Thiis april 14 by THIIS

ISSUE 187 • APRIL 2014

THE HOMECARE INDUSTRY INFORMATION SERVICE

it to ON! p e e k t ’ Don S IT S A P f yoursel CIRCULATION LIST

TV personality becomes expert advisor New technology for seating specialist The Oxygen market – future opportunities for retail?

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contents TV personality appointed............ 4 Building retail network................. 6

From the Editor

Sole provider deal....................... 8 The power of words.................. 10 New to the team ...................... 12 Centre stage at Naidex............. 16 Looking to shine brightly........... 20

We mentioned in the weekly Round Up recently about a news item that will reinforce once again the dramatic potential growth in the marketplace we are working in. It suggested that the UK is facing a rising number of really, really elderly people with those living over the age of 100 reaching a record high. It seems that there has been a fivefold increase in the number of centenarians in England and Wales over the past three decades. In 2012 there were 13,350 centenarians living in the UK, the Office for National Statistics (ONS) said. Of these, 660 were at least 105 years old another record. And in the last decade alone the number of centenarians has increased by a whopping 73%. The changing demographics impact on virtually every marketplace of course, but probably none so much as our own. It will mean more products, more manufacturers and more retailers too. Yes, as the report says, there will be a lot more really, really old people around. But there will also be a really, really big increase in demand for all sorts of things, from care facilities to the products you are selling right now.

Award winning designer teams up.................................. 24 GB Sponsorship deal signed.... 32 UK distributor for Amigo........... 36 100 up for Trade Days.............. 40 Points of View........................... 44 Oxygen marketplace explained.58 Jobs on Offer............................ 68

on the front Dr Hilary joins the Repose team. More on page 4

Now’s the time for companies to be planning for that really, really big opportunity. And, talking of 100, a couple of weeks ago the 100th company booked a stand at the new trade only event, Trade Days. Cosyfeet claimed the title of the 100th to book in. It looks like there will be around 130 companies when the doors open in October – quite a feat for a first time event. All the details are at www.tradedays.co.uk

Help us to get the message through You can find THIIS on Twitter at wwwthiiscouk

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.

David N Russell AD4

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

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TV personality appointed as expert advisor We’ve seen a number of celebrities get involved in our marketplace over the years. The latest is Dr Hilary Jones... Repose Furniture is celebrating its 15 year anniversary with the appointment of a new expert advisor, in the form of TV personality Dr Hilary Jones. The company has signed a 12-month contract with the famous television doctor who is widely known as Dr Hilary. The partnership he has formed with Repose was kicked off recently when he visited the company’s factory in Cradley Heath to formally sign his contract, before taking an official tour of the firm’s new factory. The company, which has enjoyed a 50% increase in sales over the past two years, says that the 12-month appointment of Dr Hilary will see him lead several key campaigns placing healthcare and seating issues high on the agenda of providers in the healthcare sector, care homes and to individual consumers. At the launch event for the new appointment, the company hosted a lunch which was attended by the Mayor of Sandwell, along with other key members of the local council. Dr Jones said of his partnership with Repose: “What attracted me to Repose was the diverse range of specialist seating which spans both the home market and health sector. We all understand the benefits associated with physiotherapy when rehabilitating a patient, but the reality is that often people only receive a small number of short sessions as part of their remedial care. Instead we sometimes overlook the basics. If a person is no longer mobile, they can spend up

David Elcocks and Dr Hilary Jones take a tour of the factory

April 2014

to 50 hours or more a week in a chair. It is therefore vital that the seating solution is comfortable, functional and designed to the individual’s needs.” Over the next 12 months the company says that he will be involved in a number of campaigns and David Elcocks, Lisa Wardley (MD) and Dr will provide a range Hilary Jones outside the of literature which will be distributed with Repose new Repose factory products to healthcare professionals, including ‘How To’ guides on topics such as posture and pressure management. The company is headed up by managing director Lisa Wardley, daughter of Repose’s founder John Elcocks. She “We sometimes overlook the basics. said: “We have enjoyed massive success over If a person is no longer mobile, they recent years, and our 15 can spend up to 50 hours or more a year anniversary is a great week in a chair” time to celebrate this. Our new partnership with Dr Hilary has further opened up even more exciting opportunities for us. By working with him, we plan to cement our presence as industry leaders within the healthcare and care industries.”

The new expert advisor with some of the Repose workforce

Signed and sealed. The 12 month contract is confirmed

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More added to Motability as Freerider build retailer network The team at Freerider is continuing to build the business in the UK as two more products are added to the Motability listings. The City Ranger 8 and the FR1 have both achieved listing, to add to the Mayfair and Kensington scooters. Freerider has been supplying into the UK for over 15 years now. . Operations Manager Linda Dixon says that in the last couple of years the company has taken major steps to keep ahead of the game and demonstrate its staying power. “We have had a continued drive for more innovation and this has resulted in the new scooters, the City Ranger 8 and the FR1. The Mayfair and Kensington scooters are wellestablished and trusted models and their continued popularity is testament to the way they’ve been designed and supported.” In 2011 Freerider set up its UK company Freerider Luggie UK Limited in Keighley, Yorkshire. Linda says that the move was driven by the need to understand the retail network better. “We wanted to drive up the standards of service and supply which, while excellent from many retailers, left something to be desired in a very small number of cases. We were on a steep learning curve to start with but we soon found the stability in the network that we needed. We set ethical selling standards and a couple of retailers who failed to live up to this were de-listed”. Over the past few years Linda has been busy putting a new team together. “It took a little while” she says, “but we have a setup now that is fully responsive, and we can normally achieve next-day delivery. Building up a well-stocked warehouse has been a key aim in meeting service and support demands” She added “The way it’s going we’ll need more floor space soon as well”. And producing products that retailers can count on has always been high up

Linda Dixon says that more new products are on the way

the priority list as Linda pointed out. “Retailers don’t want customers coming back all the time with things going wrong. Once they’ve sold a scooter they don’t really want to see it again until it comes in for its first service. Reliability is the first thing we mention. Freerider is a family owned company in Taiwan and is built round the Chairman, Arthur Wang, who is also the designer. There’s a passion for constant improvement and innovation.” Freerider’s UK HQ in “We set ethical selling standards and Yorkshire is also becoming a couple of retailers who failed to live the hub for the European up to this were de-listed” market too, with the appointment of a new European Sales Manager last month. There will be no resting on laurels in the UK either. Linda says “There are new products under development that we hope to be launching before long, and we’re always interested in strengthening the retailer network too.” Linda believes the future looks good. “After over 15 years supplying the UK market, Freerider has shown that it is here to stay as are our key features of the business and the products, reliability, innovation and stability.” The Freerider business Freerider will be exhibiting at Trade Days in in the UK is growing. The company has been October. Call 01535 669 604 for more details. busy building a team to give retailers high quality service

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Arthur, Bartram’s

Gerald, Gerald Simonds

Jonathan, Electric Mobility

Tom, Flexel

Matthew, MK Battery

Tim, TGA

Linda, Freerider

Chris, Patterson Medical

Ian, Etac

Steve, Amilly International

Mark, Karma

Tracey, BHTA

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Sole provider deal for Astor Bannerman The Astor-Bannerman group has announced that it is now officially the sole providers of fixed height baths with integrated seats to LNT Construction for all their Care Homes. LNT Construction, part of the LNT Group, deliver top quality turnkey Care Homes which are fitted with everything needed to operate and are responsible for many new builds throughout the UK. The products are designed in the UK by AstorBannerman, purchased through Active Bathing and manufactured by the company’s German partners Beka Hospitec. The company says that the new deal highlights how the collaboration within the Astor-Bannerman Group is going from strength to strength. Sales Director Anthony Kilgarriff explained: “The high quality Compact16 and Compact17 baths which have been chosen are fixed height with powered traverse seat in lengths of 1600mm and 1700mm. The Compact bathing range has been specifically designed for the caring profession using the very latest design technology in order to create the largest internal dimensions for baths of comparable sizes as well as reduce the amount of hot water used. The Compact range is extremely robust with a modern design incorporating

smooth flowing lines which are easy to clean.” He added: “One of the main reasons LNT Construction wanted to change from their previous supplier was due to lack of support received. At Astor-Bannerman we pride ourselves on our excellent service and aftercare. The aesthetics of the bath also played a part in their decision, as the style of Compact range was much more in keeping with the modern “The style of Compact range was Care Homes they build for much more in keeping with the their clients. modern Care Homes they build for Our extensive their clients” experience and reputation in Social Services was also key. LNT Construction wanted quality and longevity from a company they could trust.” Call 01242 820 820. The website is at www. astorbannerman.co.uk

New products from Drive Drive Medical has introduced what it describes as a scooter with powerful performance and dynamic design. The King Cobra has a 32 mile range and a maximum weight limit of 32 stone. The Cobra has been aerodynamically designed to give an outstandingly stable drive and maximise battery consumption. The Dakota Rise Recliner incorporates intalift technology ensuring all mechanisms are safely hidden from view. It has three independent motors and the unique anti-entrapment mechanism provides safety and reassurance to users. The company has also introduced the new Denver Rise & Recline Armchair.

April 2014

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Invitation to learn the real power of words free of charge at Trade Days Marketing is one of the key ingredients when it comes to building a successful business. There are a number of components that you have to get right if you are going to ‘market’ effectively. One of the most important of these is knowing how to put your message across on paper or online – in other words, copywriting. There are a number of simple, but very powerful tips to writing a great advert, home page introduction on your website, direct mail pack, email or press release that will get the phones ringing. Once you know what they are, it’s not too difficult to incorporate them into your work. The good news is, we are going to let you in on some of these valuable little ‘secrets’. That’s why a session on how to write for results is part of the new Trade Days show free educational programme. The presenter of ‘A word in your ear’ is Andy Owen. Andy Owen is MD of Andy Owen & Associates, a leading International direct marketing consultancy, specialising in all aspects of creative, copy and strategy for direct and digital marketing. Amongst other things, Andy is a hugely respected copywriter. He was recently called ‘The Grand Master of Copy’. He has worked in direct marketing for over 30 years and he writes copy every day. He works for clients all over the world and speaks for many organisations and associations, including the DMA and the Institute Of Direct Marketing. He writes a regular cutting-edge article on all aspects of communication, called ‘Copycat’. All the articles are available on his website. As a ‘taster’ for Andy’s forthcoming seminar, he is writing a few items for us over the next few months. Here’s his first… Marketing to an elderly audience – the most lucrative audience of them all - and how copy plays the starring role… By Andy Owen These days, the ‘elderly’s’ are a very attractive group of individuals. But very few marketers have the necessary understanding and skills to connect properly with this knowledgeable and savvy group. I am privileged to be one of this marvellous group, so I feel qualified to say that. The marketing communications I receive – and have received for many, many years - are, in the main, poor, bordering on the laughable. Long copy – which most marketers of today will tell you is useless (they are wrong, by the way) will work very well to this audience. They read – and enjoy reading.

April 2014

So, explaining a product’s benefits and value can be much more effective than an expensive TV campaign. Good copy will do that. In my opinion, to this audience, nothing works better than a well-written letter. But, as we all know, there aren’t many of THOSE around in our business these days. Copy is king to this group. So, craft your copy cleverly, or find someone who can. Be open and honest, but use all the proven techniques of how to get the reader’s attention, generate interest and create real desire. Then tell them why they should buy from you. And make it so easy to do just that. Many a potential sale gets brought down at the final hurdle. What continues to amaze me, is that a lot of direct marketing to elderly audiences is still undertaken by marketing teams that are so young. How can they possibly know how to engage with this group? So what they produce, in the main, are lazy communications, full of pedestrian copy, lacking most of the essential selling techniques that have been proven over the years. They also share the current disease of being more interested in brand guidelines than connecting or selling. (I can let you in on a little secret. No one out there is interested in your brand. We are only interested in what your brand can do for us). Marketers out there are now going to have to work even harder in the future, to get these attractive individuals to put their hands in their pockets. Good copy is the key. Not pretty pictures. Marketers must recognise this. The right words and copy techniques are absolutely essential to get inside the heads of these individuals. This will influence them to do the positive things marketers want them to do - like respond and buy. Want to read more? This is a slightly amended version of a recent Copycat article by Andy. To see the full article, go to: http://www.andyowen.co.uk/pdfs/Marketing_ to_the_over_50’s.pdf The website is at www.andyowen.co.uk. The specialist copy division website is www. copywritingthatsells.com

Andy Owen is a respected copywriter and he will be one of the presenters at Trade Days in October

More about Trade Days seminars The Trade Days seminar programme will provide retailers and suppliers with two days of free educational sessions covering a range of subjects tailored to small businesses. To find out more, go to the Trade Days website at www. tradedays.co.uk

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E-mail: info@thiis.co.uk

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New to the team

New to the team Have you expanded the team or maybe promoted an existing team member into a new role? If so, why not send us details so we can introduce them to the trade? Just send through the details to info@thiis.co.uk

New addition for Camelot

Mangar Expands As European Market Grows Inflatable moving and handling equipment company, Mangar International has made what it describes as a key appointment to further boost its sales department. Raimund Schmoll has been appointed as European Business Development Manager. Raimund, from Schloss Holte-Stakenbrock in Germany, joins the company to develop Mangar’s markets in Europe. Previously an areas sales manager for a dental implant producer, he has considerable experience in the health care sector in Germany. In his new role, Raimund will be responsible for introducing Mangar’s lifting cushion products to hospitals, emergency services, mobility shops and care homes. He said: “Mangar has exciting plans for growth and I am thrilled to be a part of that. The company has unique products and has recently seen increased interest from both the US and Europe. I am looking forward to using my skills to help the company build awareness in these markets and achieve business plan forecasts.” Andrew Barker, Mangar’s Managing Director said: “Raimund has a wealth of business development experience in Germany and I am confident that this will help us deliver new business while driving the brand forward in Europe. He is an excellent addition to our team and complements the appointment of the business development manager for the US, made at the end of last year”.

