Thiis 08 2013 by THIIS

ISSUE 179 • AUGUST 2013

THE HOMECARE INDUSTRY INFORMATION SERVICE

OT’s combine to do business Roadshow – past and present Pro-active approach with design at the heart

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contents Background to buy-out............. 4 Retailer to the rescue................ 8 Innovation award..................... 10

From the Editor

Trade Days update.................. 12 OTs combine for business....... 16 Unique installation................... 28 Roadshow through the years.. 34

In the June issue of the magazine we carried the announcement of the new trade only, business to business event, Trade Days which takes place next October at the NEC. Two months on and the event is really taking shape with exhibition spaces being booked on a daily basis. As you will read in the update we have in this issue, the organisers of the event report that they haven’t seen this level of enthusiasm for a launch event before. What they also say though, is that there are plenty of opportunities for companies to use the event to do whatever they would like – it’s a blank canvas if you like. Now’s the time for companies to get involved and suggest ways in which the show will help them to do more business and help the trade customers to have a more effective visit. And that goes for trade visitors too. If there is something that you would like to see at Trade Days, then now’s the time to say. The organisers have lots of plans to make the two days really valuable for both exhibitors and visitors, but at this stage, with still over a year to go before the doors open for the first time, they can also include ideas that will make it even more unique. Don’t be shy!

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Proactive approach to business ................................................ 42 TV campaign drives awareness ................................................ 49 Brand looking for retailers....... 54 Points of View.......................... 58 Jobs on offer........................... 62

on the front One of the new products at the Mobility Roadshow. See page 36 for details ISSUE 179 • AUGUST 2013

THE HOMECARE INDUSTRY INFORMATION SERVICE

OT’s combine to do business

p it to ! Don’t kee- Pa ss it on yourself CirCulation list

Roadshow – past and present Pro-active approach with design at the heart

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

ROUNDUP New trade catalogue from Smitcare

Background to buy-out In the last issue of the magazine we carried the news that the management team at Kirton Healthcare had completed a management buy-out. I spoke to Group Managing Director Beverly Lawrence to find out a bit more about the change.

SmitCare has a new Trade Catalogue incorporating Myco products. The company took over the manufacture and distribution of Myco Products at the beginning of the year and the new catalogue incorporates the Myco product range including the Myco Ultra Swivel bather and Myco Ultra Shower Chair. Call 0845 1303 747 or visit the website at www.smitcare. co.uk 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 company says that the brochures contain a wealth of information about the importance of good seating and adopting a good sitting posture and the problems associated with uncomfortable or poorly specified chairs. They also offer information on pressure care management and the company’s Intelli-Gel and Reflexion Memory Foam Cushions. Beverly Lawrence, Group Managing Director, said: “The brochures are extremely informative and have been designed to make our retailers and their customers aware of the fantastic range of A J Way chairs available, along with benefits for different groups of people and care environments.” For more information, or to order a copy of the new mini brochure, call 01494 471821

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August 2013

“Martin, after more than 30 years in the industry, take the business forward in the future.” and very much the leading light when it comes I wondered what might change in the future to specialist seating, decided to hang up his under the new regime. “I don’t think a lot will foam and his fabric to retire and spend more change in the immediate future if I’m honest” time on his passion, painting. This enabled the Beverly answered. “I hope that we will retain our management team, supported by NVM Private culture. We have a very open culture at Kirton Equity to affect a management buy-out” she and anyone can speak to anyone about anything. explained. We want to see growth The management team of course and that might “Part of my remit was to manage involved with the buy-out mean acquiring other the process of Martin retiring from are Beverly who remains companies along the the business” as Managing Director, way. We want to develop Andrew Hardman, nonour export business executive director, Sales Director Mark Fowkes, opportunities and look to expand overseas Bob Dodsley, Production Director and Debby and at the same time maintain our focus and Martin, Finance Director. commitment to our very important UK business. “We’ve been actively working with Martin on his We also want to improve the products further retirement plans for about six months”, Beverly too and we are looking at the whole product told us. “When I became MD a couple of years range to see where we can tweak and make ago, part of my remit was to manage the process improvements. But generally, people will only see of Martin retiring from the business. We were positive changes and improvements as the same approached by the Corporate Finance Team at management team is in place.” Baker Tilly to discuss the future direction of the Clearly, involvement of a major backer may business and really the process started from bring other pressures and Beverly is very aware of there.” that. “Yes, I think there will be pressures. They are She added: “Supporting a management-buy going to want to see growth, as indeed we do, of the company was Martin’s preferred exit route but our objectives are aligned and therefore we too, to ensure consistency and continuity for the are all heading towards the same goals – serving business that he built from scratch. We knew it our customers, caring for our staff and nurturing wouldn’t necessarily be a simple route but the growth within a fantastic business. It’s pressured team was ready for the challenge so we started to but very exciting!” meet potential investors” As part of the change Mike Lord becomes She explained how they came to make the non-executive Chairman. Mike was Managing decision about who to work with. “We had a Director of Minivator at the time of the acquisition choice of equity providers but we really liked by Handicare, and has formed his own company, James Arrowsmith and David Rolfe from NVM Drolinvestments and is currently Chairman of the Private Equity right BHTA. from the start. In all the “We are delighted that “They used all the right words to discussions that we had Mike is now our nonmake us feel that they really would with them, they were executive Chairman” be a part of what we did in the saying things like ‘we can Beverly told us. “I knew future” do this’ and they used all of Mike and his dynamic the right words to make reputation but didn’t us feel that they really would be a part of what we know him personally. I had seen a good deal of did in the future and really would be supportive of the publicity in THIIS magazine about Minivator us. We needed to be comfortable that whoever and had watched the business accelerate in the provided the finance was a company that we marketplace to the eventual sale to Handicare, could all work with who believed in what we did, but I hadn’t actually spoken to him until relatively our approach and dedication to our customers.” recently. I think we’re going to get on great and She added: “All the management team is work exceptionally well together.” invested in the business now alongside our new So, what are Beverly and the team going to partners. That’s important I think so that we have miss about Martin? “Martin is a good guy. We’ll the commitment and the drive necessary for us to miss his insight into the market for sure. He

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understands what’s needed to improve the quality of life for our customers, their carers and the healthcare professionals we work so very closely with, simply, he understands people and moreover he understand our customers. I know it sounds a bit cliché, but at Kirton it’s all about making sure that anyone who sits in one of our chairs has the best quality of life possible and that ethos is what Martin has nurtured over the years and what he believed in right from the start. It’s our job to look after the legacy. It’s a huge responsibility as Martin literally started an industry that didn’t exist at the time.” Will Martin be involved in the future? ”We hope Martin will continue to work on innovations otherwise what a loss to the industry, and in turn share those ideas with us. Although he deserves to have some time to enjoy, reflect and just be! He knows that whatever happens, we will be working hard to carry on the fantastic work that he did to get the company into the position that it is today.” New non-executive Chairman Mike Lord told us: “I was approached by the investment company to see whether I was interested in being part of the investment that they were making in Kirton Healthcare and to act as the Chairman. I had a look and was very excited about what

Managing Director

I saw. Martin and the team at Kirton have built Beverly Lawrence (pictured centre) explains a great solid base for the business, including the background to the the acquisition of A J Way in 2010 and clearly management buy-out the company has the potential to become a larger company both in the UK and, importantly, internationally and I felt that was something I could help with and add value to, given my experience in the industry.” Is this the first time that “We want to see growth of course Mike has been involved in and that might mean acquiring other the seating sector? “Yes companies along the way” and no” he replied. “We did do something with rise and recliners through the direct selling channel of Minivator and the relationship with Age UK, but I wouldn’t profess to be an expert on seating but clearly the distribution channels that Kirton use are very similar to what I am used to with Minivator.” The Kirton Healthcare website is at www.kirtonhealthcare.co.uk

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Retailer rescue for garden access issue

Job done! The newly installed ramp saved the day when the TV crew realised that they had access issues to deal with.

Retailer TPG DisableAids reacted quickly when the company received a call from a distressed television producer recently. The production company was in the middle of creating an episode of ‘Love Your Garden’ with Alan Titchmarsh and his crew. They were filming close to TPG’s base in Hereford as part of the current series and found that they had a real access issue into the garden for the wheelchair user who lives at the makeover address. It seems that the production company’s regular suppliers were unable to provide an ‘off the shelf’ solution to their problem so they contacted TPG DisableAids to help. TPG surveyor, Greg Mills, was soon on the set and had devised a solution that was in keeping with their theme and deliverable by mid- afternoon the following day. Greg and his assistant, John McConnell, arrived on site the next morning with materials and tools to set about constructing the ramp and worked throughout the day with numerous interruptions from the production team, often just to be silent whilst other film shots and narratives were acted out.

The ramp was completed and the day was saved for the ‘Reveal’ at five o’clock on Wednesday afternoon. The show is due to be aired as part of the current series being shown at 8pm. on Tuesday evenings. The website for TPG is at www.disable-aids. co.uk

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Company from down under on the up in UK It’s been nearly three years since Stiltz appeared on the UK scene. The Australian company produces an innovative lift option and it seems that it is becoming a popular option here..... According to the company, home lift specialist Stiltz has quickly established itself as a leading brand in the growing sector after its first 28 months of trading in the UK, achieving its second consecutive year of growth after record sales. Stiltz gained its experience designing domestic lifts and elevators in Australia for more than two decades and has a manufacturing facility in China. Founded in September 2010, Stiltz UK was set up by Cameron Gillespie and Lachlan Faulkner after successfully manufacturing and installing lifts back home in Sydney, Australia. The company had immediate success with the launch of the Stiltz Duo Lift - the first through-floor lift of its kind available in the UK. Lachlan explained: “The lift has the smallest footprint of any residential lift on the market and it is also the quietest. The Duo uses a selfcontained motor system instead of hydraulics and simply plugs into a normal 13 amp power socket like any other household appliance.” An early success saw the company being invited by organisers of the Ideal Home Show to showcase the Duo Lift as part of its ‘Home of the Future’ in March, 2012 at Earl’s Court. Lachlan told us: “The Duo Lift was the perfect addition to the two-storey set and was the only means of access for presenter Suzi Perry, from The Gadget Show, to move between the two levels of the home.”

The company developed further with the Stiltz Trio Lift which has a deeper lift car and wider opening, allowing extra space to fit a standard wheelchair. The latest addition is the “The lift has the smallest footprint of Stiltz Vista Lift - a higher any residential lift on the market and end product with emphasis it is also the quietest” on aesthetics. Lachlan added: “The lift’s clear design is aimed at blending into a home’s decor. We returned to showcase the Vista Lift at the Ideal Home Show at Christmas with its modern and sleek design attracting lots of interest from visitors.” A new website was also introduced, with a new corporate identity and new features such as a section to view new case studies of recent installations. Lachlan told us: “The response to the products and “We’re delighted to the company has been overwhelming be approaching our with fantastic support from company’s third birthday. customers in the UK” The response to the products and the company has been overwhelming with fantastic support from customers in the UK. We’ve managed to build the brand due to our continuing commitment to re-investing in new innovative products. We now have three lifts in our range and due to our drive system we feel able to offer a product that fits well in the marketplace.” He added: “We’ve also invested in the Stiltz website as we felt it needed to reflect the position we now hold in the industry. More importantly we needed to respond to competition entering the space. We have seen both Terry’s and Wessex come out with very good competitive products. It is an exciting time for the category as I see it moving out from the shadows of niche and more into the mainstream.” For more information on Stiltz’s contact 0844 870 9087 or visit http://www.stiltz.co.uk. You can find Stiltz on Facebook and Twitter at @StiltzLifts.

