Tradepoint mar apr 17 issuu by 2A Publishing

MAGAZINE

ISSUE 17 March/April 2017

KEEPING YOU CONNECTED

Build your network The dos and donâ&#x20AC;&#x2122;ts of building your business network

The drones are coming

Looking for a new job?

Meet the manufacturer

Mike Glynn gives us the lowdown on the advantages of drone delivery

Finding a job can be daunting, so let TradePoint Magazine help you

For this edition, we speak to Paul Briggs, UK Sales Manager of Topro

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03/03/2017 13:08

S T Y L E I N N O VAT I O N C H O I C E ERGO LITE WHEELCHAIR The Ergo Lite is our lightest wheelchair to date, weighing just 8.3kg (17lbs) complete. This has been achieved without compromising the strength and durability you would expect from a Karma product. It also has Karmaâ&#x20AC;&#x2DC;s patented Ergo seating system for increased comfort and Aegis microbe shield to keep the upholstery fresh.

a Ultralight from 8.3kg a S-Ergo seating system a Aegis microbe shield a Attendant brakes For further details please call: 0845 630 3436

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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03/03/2017 11:35

welcome

Welcome to tradepoint magazine

 Our team Editor: Lisa Mitchell Designer: Stephen Flanagan Sales: Robin Wilson Marketing Assistant: Sophie Scott Staff Writer: Colette Carr Staff Writer: Niki Tennant Contributor: Adam Bernstein Contributor: Mike Glynn Contributor: Yen-pei Chen Contributor: Jonathan Hearth

 Contact us 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 2017 ©2A Publishing Limited. All Rights Reserved. ISSN 2056-4368.

e are finally here; March 2017 is playing host to the revamped Naidex and retailers, manufacturers, healthcare professionals and the general public alike have been abuzz with excitement and anticipation about what the ‘all-new’ Naidex has to offer, especially on its trade-only day. The award-winning PRYSM Media Group have taken over organisation of the UK’s largest disability and healthcare event and it promises to be bigger and better than ever before. Read more about what you can expect on page 34. Also in this issue, Mike Glynn, director of MG Retail, Consulting in his follow-up column speaks of the use of drones in the delivery of goods and uses Amazon as a ‘Prime’ example. This new technological advancement is definitely a step into the future and businesses should consider this in the coming years as more and more technology becomes available. Find out more on page 41. As always we have all the latest products and daily living aids from the healthcare sector for you to peruse as well as profiles from Topro, All Terrain Wheelchairs and some sound advice on aftersales service from industry giants Electric Mobility. I hope that, if you are attending the remodelled Naidex, you have a successful and lucrative exhibition and don’t be afraid to come and see us at stand B24. We’ll look forward to seeing you.

TradePoint Magazine, Acting Editor Member of PPA Scotland

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22/02/2017 10:38 16:12 03/03/2017

contents

Contents March / april 2017

07 Industry News All the latest from the independent living sector

15 Guest Column Electric Mobility’s Managing Director, Jonathan Hearth gives advice on aftersales service

17 Build Your Network We explore the dos and don’ts of networking

21 Tax Deductions Yen-pei Chen clears up confusion about tax and refitting your premises

25 60 Second Interview We take a minute to talk to Richard Kusnierz, Director of All Terrain Wheelchairs Ltd

32 Meet The Manufacturer We find out more about Topro

34 Naidex 2017 A preview of this year’s event

FEATURED PRODUCTS

The latest products to enter the marketplace

41 Currency Management Adam Bernstein stresses the importance of planning in managing currency risks

45 The Drones are Coming MG Retail Consulting’s Mike Glynn looks at the growth of potential in drone deliveries

46 Creating a Complementary Collaboration TomCat’s Managing Director Bob Griffin fills us in on his company’s exciting collaboration with Tryb4uFly

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03/03/2017 12:57

Unlike other shows, every single exhibitor at TRADE DAYS wants to talk business with people just like you…

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03/03/2017 10:39

industry news Ottobock acquires BeBionic from Steeper

ttobock has expanded its product portfolio with a multi-articulated hand under a contract signed 2 February 2017. The product, BeBionic, will be transferred from Steeper over to the Ottobock product range effective immediately. “With this expansion, we are continuing on our path of innovation as a technological leader”, says Professor Hans Georg Näder, President of Ottobock HealthCare GmbH. The Duderstadt-based company is thus further strengthening its position as a market leader in upper limb prosthetics. At the same time, it allows Ottobock to offer new opportunities to users and technicians. “The best possible fitting for every user – by taking over the BeBionic hand, we are accommodating a new generation of users”,

continues Professor Hans Georg Näder. Practically and emotionally having the mobility of multiple fingers is very important to patients. This life-changing prosthesis makes it easier for the wearer to perform simple tasks like tying shoelaces. The needs and requirements of people who rely on a prosthetic arm have also changed – especially in regards to the increasingly digital working world and recreational environment. BeBionic will constitute a new highlight in Ottobock’s product range next to the Michelangelo Hand. While the Michelangelo Hand features various powerful grip types, the benefit of the BeBionic hand lies in the diversity of gripping patterns, such as separate control of the index finger. This makes it easier for prosthesis wearers to operate smartphones

and tablets; perfectly suiting the needs of today’s digitally-savvy generation. “Integrating BeBionic into our portfolio is another step on our way to future technologies. The possibilities of the user will once again be significantly expanded once the functionality of these hands can be combined with pattern recognition”, says Professor Hans Georg Näder. After a brief transition period, distribution of the prosthetic hand will be manufactured exclusively by Ottobock starting from 1 May 2017. For more information on Ottobock’s range of innovative solutions that restore mobility please visit www.ottobock.co.uk or follow @ottobockuk.

INTEGRATING BEBIONIC INTO OUR PORTFOLIO IS ANOTHER STEP ON OUR WAY TO FUTURE TECHNOLOGIES. Professor Hans Georg Näder, Ottobock

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03/03/2017 11:09

industry news

New leadership team to drive growth at Companion

orkshire-based Companion has announced a restructure and a new senior management team to drive forward plans to double its share of the UK’s stairlift and accessible bathing markets.

Companion’s new senior management team will drive growth at the multi-million pound turnover stairlift and accessible bathing business (l-r) Ian Dysart, Bruce Bedford (associate), David Harrison, Clare Brophy, Karen Stockdill and Craig Bagley.

Companion works with private individuals, independent mobility retailers and larger chains offering a fully project-managed design and installation service for home adaptations. Following a period of continued growth, the company is on track to make impressive gains in 2017 and has announced a new senior management team to lead a business improvement programme designed to cement its market leading position.

“We know 2017 is going to be challenging, however we are confident we have the perfect team in place to allow us to achieve – and surpass – our ambitions and provide a true market leading service in this competitive industry.” Last year’s highlights included Companion being recognised as a Which? Trusted Trader and managing director Clare being named Retail Businesswoman of the Year in the Yorkshire and North East Forward Ladies Awards 2016.

Managing director Clare Brophy said: “We have an ambitious growth strategy in place, focused on increasing our market share and the size of our workforce. David Harrison, our operations manager who is well respected in the industry, has made a huge contribution to our development and will oversee the next phase of our expansion in his new role as sales and marketing director.” David has extensive experience of working with Companion’s nationwide network of partners and will lead the newly-appointed senior management team comprising: Ian Dysart, Senior Field Sales Manager; Karen Stockdill, Senior Office Sales Manager; and newly appointed Craig Bagley, Senior

we have implemented changes to the organisation’s structure and invested in key personnel to reflect the scale of our operations.

