THIIS Trade Magazine - December 14 by THIIS

Issue 195 • December 2014

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Retailer attracts full house for training day RETAILER NEWS

HOW TO DEVELOP A RETAIL BUSINESS

STOCKSHOP OFFERS

£2000 OF MARKETING ADVICE ON OFFER

JOBS ON OFFER LATEST PRODUCTS

making life better by design the NEW rise and recline range by accentu8 designed by angela gidden MBE

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…from the editor

“Don’t get seduced by pretty pictures and models on the front of packages”

34 In this month’s issue we have a variety of articles that point retailers in the direction of building sales. We have details of the Yorkshire Care Equipment training day that attracted 200 professionals. That’s a lot of ‘bums on seats’, especially as every single one of them could be referring customers to the company in the future. It was a real success and something other retailers are sure to be thinking about in the coming months. Another success this year was Trade Days and it will be interesting to see how the show develops in 2015. In this issue we have details of more of the seminars that took place at the launch show. There are also special trade offers, details of the latest products on the market, a look at a company aiming to build a retailer network and much more. It’s been another interesting year in the marketplace and the speed of change is getting faster and faster. Once again over the past 12 months our sector has developed significantly and it’s not likely to slow down much in 2015. That’s got to be good news for businesses looking to grow. Finally, many thanks to all the companies that have supported the magazine in 2014. I hope it’s been a good year for you and that 2015 will be an even better one.

“It will help us to grow if we see the products becoming a lot more mainstream and a lot more user friendly”

“Most suppliers and manufacturers are totally out of touch with what consumers really think”

“It’s the people in the business who make the difference”

On the front... Which retailer has over 200 new professional ‘fans’? See page 4.

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

You can find THIIS on Twitter at: wwwthiiscouk

www.thiis.co.uk 3

BIGGER AND BETTER – FULL HOUSE FOR RETAILER’S TRAINING DAY

A full house as 200 professionals settle down for a days training

A few weeks ago we carried the news that retailer Yorkshire Care Equipment was holding its second annual training event. Free of charge for OTs, Physio’s, Moving & Handling Advisors and Case Managers and held at Wetherby Racecourse, 200 professionals turned up, making it the biggest conference the company had ever organised. Tom Hulbert, CEO of Yorkshire Care Equipment told us: “Following on from the success of last year, we were amazed at the enthusiasm in the booking process. Not only was this our biggest ever event, but having spoken to a number of people throughout the country in the industry, we’ve come to the conclusion that it must have been one of the biggest events of its kind for healthcare professionals in the UK.” It’s true – there can’t be many more events that retailers organise that attract this number of professionals. The company had clearly worked hard to put together an interesting programme and that attracted the impressive numbers. For example, the day started off with what was described as an inspiring manual handling speech presented by Simon Love, a Physiotherapist and chair of the Yorkshire branch of the National Back Exchange. Jacqui Smith, an Ergonomist & Moving and Handling Consultant, and a founder member of the National Back Exchange also presented a session. A number of workshops during the day covered topics such as Housing & Adaptations, Practical Seating and a Specialist Seating Theory. There was even a professional piano player on hand to provide music during the refreshment breaks and at lunchtime. 4 www.thiis.co.uk

It isn’t easy or cheap to produce a day-long event like this for 200 professionals who are looking for some quality training content to justify the time away from their clients, but it seems that the company certainly managed to produce that. One of their speakers emailed to say: “I must congratulate you all of such a well delivered, organised and diverse training day. The scope “We were amazed at the of sessions and speakers really addressed much of enthusiasm in the booking what clinical staff need in process” terms of ongoing training and knowledge and being able to put such a good day on for free is a huge achievement. The organisation prior to, and on the day was excellent.” Glowing comments indeed and it the time, money and effort that it took to produce it looks like paying dividends in the future for a retailer that has always seen the value of building and maintaining close relationships with the professionals who are in front of their customers every day. Yorkshire Care Equipment can be contacted on 0845 241 7735, or at enquiries@ yorkshirecare.com. The website is at www. yorkshirecareequipment.com

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StockShop StockShop is where you’ll find special trade offers. If you are a supplier and have some stock that you would like to shift, at prices below your normal trade prices, then simply send in the details to info@thiis.co.uk. All we need are product descriptions, a photograph, the normal trade price and the special offer price and contact details.

December offers from Shine International BA-7115 Adjustable Bath Seat: Offer Price - £8.30 Previous Price - £12.45 The seat hangs from the rim of the bath with rubber tips to protect the bath and stop the seat slipping. Screws under the seat to adjust the width to fit varying bath sizes.

BA-7152 Foot Cleaner with Pumice: Offer Price - £2.35 Previous Price £2.95 Designed to clean and smooth feet without bending down. Suction cups on the underside prevent slipping when placed in a bath or shower. It can be used with any liquid soap.

BA-7155 Curved Bath Brush: Offer Price - £5.90 Previous Price £7.90 Allows back to be washed without having to raise arms. Useful for people with limited strength and movement in their arms.