ROUNDUP MK Battery support for Power Soccer in USA

Innovation award Pauline Guilfoyle, Managing Director of Silvalea Limited was recently shortlisted in no less than four categories at the Herald Express Women of Achievement Awards 2013 and went on to win an innovation award.

In the USA, MK Battery has been named Title Sponsor and official battery of the U.S. Power Soccer Association and Team USA National Power Soccer Team. Sixty teams currently compete in the U.S. and twenty five countries have adopted the sport. Mark Wels, President of MK Battery, and Ta’avasa Mamea, President of the United States Power Soccer Association (USPSA), jointly announced a multiyear agreement granting MK Battery the exclusive Title Sponsorship rights and Official Battery designation for all of the U.S. Power Soccer Conference Cup tournaments and Team USA (current World Cup champions) international competitions, including World Cup 2015. The USPSA is the governing body for Power Soccer in the United States. Power Soccer, called Powerchair Football in some countries, is the first competitive team sport designed and developed specifically for power wheelchair users. The USPSA has over 60 teams already competing in the U.S. and competes in international competitions including the Powerchair Football World Cup held every four years. The U.S. National Power Soccer Team (Team USA) has won the past two World Cups held in Japan and France. The MK Battery website is at www.mkbattery.com

Gary Bevan, Operations Director told us: initiative has helped “Pauline had no idea we had nominated her to raise our profile and she was thrilled to find out she had been across the world. shortlisted for Mentor of the Year, Business Global Training is a of the Year, Women in the Workplace and unique and immediate Innovation Award, which was a tremendous tool for healthcare MD of Silvalea, Pauline Guilfoyle, was nominated achievement. The Awards were looking to professionals for four awards recently showcase women in the community that had worldwide, enabling excelled, mentored, inspired and celebrated us to assist problem solving in real time from any success in their field.” geographical location, linking from a laptop, tablet Silvalea’s speciality is Patient Slings, Harnesses or mobile phone direct to our studio and training and Standaids and the company offers free team.” training, advice and She added: “Although assessments on line via “A third of our workforce has been the categories I was their Global Training facility. shortlisted in were for with me since shortly after the The company enters company was formed in 1993 from individual achievement, the 20th year in business these achievements can my garage” with a multi-million pound only be won with help from turnover and report that a dedicated team. A third exports are already up 13% in the first quarter of of our workforce has been with me since shortly this year which both Pauline and Gary feel has after the company was formed in 1993 from my been assisted by their Global Training Studio garage in Newton Abbot over 20 years ago and which supports their pro-active sales strategy. these individuals have grown and developed with Pauline told us: “Winning this Award was very me over the years.” important to me for several reasons. We pride The website for the company is at www. ourselves on product innovation and our training silvalealtd.co.uk

Members of the Silvalea team collecting the award on Pauline’s behalf

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August 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

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More companies go down the ‘trade only’ route It’s been just two months since the launch of Trade Days, the trade only event that is taking place on October 5th-6th next year, 2014 at the NEC for the very first time and the event is taking shape at a speed that no-one thought possible. Companies are taking the decision to book a space with a view to positioning themselves exactly where they want to be, not just for the first show, but in future years on what, of course, is a brand new show floor. A number of presentations have also taken place about the new event, to explain more about what it will look like and why it will be different from anything else in the UK show diary right now. Both potential exhibitors and visitors have been present at the presentations and so far not a single negative comment has been made about the Trade Days concept. It is, of course, a very simple concept – everyone in the space is in business, everyone with a stand is looking to do business with the visitors and every visitor is looking to do business with the exhibitors. Since the last issue of THIIS was published, the event has seen a number of other companies confirm their attendance. Rise & Recline, Wilcare, Sidhil, Kymco Healthcare, Chiltern Invadex, Cefndy, MK Battery, The Helping Hand Co, Able 2, Gordon Ellis, Happy Legs, Timo UK, TGA, Jetmarine and The Blue Badge Company have all booked space in the past couple of weeks. They join companies such as Drive Medical, Primacare, Classic Canes, Patterson Medical, Flexel, First Senior, Gerald Simonds, Karma Mobility, Suite Options, Uniscan, Assistive Partner and Handicare. Show Director Matthew Butler told us: “The momentum for the show is continuing to grow and certainly we haven’t seen so many stands booked for any launch event we have been involved in after such a short space of time.” Matthew encourages companies thinking about getting involved to make plans now. “Obviously we are delighted that things are going so well but we do have to be conscious about building a show floor that is too big for the visitor audience. We have to be realistic about the number of visitors a very focussed trade only event will attract and we don’t want to end up with an exhibition that is simply out of tune with the number of people who will be coming through the doors. Bearing in mind the amount of space that has been booked in such a short time period since the launch, it is possible that we may run

£195

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August 2013

out of exhibition space with a number of months before the show opens. We already have a good mix of companies booked into the show and so Matthew Butler, Trade would encourage anyone else who wants to join Days Show Director says them and secure an effective position to contact that the event has taken off faster than anything he us sooner rather than later.” can remember. There is another reason that Matthew believes exhibitors should get their plans in place now too. “It’s still over a year to the first Trade Days opens, but that time will fly by and companies will get the most of out the event if they plan their presence at the show and their pre-show promotional campaign too. I think that everyone “We haven’t seen so many stands who has booked into the booked for any launch event we have show realises that it’s been involved in after such a short going to be a team effort space of time” to make it as successful as everyone wants it to be and companies have the opportunity to make sure that the retailers have their stand on the list of the top companies to see during the two days. It’s very much about planning for serious business discussions and part of that process is to implement a strategy before the event and to have clear goals over the two days.” And, as Matthew says, nothing has been ruled out either when it comes to how companies can make a splash. “It’s a brand new event and so “Companies will get the most of out we have a blank piece of the event if they plan their presence paper in many regards. at the show and their pre-show Of course we have a long promotional campaign” list of things that we are planning to do before and at the event, but now’s the time that a company can come to us and suggest something different that will work for them and work for us too. This isn’t like anything else that the trade will have seen before and so there are really good opportunities to create something very unique and we know that the pro-active companies will do just that. We are more than happy to listen

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to what companies would like to do during the two days that will create added value both for themselves and for the visitors.” Someone who is very much aware of the marketing potential is James Nicholls, Group Sales and Compliance Director of The First Senior Group. He told us: “When I heard about Trade Days my immediate thoughts were ‘about time’. The industry has been lacking a genuine trade show. I attend Finance and Insurance trade shows regularly and they are always well attended and you can do some serious business. A chance to sit down and catch up with existing clients and for people to put names to faces is always good. Obviously it is a great opportunity to showcase our products to prospective clients too. Our Sales and Marketing team are already gearing up for this and counting down the months.” Samantha Langtree, Managing Director of Rise & Recline Ltd was very enthusiastic when the show was first announced and has shown her commitment by booking a sizeable space. She explained: “We have jumped at the opportunity to book a stand at this Trade Only exhibition. It is exciting and has been long overdue. A show that concentrates on business to business trade is essential in enhancing the profile of companies and the industry in general. This will be a very important step forward in the development and re-strengthening of a specialist and growing market. Retailers will finally get the opportunity to communicate on a one-to-one basis with their suppliers. Make sure you book your diaries now for this not to miss event. You won’t regret it!” Wilcare is another company to add their name to the list of companies that will be there. Anthony Kiff, Managing Director of Wilcare said: “Trade Days is fresh new approach which is just what the industry needed and it ticks all the boxes for us as it is targeted to attract the people we want to meet. Our customer-base is largely business-tobusiness rather than end-user and we look forward to a concentrated two-days of meetings with exactly the right people we like to get close to.” Matt Major, Sales Manager for Europe for MK Battery International is urging the trade to get behind the new event. He said: “MK Battery International is pleased to have booked a stand at Trade Days. We hope that both retailers and manufacturers support the show and make it a huge success.” And Clive Siddall, Sales and Marketing Director of Sidhil explained why his company has taken the decision to support the show. “Sidhil has for many years had a great partner relationship with a number of distributors both

August 2013

regionally and nationally. Trade Days represents a good opportunity for us to network and meet with existing distributors whilst also meeting potential new ones. Many events we exhibit at are dominated by our public sector customers who are very important to us however this is the first event I have been aware of dedicated to trade and as such is one we are keen to support.” Etac’s Sales Manager, Andre King is looking forward to the show saying: “As a manufacturer of a number of premium brands in this industry, we view this show as a great chance to get closer to our existing distributors and also to establish The show floor for Trade contact with new specialist trade companies Days is getting busy. The throughout the UK. We are looking forward to this white space is what is left innovative event”. with still over a year to go before the event opens And for Mark Hermolle, Managing Director at KMYCO Healthcare UK Limited, the show represents an opportunity to do business in a way that maybe he cannot at other events. He said: “KYMCO Healthcare UK Limited has always exhibited its products at the traditional venues, Naidex, Rehacare and recently the Taipei Medicare show in Taiwan. At these shows a lot of valuable business to business opportunities are sometimes missed due to end user demonstrations etc, leaving retailers waiting to discuss the latest models and business issues.” “It’s very much about planning for He added: “Whilst this serious business discussions” is all good stuff it doesn’t address the needs of the manufacturers and their immediate customers, the retailers and we know that many retailers don’t attend these shows for this very reason. I was delighted to read the positive comments from retailers and to hear the comments from retailers present at a recent BHTA Mobility Section meeting. This helped to confirm the need to become involved in this event and although our budget plan for 2014 did not include this, we felt that we needed to support it and we are delighted to now be one of its founder “Although our budget plan for 2014 members. We look forward to a professional and did not include this, we felt that productive trade show and we needed to support it and we hope that our retailers will are delighted to now be one of its take up the opportunity to founder members” attend and support it fully.” If you would like to know more about the ‘Show Founder’ benefits for companies booking before the end of July and would like to see a floor plan for Trade Days, call Clare Johnson on 01962 736 989 or email c.johnson@closerstillmedia.com The event website is www.tradedays.co.uk

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OT’s combine to do business round the world It’s not that easy to break into a new marketplace the other side of the world, but, for one Australian manufacturer, the key was having contact with a like-minded professional….