Operations Manager. David who originally joined Companion in 2003 as the Business Development Manager, commented: “Last year we achieved record growth and to ensure this trend continues,

WE KNOW 2017 IS GOING TO BE CHALLENGING, HOWEVER WE ARE CONFIDENT WE HAVE THE PERFECT TEAM IN PLACE TO ALLOW US TO ACHIEVE AND SURPASS OUR AMBITIONS

“We recognise that third party recommendations are an important part of the decision-making process for many considering a home adaptation, so we’re working to provide independent testimonials through recognised consumer champions. We were delighted to achieve Which? Trusted Trader status in October after completing their rigorous vetting procedure and will continue to seek further accreditations and endorsements from similar organisations to give our customers an assurance of our ethical approach to doing business,” added David. Companion’s Clare Brophy said: “Our stairlift and assisted bathing operations have seen tremendous growth and the new strategy will help keep us focused on putting our customers’ needs first and to advising and selling responsibly in this unregulated market. The next 12 months are set to be very exciting; we have a number of projects in the pipeline and our new initiatives and easy solutions for independence at home will help to shake up the market place.”

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03/03/2017 11:10

industry news PIVOTELL receive nomination for Naidex AWARDS Pivotell are delighted to be nominated for the Naidex 2017 Professional Award. The accolade which celebrates a service, technology or product that directly benefits those working in the care, rehab, or independent living industries, making an immeasurable contribution towards the healthcare profession both now and into the future.

Job information day for young people with a learning disability When: Friday 31st March | Time: 10am-3pm Where: Ecology Pavilion, Bow, London, E3 5TW

The Pivotell/Jointly product combines the latest technology in pill dispensers with the Jointly care coordination app. Poor medication adherence puts enormous strain on NHS and local authority resources, adversely impacting people’s quality of life and ability to live independently. In tight economic times, the Pivotell/Jointly product is a self-service option for carers which can help health and social care professionals support medication adherence, delivering better treatment outcomes for patients and avoiding adverse events. It supports the wellbeing of carers by offering reassurance and peace of mind, helping alleviate some of the negative impacts of caring such as stress, which if unsupported can lead to poor health and mental health outcomes and the need for health intervention. It is an innovative collaboration, driven by input from professionals, users and carers; a tailored response to the stresses arising from medication management. Pivotell dispensers are highly effective in helping vulnerable users to remember to take their medication. Users can now link a Pivotell dispenser with Jointly to receive real time alerts including when a dose is dispensed or missed, storing these alongside a shared calendar, task list and medication manager to help coordinate responsibilities amongst those who share the care. For further information: care@pivotell. co.uk www.pivotell.co.uk/jointly

ow in its third year, the Tower Project Job Information Day is an event aimed at enabling young people with learning difficulties and autism, living in the Tower Hamlets area, to make an informed choice at the type of career they want to focus on where previously the decision hasn’t been well informed. With a wide array of companies expected to be there the Tower Project are hoping to become the leading catalyst for running such events aimed at young people with special educational needs. They will also be hosting visitors from across the country who are either councillors or specialise in disability services in their particular area so they can become inspired by the work that the Tower Project do. Since its beginnings three years ago, the project has doubled in size every year, meaning that this year they are expecting 150 young people from over 20 schools and colleges after gaining local authority support earlier this year, as it’s somewhat of a unique event in the East London area. Tower Project - what do they do?

Having successfully been delivering their services for a number of years now, the Tower Project’s main aim is to give young people with learning difficulties a voice and the support they need in order to live a life they may otherwise not have been able to have. It is split into eight sectors being: autism services, children’s services, job enterprise and training, learning disability services, youth and leisure services, community services, social enterprise and supported living. The Tower Project offers a wide range of support to a wide variety of young people which has meant that they have become an award-winning charity and service provider for children with a learning disability, sensory disability, autism, physical disability or a health-related issue. For more information about the services they offer please visit their website: www.towerproject.org.uk For further information on this event please contact Guy either through email guy.humphreys@towerproject.org.uk or telephone 020 8980 3500.

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03/03/2017 11:10

industry news

Removing Barriers

The board game that helps organisations recognise and meet the needs of disabled people

ocus Games Ltd and Equal Equality are delighted to introduce a new educational board game to help organisations recognise the barriers faced by disabled people and understand

how to remove them.  Disability issues are overlooked when organisations simply don’t realise that barriers exist. Training is vital to raise awareness and improve understanding, particularly with regards to

IT GIVES PEOPLE THE OPPORTUNITY TO PLAY SOMETHING THAT’S FUN AND INTERACTIVE, BUT ALSO SENDS OUT A VERY IMPORTANT MESSAGE ABOUT DISABILITY AND REMOVING BARRIERS TO PARTICIPATION.” Colin Findlay, Direction and Founder, Doncaster Inclusive Centre of Excellence

putting theory into practice. The Removing Barriers Game provides the knowledge and confidence that service providers need to make themselves accessible to all service users.  The Removing Barriers Game was first developed by Toyah Wordsworth, who provides disability equality training through her company Equal Equality. Toyah used her personal experience of disability to create the game to engage people in discussions about disability. The original game was so successful and effective that Toyah asked Focus Games Ltd to make it available to all service providers.  “It gives people the opportunity to play something that’s fun and interactive, but also sends out a very important message about disability and removing barriers to participation. It gives people an opportunity to discuss and debate a number of issues that disabled people face on a regular basis,” said Colin Findlay, Direction and Founder, Doncaster Inclusive Centre of Excellence.  The Removing Barriers Game encourages players and organisations to become ‘disability confident’ and also encourages organisations to become an employer of choice for disabled people. It is suitable for any organisation providing a service in any sector, including health and social care, education, transport, leisure facilities, retail, hospitality and banking. The Removing Barriers Game brings a serious subject to life in a fun and informative way. It enables face-to-face discussions about barriers to inclusion, stimulated by scenarios presented in the game. The game is simple to understand and very flexible – it can be used in structured learning programmes or informally in the workplace. You won’t always need a specialist facilitator to run the game session because everything you need is in the box. Find out more at www.removingbarriersgame.co.uk  Twitter @BarriersGame

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03/03/2017 11:10

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03/03/2017 10:39

industry news KARMA MOBLITY LAUNCHES THE I-LITE SELF-PROPELLED WHEELCHAIR The new i-Lite self-propelled wheelchair from Karma Mobility is a stylish model which is extremely practical and lightweight.

esigned to be easily folded and stored away when not in use, the i-Lite weighs just 9kg without the wheels and footrest hangers and 14.5kg complete. Incorporating a stylish design that features black wheels and castors and a metallic paint finish, the i-Lite is a great new addition to the Karma Mobility portfolio of manual wheelchairs and powerchairs.

own chair in and out of the car.

With a maximum user weight of 115kgs (18 stone), the i-Lite is the ideal occasional-use wheelchair. The i-Lite is also a great solution for people who may have a family member or friend who visits frequently and sometimes requires the use of a wheelchair as it can be easily stored away in between. This ensures that visitors can leave their wheelchair at home and therefore do not have to worry about getting their

All Karma products therefore stand the test of time and prove to be an excellent long-term investment.

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.

For more information and to discuss possible retailer opportunities call 0845 630 3436.

