock and roll band going. It’s just for fun, but it’s great for winding down after a long day at work.

The variety. We don’t tend to make the same lift twice, and every job has

For more information on Panova Lifts please visit www.panova.biz.

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20 YEARS OF HAND-BUILT QUALITY • UK manufacturer, established in 1996 • Curve and Horizon Straight stairlifts • Innovative adjustable ERGO chair • Award-winning reconditioned scheme • Space seat for narrow staircases • Fastest lead times in the industry for • a hand-built, custom-fit, curved rail • Outstanding customer service and aftercare

Freephone 08000 355 591 www.platinumstairlifts.com adverts_TP_novdec16.indd 28

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new product

R82 LAUNCHES PIONEERING SEAT FOR DISABLED CHILDREN THROUGH NEW WEBSHOP R82 UK, a world-leading specialist in assistive products for disabled children, has launched its revolutionary foldable Scallop seating system, available through its new product webshop, www.also4me.com

T

he Scallop from R82 is a lightweight and portable solution that assists children of all ages who require additional support when sitting on the floor or in a chair. Suited for children with GMFCS level 1 – 3, it consists of a folding fabric structure and simple strapping that is adjustable and offers wrap-around ‘shell-like’ postural support for children with conditions such as cerebral palsy, muscular dystrophy and spina bifida.

Originally designed by talented Swansea university student Keira Gwynn, the Scallop has been developed by R82 in close collaboration with users, families and therapists. It provides extra stability for children when sitting, along with tactile

stimulation and reassurance and facilitates increased occupational performance.

R82 began working with Keira whilst she continued her studies and on completion of her degree, offered her a position at the parent company in Denmark as a Product Designer. This has allowed Keira to drive the evolution of the Scallop concept resulting in a worldwide launch at Rehacare last month.

The R82 Scallop is a unique concept. It can be used for indoor or outdoor floor sitting or as a chair attachment providing young users with flexible, comfortable seating options. It is available in a range of sizes, styles and fun colours and weighs less than 2kg so highly portable when travelling away from home.

It allows children to sit longer and improves seating alignment and

balance with better postural control of the lower back. The Scallop can also be beneficial for early intervention programmes focused on improved trunk and pelvic positioning.

John Preater, R82 UK Managing Director comments: “Scallop is so fantastic and so simple. As soon as we began working with Keira on the original concept we knew this product was going to offer something special. It is lightweight, portable and requires no training or tools to adjust, perfect for families when out eating at restaurants or going on holiday. R82 is always focused on ergonomic, innovative solutions that make life easier and more enjoyable for children with disabilities – the Scallop does just that.”

The launch of the new Scallop coincides with the new Also4Me webshop. This new website provides easy ordering of the Scallop online and will be used in the future to provide products for children with mild to moderate disabilities. Also4Me will be launched in the USA and other non EU countries at the beginning of 2017. www.Also4Me.com

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04/11/2016 12:22

festive season

MAKING THE MOST OF

the Festive Season

By Ben Westcott, Northern Area Sales Manager, Repose Furniture

As the last fireworks disappear into the sky, it is now time for the build-up to the festive season to begin, although having said that, there have been signs of Christmas in the main superstores for over a month already.

While Christmas can sometimes be a quiet time for retailers in our sector – and is also somewhat weather dependent – it is important to consider all options that could increase footfall through the front door over the coming weeks and months – so embrace the festive spirit.

GET INTO THE CHRISTMAS SPIRIT It may sound very obvious but give your showroom a festive feel. That doesn’t mean getting the tree out of storage, throwing on a few decorations and putting it in the corner of your showroom. In the high street your shop window is your window to the world and can be your most powerful selling tool so use it. Make it look festive,

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festive season

REPOSE Specialist Seating Solutions 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.

adjustable furniture.

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

The Repose team will be on stand B10 at the OT Show showcasing examples from the range of

with decorations and a nice tree but do not go overboard in the hope it will resemble Santa’s grotto – keep it tasteful. When customers enter your showroom, ensure the festive feel continues, maybe have a plate of mince pies on the counter. This doesn’t have to cost a huge amount but it will make customers feel warm and wanted and will help keep them in store a little longer.