To take advantage of any of the offers, call Shine International Limited on 01733 391900 or email mail@shineinternational.co.uk

ABOUT THIIS MAGAZINE THIIS has been providing the trade with all the latest news since 1999 and is read by anyone who either sells or supplies disability, rehab and homecare equipment. Sent to over 3000 companies each month, the magazine has an estimated readership of 10,000 each issue. THIIS also has a strong readership online too. A recent issue had 1093 readers in the first three days after online publication. For details of our advertising packages for product or recruitment, email info@thiis.co.uk

“The results of the advertising have exceeded our expectations and we have virtually reached the level of retailers we had initially hoped to attract. The magazine has proven an extremely cost effective medium to get to the trade.” Graham Billcliffe, Horizon Mobility The online readership of the magazine is growing each month and read all over the world

6 www.thiis.co.uk

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Ambassador Programme for Naidex A new Ambassador Programme has been launched by Naidex. The Ambassadors are a group of influential thought leaders in the sector who will meet every 12 weeks to discuss issues facing the industry and act as a positive force for change. The panel of 12 ambassadors includes experts from a range of professionalisms, including Julia Skelton, The British Association of Occupational Therapists/ College of Occupational Therapists; Helen Trousdale, Staffordshire County Council; Dr Gillian Ward, Health Design and Technology Institute Coventry University; Kevin Snowball, Simplyhealth Independent Living and also a Director of The British Healthcare Trades Association; Eric Filbin, Millercare Mobility Specialists and also Chair of the Countrywide Care Network; Denise Stephens, Founder of Enabled by Design; Ed Mylles, Disabled Living Foundation; Matthew Tingey, Naidex; and Maggie Winchcombe and David Silver, Years Ahead. Naidex is giving the ambassadors a fund of £10,000 to be used for the good of the sector. The group will report on outcomes and developments at Naidex National next year in April. At the 2015 show, business and trade visitors will be offered a VIP pass giving them access to the Business Club and Commerce and Industry Theatre. A new Meet the Trade initiative will include facilitated networking and one-to-one appointments. The Business Club also includes private meeting rooms.

Retailer in the pink Peterborough based retailer, The Mobility Aids Centre has been supporting local charities again. After running an event last year for Macmillan Cancer Support and more recently Sue Ryder, the team ‘wore it pink’ for the Breast Cancer Research Campaign recently. By the end of the day they had managed to raise £80 selling their pink cakes, whilst also promoting pink items like walking sticks, rollators and blue badge holders. Centre Manager, Jason Watling told us: “At The Mobility Aids Centre we try and support both the larger charities and also the more local charities as much as we can and running small events like this is a great way to do that.” The website for the company is at www. themobilityaidscentre.co.uk

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READ MORE ABOUT IT… You’ll find more news on the THIIS website. Here are just a few of the news items you can read more about at www.thiis.co.uk in the newsroom section.

New powered wheelchair survey highlights struggles

New personal budgets report published

The powered wheelchair user survey - the first survey in the UK to ask wheelchair users for feedback on how they obtain and use their powered wheelchair - has been published by Rica and a range of disability charities – Disability Rights UK, Muscular Dystrophy Campaign, Scope, Spinal Injuries Association (SIA) and Whizz-Kidz. To read the full story, visit the Newsroom section of www.thiis and enter ‘powered wheelchair’ in the search facility

In Control, Lancaster University and Think Local Act Personal have published the Third National Personal Budget Survey with the experiences of more than 4,000 people with personal budgets and their carers. More than 80 per cent of people surveyed said that a personal budget had made things better or a lot better when it came to dignity in support and quality of life. To read the full story, visit the Newsroom section of www.thiis and enter ‘Personal Budgets’ in the search facility

Retailer goes the extra miles to Newcastle!

12 month sentence for rogue mobility retailer

Delivering a rise recliner chair to Newcastle was no trouble for Solent Mobility Centre Lee-on-the-Solent business owners, Mike and Debbie Watts. After working in the shop on a Saturday the pair drove all the way to Newcastle to deliver Mrs Jukes her rise recliner chair, which she had ordered whilst on holiday in Lee-on-the Solent. To read the full story, visit the Newsroom section of www.thiis and enter ‘Newcastle’ in the search facility

The owner of a mobility scooter business in Lincoln has been prosecuted by Lincolnshire Trading Standards for conning elderly and vulnerable consumers. Mr Keeley pleaded guilty to five offences under the Fraud Act 2006 and was sentenced to 12 months on each offence to run concurrently, meaning a total of 12 months. Mr Keeley was also ordered to pay compensation to ten of his victims totalling £5,734.99. To read the full story, visit the Newsroom section of www.thiis and enter ‘Sincil’ in the search facility

Roadshow returns with fresh format

Invacare founder to retire

According to the organisers of the 2015 Mobility Roadshow, the event will be different. They say that the refreshed format will be dynamic, engaging and include features for a wider audience. It will deliver invaluable benefits to all visitors ranging from children to mature individuals who are looking to enhance their freedom, with hands-on product demonstrations and exclusive show features. To read the full story, visit the Newsroom section of www.thiis and enter ‘Roadshow’ in the search facility

In the USA, Invacare Corporation has announced that the Company’s founder, A. Malachi Mixon, III, 74, will retire as Executive Chairman of the Board of Directors, effective December 21, 2014. To read the full story, visit the Newsroom section of www.thiis and enter ‘Invacare founder’ in the search facility

