Thiis 07 2013 by THIIS

ISSUE 178 • JULY 2013

THE HOMECARE INDUSTRY INFORMATION SERVICE

Simple steps to building retail Determination, gumption and enthusiasm From the back of an envelope to launch

it to on! p e e k t ’ Don s it s a P f yoursel Circulation List

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And don’t forget And don’t to forget to follow me on follow Twitter me on Twitter @Wil_Dragon @Wil_Dragon

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Manufacturers Manufacturers of Bespoke of Bespoke & & Contract Contract Rise &Rise Recline & Recline ChairsChairs

Call our CallSales our Sales Hotline Hotline on 01446 on 01446 772227 772227

Wilcare Wales Wilcare Ltd, Vale Wales Business Ltd, ValePark, Business Llandow, Park, Cowbridge, Llandow, Cowbridge, Vale of Glamorgan Vale of Glamorgan CF71 7PF CF71 7PF Proudly made Proudly in the UK made in the UK Telephone:Telephone: 01446 772227 01446 Fax: 772227 01446Fax: 772226 01446 Email: 772226 info@wilcarewales.co.uk Email: info@wilcarewales.co.uk Web: www.wilcarewales.co.uk Web: www.wilcarewales.co.uk

CE Marked products. Motor actuator/electrical systems conform to all known EU-CE requirements for low voltage and EMC levels. All fabrics conform to BS5852 parts 1&2 test procedures for the fire retardancy levels 0, 1 and the majority to woodcrib5.

Cushion Cushion Back Back

ralLateral Support Support Back Back Waterfall Waterfall Back Back

201 1

contents Management Buy-Out news..... 4 Building a footwear business.... 6 Distribution deal...................... 10 Code gets new approval......... 12 Retailer hits 10 with new site... 14

From the Editor

New scheme for postural support.................................... 22 Barcode database goes live.... 24 Trade show gets positive......... 28 Determination brings success.34

At the end of June the Mobility Roadshow took place. In fact, it was the 30th anniversary for a show that has moved around the UK. Naidex has been going longer than that. It’s probably true to say that our ‘marketplace’ isn’t an awful lot older than 40 years and that’s not a great deal of time in the great scheme of things and compared to many other more established marketplaces. There’s always debate over whether the market is moving faster in terms of development and changes than it did in those first few years, when we saw the introduction of so many of the products that we now take for granted. Nowadays, of course, a lot of the change is being driven by technology. I guess it’s more about ‘how’ the market is changing and how it will change in the future. It was very simple in the ‘old days’ of course. Not so now. For 30 years the Mobility Roadshow has been a part of the development of the marketplace and so we add our congratulations to the many that the organisers have received.

Exports growing for sling company.................................. 38 Pressure care technology........ 42 Taking control with product range....................................... 48 A helping hand to launch......... 50 New business from chance meeting.................................... 56 Points of View.......................... 60

on the front

James Haigh, Product Specialist with R82 with ‘Britain’s got talent’ finalist Jack Carroll. More details on the story, see page 26.

201 1

Help us to get the message through Just a reminder again, even though you might be getting the weekly trade email bulletins through fine just now, to ensure that you get them in the future, it would be useful to ‘whitelist’ info@thiis.co.uk on your server so that it is recognised as an email address that is allowed to send you mail. If you have fallen off our list for delivery, then it may be because we are being identified as being ‘spam’ by your server, so white listing our address should help us to get through.

You can find THIIS on Twitter at wwwthiiscouk

David N Russell AD4

Tel: 01536 710050 E-mail: info@thiis.co.uk

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

14:25

Page 1

WHY ARE SO MANY DEALERS SWITCHING INSURANCE & FINANCE TO FIRST SENIOR?

Find out why on page 11 & 15

Management buyout sees Martin wave goodbye A couple of months ago we published an article based on an interview with Martin Battye of Kirton Healthcare. It took us years to get Martin in front of the digital recorder, but it seems that it was the first and the last time as a few days ago details were released of a MBO at Kirton which mean that he was able to retire… Thirty years ago, an ambitious nurse working in the mental health sector recognised the need for enhanced specialist seating for those with disabilities who required better and more appropriate postural and pressure support. With the assistance of occupational therapists, and using his knowledge of the sector, Martin Battye developed innovative seating products that led to the naissance of The Kirton Healthcare Group. Today, the Group owns the intellectual property of more than 30 models. Martin’s retirement has been facilitated through a management buyout, supported by NVM Private Equity. The management team plans to continue his legacy and build on the success of the business through organic growth and acquisitions, whilst maintaining what they describe as the ‘welcoming and gracious culture’ pioneered by Martin. The team will be made up by Bob Dodsley, Production Director, Debby Martin, Finance Director, Mark Fowkes, Sales Director, Andrew Hardman, Non-Executive Director and Beverly Lawrence, Group Managing Director. It will also be supported by BHTA Chairman, former Chief Executive of Handicare and former Chairman of the Mobility Access and Stairlifts Section, Mike Lord, who joins Kirton as Non-Executive Chairman. Mike has 17 years’ experience across the rehabilitation, mobility and stairlift sectors and, according to the Buyout team, is the perfect addition to the Kirton management team. Beverly said: “This is a very exciting time for Kirton. Martin has left behind an immense legacy and the management team is very much looking forward to nurturing and building on it, now and in the future. We are also delighted with the appointment of Mike Lord as Non-Executive Chairman. Mike, formerly of Minivator, has a tremendous industry pedigree, market knowledge and insight. We are all thoroughly looking forward to working with him to drive the business forward.” With the acquisition of High Wycombe-based A J Way in 2010, the Kirton Group established itself as having the widest seating portfolio in the healthcare market. Its core customers include local authorities, NHS trusts, private care homes and the homecare market.

£295

Just

July 2013

Martin Battye has left

In the 90s, the company expanded into sensory Kirton Healthcare in good shape stimulation tools for the physical and cognitive development of children and adults with special needs, resulting in the creation of SensoryPlus. The brand now also includes the development of sensory environments for a variety of care settings, including residential care homes, nurseries, activity centres and domestic spaces. On working with NVM, Beverly says: “We have been impressed by NVM’s insight into what we do and from our very first meeting they spoke enthusiastically about how “we” could grow and develop. Together, we are looking forward to “Martin has left behind an immense developing new products, legacy and the management team entering new markets and is very much looking forward to welcoming new people to nurturing and building on it” our organisation.” “The most important thing for us as a business is that we continue to provide the same high quality products and services to our customers and retailers as we have always done,” continued Beverly. “We will firmly maintain the ‘open door’ policy that Martin has implemented with great success over the years, and will continue to exceed expectations, be it those of our retailers, customers or staff members.” Martin told us: “It is with very mixed emotion that I “From our very first meeting they announce my retirement spoke enthusiastically about how from the Kirton Group, a “we” could grow and develop” company that I brought to life three decades ago, and have watched take up a market leader’s position. Kirton has not merely weathered a recession which has been as tough as any can remember, but further grown and expanded as a business. I could not be more proud of Kirton, my growing team over the years, and the management team that will be taking over after my retirement.” He added: “It has been a privilege, pleasure and a lot of fun to work with so many talented people, whose commitment, energy and hard work have been the ingredients to a success that I am confident will continue and grow into the future.” The Kirton Healthcare website is at www.kirtonseating.co.uk

The amount you’ll pay to get in front of 29,500 OTs when you take a spot on the OT Product Showcase.

Call 01536 710050 or email info@thiis.co.uk for more details and a sample copy.

www.thiis.co.uk

E-mail: info@thiis.co.uk

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Simple steps to building retail business As we’ve highlighted before in the magazine, footwear is an option that a number of retailers have incorporated into their retail showrooms and with good reason. The marketplace is growing all the time. One example of that is Cosyfeet. The company is thriving after 30 years in business selling extra roomy footwear… While scooters and wheelchairs are one of the first products on the list when a retail showroom is being opened, there’s a real need for a far more basic mobility aid that many retailers overlook: extra roomy footwear. A high proportion of mobility customers have swollen or misshapen feet and need properly fitting footwear that shoe shops just don’t stock. Having the right pair of shoes or slippers can mean the difference between being able or unable to walk. So where do people who need extra roomy footwear go to buy their shoes? A growing number of mobility shops are now stocking footwear to complement their existing ranges. It’s a profitable move which enables them to fulfil a very real need for their existing customer base. Back in the early 1980s before Cosyfeet first started trading, there were plenty of potential customers for extra roomy footwear but not a single source of supply in the UK. People with problem feet often had to put up with pain, minimum mobility and large slices cut out of their shoes to try to make them more comfortable. Cosyfeet was started in Bristol by a husband and wife team who realised the great need that existed for extra roomy footwear. Initially they launched just three shoe styles using a back bedroom as an office and a garage as a warehouse. The business was a success, but as they approached retirement age they decided to sell it as a going concern, and in 1991 it was bought by David Price, a former manager with Street-based Clarks shoes. Using his wealth of experience in the shoe trade, David was able to expand the business at its current location in Street, Somerset. He placed great emphasis on developing and improving styles based on customer feedback, creating

July 2013

The company is celebrating 30 years in

shoes that fitted well, offered support and business comfort, and were aesthetically pleasing. In 2011, having nurtured the business for 20 years, David sold Cosyfeet to its Executive Board, who together have over 30 years combined experience working with the company. “We’ve weathered the recent The company is now challenging economic conditions well led by Managing Director and we’re excited about the future” Andrew Peirce, who has an evolution not revolution approach to the business. “The Company is a good one, made up of many excellent and committed people,” Andrew told us. “We’ve weathered the recent challenging economic conditions well and we’re excited about the future.” He adds: “Looking ahead we intend to uphold the company’s core values of excellent product and first class customer service. We see the mobility trade as being

The styles are aimed at an increasingly style-conscious customer

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E-mail: info@thiis.co.uk

seren

new improved for 2013

unique | dynamic | adaptable

New adjustable swing-back armrest Crash tested excellent manoeuverability Dynamic front wheel drive Five point suspension system Swivel and side transfers Multi-adjustable features *Optional captain seat

*Optional captain seat

seren

optionAl extrAS

unique | dynamic | adaptable

The new improved Seren offers an infinite level of adjustment to customise and adjust to suit your daily living needs. The new improved swing-back arm rest makes side transfers easier and the five spring coil suspension makes those everyday journeys more comfortable when out and about.

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Range* Black Overall 20K/m Length / 12.4 Miles Overall 995mm Width / 39” Overall 610mm Height / 24” Weight 1050mm w/ Batt eries / 41” Max. Spe 80kg / ed 176lbs Max. Safe 6.4k 70˚ swing-in/out mph Slop Elevating legSea rests e / 4mp h t Width leg 6˚rests Seat Dep 420 th 470mm Armrest / 16.5 450 ” - 18.5 Height 475 ” 500mm 06/06/2013 16:49 Seat Back 225 / 17.7 Angle 250 ” - 18.7 270mm * Rang ” - 19.6 e is 100 / 8.9” ” conditioncalculated 120˚ - 9.8” s can affec under test - 10.6” condition t range Maximum s. Weig of trave ht of user, l. User Weig terrain ht 136 and weat

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perfectly placed to deliver the kind of personal service that leads to strong customer loyalty, and this is very much a growth area for us.” Demographics are on Cosyfeet’s side, just as they are on the side of the mobility market. In particular, the increase in Diabetes in the UK will fuel the need for extra roomy footwear designed to protect feet made vulnerable by the disease. Health experts agree that the UK is facing a huge increase in the number of people with diabetes. The charity Diabetes UK reports that since 1996 the number of people diagnosed with diabetes has increased from 1.4 million to 2.9 million. By 2025 it is estimated that five million people in the UK will have diabetes. Most of these cases will be Type 2 diabetes, because of our ageing population and rapidly rising numbers of overweight and obese people. One of the most potentially worrying side effects of Diabetes is peripheral neuropathy (nerve damage), which results in loss of feeling in the feet. Feet in poorly fitting footwear can lead to minor injuries which cannot be felt, and are therefore left untreated. Added to this, people with Diabetes do not heal as well as those without the disease, so minor injuries can become infected, leading to amputations. All in all, finding the right footwear can prevent very serious and avoidable problems for Diabetes sufferers. The challenge to Cosyfeet is to meet the demands of a new generation of younger customers who, due to the current obesity epidemic, require an extra roomy slipper or shoe

which fits well and provides excellent support but has a younger, more fashionable look. Wholesale Manager John Negus explained how the company was meeting the challenge: “Whilst retaining our perennial bestsellers, we’ve added new styles this year to cater for customers who are younger, or who have a younger outlook in terms of style. We need to provide shoes suitable for men and women in their forties and fifties, but we’re also finding that today’s octogenarians are far more style conscious than their predecessors.” “The important thing is that footwear needs to fit properly and provide support without chafing,” says John. “Most customers, whether or not they have Diabetes, need good quality, soft leather shoes, which is what most of our range consists John Negus is the Wholesale Manager for of, but for feet that are very hard to fit we also sell Cosyfeet and says that a range of shoes with elastane that stretch to fit the company is conscious of developing new styles bunions, hammer toes and swelling.” for the younger customer Often overlooked as a product line, slippers account for the largest share of trade sales. Two pairs of slippers are sold for every pair of shoes. Cosyfeet also supplies extra roomy socks and “Slippers account for the largest hosiery which can be share of trade sales. Two pairs of a valuable addition to slippers are sold for every pair of footwear for many retailers. shoes” In recent years an extensive campaign of daytime TV advertising has successfully raised Cosyfeet’s brand awareness among its target market. This leads to potential customers calling to locate their nearest outlet for Cosyfeet footwear, generating business for retailers. Many retailers find that a customer who calls in initially to buy a pair of Cosyfeet slippers will return some weeks later to invest in a recliner or mobility scooter. The company is “Daytime TV advertising has equipped to provide all successfully raised Cosyfeet’s brand retailers with point of sale awareness among its target market” material, training and advice and offers a swift and efficient repeat ordering service. Cosyfeet was the first British company to make footwear for people with swollen feet. Thirty years on it still offers the biggest range of extra roomy shoes and slippers on the market. The company is currently seeking retail trade customers in many geographical locations within the UK, and has a particular need for outlets in Scotland and the North of England. For more information contact Wholesale Manager John Negus on 01458 449075 or 07730 527942 or email johnn@footshopltd.co.uk

Slippers are a big seller too according to the company

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The Extra Roomy footwear brand that 0 really gives your business extra oomph! 900 s

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Cosyfeet is the brand for Extra Roomy footwear, socks and hosiery.

Cosyfeet brings more customers to your store - for you to sell more!

Cosyfeet offers a one width ﬁtting which means less complication.

Cosyfeet products encourage repeat business, bringing customers back to your store again and again.

Cosyfeet customers ask for our product by name.

Cosyfeet offers impressive stockist support.