PROMOTIONS A Christmas competition is another great way of engaging with customers and having some fun. It can be an idea as simple as having a large box of chocolates in your showroom and people have to guess how many there are in the box with the winner receiving a Christmas hamper. By asking each entrant to write down their contact details this can be a good way of increasing your database and people are more willing to do this if it is a bit of fun.

Promotions with a festive theme are another way of generating extra business in the lead

up to Christmas. For example, a discount on certain products if they are ordered by a certain date to ensure delivery before Christmas.

An effective way to keep in touch with your customers at Christmas is to use your database. sSend everyone a Christmas card and inside it include details of your Christmas opening hours. To make it more personal, it really is worth actually signing each card as opposed to getting them pre-printed. This may be a little time consuming but people do appreciate the personal touch, especially the age groups that you are engaging with.

If you run advertisements in the local press, ensure you add your Christmas opening times so people know when you will be closed. Your local paper will normally do this for you for a minimal charge.

SUPPORTING LOCAL CHARITIES

Christmas is the time for giving so consider supporting a local charity. For example, if you

work with a local care home or hospice why not get in touch, offer to buy their Christmas tree and suggest that you and a couple of colleagues will deliver it and help the staff and residents put up the decorations.

We all know how hard the staff work and appreciate any help they are offered. Also, if they have a Christmas lunch, you or a colleague could offer to turn up dressed as Father Christmas and hand out presents. Not only does this add to the Christmas spirit but it can also be a great way of generating some local PR and local press are always looking for nice stories with a festive theme.

If the dreaded snow does arrive, remember to consider your customers’ safety. Ensure you have plenty of salt/grit in your storeroom so you will be able to keep the area outside your shop as safe as possible. If customers contact you to ask about purchasing a product, offer to take it to their home for a demonstration, depending on the product and distance. This will instill even greater confidence in you as a friendly company.

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04/11/2016 12:27

Do you want a well-known brand to draw people into your shop? Why not become a stockist ®

Cosyfeet is the UK’s leading supplier of footwear for swollen feet and is recommended by over 11,000 health professionals.

We can offer you:  A recognised brand that is respected in your market

 Repeat business from loyal customers who rely on our footwear

 Potential customers via our website which has over a million visits every year

Re

 Good margins  Easy ordering and quick delivery  Excellent point of sale support  Product training and range advice mmended co by over

11,000

For more information contact Katie House on 01458 449060 or email katieh@cosyfeet.com

s

ealth ProH ional fess

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www.

®

.com

See us at Trade Days stand TG90 16/08/2016 15:34

04/11/2016 14:52

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.

STYLISH STICKS Classic Canes have been instrumental in promoting the walking stick as an attractive fashion accessory.

The design-savvy company firmly believes that the functional walking stick need not be dull.

Ladies’ fashionable walking sticks are a Classic Canes speciality. To keep users up-to-date with the latest trends, they unveil elegant new colours and patterns with every new season.

The company has an ever-increasing collection of shades and patterns, ensuring there’s a stylish walking stick to match any outfit.

And because their brand ambassador is equestrian Natasha Baker, who scooped gold in the individual dressage event at the Rio Paralympics, the funky walking stick concept is a clear winner.

Classic Canes Tel: 01460 75686 www.classiccanes.co.uk

TRI-WHEELED LEISURE

SHOPPING TROLLEY

The stylish, colourful trolley provides support when walking and has a handy fold-down seat to take the weight off shoppers’ feet. The trolley helps you to carry shopping with ease and holds up to 30kg. The wheeled configuration makes it easy to wheel onto kerbs. With a fashionable stripy bag, the trolley is hard-wearing and great value for money.

NRS Healthcare Tel: 0345 121 8111 www.nrshealthcare.co.uk  www.tradepointmagazine.co.uk I 33

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daily living aids

NOOZIE® Noozie® is an independent UK-based brand specialising in electric hot water bottles. They are passionate about products that make life more comfortable. Noozie® hope to revolutionise the UK market for heat therapy. This is an area that truly benefits many people dealing with every day and recurring aches and pains, with few and limited options.

Noozie® wanted to develop an easy and convenient solution that would eliminate the dangers associated with traditional hot water bottles.

Hot water bottles are a wonderful rescue remedy. They are a staple in most households across the UK. However, they can be awkward and hazardous to use, especially if you are feeling under the weather. From boiling, to filling, to touching hot rubber, handling traditional hot water bottles can be dangerous.