10 www.thiis.co.uk

Innovative product looking for a partner By Guy Smallman, commercial development director at Coventry University Health Design & Technology Institute (HDTI) At HDTI we help entrepreneurs, inventors and SMEs develop their ideas in a variety of practical ways and one of our current projects, the Fidgety Foot Stool, is a perfect example. Inventor Gerald Cooke has developed a novel product which he claims has led to a massive improvement in the sciatica he has endured for the last ten years. He believes it can also improve general back pain, restless leg syndrome and other health conditions. The prototype he has developed works by gently moving and changing the position of a person’s feet while sitting down. He wanted to take the product to market but wasn’t sure where to begin – and that is where we helped. Using funding from HDTI’s Assistive Technologies and Community Healthcare Development Project, provided by the European Regional Development Fund, we set up an independent usability study and expert appraisal by a group of physiotherapists with professional experience of dealing with people with posture and back problems. They were extremely positive about the product and gave valuable feedback. Mr Cooke has protected the intellectual property in the Fidgety Foot Stool by registering the design and has commissioned HDTI for help in finding a commercial partner to manufacture and market the product under licence. Under the terms of the licence, the manufacturer would have exclusive monopoly rights to sell the product. This is the critical stage for most inventions and, despite the results of the research pointing

12 www.thiis.co.uk

towards a product which will sell to multiple audiences, the inventor has taken the prototype as far as he can. The Fidgety Foot Stool isn’t simply a stool for a person to rest their feet on – it’s an innovative product whose real novelty is in the associated movement that the user has. Making use of its asymmetric design and non-slip surface, it can also be used for gentle exercise. For more information about the Fidgety Foot Stool and to explore potential licensing opportunities, please contact guy.smallman@ coventry.ac.uk

Guy Smallman describes how his organisation is helping to developed a new product.

OBE for Autochair founder David Walker, founder of Autochair, the vehicle adaptation company was recently awarded an OBE for ‘Service to people with disabilities’. David was presented with the award at Buckingham Palace by Her Majesty the Queen. He was accompanied by wife Carol and his sons, Matthew, Nicholas and Jonathan. Following a car accident in 1975, David was paralysed from the waist down and set about finding a way in which he could load and unload his own wheelchair into his vehicle, which led to the launch of Autochair. Over 30 years later and the company has over 40,000 satisfied customers. David’s oldest son, Matthew Walker is now Managing Director, Jonathan Walker is Key Accounts Manager and Nick Walker is the Service Delivery and Customer Services Manager. The company opened a brand new manufacturing and warehouse facility in 2013 and announced a new distribution contract with Pride Mobility Inc. of Pennsylvania USA. The business has grown internationally in recent years, expanding into European, Australian, The Middle East, Canadian and US markets. The company can be contacted on 0800 988 0070. The website is at www.autochair.co.uk

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FOCUS ON QUALITY FOR SALES GROWTH Everybody claims that their products are of the highest quality, but as everyone knows, there’s quality and then there’s quality. Neo-G is a business that has been built on selling the concept of the highest levels of quality to a wide range of retailers and end users. Neo-G is a British company founded in 2004 by Managing Director Paul Starkey. The headquarters are in Harrogate with offices and warehouses in Brisbane, Vancouver, Miami and The Netherlands. There are also two manufacturing sites in Istanbul. Paul has taken well-established concepts of compression and warmth and redesigned the solutions to best fit customer needs, retailer requirements and cost restraints. He has also added USPs to keep the competition a couple of steps behind. His ethos is to always provide higher quality products than the customer has had before and he says he uses his many years of manufacturing experience to present the products more attractively and informatively. The result is double digit growth each year since the company was formed with international subsidiaries and the title of being the number one best seller on Amazon UK. The company has managed successful penetration into mainstream markets such as Boots, Tesco and Asda, with hundreds of thousands of units being sold each year. Now Paul has turned his attention to developing a retailer network in our sector and says that it is the quality of the products that will be the key attraction. He was born in England and taken over to America when he was very young. He came back and was educated in the UK and then worked for American companies living in Hong Kong and the Philippines. As for his working life, he tells us: “My background is in the Far East working in manufacturing for a very large American corporation manufacturing in the footwear industry, although I have been involved in a number of different markets including the photographic supply industry and facilities management business. I also have another company which is currently the third largest equity release brokerage in the UK, called Responsible Equity Release. We are looking at ways to provide a service whereby if someone is over 55 and disabled, they would be able to 14 www.thiis.co.uk

Paul Starkey describes himself as a product development and marketing man

take out equity release, get a lump sum payment and stay in their home until both partners die and then eventually the accumulated equity would then go to the family.” It may seem some way from the footwear and compression product market to the financial services sector, but Paul has an interesting philosophy when it comes to choosing how to develop a product or service as he told us. “The product is meaningless in the initial stages” Paul suggested. “I am a product development and marketing man so I look for products to suit the market, not the other way around. I believe that strategy works, it’s certainly worked for me throughout my career, it’s working “I look for products to suit in Neo-G Medical and I the market, not the other way believe it will work in the financial services sector around” too.” “When we decided to enter this market I had a good look at the products available and the marketplace, I could see that the sport support was completely the wrong thing in terms of what the customer actually needs. What they need are medical grade supports. When I looked at the other products on the market, they were all described as medical sport supports, but many are not actually medical grade and not made to medical “If you go onto Amazon or eBay standards and so they are you will see that our products basically bandages to put around people’s legs and are number one with customer knees.” reviews” Paul set about designing the products and making them to the standard that he felt the marketplace was looking for. “We had all of our products designed by an orthopaedic engineer. Then I got my hands on them and looked at them from the market perspective asking what we could do with the products to make them really work and really great for the customer, being innovative and producing something that the market would really like to see.”