Want to know more? Potential stockists should call John Negus on 01458 449075 or email: johnn@footshopltd.co.uk

CF038_V2.indd 1

July 2013

www.cosyfeet.com

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16/06/2011 09:58

E-mail: info@thiis.co.uk

SCOUT Scooter

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Training together for growth Kirton Healthcare and Sumed International recently held a successful training day following the deal that was announced for Sumed to distribute Kirton’s Intelli-Gel cushions to key healthcare markets in the UK and Ireland. The training took place in Nottingham, where members of the Sumed team came together to learn more about the cushions. According to Diane Hargrove, Sales and Marketing Director, the Sumed team is fully prepared and ready to start selling: “We are very excited to be working with Kirton Healthcare to add the range to our portfolio. Its low maintenance qualities and excellent pricing are its biggest benefits. With full clinical evidence packs, literature and demonstration cushions in hand, the sales team is looking forward to presenting Intelli-Gel to its customers.” Diane added: “We were particularly thrilled by the clinical evidence presented to us initially by Kirton, but are now even more impressed with the low profile version of the cushion with its impressive 30st weight limit, which is increasingly required by a number of our customers. Our clients have very different sets of circumstances, both at home and in various care settings, and I believe the cushions offer a great solution for these differing situations, requiring practically no maintenance, set-up or adjustment.” As part of the distribution agreement between the two companies, Sumed will have exclusive distribution rights for the advanced IntelliGel pressure cushions to the UK and Ireland Wheelchair Services, Community Equipment Services and NHS Hospital markets. Graham Collyer, Executive Chairman of Sumed, told us: “We were looking for a simple to use, highly therapeutic cushion to fit within our current range, and the clinical evidence, which is something that Clinicians today want to see, is what attracted us to Intelli-Gel. Along with this, we realised after our

July 2013

first meeting with Kirton that culturally, we were a very good fit as far as two companies go and so the collaboration was perfect. We believe the relationship will build well.” Mark Fowkes, Sales “We were particularly thrilled by the Director at Kirton clinical evidence presented to us” Healthcare and the mastermind behind the collaboration, said: “Intelli-Gel cushions work very well integrally in our current product portfolio and we were looking to deliver them to a wider audience. We are highly encouraged by the response of the Sumed sales team as they are experts in their field. We can see this being a long term, successful relationship on both sides.” “We realised after our first meeting Kirton developed the with Kirton that culturally, we were a cushions to incorporate very good fit” the latest in pressure care advances offering pressure relief for those at very high risk and assist with the healing of pressure ulcers up to Grade II (EPUAP). Unlike air or fluid-based cushions, the company says that Intelli-Gel cannot leak or puncture and continues to perform effectively “We are highly encouraged by the even if damaged. They response of the Sumed sales team” do not require set up or maintenance and the cushions can be placed in a chair or seating system and will be effective immediately. They are available in two versions; a Contoured variant and a Low Profile Topper. The website for Kirton Healthcare is at www. kirton-healthcare.co.uk. The website for Sumed is at www.sumed.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

FIND OUT WHY SO MANY DEALERS ARE SWITCHING FINANCE TO FIRST SENIOR TRIPLE STAR FINANCE

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Consumer Codes Approval Scheme launches The Trading Standards Institute (TSI) is now officially the organisation in charge of the Consumer Codes Approval Scheme. One of the Codes is the one run by the BHTA… In the last issue of the magazine we carried an article in which Sarah Lepak, BHTA’s Director of Governance & Policy Development explained the changes to the BHTA Code of Practice. The Code was linked to the Office of Fair Trading but is now part of the Trading Standards Institute’s (TSI) new Consumer Codes Approval Scheme. The BHTA is just one of the organisations that has a Code in the scheme and the new system was launched recently, with the aim of giving customers greater confidence in trade associations and business organisations that operate codes of practice. It was given the Government’s official backing by Consumer Minister Jo Swinson, who said it will boost consumer confidence and encourage economic growth. TSI Chief Executive Leon Livermore said: “The Government recognises the importance of this new scheme, which comes with an important sting in the tail. We will be reinforcing the fact that failure for any trader to comply with an industry code, whose logo they display, is a criminal offence for which they could face fines or imprisonment.” He added: “We’re not going to be shy in tackling some of the biggest industries that cause the greatest problems to consumers. We already have members of the scheme covering the motor industry, solar power, mobility aids and debt – but we expect to include double glazing, furniture and travel in the near future. We are confident more members will come on board as they recognise the power of the TSI Consumer Codes Approval Scheme logo in attracting consumers to their business.” More than 15,000 traders have already signed up to one of nine approved codes of practice. Consumers will be able to look for the TSI Approved Code logo, or search a dedicated database at www.tradingstandards.gov.uk, for a member of an approved code in their area. The new scheme includes a Consumer Advisory Panel, but also a permanent position for Citizens Advice on the Board. Citizens Advice

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July 2013

BHTA Director General

Chief Executive Gillian Guy said: “We deal with Ray Hodgkinson with Consumer Minister, Jo over a million consumer problems each year and Swinson at the launch know how difficult it is for people to find a seller they can trust, the Approved Trader Scheme will help to combat this.” BHTA is joined by the British Association of Removers, Debt Managers Standards Association, “The Government recognises the Institute of Professional importance of this new scheme, Will Writers, Motor Codes which comes with an important sting Ltd, Renewable Energy in the tail” Assurance Ltd, Robert Bosch Ltd, The Carpet Foundation and Vehicle Builders Repairers Association Ltd. BHTA Director General Ray Hodgkinson MBE said: “We want consumers to be able to buy with confidence by going to BHTA member companies. We have powers to investigate and report on any complaints involving our members. The Code of Practice sets out the standards “More than 15,000 traders have that they must meet to already signed up to one of nine demonstrate best practice approved codes of practice” in their business dealings. We are delighted that our code has already achieved approval under the new Trading Standards Institute’s Consumer Codes Approval Scheme. This means that our member companies must trade ethically and professionally.” The BHTA website is at www.bhta.net

Using the new logo on websites will enable visitors to click through to a TSI system that will confirm whether the company using the logo is actually part of the scheme

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How much time are you spending ordering products for the showroom? Really, that much? Want to save time and money? then take a look at the-market, the quick and easy way to order different products from different suppliers, all in one place at the same time.

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ROUNDUP Sales Manager for Ergolet

Retailer celebrates 10 years with new website The one thing that has changed our marketplace beyond recognition, just as in most other markets, is the Internet. One company that has spent a good deal of time and money getting their online presence right has just launched a new site…

Mike Large has joined Ergolet as Sales Manager for the Midlands, Wales, Northern England and Scotland. Mike has several years experience in the healthcare industry. David Lomas, Ergolet’s Sales Director told Thiis: “I am so pleased to have Mike on the team, he is profesional and enthusastic he joins us from Cefndy Healthcare where he sold, amongst other products, the Ergolet Pallas range of stand aids”. Mike told us: ”I am really excited to join a progresive company with such an innovative product range and am looking forward to developing our business. Healthcare is a great industry to work in, no two days are the same”. Ergolet offer a range of mobile hoists and stand aids, the Luna overhead hoist system as wellas bathing, toileting, showering and walking aids. Mike can be contacted on 07786 330398 or mike.large@ ergolet.co.uk Petition launched to make mobility scooter insurance compulsory A petition has been launched to take the issue of compulsory insurance for mobility scooter users to Westminster, with a view to making comprehensive cover a requirement for scooters in the UK. The petition follows a poll – carried out by Help-My-Mobility – which found that the general public were overwhelmingly in favour of moves to make insurance compulsory. Of the respondents, over 70% said they would support government action to make mobility scooter insurance a legal requirement. The petition can be found at www.help-my-mobility.org/ mobility-scooters/insurancegovernment-petition.htm

Handy Healthcare has launched a new website proof the site to ensure we remain at the forefront which coincides with the company’s 10th of the online market.” Anniversary. The company says that as the Scott says that one key feature that will make online market increases the demand for a fully the Handy Healthcare website stand out from the functional ecommerce site couldn’t be more crowd is its simple navigation and functionality. important. “We have invested a lot Handy Healthcare has of time into ensuring the “We took the brave leap of not teamed up with ‘Magento’ navigation bar is of the only working closely with a wellto deliver what it describes highest quality and that the established web design company as a ‘powerful, high quality user finds the product they but employing are very own website with unlimited are looking for first time.” Business Development Manager” functionality’. The company has The company says that, not only revamped the by using the most powerful ecommerce software website but also completely rebranded their available, customers will not only be able to find internet presence by changing their logo and the product they are after within seconds, but updating all social media. And, with the export complete the checkout error free by using the one market in mind the company has decided to page checkout system, add international orders specifically designed with to their repertoire. This “We have invested a lot of time the end user in mind. option can be selected on into ensuring the navigation bar is Handy Healthcare’s the checkout page and of the highest quality” Scott Goody told us: “The is fully dependant on the project began with an products ordered. initial assessment of our previous website and The company sells all the higher end products suggested improvements that could help user’s from wheelchairs and mobility scooters to stairlifts navigation, checkout and overall look of our site. and has products in 10 stores throughout the We then took the brave leap of not only working UK. Having received a growing number of sales closely with a well-established web design through NHS Trust’s, the company has also company but employing our very own Business created a specific email address for all purchase Development Manager, Lewis Holmes, to ensure orders, po@handyhealthcare.co.uk we developed the most suitable site for our To take a look at the website, go to www. users. This partnership has enabled us to not only handyhealthcare.co.uk develop a state of the art website, but future

According to the company, the website uses some of the most powerful e-commerce software around.

July 2013

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New event draws impressive audience Health+Care took place a few weeks ago at London Excel. It was all about trying to make sense about the ‘new landscape’ after the introduction of CCG’s (Clinical Commissioning Groups) and the ‘new market’ that exists as a result…

Spotted at the show – a well-designed and effective way to generate feedback. You just couldn’t walk pass it without knowing exactly what it was there for and what it wanted you to do!

The new Health+Care show took place in London a few weeks ago for the first time and attracted an impressive number of visitors. The event was built on the well-established Commissioning Show as organisers CloserStill added three new shows. CloserStill, also organisers of the new trade event, Trade Days, added The Home Care Show, The Residential Care Show and the Health+Care Integration conference to complete the line-up. Nearly 6500 people visited the new combined event, which now makes it the largest of its kind in the UK dealing with these issues. Minister of State for Care & Support Mr Lamb was one of the shows keynote speakers and made an impassioned speech on the merits of healthcare integration. The Commissioning Show saw attendance grow by 43% from last year. The show is now getting more than 4000 visitors who attend to discuss, share and learn more about the issues of NHS commissioning. While in their first year the other parts of Health+Care saw more than 2000 visitors. Ralph Collett, Director of Medical at CloserStill Media said: “We set out to create a unique event that brought together our already successful Commissioning Show, with the other areas of care that are so important if we are to create a truly integrated healthcare system for the future in this country.”

Other keynote speakers at Health+Care included Labour Party Shadow Health Secretary the Rt Hon Andy Burnham MP, Dementia Tsar Professor Alistair Burns and Andrea Sutcliffe, CEO of Social Care Institute for Excellence. Overall more than 300 speakers took part in the show, while it was also backed by leading associations including the National Association of Primary Care, the NHS Alliance, the UK Home Care Association and the English Community Care Association. One of the speakers, Dr Charles Alessi, Chair of “It is not CCGs that have brought the the National Association of system to where it is, but the system Primary Care, NHS Clinical itself. In its current state, the system Commissioners and Senior is seriously flawed, – morally and Advisor Public Health financially” England, told delegates that the current healthcare system is not fit for purpose, with poorly managed systems that can no longer survive financially. According to Dr Alessi, CCGs are the only real hope for saving the NHS: “It is not CCGs that have brought the system to where it is, but the system itself. In its current state, the system is seriously flawed, – morally and financially. The systems that were originally set up are no longer fit for purpose, as highlighted by cases like Mid-Staffs.” He added: “We need a system that is fair and accountable and actually directed at the recipient of the service which is the person and the people

The event attracted a long list of high profile speakers along with a mixture of delegates from the commissioning and CCG sectors

A number of BHTA member companies took a spot in the BHTA Pavilion at the new event to get a better idea of the new healthcare landscape

July 2013

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E-mail: info@thiis.co.uk

Fancy a move to the Spanish sunshine? If you want live in the sun and run a profitable successful business then this is the opportunity that does not come around very often. a well established and successful mobility hire and sales company located on the Costa del sol spain, is currently for sale. Having been established for over 10 years, with a large regular client base, the company provides mobility scooters, wheelchair and mobility aids for rent to holiday makers and residents for 12 months of the year. Being the preferred supplier to a number of hotels, this is a fantastic opportunity for anybody with knowledge of the industry how is seeking a move to a sunnier climate. Package includes, all stock, equipment, computers, phones, phonelines, and leading website which brings in a load of orders, plus has the added bonus of a unique link that provides even more orders each month, further details of the company, and the package on offer can be discussed, please contact John on spainmobility@gmail.com for further information. reason for sale - change in family situation.

not a system based on the maintenance of the institutions that are supposed to deliver that care. CCGs are the future. They connect with the practices and as member organisations have no choice but to reflect the aspirations of their members if they are to be successful. They also directly connect with the people. He went on to say: “Yes this is exposed, but exposure and transparency is the way forward. CCGs have a great deal of work to do and they are being tested very early in their life – this is where we need to work together and rise to the challenge and we have already seen some excellent examples of CCGs who understand their landscape and who are working very closely with other parts of the NHS, acute and mental health trusts as well as local authorities to deliver the best care they can. In another presentation, Julie Wood, Director,

NHS Clinical Commissioners, argued that CCGs are the way to improve outcomes and boost productivity in the NHS. Ms Wood said: “CCGs are getting down to the day job and the CCG business strand gives them practical insight into what is has already worked and where the problems lie. Sharing best practice “CCGs are the future. They connect and understanding what with the practices and as member the key priorities are will organisations have no choice but best position CCGs to to reflect the aspirations of their learn what to do, what members if they are to be successful” not to do and understand what needs to be done to succeed. And the results so far show that the move to local clinically-led commissioning is working.” The Health+Care website is at www. healthpluscare.co.uk

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Invacare make it simple Invacare has launched a new ceiling track and overhead hoist system designed specifically for the needs of the Community and Residential Care market. The Invacare I-transia is, according to the company, manufactured to the highest quality standard and boasts a range of key comfort and safety features and offers exceptional functionality and reliability in a highly cost effective format. It new product has been designed to manage the most frequently requested installation requirements. As a result, the company says that a straightforward method of assessment, ordering and installation is achieved with significantly reduced lead times and a highly cost effective pricing structure. Lisa Cook, Product Manager for Invacare told us: “Following research into Community based installation requirements, we realised that an uncomplicated approach to providing overhead hoists is required. Often the need in community settings is for a high quality installation of a length of track or a simple XY system that can be assessed for in a straightforward efficient manner, can be provided on a short lead time and then installed with little disruption. Invacare

believes that by using a simplified approach of removing many of the highly complex options, and structuring the products range into kits, will provide positive benefits for cost of purchase and will significantly reduce the length of waiting time for installation.” Lisa added: “The I-transia is managed by a network of specialist and professional installers who stock a range of kits. This allows them to provide a highly efficient and cost effective local service for the Community and Residential Care sectors.” Call 01656 776 222 or visit the website at www.invacare.co.uk

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New scheme for specialist postural support equipment Jenx is urging clinicians, funders and schools to reconsider their approach to equipment supply. The company has developed what it describes as a ‘sustainable, cost saving and time-efficient equipment provision scheme’ for specialist postural support equipment. The scheme is called APPROVE. According to the company, APPROVE stands for Assessment, Provision, Partnership, Review, Overhaul, Value and Environment Catherine Jenkins, Director of Jenx Ltd and a trained paediatric physiotherapist, told us: “APPROVE provides a complete solution for those requiring specialist equipment, ensuring it is up-to-date, safe and most importantly, meets the needs of the user, even when those needs are continually changing. It is an annual fixed price provision package covering not only the equipment itself but also any additional accessories that may become necessary along with the delivery, setup, assessment, review and maintenance.” According to the company, if a user’s needs change and a different piece of equipment is required during the contract this exchange is also included. “APPROVE makes budgeting much simpler and more transparent while still focusing on the quality of care.” Catherine added. She explained the background to the introduction. “The thinking behind APPROVE is really quite simple; improved care and reduced cost. We’ve talked to schools, therapists and funding authorities about what they wanted from what can be complicated and time-consuming equipment provision schemes, as well as looking at current funding structures and the changing agenda of public services – and APPROVE is the outcome. There is no extra cost for reassessment and if a new, more advanced product becomes available which is more suited to the user’s needs they will not simply have to ‘make do’ with an outdated product – Jenx will supply them with an updated product for no extra cost and the old model will be redistributed under the APPROVE scheme, saving all parties time and money.”