Whether you are a gym goer contending with niggling aches and pains, a new mother waking up to do the nightly feed on a cold night, or a hard worker just looking for some rest and relaxation at the end of a long day… rest assured, Noozie® will take care of you.

Noozie contact@nooziecomfort.com www.nooziecomfort.com

PEBBLE The Noozie Pebble is a small and compact handheld heat pod. It provides double-sided heat in two heat settings that will warm your hands quickly. Simply charge via USB and it is ready to go.

Ergonomically designed to fit into the palm of your hand, its smooth soft touch exterior makes it the most comfortable way to warm your hands. It can be discreetly stored in a pocket or bag.

The Pebble delivers heat to you at the flick of a switch. It is rechargeable and offers heat on demand. It heats up within seconds of being switched on and stores up to four hours of heat.

The Pebble can also be used as a portable power bank to charge your mobile devices when you are on the go.

The Pebble is ideal for: • Cold weather – cold hands in cold climates • Cold hands – eg. poor circulation, chronic health issues, Raynaud’s disease • Muscular pain relief – can be used to deliver concentrated heat for aches and pains around the body, eg. shoulder pain, neck pain, localised back pain, stomach pain, ankles and knee injuries • Outdoor activities – eg. golfing, skiing, camping, hiking, horse riding, working outdoors, fishing • Travel

Noozie contact@nooziecomfort.com www.nooziecomfort.com

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04/11/2016 12:39

dailywhat’s living new aids

WIRELESS DOORBELL & TELEPHONE RINGER 11million people in the UK are deaf or have a hearing impairment. If you are thinking about stocking fillers for this large and growing market, the Wireless Doorbell and Telephone Ringer from Safe and Sound Products is the ideal first step. The 2-in-1 design combines an extra loud 100dB ringer and a bright light which flashes red for the doorbell and blue for the telephone. It also features a battery backup.

Safe and Sound Products Tel: 01332 856 022 info@safeandsoundproducts.net www.safeandsoundproducts.net

EASY MOVE SHEETS Anyone experiencing difficulty moving, turning or repositioning in bed could benefit from the range of Easy Move Sheets on offer. The three simple, yet effective solutions are:

Easy Slide Sheets

These sheets have a super smooth surface, low friction and satin weave polyester that help you move, slide and reposition more easily in bed. The fabric has a soft and shiny finish not found in any other bedding. They are elasticated all the way round to ensure they stay in place on the mattress. Machine washable, quick drying and no need to iron.

The Easy Turn

Ideal for those with weak body strength but reasonable strength in the legs. It has all the same properties as the Easy Slide Sheet with low friction satin, but also has a special grip fabric at the bottom for feet to push against for turning.

The Secure Sit and Slide

The Secure Sit and Slide Sheet has special grip fabric at the sides for secure sitting on the edge of the bed and at the bottom for feet to push against to assist turning in bed. Also available in a travel option.

Easy Move Sheets Tel: 01380 739234 www.easymovesheets.com

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04/11/2016 12:40

28th, 29th & 30th MARCH 2017 NEC, BIRMINGHAM

WELCOME TO THE NEW

INNOVATIONS FOR THE FUTURE OF INDEPENDENT LIVING Over 250 Innovative Suppliers 150 Expert-Led Seminars Packed Into a New Conference 12,000 Visitors Across the 3 Days Interactive Live Demos and Hands-On Areas A Dedicated OT & Professional Zone The Most Comprehensive Event of it’s Kind

IT’S BACK AND BIGGER THAN EVER!

REGISTER FOR FREE TICKETS WWW.NAIDEX.CO.UK @NaidexShows

#Naidex43

for sponsorship & exhibiting equiries contact the team at 0117 930 4927

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04/11/2016 14:53

naidex 2017

TRADE FOCUS FOR

Naidex 2017

N

aidex has a phenomenal new focus on Trade for 2017 and will provide the industry’s answer to more targeted selling and a stronger return on interest within independent living, rehabilitation and disability, changing the game for UK exhibitions forever.

With all the key features and content to facilitate a strictly business-to-business marketplace, NaidexTrade will bring over 3,000 of the UK’s Trade elite direct and faceto-face with top businesses, helped by a pre-show delegate concierge team to match buyers and sellers more effectively.

From dealers, distributors, retailers, installers and global corporations to organisations, associations and online vendors, all will be under one roof, actively looking to buy and source the newest products, services and innovations on the market on an international scale from exhibiting suppliers.