So how did Paul go about producing something that he felt was right for the marketplace? “We were one of the first people to introduce a range called the VCS Variable Compression Support. It increases and decreases the compression when you put it on. It’s a single sized product, made from neoprene, which is medical grade neoprene and not mixed with rubber like most of the sport supports are.” The medical grade aspect of the product is an important part of the story according to Paul: “A number of companies have a single size support out there” he added, “but we were the first to create a full range of 18 different supports that are all single size. If you go onto Amazon or eBay you will see that our products are number one with customer reviews. We are also the premier brand for Boots through their stores and online, as well as Tesco and Asda and we also supply the NHS with more technical products.” The products are made in Istanbul, Turkey. “Turkey has a fantastic textile industry and the quality of the products is much higher than those coming from places like China. One of the big advantages is, that, when we place an order, it takes just six days to get here and not many weeks as it can from the Far East.” Paul says that the company is now looking to extend the number of outlets that the products are available in and so is keen to talk to retailers in the mobility sector. “Although we have a very good distribution at present, we are very interested in talking to retailers. People who buy from Boots buy from Boots and people who buy through a mobility outlet buy from a mobility outlet. These are separate sectors and what we have found is that one rarely crosses the other. Being seen to be doing business with high profile and extremely product conscious and quality conscious companies such as Boots and Waitrose adds to the medical grade and quality story for our products. Other retailers will know that we produce quality products by looking at where we are selling the products right now.” “We see ourselves very much as product innovators” Paul told us. “I don’t believe that many people in our sector are innovators when it comes to product development and it’s quite sad really. A great deal of product comes from China and the Far East of course and mostly a distributor or re-seller will go to a factory or an exhibition, find a product range that they like and ask the company to simply put their company name on it. That’s not innovation. We take a look at what’s happening in the marketplace and then put our spin on it so that we produce something that we believe will work for the retailer and the customer who will be using it. We can do that all in-house and make sure that we keep it all inhouse, so when a retailer gets our product they know that it is exclusive and it’s not being sold by every other online seller. We deal with retailers who really care about the products that they sell and it isn’t just a free for all on price.” 16 www.thiis.co.uk

Paul believes that the business model adopted in the UK is readily transferrable and there are hubs in the USA, Canada, Australia & Europe which allows for cost effective distribution. Further hubs are planned in India, China, Scandinavia and South America. However, Paul believes that the UK is a crucial market, even though it might be smaller than other parts of the world. “The UK is extremely important. It does lead the market and it leads in product design. To a great extent it’s a good indicator of what works and doesn’t “I don’t believe that many people work as we are very vocal in our sector are innovators when as a country and we know it comes to product development if something is really good and it works then we talk and it’s quite sad really” about it.” His message to retailers looking to stock and sell a range of supports is: “Always think about the quality. It should be medical grade quality. Don’t get seduced by pretty pictures and models on the front of packages. If you choose to take a look at our products, then you will be giving a customer an item “Don’t get seduced by pretty that is going to work for them and be safe to wear. pictures and models on the front Some of the supports of packages” out there are not safe as they have raw edges and incorporate latex which can be an issue for people who have pre-existing conditions who are susceptible to allergies.” In a recent development, Neo-G has appointed Mark Willcox as Group Sales & Marketing Director to accelerate the growth into new market sectors and countries. Mark also runs It’s all about the National Rehab and has 35 years’ experience in quality and ‘medical the worldwide healthcare market. grade’ products. The company For more details on the company and product supplies to retailers range, call 01423 507309email mark@neo-g. such as Boots, com The website is at www.neo-g.co.uk but is looking to build sales through independent retailers in the mobility sector too.

Start the new year with ‘Style’

Handicare’s Style seat is available now! We are pleased to confirm that we have limited stocks of the Style seat available to order with the Handicare 2000 Series rail. This seat not only delivers stylish good looks and a choice of upholstery: Style can offer over 30mm additional clearance in tight spaces meaning you can fit the 2000 Series into more homes than ever. To find out more contact your Business Development Manager or give us a call. Handicare would like to wish our partners a very merry Christmas and a prosperous New Year!

0844 225 3121 | enquiries@handicare.co.uk | www.handicare.co.uk

TIPS AND ADVICE FROM THE KIRTON HEALTHCARE GROUP FOR GROWING BUSINESSES Making the most of your marketing mix. By Laura Adkin, Dealer Manager, The Kirton Healthcare Group We all know that marketing forms an essential part of any business plan but it can seem a daunting prospect when budgets are tight and capacity is limited. For those of us lucky enough to have a fully powered marketing department, the pressure is off, but more often than not it is down to those working on other areas of a retail business to pick up the marketing slack too! While marketing is vital, it isn’t rocket science, and with some careful planning and clear objectives you can really help grow your business. Here are my 5 top tips for making the most of your marketing mix: 1. Get your message right. You need to know exactly what you want to say to people and why before you begin any kind of promotion. Get your team together and brainstorm your USPs, company values and ideal customer types so you know exactly which strengths to focus on and who you need to get in front of. What you promote to youngsters who are buying for parents or grandparents is likely to differ from your communications with local care homes, for example. 2. Don’t do it all at once. Successful marketing campaigns are simple and clear. You can’t promote everything at the same time – that just confuses everyone and can put buyers off. Think about planning seasonal deals and offers, for example, and focus on just one key product or category. Autumn is a great time for riser recliner chair promotions but perhaps not wheelchairs or scooters.