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Camelot has announced the appointment of Ben Westcott, formerly of Rise and Recline, as their new area sales representative. Ben has over 13 years’ experience in the Healthcare Industry working with mobility retailers. The company reports that it is expanding with a new range of chairs. As well as employing Ben to cope with the demand the business also has a number of new agents who will be promoting Camelot products nationally. Managing Director, Charlie Wall, commented: “It is an exciting time for Camelot with the development of our new bespoke Matrix chair range offering

both traditional and contemporary designs in a choice of seven different back styles. The Matrix chair is available in tilt in space single, dual and tilt in space dual with a 4” extending leg rest and a reset handset to return the chair to the sitting position. We are now running a new fast track delivery service on both our Templar and Matrix ranges. The new Matrix chairs will be launched at Naidex where we can be found on stand A42 along with Ben.” For further information, call the sales office on 0114 2823353. Ben can be contacted on 07712 156617.

International Sales Manager for Kirton Kirton Healthcare recently appointed an International Sales Manager, Roel Oostindien, to help develop and grow overseas markets for the Group’s product portfolio, which includes specialist and bespoke seating, and sensory equipment. Mark Fowkes, Sales Director, explained more about how he sees the export market developing in the coming year and what it means for Kirton. “Kirton started to export specialist seating soon after its inception 30 years ago and has exported products globally, to countries such as Norway, Hong Kong, Canada, Germany, the UAE and New Zealand, amongst others. We established there was a demand for Kirton products outside of the traditional UK market by way of level of interest and overseas sales, and decided to make export a more proactive business operation rather than just a response to enquiries, and this is when we decided to appoint Roel. We have also developed trading relations with a number of export partners, which we are confident Roel will continue to build and nurture.” He added: “Kirton currently exports products from across its product portfolio, which includes the specialist seating and Moduform ranges, and sensory products. We have seen a

Roel

Mark

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New to the team rapid increase in demand for sensory products, particularly from developing countries, and it is an area we are looking to expand on in 2014. Following Roel’s appointment, we will initially be focusing our export activity on the European market, but we are also keen to develop markets in the Middle East and North America. With his 20-plus year experience within the European Healthcare Market, we are confident Roel will help us to drive the Kirton brands forward and help establish an even stronger presence overseas.”

Installation and Service Engineer for Dolphin Dolphin Mobility Yorkshire and Cumbria has appointed a new Installation and Service Engineer. Paul Leavy joins the team at a key time for the Dolphin Group, as it celebrates 25 years of trading. He said: “I was ready for a fresh, new challenge and had previously met Gareth and Justin from Dolphin – I was extremely impressed with how well they have nurtured and driven the business forward, and so when the vacancy came up, I could not say no.” As part of his role, Paul will cover East Yorkshire, North Yorkshire and Cumbria, installing, servicing and repairing stairlifts, vertical lifts and ceiling hoists. He explains how the role differs to previous ones: “Coming from a manufacturing background means the role is different

to anything I have done previously. I had been working for a stairlift manufacturer on the Technical Support side but I find this role much more satisfying – seeing the benefits of the finished product in situ is great.” More information can be found at www.dolphinmobilityyorkshire.co.uk or by calling 08000 282082 (Yorkshire branch) or 08000 282083 (Cumbria branch).

Mangar welcomes new Head of Marketing Mangar International has welcomed Clare Birt as the new Head of Marketing. Clare is a graduate of the University of Wales, Swansea and has over 25 years of experience acquired in the food and tourism sectors and for the last ten years as Marketing Director of Vibe PR and Marketing. On joining the company, Clare commented “I have many years of expertise working with health and social care organisations and very much look forward to bringing that knowledge to Mangar”. Andrew Barker, Managing Director at Mangar also commented “we’re delighted to have Clare on board as part of our senior management team. Clare’s appointment is a key new position within the company”. Clare is married with two sons and enjoys walking, photography as well

as travelling. In the past she has also volunteered with the Samaritans as a listener and has advised on fundraising and outreach services. The Mangar website is at www. mangar.co.uk

Accreditation and development post Philip Woodward has joined the BHTA as the Accreditation and Professional Development Manager. Philip holds 14 years of experience within the membership sector, working for two professional bodies, the British Safety Council and most recently the Royal Town Planning Institute (RTPI). Prior to moving into the membership sector Philip worked in the marketing information industry. As part of managing a variety of membership processes, Philip has been involved with monitoring, advising on and assessing Continual Professional Development (CPD) procedures, an area that will have direct relevance for his role at the BHTA. He will focus on two key areas for the BHTA, Professional Development and the Healthcare and Assistive Technology Society (HAATS) Philip says his priority is to engage with members from all sectors so that he can better understand the needs and expectations of the membership and wider profession.

On the buses as retailer tests scooters First Eastern Counties has joined forces with Beactive Mobility to help assist the elderly and disabled with travelling. Shaun Green, Area Sales Manager for Beactive Mobility, which has stores in Lowestoft, Great Yarmouth, Diss and Norwich, spent the morning at First’s Lowestoft depot where he tested and identified two mobility scooters that fit comfortably on the buses – the TGA Eclipse and Minimo. David Smith, Managing Director at Beactive Mobility, said: “This opportunity to visit First’s Lowestoft depot has been essential for us to demonstrate why the TGA Eclipse and Minimo are perfect for bus travel. Both of the models we shoed are recognised by RICA, the independent consumer research group for older and disabled people, as being compliant with bus travel.”

April 2014

Daniel Stone, Managing Director of TGA added: “It is fantastic that Beactive is investing time to enhance freedom for locals through their support of First Bus. Our easily dismantled Eclipse and folding Minimo are extremely popular nationwide as they are both ideal for transportation in the boot of a car or on public transport.” The website for Beactive Mobility is at www.beactivemobility.co.uk

From left to right: Shaun Green, Area Sales Manager for Beactive Mobility; Danny Beales, Operations Manager at First’s Great Yarmouth and Lowestoft depots; Martyn Simpson, TGA Area Sales Manager

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E-mail: info@thiis.co.uk

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Strong man centre stage at Naidex Naidex takes place in a few weeks and this year it’s the 40th anniversary. That’s quite a milestone and I guess you would have to search a while to find an event that has a history as lengthy as that. This year is going to be interesting in terms of the visitors to the show too following the appearance of the new OT Show last year and the non-appearance of the Mobility Roadshow for 2014. Not unsurprisingly, Naidex has moved into the Mobility Roadshow space and, as a result, you’d expect to see more end-user visitors at the show this year. The addition of test driving vehicles outside the main show halls, to attract the Mobility Roadshow audience is another interesting change. The organisers will also hope that a new co-operation with the College of Occupational Therapists will result in an increased OT attendance too. Impey Showers may well have the most unusual promotion running at the show as the company introduces Gary Clarke, Britain’s Strongest Disabled Man at the show. His appearance comes ahead of the World’s Strongest Disabled Man competition, which is being held in June. Gary, who is sponsored by the company, has cerebal palsy and walks with the aid of crutches. At the show, Gary will be using a Slimfold shower seat whilst performing his strength activities. The shower seat bears weight of up to 47 stone. Other new products at the show include a new Wheelchair Powerpack PLUS from TGA. The company says that the new product will help protect care teams and wheelchair attendants against back injury, muscle strain and poor posture as the trend towards heavier wheelchair occupants continues. The product incorporates what the company describes as ‘several

Impey Showers will have

Gary Clarke, Britain’s additional pioneering features’ such as advanced Strongest Disabled Man ‘soft-start’ technology, additional safety features, on the stand during the show greater battery range and a service performance indicator. Abacus Healthcare will show updated versions of its Aquanova assistive baths. The second generation Gemini has been fully re-engineered, with upgraded platform and bath height adjustment technology. A integrated variable height “The style of Compact range was platform, delivers a 3-in-1 much more in keeping with the solution for bathing, drying and changing so that the modern Care Homes they build for number of transfers is their clients” reduced. The Pisces bath has also undergone an internal redesign with enhanced lifting technology, making it quieter and smoother in operation. We’ll be carrying a full review of the show in a future issue of the magazine. The website for the show is at www.naidex. co.uk

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Stannah launches retractable option

See our latest products, services and live demonstrations.

Stannah has launched a new retractable stairlift rail for users who have limited space or obstacles at the bottom of their stairs. The product is designed to solve the issue where there is limited space around a staircase, which can restrict an installation. The 600 Retractable Rail for straight stairs, overcomes this issue by automatically extending down or folding up when not in use. The rail is designed to fit neatly and unobtrusively. When in motion it warns the user visibly and audibly with a small flashing light and beeping sound and in case of emergency the rail can be lifted manually into place. The company says that, compared to other hinged rail designs, the 600 retractable rail is quieter, supports a higher load capacity and is much neater and less intrusive on the stairs. It can also be installed on much longer or shorter staircases increasing the number of situations it can be used in. The Stannah website is at www.stannahstairlifts.co.uk

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Looking to Shine brightly in the future Shine International has been in the UK for some years now, but is one of those companies that has kept a fairly low profile over that time. Retailers will have seen the company at the occasional show in the past and Shine will be in the new Trade Days event in October, but, until recently, little advertising had been produced. However, for some months now the company has been advertising in THIIS, highlighting a wide range of the smaller products with some competitive trade pricing. William Styles is the General Manager in the UK. The company is based in Peterborough and William explained a little more about how the UK business started. “Yuyeang Industrial Limited, our parent company, is based in Taiwan and was established in 1979 as a metal fabrication company involved in a number of areas, including shop-fitting systems and equipment. Our shop fittings product range includes wall column systems, slatwall systems, centre floor gondolas, cable systems and accessories. During the mid-80’s the company expanded its product range and started producing ADL products. Through the Rehacare exhibitions in Germany a European customer base was slowly being built and the product range extended. Today there is a wide range of products available all of which are imported through our head office based in Taiwan. The majority of the products, about 90%, are produced in Shine’s own factory with the remaining 10% being sourced from other companies in Taiwan. There are around 50 people working in the manufacturing facility.” William joined the company in 2003 and explained how Shine ended up in Peterborough. “In 1992 Peterborough City Council were looking to attract more foreign investment into the city and with its presence established in Europe Yuyeang decided it was time to set up a distribution base. With its brand name in Taiwan being Sun Shine Land, Shine International was set up in the UK in 1992.”