July 2013

The company is focussing on an added value approach

And, Catherine believes, a good deal of time can be saved. “Standard models for purchasing equipment for children requiring specialist postural support involve choosing a product from a number of suppliers and then carrying out a series of assessments with these different suppliers. Once a product is chosen the user may have to wait several months for their equipment. With “APPROVE makes budgeting much APPROVE the assessment simpler and more transparent while and delivery of the product still focusing on the quality of care” takes place on the same day. The user will be set up with the product and be ready to start using it straight away. The frequent need for equipment change or re-assessment can be costly, but under APPROVE this additional cost is removed.” “APPROVE allows budget holders to plan more effectively for the cost of providing medical devices” she says. “The plan offers fixed yearly “The assessment and delivery of the costs for each provision product takes place on the same day” so it is possible to forecast and pinpoint spend accurately up front. There are a whole host of other benefits, but the ultimate benefit is to the user.” For more information, call 0114 285 3376 or visit the website at The APPROVE campaign is aimed at helping www.jenx.com/page/approve customers manage their budgets

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Osprey Sling Company New Products Osprey The New Economy Range HEALTHCARE

The Economy Deluxe Sling is a popular design comes in three sizes Adult small, medium and large it also comes with an economy price of £59.40 per sling.

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The Economy Universal Sling comes in three sizes, Adult Small Medium and large. The split leg design has an Economy price of £49.40 per sling. Ref: EUS

Ref: EDS

The Economy Bathing Sling is based on the popular deluxe style and comes in three sizes, adult small, medium and large. It comes with an economy price of £42.00 per sling.

The Economy Toileting Sling has a Velcro waist band and arms are positioned on the outside of the underarm bolster rolls. This sling is not designed for arms inside and comes with an economy price of £54.00 per sling. Ref: ETS

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ROUNDUP Nordic Care takes on over 3000 new product lines Nordic Care Services has teamed up with French company Herdegen to be its UK distributor of crutches, rise and recline chairs, bathing aids, community beds and gel cushions. Herdegen is the world’s largest manufacturer of crutches and walking sticks and nearly all products are manufactured in Europe. As well Nordic’s existing portfolio of ETAC and Molift products the new product lines mean that NCS can now provide a complete solution to any mobility, manual handling or disability problem. Call 01495 723226 or visit the website at www.nordiccare. co.uk

MediTek says goodbye MediTek has announced that sales manager, John Runciman, is leaving his role to pursue new opportunities. Speaking of his departure MediTek managing director Phil Rice said this. “John began his career with MediTek in 2004 and for the past 9 years been a wellknown and respected member of the senior management team. For personal reasons John decided he wanted a job with more flexibility and reduced hours. Everyone at MediTek wishes John the very best in his new career and we are now actively seeking a worthy replacement to cover trade sales in the North.” The MediTek website is at www.meditek.net

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July 2013

Central barcoding database goes live We see barcodes on pretty much every type of product we buy these days, but the healthcare industry is still getting to grips with what to do and how to do it in some sectors. Now a new online system has been designed to make some of the processes easier… There is increasing demand for healthcare from CSV files and for barcode users to export/ products with GS1 barcodes attached, download to CSV files. (CSV files are a simple particularly for the NHS, and legislation is way to import or export to proprietary software expected to require barcoded unique device applications.) There’s no software to install, and identifiers and track and trace data. online tutorials and FAQs mean there’s no need to Barcoding can bring far-reaching benefits to attend training. the healthcare equipment Health Hub is a “Health Hub is a comprehensive, sector and its users, partnership between including cost savings, Assistive Partner, who healthcare-specific, web based lower inventories, better barcode database with all the details provide the technical information and improved expertise and experience suppliers and customers need” overall control for both in hosted software suppliers and customers. applications, and the To achieve this, barcode data has to be available BHTA, which has almost 500 members in the in the database the barcode reader is connected healthcare sector and wants to improve the taketo. Using barcode information is more efficient up of technology in the sector. Both organisations for suppliers and customers with one central have long experience of the healthcare sector and database for products from all suppliers – that’s see the benefits of one barcode database used the newly launched Health by everyone in the supply Hub. chain. “Users of equipment share one, Completely free for The BHTA has also consistent source of data with barcode users, Health been running a series distributors, retailers, healthcare Hub is a comprehensive, of workshops aimed service providers and engineers” healthcare-specific, web at helping companies based barcode database understand the barcoding with all the details suppliers and customers need issues better. The GS1 Barcoding Implementation - products, proprietary owner, barcode detail and offers an opportunity to discuss the issues around GTIN attributes. implementing GS1 barcoding with the experts. Using Health Hub means that users of According to the BHTA, the latest estimate is equipment share one, that 70% of products are consistent source of “The latest estimate is that 70% of already barcoded and data with distributors, so companies that aren’t products are already barcoded” retailers, healthcare service looking to the introduction providers and engineers. for their own products Having consistent data across all products, could well get left behind. whoever they’ve been purchased from, enhances If you would like to register your interest in customers’ procurement data and enables them attending a future course, then call Nigel Woods, to improve stock control and patient safety. Training and Events Co-ordinator on 020 7702 Health Hub features easy to use search options 2141. The Health Hub Code Bank is at www. and interfaces for barcode owners to upload healthhubcodebank.org

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ROUNDUP

British Healthcare Awards launched

Exhibition & Event Guide

R82’s Support Act R82 has congratulationed Jack Carroll on being Runner up in “Britains Got Talent”. Jack uses the R82 crocodile walking aid for walking and getting around on stage. Jacks parents contacted the company and asked if they could service his Crocodile 2, just before the semi-finals of Britain’s Got Talent. R82 reviewed the walker and felt Jack would now be better suited to the Crocodile 3. Mark Lee, Business Development Manager for R82 UK told us: “We are proud that Jack chose the Crocodile from the options available. The fact a national TV star uses our walker and finds it the best option is a big moment for us.” Following Jack’s success, he is now in high demand and now uses the same agent as John Bishop. Jack is pictured with R82 Product Advisor, James Haigh, receiving his Crocodile 3, just before the semi-finals. For further information call 0121 561 2222 or visit the website at www.r82-uk.co.uk

If you are proud of your business and the products and services you provide, then why not get the recognition you deserve? Companies have until 11th September to submit entries for the British Healthcare Awards and the Independent Living Design Awards (ILDA). Categories have been updated to focus more on business and less on specific sectors, enabling more healthcare and assistive technology companies to enter. The entry fee is now just £25 and an independent panel of judges includes representatives of the industry, professionals and consumers. All winners will be provided with an awards logo to promote their achievement, which can be used in their own marketing. There are two sets of awards for companies to enter; the British Healthcare Awards and the Independent Living Design Awards (ILDA). The awards dinner will also see the presentation of the BHTA Lifetime Achievement Award. British Healthcare Awards: • Best New Business • Best Product /Service Innovation • Best Established Product /Service • Best Marketing Campaign

• Best Creative Solution For the Independent Living Design Awards, manufacturers, designers and retailers are invited to nominate the product(s) they believe have significantly enhanced independent living. All winners will be presented by the BBC’s Bill Turnbull at the BHTA Awards Dinner on Thursday 5 December 2013, held at the Gloucester Millennium Hotel, Kensington, London. Last year’s winners included Mobility retailer Tremorvah Industries, the Hearing Care Centre for their outstanding customer service, and family-run orthotics companies Chris Hanley & Partnership and Chaneco. The 2012 winner of the Independent Living Design Awards was the TravelChair from Meru, which allows disabled children to use standard airline seats. For further information, contact Kate Webster, BHTA Marketing and Communications Manager on 020 7702 2141 or 07824 556238 2013 entry forms, with full details of the categories and criteria, are available at www.bhta. net/awards

July 10-12 2013 – Posture & Mobility, Bristol. www.pmguk.co.uk September 18-19 2013 – Scottish Naidex – SECC. www.naidex.co.uk September 25-28 2013 – Rehacare, Dusseldorf. www.rehacare.de September 30- October 2 2013 – The Back Exchange, Hinckley. www.nationalbackexchange.org October 8-10 2013 – Medtrade, Orlando. www.medtrade.com November 12-13 2013 – Care Show, NEC. www.careshow.com November 20-23 2013 – Medica, Dusseldorf. www.medica.de November 21 2013 – Kidz Up North, Event City, Trafford Centre. www.kidzupnorth.co.uk November 26-27 – The OT Show, NEC. www.otshow.co.uk January 27-30 2014 - Arab Health, Dubai. www.arabhealthonline.com January 29-31 2014 - Moving & Handling People, Business Design Centre, London. www.movingandhandlingpeople.co.uk March 10-12 2014 – Medtrade Spring, Las Vegas. www.medtrade.com March 27 2014 – Kidz in the Middle, Ricoh Arena, Coventry. www.kidzinthemiddle.co.uk April 29 – May 1 2014 – Naidex National, NEC. www.naidex.co.uk June 3-5 2014 – OT Conference. Brighton. www.cot.org.uk June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk April 18-19 2013 – Tissue Viability, Kettering. www.tvs.org.uk June 27-29 2013 – The Mobility Roadshow, Telford. www.mobilityroadshow.co.uk

July 2013

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ROUNDUP

Park House Healthcare scoop award Park House Healthcare has been awarded the Environment, Health & Social Care Business of the Year Award, at the Bradford Means Business Awards Dinner. The Environment, Health & Social Care Business of the Year Award, celebrates businesses that have made the greatest contribution to the local economy. Park House Healthcare have implemented an environmental green team to champion eco-friendly values, reduced packaging, introduced waste segregation & recycling programmes and invested in state-of-the-art decontamination facilities to reduce water. Last year, the company invested £40,000 in a new lighting system, triggered by motion sensors; this reduced the amount of energy being used unnecessarily. In addition, speed limiters and trackers have been installed to every company vehicle, reducing fuel consumption by three per cent. Park House Healthcare is now working with suppliers to help them to improve their environmental performance. Finance director Dan Perry was presented with the award by Caroline Cundy of Sovereign Healthcare, he said: “This is fantastic recognition for Park House Healthcare. We have spent a large amount of time on our environmental measures, and the dividends have paid off. This award highlights all the hard work, dedication and professionalism of the Park House Healthcare team.” The website is at www. parkhouse-hc.com Mini brochure from AJ Way A J Way and Co has launched a new mini brochure to promote its riser recliner and high seat chairs, their bariatric collection and complimentary range of suites. The brochure also includes information on pressure care management and the company’s Intelli-Gel and Reflexion Memory Foam Cushions. For more information, or to order a copy of the new mini brochure, call 01494 471821 or visit the website at www.ajway. co.uk

July 2013

‘Remarkable’ reaction and support for new trade event In the last issue of the magazine we covered the launch of Trade Days, the brand new, business to business event which will take place next year, in October 2014. As expected, there has been a good deal of and development, rather than avoiding and reaction and comments from all sectors of the attracting the attention of the buying public, which marketplace. But, the first test for any new has always created some awkward moments. event is whether there are going to be any We look forward to visiting trade only shows exhibitors willing and ready to give support. and will certainly invest in our time to support the Normally that takes some weeks to establish show.” but the first couple of weeks of activity for Trade And Gary Wright, Commercial Director of AJM Days has been hugely positive according to the Healthcare Group is also looking forward to being show organisers, CloserStill Media. at the first event. He said: “Trade Days is a very The show floor is beginning to take shape welcome event: the opportunity to meet new with a number of companies taking the decision suppliers in a pure B2B environment is definitely to promote in a different way. Some of the first the preferred way forward for us.” companies to book I think it’s fair to say that space are Classic Canes, CloserStill, the organisers “The telephone conversations we Drive Medical, Patterson of the new show, were are having are just so positive” Medical, Uniscan, taken aback slightly by the Handicare, Karma Mobility, positive responses that Able 2, First Senior, Flexel, Gerald Simonds, they were getting when they called a number of Assistive Partner, Rise & Recline, Suite Options potential exhibitors. and Primacare. Phil Nelson, Director of CloserStill told us: More about the support from the suppliers “We always knew the concept for the show shortly, but there has also been on-going support was solid and we had seen from the impressive from the other incredibly important group if Trade list of support messages that companies had Days is going to succeed – retailers. sent in before the launch that it was something Nick Cooke, Commercial Director of John that people liked the idea of, but the telephone Preston Healthcare Group conversations we are could be described as having are just so positive.” “My business partner Lesley, and being both a supplier First through the ‘Trade I, both believe that the Trade Days and a retailer. He told us: Days’ door was Classic concept is an excellent idea” “Operating at both ends Canes. The company of the supply chain, John signed up just a couple of Preston Healthcare Group is greatly looking hours after the official launch. forward to the UK’s first ever ‘trade only’ show as Managing Partner, Charlotte Gillan, told us: it will give us quality time with trade suppliers and “Classic Canes is delighted to be exhibiting at trade customers alike. We are planning to launch the inaugural ‘Trade Days’ trade-only event for some exciting new products and Trade Days the healthcare industry. We greatly look forward presents a unique opportunity to launch to the to welcoming our stockists, old and new, to our trade in a professional environment.” stand. Now that we finally have a professional, Mandy Fenton of Euromobility has also added trade-only fair, we urge others in the industry to the Trade Days dates to her diary. She says: “My support what could become a very valuable event business partner Lesley, and I, both believe that for us all.” the Trade Days concept is an excellent idea. It will Drive Medical booked their stand early too. Alan allow exhibitors to showcase their products and Sullivan, Sales & Marketing Manager for Drive told services and connect directly with distributors us: “I’m pleased to say that Drive Medical is one of in a more open business focused forum. Trade the first companies to book its place at next year’s only days would enable business owners to Trade Days event. In these challenging times we discuss and network more freely with the benefit have to examine all areas of marketing spend of offering maximum attention to business growth and make some tough decisions where best to

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Carver Care celebrates 20 Years Mark Lancaster MP, Milton Keynes’ Mayor and other councillors were among the guests showing their support for Carver Care, which trades in Milton Keynes as Milton Keynes Mobility and celebrated 20 years in business recently. Now owned by William and Maggie Carver, it was founded by Newport Pagnell-based Sue and Alan Eames. The first shop to open was in the High Street, Newport Pagnell and the business now has three other branches in Bletchley, Luton and Winchester as well as a website and mail order catalogue. The company sells a huge variety of products including scooters, stairlifts, extra-wide shoes and walking sticks and all shop managers are trained Trusted Assessors. The company also supplies Milton Keynes and Luton Borough Councils and is accredited the Buy with Confidence marque. Call 01962 866255, The websites are at www. carvercare.co.uk or www. miltonkeynesmobility.co.uk

Simplyhealth relocate Leeds Centre Simplyhealth has relocated its Independent Living to the Merrion Centre in Leeds. Working in partnership with Leeds City Council, Simplyhealth will now also be operating the Shopmobility service. Kevin Snowball, Managing Director of Simplyhealth Independent Living comments; “The Merrion Centre is a great location for our new Independent Living centre, allowing easy access for individuals living in and around Leeds.” Simplyhealth Independent Living Centres can be found in Andover, Bristol, Burnham, Manchester, Salford and Leeds plus partner stores in Ipswich and Colchester. Call 0800 048 2795 or visit the website at www.simplyhealth. co.uk/independentliving