With not one, but three official trade stages populating the brand new floorplan with a stream of detailed, informative and highly educational seminar schedules running over the three days from respected industry professionals, international experts and public bodies, you will be able to take more than just profit away from the event.

With a stronger gathering of decision makers than ever before and delegate forecast figures at a minimum of 12,000 visitors expected across all sectors, NaidexTrade

2017 is set to be the place that any business needs to be to take their sales, exposure and brand awareness to the next level.

Can you afford to miss out?

NEW ORGANISERS PROMISE FRESH APPROACH For the first time in 2017, the award-winning PRYSM Media Group will be organising the event, injecting diverse content, world-class experts and case studies, top new features and leading business and trade into the show.

Renowned for events that are packed full of expert-led education, interactivity, industry-leading insight, and unique levels of creativity, PRYSM have promised to make March’s edition the most immense spectacle in the brand’s long and distinguished history.

The change in the way the show looks and feels will immediately be apparent to attendees. There will be a heightened level of attention towards future innovations, the ideas that are changing accessible living, transformative equipment and the most modern tools that are breaking new ground in assisting people who have a physical disability or special educational needs.

There’s also a new commitment towards presenting the products and equipment for children and young people and innovation in mobility, which includes the chance for attendees to try out new devices, special

interactive zones for products and services specialising in sport and activity, travel, hospitality, entertainment, nutrition and health, and business start-up.

Trade visitors, health professionals, and consumers will have the greatest opportunity yet to access the richest wealth of ground-breaking technological solutions and innovative concepts, products and services from around the world, presented by the industry’s leading suppliers, including Ottobock, ReWalk Robotics, RGK Wheelchairs and Sunrise Medical Limited.

The event’s seminar schedule provides an unparalleled level of education, guidance, and inspiration, and each session is delivered by an expert recognised for their influential work and achievement in their field. The scale of topics covered promises to be enviable; every facet of the industry will be analysed, from developments in assistive technology, business start-up inspiration, or case studies in workplace discrimination, inspirational journeys, and new and exciting concepts.

Naidex 2017 is shaping up to be a mustattend event in the exhibition diary next year.

For sponsorship and exhibiting enquiries please contact Paige Lewin, Event Director, on 0117 990 2092 or email paige.lewin@prysmgroup.co.uk. www.naidex.co.uk

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REVIEW

TRADE DAYS 2016

T

he two-day event offered an industryleading showcase of the latest homecare, mobility and assistive technologies, products and solutions, bringing together trade members from across the UK and Europe.

Our representatives attended the show on 25-26 September this year at the NEC, Birmingham, to get a taste of what was on offer. As the sole trade-only event in Europe, it attracts thousands of retailers from across the UK to talk business, pen new deals and network with peers.

The situation of the halls and the fact that Trade Days runs alongside the Pharmacy Show, meant visitors had to enter through the Pharmacy Show before locating Trade Days. Signage could have perhaps been better to highlight the trade event more clearly and to ensure visitors were not lost to the bustling Pharmacy Show. But we believe that next year the show is taking place over more halls so hopefully clearer signage will guide visitors directly to Trade Days to ensure no-one gets distracted by the bright lights of another show!

GETTING DOWN TO BUSINESS Hundreds of suppliers, including founding partners Able2, Drive DeVilbiss Healthcare

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trade days

and TGA Mobility, filled the exhibition hall and reported two successful days of business, with numerous exhibitors confirming a place at the 2017 event.

Cavendish Healthcare reported fantastic numbers of new leads and signed contracts: “Trade Days 2016 has been mega! We got 21 contracts yesterday and nine already today! These are all brand new dealers who are coming into our network – so it’s been an absolutely stunning opportunity for our business,” commented business account manager, Tony Pike.

Jonathan Hearth, Managing Director at Electric Mobility, also noted the massive success of this year’s Trade Days event: “Two great days at Trade Days 2016 – we saw large numbers of both new and existing retailers and they were spending money and ordering in quantity. What more could we want from a show!”

TRAINING PROGRAMME The Trade Days training programme also saw practical workshops and presentations delivered by industry experts. The sessions covered a diverse range of topics including

what to expect in the future of mobility and healthcare retail, and how to grow business sales and profits.