There are two different divisions for ADL’s and shop fitting products

April 2014

“I don’t think that people realise that we have been around for that long,” William told us. “In the past we’ve kept a low profile and maybe flown under the radar a little. We’ve established and grown the company by providing the retailers that we are selling through a really good service and products at the right price. This has provided us with a lot of repeat business and we have also grown through word of mouth. As THIIS readers will have seen over the past few months, we are now advertising more and actively promoting the company. We have a good product range at the right The company hit prices and a good story to tell and so now’s the the headlines in the 90’s when a fire destroyed time to tell it. This is why Trade Days was always much of the warehouse going to be a great place for us as we only sell through retailers and we are keen to show them more of what we have on offer. The show will give us an opportunity to introduce ourselves to more retailers and showcase not just our ADL product range but also our shop fitting range as well.” Just a couple of years after the company had been established in the UK, it found itself in the headlines, but not for a good reason. In 1995 the company suffered a serious setback when a fire swept through the premises causing “In the past we’ve kept a low profile thousands of pounds and maybe flown under the radar a worth of damage. It was little” a major incident, with 24 fire fighters on the scene and with the blaze being clearly visible from many parts of the city. The man in charge of the company at the time was David Joy, who told the local papers that it was very much a case of starting from scratch, as much of the business paperwork and systems had been destroyed. In addition, there was another loss too. The papers reported at the time that, in addition to much of the stock being destroyed, Chinese paintings worth up to a quarter of a million

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pounds had also been destroyed in the fire. The paintings had been brought to the UK by Shine’s owner, George Yu. It was clearly a difficult time for the company and a set-back in the development of the UK business, but Shine was quickly back up and running and, under the guidance of Alan Lockwood who was the General Manager from January 2000 until his retirement in April 2013. Since then the role has been taken over by William. It’s a small operation and very much handson as William explained. “There are just four of us here and so it’s a case of everyone getting involved in answering the phone, sorting out queries and taking customer’s orders. When we get busy, it also means going down into the warehouse to help with the packing too. We have a philosophy of treating our customers the way we would like to be treated and I believe this works very well for us. Most of our customers have been dealing with us for many years, and by offering a high level of customer service we have been able to maintain a loyal customer base from which we can now expand and hopefully take on more staff.” As mentioned previously, there are two different parts to the company which run alongside each other, with the shop fittings business , which is how the business first started, as well as the

ADL side. William says that when he first started at Shine 70% of the business was on the shop fittings side with only 30% being ADL products. Over the last few years sales of the ADL products have increased and at present, the mix of business has turned so that it is now 60% ADL “Trade Days was always going to be and 40% shop fitting a great place for us as we only sell products. “We have a core through retailers and we are keen to group of customers for the show them more of what we have on shop fitting range” William offer” explained. “As you might imagine, the shop fitting market has seen a downturn over the past few years with the economic problems. Like our ADL range, the shop fitting products are competitively priced, and manufactured to a high specification.” As for the ADL range, William says that the company are continually looking for new products “The mix of business has turned so to include in the catalogue that it is now 60% ADL and 40% shop and we are also currently fitting products” re-designing all of the packaging. For further information on either the ADL product range or the shop fitting products, call 01733 391900. The website is at www. shineinternational.co.uk

The wide range of smaller products are supplied by a small team from the Peterborough facility

After we had produced the article, we received this note from the company… Shine International is sad to report that our MD and founder George Yu recently passed away following a long illness. George lived in Taiwan and his company, Yuyeang Industrial manufacture shop fitting equipment and ADL products. In 1992 George established Shine International in Peterborough and from then on was a frequent visitor to the UK. George’s two sons David and William have now taken over running the companies in Taiwan and the UK.

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk

April 2014

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2049RARad.HOMECAREsept09.aw:2049RARad.HOMECAREsept09.aw 16/07/2009 18:18 Page 1

O U R F I N I S H I S O N LY THE BEGINNING...

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Award winning designer teams up with Wilcare Award-winning Welsh furniture designer, Angela Gidden MBE, has been appointed to launch a new design-led era at Wilcare Wales, the Cowbridge-based furniture manufacturer. Angela Gidden, whose portfolio includes furniture designed for Liberty, Heal’s, The Conran Shop, Habitat and Orangebox, is initially working on a new generation of powered rise & recline chairs for the healthcare market. Working on projects in the U.K, Europe, Sydney, Tokyo, Buenos Aires amongst others, Angela is Creative Director and founder of her design studio under her own name along with her Welsh Originated British Born Brands - fashion label Nomad & Nest and furniture brand attic 2 originals. She was awarded the Member Of The British Empire (MBE) in the Queen’s New Year Honours list in 2007. Her Cwtch soft seating collection designed for Orangebox 2011 has won many awards, including The Design Guild Mark Award, The Middle East Office Awards, Dubai, Best of Group Seating category and the Cardiff Design Festival Award, furniture category. Announcing the appointment of Angela, a former Welsh Woman of the Year, as Consultant Creative Director, Anthony Kiff Managing Director of Wilcare Wales told us: “We are very pleased to

April 2014

be working with Angela, who ranks as one of the most influential British furniture designers of the past twenty years with an impeccable client list. We are developing an innovative new range of chairs which we believe will revolutionise the rise & recline market. Our aim is to introduce a new generation of furniture whose design innovation matches their technical advancements.” Angela, pictured with the Soft-Square furniture which she created in 2006 for the National Assembly Senedd building, said: “It is very exciting that Wilcare have decided to move forward with design at the core of their business, they have the skills, talent and know-how within the company and one of my key aims is to harness this wealth of expertise throughout the design process. We have an ideal opportunity to be first off the block with innovative new fresh design style within this sector.” In 2013 Wilcare announced new jobs and a £200,000 investment in production equipment on the back of a 25% year-on-year sales increase. The website for the company is at www. wilcarewales.com

Angela is picture with Anthony Kiff, Managing Director of Wilcare

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E-mail: info@thiis.co.uk

Independent Living â&#x20AC;&#x201C; Installing a home lift The revolutionary new Lifestyle Lift from Terry Lifts has been designed especially for the home to make life that little bit easier. Maintaining independence in the home is vital. All too often, people who experience mobility problems are forced to consider moving to a bungalow or care residence because living independently in their own home has become too difficult. However, there is another way. For those who find that the stairs are becoming too much of a struggle, a home lift may provide a simple and relatively inexpensive alternative to expensive adaptations, or even unwanted relocation to another property. Terry Lifts have recently launched the new space-saving Lifestyle Lift that will add a touch of luxury to the home without breaking the bank. The Terry Lifestyle Lift combines all that you would expect in quality and comfort at home with the latest technological advances to help enable independent living.

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The Lifestyle home lift will make life easier and will help those suffering with arthritis or other mobility problems to maintain the freedom of their own home. Key features of the Lifestyle home lift include: Space-saving footprint A range of colours and finishes available No lift shaft required 30 minute fire protection between floors Battery back-up in the event of mains failure No major structural work & easy installation Complies with BS5900:2012 where applicable See the Lifestyle lift at the National Self Build and Renovation Centre in Swindon on stand TV115.

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Joint Venture forOPPORTUNITY NEW Nightingale and Wilcare MANUFACTURER LOOKING FOR RETAILERS

Horizon Mobility, manufacturer of Heavy Duty and Off Road Mobility Scooters, but equally at home in the High Street jungles

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Nightingale Bariatric Solutions, specialists in emergency hire of Local areas, first retailer in an area will have exclusivity bariatric equipment to the NHS and community sector, is expanding NEW PRODUCTS its rise & recline chair service in a joint-venture with Wilcare. Wilcare’s Anthony Kiff Currently available models are theKevin Saxon, Aztec (left) with Parry of Under the joint venture, Nightingale will now be patients, will have emergencythe access to assistive expanding its ProAxis rental range to include seating solutionsand whenMayan they need them most.” AC. The Mayan ACNightingale is the world’s most standard sized rise & recline, triple-motor Anthony Kiff, Managing of Wilcare powerfulDirector mobility scooter and the first one powered by chairs, as well as bariatric models for plus-size added: “We have been working with Nightingale for a 3 phase induction AC motor. The Mayan AC also has patients weighing up to 50 stone. All models the last 18 months and this partnership solidifies a maximum user weight of 65 stone. supplied by Wilcare will be in designs exclusive our relationship. The broadening of the range of to Nightingale. Kevin Parry, Managing Director of Nightingale which was established in 1993 and also supplies hospital and homecare beds told us: “This joint venture with Wilcare enables us to provide the widest possible range of rise & recline chairs for bariatric and non-bariatric patients in England and Wales, through our 24:7 emergency rental service. It means that a greater range of end-users than ever before, including standard and plus-size

chairs available on the rental market is good news EXCELLENT MARGIN for healthcare providers and their patients alike.” Wilcare will beWith exhibiting at Trade Days and 2014,lack of Internet discounting exclusive areas Birmingham NEC October 5th 6th Stand D40. as each scooter is individually built for the customer, Nightingale will be exhibiting on stand (E143) margins are maintained. at Naidex, NEC Birmingham 29th April - 1st May 2014. For model details visit www.nightingalebeds. co.uk

CALL 01242 223000 or visit www.horizonmobility.com

Horizon Mobility Ltd, 10 Neptune Business Centre, Tewkesbury Road, Cheltenham. GL52 9FB

NEW RETAIL OPPORTUNITY DISTRIBUTOR LOOKING FOR UK RETAILERS Horizon Mobility Ltd has been appointed the UK distributor for the American built Amigo TravelMate scooter. With a durable but lightweight aluminium frame and lithium batteries, these scooters are built to last. The TravelMate folds into one piece, weighing a manageable 24 kg

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NEW PRODUCT TO UK MARKET New to the UK market, the TravelMate is the first Amigo scooter to be widely distributed. With benefits including high quality construction, simple folding and a 2-year manufacturers warranty, the TravelMate is a contender in the small folding transportable's market.

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New dealership for Radcliffe Rehab Radcliffe Rehab has been appointed as distribution partners for the Aktiv Wheelchairs rehab range. Radcliffe’s Managing Director Jonathan Horne told us: “The Aktiv Wheelchairs range provide additional choice for our customers and real added value. The inclusive features, such as headrest, elevating footrests and lateral support mean the customers can immediately see the complete cost, without having to worry about ‘optional extra’ additional costs.” According to the company, a special feature of the children’s tilt and recline model is that it lays flat and both the X7 & X8 adult & children’s models have been successfully crash test certified for occupied transport, but still offer lightweight and compact folding frame allowing easy transporting of the wheelchair in a car boot. Jonathan added: “Aktiv is a quality range with a full, inclusive specification at a very competitive price, it is a real contender in the market place”

Andy Haines, General Manager of AktivUK commented “After meeting with Jonathan and discussing his plans for Radcliffe Rehabilitation Solutions, I am very excited to announce the partnership and look forward to a long and fruitful relationship.” The Aktiv Wheelchairs range can be seen at www. radclifferehab.co.uk

Walking stick specialists Walking sticks, folding canes, orthopaedic sticks and quad canes to suit every budget

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Please contact us for a trade catalogue: Warren House, Hinton St George, Somerset TA17 8TQ Tel +44 (0)1460 75686 www.classiccanes.co.uk

April 2014

Big demo day planned by retailer Gloucestershire based retailer Premiere Healthcare is holding ‘The big demo day’ on Thursday 19th June for professionals. The day will include an exclusive seminar from OT Fiona Collins MSc DipCOT HPC covering the importance of specialist seating, patient handling, pressure sores and more. The company says that this is an excellent CPD Knowledge Opportunity, with certificates available and the perfect opportunity to meet other likeminded professionals. There are morning and afternoon session available with complimentary refreshments. There will also be clinical demonstrations supported by CareFlex, Invacare, Molift and Silvalea. The educational Demo Day is free and the company is looking to attract Occupational Therapists, Physiotherapists, Care Home Managers or Nurses. The company can be contacted on 01684 297 818. The website for the company is at www.premierehealthcare.co.uk

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Sponsorship for GB team re-signed British Wheelchair Basketball (BWB) has announced that RGK wheelchairs have renewed their sponsorship agreement for the GB national teams. This embarks on an exciting time with the continued support and long term project to produce a revolutionary sports chair for use at the next Paralympics in Rio 2016. British Wheelchair Basketball CEO, Charlie Bethel, said “RGK are synonymous with wheelchair basketball and BWB are delighted to have agreed a new sponsorship deal with them. We are looking forward to continuing what has so far been a successful partnership. Through RGK’s expertise, we hope the chairs will assist and enhance our player’s performance” Commercial director and co-owner of RGK, Russel Simms, said “I am really delighted to sign a new sponsorship contract with British Wheelchair Basketball, this will continue our support through the next Paralympic cycle, to Rio and beyond. We have been key sponsors of BWB for over 12 years, providing expertise, support and the highest performance wheelchairs for all the National Team programmes. On a personal note I have great pride in being able to support Great Britain, something as a brand we are committed to.” To announce the signing, players and coaching staff from BWB got involved with the production of the bespoke wheelchairs, similar to what they use, giving a great perspective to the process British Wheelchair Basketball Performance Director, Paul Davies, said “We are very pleased to be continuing our long standing relationship with RGK. It is crucial to the sustained success of

April 2014

both the GB wheelchair basketball teams that we continue to innovate and bring new technology and ideas into the sport, to give GB the best chairs available and the advantage that brings. We know that RGK are the right wheelchair partner to do this with.” Head of product development at RGK, Mike Sheen said “It is great honour to continue developing our products with the British Wheelchair basketball association. We have a great relationship and it was fun to show them round and let staff and athletes get involved in the design and build process. Our design team have the challenging objective of developing a new basketball chair for Rio 2016 which will hopefully be an integral part of the success of the teams at the games. Early developments look exciting so watch this space!” Great Britain Women’s player, Maddie Thompson, said “It’s is fantastic news that RGK have renewed their sponsorship of both GB teams. To ensure we are able to perform at the highest level we must have world class chairs and having RGK’s support ensures that.” The website for RGK Wheelchairs is at www.rgklife.co.uk