but it is important to measure your return on investment. It is virtually impossible to record all enquiries, but getting into the habit of asking simple questions like ‘where did you hear of us’ will help you gauge what’s working and what isn’t! 4. Use your suppliers. While you may not have your own marketing team, many of your suppliers will have and can offer you all sorts of support. At Kirton A J Way we produce a wide range of POS material, customer handouts and brochures to help our dealers sell more. Suppliers can help with events and open days too, so just ask! 5. Find the freebies! Nowadays marketing can be done through so many channels, plenty of which are totally free of charge. Social media is a great place to start. Setup Facebook and Twitter accounts for your business and keep the local community informed of offers, promotions and new products. Contacting local papers with your news is a good way of raising your profile too; regional publications like to support local businesses and often carry stories on new openings, special customers or examples of excellent customer service. For further help and support or to enquire about becoming a Kirton A J Way retailer contact the Dealer Management team on 01440 765026. Visit www.kirton-healthcare.co.uk or www. ajway.co.uk to see the full seating range.

3. Monitor your success. Advertising campaigns or flyers are all well and good,

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NEW OT CONSULTANCY FOR SUPPLIERS AND RETAILERS Kate Sheehan, one of the UK’s most respected independent OTs has launched a new consultancy that aims to provide help and support to suppliers and retailers. Kate has over 30 year’s clinical and commercial experienceand has worked with companies such as Ideal Standard, Heritage Care and Twyfords. She is a former Chairperson of the College of Occupational Therapists specialist Housing section and has also represented the College on the European OT Council. The OT Service will provide advice, consultancy and training to companies to enable them to develop their products and services and meet their customer and business goals. She is presently working with clients including Triton, Stannah and the Bathroom Manufacturers

Association and is in negotiations with a number of other companies who wish to utilise her expert skills and those of her retained OTs. For more information call Kate on 01628 670888 or 07973 250783 or email kate@ theotservice.co.uk

Do the right thing If you’re looking for assistive technology, finding a BHTA member is the first step. They’ve got the right expertise to give you the right advice to find the right product. All BHTA members sign up to our Code of Practice, overseen by the Trading Standards Institute. This shows their commitment to high levels of customer care that go above and beyond their legal obligations, giving customers confidence. 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, always look for the BHTA/TSI logos. Find a member near you at...

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Special trade offer for THIIS readers The Elise Travel Buggy has been designed as a lightweight and easy to use solution for moving a child around and is easily upgraded to have weather proof accessories fitted. It comes with a 3 year frame warranty. Available in Red/Grey and Blue/Grey. The Elise Travel Buggy is available with an exclusive special offer for THIIS Magazine readers at ÂŁ160.00 Call 01977 681400 or email scott.crabtree@vanosmedical. com

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New AT Today issue out and about The latest issue of AT Today magazine was published recently. The magazine is unique as it targets key professionals from different sectors of the marketplace. It carries details of the latest developments in the assistive technology marketplace and has two special sections on pressure care and paediatrics. It is mailed to high profile professionals including Head OTs, Moving & Handling Specialists, Loan Store Managers, Private OTs, Community Loan Store Managers, Disabled Facilities Grant Managers, Tissue Viability Nurses, Paediatric OTs and Wheelchair Services. See the latest issue and all past issues on the website at www,attoday.co.uk For information on advertising in the next issue of AT Today, call 01536 710050 or email info@thiis.co.uk

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Easily Dismantled Without Tools

Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : sales@romamedical.co.uk www.romamedical.co.uk

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Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : sales@romamedical.co.uk www.romamedical.co.uk

new on the market Anything new? If you have a new product that you would like to have featured in THIIS and seen by 3000 companies next month, then send details to info@thiis.co.uk. All we need is a short product description and hi-res jpg image

The new Flexx HD from Karma Mobility New for 2015 is the Flexx HD manual wheelchair with a stylish flip back height adjustable armrest and swing in/out footrest hangers. The chair is designed for users up to 170kg (26 ½ Stone) and is available in 20”, 22” and 24” seat widths. The lightweight frame allows numerous adjustments and backrest height and angle adjustments provide increased comfort. For further details call 0845 630 3436 or visit www.karmamobility.co.uk.

New stairway climber SwallowEMP is the exclusive UK distributor of the new LG2030 universal stairway climber, made by Italian company The Antano Group. Fully powered, it is designed to hold all types of wheelchairs and to navigate straight, curved or spiral staircases. There is a powerful 500W motor and an innovative weight balancing system where front and rear support wheels are automatically activated for ascent and descent. It can carry a person and wheelchair of up to 180kg. Call on 0121 444 3690, email info@ swallowemp.com or visit the website at www.swallowemp.com

24 www.thiis.co.uk

New control system ideal for first time users Curtiss-Wright Corporation has expanded its VR2 range of wheelchair control systems from PG Drives Technology with the launch of the nVR2, a new addition that consists of a drive-only joystick module and 50A or 60A power modules. The IPX4-rated nVR2 – which is ideal for small- to mid-range drive-only powerchairs – includes PG Drives Technology’s most compact joystick module to date, allowing operators a closer approach to tables and minimizing the risk of collision with doorways. The company says that the simple and easy-toaccess user controls make the nVR2 joystick module an ideal candidate for first-time wheelchair users, those with limited hand movement or children. For further information call 01425 271444 or go to the website at www.cwindustrial.com