Delegate Sarah Bassett, Business Director at SJ Mobility Solutions, commented: “The show has been brilliant for us for finding new suppliers, and seeing what else is out there. I’ve just attended a session on social media too which was great and I’ve definitely picked up some good pointers to take away.”

Colin Galbreath, Director at West Coast Disability Centre, who was attending the event for the first time, added: “I am starting up a new disability company and I’m very impressed with the new contacts I have managed to make here. I’m looking to go on-board with new suppliers, and Trade Days has truly opened my eyes to what’s out there. You can see a range of competitors in

one place, understand pricing and talk trade.

I’ll definitely be returning in 2017.”

Overjoyed with the success of this year’s event, Clare Johnson, Trade Days Event Director, said: “We are delighted that Trade Days continues to fulfil what the market requires. It is Europe’s sole trade-only event for the homecare, mobility and assistive technology sector. In just its third year, Trade Days is now a firm fixture in the industry calendar and we look forward to taking it from strength to strength!”

2017 Next year’s show takes place on 8 - 9 October 2017, at the NEC Birmingham, and will run alongside The Pharmacy Show.

Visit www.tradedays.co.uk for further information.

“TRADE DAYS 2016 HAS BEEN MEGA! WE GOT 21 CONTRACTS YESTERDAY AND NINE ALREADY TODAY!” Cavendish Healthcare

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04/11/2016 13:39

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04/11/2016 14:53

business rates

ALL CHANGE ON

BUSINESS RATES

By Richard New

T

he last two years have brought challenging times for ratepayers and there is little respite on the horizon. With the 2017 revaluation looming, rateable values are likely to increase substantially throughout large swathes of the country. Together with changes to the appeal system and a raft of Valuation Office-friendly judicial decisions, business ratepayers are understandably becoming more alive to the possibility of appeals and more aware of the options available to them. But what they may be missing is an awareness of the likely rises in their bills.

Revaluation 2017 In bare bones, ratepayers pay half of what the Valuation Office assess to be the market rental value for each commercial property they occupy, whether or not the ratepayer owns the freehold or the leasehold of that property. The last rating list was based on 2008 rental values and the impending revaluation comes into effect on 1 April 2017, with rental values being assessed as they were in April 2015.

2008-2015 was an especially volatile period for the property market.

However, many cities were over the

worst of the downturn and had started to accelerate by 2015 so are gearing up for sizeable increases in their rateable values. Certain areas of London are expected to increase by nearly 100%, which, even with transitional relief, will put a severe dent in the finances of every corporate occupier.

The Valuation Office recently published the new rateable values in draft and is currently inviting representations from ratepayers as to any factual or other substantial errors.

Prudent ratepayers should be instructing their rating surveyors to pore over the figures and see whether there is any scope for challenge.

When the list goes live on 1 April 2017, ratepayers will be able to appeal their assessments formally, but a new system is coming into effect which will influence which battles ratepayers wish to pick.

“A NEW SYSTEM IS COMING INTO EFFECT WHICH WILL INFLUENCE WHICH BATTLES RATEPAYERS WISH TO PICK�

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business rates Check Challenge Appeal The Valuation Office and the Valuation Tribunal are burdened by a large backlog of appeals and this is affecting how swiftly changes to the rating list can be effected. Whilst some of this was caused by strict deadlines for appealing the current (2010) rating list, there is a strong suggestion that too many appeals are being put in speculatively with little chance of success.

The changes to the appeal process should prompt ratepayers to be more diligent in their appointment of trusted, wellrespected advisors because the process will now be more paper-heavy and forensic from the outset.

The Valuation Office hopes that with the introduction of the Check Challenge Appeal process it will reduce the number of potentially frivolous claims and lead to more challenges being settled in the early stages, with fewer appeals being heard before the Valuation Tribunal.

The final details of Check Challenge Appeal were consulted on and the process certainly places greater emphasis on the ratepayer to ensure that its appeal is well-founded.

Ratepayers will need to ‘frontload’ more than they currently do for the appeal process, both in terms of assessing opportunities and accumulating evidence. Except for physical changes to the property or its locality, the ratepayer will only get one bite at the cherry for each rating list, hence the importance of being sure of the grounds for challenge.