July 2013

invest our budgets. It’s essential that I see value It won’t just be a company name listed for money and be confident that there will be a somewhere in the show directory though as positive return on investment. I believe this new Matthew explained. “Show Founders will receive a show offers floor space at a reasonable rate but number of real and useful benefits that will help to more importantly I have faith the retailers will visit make Trade Days even better for them. As we go the show. The fact that this exhibition has been on, other ‘Founders’ benefits will be added too.” developed purely for the trade will entice them in.” Matthew tells us that getting companies onto Matthew Butler is the Show Director for Trade the show floor early isn’t just about filling the hall. Days. He is also the Show Director for the “Trade Days is brand new and that means there Pharmacy Show which won the best trade show are a number of reasons for companies to look award at this year’s Exhibition News Awards. Trade to getting involved early. The first is that we have Days is running at the same time as the Pharmacy a brand new show floor plan. Companies that Show on 5th & 6th October 2014 at the NEC. choose the prime spots on the floor could well be Matthew has been taken by surprise at the in those positions for years to come as the event activity levels at this early builds and so it make stage. “The number of sense to get the position “The opportunity to meet companies booking onto that you really want.” new suppliers in a pure B2B the show floor and the But it’s also about environment is definitely the square metres that are commitment in another preferred way forward for us” already either sold or on way too as Matthew reserve is remarkable” he added: “As has been said. “I certainly haven’t seen it in all the years that suggested before, Trade Days will work best if I have been in the exhibition industry. Normally all sections of the trade come together and get when you launch a new event, the early days are involved, build the enthusiasm and create the spent selling the concept to potential exhibitors, momentum. Companies can’t do that by booking but we have had to do very little of that. Everyone a space six weeks out from a show, no matter we talk to ‘gets it’ and understands that they what show it is. A good deal of the effectiveness can do something different with Trade Days. In of an attendance at any event is linked to the fact, if we published the figure that represents work that companies do to create something the percentage we were over budget in terms of different and in Trade Days, companies have the the space booked already after just a couple of perfect opportunity to do that. We have already weeks, I doubt if anyone would believe us.” seen companies book into the show that have Trade Days is, of course, a different concept interesting plans to do something different at and it is for that reason that CloserStill believe Trade Days and when all that takes shape, we companies committing to the event in the launch think that it will provide visitors to the show with a period should be recognised as doing so. Matthew very different experience.” told us: “Committing to a new event shows a If you would like to know more about the ‘Show degree of trust and we are very conscious of that. Founder’ benefits for companies booking before We want to make sure that when the event opens the end of July and would like to see a floor plan and for every year it takes place, the companies for Trade Days, call Clare Johnson on 01962 736 that helped to make it happen are rewarded for 989 or email c.johnson@closerstillmedia.com that commitment. That’s why any company that The website for the event is at www.tradedays. has booked space by the end of July will be co.uk recognised as a ‘Show Founder’.”

It works... The Mackworth Healthcare team was delighted with the response to an article about the company in the magazine Have you been thinking about getting in touch to tell us your news, but you’re not sure whether it would be worth it? Well, it usually is very worthwhile. Here’s what Neil Smith, Managing Director of Mackworth Healthcare Ltd told us after a recent item in the magazine. “We decided to use the THIIS magazine to promote our latest news to industry, regarding the management re-structure and investment towards the business post acquisition. I was delighted at the response and was truly surprised about the amount of interest it has raised with key contacts. Within a few days of the publication been

circulated, I had arranged multiple meetings with potential distributors and suppliers.” It takes about 20 minutes on the phone for us to get enough information to produce an article, that’s all. Or, if you have a PR company or someone in the company responsible for generating news items for you, then simply send in the details to info@thiis.co.uk. If you do have a story and would like to talk, call 01536 710050

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Hoists added to compliment bathing range Gainsborough Specialist Bathing has launched a new series of Glide mobile patient hoists for the care environment. The company, which is part of the Care in Bathing Group, has supplied specialist assistive bathing solutions from concept to completion, in a variety of locations from residential care homes to acute wards. Now the company can provide lifting and transfer solutions with the launch of its new range. The products being introduced are the Glide M150 Mobile Bath Hoist, M180 Mobile Hoist, M200 Stand-aid and M320 Bariatric Hoist. Gordon Farmiloe, Care in Bathing Managing Director told us: “The Glide 200 ceiling track hoist system has already proven popular with care providers and our new mobile hoists promise to deliver even more benefits. When you consider the operational benefits of choosing a complete bathing and moving and handling solution from Gainsborough, care providers now have a choice that will deliver significant advantages.” The Glide M180 described as being compact and exceptionally capable for its size, providing a safe working load (SWL) of 180kg (28st) and being ideally suited for care environments where space is restricted. The company says it is highly manouvrable with low friction castors and electrically adjustable leg opening for ease of repositioning. It has an overall weight of only 35kg. The M180 also incorporates an innovative diagnostic system that digitally monitors performance whilst ensuring LOLER compliance. Every lift cycle or movement of the actuator is recorded on the digital interface and the next service date is always displayed. When the service date is reached, the M180 will sound an audible alert so operators are aware that the lift requires a maintenance inspection. The additional levels of safety this diagnostic system provides is further supported by an overload alarm and a battery status indicator.

The Glide M200 Stand-aid Hoist has been designed to facilitate standing, seated transfers and assisted toileting for patients with some weight-bearing ability. It also includes the intelligent diagnostics system and can be easily manoeuvred under beds, chairs and around wheelchairs. The Glide M200 has a SWL of 200kg (31st) and comes with electrically operated “Care providers now have a leg opening. choice that will deliver significant The Glide M320 advantages” Bariatric Hoist has what the company describes as a remarkably low chassis so it can provide unhindered access under beds and furniture. The hoist is compatible with a range of bariatric slings and has extra-large padded push handles so carers can move the hoist more easily during Gainsborough has introduced a number transfer. The foldaway gait training handrails are of moving and handling ergonomically positioned for bariatric users to use products that complement the bathing range already when undergoing rehabilitation. on offer The Glide M150 Mobile Bath Hoist delivers a SWL of 150kg and the stainless steel components are power coated and zinc plated for high levels of durability, strength and hygiene. The M150 can also be easily cleaned to reduce the possibility of cross infection and its seat is covered in a soft, non-permeable material with foldaway safety arms for additional support. It is operated via easy to use foot controls so the carer has the advantage of both hands being available when attending to a resident. Call 0808 115 6137 or visit the website at www. gainsboroughbaths.com

The new Glide M150 from Gainsborough is an electrically operated mobile bath hoist that provides a safe and dignified solution for transferring individuals in and out of a Hi-lo bath

July 2013

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Seen in all the best places! The BHTA logo has always been something important to look out for if you want to be sure that the company you are dealing with is setting and maintaining the right standards. Every BHTA member agrees to abide by a Code of Practice, part of the Consumer Codes Approval Scheme, which is run by The Trading Standards Institute. The BHTA code is the only one in this industry. Only BHTA member companies can display the two logos together and it means that you can be confident of enjoying high levels of care, courtesy and professionalism. To find out which companies can offer you that guaranteed level of confidence, go to the website and use the member search facility.

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A story of determination, gumption and enthusiasm Ten years ago a new retailer appeared in Cumbria. As the owner says, he put everything on the line to set up the company but it seems that it was a good decision. We found out more about Cumbria Mobility and recent developments that have seen the business grow further… Based in Carlisle and Morecambe, Cumbria Mobility has been established for over 10 years and is the only Motability accredited independent retailer based in the region. The retailer recently expanded with the opening of a new outlet and Managing Director, Steve Cornwell, explained more about a business that is looking forward to a bright future. “I left school at the tender age of 15½” Steve told us, “with few qualifications and no plan for the future. My first job was stacking shelves in a Gateshead supermarket and the only reason I had this opportunity was because I walked into the store, asked where the Manager’s office was and knocked on the door. I then introduced myself and after a terrifying conversation, asked for a job. The Manager said he liked my ‘determination, gumption and enthusiasm’. These three words have stayed with me for the rest of my working career.” Following completion of an engineering apprenticeship and time in Germany with the Territorial Army as a Royal Electrical Mechanical Engineer, Steve first entered the mobility industry as a result of moving from Newcastle to Carlisle

in 1997. “I joined Lakesway in 1997” he said, “as a Field Service Engineer maintaining mobility The Cumbria Mobility products in north Cumbria and southwest showroom in Carlisle is the only accredited Scotland. This was a steep learning curve for Motability outlet in the me; not only on the technical side, but also for region the first time I was dealing directly with clients face-to-face. I got to know many of my clients very well; the majority on first name terms and to this day several remain in touch with me. Maybe because this is such a personal business I feel “I left school at the tender age of 15½ that the service you give with few qualifications and no plan must be on that level. For for the future” all the years I have worked within this industry, I have followed this ethos and it has served me well. When Lakesway was sold to a national company, Shiloh, it felt like the family was taken away from the business and the personal touch was lost. It was time to establish Cumbria Mobility.” Steve formed Cumbria Mobility in March 2002 and quickly discovered that running your own business can be very pressurised. “I put everything on the line financially to get going, nevertheless

The company says that it has been supported by TGA from the beginning. Pictured here are Steve (left) with TGA Area Sales Manager, Gareth Allmark

Heather Mills (centre) supported the opening of the new, larger Cumbria Mobility premises. Steve Cornwell, Cumbria Mobility Managing Director is pictured far left

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even with limited funds, I was able to develop the business. ‘Determination, gumption and enthusiasm’ was once again the order of the day.” Steve explained that Cumbria Mobility started out primarily as an engineering enterprise focussing on product repairs, however a complex request from a TGA 3-wheel Supersport owner led him to start talking to TGA. “Back in the good old days” Steve added, “most scooter suppliers stipulated that you were required to employ qualified engineers if you were to sell their products. However this is sadly something I see drifting away and with the advent of the Internet, professionally trained scooter engineers seem to be too few and far between. I’m pleased to say though that TGA is one of the select few who still insist on all retailers having qualified engineering support if they are selling their products.” Steve remembers his first customer for a product well. “My first customer, who became a very good friend, was Sir Jamie Stuart-Menteth who unfortunately passed away in 2009. I’ll never forget his two main requirements: “being able to go around his garden” and “a scooter that would fit through the pub doors in the village”. So around his garden we went and after that to the pub and back. Jamie really appreciated the time I spent with him and that I didn’t hound him into making a rushed decision. This philosophy continues to this day with all my employees and as long as we remain commercially aware, spending as much time as possible listening to potential customers is so important for business success.” Steve has a close relationship with TGA. “TGA supported us as a company from the start” he says. They have an impressive package for retailers including industry-leading warranties, personalised ‘out of box’ deliveries, innovative A-Class retailer incentives and a unique £90 payment for service call-outs on selected models. They also offer free support from their

After 10 years the

own specialist PR consultant to raise local press company is well established in the region awareness. With significant investment in national press advertising to raise brand awareness; my customers are already interested in the TGA range before they come into our showrooms. Familiarity with product features and benefits really helps my customers understand why the scooters offer such great ‘life value’ and justify a higher end price point.” The company has come “I put everything on the line on somewhat from the financially to get going” early days of a one-man band. “Our client base has grown to over 4,000” Steve explained, “but we still follow the same ethos as the early days: “go the extra mile when helping someone” and “give objective, honest advice when recommending products.” “Kerry Nicholls, Assessment Centre Manager, joined me in 2004 bringing to the company a structured approach” Steve added. “Qualified in Business Studies and Administration, Kerry’s flair for organisation has helped us with the expansion the “As long as we remain commercially business over the years.” aware, spending as much time Steve tells us that as possible listening to potential another key team member customers is so important for is Paul Nolan. “Paul joined business success” us in 2007 following 29 years with the AA. As an original ‘patrolman’, his experience and knowledge of mechanical/electrical fault finding and diagnostic techniques were perfect for the business. Since then he has also regularly attended relevant training courses to keep up to speed with the latest mobility technology. Grant Winters joined the team in Engineering and Sales and is accredited for vehicle hand control adaptation and qualified in both electronics and IT – a really skilled individual.” Cumbria Mobility relocated to larger premises in Carlisle during 2009 opposite the Cumberland Infirmary and began offering a wider choice

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of scooters as well as high end powerchairs, stairlifts, rise and recliners and daily living aids etc. Charity campaigner and model Heather Mills opened the new premises. The company also achieved Motability accreditation in 2009, and also covers the Isle of Man for Motability, which Steve says can regularly be an adventure crossing the Irish Sea in a force eight gale! The most recent outlet was opened in Lancaster, supporting the charity “One Voice” which runs the Shopmobility scheme in both Morecambe and Lancaster. The new centre provides free assistance to healthcare professionals and people with mobility issues regarding personal budgets, welfare and benefits, training, appeals and medical reviews, alongside Cumbria Mobility products. Eric Ollerenshaw MP for Lancaster and Fleetwood, Councillor Robert Redfern, Deputy Mayor of Lancaster, Board members of One Voice and over 100 local residents and healthcare professionals attended the opening. Although Steve acknowledges that times are challenging, he is confident of the future. “Everyone has to look closely at every aspect of his or her business. However if solid foundations are laid, your business has every chance of standing up to potential storms ahead. We have never over reached our capabilities as a company by offering everything available on the market. We

carefully select leading products and only supply good quality brands. You can’t get better than wordof-mouth or even word-of-keyboard recommendations. If you decide to go down the alternative route of selling cheap unreliable scooters, maybe just online, you risk damaging The new One Voice Independent Living centre your reputation irreparably and short-term gains in Morecambe was opened are quickly lost over the long term. Growing your in conjunction with the company and provides an business in the current climate does take hard essential hub for all locals graft for sure, but with the right combination requiring mobility advice, of quality products and personalised service, support and products success is out there to be grabbed with both hands.” Summing up the “We have never over reached our way forward for the capabilities as a company by offering company, Steve uses everything available on the market” those three words again “Determination, gumption and enthusiasm” Call Cumbria Mobility on 01228 538383. The website is at www.cumbriamobility.co.uk

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ROUNDUP Rollerscoot gets help from Dragon RollerScoot has won one of Dragons’ Den’s Theo Paphitis Small Business Awards. Small Business Sunday, shortened to the hashtag #SBS on Twitter, was created by Theo Paphitis in October 2010. Theo is best known for appearing on Dragons Den on BBC Two. He is Chairman of Ryman Stationery plus Boux Avenue lingerie and Robert Dyas, as well as joint owner of Red Letter Days. Each week Theo rewards small businesses that tweet him @ TheoPaphitis and describe their business in one tweet including the all-important hashtag #SBS. Only tweets made in the time slot between 5.00 PM and 7.30 PM each Sunday count. Theo reviews and chooses his favourite lucky six who are then re-tweeted. As he has nearly 350,000 followers, this provides a massive boost to the chosen lucky businesses. Ian Gray of Rollerscoot said: “Being a winner of SBS is an award that anyone with a business on Twitter dreams of achieving. And believe me, the reality is even better! Over 400 visits to our website in the last 3 hours and enquiries for the RollerScoot are pouring in!” The website for the product is at www.rollerscoot.com Education fully endorsed R82 UK has announced the launch of a brand new and unique course to the marketplace. The course, entitled, “Structured Training in the Management of Medical Devices: Posturally Supportive Equipment for Children”, has been fully endorsed by the College of Occupational Therapists (COT). It is fully accredited by City & Guilds, and meets exacting standards for content, structure and delivery. Successful completion of tests at the end of each block is certificated for your records and in support of your CPD. For further detailed information contact R82 UK’s Training Advisor, Martyn Davis, mda@ r82.com