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new on the market Keeping warm this winter with new seat covers According to Homeglow, B-Warm heated seat covers can dramatically reduce energy usage in care homes to save a considerable amount of money on heating bills. The seats cost half a pence, or less, an hour to run. Designed with technology similar to that of electric blankets, they replicating the heat pattern of heated car seats and have four different control settings from 10W to 45W. There is an automatic shut off in case of accidental damage. Rsistant to spillages and easily machine washable, the product is fully CE approved and comes with a twoyear warranty. Call 01291 672974 or email info@ homeglowproducts.co.uk. The website is at www.homeglowproducts.co.uk

The new Horizon Standard from Platinum Stairlifts The new Horizon Standard from Platinum Stairlifts has all the essential features of the Platinum Horizon but at a lower price point. Easy to install and featuring a new compact seat, the Horizon Standard can accommodate users up to 120kg (19st). There is a digital diagnostic display in the carriage, two infra-red remote controls and a lap safety belt. The anodised aluminium single rail is unobtrusive and is tailor-made to fit any staircase, with rail angles ranging between 25Âş and 55Âş. For further information on the full range of Platinum Stairlifts, call 01535 631177 or visit the website at www.platinumstairlifts.com

Invacare TDX2 offers ultimate combination The TDX2 mid wheel drive power chair offers two wheelbases, modern aesthetics, the latest control technology, Modulite seating, lower seat to ground heights, with many additional options such as powered seat tilt, Sure Step suspension and G-trac. Its compact base will rotate exactly on the spot without deviation, and the narrow base version with its slim line chassis offers excellent manoeuvrability enabling access into and out of most environments. Call 01656 776222 or visit the website at www.invacare.co.uk

KĂźschall Advance from Invacare The new Advance features a carbon seat plate that allows for a rigid chassis to conserve energy whilst offering optimum comfort and support in combination with a variety of cushions. There are high levels of stepless adjustment and fine tuning for precise measurements. The settings allow for a total custom fit for the best possible all-round performance. Call 01656 776222 or visit the website at www.invacare.co.uk

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new on the market Versatile health chair from Repose The Melrose is being used in hospitals, care homes and hospices. It has been specifically engineered to meet the needs of semiambulant and non-ambulant users, addressing pressure management issues and providing adaptable support for neurological and postural conditions. An in-built tilt in space movement is operated from the push handle allowing the chair to be gently reclined in a range of positions maintaining a constant back angle. Call 0844 7766 00 or visit the website at www.reposefurniture. co.uk

Flexible chassis the key to new levels of access According to the manufacturers of the new Hexhog, the vehicle offers unprecedented new levels of access to all terrains. It’s a battery-powered, six-wheel all-wheel drive machine. Inventor Sion Pierce explained: “The Hexhog’s patented flexible chassis is the key to its stability and ability to climb 60% slopes. The chassis flexes to keep all six wheels in contact with the ground at any time, maximising contact between tyres and whatever surface it may be riding over. This ensures maximum traction to keep the machine moving regardless of the surface condition.” The website is at www. hexhog.com

HANDCYCLE DONATION AIDS PUSH FOR RIO Invacare has presented a Top End handcycle to double world champion Hannah Cockroft to assist with her training routine in preparation for Rio 2016. The company says that the lightweight and adjustable Top End Force 3 handcycle will provide Hannah with alternative training equipment to build upper body strength and stamina. For more details of the Top End and Kuschall range, visit www.invacare.co.uk

28 www.thiis.co.uk

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Infection Control Innovation iC chairs by: Primacare ltd Unit 26, Heads of the Valleys Industrial Estate Rhymney, Tredegar. NP22 5RL telephone (01685) 845900 info@primacare.co.uk

Rollerscoot goes into production

Amy Neville presents the award to Charlie Symonds and Chris Allcorn of Stannah

Stannah takes top environmental award for product packaging Stannah Stairlifts has been awarded the silver international Green Apple Award for environmental best practice for its new product packaging. The packaging has greater recyclability through the use of folded cardboard instead of polystyrene. Through reducing the volume of air shipped and increasing the strength, more can be shipped on every lorry improving transport efficiency and reducing CO2 emissions. Pictured are Amy Neville, presenting the award to Charlie Symonds and Chris Allcorn of Stannah Stairlifts Ltd The website for Stannah is wwww.stannahstairlifts.co.uk

We have covered the development of Rollerscoot from the first time it appeared a few years ago. Now the product is in production after a successful crowdfunding campaign. Ian Gray, who has run Torbay Mobility for over 20 years, used the CrowdCube investment funding website and raised more than £200,000, exceeding his target of £150,000 by £57,000. Ian said: “Thanks to the many investors who believed in my product, it’s now finally a reality and we will be delivering the first products to customers in the next few weeks.” Ian says that advanced features such as lithium-ion batteries, an aluminium frame, two motors and a joystick controller make the RollerScoot the lightest, most manoeuvrable personal mobility vehicle in the world. For more information, call Ian on 07753 826807. The website is at www. rollerscoot.com