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03/03/2017 12:51

industry news Kingkraft appointed UK distributor of Somna weighted products Kingkraft are set to expand and develop their expertise and service further with the exciting news of becoming the exclusive UK distributor for Sweden-based sensory experts ‘Somna’.

ingkraft have been one of the UK’s leading manufacturers of specialist equipment for disabled adults and children for over 30 years. Kingkraft specialise in bathroom and wetroom designs, installations and adaptations. The Sheffield-based company are proud to continue to provide positive solutions that help change the lives of thousands of users every day. Somna design and manufacture a range of unique weighted blankets, comforters, jackets and collars to aid sensory stimulation and development of users with complex physical disabilities or learning difficulties. The full range has undergone extensive medical trials which have proven to have a very beneficial effect for users, helping them to feel soothed, calm and relaxed. Studies include research into sensory stimulation and sleeping difficulties and all of which have proved to be positively beneficial.

Managing Director, Thomas Harrison stated: “I’m delighted to be partnered with such an innovative and forward thinking company. Our sales team are able to offer the full range of high quality and customisable weighted products to support our adaptation projects.” Kingkraft’s in-house physiotherapist Sue King commented: “We’ve had very positive responses from occupational therapists and physio’s alike. By carrying out product demonstrations to staff in hospitals, hospices and schools we’ve been delighted to see positive reactions from both children and adults wearing the products and noticing their moods calm and relax.” Fredrick Lofgren, CEO of Somna, added: “It’s a very exciting time for Somna. I’m very pleased to have Kingkraft working in partnership with us to serve the UK market. Their involvement with many high profile

Managing Director, Thomas Harrison is “delighted to be partnered with such an innovative and forward thinking company.”

projects will help more organisations and individuals enjoy and benefit from the Somna range of products.” Kingkraft are passionate about overcoming barriers for those with disabilities and learning difficulties and celebrate the exciting future of more expansion and products to be shared. Kingkraft offer a loan service on the entire Somna range. To find out more information or to try before you buy navigate to: www.kingkraft.co.uk/collections/blankets

I need to expand my workforce

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03/03/2017 12:51

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03/03/2017 10:39

guest column

Aftersales service...

...to differentiate your business

By Jonathan Hearth, Managing Director, Electric Mobility Euro Ltd

n this modern and ever-changing world there is always someone who seems to be able to offer the same or similar products to you and charge much less for them. This is particularly relevant if your competitor is an internet-based reseller without your investment in retail premises, staff, stock (and, very topically, retail business rates.) So how do you compete and how do you keep your business viable when facing these price discounters, whether they are the specialist mobility equipment sites or the national and global giants such as Argos, Amazon and eBay?

when it goes wrong, either through the inevitable wear and tear or customerinflicted damage, you know the stories and have fixed them a countless number of time. Service means ordering your business around the service proposition, looking at every element of what you sell to provide customer reassurance. When you meet a potential customer for the first time, how do you communicate your service offering

Is the approaching anniversary of a product purchase always used as an opportunity to sell an annual service? Also, and possibly more importantly, how do you respond and create reassurance when the customer calls with a perceived problem, whether a genuine fault, a breakdown or simply poor usage? We’ve all attended products not charging because they aren’t switched on at the mains. The important thing here is always to look at the issue from the customer’s perspective, or that of their carer, son or daughter – how do you reassure and convince a vulnerable person that you will look after them?

ALWAYS TELL YOUR CUSTOMER THAT IF THEY ARE NOT HAPPY WITH YOUR SERVICE TELL YOU AND IF THEY ARE HAPPY, TELL THE WORLD.

The very nature of customers in our industry helps to provide at least one answer: our customers are often looking for help and reassurance, not just when they are buying their product, but throughout its life. It is that help and reassurance that no internet store, no matter how good its search engine optimisation, ‘Ad Words’ or ‘Pay-For Clicks’, can possibly rival the level of personal and local service of the traditional retailer, so long as that retailer invests in their service proposition.

Service in this context means more than just being able to fix the customer’s product

in addition to answering their purely product-based needs and pricing? When they purchase, how do you provide that after sales reassurance, that you are going to be there to support their ownership of the product throughout its life? Do you take the purchasing point as an opportunity to sell a whole life service and care plan? Do you follow up every significant value purchase with a customer care call some weeks later?

Service commitments/guarantees, loan products and reliable communications are all good tools to use, but the proof here is in delivery – if you say it will be fixed in a week, make sure it is. If your supplier constantly lets you down on parts deliveries or their products constantly fail, change supplier. But make sure your focus is all about the customer. And remember – always tell your customer that if they are not happy with your service tell you and if they are happy, tell the world. Nothing builds a business like personal recommendation.

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03/03/2017 11:15

5...4... 5 pioneering new products from TGA. The countdown is on.

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03/03/2017 10:39

networking

GROW YOUR BUINESS

Build your network M

any people thrive in a bustling and exciting networking environment, but for others the thought can send shivers down their spine. Making the right connections is a vital part of business as every good

business person knows, so why is it such a dreaded task for some? Here, ahead of a busy schedule of exhibitions, TradePoint go back to basics to round up some simple dos and donâ&#x20AC;&#x2122;ts of networking to get you through. ď ľ

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02/03/2017 14:59

networking

Build your network impressions COMMUNICATE LISTEN Do: make a good

Do: Take it

first impression

online

Don’t: Invent a new persona

Don’t: Rely on another business card

First impressions can do you the world of good, nobody is protesting this, but make sure you are making the right one and an honest one. Don’t fall into the trap or be tempted to bring a new, shiny and ‘improved’ version of yourself to the party. Networking can be an intense and tiring exercise – don’t give yourself more to worry about by keeping up an act to impress the room. Most people can spot this a mile off and would rather speak to a genuine person, not a created character. This may be your first meeting with someone, make sure they are introduced to the real you that they can leave trusting and wanting to deal with more in the future. Put your best foot forward.

The world wide web is your oyster. Don’t ditch the business cards altogether, but ensure you make an instant connection online. A business card is a good starting point, but if you are stuffing a number of these into your pocket or purse, odds are one will go missing, the others may become dog-eared and some may fall victim to a spilled drink somewhere down the line. Seal an enduring and constant presence by taking it online. Maintaining a steady and permanent presence keeps a conversation alive and provides a platform to showcase more of what you have on offer. With a plethora of social media networks available nowadays, there isn’t much excuse for not using it to your advantage. Let it serve its purpose and reap the benefits.

POTENTIAL PARTNERS OR CLIENTS MAY BE TURNED OFF IF YOU JUST RHYME OFF YOUR ELEVATOR PITCH AND TAKE NO INTEREST IN WHAT THEY HAVE TO SAY...

Do: Ask

questions and learn Don’t: Be all ‘me, me, me’ Yes, you are there to sell yourself, your brand, your product or whatever you have brought with you. But it’s essential to remember to not be too ‘me, me, me’. You get out of events what you put into them – grasp the opportunity with both hands and take control. Potential partners or clients may be turned off if you just rhyme off your elevator pitch and take no interest in what they have to say. It’s easy to let nerves or excitement get the better of you and find yourself speaking for ten minutes without letting the person standing in front of you get a word in, but just try and rein it in a little. Ask them questions about what they do, why they are there and what they want to get out of the day. Show interest, learn and take in the information that is in front of you. You may miss a valuable chance to grow your business if you concern yourself too much with what you have to say to people. Knowledge is power and it never hurts to leave something for a follow-up discussion – don’t lay all your cards on the table at once and end a conversation before it has started.