Check: This is the

Check Challenge Appeal will undoubtedly put more of an onus on ratepayers, both in terms of time and money they spend on preparing its appeals and in compliance with time limits. It is proposed that if ratepayers fail to submit evidence by certain deadlines then their appeals will be terminated instantly, but how this will operate in practice is still open to speculation. This would seem to be unreasonable given that the Valuation Office is recommending that it has 12 months to deal with the Check phase and 18 months in which to deal with the Challenge, so the prospect of an early decision is questionable. The Valuation Office hopes to bring these times down once the system is up and running; it is conscious that any new system of this nature will no doubt hit snags along the way and with the current backlog showing no signs of lessening, it is wise for the Valuation Office to take such measures.

Whilst ratepayers and rating surveyors remain resolutely dubious as to the merits of Check Challenge Appeal there is certainly something to be said for a change of approach to the current appeal system. If a structured, online process can be run successfully then it will hopefully lead to the quicker resolution of appeals and the elimination of spurious challenges which clog up the system.

“IF RATEPAYERS FAIL TO SUBMIT EVIDENCE BY CERTAIN DEADLINES THEN THEIR APPEALS WILL BE TERMINATED INSTANTLY”

chance for the parties to agree factual evidence regarding the property concerned and its entry in the rating list. The ratepayer will be responsible for the accurate presentation of information regarding the property and this will lead to the Valuation Office reassessing whether an amendment is merited. If the ratepayer presents false information it may find itself subject to a fine.

Challenge: If Check leads to no amendment, then the ratepayer may provide more substantive information as to why the list should be altered. The ratepayer should expect to state the detailed grounds for the alteration and provide evidence in support, whether this be market data or legal or factual representations which support a change to the rateable value. There will then be a period for negotiation.

Appeal: The ratepayer retains the ability to appeal its assessment to the Valuation Tribunal if no agreement can be reached with the Valuation Office. It is likely that limited evidence can be brought in front of the Tribunal except for that disclosed during the Challenge phase, so there is a real need for comprehensive thought to have gone into the submissions made at an early stage of any appeal. A fee will also be payable to take the appeal to a hearing.

What else will the future bring?

The cases of Mazars and Newbigin have garnered much attention and have upset the minds of many ratepayers, as well as increasing the workload of the Valuation Office.

The Valuation Office has issued guidance on how it will interpret Mazars. In short, if parts of a property are not sufficiently connected - so that you can go from one to another without passing onto the land of another (including common parts in a multi-let block) - then those parts are likely to be held as separate properties for rating purposes and assessed accordingly. Mazars involved two floors in an office block but will have wider ramifications. Ratepayers are likely to see rateable values increased through the separation of what were combined properties. Large properties could lose their established ‘quantum’ discounts if broken up in such a way.

Newbigin was to be heard by the Supreme Court on 7 November 2016, and ratepayers up and down the land have been hoping for a reversal of the Court of Appeal decision. The case affects any property which is undergoing

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04/11/2016 13:47

business rates

“THE VALUATION OFFICE AND LOCAL AUTHORITIES ARE BECOMING FAR MORE TENACIOUS IN THEIR INVESTIGATIONS AS TO WHETHER THE SCHEMES FULFIL THE APPROPRIATE CRITERIA FOR RELIEF”

refurbishment or redevelopment. The statutory provisions state that a rateable property should be in a good state of repair. The question before the Supreme Court is whether that applies to those properties which are subject to improvement works or alteration, rather than merely dilapidated or outdated, and how significant those works need to be in order to beat the statutory assumption.

the schemes fulfil the appropriate criteria for relief or whether they are being used in a way to evade lawful taxes.

Ratepayers have been issued with huge questionnaires as to their use of their premises and have been pursued aggressively through the Magistrates’ Courts. Advice needs to be obtained before a ratepayer implements most forms of mitigation strategies.

On another issue, the demands placed on the Valuation Office by the changes mentioned above appear not to have diluted their drive to weed out illegitimate mitigation schemes.

On a final note, the government announced this year that by 2020 it expects local authorities to be able to set and collect the entirety of their business rates budgets. This means that certain types of business may be given more lenient assessments to encourage their settlement in certain areas of the country or, on the other hand, certain businesses may be more harshly assessed because there is no need, because of demand, to discount. The intention is for local authorities to have discretion as to how much they charge individual businesses or types of business. There has been a mixed reaction as to whether this will improve or exacerbate the divide between the more and less successful areas of the country. There is a large question mark as to how councils will view this increased power. Ratepayers can only hope that local authorities will issue detailed guidelines as to how they will implement these changes well in advance of the 2020 target date, if that is indeed met.