Export success for sling company Export sales can provide a great platform for growth, but it’s not easy to get the business. One manufacturer has just had a leg up from the UKTI team… Silvalea is celebrating a big increase in training facility, called Global Training, so overseas export orders following help from UK Trade customers can receive training on correct use of and Investment (UKTI). The company, which slings, share problems and solutions and carry employs 55 people, now achieves 25% of out assessments for the right equipment without its revenue from exports, mainly to Europe, the need to travel to the UK. Australia, Canada, New Gary Bevan, Operations Zealand and Turkey and is Director added: “Interest “Export sales typically grow now turning its attention in the new clothing range between 10% to 15% year on year” from distributors globally to the USA. In 2011, the company has been encouraging and was registered with the US Food and Drug is an exciting opportunity for future growth.” Administration and has seen a significant growth UKTI International Trade Adviser, Rob in interest with the appointment of new dealers Thompson, said: “Silvalea is a great example of a and orders from several leading hospitals and smaller UK company that is making a big impact healthcare organisations. on the global market. Pauline Guilfoyle, “Interest in the new clothing range Facilities like Global Training Silvalea’s Managing are a valuable addition from distributors globally has been Director, told us: “Export when the company is encouraging” sales typically grow selling abroad and it shows between 10% to 15% what can be achieved year on year. The support from our local UKTI when a firm lays proper foundations for exporting adviser has proved invaluable in maintaining our with expert advice and practical help from UKTI.” client base overseas and expanding into new Silvalea, has a catalogue of 850 sling designs geographical areas.” for a wide range of medical conditions. The The company is hoping for further success company’s customers include hospitals, nursing abroad with the launch of Guilly P, a fashion and care homes, occupational therapists and clothing range for wheelchair users and people physiotherapists. with limited mobility. Call 01626 331 655 or visit the Silvalea website Silvalea also operates a video conference at www.silvalealtd.co.uk

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New approach to patient transport Stryker says that it has taken an innovative approach to patient transport when the company developed the Stryker Prime TC Transport Chair with world renowned designer Michael Graves. Stryker has been involved with patient transport for hospitals and health systems around the world for over 70 years. After a sudden illness left him paralysed from the chest down, architect and designer Michael Graves sought out the Medical division of Stryker to form a strategic partnership. In addition to collaborative research between Stryker and the Michael Graves Design Group, Michael offered his first-hand perspective on the functionality and aesthetics lacking in the standard wheelchair â&#x20AC;&#x201C; something that the company says has only seen about a half-dozen major improvements since 1933. The company suggests that patient perspective has been married with innovation and design in the Prime TC Transport Chair. The chair has BackSmart Push Handles which allow caregivers to position their elbows

at an ergonomic 90-degree angle during transport and accommodate caregivers of virtually any height. The moulded plastic, seamless dDesign and powdercoated steel eliminate fabric rips and reduce the risk of rust that can be difficult to clean and often harbours infectious bacteria. A simple, power-washable frame makes cleaning quick and easy. Foot-operated levers allow caregivers to position patients with reduced bending and help prevent transfer of germs and debris from touching dirty footrests and Yellow Activation Points indicate which components are actionable for caregivers and family members. For more information on the product, call 01635 556 529

Looking for a safe and quick way of lifting from the floor? Look no further... ...the StandUp is a great solution! Safe and quick lifts from the floor The StandUpâ&#x20AC;&#x2122;s minimum floor to seat height of 5cm makes it a great solution for lifting from the floor in a seated position.

effective solution With no need for charging, the StandUp is a popular domestic and institutional solution for raising fallen users to seat/ wheelchair height.

Sturdy and lightweight Weighing only 11.5kgs/25lbs the StandUp folds away to make it compact and easily portable; the StandUp is able to assist end users up to 160kgs/25st.

Like to know more? To request a demo, or to find out more about the StandUp or the range of solutions available from Handicare please give us a call on 0845 271 1107 or visit www.handicare.co.uk STAIRLIFTS | MOVING & HANDLING | BATHING SOLUTIONS | MOBILITY

ROUNDUP Robotic welding addition Sidhil has announced the planned implementation of a robotic welding line at the company’s West Yorkshire manufacturing plant, continuing the drive for product quality and operational efficiency. The move complements Sidhil’s earlier investment in advanced laser cutting technology, a natural precursor to robotic welding, underlining the company’s ongoing commitment to investing in UK manufacturing. With demand growing from both domestic and international markets, Sidhil has a range of high volume lines where the modern technology of robotic welding will make a positive contribution in terms of accuracy, quality and cost effectiveness. “Once commissioned and integrated, this new piece of equipment is expected to take cost out of manufacturing, and we plan to invest further in robotic technology to maintain pace with market growth and the increasing demand for product quality and performance,” stated James Ibbotson, Managing Director. “Our short term objective is to increase efficiency to make our UK manufacturing base even more competitive.” Call 01422 233 000 or visit the website at www.sidhil.com Award for spinal cord injury teaching resource National disability charity Livability has won the disability category of the 2013 Charity Awards. The award was presented for developing a free web-based teaching resource on spinal cord injury that can be accessed from anywhere in the world. The development of the spinal injury online teaching resource was led by Livability’s Maggie and Stephen Muldoon and several UK centres of excellence, such as Stoke Manderville Hospital, were part of the project. Livability harnessed the experience and expertise within the International Spinal Cord Society (ISCoS) and its affiliate societies worldwide, getting input from 332 SCI professionals. The resource is now being used worldwide: in the first eight months after its launch our online resource, www.elearnSCI.org, was accessed by 14,365 people from 140 countries. Livability is the largest Christian disability charity in the UK. For more information go to www. livability.org.uk

July 2013

Can revolutionary new technology reduce pressure sores cost? A breakthrough technology in medical mattresses was recently introduced, which the company suggests could reduce the cost of pressure sores to the healthcare industry in terms of treatment and potential clinical negligence claims. ClimaCare from Surface Care - a division of the new product suggest that the cost of treating the GNG Group - is a mattress or wheelchair a pressure ulcer varies from £1,214 (category cushion interliner that is used in combination 1) to £14,108 (category IV). The company also with a standard medical mattress or wheelchair highlights that just under half a million people in cushion cover. The the UK will develop at least combination of interliner one pressure ulcer in any “The cost of treating a pressure and mattress/cushion given year and that around cover is currently patent1 in 20 people who are ulcer varies from £1,214 (category pending. admitted to hospital with a 1) to £14,108 (category IV)” The product features sudden illness will develop advanced technology a pressure ulcer. that uses a microclimate control system to help Rosie Callaghan, a tissue viability nurse with the maintain optimum skin temperature by drawing Worcestershire Health and Care Trust produced heat away from the body, redistributing it when a report in 2012 regarding pressure ulceration in needed, and reducing moisture and humidity the nursing home sector. Her research found that build-up. According to the company, this will aid ‘between 3% and 5% of nursing home residents in the treatment of pressure sores, and reduce the in nursing facilities have pressure ulcers, and as risk of them developing, as it will draw heat away many as 60% may be at risk for developing one’. from an affected area. ClimaCare is currently undergoing clinical trials The company believes that a product such in the UK. as ClimaCare could provide long-term financial For more information visit the ClimaCare benefits, with treatment costs thought to cost website at www.gnggroup.co.uk/climacare. the NHS over £4bn. Figures in the information on

New technology is being employed in the fight against pressure ulcers

www.thiis.co.uk

E-mail: info@thiis.co.uk

26th and 27th November 2013, NEC

aT laST... a FrEE TO aTTEnD DEDiCaTED EVEnT FOr OTs DESignED By OTs OCCuPaTiOnal ThEraPy TakES PlaCE aT ThE nEC, BirMinghaM On ThE 26Th & 27Th nOVEMBEr 2013. The unique event offers OTs a conference programme with over 30 hours of Free CPD-accredited content spread over two days.

Packed with new ideas and inspiration, Occupational Therapy is worth hundreds of pounds in CPD training but won’t cost you anything to attend.

Speakers include some of the most respected and sought after names in occupational therapy:

98% of OTs we surveyed said they want to come to the event – don’t miss your chance to meet them directly!

•

ESThEr MCVEy MP Parliamentary under Secretary of State and Minister for Disabled People

•

Jaq runnElS College of Occupational Therapists Specialist Section in Housing

•

MiChaEl ManDElSTaM Occupational Therapy Senior Research Fellow

•

JaCkiE POOl CEO, Jackie Pool Associates

•

kaTE ShEEhan Director, The OT Practice

•

BarOnESS ShEila hOllinS Professor & Peer, The field of Learning Disabilities

•

MarTina TiErnEy Clinical Advisor, Seating Matters

More than 500 OTs have already registered with 7 months still to go. Thousands will be there. rEgiSTEr aT: www.ThEOTShOw.COM/ThiiS

iF yOu arE inTErESTED in ExhiBiTing, PlEaSE COnTaCT: rabinder aulakh on 0207 348 5759 or Carmela rodia on 020 7348 5767 or email theotshow@closerstillmedia.com

www.ThEOTShOw.COM CPD Accredited, Education Partner:

Event Partner:

Media Partner:

The future of moving & handling people Simon Wells, Moving & Handling Advisor, Kings College Hospital NHS Foundation Trust takes a look at the way one specialist event has evolved over the years… Moving and handling practitioners face a number of significant issues at this time. We are not a recognised profession within the NHS and posts are being re-banded; some have disappeared leading to fears about job certainty and insecurity. Health and social care is cash strapped and there is not always the greatest recognition of our skills or the need for equipment when recommended, nor the need for us to attend conferences, study days etc within our organisations. Yet the role of a moving & handling practitioner will include moving and handling assessments, trainer and educator, managing an advisory service, problem solver, policy writer, conjurer of equipment from nowhere and more! The main event for specialist such as Simon is, of course, the annual Moving & Handling People Conference. It started in the early 1990’s. The concept of a conference followed discussions between Disabled Living Foundation (DLF) and Macmillan Publishing on ways of working together, to promote good practice following the introduction of the EC Manual Handling Operations Regulations in 1992. In response, DLF published the first edition of its Handling People Pack in 1994 and the first DLF/Therapy Weekly conference, which was a one day event, was held in March 1995 and attended by 440 delegates. Simon told us: “Moving & Handling People soon became a two day event with workshops added to the programme and in 2005, moved from Kensington to the Business Design Centre where there was additional exhibition space and the opportunity to introduce Pre-conference workshops, which are now the Pre-conference New Products Evaluation Workshops. These have proven very successful with suppliers able to showcase new products and developments to delegates which can then be further discussed on the exhibition stands over the main two day event.” “The programme is strongly influenced by delegate feedback” Simon explained. “The

programme is designed so that delegates have the opportunity to attend all the plenary and concurrent sessions and workshops during the main conference, in addition to having several opportunities each day to spend time at the exhibition. 90% of this year’s Delegate Evaluation Forms sited ‘networking with suppliers’ as one of their key objectives in attending the event, illustrating the importance of the exhibition.” The event is now solely organised by DLF and the organisation is keen to support delegates after the event by providing a portal of product information through the conference website with a personnel password provided to each delegate following the event and very importantly, a less expensive Loyalty Rate for returning delegates at future conferences. “A bonus when everything else seems to be getting more expensive” Simon told us. Next year’s event will “The role of a moving & handling feature an additional open practitioner will include moving and discussion forum before the programme on day two handling assessments, trainer and educator, managing an advisory to allow delegates to come along and discuss and service, problem solver, policy writer, debate handling solutions conjurer of equipment from nowhere with suppliers and peers. and more” Simon explained: “It was considered very important in planning this session to have it open to exhibitors to attend to encourage information swapping because after all, working together is a key aim of the event to promote safe practice for all” With over 16 hours of educational sessions from 32 expert speakers and facilitators, networking time, exhibition viewing and shared learning time in the main two day event and a further 5.5 hours in the Pre-conference New Products Evaluation Workshops, Simon says that the 2014 event is set to build on past foundations. For more information on the 2014 event, go to www.movingandhandlingpeople.co.uk

The Moving & Handling People Conference and exhibition has developed over the years to take account of the changes in what is a dynamic sector of the market

July 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

FLEXX - TRANSIT

FLEXX - SELF PROPEL

S T Y L E I N N O V AT I O N C H O I C E ...with Karma you have all three Innovative design, state of the art technology and lightweight, robust materials give Karma products their outstanding reliability and with next day delivery, Karma provides you with the service you deserve. Find out more about what Karma can offer you and your customers by calling 0845 630 3436, or visiting www.karmamobility.co.uk.

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

On The Website Waterproof knee and ankle orthosis

Ottobock has launched the ultra-lightweight Aqualine, the first fully waterproof Knee Ankle and Foot Orthosis (KAFO). The orthosis is built with the waterproof version of a unique new material CarbonIQ, a highperformance synthetic material reinforced with carbon-fibre. For more information visit the THIIS website or call 01784 744 927

New Scooter from Drive Medical

The Scout has many features which are normally only found on larger scooters. It’s the first Drive Mini Scooter to include Delta Bars as standard; it also features next generation Drive splitting Mechanism. The scooter has a maximum range of 10 miles on full battery charge and a removable battery pack with easy to carry handle and locking mechanism. For more information visit the THIIS website or call 01422 314488

Modular care cot

The Mark II Mascot care cot from Theraposture is the first fully modular design available in the UK. It is a hand built, individually specified sleeping solution that provides complete flexibility that meets the changing needs of a disabled child. Crafted in quality Beech wood, the new Mascot has interchangeable door heights of 60cm, 80cm, 90cm and 98cm. It can have four doors

(on one side) or eight doors (on both sides) and is available in 170cm or 200cm long platforms, with and without profiling and Trendelenberg. For more information visit the THIIS website or call 01373 823 030

Rollator from Drive Medical

but only from retailers that are willing to demonstrate the product and assess the customer`s needs accurately. For more information visit the THIIS website or call 01422 32388

New light mobile hoist

The new Nitro rollator is an attractive Eurostyle walking aid which has been developed for both indoor and outdoor use. It has a lightweight, aluminium frame which has been designed for easy manoeuvrability, with large 10” front casters and a caster fork design to enhance turning radius. For more information visit the THIIS website or call 01422 314488

For those in need of a light mobile hoist that folds away easily for storage or transportation the Prism A-150F Folding Aluminium Hoist provides the ideal solution. It operates like any other mobile hoist, but has the additional feature of being able to fold easily. The lightweight design makes it a convenient tool for a visiting home carer or for the family that is on the go or short of space. For more information visit the THIIS website or call 0844 980 2260

New Flexx wheelchair

New Stand Aid

The Flexx manual wheelchair from Karma Mobility has been designed with style and adjustability in mind. The frame allows numerous adjustments including 25 rear wheel positions to allow the user to set the wheelchair up to their requirements. For more information visit the THIIS website or call 0845 630 3436

The Mobie scooter

The Mobie, from Monarch Mobility, is now one of the best-selling portable boot scooters in the UK. It`s unique folding mechanism allows it to be open and ready to use in less than 5 seconds. Monarch is welcoming enquiries from retailers across the UK

The Prism SA-200 Aluminium Stand Aid is a sit to stand hoist which delivers a smooth and versatile hoist for patients who can participate actively in the transfer. The SA-200 allows for a wide range of adjustments to the leg supports and the lifting bar to accommodate the support and comfort needs of the client. For more information visit the THIIS website or call 0844 980 2260