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02/03/2017 15:00

networking

IF YOU APPROACH IT WITH A CALM, CLEAR HEAD AND A CONCISE AND FULL IDEA OF WHAT YOU WANT TO GET ACROSS, THAT’S HALF THE BATTLE.

HONESTY Do: Be honest

and realistic

Attendance Confidence Do: Prioritise Don’t: Attend

Don’t: Oversell

every event and overstretch

Make sure you don’t overpromise anything or let the excitement of a good conversation carry you away. Remember to work within your means and be realistic in what you offer or what you tell people. Honesty and realism but with a sense of confidence and optimism are attractive qualities to display at a networking event.

Don’t feel the need to attend every event. Your time is money and you can decide how to spend it. Remember not all events will be fruitful, so by having an idea before attending about how useful it will or can be, you can give yourself the best possible chance of spending your time wisely. Narrow down and prioritise the most important and likely to be worthwhile ones.

and underdeliver

Tell people openly and honestly what you are capable of and what you intend to do and how you can achieve it. By overselling yourself or your brand you are opening yourself up to underdelivering and risk appearing unprofessional, unreliable and dishonest. Go into events knowing just what you can offer. Know your limits and how you can push them, but don’t take humility to another level and undersell yourself.

Networking is a marathon not a sprint. If you overstretch you may find you aren’t achieving the success you had hoped for and become disillusioned. If you find it all overwhelming, take a step back and take stock. It’s also important to understand you don’t need to speak to everyone - having a polite conversation with someone irrelevant to your plans is, put bluntly, a waste of your time. Be open, but selective. Brief conversations don’t always grow into productive relationships, but by targeting those who you know can be beneficial will save you time, and potentially money in the long run.

Do: Be calm and

confident

Don’t: Panic or

be timid

If you approach it with a calm, clear head and a concise and full idea of what you want to get across, that’s half the battle. Preparation breeds confidence and by having the confidence to speak to and meet new people, you are making the most of the day. If you are timid and don’t approach people or appear uninterested, the likelihood is you won’t be approached yourself. Make sure you take all the previous tips into account and get ready to impress.

If you have reached the end of this article and are still seeking a bit of inspiration or a bigger push, an old African proverb says, “If you want to go fast, go alone. If you want to go far, go with others.” People and connections make the world go around, so why would business be any different? 

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03/03/2017 11:16

ROYALE COMMODE

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Please contact us for our catalogue and trade price list. Call 01332 856022 or email info@safeandsoundproducts.com TP_ads_mar-apr17.indd 20

03/03/2017 10:40

tax deductions

Tax deductions on refitting premises

Investing money to fit out a shop or office is crucial for bringing in sales, but come tax return time, the complex tax rules might make your investment feel more like a curse than a blessing. Electrical wiring, plumbing, shelves, demo units or lighting may all be subject to different tax treatments depending on specific circumstances. To make sure that you are getting the most out of the tax deductions available, good record-keeping and some forward planning are essential. If your refitting costs are substantial, itâ&#x20AC;&#x2122;s well worth speaking to a qualified tax advisor. â&#x20AC;ş

By Yen-pei Chen

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tax deductions

Repair or improvement?

The first thing to get straight is whether your refitting costs relate to repair or improvement. The distinction might seem pedantic, but they make all the difference. If the costs relate to repair, they are deductible as an expense from your taxable profit. If the costs relate to improvement, however, the taxman considers them to be capital expenditure, as such, no deductions from taxable profit are allowed. Essentially, replacing or fixing something to get your shop or office back into working order is fine as repair, but do anything further and you could stray into the clutches of capital expenditure. The fact that you have a maintenance problem that must be dealt with doesn’t necessarily make your refitting costs deductible as repair – the taxman will want to know what actually happened. HMRC’s manual, written to guide HMRC inspectors as they scrutinise tax returns, gives the example of a company that needed to have its roof repaired and decided to open up the roof area for extra office space. The fact that the roof was unsound and needed to be repaired was beside the point, the additional work that was done on the roof makes what happened improvement, not repairs. HMRC also gives the example of a shop owner who had a new shop front put in when he took over the premises. The replacement of a shop front would normally be deductible as revenue expenses, but the fact that the shop owner adapted the shop front to his specific needs makes it an improvement, and therefore capital expenditure.

Stock or fixed asset?

Whether your showroom fittings count as fixed assets or stock determines how you will be taxed when you sell the assets on. The sale of stock is taxed as a taxable income; the sale of fixed assets is taxed as a chargeable gain, which could be reduced using indexation allowance (if you operate through a company) and other tax reliefs. Because tax on chargeable gains usually works out as less than tax on straight income, there is a long history in case law of companies trying to get disposals of various assets to be taxed as chargeable gains. For retail businesses, however, there is sadly little wriggle room in this area. The key question that HMRC will ask is: “What is the nature of the business?” If, for example, your business was to sell mobility devices, then HMRC will assume – barring strong evidence to the contrary – that the devices displayed in your showroom are intended for sale, and therefore are trading stock. As you sell stock that may sit in gondolas, then on sale those gondolas are unlikely to be considered trading stock.

Essentially, replacing or fixing something to get your shop back into working order is fine as repair, but do anything further and you could stray into the clutches of capital expenditure.

Capital allowances on capital expenditure It’s time to look at the other refitting costs – the capital expenditure. The good news is, if you can’t claim revenue deductions on your refitting costs, you may still get tax deductions in the form of capital allowances. The Annual Investment Allowance (AIA) allows you to claim tax deductions on the full amount of qualifying expenditure, up to £200,000 (from 1 April 2014 to 31 December 2015, £500,000). This is available on both plant and machinery and integral features, which we will look at in turn below. Over and above the AIA limit, lower capital allowances are available each year, on a reducing balance basis. This is currently at 18% for plant and machinery and at 8% for integral features. One easy tax planning point: prioritise integral features over plant and machinery when making AIA claims. This is because capital allowances are available at a lower rate for integral features, so the more integral features you can get 100% AIA on the lower your tax bill will be. Just watch out when the Government changes the threshold for AIAs in the middle of the tax year – when this happens, you will need to identify which assets are acquired before, and after, the change.

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tax deductions

Plant and machinery

To qualify as plant and machinery, the expenditure has to A) be kept ‘for permanent employment in the business’, in other words, this excludes stock in trade (as aforementioned) or expendable equipment with a life of less than two years and B) function as ‘an apparatus employed in carrying out the activities of the business’ and not as part of the premises in which the business is carried on. The second point needs a bit of unpacking. Whether something consists of the apparatus used in carrying out the business or the business premises is surprisingly hard to pin down in case law. In one memorable case, Benson v The Yard Arm Club, a company opened a floating restaurant on an old ship and claimed plant and machinery capital allowances on the ship, arguing that it was the restaurant’s unique selling point. This was refused in the courts, the ship was the structure within which the restaurant business was run. In the words of the Court of Appeal judge, he could see no distinction between ‘a restaurant on the Thames and a fish and chip shop in Bethnal Green. Both act as premises in which the trade is carried on.’

Rather than amalgamating all your costs under one line item called ‘showroom fittings’ in your tax return, you will have a much better chance of claiming capital allowances successfully if you break down your costs into specific headings...