BWB CEO Charlie Bethel (left) and RGK’s Commercial Director, Russel Sims signing the sponsorship contract

Team members from BWB and RGK

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E-mail: info@thiis.co.uk

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Lightweight and all terrain wheelchair The Joystick Boma 7 is a lightweight, electrically powered all terrain wheelchair designed to be easily accessible, simple to use and incredibly capable off road. The Joystick Boma features the same suspension, drive and ground clearance as the standard handlebarcontrolled Boma with additional control technology. The Dynamic Controls DX2 system can be operated by a wide variety of ability levels with adjustable driving limits such as maximum speed/ acceleration. Depending on your requirements, the control can be mounted on the left or right side of the seat base, or positioned as an attendant control or chin control. Specialist arm and hand supports ensure the user feels comfortable and secure. Call 01908 585648 or visit the website at www. moltenrock.co.uk

Gateway to the Scandinavian market

Health & Rehab Scandinavia 9 -11 September 2014 · Bella Center · Copenhagen · Denmark

Healthcare markets of Denmark and Scandinavia attracts world attention Danish Rehabilitation Group invites the entire industry and all actors in the social, healthcare and assistive technology sectors to become a part of Scandinavia’s largest trade exhibition. Get in touch with the right people The exhibition offers a unique opportunity of presenting your company in the right forum and of getting in touch with many key persons of the social, healthcare and assistive technology sectors. In 2014 the exhibition sets focus on “An Independent Life”. Exhibition Office: Tel. +45 61 22 57 56 · Tel. +45 40 15 91 51 info@health-rehab.com · www.health-rehab.com

Organizer:

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HADDON BED Features & Benefits: • Coolmax zip cover • Vasco topper • 203mm mattress • Choice of headboards • Drawers (optional) TAMWORTH CHAIR Features & Benefits: new! • Tilt & space • Generous & soft padding throughout • Solid steel chassis & hardwood frame • Choice of fabrics • Lifting capacity – 35 stone

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UK distributor for Amigo Mobility International There may not be too many THIIS readers who can remember what was happening in the marketplace way back in 1968, but’s that’s when an American company was formed and was one of the very first to start to develop what we now know as the mobility industry. Now the company has a new partner in the UK... Those readers who have been involved in the marketplace for a fair while will probably know that Amigo was one of the very first brands to gain awareness in the ‘mobility’ sector with a range of scooters. In fact, the company has more than 45 years history after developing the products initially in the USA. Over the years the company has been represented in the UK market but has just announced that Horizon Mobility is now the exclusive UK distributor for the Amigo Mobility range. As a UK manufacturer of a range of offroad and heavy duty mobility scooters, Horizon has more than 20 years of experience in the mobility industry, including service and rentals. The story of how Amigo came into being as one of the very first manufacturers of mobility

Tim Drumhiller (left) and Graham Billcliffe are looking forward to a successful partnership

The Amigo brand goes back a long way

products is an interesting one. After a family member began to lose mobility due to multiple sclerosis, Amigo Founder Al Thieme took action and worked in the evenings to invent what was, in those days, an innovative form of mobility — the “I never dreamed it would turn into Amigo —. That was in a business that would help so many 1968 and Amigo Mobility International, Inc. was people regain their mobility” founded shortly after, with an entire industry being born. “At the time, there were no motorised mobility solutions to help people with walking limitations be truly independent, and I felt there must be a better way,” Thieme said. “I never dreamed it would turn into a business that would help so many people regain their mobility.” As the company grew, Amigo Mobility also “Amigo’s focus changed from the developed distribution healthcare industry to manufacturing channels internationally. In motorised shopping carts” the early 2000’s, Amigo’s focus changed from the healthcare industry to manufacturing motorised shopping carts for the retail industry. Commercial sales continued to grow, with a 390% increase from 2005-2012. With the introduction of the innovative folding Amigo TravelMate, Amigo Mobility has plans to renew its concentration on international markets. Amigo President Tim Drumhiller met Horizon

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April 2014

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Lightweight and foldable – the Amigo TravelMate is the first product on offer

Mobility’s Graham Billcliffe last year, and a partnership was formed. Graham was particularly interested in the TravelMate and the opportunities it may have in the UK. “While we offer a variety of products” he told us, “Horizon Mobility has historically focused mainly on larger, heavy duty mobility scooters. The lightweight, foldable and durable aluminum frame on the Amigo TravelMate presents unique benefits that will expand our customer base.” Tim is enthusiastic about the developing partnership. “When we first met, we realised there were many similarities between Amigo and Horizon Mobility. Like us, they are a familyowned business with years of manufacturing experience, so the Horizon team has a high level understanding of the product and what customers are looking for.” Tim and Graham believe that the TravelMate is only the beginning. “Though we are starting with the TravelMate, we plan to expand our offerings in the future to include the full line of Amigo products,” Graham explained. “We are eager to see this partnership grown and expand to offer a greater variety of products and services to our customers.” The Amigo website is at www.myamigo. com. The Horizon Mobility website is at www. horizonmobility.com

Instant Safe Hot Water Dispenser Right Choice Mobility is marketing a portable, energy efficient hot water dispenser that keeps water at the chosen temperature after boiling. The company says that it is ideal for making both tea and coffee when the 98° setting is chosen, and remains at this temperature using minimal electricity no matter how long the unit is in use. There is no need to keep waiting for the kettle to boil. The hot water dispenser is energy efficient due to the thermal outer layer, which also ensures that the appliance is never too hot to touch, so is ideal for the elderly, or those with limited mobility. There is no lifting or pouring of boiling water, and so a carer can fill this on a daily basis and the user can make themselves hot drinks as required. The larger hot water dispenser holds 5L of water and dispenses 38 cups or 19 mugs (approx). The unit will dispense any amount of water required, so it has multiple uses such as hot water for pasta, vegetables, sauces, porridge, rice, and hot water bottle preparation. The low wattage used also makes it suitable for portable use where the electricity supply does not support the boiling of a traditional kettle. There is a choice of 5 temperature settings (98º 85º 60º 50º 40º), and a self-clean cycle to minimise scaling. The hot water dispenser is CE approved and comes with a two year guarantee. The smaller hot water dispenser holds 3.5L of water which dispenses 24 cups or 12 mugs (approx.) and is suitable for situations where space does not permit the use of the larger model. For more information, call 020 8527 7487 for prices. The website for the company is at www. rightchoicemobility.co.uk

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

23/05/2013 15:35

® FRONT PAGE NEWS FOR SILVALEA!

BUSINESS OF THE YEAR & INNOVATION AWARD WINNERS What ﬁtting testimony to the hard work and dedication to moving and handling innovation for SILVALEA when we won not one but two categories last month at the BUSINESS EXCELLENCE AWARDS hosted by the Herald Express in South Devon. To be shortlisted from such formidable companies in three different categories, Innovation Award, Exporters of the Year and Business Growth was a fantastic achievement in itself! In addition, as holders of the Women of Achievement INNOVATION AWARD 2013 for Managing Director Pauline Guilfoyleʼs contribution to the Healthcare Industry last year, we were absolutely thrilled to come away with the Business Excellence INNOVATION AWARD 2014. This award was presented for our signiﬁcant impact in creating new products and ideas including our GLOBAL TRAINING initiative offering live and interactive web based product awareness sessions which are accessible worldwide. Imagine our delight, against tough and inspirational competition when it was also announced that Silvalea had won the overall BUSINESS OF THE YEAR 2014 AWARD sponsored by the Torbay Development Agency and Torbay Council!

BUSINESS OF THE YEAR & MOST INNOVATIVE COMPANY AWARD

PRESSURE CARE MADE SIMPLE with

TREAT-EEZI™BED PADS

See our website for details of the latest and easiest solution to eliminate the risk of pressure sores and shearing forces one of the most common problems in pressure care.

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www.gu THE SILVALEA GROUP Units 1 - 4, 7 & 12 Silverhills Buildings, Decoy Industrial Estate, Newton Abbot Devon TQ12 5LZ Telephone: +44 (0)1626 331655 Fax: +44 (0)1626 335171

SILVALEA

Sales: +44 (0) 1626 332218 Helpline: +44 (0) 1626 333793 email: sales@silvalealtd.co.uk

website: www.silvalealtd.co.uk

Managing Director & Chairperson: Pauline Guilfoyle

SCAN ME!

www.guillyp.co.uk Let’s put the fun back into getting dressed !!!

FORTHCOMING EVENTS

Guilly P Adaptive Clothing using inspired textiles exclusively

Exhibitions 2014

designed with wheelchair users and clients with limited mobility in mind utilising various unique features . . . . . APRIL • Ideal for challenging dress scenarios ONLY • Comfortable, colourful & trendy 10% • Fashionable but functional OFF • Easy to apply for hard to move joints • Discreet openings for easy access CLOTHING • Breathable innovative fabric properties

9th April 2014 CHOICE UNLIMITED

Leicester Tigers Stadium

17th & 18th June 2014 NAEP 2014 CONFERENCE Kenilworth, Warwickshire.

TRAINING DATES FOR YOUR DIARY GLOBAL TRAINING Accessible to all FREE On-Line Interactive Product Awareness Sessions On your computer, laptop or tablet!

www.trainingbysilvalea.co.uk

SILVALEA RESEARCH & DESIGN PIPELINE NEWS APRIL 2014 Our Development Team have been working ﬂat out extending our range of Clip and Loop Fixing Replacement Transfer Slings - we have listened to market feedback and rest assured these additions to our extensive portfolio of moving and handling products will be worth waiting for! Take a look at our website which is user friendly, informative and very helpful - we are introducing new and updated products every week!

9th April - 10.30 & 2.30 Introduction to Slings 10th April - 10.30 & 2.30 Waking & Standing Harnesses 16th April - 10.30 & 2.30 In-Situ Sling Solutions 17th April - 10.30 & 2.30 Sizing & Measuring Slings ◊ Also FREE On-Line TRADE Agents & Distributorʼs Sling Awareness Sessions Email: info@silvalea-globaltraining.com Tell us products you would like us to focus on!

www.silvalealtd.co.uk

◊ THIIS Training Diary See full details of all our Training Sessions until June 2014 at the back of THIIS magazine!

GLOBAL TRAINING BY SILVALEA Unit 12 Silverhills Buildings, Silverhills Road, Decoy Industrial Estate Newton Abbot Devon TQ12 5LZ UK GLOBAL TRAINING

GUILLY P

BOOKING LINE: +44 (0)1626 331655

www.trainingbysilvalea.com SCAN ME!

SCAN ME!

100 up for Trade Days as free seminar programme takes shape With six months to go before the opening of the first Trade Days event, the number of exhibitors continues to grow, with new companies being added to the show floor each week. Recently, the organisers announced that the 100th exhibitor had booked when Cosyfeet confirmed attendance. The organisers of the show are also in an advanced stage when it comes to the free education seminars that will be taking place over the two days and promise visitors that there will be something for everyone and that the content will be very focussed on both small business needs in general and retailers in our marketplace in particular. Apart from Cosyfeet, over the past few weeks, truecall, Furmanac, Sandpiper Shoes, Hill-Rom, Liko, Putnams, Right Choice Mobility and CPR Distribution have all been added to an exhibitor list that looks to exceed 130 companies by the time the doors open this October. The unique thing is, of course, that every single exhibitor is looking to spend time with retailers and hoping to develop their retail networks. The organisers, CloserStill Media, say that the hope has always been to provide both exhibitors and visitors with the environment in which they will be able to have the meetings and discussions they might find hard to have elsewhere. And it’s clear that some of the exhibitors see Trade Days as a way to get a lot done in a short space of time. Steve Smith, Managing Director of truecall certainly does. He says: “trueCall is an exciting new product for the assistive technology market so we want to be able to show it to the key people in the industry. Trade Days gives us a great opportunity - in two days we’ll be able to do two months’ worth of meetings.” And for retailers, it’s the same opportunity of course. Steve Warburton, Managing Director of Disabled Care & Mobility says: “Fantastic news about Trade Days. It is always extremely difficult to find the time to meet with our major suppliers. Trade Days is excellent opportunity to do this without the added distractions of the end user. I am really looking forward to a couple of productive days.”