Companies will often seek to employ lawful measures in an attempt to mitigate their rates liability. Relief, albeit limited, is available for premises which are empty and those used mainly or wholly for charitable purposes. Ratepayers can also seek to close off or demolish unused areas. Small businesses will also be able to apply for relief.

Alternatively, there may be physical changes to the property or the vicinity which means that a ratepayer should be entitled to a permanent or temporary reduction in rateable value. Disruptive roadworks, changes of use and significant changes to the character of the neighbourhood may trigger what is known as a material change of circumstance which may be grounds for relief.

The Valuation Office and local authorities are becoming far more tenacious in their investigations as to whether

Richard New Richard New is a Real Estate Litigation partner at Eversheds LLP solicitors and leads their rating team.

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what’s new

WHAT’S NEW COSYFEET Find the comfort you crave with a collection of extra roomy footwear from Cosyfeet. The collection is especially designed to fit swollen feet, and ease discomfort caused by bunions and problem toes. Wearers won’t have to compromise on style to achieve comfort. The new autumn range for both men and women adds a seasonal twist to any outfit.

Select from a wide choice of slip-on, touch fastening and lace.

Cosyfeet Tel: 01458 447275 www.cosyfeet.com

THE REVOLUTIONARY REHABED

‘The healthy comfort’ concept has been specifically developed in orthopaedic clinics for use in care environments and to preserve spine health, giving the ultimate comfort for all age groups.

The RehaBed and the company’s full bedroom ranges can fully satisfy and sometimes improve the care level of even the most professional care homes who want to provide their residents with the healthiest and most comfortable beds. It can also fully satisfy customers who are seeking orthopaedic and organic beds for their own private homes.

Its remedial and preventative qualities go beyond any health benefit of other orthopaedic bed systems, memory foams or box sprung mattresses.

RehaBed comes with 100% organic mattresses which are designed to take advantage of the orthopaedic benefits of the slat base for the ultimate comfort.

RehaBed Tel: 0207 700 3915 www.rehabed.co.uk

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what’s new

NEW HI-LO DESKS This exciting new range of height-adjusting desks have been designed to fit into the school environment with larger sized desktops for dynamic and inclusive learning. Each desk has a height adjustment turn handle to quickly and easily change it to the desired height, ideal for when there are multiple people having use of the desk.

C1000 SF The new Ottobock C1000 SF power wheelchair is the world’s first power wheelchair capable of a fully extended standing posture.

This breakthrough innovation enables the user to achieve gentle standing that is physiologically and psychologically more assured. It supports those with weak or no ability for selfstabilisation for everyday life situations such as sitting, mobilising and standing.

The hi-lo desks come in a variety of sizes with different options for a fixed or tilting desktop and the deluxe version features beautiful soft close hinges. The tilting desktop enables those with higher postural requirements to still work at an angle that suits their needs and different tilts can be selected. All of the tilting desks come with a sliding extension at the bottom to prevent pens and papers from sliding off when being used in a tilted position.

These stylish desks can be used with a variety of chairs. The desktops are easy to wipe clean and can be colour matched to the very popular Juni chair range (as pictured).

Smirthwaite Tel: 01626 835552 www.smirthwaite.co.uk

The C1000 SF is for both indoor and outdoor use offering those with limited mobility an attractive means of transport and the possibility of moving into a standing position from sitting at any time in a physiologically correct manner. It can even be safely manoeuvred while in the standing position and the speed is automatically reduced for safety.

It is front-wheel drive and has a gentle and unique steering system whereby each of the two caster wheels is rotated up to 360 degrees by a separate steering motor, which provides optimum manoeuvrability and traction meaning there is no need for fork trailing. As a result, less space is required when turning, so-called ‘wheel wobble’ is prevented and there is better directional stability on sloped surfaces, all lending itself to improved safety when travelling.

Ottobock Tel: 01784 744900 www.ottobock.co.uk

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04/11/2016 13:53

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04/11/2016 15:23

what’s new

STRONGBACK WHEELCHAIR This award-winning Swiss-designed wheelchair from TGA that folds and offers an advanced ergonomic contoured backrest was developed in Switzerland. The foldable and lightweight StrongBack incorporates an ergonomically supportive backrest based on an award-winning seating concept. Its unique shape moulds around the occupant to provide greater comfort through effective lumbar support.