Adjustable sandal

Cosyfeet have launched a highly adjustable sandal to fit a range of swelling from minor to very swollen. The Enjoy sandal is one of a brand new range of styles launched to celebrate Cosyfeet’s 30th anniversary of making extra roomy footwear for swollen and extra wide feet. For more information visit the THIIS website or call 01458 447275

See all the latest at

www.thiis.co.uk

Trade Fair and Congress

Self-determined living

Bespoke Furniture Specialists

Professional Design & Development Service

Düsseldorf, Germany 25 – 28 September 2013 www.rehacare.de

Postural Seating & Pressure Care Support

Design

Dealer & Mobility Store Partnerships

Craft

Quality

For further information please contact:

Recliners Old Griﬃn Field, Windsor Street, Pentre, Rhondda Cynon Taﬀ, South Wales, CF41 7JJ Freephone: 0800 37 37 02 | E: info@reclinersltd.co.uk

www.reclinersltd.co.uk

For further information contact ITSL Ltd _ Ramsay House _ Marchmont Farm Link Road _ Hemel Hempstead _ Hertfordshire _ HP2 6JH Tel 01442 230033 _ Fax 01442 230012 info@itsluk.com

Taking control to counter market conditions When the market gets really competitive, companies look for alternative ways to protect themselves and their business. For two Irish retailers, that meant getting on a plane to the Far East… Aktiv wheelchairs is a new name in the marketplace and is the result of a partnership between Murrays Medical of Dublin, one of the largest ADL suppliers in Ireland and Fred Storey of Belfast, a company that celebrated a centenary last year. The Aktiv aim is to design, manufacture and deliver quality wheelchairs at very competitive pricing, in response to what is described as ‘the changing market place, where cost savings and value for money are a necessity.’ Robert Murray explained more about the new development. “These are our own designs which we are marketing internationally” he told us. “Traditionally both companies have just been active in the Irish marketplace but this is a little different. It’s our own brand which we are bringing in from China and it’s very competitively priced.” Robert stressed that a good deal of time had been taken to produce the right products. “We haven’t gone to a manufacturer, seen a product and said that we will take it. We have spent some time designing products that we would like to sell ourselves and that we feel other retailers would like to sell too. We have a range that offers a number of models, from the basic product to the high end modular option. The feedback that we have had, both from professionals such as OTs and the retailers has been very positive.” Aktiv has designed and developed a full range of wheelchairs from an entry level steel model to their Lite range of high spec aluminium chairs. “We felt it was important to bring something new to the market so we invested heavily in quality, using no plastic parts for armrest receivers, front forks and only using quality high wearing parts for the braking system. We also ensured all our models, including the most basic unit, passed the occupied crash test, confirming the build quality to retailers and users.” It was market conditions that led to the two Irish outfits coming together as Robert told us. “We are a very established business in Ireland and Fred Storey has been around for 100 years. The reason that we decided to go out and get ourselves something that we could call our own is that the economy in Ireland is so poor at the moment, that the focus is very much on price as you might expect. Our Health Services are looking for cheaper prices and we have traditionally brought the products in through UK distributors and so we have another margin in there which starts to make the products too expensive in the current times.” “We spent quite a lot of time in China” he said, “visiting different factories, before we found a company that we felt could produce what we

July 2013

wanted, what we felt the marketplace would Robert Murray says that want too and something that we would be happy being in control of a brand putting our name on. We’ve been developing the was important chair for some time now and it’s going very well.” As Robert suggested, it’s been a difficult time in Ireland. “Business is tough and everyone will tell you the same. We are in our fifth year of austerity now and all cuts that are “It’s our own brand which we are made are made on bought in services, as there is a bringing in from China and it’s very Government agreement competitively priced” not to reduce headcount of terms of employment. The only cuts that can be made are on the cost of the products and services that are bought in. That’s why we decided to invest in our own range, so we could have more control with costs and margins, you have to be able to offer something “We felt it was important to bring to your customers that something new to the market” they are going to be able to afford. We think that we have done that with this new range.” He says that there is likely to be a bigger retail marketplace in the future. “As in the UK, people are being ‘conditioned’ into understanding that maybe the government will not be able to look after them for everything in their later years and so the retail market should continue to develop more over the next few years. We believe that with active wheelchairs we can offer attractive “We decided to invest in our own design, quality and value to range, so we could have more control this market and welcome with costs and margins” contact from partners interested in looking for something fresh, vibrant and a change from old style silver and black.” For more information, call either Robert on The new range has 00353 8725 78787 or Lynne on 0044 871 803 been designed to be 6188. You can also email either robert@aktivcompetitively priced wheelchairs.com or lynne@aktivwheelchairs.com. The website is at www.aktivwheelchairs. com

www.thiis.co.uk

E-mail: info@thiis.co.uk

FR1 now available for 2013

Freedom | Reliability | 1nnovation With unique tiller height adjustment and car styled steering, along with many other exciting features Available in metallic grey and crimson

Freerider Luggie UK Limited

01535 669 604 sales@freerideruk.co.uk

www.freeridernetwork.com Freerider Luggie UK Limited, Unit 2c, Acre Park, Dalton Lane, Keighley, W. Yorks BD21 4JH.

From the back of an envelope to launch Whether you are a supplier or a retailer, it’s likely that you’ve come across a customer with an idea that they believe could become a great product. Maybe you have a number of bits of paper with designs of your own? More often than not ideas remain just that and never go any further. HDTI in Coventry take those ideas and help turn them into real products…

Guy Smallman, Commercial Development Director at HDTI

Know someone who’s got an idea for a product, helping bring innovations successfully to market. but they don’t feel that they have the experience Guy explained what HDTI aims to do. “We bring or clout to get it through all the stages needed together academics, researchers, healthcare before someone can buy it and use it? Maybe professionals, businesses and, most importantly, you have an idea yourself? Getting products to end users of the products to help develop a market, particularly when you don’t have the concept through to resources or the expertise to do it easily, can a commercial viable “We bring together academics, stifle even the most enthusiastic inventor and product. As a University researchers, healthcare innovator. HDTI (Health Design & Technology Institute, we are involved in professionals, businesses and, most Institute) has been working with people who professional development, importantly, end users” have great ideas, but very little support over the teaching and learning, past couple of years with great success. post graduate courses Guy Smallman is the Commercial Development and university research projects, but my area Director at HDTI, which is Coventry University’s of responsibility is to bring what the university Health Design & Technology Institute. It was set is good at in this field directly into contact with up about six years ago to support innovative businesses, as a consultancy offering.” new products and services in the community Guy told us more healthcare sector, as Guy explained. about the ways that he “Companies tend to evaluate new “HDTI supports the development of innovative and his team can help ideas internally” assisted living products. We focus on the aging businesses. “There are population, people with disabilities and chronic three strands to what we health conditions, providing design, prototyping offer. One is product design and prototyping, and user-centred product evaluation. We tend to the second is usability testing and the third is look at products that allow these three key groups apps for mobile phones and tablet devices. We to enjoy a more comfortable active, productive have our own teams working in all three of those life in the home and the community rather than areas, with a range of facilities including design devices that treat them in hospital.” studio, workshop facilities, prototype equipment, Although Coventry University doesn’t have a medical school, it is extremely strong in community healthcare, occupation therapy, nursing, physiotherapy and midwifery along with other associated health and social care areas. Unlike many research intensive universities, much of Coventry’s research activity is very applied in its nature, working with businesses and individuals at a commercial level, The Health Design & Technology Institute offers companies and inventors opportunities to bring products to the market

0 50

The amount of coverage you’ll get in the magazine if you never send us any

July 2013

news of what you are up to. It’s easy, just email info@thiis.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

Tintern Riser Porter A mobile rise and recline chair with optional single or dual tilt in space control

Flexible positioning. Please note: The chair has a 25 stone weight capacity but most carers will struggle to manoeuvre clients over 15 stone in weight.

4 large swivel castors, 2 at rear are lockable.

Optional profile head cushion Model shown in Zest Lime with black VP cushioning and visco foam quilt.

Full recline position

• Optional Single or Dual Tilt in Space actions • Optional full battery back up with freedom pack, no wires and up to 80 cycles. • Various foam/gel seating options including high risk pressure relief. • Any fabric. • Easy clean infection control option with magnetic cushions.

Call 01685 845900, and enquires to info@primacare.co.uk or visit us at www.primacare.co.uk

High leg lift position

High rise position

ROUNDUP New recruits for SensoryPlus

SensoryPlus, a specialist in the design and creation of sensory and soft-play environments for children and adults, has welcomed two new members to its growing team. Peter Jones and Matthew Nutting joined SensoryPlus in May as Area Managers. Peter will be covering the Midlands, Wales and the South of England. Outside of work, Peter enjoys cycling and playing guitar. He is also a fully qualified airline pilot. Matthew Nutting, a qualified Occupational Therapist, a former Case Manager and an enthusiastic golfer, joined SensoryPlus having previously worked with sensory equipment when working with children and adults. Matthew’s area includes Scotland and the North of England. The picture shows, from left to right: Peter, David Payne, SensoryPlus Product Manager and Matthew. The company website is at www.sensoryplus.co.uk

The Institute has been involved in the development of a number of different product concepts

3D printing and a usability suite with state-ofcollaborator that might be providing additional the-art recording facilities for focus groups and finance or manufacturing. Usually, that would be interviews.” with a licence based on some intellectual property And he says that, although HDTI works with (IP) from their idea. Importantly, any new IP a range of people, it’s those with first-hand created in a project belongs entirely to the client. knowledge of what could make things better Not all universities work this way.” that are a core group. “We work with multi He added: “Someone with an idea might have nationals, the NHS, individual inventors, but been struggling like crazy to present their idea most of our core clients tend to be older people, to an interested audience, let alone have it taken people with long term seriously, but, with our conditions, people with design support, the idea “Typically, our clients are not disabilities or carers who on the back of an envelope driven by the desire to make have expert day-to-day becomes a beautiful 3D millions of pounds” knowledge of what’s out CAD rendered model there, the limitations of and an asset that could existing products and have a good idea for either be patented or protected by registered design. a new device or a way of adapting something So, through our intervention, we are giving our that already exists to make it better. Typically, clients some currency that they can then trade our clients are not driven by the desire to with someone else who can take the idea on. We make millions of pounds. What they want is to might also produce a story board to demonstrate for tomorrow to be more comfortable by the how the product works, for example. Similarly, the introduction of a product that they believe will help basic idea might be developed into an app for a to do that.” mobile phone or tablet.” The support that’s There are other things available can make the that Guy and his team “It’s an expensive and time difference between an can offer companies consuming job to take an idea and too. “Another part of idea going somewhere or make it into something real” just staying as an idea, our consultancy offering as Guy explained. “It’s an offer is usability testing. A expensive and time consuming job to take an usability study might employ a range of different idea and make it into something real, and it’s fair methods, such as focus groups, field trials or to say that inventors and innovators frequently individual interviews and each study is a bespoke lack the resources, the skills or the appetite to piece of academic research in its own right. Of set up a company to finance, tool, manufacture, course, companies already carry out product stock, produce, market and distribute a product. testing in various degrees, but Guy suggests that We take the idea that might have been sitting in sometimes it might not be done in a way that someone’s head or garden shed for the last five gives the real picture.” years and help develop it to a stage where it can He explained more. “Companies tend to be developed forward, usually with a third party evaluate new ideas internally”, he said. “The

COMING SOON • Clever modular design seating system • Lower seat to ground heights • Available in classic white Please contact Invacare for more information on 01656 776222 www.invacare.co.uk

July 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

NEW from GERALD SIMONDS

ACTIVE CONTROLS

Centre Drive

Systems

Advanced ‘Plug and Go’ technology converts most powerchairs to midline driving Reposition any existing joystick to the centre for midline driving on most powerchairs

‘’ . . . the best new product to come on to the market during my 22 years of working in rehabilitation. I believe it will set a new bench mark in powered wheelchair development’’ Ian Warren, Wheelchair Seating and Posture Technician, Duke of Cornwall Spinal Treatment Centre, Salisbury Hospital

Put your Clients at the CENTRE of the ACTION Gerald Simonds is UK distributor for the Active Controls Centre Drive System, a modular ‘plug and go’ power and control system which can be retro-fitted to convert almost any model of power wheelchair to midline driving. It allows a range of drive controls and optional charging points to be connected effortlessly in a choice of positions, making life easier for both user and carer. The JoyBar plugs in for midline drive with a scooter-style control while the ReJoy platform repositions the existing joystick on any power wheelchair to a central drive position.

For more information about the Active Controls Centre Drive System, including JoyBar, Rejoy and ReCharge, contact us on 01296 380200 or email: activecontrols@gerald-simonds.co.uk

‘Plug and go’ drive control for midline driving. Allows the user to steer almost any powerchair like a scooter

Gerald Simonds Healthcare Ltd. 9 March Place, Gatehouse Way, Aylesbury, Bucks HP19 8UA Tel: 01296 380200 Fax: 01296 380279 email: activecontrols@gerald-simonds.co.uk www.gerald-simonds.co.uk

ROUNDUP

Marketing appointment at Jenx Jenx Ltd has expanded its marketing team with the appointment of Simon Cooke who becomes the company’s new Design and Communications Executive. Simon’s remit will include content delivery in areas such as digital marketing, graphic design, product literature and video, while also providing strategic support in areas such as product development, customer service and marketing communications. Simon, who successfully completed his Digital Marketing Diploma through the Chartered Institute of Marketing last year, joins Jenx from Meadowhall, where his role encompassed content management across a number of digital platforms, including the website and email campaigns. Catherine Jenkins, Director and joint founder of Jenx, said: “Simon’s appointment is another really important step for the company in building our marketing and communications team. Simon’s extensive skill-set will enable us to deliver key messages to our customers much more effectively – both offline and online – and we’re really pleased to have him on board.” The website for the company is at www.jenx.com

£195

Just

July 2013

danger is, if it’s the managing director that has independent research led by a University.” come up with the idea and he asks his staff what Unsurprisingly, the support that HDTI offers they think, they are more than likely to be positive comes at a cost but, as Guy explains, there about it. The response certainly isn’t going to be are options to alleviate some of this. “Most free from bias. Individual inventors tend to ask good ideas in the community health care sector friends and family which is simple and initially seem to be coming from end users. Frequently, inexpensive but, again, you’re not going to get however, end users don’t have the financial completely impartial results and could end up resources to develop them and are considered making a very expensive high risk by banks. They mistake.” may also lack the skills or “It’s one thing shouting about a Guy mentioned a study product yourself, but it’s another to appetite to set up a new that HDTI produced business and that’s where shout about a piece of independent we come in. We have which saved a company research led by a University” a considerable amount of two funding streams at money. “One of the most the moment for qualifying valuable usability studies we have done was businesses, depending on where they are based actually the most damning one. The company and how big they are. For SMEs in the UK and was all set to start manufacturing a new product. SMEs in the West Midlands region, the work we When we tested it with a group of their target do could either be fully or 50% match funded.” customers, the group completely rejected it. It I suggested to Guy that maybe the thought was a difficult conversation with the company but of working with academia might put some it stopped them wasting over £100,000.” companies off, believing that it is some way “The HDTI usability service is quite unique” removed from the commercial world. he told us. “Our studies are ethically approved, “Dealing directly with academics on research independent, rigorous projects can sometimes and led by an academic appear slow and a little “I understand the frustrations of with expertise in a field unresponsive”, Guy a business and the speed that relevant to the product acknowledged. “However, projects need to run at” being evaluated. The most HDTI operates more like a important part of a study, small business than it does however, is the fact that the participants have an academic faculty. We were deliberately set up a condition or experience that is also relevant to sit outside the faculties in the University and and allows them to comment with the expert are part of Coventry University Enterprises Ltd knowledge of an end user.” the commercial subsidiary of the University. My “The report produced for the client at the end of background is entirely private sector and this is a study can be beneficial on a number of levels” the first time I have worked in the public sector. I he added. “As well as validating the innovative understand the frustrations of a business and the concept, it can be used to inform the next stage speed that projects need to run at and so would of development, secure additional investment and encourage anyone with an idea who wants to see support product marketing claims as independent whether it can be taken further to get in touch.” evidence. It’s one thing shouting about a product Call 024 7615 8000 or visit the website at www. yourself, but it’s another to shout about a piece of hdti-coventry.co.uk

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Chance meeting leads to new business Businesses can be created in many different ways, but it’s amazing how many times we hear the phrase ‘chance meeting’ when we talk to people about what exactly got things going. Here’s another example of a ‘chance meeting’ that has led to the emergence of a new business, this time focussing on the bathing and showering sector… From clothes to accessible bathrooms; Ross Edwards’ somewhat drastic change in career came as a result of a chance meeting with now business partner, Darren O’Connell. “I met Darren on holiday six years ago,” Ross explained. “I had been thinking about a change in career for some time by then, and Darren wanted to run his own business, having been in the accessible bathrooms industry for 10 years. After several subsequent meetings I soon realised Darren and I could make a great team and the foundations for Absolute Mobility were set.” Over the next few months Ross and Darren talked at length about setting up a business that would combine their joint knowledge and expertise with the aim of providing high end accessible bathrooms. They wanted the business to provide a more personalised service to its customers, as well as good quality products that would stand the test of time. With over a decade of industry experience, Darren O’Connell knew he needed a business partner who, although not necessarily from the sector, had a sound knowledge of sales and business.