A new range of products to help get people on and off the toilet is now available through KW Therapy Solutions. A distribution agreement came about after an OT found a product that she liked and decided to back her judgement in the UK marketplace. Karen and Andrew Wilding are the founders of KW Therapy Solutions Ltd. Karen is an Occupational Therapist and has maybe more understanding than most when it comes to using the products as she suffered a spinal injury and spent time recovering from NF (Necrotising Fasciitis). Karen is an independent OT with over 20 years’ experience. She says that she is always on the look-out for new products that could help her clients and, when she came across the Throne range, she was very interested – so interested in fact that she ended up becoming the UK distributor for the products, despite the fact that the products are produced on the other side of the globe. “I needed a toilet rail and step for a young client” she told us, “that would help her get on and off the toilet safely and most importantly independently. However, the equipment needed to fit into a small bathroom space and also enable the parents to continue using the toilet and bathroom space without restrictions.” After failing to source what she considered to be suitable equipment in the UK Karen contacted Throne Accessories in Australia and tried to arrange an assessment or trial of the equipment with the client. “Unfortunately there was no distributor in the UK at the time and I was unable to get hold of the children’s standard rail and step I wanted and I was not able to get just one product shipped over to the UK for a trial.” But Karen wasn’t about to give up that easily. She had to provide a similar piece of equipment for the client but in her opinion it was not as good

August 2013

The products are now on

the market in the UK after as the Throne could have been. two OTs got together to “I could see what a great product this was and talk business I knew it could not just be myself who thought the same and that there would be other professionals that would be looking for products like this. So, I contacted the directors of Throne Accessories and discussed the possibility of becoming the UK Distributor.” Helen Kelleher, director and founder of Throne Accessories had designed the products. Helen is also an OT in Australia and designed the rail as she could not find what she needed for a client of hers. With the help of her husband Jack, Throne Accessories has enjoyed success in Australia for “I could see what a great product this over 12 years but despite was and I knew it could not just be previous efforts has never myself who thought the same” managed to break into the UK market. Helen prefers that the Throne products are being distributed by a family run business and is also pleased that Karen is an OT like herself. Helen told us: “I straight away felt that Karen

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was the right person to make contact with. I was quite excited of the prospect of a Distributor in the UK and had been dreaming of this happening one day. To have someone working in the Occupational Therapy field and who obviously understood me and what I have Helen Kelleher, director and founder of Throne Karen and Andrew Wilding of KW Therapy Solutions done is wonderful.” Accessories with her husband Jack. Another OT, Angela especially if the client has weakness or increased Irving-Brown, believes that the Throne products muscle tightness. If there was a free standing should be a standard part of an OT’s equipment frame in situ it increases the risk of falls. From the prescription. “The Throne rail is a great product feedback we receive, one of the main comments and one that I would hope to see as a staple in is that you can actually equipment stores over the next few years. I have sit on a normal toilet seat “To have someone working in the found the Throne to be useful in situations where even if the client is using a Occupational Therapy field and who a standard toilet frame will not fit. There is often raised toilet seat and still obviously understood me and what I limited floor space available in bathrooms and this have a secure rail close to have done is wonderful” has the potential to allow supported transfers on you to help you on and off and off a toilet without the expense of increasing the toilet.” the bathroom size or adjusting the layout.” Contact KW Therapy Solutions on 01772 459 Karen adds: “As we know, we do not sit 298. The website is at www.kwtherapysolutions. or stand from the toilet symmetrically and will com generally lean more onto one side than the other,

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Export push sees new addition MediTek has announced the appointment of Anke Chapman as Business Development Manager for Northern UK and Europe.

“Her appointment is very timely as we are planning to invest significantly in expanding our overseas export opportunities”

MediTek Managing Director, Phil Rice told us: “MediTek has a very particular brand, a distinctive channel to market and requires business managers with a specific set of skills and attributes to oversee and manage our network of approved distributors. In particular, the ability to understand the ever changing homecare market and the commercial environment and pressures facing mobility retailers today both here and abroad.” He added “Anke fits our requirements perfectly. She has twenty year’s sales management experience with over ten in the homecare industry and specifically five in the domestic lift and stairlift market. She is a native German who has lived in the UK for the past twenty seven years and can communicate in several languages and is very well respected in the industry both here and in Europe. We are delighted she has decided to join us and her appointment is very timely as we are planning to invest significantly in expanding our overseas export opportunities.” Speaking of her decision to join MediTek, Anke said; “I have been in the Homecare and Stairlift industry for a number of years, particularly in business to business and trade sales. I have very high standards and expectations of my own and so it was important for me that any new company I moved to also shared those same high standards and attributes. I’m pleased to say that MediTek fits that criterion perfectly. I have a different approach to the traditional business manager people may be accustomed to, in that I work very closely and on a more personal level, with my distributors and bring lots of new refreshing ideas to their businesses.” She added: “My strength over the years has been business development, proven already throughout Europe and I am looking forward to sharing my experience and knowledge with MediTek’s existing and new retail partners in the months and years to come.” MediTek can be contacted on 01325 311 442. The website is at www.meditek.co.uk

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ROUNDUP Change of direction for Chris Due to the significant expansion of his other business interests Chris Fullerton sent some information about his business – Silk Mobility based in Swindon. Chris confirmed that from early July, Silk Mobility will transfer trading responsibility for its business to two separate companies. The UK distribution of GTM mobil wheelchairs, previously undertaken by Silk Mobility will transfer to Cyclone Mobility . Cyclone will support the sales development and customer service of all UK based customers, including any warranty needs of existing customers. Chris told us: “The GTM brand needed more coverage and focus than we could give it whereas Stuart, Dave and the team at Cyclone are truly focussed and well established in this arena. Given their national coverage and years of selling to active users they are well positioned to exploit this great brand.” The remaining segment of Silk Mobility’s business – the sales and service of other key brands such as Quickie , Drive and Karma will be taken on by Richard Holland Oakes and his team at Recare. Chris added: “Richard and I discussed some ideas within the last few weeks and he was looking to expand his business from his base in the Oxford area and we agreed that the Silk showroom, staff and range of brands will offer him a great platform to expand in to Swindon and the South West.” As for his own plans, Chris told us: “For me this is a great opportunity for the two parts of the business to flourish under a more focussed leadership. I would like to thank all of the suppliers and THIIS magazine for helping to establish Silk during the last few years and wish the teams at Recare and Cyclone every success in the future.

Recare in the news Oxfordshire based Recare Ltd has been in the news in the local area recently as it was named as a finalist in the Small Business category at the 2013 West Oxfordshire Business Awards (WOBA), beating tough competition to reach this year’s shortlist of the region’s most dynamic and entrepreneurial businesses. Managing Director Richard Holland-Oakes told us: “We we’re delighted to be recognised as one of West Oxfordshire’s leading businesses. Being named as a finalist provided us with a great platform to share our achievements with existing and prospective customers.” The company also gained extensive coverage in their local press after supplying a stairlift in Woodstock Town Hall. The installation took place after a donation from the film production company behind the latest Ricky Gervais move, Cemetery Junction. Parts of the movie were filmed in the local area and at the Town Hall. Richard is pictured with Woodstock’s Mayor, Brian Yoxall. For further information on Recare Ltd visit www. recare.co.uk

The company has fitted a stairlift in the local Town Hall after a donation linked to the movie industry

The Recare team celebrate after being named as a finalist in a small business award scheme

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ROUNDUP

Looking for help with new stick concept

New scooter safety scheme launched

We have been contacted by Michael Fanneran who has developed a new walking stick concept. Michael is looking for a company that might be interested in taking on the idea and help with a patent and eventually take it to market. Michael told us: “Basically it’s a walking stick that will allow the user to ‘park’ the stick near to where they are sitting. I have applied for a UK patent in which the four legs can retract back up inside the hollow section of the stick and the application also covers a method where the lower section of the sick can separate in four sections to allow the stick to stand. As far as I can tell there is not a product such as the one I describe.”

Exhibition & Event Guide

Quingo/AMC and Age UK have launched the Blue Diamond campaign, which aims to increase scooter safety. The ‘Blue Diamond Driver Check’ safety evaluation provides a sight and capability assessment in-line with the Royal Society for the Prevention of Accidents (RoSPA) check list and is available for free with every test drive of the Quingo range. Owners will then be entitled to display the ‘Blue Diamond’ badge on their scooter to verify to those around them that they meet the required standard. Helena King, Head of Affinity at Age UK, said: “Our aim is that the ‘Blue Diamond’ will become a recognisable symbol for safe scooter drivers and general mobility safety.” The Quingo website is at www.quingoscooters.com

He added: “The photographs are of a first prototype and are made from a water pipe and an old flowerpot rim, but it works! I got the idea a couple of year ago when I was in a restaurant and a customer lent his stick against the table and of course it fell on the floor, he could not bend down and pick it up.” If you are interested in talking to Michael about his idea, call 01485 528821 or 07795512542. He can be contacted by email at michael@fanneran.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. 0161 607 8200 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 June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk

August 2013

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First of its kind for installation Ergolet has installed its Luna overhead hoisting system, featuring the wall-mounted E-track, at a Special School in Oldham. The company says that the installation is the first of its kind at a UK special school and was part of a multi-million pound refurbishment programme. A total of 18 rooms at the school, including classrooms, toilets and a hydrotherapy pool and changing areas, were fitted with the system. The E-track and Luna system covers the full length and breadth of each room. The E-tracks are fitted on opposite walls along the length of each room, a traverse track is fitted to the E-track to span the width of the room, and the Luna lifting unit is connected to the traverse rail. According to the company, the flexibility of the system allows the Luna ‘pod’ to be transferred simply, easily and quickly from one room, or system, to another. A hand-held remote control device controls lifting and lowering, while carers at the school can assist with movement around the room. David Lomas of Ergolet told us: “Fitted just below ceiling height, the E-Wall track is discrete and the entire mobility system blends into the room. Unlike fixed ceiling tracks, the layout of furniture can be altered with the changing needs of the user, which was of paramount importance in a learning environment.” David said that the company won the contract based on the ease of installation, use and cost effectiveness of the system. “We were contacted by the school at a late stage because the planned traditional installation of overhead hoists was proving to be more difficult and costly than anticipated. The original buildings date back to the 70s so to make the use of overhead hoists work together with the old building and the new build project, it would have been necessary to install additional cumbersome and costly steel beams. By using E-track, installation time can be reduced by 70%, giving a real cost saving.”

“In the hydrotherapy pool building” he added, “the versatility of the wall-mounted E-track means the pupils can be transferred directly from changing room to poolside and, when not in use, the Luna pods can be removed completely. This capability can have additional benefits when being used in a public swimming pool environment, where lifting hoists and equipment permanently situated at poolside can be unsightly and cumbersome.” Cath Croke, Moving and Handling Manager at the school said the installation had made a “The entire mobility system blends significant difference to into the room” both pupils and staff. She said: “It has certainly made the quality of life so much better for those pupils with more severe mobility issues. Floor mounted mobile hoists aren’t suitable in soft play areas, for example, so this system literally means that all pupils, whatever their mobility issues, have the opportunity to access all the learning environments “Installation time can be reduced by throughout the school. 70%, giving a real cost saving” Three point spreaders which have been used here have also made a big difference transferring pupils quickly and safely and make for a more dignified journey than using traditional two point units which can often cause discomfort to pupils.” David also told us: “Since this project, we were asked to install the Luna “We have been awarded the system including E-track contract to replace the traditional in a brand new trampoline room and changing/ ceiling mounted mobility equipment toileting area at a Special throughout the rest of the school” School in Cleethorpes. The installation has been so successful that we have been awarded the contract to replace the traditional ceiling mounted mobility equipment throughout the rest of the school as part of a major refurbishment later this year.” For more information call 0161 477 7900 or visit the Ergolet website at www.ergolet.com We’ve used this story on the ‘Products In Use’ section of THIIS website. If you have news of an installation, an order or contract win, then why not send in the details to info@thiis.co.uk and let us give you some coverage

August 2013

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Danish manufacturer targets UK market Danish manufacturer Concens A/S is looking to establish itself in the UK marketplace and is expecting to appoint a UK distributor soon to take advantage of what it describes as ‘the huge potential market for inline electric actuators’ in the British rehab industry. Actuators are capable of raising, lowering, lifting, pushing and pulling, and have become an increasingly important part of rehab equipment. The company says that, since 2003, it has developed business with customers looking for actuators with an elegant design, small dimensions and excellent features for use in applications where design, appearance and function play a crucial role. Mr René Lynge, Managing Director at Concens A/S explained: “Our slim actuator can be discreetly integrated into a number of environments into which traditional actuators are unable to fit. Our actuators have been built into a wide range of rehab equipment including some of the most well-known brands in Europe. On the Concens website, companies are able to configure ‘their’ actuator and download the 3D drawings for further use in the design process. Concens is represented in 18 countries with distributors, mostly in Europe. For more information email rl@concens.com. The website is at www. concens.com