In the retail setting, the basic principle is that anything which can reasonably be expected to form part of your building – for example, walls, partitions, ceilings, floors, doors, windows and lighting – should be considered to be premises and not plant. There might be exceptions if they are moveable, and/or designed to fulfil a special function. If this is the case, consider speaking to a tax advisor. The UK’s tax law around the kinds of assets that qualify as plant and machinery is very specific, and sometimes counterintuitive. Sections 21 to 23 of the Capital Allowances Act 2001 set out a list of things which definitely are, and which definitely aren’t, plant and machinery. However, if your refitting costs are large enough to send you scurrying to the tax books, you may sleep better if you speak to a professional accountant or tax advisor.

Recordkeeping

One final piece of advice: keep clear records and separately identify each item of expenditure. Rather than amalgamating all your costs under one line item called ‘showroom fittings’ in your tax return, you will have a much better chance of claiming capital allowances successfully if you break down your costs into specific headings – demo units, lighting and electrical wiring for air conditioning. Likewise, when you claim for a revenue deduction on showroom repairs, be prepared to back up your claim with invoices and a breakdown of the works carried out if and when the tax man asks you for details.

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The

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03/03/2017 14:26

interview

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 Richard Kusnierz, Director at All Terrain Wheelchairs.

HOW LONG HAS ATW BEEN ESTABLISHED? Ten years this year.

WHAT DO YOU ENJOY MOST ABOUT YOUR ROLE? NAME: Richard Kusnierz JOB TITLE: Director COMPANY: All Terrain Wheelchairs Ltd

Seeing how our powerchairs can really make a difference to someone’s quality of life.

HOW HAS THE COMPANY GROWN? When I started the business, I worked alone to build up the company, I had a home office and did many different jobs... from the accounts to the sales and servicing. We now have a large workshop and office and employ two full-time team

members and one part-time, we have two vehicles out on the road every day.

WHAT DOES YOUR AVERAGE DAY INVOLVE? Meeting new clients, their families and OTs to discuss the possibilities/opportunities that our powerchairs can offer, I drive a lot as we cover the whole of the UK and I oversee the running of the business.

WHAT EXCITING DEVELOPMENTS ARE COMING UP? We are attending lots of events this year, including national shows such as Kidz Exhibitions and The Mobility Roadshow, but we are also getting involved with some smaller exciting projects such as The Cycling Project and

Active Trails in a bid to raise awareness of our products. We are very lucky to sell a range of powerchairs by Magic Mobility, who strive to improve and develop their products continually to keep up with the very latest technology, seeing what’s new is always exciting.

OUTSIDE OF WORK, WHAT ARE YOUR PERSONAL INTERESTS? I love to spend time with my two young children (11 and 8) and myself and my partner also have another baby on the way, so the family are keeping me very busy! As well as that, I love to eat out and enjoy travelling when possible. I help to coach my son’s junior football team which is both challenging and rewarding.

WE NOW HAVE A LARGE WORKSHOP AND OFFICE AND EMPLOY TWO FULL-TIME TEAM MEMBERS... www.tradepointmagazine.co.uk I 25

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New business opportunity Distrbutors Wanted

Eclipse Access Solutions Ltd, Manufacture Modular Recyclable Access Ramps and are looking for an established company that are already supplying equipment to aid peoples independence and would like to add our ramping systems to their range of products. Ideally, companies that are already supplying equipment to local authorities/individuals, we would offer our full support and training for surveys and installations, all areas considered, we feel this would offer local authorities another option in areas that we do not work in due to distance.

To apply...

Please contact Eclipse Access Solutions Ltd on 01782 324386 or email at eclipse.access.solutions@gmail.com

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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 Good margins Easy ordering and quick delivery Excellent point of sale support Product training and range advice

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03/03/2017 10:40

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.

Smartband Alarm An award-winning, simple to use wristband covering home and garden. Alerts use the latest internet technology to phone chosen family, friends or neighbours. Peace of mind for those that wear and those that care is available on competitive monthly or yearly payment plans. Acticheck acticheck.com 0345 25 75 080

Features • SOS squeeze buttons with low risk of false alarms • Fall monitoring • ‘Wellness checks’: at chosen times the band buzzes and the wearer confirms they are OK by pressing a button on the band - a welfare check even when a call or visit is not convenient • Water resistant and one year battery life • Designed to be worn 24/7

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What’s NEW Garden Birds Folding Walking Stick Charles Buyers Garden Birds Folding Walking Stick exclusive to Charles Buyers has been beautifully hand drawn and features a Robin, Chaffinch, Blue Tit and Kingfisher. This folding walking stick easily folds away and simply adjusts to the correct height. The compact and lightweight design has a wooden derby handle and comes fitted with a wrist strap and rubber ferrule for extra grip and support. Charles Buyer | 01294 313222 www.charlesbuyers.com

React Height Adjustable Desk Price: £761 This desk can be adjusted from a height of 650mm to 1300mm and is powered by an electric, silent motor that is operated by buttons on the front of the desk. Popular with people who require an accessible solution to desk space, it also features anti-collision technology, meaning that once under the desk, if the desk is lowered it will not lower onto you. Kit Out My Office | 0800 8044 760 www.kitoutmyoffice.com

Handy trolley Price: £54.99 The shelves easily clip on and off making it easy to clean and they have the added benefit of a lip around the edge to help prevent items from falling off. The lockable hand brakes are arthritis-friendly and easy to use giving a little extra stability when needed. They are also designed to be easily held by those with a weak grip. The trolley is height adjustable and it has a weight capacity of 125kg (20 stone). Careco | 0800 111 4774 www.careco.co.uk

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What’s NEW Monarch Vogue The Vogue comes with impressive ergonomic deltabar controls, a simple user interface and a powerful 800W four-pole motor. This 8mph road legal scooter comes with a modern, robust and stylish design which makes it a must-have addition to any mobility dealer range. All-around impact protection bars and a no extra cost choice of pneumatic or solid tyres mean you can tailor the scooter for each individual user’s needs and requirements. Available on the Motability Scheme. Monarch | 01422 323675 trade@monarchmobility.com

Leisure trolley with seat Price: £37.99 This brightly-coloured trolley has it all: a place to pack all your shopping and a convenient seat in case you shop too hard and you need a break. It has useful pockets in the front of the bag and the seat holds 100kg (around 16st). Careco | 0800 111 4774 www.careco.co.uk

More products on page 31...

Do you have an innovative product you think we should feature?

At TradePoint Magazine we’re always on the look out to get our readers the best products in the industry. If you think that your product fits the bill then please get in touch: lisa@2apublishing.co.uk www.tradepointmagazine.co.uk I 29

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Are you patient focused, with a professional outlook, searching for a new opportunity?

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Agents / Distributors Wanted Posture Care is a leading manufacturer of sleep systems for postural management. Our universal system the Hugga, was recently awarded by Oldham CCG in their Dragons Den Innovation Nexus competition. We are growing rapidly throughout the country and are actively seeking more sales agents and distributors as part of our expansion programme.

We are a patient focused business with a passion for posture. If you have experience in sales of medical equipment to patients suffering complex neurological illness and injury, we would love to hear from you!