Established in 2009, the company has gone from strength to strength. Ross explained: “One of the biggest positives Ross and Darren are for us has been the building a business after they realised that they fact that we have been growing year on year would make a good team despite the current economic climate, which has certainly been a challenge. January 2013 was one of our busiest months to date; we are finding that because the products are in such demand and such a necessity, the market is extremely “One of the biggest positives for us buoyant with customers has been the fact that we have been wanting accessible baths and wet rooms in their growing year on year despite the homes. 80 to 90 per current economic climate” cent of our customers are domestic users and many have lived in their homes for decades and therefore they do not want the upheaval and stress associated with moving into supported housing or a care home.” In recent months the company has installed

The company believes that there is great growth potential by specialising in the adaptation sector

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July 2013

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ROUNDUP

Free seating training for retailers Kirton’s offering free training on the importance of specialist seating and posture and pressure management so retailers can become familiar with these principles to maximise product knowledge and sales. Depending on the programme of events, the training can take two to three hours and can be slotted around your schedule – so whether it is over lunchtime sandwiches, or afternoon tea and cakes (any excuse!), the team is on hand to share its knowledge and ensure any questions and queries are answered. Beverly Lawrence, Group Managing Director at Kirton Healthcare, said: “Kirton prides itself on delivering exceptional customer service and sharing its knowledge of seating provision and pressure care management. Our team of specialist seating advisors are trained to provide expert guidance on specialist seating and how to choose the best chair for individual users and their requirements, as well as how to successfully manage posture and pressure problems using specialist seating. The training is especially beneficial to retailers because it gives them the best opportunity to learn more about the Kirton seating products they are selling in order to maximise customer satisfaction and retention. It also provides them with an opportunity to invite local healthcare professionals in-store to learn, network and hopefully make long-standing supply relationships.” For more information on the training programme, or to request a sample agenda, please contact Laura Adkin or Rachal Wilson on freephone 0800 212709.

a bath in a customer’s bedroom and converted Absolute Mobility is also a member of the trade a study into a fully accessible wet room. Darren directory, Checkatrade so customers can leave believes that it is this type of innovative installation feedback after installations. This feedback is then that sets Absolute Mobility apart from the passed on to the company to help continually competition. improve its products and The company is one services. “The idea of the new website was of only a few specialists Darren added: “We to move away from the old and into want to offer an individual in the bathing sector in the new, much like we are doing the country that has its service with superior with our range of products” own showroom, with a products. We are one of separate mobile version very few companies in too. With one of the largest our marketplace to offer a ranges of accessible walk-in baths and showers home demonstration service.” in the UK comprising of 25 different walk-in Showers and wet rooms are the company’s baths, seven power baths, three best-selling bath most popular products, although walk-in baths lifts, and an extensive range of shower options are not far behind. The company employs three to choose from, it is no full-time members of staff wonder Absolute Mobility “We are one of very few companies as well as a number of is looking to move into in our marketplace to offer a home highly qualified tradesmen bigger premises by the end to carry out installations. demonstration service” of the year. The company is based As part of its on-going in Henley-on-Thames in investment and growth, Absolute Mobility has just Oxfordshire. “Henley is a beautiful town and we launched a new website. “The idea of the new have found that our clients, who are mainly in the website was to move away from the old and into 60-plus age range, like visiting us and the town the new, much like we are doing with our range because it is a lovely part of the country. It is not of products and eventually our headquarters,” uncommon for customers to make a day of it with explained Ross. “The new website has been family or friends and arrange to see what we offer designed to be far more user friendly and will, at the same time,” said Darren. hopefully, help us to firmly establish ourselves as For more information about Absolute Mobility, one of the UK’s foremost providers and installers call 0800 2922110 or visit www.absolutemobility. of accessible bathrooms and accessories.” co.uk.

A couple of installations that the company has completed

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July 2013

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Points of view

Points of view Got a point of view that you think the trade would be interesting in reading about? Anyone can join our ‘point of viewers’ so why not send us your contribution. Email info@thiis.co.uk

Accessible homes that are built to last By Ed Warner A customer came to us recently having had a new bathroom installed as part of a disabled facilities grant from their local authority. The bathroom had been fitted within seven days and a new shower had been sighted in place of the bath along with an accessible basin and a non-slip wet room floor. All solutions designed to enable the customer to live independently at home with cerebral palsy. Good news, an example of the system working well. Taxpayers’ money being spent on improving the lives of disabled people who require greater support at home. What’s the problem then? Unfortunately the lady in question was phoning to get advice on how to resolve the problems that she encountered in her bathroom less than two years after its completion. Her non slip flooring was now marked with the rust that had come off the shower stool, the shower controls couldn’t be accessed and needed Mr Tickle length arms to operate when sitting on the seat, the basin mirror was fitted for a 6 foot rugby player when the subject it was meant to mirror was 5 foot and the basin taps required Titans strength to operate. Solution: rip it out and start again. Worryingly, this is not a unique case. Visit any builders scrap yard and you’ll find large numbers of cast away adaptive bathroom equipment. Why? Because our lady on the phone falls into the 53% of disabled people across the UK who don’t use their equipment properly because it either doesn’t meet their need, the products don’t work effectively or haven’t been installed correctly and often, because the user pushes back against using it for fear that it makes them look ‘old’ or ‘disabled’. If you’re shuddering already at this don’t even look at the high percentage of house buyers that would remove a perfectly good accessible bathroom as soon as they moved into their new property. Looking closer at this case, the local authority had spent close to £5,000 installing the bathroom because this was the most competitive quote. An immediate saving delivered you would think. Not so, as at a cost of £6.85 for every day the bathroom was in use this becomes a very expensive option. Extrapolate that spend forward and for a bathroom guaranteed for 10 years the local authority would pay the equivalent of £25,000 for each installation, an unnecessary spend on a bathroom even for someone who could afford it. So what is the answer? Well it is not all doom and gloom as encouragingly, certain manufacturers are investing in designing adaptive

July 2013

equipment that has not just been built to deliver greater support to the user. Emerging designs are better suited to fit effortlessly into a home and have been built to last with guarantees of up to 25 years on certain products. There are also progressive occupational therapists who are becoming increasingly knowledgeable of the range of equipment available on the market “The shower controls couldn’t be and work with a view to accessed and needed Mr Tickle ensure homes continue to look like homes not like length arms to operate when sitting hospitals. There are even on the seat” installers out there who understand the importance of an OT plan and why equipment needs to be fitted to in accordance with the therapists guideline and not to where the plumbing is best suited. In these tough financial times, it is unsurprising that cost is always the first question that will be asked when delivering this service but it will be the local authorities, “Emerging designs are better housing associations, even hotels and care homes suited to fit effortlessly into a home who look at the longer and have been built to last with term benefits that will guarantees of up to 25 years on experience the greatest certain products” gain. These benefits are not just financial as more effective use of equipment will help increase independence for the user, improving physical and cognitive health and helping to reduce the pressure on the care system. Importantly in these greener times when we continue to wrestle with our environmental conscience, we should be ensuring that scrap yards don’t become full of the unwanted plastic from our industry.

More about Ed

Ed is founder of Motionspot (www.motionspot. co.uk). Motion was established after co-founder James Taylor was paralysed in a diving accident in 2005 and returned home to find a range of utilitarian, clinical equipment had been installed in his home to enable his independence. Ed and James launched Motion to provide an alternative for homeowners and commercial businesses.

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Points of view The Red Tape of British manufacturing By Barbara Douglas With so many products now coming into the UK from overseas, just what does the future hold for British manufacturing? The United Kingdom was built on manufacturing however, recently people in the industry have been promoting and selling products made in countries outside the UK, simply because it is more profitable to sell products from, say, the Far East or Asia, as rates of pay for workers and cost of materials in the UK are so much higher. Consumers then will not always be willing to pay more for a UKmanufactured product that looks the same as something from China, for instance, even though the quality of the British product may be higher. One of the main reasons for this downfall of British-manufactured products is quite possibly the amount of red tape we have to deal with. We, as British manufacturers, seem to be rather hard hit by various regulations at every turn, for example, health and safety in the workplace sometimes being taken to extremes with common sense being thrown out of the window in favour of over regulation. I would be intrigued to know if anyone from the UK government regularly checks factories in China and Bangladesh to ensure they are meeting the same necessary health and safety standards (hence, the recent horrific building collapse in the latter).. For British manufacturers, there is often so much red tape to go through before you get an end product to market, that it comes as no surprise that many members of the industry prefer foreign goods to our own. Perhaps one of the ways to combat this issue is for the government to look at enforcing the same regulations on imported goods that we have here, in order to give British manufacturers an even footing on the selling ladder and thus provide a level playing field. It is, of course, essential that people are kept safe in the workplace. Some regulations are necessary and preventative measures should always be taken to prevent health and safety hazards. However, it can be a little frustrating when we are told that we are required to carry out a legionella risk assessment of the water services in any work place or business connected premise. In our building, we pay for water from the same supplier that most people use in the surrounding domestic properties and therefore surely it comes from the same original source. Please forgive me for questioning the need to pay for someone to come and check the water to ensure it is clean and drinkable, and safe for people to use to wash their hands. We also had a recent visit from an environmental officer who asked us to colour code our drains to show which ones were foul and which were rain water. At the same time we were told that we were not permitted to wash company vehicles with any type of car wash fluid on the car parking area outside our buildings - but were to just use plain water to avoid chemicals being washed into the drains. If, however, an employee wanted to wash their personal vehicle outside the car park but in the same area, it was fine to get out the turtlewax!

July 2013

Another regulation, that is particularly pertinent to us as a UK furniture manufacturer, has recently been passed in the EU whereby any manufacturer that is working with timber, has to classify themselves as an operator or trader of timber. For us, this means we have to check all of our suppliers to ensure they are not deforesting areas for our wood and check that they are carrying out appropriate checks on their supplies to ensure that the timber is sustainable. Deforestation is a very serious issue but this should surely be tackled at source. As a result of this we are “I would be intrigued to know if required to keep additional anyone from the UK government records of all timber and regularly checks factories in China sheet material purchases and Bangladesh” which are also covered by the regulation in the form of what was bought, which species and from whom. The penalties for non-compliance if you have innocently purchased timber or timber embedded products such as furniture which use illegal timber, include finished goods and timber stock being removed and a fine imposed. I would have thought that a one “We have to check all of our suppliers stage regulation ensuring all timber or timber to ensure they are not deforesting embedded products areas for our wood and check that imported into the EU would they are carrying out appropriate be more easily policed if checks on their supplies to ensure goods were checked when crossing the border? With that the timber is sustainable” so many pieces of furniture being imported from overseas does everyone know who has checked the origin of the timber in their chairs before it was imported? While, of course, we all have budgets to adhere to, I believe that whether we are manufacturers, retailers or consumers, we need to regain our pride in Britain and British products. I know a number of people who would prefer to buy products that are ‘Made in the UK’ rather than ‘Made in China’. If everyone adopted this attitude, we could go a long way in preserving and growing what is left of the British manufacturing industry and go some way to making Britain ‘Great’ again.

More about Barbara

Barbara has been with A J Way and Co Ltd for 24 years and joined as the sole member of the Accounts department at the company. Being curious, she wanted to learn about other parts of the business and tried her hand at sales, purchasing, logistics and strategic planning. She has also been known to pack chairs in times of need! Today, Barbara is involved in all aspects of the business from HR, Payroll and Health and Safety, to preparing management accounts and customer service. In her spare time, Barbara enjoys walking her dogs, cooking and gardening, along with a passion for music. She plays the Clarinet and Saxophone with various local concert bands, and has, more recently, taken up the trumpet. She leads a local Saxophone quartet.

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Commercial Manager/Account Manager – Assistive Technology/NHS c. £45,000.00 Basic + Profit related bonus + Car Our client has been a market leading UK manufacturer and distributor for over 50 years. They have developed a strong market share in the Assistive Technology sector, designing and manufacturing a range of award winning products and systems; designed to give independence, care and security to people in their own homes, residential settings and hospitals with the touch of a button. This sector is growing and widely seen as the future of social care. The company is one of a select few in the UK that offers in house design and manufacturing along with comprehensive service and after sales support to customers UK wide. They are growing and have further plans for expansion under pinned with a pipeline of new products. Reporting to the MD this role is the commercial figure head for the largest of the company divisions, dealing directly with the specialist NHS commissioning groups and particularly the Environmental Control Managers and their teams. Our client believes that providing face to face expertise is crucial to maintaining and developing strong relationships with this customer base. Responsibilities You will:• Manage a team of 5 Customer Service Administrators and 2 Sales Administrators and 2 Technical Support. • Educate customers on the product range, especially new products in the pipeline. • Take responsibility for the annual contracts. • There is no line management for servicing but you will ensure that service and engineering issues are dealt with. • Gather market intelligence that will form the basis for future company strategy and product development.

Requirements • Experience of the private or public Assistive Technology sector. • Proven commercial acumen along with strategic vision. • The ability to develop long term business relationships. • A desire to maintain and grow divisional profitability. • Strong communication and organisation skills.

sales and service Engineer – south West Bridge & Lindsey is a medical and mobility equipment supplier, with branches across the south coast serving the public, local authorities and medical professions. Due to a recent expansion of our Lindsey & Sons branch in Exeter, we have an opening for an experienced service engineer to join the group. This is an exciting opportunity for the right candidate, who should have a background in service, maintenance and installation of mobility equipment and/or stairlifts. Working from our Exeter branch, you will be expected to build and expand our service operation from the modest current business. You must be able to identify opportunities available in Exeter and the wider Devon community and you will be responsible for the sale, maintenance and service of scooters, wheelchairs, hoists and stairlifts. The ideal candidate must have a full driving license and be able to travel as the role also includes some service support for our branches in Bournemouth and Southampton. Training will be given and all levels of experience are welcome to apply.