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On The Website New everyday rigidframe wheelchair Ottobock has launched a new custom-made rigid-frame wheelchair, the Ventus which offers a bespoke solution for active and everyday users. With numerous adjustable components, including the seat and 14 colours to add personality, the Ventus can be tailored to meet the needs of individuals giving anybody the opportunity to drive a lightweight aluminium rigid-frame wheelchair. For more information, visit the THIIS website or call 01784 744 927

New value folding cane A practical, folding walking stick suitable for every day from Classic Canes. This folding cane is of robust construction, with a plastic ‘Escort’ style handle that provides a chunky, reliable grip. For more information, visit the THIIS website or call 01460 75686

Bariatric Mobile Hoist The Prism A-320B Bariatric Aluminium mobile hoist has a safe working load of 320kg. In addition to the hoisting and transferring of clients the A-320B can be used for gait training and providing a smooth and stable support during therapy sessions. For more information, visit the THIIS website or call 0844 980 2260

Smart Monitor Individually programmed to a lift, the Oxford Smart Monitor records the exact amount of work completed by the actuator each and every time the lift is used, regardless of a patient’s weight or the lift height covered. The Smart Monitor then converts this data based on a full lift (lower to upper extremity of actuator travel and back down again) at maximum safe working load to display the total number of lift cycles performed. For more information, visit the THIIS website or call 0844 811 1158

New Multigrip Headrest The Multigrip uses ‘fingers’ to act like hands, allowing the parent or carer to shape and contour the headrest to cradle the head in the right position for each individual user. It has been designed to create the most comfort for a child by supporting and protecting their head. It features a simplified mounting system which is fully compatible with the Jenx range of Junior and Multiseats positioning systems, as well as being transferable to the Multistander, and comes with a fully removable and washable cover. For more information, visit the THIIS website or call 0114 285 3376

New ceiling track system Gainsborough Specialist Bathing has launched the new Glide 200 Ceiling Track System to complement its existing assistive bath range. This new patient transfer system is designed to assist carers, enhance the moving and handling experience and deliver holistic solutions for specifiers, architects and care providers. For more information, visit the THIIS website or call 0800 542 9194

The Seren powerchair The New Seren from Patterson Medical has even more adjustments. One of the new features driven by the feedback from the market is the new swing back armrest feature allows the consumer to be able to side transfer with greater ease. For more information, visit the THIIS website or call 08444-124-330

In-Situ Sling The Oxford In-Situ Sling is made from a “Supersoft”, breathable polyester fabric for total patient comfort. Purposely designed for patients who need to remain in the sling for extended periods, such as during bed making. For more information, visit the THIIS website or call 0844 811 1158

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Roadshow through the years The Mobility Roadshow is an event that many THIIS readers will have either exhibited at or visited over the years and this year saw the 30th anniversary. Here’s a look back at the early years….

A few weeks ago the Mobility Roadshow took place in Telford. It was the first time that the Roadshow had been to that particular venue, but the 30th anniversary of an event that started out at The Transport Research Laboratory at Crowthorne in Berkshire with the aim of giving people the opportunity to test drive adapted vehicles. Wheelchairs, powerchairs and the first scooters were also part of the event in the early days. Initially, if I remember correctly, there was a resistance to opening up the show for products that weren’t strictly ‘mobility’ items, but almost inevitably I suppose, bathlifts, stairlifts and a range of other products made their debuts at the show. As we mentioned in an email bulletin recently, the team that run the event deserve congratulations. Locating the event around the UK has been a brave move and dealing with the challenges of the various venues cannot have been easy, especially considering the type of event the Roadshow has become. Here’s a brief history of an event that many readers will have been to, exhibited at and will have some find memories of over the years. The first show was organised by the Department for Transport, but since 1998 it has been run by a small but dedicated team at Mobility Choice (a registered Charity). According to the organisers, the Roadshow was one of those things that ‘seemed like a good idea at the time’. Back in 1983 there was

a modest range of vehicles and adaptations available, but the opportunity to assess what was available and choose what suited you was virtually non-existent. Ann Frye, working at that time in the Department of Transport’s Disability Unit, recognised that this was a gap that needed filling. Ann conceived the concept for an event to give disabled people the chance not just to look at what was available but also to try out different options – and the Mobility Roadshow was born. By providing a forum for manufacturers and adaptation companies to bring together a range of vehicles in one place, people could test drive a range of marques and models, make comparisons and discuss their personal driving needs with experts. The Transport Research Laboratory at Crowthorne in Berkshire with its impressive test track offered the perfect location. That first year the motor manufacturers were decidedly unenthused about the show and came along with little expectation that it would be worth their while. The adaptation companies and others in the mobility equipment field came with an altogether more upbeat approach. Some

The Transport Road Laboratory in Crowthorne was the first venue for the Mobility Roadshow.

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were very small companies keen to test a good idea for a product – perhaps developed for a disabled family member or friend – on a wider audience. Apparently, at least one such company left the show with an order book full for the next six months. For many visitors at that inaugural Roadshow, it was their first chance to get a proper ‘hands-on’ look at what was available. Even the most sceptical manufacturers admitted that it had been an interesting experience and that maybe it was worth repeating. From then on the Roadshow became a fixture on the Crowthorne site every other year, quickly growing in size, complexity and reputation. Realising that the show’s organisation was no small task, registered charity Mobility Choice was established in 1998, with grant aid from the Department for Transport, to take over the running of the event and quickly sought to establish the Roadshow as an annual event. It has been held every year since 1999, outgrowing the Crowthorne site and moving to Donington Park for several years. Responding to the request to make it a real Roadshow, and to reach as many visitors as possible, the show has also been staged at Kemble Airfield in Gloucestershire (2006, 2007, 2009), Stoneleigh Park, Coventry (2008), and at the East of England Showground for the past three years, as well as four Mobility Roadshow Scotland events at the Royal Highland centre near Edinburgh.

Over the years the show had a number of royal visitors: in 1995 Her Majesty the Queen spent several hours touring the show and meeting exhibitors and visitors. The show has also welcomed HRH the Duke of Edinburgh, HRH the Prince of Wales, HRH the Princess Royal, HRH the Duke of York, HRH the Duke of Gloucester, HRH Princess Alexandra and HRH the Duchess of Gloucester. Celebrity visitors have included the Earl of Snowdon, Rolf Harris, Simon Weston, Noel Edmonds, Dame Tanni Grey Thompson, Ade Adepitan, Sir Stirling Moss and TV presenter Vicki Butler. Thirty years on, Ann Frye, is now Chair of the Board of Trustees of Mobility Choice. The website for the show is at www. mobilityroadshow.co.uk The website for the charity is at www. mobilitychoice.org.uk

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The early days and the first powerchairs and buggies were featured alongside the adapted cars which were the main focus for the show.

More images from the first couple of shows

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Four extra wheels on forces inspired option Trekinetic introduced their Allied Forces inspired, Desert Scorpion, all terrain wheelchair at the Mobility Roadshow a few weeks ago. The Desert Scorpion is a derivative of Trekineticâ&#x20AC;&#x2122;s successful K-2, but this time with two sets of additional wheels front and rear, making an unprecedented seven wheels in total, The company says that this is probably a first for a manually propelled machine and could pave the way for a new breed of truly practical, sand capable wheelchairs. The four extra wheels, with the front pairs mechanically linked, help prevent the machine sinking into hot sand and allow previously unavailable progress over this type of terrain. Additionally, the hand retractable footrest will in production be lockable, making it possible to momentarily increase ground clearance. The new chair is designed as a tribute to Allied Forces who have served in The Gulf, Afghanistan and other Desert based operations. The launch at The Mobility Roadshow also neatly coincided with Armed Forces Day. The company says that, despite its off road

credentials, the carbon fibre Desert Scorpion can be quickly turned back to an everyday wheelchair, by removing the additional quick release wheels and replacing with standard items. Subject to demand, the manually propelled Desert Scorpion is expected become available in Autumn 2013 and priced from ÂŁ6995, with special terms being available to members of Armed Forces who have served in the Gulf and Afghanistan conflicts and similarly military based organisations and charities. For more details call Trekinetic on 01442 252700 or visit the website at www.trekinetic.com

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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ROUNDUP New OT Show reaches 1000th milestone According to the organisers of the new Occupational Therapy Show, CloserStill Media, the event registered its 1000th delegate in the first week of July. Apparently, the 1000th delegate was an Occupational Therapy Senior Practitioner from Adults & Communities Access Point in Birmingham. The Occupational Therapy Show, located at the NEC, Birmingham on the 26th & 27th November 2013, is the only free national event dedicated to OTs, designed by OTs. The free to attend event provides practical CPD over two days, and the opportunity to meet innovative new suppliers. The conference programme stretches across four separate streams, covering clinical areas including Physical, Mental health, Children and families and Innovation in practice and shaping the future. Speakers include Esther McVey MP Parliamentary Under Secretary of State and Minister for Disabled People, Michael Mandelstam, Occupational Therapy Senior Research Fellow and Samantha Shann, Vice President, World Federation of Occupational Therapists. There are a total of 60 hours of professional development to be obtained over the two days. CPD certificates will be sent out post event, stating the sessions attended and the total number of hours attended. In addition to this, the Occupational Therapy show has over 60 exhibitors showcasing the latest products and services available to OTs, as well as feature areas including the innovation zone where exhibitors will present their latest projects and real life case studies. The website for the event is www.theotshow.com New trade catalogue from Patterson Medical The New Patterson Medical Rehabilitation Solutions catalogue is now available with over 200 new products being added to the range. There are a wider selection of products in retail friendly packaging that helps customers to select the products they need and gives add value to in store displays. For your copy contact the UK Customer Services now on 08444-124330 or email retail.sales@ pattersonmedical.com

August 2013

Website News Items Innovation in supporting people at risk of falling The Health Design & Technology Institute (HDTI), Coventry University in partnership with the West Midlands Region Telehealthcare Network and Warwickshire PCT was funded by NHS West Midlands to carry out an evaluation of the use of fall detectors within the West Midlands Region in 2011. The project identified that fall detection is only a part of the spectrum of falls interventions required to support people at risk of falling and there was a need to broaden the project to consider the use of assistive technology in falls prevention and falls response services.

Innovative Telehealthcare Partnership Tunstall Healthcare has joined the Argenti Telehealthcare Partnership to deliver telecare services to vulnerable adults in Hampshire. The Argenti Telehealthcare Partnership is led by PA Consulting and comprises Tunstall Healthcare, O2, CareCalls, Medvivo and Magna Careline. Argenti is working towards the promotion and delivery of assistive technology to improve regional care services. The Partnership has recently been chosen by Hampshire County Council to deliver mainstream telecare services, as part of its work to transform Adult Services in the area.

Telemonitoring Nurse is a Winner Telecare AwardHilary Thompson, a stroke specialist nurse from Southern Health and Social Care Trust in Northern Ireland is the proud winner of the TF3 sponsored Royal College of Nursing Award for “Transforming Care with Technology” at the Nurse of the Year Awards.