Another deal for Blue Badge Company

twion_PressBanner:Layout 1

14/4/14

12:43

A couple of issues ago we carried the news that the Blue Badge Company, which makes wallets for disabled parking permits has secured a deal for the products to be stocked in 2,000 Boots stores. Now the company has landed a new national contract with the Post Office which has begun stocking the products in selected stores across the UK. The Post Office will stock 12 designs from the company’s blue badge wallet collection. The first products will land in over 200 of the main Crown Post Offices and will then be rolled out to around 300 stores over the next few months. Ellen Green, director of Blue Badge Company, told us: “We never imagined we’d get one national retailer to stock our products, let alone two, so we were absolutely delighted when the Post Office agreed to a deal.” Call 0117 923 2594. The website is www.bluebadgecompany.co.uk Page 1

ENERGISE YOUR LIFE • Power assist wheels for active people • Silent and lightweight just 6kg • Bluetooth connectivity to remote control • Speed: 6km/h or optional 10km/h t: 01656 30 www.thiis.co.uk

776222 www.invacare.co.uk

association update

Association Update Successful Trade Days BHTA found that Trade Days was a fantastic, focussed opportunity for the industry to do business, without the distraction of dealing with consumers and people looking for information, rather than aiming to do deals. BHTA had a very positive show, with lots of new members signing up who clearly saw the benefits; it was exactly the right audience for us. We’ve had excellent feedback from visitors and exhibitors, and found the show was precisely what it set out to be – time to do business.

Developing relationships with OTs Occupational therapists and assistive technology companies clearly have complementary skills and should be working closely together, both for their benefit and that of end users. Ray Hodgkinson, BHTA Director General, recently gave a keynote speech at the College of OTs Specialist Section Independent Practice conference, at which BHTA also exhibited. Ray’s speech highlighted the importance of developing closer working relationships and how this can help generate additional business and new income streams for both sides. We are in discussions with the College of OTs about future joint working, including training for OTs on new consumer legislation, to be delivered by BHTA. We also exhibited at The OT Show, which is attended by several thousand OTs, where BHTA Engage publication AT Today was distributed to delegates.

Chairman’s Dinner with Shadow Secretary of State for Health BHTA held another very successful Chairman’s Dinner at the House of Lords on 11 November. This informal event offered members an opportunity to put their questions directly to Andy Burnham (Shadow Health Secretary) and Lord Phillip Hunt (former Shadow Spokesperson for Health), and was also attended by Duncan Eaton (former Head of Purchasing for NHS PASA).

Celebrating the best of assistive technology The British Healthcare Awards and Independent Living Design Awards (ILDA) are presented on 11 December at the BHTA Awards dinner. This is the night the industry comes together to celebrate success, not only of our winning entrants, but also the BHTA Team of the Year and Individual of the Year, decided on the 32 www.thiis.co.uk

basis of their customers’ feedback. Hosted again by BBC Breakfast’s Bill Turnbull, this year’s ceremony is being held at the glittering Grange St Paul’s hotel. Attendees reflect the diversity of the industry, with large and small companies from across the UK, representing all sectors. Full details of the categories, potential winners and how to book places can be found at www.bhta.net/awards or please contact kate.webster@bhta.com with any queries.

BUSINESS BAROMETER How are you feeling right now?

Produced by BHTA and THIIS magazine, the ‘Business Baromete r’ survey has been produced since business owners are thinking and 2010 and provides a snapshot how they expect to develop their of what business in the coming months. Please take just a few minutes to complete the survey and contribut e to an important snapshot of marketplace are feeling right now. how confident businesses in our If you would like to be sent a copy of the completed survey, then just add your email address and we will send you the results.

Name

Company

Position

1. How would you describ e your business? R Retailer R Supplier/Manufacturer R Consultant/Advisor R Other (please specify) 2. How would you describ e the size of your business? R Small R Medium

3. During the next 12 months , what do you expect to happen to the size of your busines s? R Grow R Reduce R Remain the same 4. During the next 12 months , what do you expect to happen to the size of your team? R Expect to take on more staff R Expect to remain at the same staffing levels R Expect to reduce staffing levels 5. During the next 12 months , what do you expect to happen regarding the amount of competition you are facing? R Expect to see more competi tion R Expect to see no change in the levels of competition R Expect to see less competi tion 6. During the next 12 months , what do you expect to happen regarding the prices that you are able to charge? R Expect to be able to raise prices R Expect to maintain existing prices R Expect to reduce prices 7. Do you currently sell product

s online?

R Yes R No 8. If yes, during the next 12 months, what do you expect to see regarding your online presence (selling products online)? R Expect to develop online presence significantly R Expect to develop online presence a little R Expect to maintain same online presence Return this to the BHTA stand

or complete the survey online

Yes

e your company?

R No

e your company?

Yes

R No

11. Do you use LinkedIn to promote your business? R Yes R No

Large

9. Do you use Facebook to promot R

10. Do you use Twitter to promot

12. How would you describ e your view of social media in relation to the marketing of your company? R I believe that is essential for our business R I believe that it is useful but not essential for our business R I believe that it is yet to be proved to be useful for our business

I don’t believe that it is effective for our business at present

13. During the next 12 months , what do you expect to happen to the range of product s that you sell? R We expect to add more product s to our range R We expect to maintain the same range R We expect to reduce the number of products that we offer 14. During the next 12 months , what do you expect regarding your marketing spend? R Expect to spend more R Expect to spend the same R Expect to spend less 15. During the next 12 months , what training do you expect your company will underta ke? R We expect staff will attend in-house training courses R We expect staff will attend BHTA run courses R We expect staff will attend other external training courses 16. Overall, how do you feel about the next 12 months? R Very optimistic R Fairly pessimistic R Fairly optimistic R Very pessimistic R Unsure

at http://www.surveymonkey.

com/s/businessbarometer2014

If you haven’t already done so, please do complete our state of the sector survey produced by BHTA and THIIS magazine at: www.surveymonkey.com/s/ businessbarometer2014 This asks business owners how they feel about the next 12 months, the state of the marketplace and how confident they are feeling about the future. For more information about the BHTA, call 0207 702 2141 or visit the website at www.bhta.com

WHAT KEEPS RETAILERS AWAKE AT NIGHT? What keeps you awake at night? One of the first seminars at Trade Days featured a panel of retailers talking about the things that they believed to be the main challenges in the future. They also talked about what they considered to be the opportunities in the marketplace and also what suppliers can do to support them in the future.