Other qualities we are looking for include: • Good inter-personal skills • Likeable, caring and friendly personality • An understanding of IT and internet trading • Excellent numeracy and literacy skills • Ambition and a willingness to try new ideas Bridge & Lindsey are a progressive organisation with a rich heritage spanning 130 years. Working with us brings great career opportunities and a friendly, fun working environment. A competitive salary package and benefits are on offer to the right candidate and dependant on experience. To enquire in confidence, please send your CV with covering letter to: James Rhodes Bridge & Lindsey 11 Balena Close, Creekmoor Ind Estate, Poole BH17 7DB james@bl-medical.com

For further information please contact Gerry Bell at Wallace Hind Selection LLP.

01604 683303 gb@wallacehind.com www.wallacehind.com

Territory Manager(s) – Mobility scotland & north East England | Midlands & north West England | south – london the sW of England & Wales inviting Candidates from within nHs Wheelchair services or from companies providing to this sector. leckey Mobility work closely with engineers, therapists, parents, carers and our business partners around the world to research, develop and supply innovative postural support and therapy equipment that improves the lives of children and adults with disabilities. We are committed to our vision to be the fastest growing company in our industry sectors with a brand recognised for integrity, innovation, quality, service and value. We are the uK and ireland market leader in our field and export our products worldwide through our international distribution partners. We also import and distribute world-class products from partners overseas. With Head office based in lisburn, northern ireland we are a profitable and growing business employing 130 people and selling directly in the uK and ireland to Wheelchair service Engineers &occupational therapists; Physiotherapists and other healthcare professionals, mainly within nHs structures. We wish to invite applications from experienced nHs Wheelchair services, Dealer sales or rehabilitation Engineer professionals to our rapidly growing team. We already have a great mix of talented sales & therapy professionals who benefit from each other’s experience & expertise and they have the opportunity to develop their unique skills and freedom to manage their working roles.

this is an exciting career development opportunity for the right candidates who can demonstrate they share our values and have the necessary skills, knowledge, experience, commitment and attitude to join our team. as a leckey Mobility territory Manager you will report to the sales Director and will be responsible for customer support, sales and business development of leckey Mobility products in your territory. Key responsibilities will include: Provision of the highest standards of service to build and maintain excellent customer relationships Demonstrating, advising and educating customers on the full range of leckey Mobility products and providing assistance to them in carrying out product assessments, product set up and product servicing. Planning & monitoring of sales activities to achieve overall sales and individual product targets for the territory through effective management of the territory Business Plan Maintaining a high level of customer contact and communication and proactively identifying opportunities for business development. Managing your diary to maximise the time spent with customers and ensuring your availability for appointments when requested. it is essential that the successful candidate can demonstrate the following:

• strong selling skills from within a proven environment • a positive and self-motivated approach to developing new relationships within a competitive environment. • Excellent communication & interpersonal skills • Empathy for the needs of children, adults & families who use our products • an understanding of the demands placed upon rehab engineers, dealers, approved repair contacts & therapy professionals • 2-3 years professional sales or industry experience • a practical approach to equipment use and maintenance • Fully developed time management and planning skills • it literate in Microsoft office to include Word & Excel with the ability to learn new it systems if you believe you can make a difference and you are ready to join our team please send your CV with a Covering letter outlining your current salary details to: Human resources Manager, James leckey Design ltd 19a Ballinderry road, lisburn, Co. antrim Bt28 2sa alternatively you can email recruitment@leckey.com. Closing date for applications is 15th July 2013. We are an Equal opportunities Employer.

Providing solutions to the UK’s staircase challenges through our extensive network of approved dealers As a responsible stairlift supplier, we offer our approved dealers: • A complete and reliable product range to suit any staircase • 70+ years of combined technical expertise shared in our comprehensive training programme • A speedy response to enquiries through our dedicated UK customer service team • A unique, hands-on business support package to focus time on customer care When buying an Access BDD stairlift from one of our approved UK dealers, you can be assured you are getting a reliable product, expert installation and professional before and after sales customer service all from a company endorsed by Access BDD.

Why go anywhere else? To find out more about the full range of Access BDD products, call the UK team on 01642 853 650 Email – info@accessbdd.com Website – www.accessbdd.com Access Business Development Division (Access BDD) / A division of ThyssenKrupp Access Ltd. Unit E3, Eagle Court, De Havilland Avenue, Preston Farm Business Park, Stockton on Tees, TS18 3TB, England

ROUNDUP Strategic partnership for Unwin Unwin Safety Systems, the UK’s leading supplier of wheelchair restraints and flooring systems, has announced the formation of a strategic partnership with Sweden’s Autoadapt with Autoadapt acquiring a 50% stake in Unwin. According to the two companies, the objective of the alliance is to facilitate the international development of both businesses with the product ranges being complementary, with Autoadapt’s lift and seating portfolio providing an ideal match for the Unwin product range. Andrew Creese, CEO of Unwin, enthused: “We are delighted to have found an ideal partner to aid the continuation of the company’s success, growth, and belief in the safety of wheelchair users. Autoadapt’s international marketing capability will allow us to reach many more potential customers across the world.” Both companies are family-owned businesses, which have a long tradition of developing innovative solutions for the improvement of safe, independent living for wheelchair users. Customers will benefit by being able to purchase bespoke solutions which might include a full range of products including lifts, flooring systems, safety restraints and seat fixtures. Unwin’s capability in dynamic testing will complement Autoadapt’s similar competence in static testing to offer customers a unique breadth of support. Unwin’s founder and President, Norman Unwin, is thrilled at the alliance. “I have been extremely impressed with Peter Wahlsten and Håkan Sandberg’s achievement in building Autoadapt into a leader in its field. Most importantly, they share our values and our passion for the safety and independence of wheelchair users. I am confident that this arrangement offers both our customers and our staff a great opportunity for success in the future.” Peter Wahlsten and Håkan Sandberg from Autoadapt will join the Unwin Board, whilst Campbell McKee a former managing director of the company, will take the opportunity to retire. The website for Unwin is at www.unwin-safety.co.uk. The website for Autoadapt is at www.autoadapt.com

Training Diary There’s plenty of training options available. Choose what suits you update your knowledge. If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis. co.uk with any details you have. July 2013 Invacare - Power Chair Controls. 16th July 2013. Bridgend. FOC Invacare - Fault Finding on Power Chairs. 17th July 2013. Bridgend. FOC Global Training by Silvalea – Toileting Sling Solutions 17th July. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harness 18th July. Interactive Online Training. FOC. Global Training by Silvalea – In-Situ Sling Solutions 24th July. Interactive Online Training. FOC. Global Training by Silvalea – Amputee Sling Solutions 25th July. Interactive Online Training. FOC. Quantum Rehab- Powerchair Training. July 25th Pride HQ. Returnable deposit required Prism Medical – Professional Moving & Handling Update Day. 26th July 2013. Wakefield. £50.00 Prism Medical - Train the Trainer Course – An extended course (1 day per week for 5 weeks). .Starting date Tuesday 30th July 2013. Wigan Accredited by University of Salford, Manchester. Cost: £650 August 2013 Global Training by Silvalea – InSitu Sling Solutions 7th August. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring 8th August. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1. 14th August. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2 21st August. Interactive Online Training. FOC. R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. Block 1: Mechanical – 14th & 15th Block 2: Technical – 21st & 22nd City

July 2013

September. Brierley Hill. £100. Jay demonstration stock to a retail value of £470 supplied to attendees. Quantum Rehab- Powerchair Training. September 19th. Pride HQ. Returnable deposit required October Invacare - Pressure Ulcer Awareness & Mattress Care. 19th September 2013. Bridgend. FOC. Prism Medical - Paediatric Study Day. 19th September 2013. Wakefield. Cost: £50 Invacare - Overhead Hoists. 25th September 2013. Bridgend. FOC October 2013 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. Block 3: Clinical – 2nd & 3rd Block 1: Mechanical – 8th & 9th Block 2: Technical – 16th & 17th Block 3: Clinical – 30th & 31st City & Guilds Accredited. Halesowen. £185 +VAT per Block. Sunrise Medical - Powerchair Service and Maintenance – Mechanics. 2nd October 2013. Brierley Hill. FOC Sunrise Medical - Powerchair Service and Maintenance – Electronics and Diagnostics. 3rd October. Brierley Hill. FOC Prism Medical - Train the Trainer Course – An extended course (1 day per week for 5 weeks). .Starting date Monday 7th October 2013. Wakefield. Accredited by University of Salford, Manchester. Cost: £650 Invacare - Manual Wheelchairs. 8th October 2013. Bridgend. FOC. Sunrise Medical - Mobility and Seating System Selection: a Paediatric Focus. 15th October 2013. Brierley Hill. FOC Invacare Scooters Service & Maintenance. 16th October 2013. Bridgend. FOC. Invacare – Kuschall. 23rd October 2013. Bridgend. FOC. Sunrise Medical - Scooter and Powerchair Service and

Maintenance. 23rd October 2013. Brierley Hill. FOC Pride - Mobility Products Technical Trouble Shooting. October 23rd24th . Pride HQ. £170 + VAT which includes B&B and dinner for one night, lunch both days. November 2013 Sunrise Medical - Power Mobility Matching Technology to Need. 5th November. Brierley Hill. FOC Sunrise Medical - Power Wheelchair Assessment. Wednesday 6th November. Brierley Hill. FOC. R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. Block 1: Mechanical – 13th & 14th Block 2: Technical – 19th & 20th Block 3: Clinical – 27th & 28th City & Guilds Accredited. Halesowen. £185 +VAT per Block. Invacare - Ocean Shower Chair Workshop. 13th November 2013 Bridgend. FOC. Quantum Rehab- Powerchair Training. November 14th. Pride HQ. Returnable deposit required. Invacare - Impetus, 19th-20th November 2013. Venue: Invacare, Bridgend. £149 per person (plus VAT). Electric Mobility – Mobility Products Service Training Course. 20th November, Ilminster, Somerset. FOC. Pride - Mobility Products Technical Trouble Shooting. November 20th21st. Pride HQ. £170 + VAT which includes B&B and dinner for one night, lunch both days. Sunrise Medical - Seating and Positioning for Function and Mobility (for clinicians). 26th November. Brierley Hill. FOC Sunrise Medical - The Jay Portfolio – a Clinical Perspective. 27th November. Brierley Hill. FOC December 2013 Sunrise Medical - Powerchair Control Systems and Programming (2 day course). 4th & 5th December / Follow up course TBC. Brierley Hill. FOC

Contacts for bookings

BHTA - Call 0207 702 2141 or email nigel.woods@bhta.com

co.uk or visit www.stepstraining.eu.

324600 or email sales@pridemobility.co.uk

Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com

Global Training by Silvalea 01626 324808. info@silvaleaglobaltraining.com or visit www. trainingbysilvalea.com

Pride Mobility – Call 01869 324600 or email service@pridemobility.co.uk

Sunrise Medical – Contact Kim Welsh at kim.welsh@sunmed.

& Guilds Accredited. Halesowen. £185 +VAT per Block. Invacare - Service/ Maintenance & Adjustment on Manual Chairs 21st August 2013, Bridgend. FOC. Global Training by Silvalea – Paediatric Sling Solutions 22nd August. Interactive Online Training. FOC. Global Training by Silvalea – Introduction to Slings 28th August. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions 29th August. Interactive Online Training. FOC. September 2013 Invacare - Ocean Shower Chair Workshop. 3rd September 2013 Bridgend. FOC. Sunrise Medical - Manual Mobility Selection: Linking Assessment to Appropriate Prescription. 3rd September. Brierley Hill. FOC R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. Block 3: Clinical – 4th & 5th Block 1: Mechanical – 10th & 11th Block 2: Technical – 18th & 19th City & Guilds Accredited. Halesowen. £185 +VAT per Block. Sunrise Medical - Manual Wheelchair Assessment. 4th September. Brierley Hill. FOC Electric Mobility – Mobility Products Service Training Course. 4th September, Ilminster, Somerset. FOC. Invacare - Pressure & Posture in Wheelchair Seating. 5th September 2013. Bridgend. FOC. Invacare - Bed Set Up Operation & Maintenance/ Service. 11th September 2013. Bridgend. FOC. Prism Medical - Bariatric Study Day. 11th September 2013. Wakefield Cost: £50 Sunrise Medical - Seating and Positioning for Function and Mobility (for Dealers). 17th September. Brierley Hill. FOC Sunrise Medical - Jay Product Training for Dealers. 18th

Quantum Rehab – Call 01869

Electric Mobility – Call Sharon Newton on 01460 258100 or

email sn@electricmobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: traininginfo@prismmedical.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

We would like to thank all the companies that have booked into Trade Days so far. The response since the launch a few weeks ago has been incredibly positive, and there are still 14 months to go!

Special thanks goes to: Classic Canes Drive Medical Patterson Medical Handicare First Senior Flexel Gerald Simonds Primacare Suite Options

Assistive Partner Uniscan Able 2 Karma Mobility Rise & Recline Happylegs MK Battery Etac Sidhil

Aidapt Gordon Ellis Chiltern Invadex Cefndy Wilcare The Helping Hand Co The Blue Badge Co Kymco Healthcare TGA

Jetmarine Timo UK Freerider UK Limbo Electric Trikes N Bikes Access Needs

Trade Days is a two day event, taking place on 5th & 6th October 2014 at the NEC, Birmingham, where the trade can come together to have serious business meetings and in which, wherever you look, everyone you can see has a business that is involved in the manufacture, the supply or the retail of the range of products that make up the homecare, healthcare, mobility, rehabilitation, independent living and assistive technology markets.

Here’s what some of our exhibitors have to say about Trade Days:

When I heard about Trade Days my immediate thoughts were ‘about time’. The industry has been lacking a genuine trade show. Our Sales and Marketing team are already gearing up for this and counting down the months.

We look forward to a professional and productive trade show and hope that our retailers will take up the opportunity to attend and support it fully. Mark Hermolle, Managing Director, KMYCO Healthcare UK Limited

James Nicholls, Group Sales and Compliance Director, The First Senior Group

This is the first event I have been aware of dedicated to trade and as such is one we are keen to support. We have jumped at the opportunity to book a stand at this Trade Only exhibition. It is exciting and has been long overdue. Make sure you book your diaries now for this not to miss event. You won’t regret it! Samantha Langtree, Managing Director, Rise & Recline Ltd

Clive Siddall, Sales and Marketing Director, Sidhil

For more industry feedback, visit www.tradedays.co.uk

For more details and an up to date floor plan, call Clare Johnson on 01962 736 989 or email c.johnson@closerstillmedia.com

brEEzE 3&4 brEEzE midi buddy EclipsE minimo mystErE powErpack sonEt supErlight rwd supErsport vita midi vita 3&4 vIta s vita x

EvEryonE’s talking tga If you are a mobility scooter retailer, selling a trusted product with real brand recognition is essential. tga is clearly the name on the street that customers want and when word-of-mouth benefits are added to dealing with an efficient, 25-year-old supplier – you have the perfect trade relationship. Further enhanced by unsurpassed margins and service levels with real added value, tga is the supplier you need to be talking to. Join us and we can reach out together for further business success.

01787 882244

sales@tgamobility.co.uk

www.tgamobility.co.uk

team of the Year

the UK’s leading range of mobility products, since 1985

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23/05/2013 14:21

THIIS is produced by: Homecare Publishing Ltd, The Stables, 16c High Street, Rushton, NN14 1RQ Tel: 01536 710050 Fax: 01536 418280 E-mail: info@thiis.co.uk BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.