April 2014

There will be companies exhibiting at Trade Days that haven’t been seen at other shows in the past, such as Furmanac. Sales and Marketing Manager, Aubane Hilliard explained why the company had made the decision to be “The unique thing is, of course, that at Trade Days. “The UK’s every single exhibitor is looking to largest adjustable bed spend time with retailers and hoping manufacturer is thrilled to develop their retail networks” to be exhibiting at Trade Days. Furmanac are the industry’s specialists in electric adjustable beds, being the only manufacturer to build the complete motion frame in the Midlands. Our comprehensive range of MiBeds and bespoke services guarantee a bed that will suit each individual’s needs. Our extensive collection of MiChair lift and recline chairs are also proudly made in the UK. Furmanac “Fantastic news about Trade Days. are delighted that finally It is always extremely difficult to there is a targeted show find the time to meet with our major guaranteeing customers in suppliers” our line of trade.” For Hill-Rom Liko, the show gives the company a chance to get a message across to more retailers as Damien Mckeaveney, Business Unit Manager for Patient Handling explained: “Liko is delighted to be attending Trade days given we have an opportunity to develop lasting partnerships with the trade and make available what has been an exclusive and much lauded product range to a wider audience. Trade Days will give us the chance to meet likeminded companies who can appreciate the Liko complete solution given the weight of support available to the potential partners we look forward to

www.thiis.co.uk

E-mail: info@thiis.co.uk

THE LUXURY SCOOTER

THAT RIDES LIKE A CAR Introducing the luxurious, Class 3, Freerider FR1 steers and “ridesDrives, like a car, with looks you can take pride in ” ELEGANT HANDLING The height-adjustable, fixed tiller design gives car-like handling, while independent 4-wheel wishbone suspension makes for a smoother ride. SPORTY LOOKS Take to the road or pavement with rugged good looks, a 35 mile range* and a maximum legal speed of 8mph.

If you’re looking for a mobility scooter that’s earned its right to take its place on the road, look no further than the FR1.

REASSURINGLY SAFE With fixed twin mirrors, LED lighting and indicators and LCD dash, you can see and be seen all the way around.

A pleasure to drive, with looks to take pride in, plus a host of comforting safety features and handy extras you’ll find useful every day, the FR1 is the next-generation scooter for anyone who takes pride in their ride.

HANDY EXTRAS Including an easy access captains seat, double carry bags, and even a USB plug for mobiles or tablets!

www.freeriderfr1.co.uk or call 01535 669604 Email us on sales@freerideruk.co.uk *Varies with user weight, terrain type, battery charge, battery condition and tyre condition. We reserve the right to change specifications without prior notice. Freerider UK Ltd, Unit 2C, Acre Park, Dalton Lane, Keighley, West Yorkshire BD21 4JH, UK.

meeting at the show.” As well as providing the trade the space and time to hold in-depth business meetings, there is the comprehensive seminar programme being put together too. Matthew Butler, Show Director for Trade Days says that he is confident that anyone coming to the show will find something of interest in the seminar programme and that they will leave the show with new ideas that they can easily implement in their businesses. He says: “Apart from the ability to meet with new and existing suppliers without the distraction of other visitor groups, Trade Days is also about providing opportunities for anyone working in a retail business to learn something new and walk away with something that will help them in their day to day business life.” He added: “The seminar programme is all about how to do things that are specific to the marketplace retailers are competing in. Whether it is producing better promotions to generate more enquiries, learning techniques that help you to sell more and sell better by increasing margins or updating technical knowledge, we are sure that there is something for everyone in the programme that is being produced. We are encouraging business owners to bring members of their teams to meet the suppliers and sit in a number of the free seminars as we know that they will enjoy them and that it will be a valuable use of their time. A number of the seminars are being presented by exhibitors who are taking the opportunity to

present updates on their products, marketing programmes and technical briefings. Just a few of the seminar titles that are part of the programme are: • Simple retail marketing that’s on the cheap and really works • Heads, Shoulders, Hips and Toes – an award winning marketing campaign • Shedding light on batteries – essential tips for you and your customers • Earn more while giving your customers better value • How much!! - Overcoming the Price Objection • How to run a successful event • Equipment assessments for Plus Size People – 10 things you need to know. • Sell more, but sell well • Making your business more retail savvy The website for the show is www.tradedays.co.uk

Keep in touch with the new trade event If you use Twitter, then the easiest way to keep in touch with the development of Trade Days, is to become a ‘follower’. During the course of the next few months, the event organisers will be ‘tweeting’ news of the comprehensive educational seminar programme and a number of other interesting things taking place over the two days. Trade Days on twitter is @tradedaysuk

Do theinright thing Seen all the best places! If you’re looking for assistive technology, finding a BHTA member is the first step. The BHTA logo has always been something important to look out for if you want to be sure that the companygot youthe are right dealing with is setting andyou maintaining right standards. They’ve expertise to give the rightthe advice to find the right product. Every BHTA member agrees to abide by a Code of Practice, part of the Consumer Codes Approval Scheme, All BHTA members sign up to our Code of Practice, overseen by the Trading Standards Institute. This shows which is run by The Trading Standards Institute. The BHTA code is the only one in this industry. their commitment to high levels of customer care that go above and beyond their legal obligations, giving customers dence. Only BHTA confi 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. BHTA members follow strict guidelines on customer care and won’t sell anything that doesn’t meet customers’ needs. When buying an assistive technology product, level always look for the logos. To find out which companies can offer you that guaranteed of confidence, goBHTA/TSI to the website and use the member search facility. Find a member near you at...

www.bhta.net

Classic Comfort & Stylish Elegance introducing the

Cannington

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Points of view

Points of view Have your own point of view? Now you can comment yourself. You’ll find the Points of View items on the THIIS website in the Team Blog section and you can now add your won comments to the articles that our team has written. Why not take a look and give us your own point of view? Go to the THIIS website at www.thiis.co.uk

The thing about data By Mike Glynn It never ceases to amaze how hard businesses work to get premises, fill them with stock and dress them for the customer. When customers visit both on and offline it is not until they purchase that they are visible. Nonpurchasing customer visits are not seen because there are no processes or systems in place to do so. However, there are lots of tools available to capture the non-purchasing visitor. How robust are your systems at capturing data, and then converting it into useful information? We constantly hear people talking about data as a huge mess, and usually describe it as a difficult problem to tackle, so they don’t venture any further. Data is being created in your businesses every day, and the perceived value of different types of data will grow exponentially in the future. Today certain types of data may not appear useful or valuable or may be too difficult to process, but I firmly believe that you will see things differently in the future. If you start to view data as a currency that is real working capital in your business then you will look at making it work harder for you. Data only becomes useful when you turn it into information. What if, instead, we think about dealing with all of the data that already exists and focus our efforts on linking data together, analysing it more broadly, and letting it provide value to a wide range of people in our businesses? If that sounds much harder than continuing in the old routine maybe, but the value of the information is worth the additional effort. Customers already on the database are easier to sell to and less expensive to satisfy. Large businesses know that each and every day they learn more about what matters most to their customers. They don’t put boundaries around what they’ll monitor as everything has a value. More and more consumer data is collected every day, the footprints of our consumerism are left everywhere from “likes” on Facebook to the

weekly shop in the supermarket - how are you collecting it? Of the four key areas, customer service, strategy and business development, general management, and “How robust are your systems at finally marketing would all capturing data, and then converting it significantly gain from an into useful information?” increase in data translation and use. Sales have been known to increase as a result! One thing that will not change is the fact that the business need for data will continue to rise. More and more companies are looking to reap the “Customers already on the database benefits and though we are easier to sell to and less aren’t quite efficient in its expensive to satisfy” use, this will soon change over the next few years. If you do not have a system in place to collect and sort data efficiently then the decisions that you make will be best guesses. Please note: Personal data should be processed fairly and lawfully in accordance with The Data Protection Act 1998.

ABOUT MIKE Mike has spent most of his working life in retail, with the majority of his experience being with B&Q starting as a trainee, ending up as store manager of one or their largest branches in the country. Utilising his knowledge and passion for customers and customer care, Mike joined Simplyhealth to successfully develop a scalable retail format to compliment the business. In 2011, identifying an opportunity, Mike started his consultancy MG Retail Consulting Limited to continue develop exceptional customer experience in the health retail area. You can contact Mike by email mikeglynn@mgretailconsulting.co.uk

NEW ORDER NOW

Wet Weather Wear from Able2 E-mail: enquiries@able2.eu 44

April 2014

Tel: 01254 619000

www.able2.eu www.thiis.co.uk

E-mail: info@thiis.co.uk

Mobility For Life

Points of view Have we forgotten what Quality looks like? By Alastair Gibbs Admittedly I have been around in this industry for some time now, and maybe I am just getting more critical with age. But have we really forgotten how to make things properly? I can remember choosing products to sell based, not on price, but on how well they were made. The problem with most market places is the fact that everyone is worried they may lose business if they are not the cheapest. This culture is portrayed everywhere we look and is cultivated by use of the internet comparison sites and on line shops which are so easily accessible now. Manufacturers have this overwhelming desire to remove cost from their production techniques and products so that they can compete on this cut throat business. Often with a computer simulated guarantee that the new light weight plastic design will perform just as well as the old metal engineered solution. They can justify these cost removals based on expected lifetime usage, which apparently can now be as short as five years on some products. However, my point of view is perhaps no longer fashionable. Surely we should consider making products that really do have an amount of longevity built in again. It is no coincidence that retailer margins are often thought to be very generous, on paper. But consider this, if the products in general were more robust and to a certain degree ‘over engineered’ then retailers would not require such large margins in the first place because that margin is unlikely to be eroded on repeat calls for warranty work.

All too often I see component parts that fail because they are working to such a close margin of safety. It is therefore inevitable that failures will occur prematurely. As we see a bigger “I can remember choosing products shift to private purchases to sell based, not on price, but on of things like stairlifts, how well they were made” hoists and aids to daily living, because the Local Authorities and NHS can no longer afford to pay, then those individuals will surely make a choice to purchase the best they can afford and will be far more vocal about poor quality when it has been “All too often I see component parts paid for with their own that fail because they are working to money. such a close margin of safety” So in conclusion, come on manufacturers, give me a choice of ‘Good’, ‘Better’, ‘Best’, and you will probably find the ‘Best’ is the most chosen option.

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’.

CMY

Sunrise pick up another award Sunrise Medical has announced that the company has added another trophy to its cabinet, this time picking up an iF Product Design Award for the Quickie Helium. According to the company, the iF is one of the largest and most respected design centres in the world, with the iF logo being an acknowledged symbol of outstanding design the world over. International design experts whittled 4,615 entries down to 1,626 with the Quickie Helium one of the winning products. The original Quickie Helium was awarded the red dot award for product design in 2010. Find out more at www.ifdesign.de

April 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Website News Items Pilot programme increases own home independence An 18-month pilot programme that brought resources and counsellors to elderly Baltimore residents with dementia and other memory disorders significantly increased the length of time they lived successfully at home. The trial, known as Maximizing Independence (MIND) at Home, involved 303 people 70 years and older with memory disorders, primarily dementia and mild cognitive impairment. Johns Hopkins investigators say that those who got 18 months of care coordination with home visits were able to safely stay in their homes a median of 288 extra days, or around 9.5 months over a median follow-up period of about 2 years.

Reports suggests that physio support for complex need cases is threatened Physiotherapy treatment for patients with complex needs ranging from learning disabilities to longterm conditions like MS could be threatened by cuts to expert posts, the NHS is being warned. The Chartered Society of Physiotherapy (CSP) is concerned that a reduction

in the number of senior grade roles means the experience and knowledge of those clinicians will be lost to patients.

Tissue repair drug speeds diabetic foot ulcer healing Patients were twice as likely to have a diabetic foot ulcer heal within eight weeks when they were treated with a tissue repair drug versus a placebo, according to new research. Up to 85% of amputations can be avoided when ulcers are prevented from forming or are treated successfully, said one of the study’s authors.

£15 million contracts awarded by Home Care specialist A new 10 year contract sees Cirrus managing the supply, installation and maintenance of Housing 21’s warden call and door entry systems including a full new build programme, whilst CarelineUK will handle the emergency alarm monitoring for over 24,000 connections. Housing 21 is the UK’s largest non-profit care provider and a national leader in providing innovative, affordable housing for older people. The organisation builds new homes for older people to rent and buy, catering for a range of budgets and

preferences and provides around 120,000 hours of home care each week.

Stimulation glove improves sense of touch and motor skills Neuroscientists at the RuhrUniversität Bochum have developed a glove that uses weak electrical pulses to stimulate the nerve fibres that connect the hands with the brain. If applied regularly, that kind of passive stimulation results in an improvement of both tactile perception and motor function.

Mobile health platform developed for long-term conditions HMA Digital Marketing, the Centre for Assistive Technology and Connected Healthcare (CATCH) at the University of Sheffield, and Tunstall Healthcare are collaborating to develop ‘mHealth Assist’, a mobile health platform. mHealth Assist will support healthcare management and independent living for people with long-term conditions, providing personalised healthcare information and customised support.