Call for better training for healthcare assistants and support workers All healthcare assistants and social care support workers should undergo the same basic training, based on the best practice that already exists in the system, and must get a standard ‘Certificate of Fundamental Care’ before they can care for people unsupervised, according to a new independent report. The independent Cavendish Review, carried out in the wake of the Francis Inquiry into Mid-Staffordshire NHS Foundation Trust, makes a number of recommendations on how the training and support of healthcare assistants who work in hospitals and social care support workers who are employed in care homes and people’s own homes can be strengthened to ensure they provide care to the highest standard.

Care support to cost London £877 million by 2019 A report from London Councils warns that the capital’s local authorities face additional costs of £877 million by 2019/20 in order to deliver the proposed changes to adult social care funding contained in the Care Bill. The cost across England is likely to be around £6 billion. The London figure is estimated as a result of councils stepping in when a lifetime limit on care costs of £72,000 is reached, along with a rise in the means testing threshold from £23,250 currently to £118,000 in April 2016.

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Pro-active approach with design at the heart Looking for an edge in a competitive marketplace can be a tough task, but one seating specialist is reporting growing sales. There’s also an interesting link to a design company that is also making a difference…. Recliners Ltd has come a long way in a short time. It started with recognition that the company had to be more pro-active in just about everything that it did and it has led to an increase in business and a very positive outlook for the future. John Davies of Recliners explained the background to the changes in the company. “If we go back 18 months ago, we were probably producing around 35-50 chairs a week on average. At that point we sat down as a team and decided to put together a business plan for the growth of the company over the next two to three years.” As part of that process, as John told us, the company got a fresh new look too. “We took the opportunity to work on the brand and introduce a new identity. The existing brand had stayed with the company for about 10 years, which was Suite Options trading as Recliners. There was nothing wrong with the existing brand, but we felt the time was right to do something different and create a more modern identity that would be a positive for both ourselves and our customers.” The launch of the new identity took place in the summer of last year, which John suggested was very successful. “It looked right and it increased the awareness of the company and helped us to go forward in the business.” Along with the new look for the company, came a new structure too as John explained. “We’ve changed the structure inside the company slowly over the past 12 months which has been based on customer feedback and putting into place what we believe will enable us to get more high quality products out of the door. The volumes have actually increased quite significantly over the past 12 months.” The company has seen a substantial increase in the numbers of chairs being produced, with some weeks seeing well over 100 units being delivered. “The average number of chairs being produced right now is around 90-95 and so an impressive

August 2013

increase from where we were a little while ago,” John added. The company has also forged strong links with MeeCreative, a product design, branding and digital agency who worked on the John Davies says that the company’s brand refresh number of chairs being in the summer of 2012. Ceri Morris Co-founder produced has grown and CEO of MeeCreative has worked closely significantly over the past 12 months with Recliners over the past two years to gain a thorough insight into the day to day activity of the business. The projects that MeeCreative have been involved in include the design of mobility “We felt the time was right to do scooters, shower chairs something different and create a and of course, specialist more modern identity” seating within the domestic and healthcare sectors. Ceri explained more about the recent increase in business, pointing out that, as many manufacturers will know, increasing production

Steve Thomas has implemented a number of changes that have helped to streamline production

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quickly can cause its own problems. “Virtually doubling the number of products that you are making, although a nice problem to have, does bring its own challenges.” He told us. “I guess a number of manufacturers have gone through the same process. Although you hope that increased sales are going to happen, it isn’t something that you can expect to happen and sometimes it can be a surprise. I would imagine that other companies in the sector have also seen growth, but when it is so quick it can pose problems. Over the last three or four months Recliners average order intake has just rocketed.” I wondered whether the growth was coming from. “All different areas” Ceri replied. “Some from retailers, some from healthcare. The ten-day turnaround on bespoke chairs has been very successful. Of course on the more specialist chairs it can be longer than that, but, in general Recliners turn the chair around for the customer

August 2013

within 10 working days. I am not saying they hit that every single time, but a very high percentage does make that target.” Does Ceri believe that the company is taking market share or is the overall marketplace growing? “I don’t see that other companies are losing orders” he replied, “the market may be growing and Recliners seem to be picking up business through their new identity and marketing

Retailers can sell their own designs to give themselves something different in the showroom.

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launch. We would like to think that the increase of sales are due to the quality of product and service the business offers its customers.” Part of the process of what John and Ceri describe as ‘refreshing the business’ was to bring in more experience into the production team as Ceri explained. “Recliners took on a new production manager, Steve Thomas, who has been very successful in introducing a few new processes which has helped to streamline everything, making the production facility run a lot easier and he’s been a very good addition for the company.” The link with MeeCreative sees the company benefit from a focus on R&D a couple of days a week as Ceri explained. “It means that basically we are working as an in-house design facility for the company. Working alongside the company adds value, benefits and produces great results for Recliners.” John says that the move to focus more on design was all part of the wider plan to become more pro-active. “We realised that we needed to address the need to become a lot more proactive throughout the business” he told us, “The need was right through from the sales team to the production team and, as part of that change, we believed that we had to bring in a professional design and development resource. Ceri and his team have been working with us for about two years on and off providing us with both product design, development and marketing material.” “We specialise in product development in the healthcare sector” Ceri said, “and, in addition, we offer branding and digital communication services as well so it’s the full package in house and I think because of this it has proved to be very successful for Recliners.” Working directly inside the business must make a difference. Ceri agrees. “Recliners can now offer a professional design and development service to all of their customers so we can create chairs with an exclusive design to individuals which has shown to be successful.” “We have managed to set that up with four different retailers so far” John added, “where the product that we make for them is solely designed and developed with them. They have that product on their own. Retailers can come to us with an idea that they have for a product and we will work on that with our R&D team with a view to producing something unique for them that they can badge themselves and build into their own brand.” It’s a bold step to integrate a design facility in the way that the company has done, but John is

August 2013

The design agency

sure the benefits and added value they bring are provides support for promotional items as well being seen throughout the company. “They are as the products very creative and a professional outfit and I think it’s fair to say that I am old school when it comes to design, because that’s all we have ever done. There are products that we “The volumes have actually increased now have in the pipeline that will take our designs quite significantly over the past 12 to the next step and months” modernise the look of our market even further and for the future, that’s very important. Our chairs still have to be functional of course, but it’s important to get a balance in terms of functionality and being aesthetically pleasing for the customer, as well as fitting in with the environment where it is going to be used.” “It’s very useful to the “Virtually doubling the number company to have the of products that you are making, design resource on hand” although a nice problem to have, Ceri says, “anyone can does bring its own challenges” contribute to the process and pass ideas to the team and it’s an important part of the business plan going forward. For the ideas coming through from the retailers, we are able to turn their ideas into tangible products. They are their ideas and their products; they own the Intellectual property for the product. One of the issues for the retailer is “We realised that we needed to that sometimes everyone address the need to become a lot is selling the same thing. more pro-active throughout the If you have an edge with business” a product that someone can’t buy elsewhere, then that has to be good for the business and to gain more market share.” Over the last 18 months the company has almost doubled the workforce and doubled their turnover. There are currently 24 people working in the business. John concluded by telling us: “The fact that we have become more pro-active over the past 18 months has meant that more retailers are taking a look at us and dipping their toes in as far as their seating ranges and products are concerned. Not everyone is looking to change a supplier and many companies are very happy with the suppliers that they are using, but we can offer a well-designed product of high quality which is at the core of the brand and that’s something we will be promoting as we go forward.” The brand has been Call 0800 373 702 or visit the website at www. refreshed recently to reclinersltd.co.ukThe MeeCreative website is at create a more modern identity www.mee-creative.com.

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TV advertising drives awareness for unique products Monarch Mobility is a relative newcomer as an advertiser in THIIS magazine. The company was formed after one of the partners made the change from the furniture industry and has spent the last few years building up a solid business before taking the step to supply the trade with products that it believes are winners…. Being in front of a customer and selling the right product is what Monarch Mobility have been doing most days since Lee Calvert and David Leach started the business in 2001. Now they are aiming to grow the business further by offering what they describe as remarkable products, not just to their own customers, but to the trade too. Lee explained how the company was started. “My business partner David Leach and I came up with the idea to start a business of our own in the industry after I had spent a short time working for a company selling mobility products. I actually only lasted three weeks as I just didn’t like the way the products were sold. I’m afraid it was a typical case of high pressure selling and it just didn’t suit me at all. However, I did find out that I enjoyed selling the products and meeting the customers and it was clearly something that you could get a great deal of job satisfaction in, and so I started to think about how a business could be built by selling direct, but in an ethical way.” I asked Lee why he decided to go into partnership. “I had good customer and sales skills and marketing experience and David had mechanical experience and is the best buyer I have ever met. I had known David for 18 years.” Lee told us. “In those days to get an account with the majority of mobility product suppliers you needed a workshop and David had that at his MOT station.” Although Monarch was essentially a local business when it first appeared, Lee told us that right from the start, the company was looking further afield. “We were a local business but from day one we advertised nationally and went straight into the national papers. David was based in the little shop that we bought and he would take the enquiries, send out the brochures, make the appointments and tell me where to go. My territory was all around the country and we worked so hard. We had a mind-set that it would work.” I wondered why Lee and David had taken the decision to promote nationally right from the word go. “We didn’t believe that we would generate enough foot fall through a small shop, especially where we are in the country. Within just a few

months we were advertising on television. Every penny that we made right from the start was saved with the intention of taking advertising on TV so that we could create and build awareness.” So, did it work straight away? “No, not the first time” Lee admitted. “It wasn’t all plain sailing and

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

Lee Calvert (left) pictured with his partner David Leach and the Mobie which Lee believes retailers would find a useful addition to the range

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

ROUNDUP Mangar sells subsidiary Mangar International has announced the successful sale of its subsidiary MFC Survival Ltd to Respirex International Ltd Respirex, based in Surrey, are a world leading supplier of personal protective solutions, specialising in the design and manufacture of high-performance chemical, particulate and respiratory protective clothing and specialist protective footwear. Already supplying to the fire and emergency services market a key market for MFC Survival product, the acquisition will therefore significantly add to Respirex’s portfolio. Prior to acquiring the company in 2005, Mangar International had had a working relationship with MFC Survival for over 20 years. The sale of MFC Survival excludes the Mangar production business currently located at the facility. All Mangar production will now revert to its own in –house facilities. Francesca Garman, a founding Director at Mangar International said “we are very excited to have this opportunity to develop and extend our inhouse manufacturing capabilities here in Presteigne and it means we are creating the immediate prospect of new jobs in the local community. We wish all our former staff at MFC and the new owners the very best for the future”. The website for Mangar is at www.mangar.co.uk

we lost quite a bit of money in the early days. We years’ experience of selling products every day didn’t have any experience of national advertising, helps. We get asked all the time, ‘can we do this but I continuously watch other companies to see and can we do that’. We always listen to our what they are up to and to see what is working customers. Often they ask for ideas that only an for them, when it comes to sales and marketing, end user would think of and we can turn to our some of the best ideas are taken from other suppliers and working together the solutions will industries, We started to run the ‘buy one get follow. Some products over the next few months one free’ offers and, to be truthful, some people that Monarch are launching have been born from in the industry didn’t like listening to customers’ that much. But the offers needs and looking at the “I started to think about how a were genuine and it made situation for a solution business could be built by selling Monarch stand out from with a ‘can do’ attitude.” direct, but in an ethical way” the crowd.” So keep an eye on THIIS When you get to the Magazine and the THIIS stage where you are advertising nationally and website for Monarch`s new products.” generating the number of enquiries and, of It’s clear that Lee enjoys the day to day course, hopefully the sales to go with it to make customer contact. “I love the satisfaction of it stack up, then the next stage is to have more getting someone mobile as a direct result of us control over the products that you are selling. researching and developing a new product and “We’ve had our own product for seven or eight creating eye catching marketing campaigns. The years now” Lee told us. “Some of the models selling gives me the buzz, it proves everything has may have been on the come together.” market in other forms and The team of people that “Every penny that we made right when we have particularly now make up Monarch are from the start was saved with the liked a product and a the direct sales mobility intention of taking advertising on manufacturer might have advisors, nationwide TV so that we could create and discontinued it, then we service team, warehouse, build awareness” have taken it on board. administration, a Head We might have included Office sales team, plus different features to improve certain aspects of the Trade desk that was introduced this year to a product or it may be to just make it look a little support the trade retailers. Lee told me, “We are bit different. We now deal with various suppliers so lucky to have such a great bunch of people in the Far East. We have an eye for unique and in the business making it all tick. Our team are exciting products that maybe some others employed and some have been with the company don’t have and we are regularly approached by over 10 years.” Monarch also have the support manufacturers asking us to represent them in the of a 24/7 inbound call centre, so whether it is an UK now because they have seen how we work. incoming sales call or someone with a breakdown But, we are very selective who we represent.” they can get a friendly voice any time to give them Lee believes that all the time spent in front the help they need. of retail customers has given him and David an One thing is clear, Monarch know how to deal eye for what will be a successful future. “Twelve with a customer. Lee says: “Whether they are