This design is simple and requires little or no adjustment to perfectly fit the majority of people looking for an attendant-controlled wheelchair. The new StrongBack has easy-glide solid tyres and is totally compatible with the TGA range of four Wheelchair Powerpacks.

When folded, the shape of the StrongBack lends itself to being easily carried or lifted, ideal for storing in a car boot.

It is lightweight weighing only 11.3kg, hence it can be lifted by carers without back or muscle strain.

It is available in 40cm and 45cm (16” and 18”) seat widths and provides day-long comfort for occupants weighing up to 115kg (18 stone).

TGA Mobility Tel: 01787 882244 www.tgamobility.co.uk

VOYAGER TRAVEL SHOWER CRADLE Orchid Medicare has developed a fully collapsible shower cradle that is easy to carry and takes up minimal space when stored. It enables users to be showered in a reclined position with full support and it weighs only 14kg.

Measuring only 56cm x 131cm x 25cm when folded, the Voyager cradle comes with a travel bag with pockets to carry accessories such as head supports and side panels.

Designed to rigorous hygiene standards, the product is of stainless steel construction with an antibacterial powder coating. It has a quick release mesh for ease of laundry or replacement.

Orchid Medicare Tel: 01482 820333 www.orchid-medicare.co.uk www.tradepointmagazine.co.uk I 47

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04/11/2016 13:53

all terrain

EXTREME X8 POWERCHAIR GIVES All Terrain Access

34-year-old Hannah Ensor from Didcot, Oxfordshire, is now able to enjoy an active outdoor lifestyle with friends and family thanks to her Extreme X8 powerchair from All Terrain Wheelchairs.

H

annah has been using her Extreme X8 for 18 months and the difference it has made to her levels of independence has been amazing, as she explains: “I have Hypermobility Syndrome which means my ligaments are too soft and my joints stretch too far which makes it very hard to walk and I can injure myself easily. I grew up with seven brothers, so my childhood involved lots of outdoor activities and family holidays in places such as Exmoor and Wales. However, as my levels of mobility reduced, I had to start using a manual wheelchair which restricted the outdoor locations I could visit”.

Hannah also has seven nephews and nieces and using a manual wheelchair meant she was often unable to join them for days out either to the park or for walks in the woods.

It was at Naidex 2015, that Hannah met the team from All Terrain Wheelchairs for the first time and she knew instantly that one of their powerchairs would change her life.

After the show, Richard from All Terrain Wheelchairs took an Extreme X8 to Hannah’s home for a demonstration and within two months she was the proud owner of a brand new model.

“The Extreme X8 is just fantastic. I can now take my nephews and nieces out for the

day to the park on my own and join in their fun, whereas before I had to remain on the concrete and watch them in the distance. For example, I took my four-year-old niece to the park recently and with the lift feature on the Extreme X8 I can help her climb things. This may only sound like a small thing to most people but to me it means everything. I have also been able to spend time on the beach, in muddy fields and walking with friends and family through beautiful bluebell woods, all of which would be impossible without my Extreme X8 powerchair,” continued Hannah.

The Extreme X8 has a top speed of 10kmph (6.2mph) while the articulated frame technology ensures all four driving wheels remain in contact with the ground as the 14” lower pressure tyres provide the necessary traction to navigate terrain that many people think is impossible in a powerchair.

Every powerchair supplied by All Terrain Wheelchairs is bespoke and available with a comprehensive range of seating and control options to ensure there is a suitable model for anyone regardless of their level of mobility and independence.

For more information on the full range of powerchairs available from All Terrain Wheelchairs and to arrange a free demonstration call 01952 471 255 or visit www.allterrainwheelchairs.co.uk

Hannah Ensor Hannah runs Stickman Communications, a company which addresses disability-related needs and life issues through simple and fun stick men to create an instant understanding of complex issues through visual medium without creating a fuss. The company produces keyring cards and wrist bands which explain how the person is feeling with a simple image and phrase but is also fun.

For more information, visit www.stickmancommunications.co.uk or call 07717 454 648.

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04/11/2016 14:53

request WE HOPE you have enjoyed this issue of TradePoint Magazine. If you are not already on our distribution list and would like to sign up for your FREE subscription please get in touch today.

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04/11/2016 13:55

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