See all the latest at

www.thiis.co.uk

April 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Taking you to the next level Supra (curved) • Supra Linea (straight) • Inclined Platform Lifts Versatility • Quality • Safety • Choice

To find out more about the Supra and Supra Linea inclined platform lifts, or to arrange a no obligation quote, call the UK team on 01642 853 671 Email – info@accessbdd.com Website – www.accessbdd.com Access Business Development Division (Access BDD) / A division of ThyssenKrupp Access Ltd. Unit E3, Eagle Court, De Havilland Avenue, Preston Farm Business Park, Stockton on Tees, TS18 3TB, England

Switch Sticks Owner looks for UK expansion Briggs Healthcare who acquired UK based Switch Sticks in 2012 is looking to expand its presence in the UK market. The company, established 65 years ago in the US, is a supplier to the pharmaceutical, senior care, home care and retail markets. Switch Sticks founder Vicky Mitchell has been appointed Senior Vice President of Marketing and is now leading efforts to establish a new brand, wholesale and retail websites as well as developing and acquiring new products. Based in Chicago Illinois the company sells through a range of retailers in the US, including Walmart, CVS Pharmacies, Walgreens, Target and Lowes as well as directly through its site and partners such as Amazon. Traditionally strong in the aids for daily living, diagnostics, soft goods and walking aid categories the company has several thousand product lines. Launching in spring this year are two new designs for the switch stick walking stick range as well as a new grabbing aid, the Griploc Sliding Reacher. The company maintains the reacher is the first of its kind to integrate its PowerSlide technology allowing the user to securely grasp a range of items, removing the need to squeeze the hand to grip. Launching in the US imminently, with dates for the UK to be confirmed is a new style Travel Pill Case, available in Brown Ostrich, Zebra, Black Leatherette, Red Crocodile and Leopard designs. A range of other new products will be announced through 2014. Vicky Mitchell told us: “It’s exciting times for Briggs as we look to develop a new brand, new products and website to build on our existing retail channels. We are already selling in the UK market, where switch sticks has been long established, but we want to do more here as well as in our traditional US home.” Briggs is actively looking for new products and partners to work with both in the UK and internationally and the company is exhibiting at Trade Days in October at the NEC. The company can be contacted on 08451 114 114. Vicky can be contacted at mitchell.vicky@briggscorp.com. The website is at www.switchsticks.co.uk

Making telecare mobile Doro’s says that its strategy for 2014 is to encourage more people to leave their homes by making telecare truly mobile. The supplier of easy-to-use mobile phones and assistive communication products has added a minimalist telecare enabled mobile phone to its range. The dual sim Doro Secure 580 enables the delivery of telecare services and telephony simultaneously. The device works on both GSM and 3G bands for improved network coverage. It also has a level of water resistance to give the product greater longevity. It has four buttons that can be preprogrammed – which provides for simple, direct one-touch dialing. The handset is also HD Voice certified and compatible with hearing aids to provide greater security and vital communication to vulnerable users. Doro has created an extensive portfolio of mobile phones, which have been specially designed to be easy-to-use for the senior audience. The company says that seniors are more likely to engage with telecare services and connected objects if delivered through an existing device they are confident with. The website for the company is at www.doro.co.uk

Liftseat for UK market LiftSeat Home smoothly lowers the user from a standing position and raises them back up from a sitting position so that they can safely use the toilet on their own. The safe working load is 23st or 32st for the Home PLUS version with no installation or assembly required. Call 0800 043 9358 or visit the website at www.liftseat. co.uk

The Griploc Sliding Reacher is one of the products being launched

April 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Designed for client comfort, versatility and performance, Sidhil’s latest Solite UK bed is the highest specification product in its class. Designed and made in the UK. Solite UK 4 on transport stand

Made in the UK for the health of the nation

Nationwide Service Centres Service • Maintenance • Rental • Product Servicing - All Makes / Decontamination / Spares • Short term rental solutions available as an alternative to outright purchase

• Glasgow • Halifax • Warrington • Kettering • Sutton • N. Ireland

Contact our sales team for details: t: 01422 233 000 / e: sales@sidhil.com

New collaboration for Tunstall Healthcare According to Tunstall Healthcare, a new collaboration will enable the company to extend its provision of technology enabled care services. Qualcomm Life, Inc., a subsidiary of Qualcomm Incorporated and Tunstall announced the collaboration to facilitate the cost effective global deployment of Tunstall’s care provisions leveraging Qualcomm Life’s 2net Platform. The 2net Platform is a cloud-based, deviceagnostic and interoperable system that enables end-to-end connectivity with an expansive variety of medical devices and applications, allowing users and their clinicians or caregivers to easily access biometric data. It makes it easier for customers to liberate data from a patient’s medical device through what is described as ‘seamless data acquisition and transmission’ to the manufacturer’s interface of choice. Near real-time data can be accessed by patients and clinicians. Tunstall joins what is a large network of organisations as a Qualcomm Life Ecosystem member. As a member, Tunstall will add the 2net Hub and mobile applications to its product portfolio, in addition to integrating 2net into Tunstall’s existing telehealth systems. Rick Valencia, senior vice president and general manager of Qualcomm Life said, “We

value the opportunity to work with Tunstall, because they bring a world-renowned reputation, industry experience and proven results in scalability. As health care monitoring shifts from acute-care settings to less-costly settings, like the patient’s home, our 2net Platform is bridging the technology gap. 2net is one of the only services on the market that combines “As health care monitoring shifts a well-established, from acute-care settings to lessagnostic ecosystem of costly settings, like the patient’s service providers and home, our 2net Platform is bridging manufacturers, with a the technology gap” business model that supports scalability.” Steve Sadler, CTO, Tunstall commented, “Our collaboration with Qualcomm Life marks an important step in the development of our Bespoke care services, as we move towards an increasingly open-standard model of care provision. By joining the Qualcomm Life Ecosystem and integrating with the 2net Platform, we’re able to provide our customers with access to a single source of information.” The website for Tunstall is at www.tunstall.com

Updated Stairlift Guide Handicare has announced the release of its updated Stairlift guide. In addition to detailing its standard stairlift range, the comprehensive A4 brochure takes customers on a step by step journey of what to look for, and think about, when choosing the stairlift solution that is right for them. The guide continues to be complimented by smaller A5 product specific leaflets which contain a higher level of technical and dimension data. To request copies of the new guide or A5 leaflets Handicare Partners should simply email marketing@ handicare. co.uk stating which materials are required and confirming the name and address that you would like them delivered to.

April 2014

Unusual new product from Classic Canes Classic Canes has introduced a new product that the company says is an unusual beech derby cane of exceptional quality. The sides of the supportive derby handle are textured with a non-slip honeycomb pattern, created with the use of a laser. The cane is suitable for everyday use as well as smart occasions. The overall height of the cane is 95cm and it is fitted with a discreet non-slip rubber ferrule. Suggested retail price is £42.00. This beech derby is one of 50 new products launched by Classic Canes this spring. The product reference number is 3239 For further details please telephone 01460 75686 or visit the website at www.classiccanes.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

Special offer

Stella/160 stand aid Due to a cancelled export order we have the Stella Stand Aid at this unrepeatable price, plus you get a medium standing sling worth £150 FREE! (while stocks last)

SRP £1850 Offer price:

£995

+ FREE sling

Product highlights

• Compact. Small turning radius. • Detachable footplate. Cut away for easy toilet access. • Height, depth and angle adjustable knee pad support. • Tiltable, padded knee support, height and depth adjustable. • Charging through the hand control and wall/ table charger. • Electrical leg spreading as standard. • Emergency lowering function on the lifting actuator. • Mechanical emergency lowering. • Accessories include removable battery and charger for off board charging.

Ergolet • The Courtyard • Wellington Road North • Stockport • Cheshire SK4 1HT • Tel: 0161 477 7900 • e-mail: info@ergolet.co.uk • www.ergolet.com

Literature Rack Here are some of the new literature options available. To see the latest literature, go to the Literature Rack on the THIIS website at www.thiis.co.uk New Care Bed and Pressure Area Care brochure Invacare has a new resource for retailers. The handy fold-out brochure gives an overview of Invacare’s bed and PAC products making it an ideal reference tool for equipment purchasers and Occupational Therapists. It also includes a space for retailer details. For further information or a copy of the brochure, please contact your local Invacare Business Development Manager. Alternatively, please call Customer Services on 01656 776222 or email ordersuk@invacare.com and quote part number 1568402 New Minimo mobility scooter literature This two-page information card from TGA details all the key features and benefits of the new, foldable ‘car boot’ Minimo. For your free retailer copies, contact TGA on: Tel: 01787 882244 Email: info@tgamobility.co.uk Web: www.tgamobility.co.uk New Wheelchair Powerpack literature This four-page A5 brochure details all the key features and benefits of the latest version of TGA’s market leading Wheelchair Powerpack. For your free retailer copies, contact TGA on: Tel: 01787 882244 Email: info@tgamobility.co.uk Web: www. tgamobility.co.uk

New Bed Range Leaflet from Drive Medical This new 6 page roll-fold leaflet is now available and it displays Drive’s comprehensive range of Beds and Mattresses. For a copy, call 0844 855 4402. Invacare Birdie hoist leaflet With maximum space for the user, both the Invacare Birdie and the Birdie Compact offer a truly comfortable lift and transfer to or from beds, chairs or even the floor. The website is at www. invacare.co.uk New King Cobra Scooter Leaflet from Drive Medical This new A4 leaflet helps to support the launch of the new King Cobra Scooter.For a copy, call 0844 855 4402. New Scout Scooter Leaflet from Drive Medical This new A4 leaflet helps to support the launch of the new Scout Scooter, available in 3 wheel or 4 wheel versions with 12 amp or 20 amp batteries. For a copy, call 0844 855 4402. New Denver Rise Recliner Leaflet from Drive Medical This new A4 leaflet helps to support the launch of the new Denver Riser Recliner chair. For a copy, call 0844 855 4402.

New chair added to Express Delivery option CareFlex is offering an extended Express Chair service to include the HydroFlex, giving what the company says is a greater choice when a specialist chair is needed quickly. According to the company, CareFlex Express Chairs are built to suit a wide range of requirements and are always in stock and ready for delivery. CareFlex Express Chairs are supplied within just 5 working days from receipt of order. The company says that the service offers the ideal solution for those who urgently need a specialist seating chair and can also help to enable quicker discharge from hospital when patients are waiting for a chair.

April 2014

Call 0800 018 6440 or visit the CareFlex website at www.careflex.co.uk.

www.thiis.co.uk

E-mail: info@thiis.co.uk

The Perfect Package Deal From Handicare

Travel Track: compact construction with integral carry case Handicare’s Travel Track portable gantry system can be easily packed away into its robust integral carry case. This non intrusive gantry does not require any fixing which makes it a great solution for those with short term lifting requirements.

RisePorto: strong yet lightweight Handicare’s RisePorto is one of the smallest and lightest portable hoists available (5.8kgs) yet it provides safe and secure lifting for clients up to 205kgs and is compatible with all rail systems.

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The Travel Track portable gantry and RisePorto portable hoist cassette are now available as a package from Handicare. These products provide a portable, easily removable solution for those who need an assisted lift in the home or when they are travelling.

25 years marked with give-away campaign Dolphin Mobility, celebrated 25 years of trading in 2013 and to mark the occasion, Dolphin branches around the country donated products and services to deserving causes in their local areas. Newport-based Dolphin Stairlifts South Wales saw a double celebration with its 15th anniversary falling in the same year. The team decided to approach Age Cymru Gwent which resulted in a donation to a 92 year old lady and the installation enabled her to return home from hospital. At Dolphin Lifts Kent, the company donated £1,000 to the Demelza Hospice in Sittingbourne, to mark the milestone. This however was not just a one-off donation, but has become an annual one, since Demelza needs to raise over £10,000 each day just to keep its Kent and Eltham hospices running. The Poole and Chobham branches loaned a brand new i-swim pool lift to marine veteran James Daly, to help him organise and take part in a Disability Swimming Teachers Course at Bournemouth Collegiate School. James said: “We needed to get the volunteer pupils, who are ex-

service men or women with a physical disability, in and out of the pool safely. Without the generosity of Craig and the team at Dolphin, the course would not have taken place.” A severely disabled boy from Middlesborough was also given a new lease of life thanks to the donation of a stairlift from Dolphin Stairlifts North East. The boy, who has the degenerative and lifethreatening condition Hurler’s Syndrome, lost mobility following reconstructive surgery and was refused a stairlift by his local authority. He was, instead, advised to sleep downstairs. The website is at www.dolphinlifts.co.uk

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The new B400 is small, versatile and ideal for everyday use, whether in the home, visiting the shops or socialising with friends. The compact design of the B400 allows easy negotiation of doorways and narrow hallways, while its low seat to floor height enables the user to access tables and workstations without any problems. The new B400 is equipped with suspension, providing additional comfort required for longer journeys.