0161 283 9480 enquiries@hugga.co.uk www.hugga.co.uk

03/03/2017 10:40

What’s NEW Monarch Smarti The Monarch Smarti is an innovative automatic folding car boot scooter which opens and closes at the touch of a button. Lightweight, stylish and easy-to-use the Monarch Smarti now has another string to its bow. From April 1, this scooter will be available on the Motability Scheme. The scooter is immediately available in red or blue and comes with key operation and speed dial control. This portable scooter has a user weight capacity of up to 21 stone and is available as part of Monarch’s increasing travel scooter range which already includes the awardwinning Genie and the best-selling Mobie. Monarch | 01422 323675 trade@monarchmobility.com

The i-Go The new i-Go from Pride Mobility Products® Ltd features advanced folding technology enabling it to be quickly transported with ease. The i-Go features front suspension, a durable seating system, underseat storage and much more. Designed to fit inside any small space, the i-Go is the perfect choice for the active individual. Pride Mobility Products | 01869 324600 www.pride-mobility.co.uk

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Meet the Manufacturer

Topro Paul Briggs, UK Sales Manager of Topro, tells us more about one of the UK’s leading rollator specialists.

NAME: Paul Briggs JOB TITLE: UK Sales Manager COMPANY: Topro Ltd

HOW LONG HAS TOPRO BEEN ESTABLISHED? Topro was originally founded in Norway in 1966. Topro Ltd (UK) was then formed in 2010.

WHAT WAS THE INSPIRATION BEHIND ESTABLISHING TOPRO? We wanted to offer the best service in the UK with the best products in the UK.

HOW WOULD YOU DESCRIBE YOUR PRODUCT RANGE TO TRADE CUSTOMERS? We offer one of the largest ranges of rollators in the UK. We have many USPs such as one-sided brakes, different grips, seat height to suit a various heights, different sized wheels with different tread to suit various terrains, drag brakes and offer training and demonstrations to mobility retailers as well as healthcare professionals. A seven-year warranty shows the faith we have in our Norwegian-made products.

TELL US A BIT OF THE BACKGROUND OF THE COMPANY… The UK branch was founded in 2010 after previously working with two resellers in the UK. We wanted to offer our own quality service to back up our own quality products. We have quadrupled our number of employees in the UK since 2010 and have plans to increase this further in the second half of 2017 and beyond.

HAVE YOU RECOGNISED ANY SPECIFIC TURNING POINTS IN THE BUSINESS OVER THE LAST FEW YEARS? Customers recognise the quality and unique selling points that Topro can offer. New products we have launched have taken

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profile

TO PROMOTE THIS LATEST PRODUCT LAUNCH WE WILL BE OFFERING A 10% TRADE DISCOUNT ON ALL ORDERS TAKEN AT NAIDEX to the next level and, as the distributor of the Rollz Motion we have seen an increase in business. Getting our own dedicated customer service and sales support coordinator in the UK saw us increase our level of support to our customers. We highlighted the importance of offering something that other companies do not and we will go that extra mile for all our customers.

WHAT MAKES TOPRO STAND OUT AS A COMPANY? Offering a wide range of quality products and able to offer bespoke solutions to a wide variety of customers. We work closely with mobility retailers, healthcare professionals as well as members of the public. We aim to offer a blue chip service to all our customers with excellent customer service and dedicated account management throughout the company.

DOES TOPRO ATTEND MANY EXHIBITIONS? We certainly do and in 2016 we attended Naidex, The OT Show and Trade Days. In 2017 we will have a presence at Naidex on stand B78. Exhibitions play an integral part in our marketing activity along with PR and social media and I believe Naidex

is an ideal platform for us to launch our exciting new rollators The Neuro and Odysse to all the key markets in which we work. Naidex is the only event in the UK which attracts such a broad spectrum of potential customers and it enables us to demonstrate our products and engage with members of the public, healthcare professionals as well as retailers. We are always looking to increase our UK retailer network and this is another reason for attending Naidex. To promote this latest product launch we will be offering a 10% trade discount on all orders taken over the three days.

WHAT DOES THE FUTURE HOLD FOR TOPRO? Exciting times! With several innovative products being launched throughout 2017 and also plans for moving into some purpose built offices which will eventually incorporate a showroom and training facilities for our mobility dealerships and healthcare professionals. We have just announced the employment of a new account manager to cover the north of the UK and the results of this engagement is already beginning to bear fruit. ď&#x201A;˘

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naidex

A strong trade focus at the all-new Naidex I

t’s not long now until the most influential event in the disability and care sector returns to the Birmingham NEC for the 43rd instalment in the brand’s long and esteemed history. But make no mistake, Naidex is not what is used to be. For the first time, the awardwinning PRYSM Media Group will be organising the event, injecting diverse content, world-class experts, extraordinary new features and, most importantly, driving instrumental 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 2017’s edition the most eminent exhibition this sector has ever seen. ›

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naidex

The calibre of Naidex is undoubtedly dictated by the quality of its features. Naidex’s dedicated Trade Focus is teeming with the very latest innovative technology, products, equipment and services that are shaping the future for people with physical disabilities and special educational needs. No stone is left unturned to ensure that you leave with the best possible products, ideas and connections that are suited to meet your customer’s individual needs. Simultaneously, business owners are able to garner the absolute maximum amount of opportunities to expand and diversify their business skills as well as trade. This incredible business opportunity is facilitated by the phenomenal line-up of expert trade and business speakers that will be sharing their unparalleled advice in a packed schedule of informative and educational seminars taking place over the three days. The agenda includes giants such as crowdfunding expert, recommended by Kickstarter and Indiegogo, Samit Patel. Whether you are a start-up or long established company, Samit will educate his audience on the difference between funding platforms, as well as how to launch a six-figure crowdfunding project that has the ability to propel a business into international trading. You have investment, now it’s time to shape your business model. Action an inclusive mindset to gain a competitive edge with Marianne Waite, founder of Think Designable creative collective and one of Forbes 30 Under 30 for Media in 2017. With the aim of bettering society’s relationship with ‘difference’ and improving inclusivity in the wider public, Marianne demonstrates that focus must be on the education of branding agencies and clients in order to harness the power of mainstream brands, which will ultimately benefit from thinking inclusively. Next, learn to utilise technology to enhance and diversify your business. This is never more relevant than in the care industry to aid functionality in pivotal care roles. Charles Lowe, Managing Director of The Digital Health and Care Alliance has an unparalleled level of experience in the disability and care sector. Further to the DHACA, Charles is an expert reviewer for the EC, a contributing editor to www.telecareaware.com, organiser of the London Health Technology Forum, Chair of Citizens Online digital inclusion charity and past president of the Royal Society of Medicine’s Telemedicine and eHealth Section.

THIS IS THE YEAR FOR MOBILE MEDIA! 90% OF FACEBOOK TRAFFIC COMES THROUGH MOBILE DEVICES. BUSINESSES MUST LEARN TO USE THIS AS A TOOL TO EXPAND THEIR REACH - THE POSSIBILITIES ARE GLOBAL.” Kaz Laljee, founder Soc-Med Ltd Charles’ comprehensive outlook of assistive tech will look to the future and how businesses should be adopting technology in order to aid and improve process. So now you have your investment covered, an inclusive strategy and you have optimised the incorporation of technology, it’s time to look at digital marketing. Social media guru Kaz Laljee will be revealing the formula to go from 0 to 20,000 social media followers. Founder of Positive About MS and Soc-Med Ltd, social media consultancy, Kaz will share both his personal and professional journey, with an explanation and exploration of social media

and its importance in the current climate, with particular relevance to reaching the disabled population, where mobility is not always guaranteed. Social media experts Laura Hogan (Ricemedia) will talk you through using social media to grow your business and why your business needs SEO and David Glenwright’s (JC Social Media) talk will cover ‘Leads not likes - building a social media strategy that works’. Once you have mastered social media for your business, the next step is learning to shout above the noise. Ultimate business expert Warren Cass, founder of Champions of Small Business, will be talking about building influence in a social economy. Standing out