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August 2013

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ROUNDUP Going social

The iDIS Creative Marketing Partnership has announced the appointment of Sara Boddy as its new Social Media Specialist. iDIS is a network of independent on and offline marketeers led by Jon Nock with a specialty in healthcare and mobility. Sara will be supporting iDIS in online PR and social media for the benefit of several clients including Etac, Sirus Automotive and Mobility Choice (Mobility Roadshow). Jon commented: “As we all know, social media and its direct relation to sales is growing. This fast paced channel is rapidly developing within the B2C mobility market, hence I felt the time was right to team up with Sara. She has developed a wide-ranging knowledge of social media over the past few years and this prowess in online expertise is now being enhanced by mobility sector experience. We successfully worked together at an agency around 10 years ago so the re-establishment of this relationship will benefit iDIS clients and generate more results for the future.” iDIScan be contacted on 01628 529464

August 2013

new to a mobility product and want a choice Lee told me that there are a number of other of products including the scooters or powered products that will be introduced in the near future, wheelchairs brought to their home or have a flat all of which he is very enthusiastic about. “We’ve tyre Monarch really do go all the way to give the got some terrific products being developed such customer a good old fashioned quality service as the remote controlled scooter. To open and that many companies seem to lack.” fold the scooter you simple press a button. What’s As he mentioned earlier, the business has totally unique about it is that it will suit anybody of ruffled a few feathers over the years with eyeany height from a child to someone that is 6 feet catching promotions, but Lee strongly believes tall. We are also working on the Mighty Mobie and that the way that Monarch and a number of other that will carry more than the 18 stones that the companies sell now in Mobie carries, however the the UK is very different actual carrying capacity “We can still generate the from when he spent those he is keeping to himself enquiries, but they cost more uncomfortable few weeks for now. (keep an eye these days” being exposed to less than on THIIS) It will be a few ethical sales techniques. months before they launch He told us: “I think that a lot of the people who them in to the marketplace.” came into the market looking for a fast buck Monarch has also recently launched their Refer have been weeded out from the industry. It’s for Reward Scheme, which you may have seen policed better these days and frankly, it needs to on recent THIIS adverts. be policed better. I’m not a fan of internet sales Lee had this message for retailers: “We are although I know a lot of people are going that not trying to take sales from retailers, we are way, but I really do believe in a demonstration and trying to make sales for retailers, sales that they assessment as that’s the only way to do this job were never able to fulfil. I know it is not a new properly.” idea but Monarch has an offer that has never Is it getting harder for the companies who are been available at this level before. Monarch can advertising nationally to convert enquiries into make a sale on Motability, 0% Interest Free up sales? “Yes” he says. “We can still generate the to 3 years, we also sell most makes and models enquiries, but they cost more these days. People nationally (not just the Monarch range) and we compare prices a lot more. That’s fine, but my sell reconditioned and also rent scooters. If you bugbear is when we take somebody for a ride think that sale could be made if you had the around on a scooter for an hour and then they go advantage of any of these USP`s, just refer that and buy it online. Of course, they then come back enquiry to Monarch and leave it to us to make the and ask us whether we can you look after the sale. While Monarch make the sale you will earn a service side.” healthy commission, plus According to Lee, there are ways you can “Retailers without doubt will get the main change for the still retain the customer asked for the Monarch Mobie at business over the past for after sales margin, some point” year or so has been the depending on the order development of a new type. When a customer range of products that he is keen to offer to renews their scooter for example, in the future, the trade. “We have some very new and what I with Monarch, you get paid again.” believe are amazing products now. We’ve always Clearly Monarch generates a lot of awareness been retailers ourselves, but over the past year we off the back of an extensive marketing spend and have been testing the market and introduced the Lee says that retailers doing business with the Mobie scooter which has been a great success. company are also benefiting from this increase in It’s a great product and we’ve sold a lot of them product awareness.” ourselves, but recently we have been rolling it out He added: “Retailers without doubt will get to the trade and we are now dealing with over 50 asked for the Monarch Mobie at some point, so companies that are also selling it and doing well it could be time to talk to us about representing with it. The trade buyers that represent the Mobie the Mobie and soon to be introduced range, right and therefore the Monarch name must meet the now.” high standard of customer care and support that For more information on the Monarch products, we give. We are very conscious that a premium or the Refer for Reward Scheme contact Lee at product range must have retailers that can give lee@monarchmobility.com. Call 01422 323 888. that premium support and service.” The website is at www.monarchmobility.com

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Well-known brand looking to build business through retail Kylie is a well know brand. But what happens when the company marketing the brand gets into trouble? Capatex Medical is busy making sure that the continence care range is at the top of the list when retailers are looking to build business in the sector…. Capatex Medical is the owner and manufacturer of the Kylie, Kanga and DRYtex brands of reusable and washable continence care bed protection and underwear. Kylie bed pads have a stay-day top layer that wicks away moisture and each pad are fitted with a waterproof backing to protect the bed and integral tuck in wings. The Kylie and Kanga brands have been around for some time, but the last few years have seen a certain amount of turmoil. Capatex Managing Director Gabriel Strauss explained more about his own company and how he ended up with the Kylie brand in the portfolio. “Capatex is a technical textile manufacturer and our product markets go from horticultural, landscaping, automotive, industrial to medical” he said. “We have always had an extensive involvement with manufacturing products for the healthcare sector usually on an OEM basis for other people producing products for a wide range of applications including orthopaedics, airway management, urology and continence care.” Gabriel told us how the connection with Kylie started. “We had a particular customer that we did a lot of work for and unfortunately that company ceased trading. The core part of their business was incontinence products and they owned the Kylie & Kanga brands of incontinence products which were market leading brands with an established heritage with healthcare professions; however they had been under developed over recent years. The company was an important customer for us and when it got into trouble, I was presented with the golden opportunity to take over the brands and develop the marketplace for them.” Now, as owner of the brands, he is looking to build a solid base and Kylie and Kanga always had a strong presence in retail and pharmacies. “We have gone through a process of reviving the product range and bringing it back to market, and we want to see the brands in the mobility stores and the trade in general. Previous owners of the brands weren’t very focussed and so there were scatterings of companies stocking and selling the products which users were requesting by name as they are increasingly wanting reusable & washable products instead of disposable for light to moderate incontinence. Most of the

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The Kylie brand is well-

NHS market is driven by disposables whereas known in the marketplace Kylie & Kanga are known for being washable and re-usable. We manufacture in Nottingham and as many of the fabrics as possible are produced locally – we are committed to being a UK manufacturer and producing British made “I was presented with the golden product.” opportunity to take over the brands He had indicated that and develop the marketplace for them” maybe the brands hadn’t had as much care and attention as they might have had over the past few years and he aims to put that right. “These are very well established brands and so we have picked it up and are renewing interest in what are very good products. We’ve improved the product and the product packaging and we are generally making more noise about the range and getting the product back out there. With all the changes that have happened over the past years before Capatex owned the brands, there were “There were scatterings of companies times when the product stocking and selling the products” supply was difficult and so it’s now also about making sure that people know the product is both still around and very much available and being requested by users by name. At Naidex we had many visitors who came onto the stand delighted to see the brands were still available.” One of the changes has seen a new colour option. “Kylie was always pink bed pads and we have now produced a blue option. It hardly

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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

sounds revolutionary, but after 25 years of Kylie only being available as a pink bed pad we have produced another version and in six months we have sold as many blue bed pads as pink, without cannibalising the pink sales.” Capatex Medical have now also introduced a budget range too. “Kylie is known as a premium product and so we wanted to introduce a range with a slightly lower price point. Our DRYtex brand is the budget alternative with a range of bed and chair pads but also underwear items too. That means we have an A and B option for the retailer and customer with everything retail packaged and bar-coded.” There’s little doubt that one of the keys to a successful retail operation is to stock the products that customers keep on asking for and Gabriel is in no doubt that customers do ask for Kylie. “People come in all the time and ask for “Kylie’s”. They may have been given a bed pad which was known as a ‘Kylie’. We have been fighting hard to educate people that Kylie is a brand, and wherever we have been seen pads referred to as ‘Kylies’ but not ours, then we have been keen to defend the brand & have taken action especially on Amazon and eBay, to shut people down when they have been using our brand name and selling a different product. A lot of people don’t actually realise that Kylie is a brand. There are several reasons why a retailer should take a look at the products according to Gabriel. “The strength of the brand is important – people ask for them by name. The product performance is first rate and the customer gets a premium product. It’s a nicer garment and you are not paying that much more.” What Gabriel says to retailers is: “try the range. If they take the range and it doesn’t sell, then we’ll take it back from them. I have no worries about that as no-one has yet called me up so far having taken the stock and asked me to take it back from them. It’s all about having confidence in the brand. We have promotional materials retailers can use to promote the brand, and help users choose the right product. All the marketing support material is neutral and retailers can put their own details and distribute them to incontinence advisors, local nurses etc. to drive business through the store. We are actively spending time and money to create the demand for Kylie and we hope that will feed through to the retailers. For instance Kylie was the sponsor brand in an incontinence feature in Dr Jessen, the TV doctor’s magazine.” Gabriel accepts that it will take a while for the company to develop the brands fully as the market continues to change. “This is not where our background in business was and so we are learning all the time about the brands and the marketplace. Being a brand manager and dealing with retail are new experiences for us.