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Optimised frame shape Splash guards Drive wheel suspension Power back angle adjustment, 30° Puncture proof tyres Attendant control Electrically elevating footrests Caster swivel lock 50Ah (C5) AGM batteries

The Oxygen market – future opportunities for retail? What do you know about the oxygen marketplace? Maybe, like me, you know very little. But it’s a sector that is growing and it’s very definitely part of the ‘homecare’ marketplace. There are also opportunities for retailers too as we learnt when we talked to someone who has been involved for many years… If you walked into the USA Medtrade exhibition 20 years ago, one of the things that would have struck you would have been the number of oxygen cylinders on display on stands. The oxygen market was big over there back then and it’s grown since. There are huge pressures on that market sector in the USA due to the ‘Competitive Bidding’ programme, as the government attempts to cut costs, but the fact remains that millions of Americans are using oxygen as part of their daily lives. One of the company’s at the forefront of the USA oxygen marketplace is Invacare. You only have to go onto the company’s US oxygen therapy consumer web site to see just how big a business it is over there (the website address is at the end of the article). In the UK it isn’t that prominent, but there is a marketplace. We talked to Huw Roderick, who heads up the Invacare oxygen business in the UK, to find out more about the marketplace, how it works and what it might look like in the future. It’s a business that has gone from nothing to some millions in just a few years. “The home oxygen market in the UK is about delivering oxygen to patients at home who are treated by Healthcare Professionals in the home environment” Huw explained. “70% of them are COPD patients (Chronic obstructive pulmonary disease). The numbers involved and the growth rate of COPD around the world is huge and it’s considered to be the second biggest disability in the USA. The equipment that we produce supports these patients in the home environment so everything is designed to make it very simple to use.” Huw explained more about some of the products that are used. “There is static oxygen which is produced from oxygen concentrators which are plugged into the mains of the home. The patient can sit or walk about the house connected to the concentrator and they are given a prescription based on number of hours per day as well as litres of oxygen per minute. Many of these patients also sleep during the night on oxygen.” “The second form of oxygen” he added, “is ambulatory oxygen. This is where the patient has to use oxygen to support their condition outside the home. The old fashioned way is gas cylinders or liquid oxygen from the gas companies. The more modern way is with equipment such as portable oxygen concentrators, transportable oxygen concentrators or devices such as home filling or (trans-filling) as it is sometimes called, where the patient can use their static oxygen concentrator to fill gas cylinders in the home

April 2014

Huw Roderick heads up the Invacare oxygen business in the UK

environment. That is what Invacare has developed in the USA and is currently developing in the UK.’’ So, where does Invacare sit in terms of the vast market in the USA? “In the USA” Huw told “Millions of Americans are using us, “Invacare is considered oxygen as part of their daily lives” to be the leader with the largest market share in terms of oxygen concentrators. In the home filling sector, we dominate the marketplace because we were there many years ahead of anybody else. On portable oxygen concentrators, which are the future; individual concentrators for individual patients, there are a host of portables emerging in the USA. Small independent companies have started up and are producing compact portable concentrators.” Returning to the “The growth rate of COPD around the UK marketplace, Huw world is huge and it’s considered to explained the procedure be the second biggest disability in the that someone would go USA” through to start to use an oxygen delivery product. “It has changed a bit in the last few years, but the process is relatively simple. A patient that is diagnosed with a respiratory disease attends an appointment at their local oxygen assessment clinic. These clinics vary in their quality and ability to diagnose at the moment because they are fairly new functions within the NHS. A respiratory nurse assesses the oxygen the patient requires at rest Invacare Homefill II and while exercising and will then give the patient showing a cylinder being a prescription. That prescription is then sent to the filled for ambulatory use oxygen provider for that particular region. There are eleven different regions in England and Wales and a provider is then allocated via a contract through the Department of Health to provide oxygen to that patient in their home.” According to Huw, the provision is currently pretty much dominated by gas companies. “That is also a pan European situation.” He told us. “Equipment that Invacare and other medical device manufacturers produce is game changing technology” Huw added. “The traditional delivery model involves producing liquid oxygen, putting gas into cylinders, transporting and delivering cylinders. Oxygen concentrator technology, which as discussed earlier is really taking off in the US has allowed healthcare companies to come into the marketplace and lower the price of the service considerably, because it is essentially a non-delivery model.” He explained further: “The government in America has forced the re-imbursement down and has allowed market entrants with new

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technologies that reduce cost. In Europe it’s a completely different ball game where there is still a reliance on a delivery model.” Has the pressure on costs driven some of the development of more innovative ways to deliver the oxygen? “It is a combination effect. It wasn’t a chicken and egg situation. There were innovations out there that were coming onto the marketplace, but then about 7- 8 years ago the American government started to look at costs seriously. There’s been a gradual decline in reimbursement for oxygen in the USA. There are about 1.7 million patients on long term oxygen therapy in America and it was a huge drain on budgets.” Huw says that around 10% to 15% of all COPD patients world-wide are on oxygen. “The figure of COPD patients coming into the system has been increasing and will increase for some time. There is a tendency for COPD patients to be prescribed oxygen towards the end of their life expectancy.” As you might expect, in the UK, the demand for oxygen is being driven by the high levels of smoking. “The growth is linked to the demographics of smokers really” Huw suggests. “If you smoke for 30 or more years then it’s possible that your lungs are going to have a problem. If you look at the demographics for COPD patients, the age group is 60+ but more and more people are being diagnosed at a younger age. According to UK government figures, the amount of people diagnosed with COPD is the tip of the iceberg compared to people who actually have the disease.” Huw says that the UK marketplace is somewhat behind the more established USA model. “In terms of re-imbursement and the technology used, I would say that the UK marketplace is about 4-5 years behind, this is mainly due to this reliance on a costly delivery model. If we lobby in the right way then that will change over time.” Huw told us how he and the company are using studies to get their message across. “I’ve been producing a number of clinical studies and the trick is to be able to show that the new technology and a different way of doing things will have a positive outcome on both patient outcomes and budgets.” He sees the marketplace changing in the future, with more companies getting involved and says that there are signs already that it is happening. “What the Department of Health and the NHS need right now, is more competition and that is very difficult in terms of how the marketplace currently works. There are private companies coming into this arena though. For example Virgin Care is coming into COPD management and pulmonary rehab management. If that happens, then there it is a logical step for some of these healthcare companies to step into the delivery of oxygen as well.” For Invacare, it is clearly a focus. “It’s a developing part of the business” Huw said. “We already have footholds in all of the contract areas. We’ve done a huge amount of work in Scotland and have changed the model; it is now very different. The Scottish government have seen it and understood it and we’ve worked closely with both

April 2014

As systems develop,

more people are able to NHS National Services Scotland (NHSNSS) and manage their conditions the contractor, Dolby Vivasol to change the model.” and live an active life Having to ‘change a model’ in order that you can then start to develop a business is a time consuming and expensive thing to have to do as Huw acknowledges. “Our Managing Director has been very patient because we have been dealing with a complex and fragmented NHS. But, we managed to get a change. The people who have led it from the NHS and fought for it have forced it through and when we finish the roll out of homefill in Scotland we should see a £2 million saving on the pharmacy oxygen budget.” Huw and the team won an award for collaboration with the NHS and developing the Homefill project in Scotland. “It was a successful three- way relationship where we linked a manufacturer to a contractor and to the Scottish NHS and brought “Equipment that Invacare and other new technology to the marketplace, developing a medical device manufacturers new model based on that produce is game changing technology.” technology” The question that retailers may well be asking themselves, is whether there is any place in this particular marketplace for them? Are these products likely to ever be something that you would see in the retail environment in a major way? “I think that there will be an opportunity for retailers” Huw believes. “There are a small number of retailers who have been dealing with these products for some time. They are all specialists at the present time. However, the reason portables “Oxygen concentrator technology is and transportables were really taking off in the US has allowed invented in America was healthcare companies to come into to allow people to fly, the marketplace” because oxygen cylinders are difficult to get on board and the airlines can charge a fortune. The way that they have developed and the durability of the battery life is allowing people to live a relatively normal lifestyle while being attached to a small oxygen concentrator and that is the way the industry will go.” “We are looking at lighter, longer lasting, small oxygen concentrators as the way forward” Huw beleives. “The main stumbling block at the moment is the durability of the batteries. Anyone knows the issues with batteries in laptops and mobile phones after a while and we have the same issues with lithium batteries in portable and transportable concentrators. If we are able

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to get the weight of the batteries down it would allow more patients to use them. We are getting the weights down to around 2.9 - 2.7kg at the moment but, really, that is still quite a weight for small elderly COPD patients. As the products become lighter and smaller, then the marketplace will grow for retailers to sell them to their customers who want to travel abroad or get out and about.” He added: “The reason the portables and transportables were in the last NHS contract is due to the amount of the private sales there have been. The internet has also opened up the market to UK and European customers who are buying the device from American websites as well as buying them in the UK. The Department of Health has seen that and have responded. Some people would like them to be considered a niche product, but really they are a mass market device. We are currently working on an updated XPO2 portable oxygen concentrator that we will launch later this year” In the future Huw sees the marketplace opening up further. “I expect the marketplace being opened after the advantages of the new technology and delivery methods are proven further. Patients will probably still have static oxygen in their home environment but will also have an ambulatory device which is tailored to suit them. In a few years’ time I can see oxygen monitors which are positioned on the patient’s

ear or finger being programmed back through blue tooth technology, with a device on the hip which will then deliver the amount of oxygen they need at any point in time. Compliance data may also be fed through via Tele-Health to confirm that the patient is using it efficiently and that the oxygen purity is at the right levels. We’ll see more interactive equipment which will allow the NHS to pay for what they are using and generate the “We’ve done a huge amount of work compliance data.” in Scotland and have changed the Huw actually describes model” himself as a ‘gamekeeper turned poacher’. “I worked for 20 years for The BOC Group before I joined Invacare, so I have a gas company background. I was export sales manager for four years for BOC on all sorts of devices and I joined Invacare six and a half years ago to develop the oxygen business.” In 2012 Invacare won the MediWales award for ‘Outstanding Achievement in Healthcare’ for developing a business that has gone from nothing to $5.7 million. If you are interesting in the marketplace and the opportunities, you can find more information on Invacare’s USA oxygen business at www. domorewithoxygen.com/products. Invacare UK also produces an Oxygen Therapy Newsletter, if you wish to sign up e-mail thinkindependence@invacare.com

AN EVENT FOR OTs…

THAT DELIVERS THE OT SHOw RETuRNS TO THE NEc, BIRmINgHAm ON THE 26TH & 27TH NOVEmBER 2014 75% of the audience have advisory influence in purchasing products and services 57.3% of visitors have either already placed an order or plan to place an order in the next 12 months.

VITAL STATS

26th and 27th November 2014 NEC Birmingham

“Very good show for us lots of OTs and we have been very busy. We have launched a new product here at the show and it has been great for that. We have booked already for next year because it has been so brilliant.” Les Jones, careflex “A very interesting show with high calibre delegates. Over 50% of the people we have spoken to have been senior level OTs.” caroline milne, Pivotell

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New technology key to growth for seating specialist This September sees Consolor reach its 8th birthday. Simon Keeling and Kieran Cheer set up the business together and have seen the company grow steadily over that time. Simon gave us an update including details of a move into new technology which he believes will drive future growth for the seating specialists. “The fact that we have our 8th anniversary coming up has left Kieran and myself scratching our heads as to where all the time has gone” Simon told us. We featured the company a couple of years ago now, when Simon and Kieran reflected on the challenges that the company had faced as a start-up venture and how the pair had worked hard to start and develop the business. “It’s fair to say” Simon suggested, “that several years further on, it doesn’t get any easier.” As Simon acknowledges though, he is making that comment a little tongue-in-cheek. “We are now very lucky to have a great team of employees to support the company and enable it to continue its organic growth, whilst squaring up to new and exciting opportunities. We have several new faces occupying key roles, which is something that you just cannot afford to do when you are a new venture.” He explained: “A vital part of our expansion was to increase our product range with new and innovative products that would enhance the options for the end user. It is relatively easy to secure distribution agreements from Europe, but as our main customer has been the NHS, the pricing of any product has been the key to success or failure.” When we last talked to Simon, he told us how a trip to Rehacare in Düsseldorf had delivered a new relationship that would find the company assuming sole distribution rights to a range of back and cushion supports known as the Matrx Seating Series. “The backrest market is very competitive and price focused” Simon said, “so we had to invest heavily in marketing and personnel to even get to the consideration of the decision makers. The

April 2014

Matrx products are great solutions, which we still use within our clinics today, but changes to the distribution agreements of goods into Europe from Canada meant that we reduced our focus whilst we worked alongside other UK dealers.” A change to a distribution agreement provided the company with another option to expand the range as Simon explained. “Another opportunity came our way when a Swedish company called Anatomic Sitt decided to end its working relationship with a supplier in Scotland for its range of “We have several new faces seating products. We were occupying key roles, which is approached, along with something that you just cannot afford several other companies, to do when you are a new venture” to register our interest as their new distributor for the UK market and after several meetings we were delighted to be chosen as that company.” About the product range, he told us: “The Anatomic Sitt range of products dovetails very well with the services and products we currently offer, with solutions ranging from Aids to Daily Living, through to car seats and Dynamic Seating Systems. The process of developing and “It became clear that we needed to establishing a new brand embrace technology to overcome of products into existing the obstacles historically associated cultures of thinking is within this area of production” difficult and takes time, so we are delighted to be working with a manufacturer that fully respects and understands these factors.” As the range and the sales have grown, so has the need for more space. “Our company soon The company believe that outgrew its original premises so we had to add the investment in people, two additional units to manage the extra space premises and technology required. Even with three units we still had neither will place the company is an excellent position going forward

www.thiis.co.uk

E-mail: info@thiis.co.uk

BLAZER POWERCHAIR

S T Y L E I N N O VAT I O N C H O I C E The Blazer is a compact indoor/outdoor powerchair which can be adjusted to suit the userâ&#x20AC;&#x2122;s needs. The narrow 60cm width and 100cm length make the Blazer an ideal option for confined spaces. It is also is great for outdoor use with large front castors and rear wheel suspension. There are two speed options 4mph or 6mph with the option of larger batteries for increased range.

a Narrow Base only 60cm a Available in 4mph or 6mph a Crash Tested a Available on Motability a Up to 60Amp Batteries a Optional Attendant Control a Optional Lighting a Optional Tilt-in-space For further details please call 0845 630 3436 or visit www.karmamobility.co.uk.