has never been more challenging, but Warren will share simple strategies to become better known, easily found and instantly trusted. So now you have been noticed, you have got the audience’s attention, how do you keep it? And more over, convert it into a lasting and profitable professional relationship? Sian Lenegan, founder and Director of Sixth Story digital consultancy, will be addressing the use of human emotional needs to create stronger emotional connections, to ultimately resonate with the consumer. Innovation in assistive technology will also be taking a leading role in Naidex this year and with so many unbelievable product launches and developments happening a proper platform was needed to showcase them all - enter the Next Generation Assistive Technology (NGAT) Summit. NGAT is the most comprehensive place to learn about the adaptive technology, products, gadgets and tools that will become the gold standard of the future. Speakers include Microsoft, Wayfindr, ATEL, GiveVision, UKAT News, Hereward College, Brain in Hand, School of Computing (Dublin Institute of Technology), Centre for Technology Enabled Health Research (Coventry University), OrCam, DnA and Tribemix. Finally, network and connect with industry leading professionals to ensure you have the most relevant and beneficial affiliations in the sector. Book a private business meeting via Naidex Connections Service and secure a private one-to-one meeting with the exhibitors that are relevant to your business. Do this pre-show through www.naidex.co.uk to ensure the maximum return on your time invested in the show. Naidex Trade offers businesses the most comprehensive arsenal of tools and techniques to nurture and expand in the independent living and care industries. With 250 exhibitors, 185 speakers, and 12,000 forward thinking visitors, your competitors are sure to be there, will you? 

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Get online with the OT app... At The OT Magazine we are always looking for new ways to develop your favourite occupational therapy magazine. Out every two months, the app features all the latest products, in-depth features, industry news, personal proďŹ les and up-to-date information on events and exhibitions that you ďŹ nd in the magazine but you can download it to your mobile phone or tablet to read on the go. The app is available free of charge and can be downloaded now and read at your leisure.

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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’ll find an array of just a few products that could tempt your customers into spending a bit more with you.

Uriwell Personal Toilet This travel urinal is ideal for both adults, children, men and women when a user can’t reach a conventional toilet. It can hold up to 750ml and the air-tight sealed lid prevents odours and spills. The easy to use concertina can be used in any position and is ideal for in the car or outdoors. The sanitary Uriwell provides a discreet and dignified opportunity for someone to relieve themselves. Stress No More Tel: 01482 496 931 sales@StressNoMore.co.uk www.stressnomore.co.uk

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Whatâ&#x20AC;&#x2122;s NEW Daily Living Aids Braille Keyboard Cover (UK) A2i have used their years of experience to design a flexible moulded Braille keyboard cover, also known as a Braille keyboard protector. The cover can be used by visually-impaired people and sighted people alike and by all companies and organisations that have members of the public visiting their site. The highly-durable cover will not wear or be damaged or squashed like stickers and is easily maintained. A compatible keyboard is sent with the cover. A2i | 01179 44 00 44 info@a2i.co.uk www.a2i.co.uk

Day Clock Suitable for those living with dementia, this day clock can help reduce anxiety by highlighting the day and whether it is AM or PM with the slow-moving hand. It is also ideal for those with visual impairments thanks to the bold black text and white background. Complete Care Shop 0845 5194 734 www.completecareshop.co.uk

Stay Cooking Cut Resistant Glove Independence in the kitchen can be saved with this cutresistant glove. Suitable for those who have dexterity issues, hands are protected when cutting or preparing food due to the Dyneema technology of the knitted glove. Unforgettable | 0203 322 9070 www.unforgettable.org

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What’s NEW Daily Living Aids Shopping Bag Handle The soft, ergonomic design of this handle allows shoppers to carry their bags in comfort. Locking onto bag handles, the pain of carrying heavy bags is removed and independence is increased. The locking system also ensures peace of mind that valuable items are being securely moved. Ability Superstore 0800 255 0498 or 0161 850 0884 www.abilitysuperstore.com

One Way Straws Suitable for those with weak suck reflexes, these rigid plastic straws work with a special valve which prevents liquid flowing back down the straw. Aiding in hydration, the straws provides an easier way to drink for those who struggle to lift a cup up and tilt it. It simply stays within the straw until you start sucking again. This makes it ideal for people who can’t suck strongly or for a long time and prevents air being sucked into the stomach which can cause pain and discomfort. Unforgettable | 0203 322 9070 www.unforgettable.org

Bath Mat with Foot Cleaner This mat provides a user with security and safety while showering and a means to comfortably clean their feet. The nylon bristles brush the user’s feet removing the need to bend over or kneel and the raised bumps give a massaging sensation to encourage circulation. The suction cups keep the mat secure to the shower or bath floor to help users avoid slips or falls. Complete Care Shop | 0845 5194 734 www.completecareshop.co.uk

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03/03/2017 10:41

currency

Currency management is all about the planning By Adam Bernstein

s business becomes increasingly global, especially where products are sourced for retail, the issues surrounding foreign exchange management become ever more pressing. While many retailers only buy and sell in sterling, the effects of currency changes will be an issue for manufacturers and distributors and by extension, retailers too. Anyone watching the slide of sterling in the run-up to the Brexit vote last year will have seen

import prices rise while exports became more competitive. So how does the currency process work and what can be done to fix a commercial exchange rate? There are undoubtedly all manner of ways to complicate things and while there are as many variations on currency products as there are permutations on a lottery ticket, there are also some straightforward steps that businesses can take to manage currency risk. â&#x20AC;ş

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currency

2 1

Planning

David Johnson, a director of Halo Financial, a foreign exchange firm, says that a conversation about currency risk generally starts with minimising exposure and that gambling on exchange rates can be a recipe for disaster. “There are,” he says, “risk management tools which can be utilised. Anyone who claims to be able to pinpoint exactly where an exchange rate will be at a certain point in the future is deluded.” Johnson adds that a market with millions of participants which transacts $5.3tn a day is not something which can be forecast with any level of certainty.

Managing risk

For those that are entirely risk averse, as soon as they have an identifiable currency risk, they might choose to purchase all of their currency requirements. If cash flow allows, they may wish to do that and hold the proceeds of the contracts on currency accounts pending payment requests. They will have removed exchange rate variation from their planning and have the flexibility of cash at hand in the correct currency when they need it. Johnson says that if cash flow doesn’t allow for that and this is the more likely scenario, they can still cut all risk through the use of forward contracts which use today’s exchange rate upon which to put a contract in place while delaying the final settlement of that contract for up to two years. This generally requires a part payment / deposit initially but it aids cash flow by keeping the bulk of funds available as working capital. “The other advantage of forward contracts”, notes Johnson, “is that, if payment is required more urgently or if the payment needs to be delayed, the forward contract can be flexed to either draw down for early delivery or extend (roll over) to a late settlement date if necessary.” It appears that many companies find that forward contracts are the tool of choice for payment of invoices on 30, 60 or 90 day terms as they provide exchange rate certainty for the whole credit period. Forward contracts are also used where goods are received on consignment or where letters of credit are required. A firm that wants to see if the exchange rate is moving in their favour, and who wants to wait to see if there is some advantage to be taken from that trend, should consider a stop loss order (SLO). “This device is placed into the foreign exchange market with a market maker to guarantee a minimum exchange rate. The order sits as a latent instruction but isn’t actioned until the market moves in such a way as to trigger the order,” explains Johnson. He illustrates the point with an example: A distributor needs to buy US dollars and the current market exchange rate is $1.23 but the trend looks like it is heading higher, they may be tempted to wait for a better level. Obviously the everpresent risk is that the trend changes and the pound slumps through to $1.10, wiping out any profit. Let’s assume they cannot make a return on the contract unless they can achieve at least $1.15 or better. In these circumstances, they could place a SLO at $1.15 to guarantee that rate as the worst case scenario while leaving the opportunity to buy at higher levels if the pound continues to rally. Essentially, even if the pound collapsed, as soon as the sterling – US dollar exchange rate fell to $1.15, the order would be triggered and they will have bought their US dollars. There is another alternative to the SLO – options. Johnson says these are used by many companies, especially where they have sizable requirements and/or long term projects. He cautions that they can be expensive because plain vanilla options, as the basic form is termed, require the payment of a non-refundable premium yet they serve the same basic purpose as an SLO. The flexibility in an option is in the right not to exercise the right to buy at the option level unless needed.