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We have Rebecca Lister on board with us, who a number of people in the trade will know from her days at Patterson Medical. She has a lot of experience in the mobility and rehab sectors and also of brand management too, as well as a new head of sales to help with the overall growth of the business.” Gabriel believes that the future looks very exciting for Kylie, Kanga and DRYtex. “We felt very strongly that it was a range of products that we wanted to continue manufacturing and The company is looking further develop and that there were enough to build sales through retailers positives in the marketplace in terms of demographics, the quality of the product range and that we could do a lot more with them. Having “It’s now also about making sure that talked to retailers and had people know the product is both still positive responses from around and very much available” them too, we are confident that the brands have a good future ahead of them. We are definitely going in the right direction and in the 18 months that we have been working with the brands, we think that we have taken them to another level.” For more information on the products, call 0115 978 6111. The website is at www. capatexmedical.com

Rebecca Lister and Gabriel Strauss of Capatex with some of the products on offer to retailers

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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

The temptation to compromise on quality By Alastair Gibbs As we go through life we often have to make choices. Some choices are simple with yes or no answers and some are more complex, sometimes with consequences for making the wrong choice. Many of us have businesses to run and this presents lots of extra decisions to be made based on quality, performance, value, safety or just preference. Many of these decisions will have external influences that affect the choice to be made and sometimes the wrong weighting can be given to some of those external factors. Business times are not easy right now for lots of companies and organisations. The days of plenty are long gone and we all need to watch how we spend our money to ensure we have a viable business case to continue into the future. For this reason many will consider looking at cheaper alternatives to the tried and tested, well qualified solutions that have been used historically. A possible example of this can be the Nursing home owner who required new heating boilers and plumbing work to be carried out. The registered ‘Gas Safe’ contractor quote was quite a bit more than a local guy who said he could do the work, so the cheaper man was given the work without checking his status on the register or taking any references. After all, what could possibly go wrong? The answer....... A Dumfries and Galloway care home provider has been fined for allowing unqualified handymen to illegally install two gas boilers at the premises in Sanquhar. The “shoddy and dangerous” gas work later led to the emergency evacuation of frail residents of the Queensberry Care Home and an investigation by the Health and Safety Executive (HSE). At Dumfries and Galloway Sheriff Court, Harveys Healthcare Ltd was fined £55,000 after pleading guilty to a breach of Regulation 4 of the Gas Safety (Installation and Use) Regulations 1998 and Section 3(1) of the Health and Safety at Work Act etc 1974. The company admitted failing to ensure that the men they employed to replace the central heating boiler were qualified and registered with the Gas Safe Register. HSE discovered that the “Gas Safe” registered heating engineer whose name appeared on the gas safety certificates had no knowledge of the work in the premises. The certificates also contained inaccuracies relating to the engineer’s postcode and registration numbers. The investigation also discovered that

August 2013

the handyman who is believed to have carried out the work has never been registered with the Gas Safe Register or its predecessor, CORGI. Now imagine that was the contract for the maintenance of the homes lifting equipment. The local handyman reckons he can wipe them down with an oily rag and put a sticker on every six months to make them look like they have been serviced. He can certainly do the examinations far cheaper than any specialist company and he doesn’t need to bother about weight testing or LOLER as he is quite competent, in his mind, thank you very much. The big difference “After all, what could possibly go wrong?” between the hoists and the gas boilers is, of course, that there will not be any tell-tale smell or advance warning of an impending catastrophic failure. The hoist will just stop. It may stop with someone suspended or it may fail by dropping a client to the floor. The result of its failure “There will not be any tell-tale smell can be devastating to the or advance warning of an impending person being lifted and catastrophic failure” possibly to the care giver at the time. The personnel and financial loss may well result in the home going out of business or at the very least being unable to fill beds due to the penny pinching reputation. All of this by making a “Some things just cannot be poor choice in the first compromised” place. Some things just cannot be compromised. There is a certain value to having a job of work done and should you choose to go below that certain value you will most certainly be compromising something. It costs a lot of money to train and certificate staff to carry out their given tasks properly, safely and consistently. If you ever consider making a choice to buy a service that looks too cheap....it probably is.

About Alastair

Alastair is the General Manager of TPG DisableAids in Hereford. He entered the industry back in the 1980’s when it was very much in its infancy. Alastair is one of four directors in TPG, the others being Father, Mother and Sister. Alastair’s wife and sons also work part time in the company which promotes the company slogan of ‘Let our Family help your Family’.

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Points of view Design by all means, but let’s be practical By Joanna Talbot The design of accessible showering products has moved forward significantly over the last decade. There is now a wide range of systems available in the market to create bathrooms that are far more aesthetically pleasing. Despite the extensive growth in - and availability of - accessible bathing systems, that not all systems are designed for purpose, and sometimes end users are left with bathrooms that are unsuitable. Twelve years ago when I entered the marketplace, the focus for the accessible bathing market was on producing shower screens that kept carers dry whilst assisting with bathing, as well as offering privacy to the end user. These ‘care in bathing’ products have now evolved into ‘accessible bathing’ products, which allow end users to live more independently in their own homes. As such, product design has evolved to meet higher expectations, improved aesthetics and product performance expectations, and is no longer solely needs driven. Products now have to answer a wider range of demands from people whose needs include lifestyle choice as well as reduced mobility and/or the gradual effects of ageing. Increasing in popularity have been more contemporary, full-height glass screens and enclosures that are more aesthetically pleasing than traditional accessible bathing products. The risk of shifting the focus more towards aesthetics is that less attention is paid to the suitability of products for purpose. At Eurocare we do – as do other manufacturers - feature such products in our range, but what manufacturers and resellers need to consider is that not all products are going to be suitable or practical for all users. For example, a large, full-height enclosure in toughened safety glass simply would not be suitable for an elderly, frail person, who would find the doors too heavy to operate. A rimless glass screen may pose safety risks to people with visual impairments. And not all supposed ‘accessible bathing’ products have been specifically designed to cater for the needs of end users with mobility issues, nor do they consider the individual needs of the person. This ultimately results in an end product or installation that looks fantastic, but on a practical level may not meet the requirements of the user. So what’s the answer? In my view, it’s all about balance in design, as well as informed and ethical selling.

In terms of design, if there is going to be a continued shift towards mainstream products, then closer attention needs to be paid to ‘inclusive design’. This is not just the latest buzzword. It is all about ensuring products – across all industries “If there is going to be a continued are designed to be as shift towards mainstream products, accessible and useable then closer attention needs to be paid by as many people as to inclusive design” possible, with closer attention paid to the finer details to ensure products consider the safety of, and are suitable for, the end user. In terms of those who sell the products, I believe their first consideration should always be the needs of the person who will be using the product. Ultimately, selecting and installing the “It’s all about balance in design, as right products first time, well as informed and ethical selling” which have been designed and manufactured by an accessible bathing specialist, will lead to a satisfied end user. I think that, occasionally, too much emphasis is placed on aesthetics, and not enough on user needs. Just because it looks great doesn’t mean it is going to be right! The challenge moving “Just because it looks great doesn’t forward for manufacturers mean it is going to be right” is to continuing to evolve, and design products that are aspirational, but are also practical and meet a variety of needs, budgets and tastes. By providing choice and offering a variety of ranges geared towards different user and age groups, manufacturers should have all bases covered.

About Joanna

Joanna is the sales and marketing manager at Eurocare Showers Ltd. She has worked at Doncaster-based accessible bathing manufacturer Eurocare Showers ltd since 2001. Joining as a sales and marketing assistant 12 years ago, she joined following the company’s relocation from Wales to South Yorkshire. With a background in nursing, Joanna has an in-depth understanding of end user needs and has key input in product design. She is responsible for the company’s marketing and sales activities, as well as product training.

Got something to say? Then we’d love to hear from you. If you have a point of view then simply send us a short item and we’ll include it in a future issue of the magazine. Just email to info@thiis.co.uk

Points of view Should there be a moral code to tax and spend? By Angus Long A number of well-known companies have attracted much media attention, and a degree of political wrath, over their creative accounting. Indeed, the high profile cases of corporate tax avoidance by the likes of Google and Amazon have led to calls for a crackdown on those who seemingly don’t pay their fair share of tax. So much so, it has led to the creation of the modern phase “...a moral obligation to pay a fair amount of tax...” I can’t help noticing though, those shouting the loudest for a tax blitz; tends to be from the very people who manage to spend badly the taxes we already pay. Morality and tax, what a peculiar concept? I mean, how many of us want to pay any more tax than we have to? I’d wager if we all had free access to a top flight accountant, sure as night follows day, we’d ask their advice on minimising our own tax liabilities. Well, wouldn’t we? Having said that, taxes are an intransient element of modern society, we need them to fund vital public services. It stands to reason then, if we want things like state funded healthcare and education we need to raise taxes to pay for them. It is hard for many businesses, in today’s economic climate, to make a decent profit. Which makes it even more depressing then to witness vast sums of tax money wasted at the hands of inept and incompetent public sector management? £50 million wasted on the failed West Coast rail tender and £6million (to date) on a flawed review process into children’s heart surgery units. These are just two of the many examples of a shocking waste of hard earned taxes. Those readers who supply the NHS and social services will be no strangers to the exasperating and bureaucratic nightmare that is public sector procurement. Indeed, extracts from a report in the New Statesmen make enlightening reading: “...it is fashionable, these days, to refer to the state as a commissioner of services rather than a provider - in the form of local as well as central government – the state is commissioning the services it once provided... “...Minimising the risk of fraud, corruption and mismanagement of public funds requires transparency throughout the entire public procurement cycle...” “...A survey by the OECD shows the UK is the only country out of 34 major economies that does not allow the public to see information about the selection and evaluation criteria. This means it is

difficult to know if the recipient of public money is spending it as agreed...” My own experience of public sector procurement bears this out and, far too often, those responsible for procuring goods and services simply have no idea of the waste and inefficiency they are overseeing. It’s as if they are somehow immune to the consequences of “It is hard for many businesses, in horrendous administrative today’s economic climate, to make a blunders that can literally decent profit” cost millions of pounds and, in the case of healthcare, lives too. At times I often feel like they live in an alternate reality. During a meeting to discuss a number of topics, a public sector manager came out with the following: “...We need to take a concrete form of the conceptualised verbalisation, with a view to taking it on board through a window of Tuesday...” What I think she meant to say was”...We’ll write down what was said and discuss it next Tuesday...” This type of gobbledegook kind of cements the view that too many public servants appear to be more concerned with indulging in whimsical management trends than in plain common sense. Whatever one’s disposition on taxes and morality efficient spending goes hand in hand with effective revenue raising? So in conclusion, I will say this to the politicians and senior civil servants; “If we, in the business community, must adopt a moral obligation to pay tax, it stands to reason that those in the public sector should adopt a similar moral code when it comes to spending it.”

About Angus

Angus has spent over 26 years in the healthcare industry holding senior marketing and commercial posts with companies such as Vickers Medical, Johnson & Johnson, Bison Bede and Lift Able. He currently owns Embryonyx Ltd, the UK supplier of the revolutionary HappyLegs exercise machine. Angus has also been a section chairman and council member of the BHTA since 2008 and also sits on a North East Chamber of Commerce - procurement strategy group. A keen writer and commentator, he likes to relax with family and friends, enjoys cycling and is a keen shooter - having previously qualified for the British Clay Shooting championships.

August 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

Internal Sales Engineer LINAK-UK Ltd are seeking a confident sales orientated person with engineering knowledge to join our existing team selling a wide range of Electric Linear Actuator Systems to the Health and Care market. Reporting to the Strategic Business Manager and working closely with our existing sales team the Internal Sales Engineer is the first line contact, responding to existing customer requirements and essentially identifying and seeking new opportunities. Duties to include: • Calling on qualified leads to identify LINAK opportunities. • Technically specifying against Customer requirements. • Internal support for current sales team. • Handling sales calls from existing and new customers. • Managing new and small to medium customers. • Sales order processing. • General Customer Service duties.