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

A scanned 3D model is emailed directly to the robot, reducing the time before work begins

the space to be both efficient, as one of the units was a short distance away from the other two, nor the ability to develop and grow the business further. Now with twice the amount of personnel since we were last featured in the magazine and with new projects underway, we needed to make the big decision that will ultimately shape the company’s future…larger premises. After countless hours of searching we finally made the decision to purchase new premises that will give us over twice the space we already have.” That wasn’t the only big decision though as Simon went on to say: “Our second big decision revolved around the processes we were using in the production of our custom contoured seating solutions. As the business continued to grow it became clear that we needed to embrace technology to overcome the obstacles historically associated within this area of production.” He added: “Traditionally plaster bandage would be draped over a vacuum formed casting bag that had been moulded around a clients preferred posture, to form a plaster cast negative. This plaster cast would then be transported to the factory, which itself is not as straight forward as it might sound due to the distances involved, along with the fragile nature of the cast itself. We also needed to review the manufacturing process to help facilitate expansion, as our previous semiautomated approach had limitations.” “After 14 months of development we believe we have something very, very special” Simon told us. “Using the latest state of the art 3D scanners we are able to rapidly capture the client’s data either from the vacuum formed moulding bag, or directly from the client. The increased speed and accuracy of using 3D laser scanners is augmented by the utilisation of an advanced

April 2014

robotic arm which carves the seats.” “The introduction of digital technology into this area of provision and manufacture is fairly new” Simon suggested, “with a few variations available from suppliers. We had already convinced ourselves that we wanted to develop a bespoke solution, as the turnkey solutions available on the market each had elements that we wanted to avoid. “We had already convinced ourselves Our previous process that we wanted to develop a bespoke utilised a 3 axis carver solution” which reflects the norm within available ‘Cartesian’ carving machines, but we wanted to develop this further and utilise a full 7 axis of movement confirming that we would need to be looking at purchasing a robot.” According to Simon, the scanned 3D model is emailed directly to the robot, reducing the time before work begins on making a seat and eliminating the risk of a cast being deformed in transit. “The resultant carved seat is infinitely repeatable” he says, “and the shape can “The introduction of digital even be adjusted using technology into this area of provision sophisticated customand manufacture is fairly new” designed CADCAM software. This new technology will transform supply and facilitate both growth and an opportunity to work with new partners from NHS trusts to dealers, without the need of any significant capital investment.” Simon believes that the investment in people, premises and technology will place the company is an The company is also excellent position going investing in marketing to forward. “Currently we promote the products are providing Special Seating Clinics to a significant number of NHS wheelchair services throughout the UK, in addition to an ever growing number of private patients and we hope our investment will mark the start of some exciting times.” Consolor can be contacted on 01202 827650. The website is at www.consolor.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

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Recruitment

www.thiis.co.uk

Stairlifts, Moving & Handling and Lifting Equipment Sales Representative – South East The Relevant person will need to be competent and experienced in techniques and methods required for moving handing and lifting of patients. utilising mechanical and electro mechanical equipment you will have the confidence, knowledge and ability to market and promote the products, services and the company with nursing and care homes, NHS and private sector. You will need to have a proven track record in moving handling and lifting equipment sales in private and public sector with established reputation and contacts. A professional, well presentable, organised and self motivated team player is required. Must be able to communicate effectively at all levels in all situations with a flexible can do attitude with a desire to meeting targets or above. Your role will be to actively promote market and demonstrate the products available to expand the client base through new contacts and to develop relationship with existing customers. Remuneration will be discussed during interview plus excellent commission structure with a fully expensed company car and mobile phone. For further information please contact us on 0208 577 2789 Please send your covering letter and CV to irfan@mobilityadvisors.co.uk

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...

NEW OPPORTUNITY MANUFACTURER LOOKING FOR RETAILERS

Horizon Mobility, manufacturer of Heavy Duty and Off Road Mobility Scooters, but equally at home in the High Street jungles

NEW OPPORTUNITY Local areas, first retailer in an area will have exclusivity

NEW PRODUCTS Currently the available models are the Saxon, Aztec and Mayan AC. The Mayan AC is the world’s most powerful mobility scooter and the first one powered by a 3 phase induction AC motor. The Mayan AC also has a maximum user weight of 65 stone.

EXCELLENT MARGIN With exclusive areas and lack of Internet discounting as each scooter is individually built for the customer, margins are maintained.

CALL 01242 223000 or visit www.horizonmobility.com Horizon Mobility Ltd, 10 Neptune Business Centre, Tewkesbury Road, Cheltenham. GL52 9FB

Are you getting the weekly Trade Round-Up? Each week we send an email Round-Up of the latest trade news to 1000’s of THIIS readers. If you aren’t getting that and you would like to stay up to date, simply visit the THIIS website and select the ‘Register for the latest trade news’ option on the home page. It takes just seconds to sign up.

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Training Diary 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. APRIL 2014 Invacare Ltd – Invacare Manual Wheelchairs – Tuesday 15th April - FOC to Invacare Ltd account holders Invacare Ltd – Scooter Servicing and Maintenance – Wednesday 16th April - FOC to Invacare Ltd account holders Global Training by Silvalea – In-Situ Sling Solutions. 16th April. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 17th April. Interactive Online Training. FOC. Sunrise Medical - Seating & Positioning for Function & Mobility (for clinicians) (CSEA) Tuesday 22nd April – FOC to Sunrise Medical account holders. Sunrise Medical - The JAY Portfolio - a Clinical Perspective (CJAY) - Wednesday 23rd April - FOC to Sunrise Medical account holders. Invacare Ltd - Servicing and Maintenance of Mattress Pumps – Thursday 24th April - FOC to Invacare Ltd account holders Invacare Ltd – Pressure & Posture in Wheelchair Seating – Tuesday 29th April - FOC to Invacare Ltd account holders MAY 2014 Global Training by Silvalea – Complex Sling Solutions 2. 6th May. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 7th May. Interactive Online Training. FOC. Invacare Ltd – Servicing and Maintenance of Patient Lifters – 8th May - FOC to Invacare Ltd account holders Sunrise Medical - Power Mobility: Matching Technology to Need (CPOW) – May 13th – FOC to Sunrise Medical account holders Sunrise Medical – Power Wheelchair Assessment (CPDE) - May 13th – FOC to Sunrise Medical account holders Invacare Ltd – Ambulatory Oxygen for COPD Patients – Tuesday 13th May - FOC to Invacare Ltd account holders Invacare Ltd – Fault Finding on Power Chairs – Wednesday 14th May - FOC to Invacare Ltd account holders Invacare Ltd – Power Chair Controls – Tuesday 15th May - FOC to Invacare Ltd account holders Global Training by Silvalea – Introduction to Slings. 20th May. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1. 21st May. Interactive Online Training. FOC. Invacare Ltd - Robin Overhead Hoists – Wednesday 21st May - FOC to Invacare Ltd account holders Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – May 21st-22nd – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Sunrise Medical – Powerchair Control Systems and Programming (TPSM5) - Wednesday 21st May (Day 1) - FOC to Sunrise Medical account holders

Electric Mobility – Servicing/maintenance & fault finding for Rascal Mobility products. 21 May. Ilminster. FOC including lunch. Sunrise Medical - Powerchair Control Systems and Programming (TPSM5) – Thursday 22nd May (Day 2) - FOC to Sunrise Medical account holders Invacare Ltd - Community Bed Maintenance and Servicing – Thursday 29th May - FOC to Invacare Ltd account holders JUNE 2014 BHTA - BTEC in Stoma & Continence Customer Support, June 3-4 Sutton Coldfield, Member fee £345+VAT, non-member fee £445+VAT, Edexcel fee £110+VAT (two day course ) Invacare Ltd – Alber Overview – Tuesday 3rd June - FOC to Invacare Ltd account holders Global Training by Silvalea – Amputee Sling Solutions. 11th June. Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions. 12th June. Interactive Online Training. FOC. Sunrise Medical - Powerchair Control Systems and Programming - Practical Training (TPSM5/P) Tuesday 17th June. FOC to Sunrise Medical account holders Global Training by Silvalea – In-Situ Sling Solutions. 18th June. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – June 18th-19th – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Global Training by Silvalea – Sizing & Measuring Slings. 19th June. Interactive Online Training. FOC Invacare Ltd – Impetus – Wednesday 25th June and Thursday 26th June - £149 + VAT JULY 2014 Global Training by Silvalea – Complex Sling Solutions 2. 9th July. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 10th July. Interactive Online Training. FOC. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 02 July. Ilminster. FOC including lunch. Pride - Quantum Rehab powerchair training programme Thursday 10th July - A deposit is required for each delegate which will be returned once the course has been attended. AUGUST 2014 Global Training by Silvalea – Manual Handling Products. 12th Aug. Interactive Online Training. FOC. Global Training by Silvalea – Manual Handling Products. 13th Aug. Interactive Online Training. FOC. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 20 August. Ilminster. FOC including lunch.

CONTACTS FOR BOOKINGS

www.thiis.co.uk Follow us on Twitter @thiiscouk

BHTA - Call 0207 702 2141 or email nigel.woods@bhta.com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@sunmed.co.uk,

or visit www.SunriseMedical. co.uk/STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@silvaleaglobaltraining.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 258118 or email sharon.newton@ electricmobility.co.uk

You don’t need a castle, to use this little wonder...

Introducing the Travelux Quest mid-wheel compact power mobility. The all new Quest Mid-Wheel offers more than excellent maneuverability in and around the house; due to the mid wheel position it rotates 180 degrees around it’s center point. The all new independent swivel frame construction, offers a smooth dynamic ride. The Quest Mid-Wheel can be transported around and fits into most vehicles. Easily disassembled, durable and robust. This multi use power chair, standard fitted with a 2 x 18Ah/12V) power pack, offers substantial power which allow use of the Quest for many hours in the house without re-charging.

Van Os Medical UK Ltd Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire

To organise a demonstration today please call our product specialist team at: 01977 681400 LS25 6PJ T: 01977 681400 E: sales@vanosmedical.com www.vanosmedical.com

EXCEL® is a registered trademark of VAN OS MEDICAL B.V. TRAVELUX® is a registered trademark of VAN OS MEDICAL B.V. Minifigures are trademarks of the LEGO Group. ©2013 The LEGO Group. We are not affiliated with the LEGO group, directly or indirectly.

respond to change As the mobility scooter market rapidly evolves, you need products that continue to pioneer both in terms of profitability and popularity. the new, compact 6mph Vita Lite with revolutionary independent suspension delivers just that. Meeting the growing trend towards smaller models, the cutting edge Vita Lite delivers levels of stability, safety, comfort and technology that surpass anything else seen before. drive your business forward with confidence, call tga.

Highly compact chassis • Independent, active front suspension • Up to 135kg (300lbs) user capacity • 2 X 36Ah batteries, S-drive controller • 6mph top speed, up to 15.5miles range • Cutting-edge Vita styling • High visibility, low energy LED lights • Orthopaedic adjustable seat • Striking metallic red •

01787 882244

sales@tgamobility.co.uk

www.tgamobility.co.uk Team of the Year

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

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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.