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currency

many retailers only buy and sell in sterling, the effects of currency changes will be an issue for manufacturers and distributors...”

Using volatility

But automated orders can be used in another way. A limit order can be used to target an advantageous exchange rate which is above the current level. According to Johnson this works because the foreign exchange market doesn’t rest. Trading begins on Sunday night UK time and continues around the clock until the US markets close on Friday night. “One byproduct of this is that some of the most volatile periods occur when individual markets are opening or closing. This volatility can be captured by placing automated limit orders at predetermined exchange rates. As long as the market trades to the nominated level, the order will be filled.” Clearly firms need to plan ahead.

Planning, planning and planning

To a large extent, planning is the key to every aspect of success in managing your currency needs. If you ask all of your questions in advance, dot all the i’s and cross all the t’s you will suffer fewer shocks and avoid nasty surprises.

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03/03/2017 11:43

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02/03/2017 14:59

column

The

drones are coming...

By Mike Glynn, director of MG Retail Consulting

...they’re already here.

ince the beginning of time when man created fire and invented the wheel through to the agricultural, industrial and technological revolutions, man has sought to find ways of making things easier to live their daily lives. What is interesting now is that with the way in which our lives are 24/7 with instantaneous communication around the globe, the adoption of new ideas is much quicker. The latest trend of autonomous vehicles or drones as they are more commonly known, takes us into another area of access; areas that are traditionally difficult to access because of terrain, infrastructure or unrest, are made accessible by drones. They started out as military weapons, first for reconnaissance and then for air strikes in 2002 by the Americans. More recently, drones have been used to make a shopping delivery in Cambridge.

Whilst the activity of a delivery in Cambridge is dull and took 13 minutes to complete, the significance of the application is revolutionary. Also UPS are experimenting with drones to make deliveries in hard to reach places. The impact of the delivery of goods by drone takes out the need for human intervention to slow things down. The cost of delivering goods is reduced, by taking out the people cost and the traditional methods for delivery by road could be transferred to the air. Drones are quicker, environmentally cleaner and easier to control – no traffic, etc. When you look at this in a healthcare context, the pressure on sectors such as mobility and pharmacy cannot be ignored. Delivery of medicines is already being trialed in the USA to rural areas. Internet retailers like Amazon are leading this and the seamless end-to-end and scale of solution it

offers will appeal to the healthcare’s largest customer – the NHS. So what is it that Amazon offers? Ease of purchase, reliability, and comparison on price, alternatives, brand awareness - and it’s all available from the comfort of home or office, day or night. Click today, delivery tomorrow. The buying process can be further improved by using voice-activated technology such as ‘Alexa’, and you can then start to see the positive impact on independent living challenges. Investment by small companies in technology to support their business has never been more important if they are to remain competitive. Healthcare retailers who are slow to adopt the new rules of engagement will find their businesses left behind and forward thinkers will erode the success that they enjoy today.

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03/03/2017 12:33

collaborations

Creating a complementary collaboration Businesses and manufacturers alike know just how profiting a strong and complementary collaboration can be.

rom product launching to endorsements, the benefits are endless if you pair up with the right business or group.

Leading manufacturers of products for children with additional support needs TomCat have teamed up with Tryb4uFly to bring their new product right to their target audience. Tryb4uFly and TomCat are looking at how to remove the barriers and help set people with disabilities off on that dream holiday. Tryb4uFly of the Queen Elizabeth Foundation are hosting three practical sessions to assist those throughout the UK who are considering travelling by air, assisting both individuals and the parents of children with disabilities understand the options available and how best to prepare for the air. The days will also see invited experts and guest speakers discuss the factors involved in flying, including TomCat’s Managing Director Bob Griffin who will talk about the company’s new Sunfly, which looks to revolutionise travel for families with children with disabilities and additional support needs.

TomCat’s special Sunfly trike can operate on a variety of functions making not only dayto-day life easier, but also travel, particularly by air. The ‘all-in-one’ Sunfly offers four different settings and comes with handy accessories to aid transit and travel at both home and abroad. The frame can adapt to four different settings - by using a car seat, or bespoke seat fitted to the child, it can be assembled in seconds to either a rear facing buggy, wheelchair mode, rear facing trailer mode and a feeding chair mode. It is also sold with bags to shield the different parts and a handy wheeled flight case, similar to a hard case used by a musician, to ensure the parts are easily transported and take up a minimal amount of space, allowing several parts to be easily taken abroad. He said: “We’ve been invited along because they believe that the Sunfly very much fits in with what they are trying to get across - their objective is to help people with a disability to travel specifically by plane, and our objective with the Sunfly is to enable families with a disabled child to travel at all. “One of the big problems that a family may have when they have a disabled child, is that

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collaborations

they may need so much support equipment that travel becomes almost impossible because they can’t take all their equipment that they need for daily life, so what we’ve done with the Sunfly is combine different functions into one device that comes apart into small and manageable parts so it can be transported abroad through the usual channels in an airport. “The sessions are the perfect venues to showcase what it can do. “I’ll explain what it is, how you can benefit from it, it fits in nicely with the whole concept. “It is an excellent way to get our product out there, as a lot of professionals will be there and they will understand the situation. Some parents absolutely do not want to leave their child behind, which is an issue professionals are always wrestling with and by presenting this to them, this can help solve some problems, so it is absolutely a new target market.” “I think people are pretty gobsmacked, because it seems like it is too good to be true, but a lot of people have contributed to making it a rounded product.

“It’s an absolute perfect fit for us to be at these events, as we are launching the Sunfly at the same time and the holiday season is about four or five months away, so it gives everyone a bit of time to think about the idea and do something about it. “It’ll make people think ‘maybe we could go on that holiday, and maybe we’re not tied to the home for the rest of our lives’

WE’VE BEEN INVITED ALONG BECAUSE THEY BELIEVE THAT THE SUNFLY VERY MUCH FITS IN WITH WHAT THEY ARE TRYING TO GET ACROSS - THEIR OBJECTIVE IS TO HELP PEOPLE WITH A DISABILITY TO TRAVEL

“We’re very excited that they’ve been kind enough to ask us to present and we’ll see how it goes, but certainly I would be very pleased if it was the beginning of a long-term relationship where we could assist each other to assist the disabled community,”

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03/03/2017 11:46

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03/03/2017 12:38

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03/03/2017 11:49

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