Senior Account Manager – Nationwide Westmeria Healthcare is a fast growing and innovative organization based in Kent . We supply medical devices and offer comprehensive services to suit the requirements of Hospitals, Trusts, the community and Nursing homes of all sizes – in the public and private sector across the UK. Westmeria Healthcare have an exciting opportunity for an experienced Account Manager with a proven track record in the Medical Devices Sector. Reporting to the Sales Director the ideal candidate will contribute their knowledge & experience to the Sales Team The ideal candidate is:-

With experience in a Customer Service environment and a HNC Mechanical Engineering qualification or equivalent you will have a positive and proactive approach, be computer literate with an excellent telephone manner. Experience with Pneumatic or Hydraulic motion preferred but not essential. Interested parties should send a CV with covering letter to Mr. M. Blake, LINAK-UK Ltd, Actuation House, 19 Crystal Drive, Sandwell Business Park, Smethwick, B66 1RJ or email martynb@linak.co.uk Strictly no agencies please.

• A motivated and enthusiastic professional who has a track record in increasing Sales and Market position.

• Able to communicate at all levels and present to Clinicians and Commissioners.

• Has a proven track record of working with Loan Stores and ICES

• Track record in securing contractual sales through OJEU tenders.

• Experienced in developing long term relationships with NHS and Local Authorities

• Computer literate

Westmeria are also expanding their Telesales team and are looking for office based Sales Resources to secure appointments and support the Account Managers. If you are interested in applying for the above position please send a copy of your full CV and a covering letter to Michelle Edmonds at medmonds@westmeria.com

www.linak.co.uk

Quest 88 Limited Product Specialist South and South East England Therapy & Mobility: Quest 88 products assist disabled children and adults with their physical development, rehabilitation and participation in cycling and other leisure activities.

A full clean driving licence is essential and applicants will be required to have an enhanced CRB check before employment commences.

The Role:

The Area:

As part of a positive and enthusiastic national team, the Product Specialist will be responsible for developing and maintaining sales and customer relationships within their sales area. This will involve product assessments and demonstrations with end users, parents, healthcare professionals and local authority representatives.

London, Greater London, Norfolk, Suffolk, Cambridgeshire, Bedfordshire, Buckinghamshire, Berkshire, Hertfordshire, Middlesex, Essex, Kent, Surrey, Sussex.

It also involves participation in both regional and national exhibitions as well as road shows (come and try events). The product portfolio includes equipment designed to assist disabled children with their physical and cognitive development, rehabilitation equipment for adults and also inclusive cycling and sports equipment.

01952 468557

david@quest88.com

Salary based on qualifications and experience. Applications should be sent for the attention of David Vernon-Henshaw at david@quest88.com.

www.quest88.com

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

Lift Technician / Installer Thinking of using THIIS to recruit new team members? “Simplyhealth has been successful in recruiting two sales roles from adverts carried in THIIS magazine, website and bulletin. We have found it to be a well targeted and cost effective channel and will be including it in our future recruitment plans.” Kevin Snowball, Managing Director Independent Living, Simplyhealth “I have been very pleased with the response to our recent advert on the website and magazine. It has superseded any of the other channels we have tried in the past and we will certainly use THIIS as the first port of call next time.” Tim Dines, Chunc Posture & Mobility

So, if you’re looking for someone...

We have an immediate vacancy for a lift technician / installer at our head office in Wokingham, Berkshire. As our company grows throughout the world we require a further skilled team member to coordinate, install and service our lifts throughout the UK. Experience in the stairlift / lift industry is favourable. The successful applicant will have the ability to: - Work closely with customers and builders - Coordinate jobs from receipt of goods, assembly to installation - Manage a small team of installers - Communicate effectively with a team - Understand electrical & building diagrams / drawings - Work to the needs of the business both with skill and time management - Train and support future dealers with all technical aspects of each product Good communication skills with a flexible and professional approach will be important in addition to the necessary technical competencies. The successful applicant will report to the Director of Operations A full UK driving license is essential. Please forward your application to: jobs@stiltz.co.uk

NRS Healthcare have a number of vacancies within its brand team based at its new Head Office in Coalville, Leicestershire

Product Manger

Responsible for the day to day product management of selected multi product categories. The successful applicant will have a proven track record in maximising product performance, sound analytical and negotiation skills coupled with excellent attention to detail and data management skills.

Trainee Product Manager

The successful applicant will have a keen interest in developing a product management career in the assistive technology market. Sound commercial awareness essential, able to demonstrate attention to detail in product evaluation and data preparation, combined with analytical and solution orientated approach.

Marketing Projects Executive

Working as part of the Marketing Communications Team, the successful applicant will undertake responsibility for a varied number of day to day projects. Excellent creative and copywriting skills, combined with good project management abilities and data preparation skills.

Part Time Occupational Therapist – based in Theale, Berkshire

Forming part of the Community Equipment Service, managed by NRS Healthcare. To apply or to request a copy of the job description please contact: Sandra King, Brand Director Email: sking@nrs-uk.co.uk NRS Healthcare, Sherwood House, Cartwright Way, Forest Business Park, Bardon Hill, COALVILLE, Leics. LE67 1UB www.nrs-uk.co.uk

Incorporating:

Following extensive research and development the SILVALEA team are pleased to invite you to . . . . . . THE LAUNCH OF OUR NEW WEBSITE !!!

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PLEASE POP IN AND HAVE A LOOK AROUND

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20% DISCOUNT** Valid till 30.09.13 PATIENT TRANSFER SLINGS

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New look website CELEBRATING

launches in time for

* 20 YEARS * IN BUSINESS

birthday celebrations! Silvalea have been leading designers and manufacturers of slings for use in the transfer of patients via hoists, working in collaboration with healthcare professionals worldwide since 1993 and are thrilled to see their new and updated website go live on their 20th Birthday! Pauline Guilfoyle, Managing Director of Silvalea said: ‟We pride ourselves on product innovation and our new website is a fantastic platform for us to continue to raise our proﬁle in the UK and across the world.”

With lots of ongoing plans to keep improving and updating the website together with new Replacement Sling Ranges coming through our pipeline on a regular basis, the new Silvalea Website will always be reinventing itself! Gary Bevan, Operations Director points out: ‟With analytics and statistics now available for charting visitors globally we are able to monitor which products are attracting most attention. These tools give us an excellent picture of where to utilise our research and design strengths in the future to maintain our strong foothold in the medical device ﬁeld. Pauline Guilfoyle concluded ‟We will continue to work closely with our colleagues in the healthcare industry so they are able to quickly identify on the website which replacement sling solution is correct for their patients needs.

PATIENT TRANSFER SLINGS

However, our Helpline on +44 (0) 1626 333793 is always happy to assist with specialist scenarios and if customers prefer to place their order direct our Sales Team can be reached on +44 (0) 1626 332218”.

The ‘new look’ website went live last month and we wanted to make sure that the site was clear, concise, easy to use and informative. We are extremely happy with feedback so far which has been very positive. Gary Bevan added: ‟Since the launch we have noticed a signiﬁcant increase in orders from all sectors of the global markets. We have seen a tremendous upsurge in exports with new enquiries and orders coming in from Turkey, Brazil, United Arab Emirates to name a few. In order to accommodate this growth area Silvalea are looking for new distributors across the UK and worldwide”. If you would like to work with the leading and original replacement sling manufacturer who have an excellent reputation in the industry for specialised moving and handling solutions then please ring Gary Bevan +44 (0) 1626 331655.

20% DISCOUNT ** ON ALL WEBSITE ORDERS!! OFFER ENDS 30.09.13. JUST ADD DISCOUNT CODE SILVA20 TO THE CART WHEN YOU CHECKOUT!

EASY ACCESS CLOTHING

WEB BASED TRAINING SOLUTIONS

www.silvalealtd.co.uk

ROUNDUP Healthcare Matters make a splash for hospice

Training Diary Doing any training?

In the January issue of the magazine we have a new feature, the Training Diary, where we will be listing training options from any company or organisation that wants to have courses highlighted. 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. Staff from Wrexham-based Healthcare Matters braved a water wipe-out challenge to raise money for a local hospice. A group of 12 including Healthcare Matters and sister company Homecare Matters staff made the journey across to the National Watersports Centre in Nottingham to take on the muddy and wet challenge of Water Wipeout. Water Wipeout is a 5k (or 10k for the brave) race through ponds and mud, over hay bales and high walls, under cargo nets and through mudfilled tunnels. The Care Matters team lined up at 10am for their start time, and even had the honour of being in the same group as the legendary athlete Steve Cram. Adam Spiby was the first to finish the 5k, in just over 40 minutes, and while only a couple were brave (or stupid) enough to do the 10k route, all from Care Matters came through unscathed. The team hopes to take part in another challenge later in the year as part of their continued support for Nightingale House Hospice. Naidex Scotland programme announced Naidex Scotland has announced its 2013 programme which takes place at the SECC, Glasgow from 18 to 19 September. i2i Events Group has also announced this year’s show partner - the College of Occupational Therapy (COT). Naidex Scotland takes place every other year and is aimed at social and health care professionals, members of the public and retailers and manufacturers. Over 2,600 visitors are expected this year To register for the event go to the Naidex Scotland website go to http://scotland.naidex.co.uk

August 2013 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 & 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 Global Training by Silvalea – In-Situ Sling Solutions. 11th September 2013. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 12th September. Interactive Online Training. FOC. Sunrise Medical - Seating and Positioning for Function and Mobility (for Dealers). 17th September. Brierley Hill. FOC Sunrise Medical - Jay Product Training for Dealers. 18th September. Brierley Hill. £100. Jay

demonstration stock to a retail value of £470 supplied to attendees. Global Training by Silvalea – Complex Sling Solutions 2. 18TH September. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 19TH September. Interactive Online Training. FOC. 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. Global Training by Silvalea – Introduction to Slings. 23RD October. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1.24TH October. Interactive Online Training. 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 23rd-24th . Pride HQ. £170 + VAT which includes B&B and dinner for one night, lunch both days. Global Training by Silvalea – Amputee Sling Solutions. 30TH October. Interactive Online

Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions. 31ST October. Interactive Online Training. FOC.

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. Global Training by Silvalea – In-Situ Sling Solutions. 13TH November. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 14TH November. Interactive Online Training. 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 20th-21st. 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 Global Training by Silvalea – Complex Sling Solutions 2. 27TH November. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 28TH November. Interactive Online Training. FOC. December 2013 Sunrise Medical - Powerchair Control Systems and Programming (2 day course). 4th & 5th December / Follow up course TBC. Brierley Hill. FOC Global Training by Silvalea – Introduction to Slings. 11TH December. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 12TH December. Interactive Online Training. FOC.

Contacts for bookings

BHTA - Call 0207 702 2141 or email nigel. woods@bhta.com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: traininginfo@ prismmedical.co.uk

August 2013

Sunrise Medical – Contact Kim Welsh at kim. welsh@sunmed.co.uk or visit www.stepstraining.eu. Global Training by Silvalea - 01626 324808. info@silvalea-globaltraining.com or visit www.trainingbysilvalea.com Quantum Rehab – Call 01869 324600 or email: sales@pride-mobility.co.uk

Pride Mobility – Call 01869 324600 or email service@pride-mobility.co.uk 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

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

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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:

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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.

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team of the Year

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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.