70 O SO ,00 RL L 0+ D D W ID E!

In this issue we will be covering the challenges that they talked about. In future issues we will cover the other content from the hour long session that was well attended by retail visitors to the new show. The panel was made up of five retailers with very different businesses and backgrounds. Gary Wright is a qualified banker who turned to health and social care around ten years ago, and has worked on both sides of the fence, as a commissioner and commercial provider of services. Gary heads up all commercial and marketing activity for AJM Healthcare and has helped the company grow from less than £3m turnover to more than £7m in his first two years. Alastair Gibbs is Managing Director of TPG DisableAids Ltd in Hereford. He has been working in the industry for nearly 30 years and has, along with his family, grown the business from scratch to become a significant player in the retail of equipment in the west midlands. Mike Williams has been a Retailer for forty plus years. He joined Block & Quayle (B&Q) in their third store and left ten years later to set up Focus DIY. He left Focus in 1999 when they were number two in the DIY market place with an operating profit of over £30m to set up Ableworld. Jo Bonser is MD of Health Care Services, a Nottingham based company with three divisions, which celebrated 25 years in business this year. Health Care Services distributes a wide range of equipment and consumables to care homes and hospitals. Health Care Servicing specialises in maintaining, repairing and servicing equipment and Health Care Mobility focuses on assistive technology products to help individuals remain living

Jo Bonsor looks on as Alastair Gibbs tells retailers what he believes the challenges are right now

at home independently. Ailsa Reston qualified as an Occupational Therapist in 1989 and worked in the NHS. In 1999 along with OT Bev Kelly, she set up a company to provide independent Occupational Therapy Services. They now have a retail arm which they opened 6 years ago. All the businesses are growing and growing quickly and it seems that the challenges they believe they are facing are similar too. Jo told the audience of fellow retailers: “One of the main challenges I see is how we grow our profits and maintain our margins while we also maintain our business values, ethics and ethos which for us include quality, value for money and a great after sales service. We are constantly under pressure from what I would consider to be lower value products flooding the marketplace and Internet sellers that advertise very low prices, but with no after sales service, which I believe is absolutely “It will help us to grow if we see crucial for this industry moving forward.” the products becoming a lot more There’s no doubt that plenty of retailers around mainstream and a lot more user the UK would identify with friendly” that particular challenge. Gary also highlighted Internet sales as being high on the list of things to keep an eye on. “One of our challenges is how we have an Internet offer that is higher than the companies that only sell online and how we get the message across to customers that the service they get from a local retailer is so much better than buying something online that half the time doesn’t meet all their needs and do a good a job as it could at keeping them independent.” Gary added: “The other thing that I struggle to get my head around is how we market the products

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34 www.thiis.co.uk

in a way that makes them desirable and everyday items. I think that’s one of the things that the industry hasn’t focussed on until recently and it will help us to grow if we see the products becoming a lot more mainstream and a lot more user friendly.” If you think back to five or ten years ago, it’s clear that the marketplace has developed a great deal. The products look better, we now have a lot more retail packaging that helps to generate sales in showrooms and many retail outlets are also looking a lot different too. Maybe products to help with mobility and independence are always going be perceived as being ‘old’ or something you really only want to have if you really need to, but as the retail outlets get updated, the advertising and general marketing looks more in tune with what is happening in other marketplaces and the products are styled even better, there will be more acceptance and more potential when it comes to sales. Alisa Reston knows all about the struggle to encourage manufacturers to produce more stylish products. As an OT she has purchased and recommended many products over the years. Now that she is running a retail outlet, along with another OT colleague, she has different challenges as she told the audience: “We feel that we have a couple of challenges in our business. The first is meeting customer’s expectations whether that is for value for money products or our service levels. Maintaining our professional standards and customer service while also being a competitive business is certainly a challenge for us, being OTs and ensuring that the staff we have in the business follow the ethos and maintain those standards. Growing out of the space that we have is also a challenge to us in the future.” Maintaining service levels as you grow is vital for any businesses and one of the most difficult things to do. Finding the right people who care enough about the business to keep those service levels at the highest level day in day out isn’t always easy, but it’s clear that the retailers who are doing well place a huge emphasis on getting and keeping the right team members and they are also the ones that have a continuous programme of training for staff too. Alastair Gibbs had a slightly different view when it came to the challenges he was facing: “My view is that as a Managing Director of a growing retail business, the challenges are not necessarily market led but legislation led. I find myself moving away from being able to find solutions for customers to having to deal with different issues in the business

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as it grows. It’s quite a shift and part of the becoming more professional and better retailers.” There’s little doubt that we’ll see more legislation and compliance led barriers to entry in the marketplace in the future and many would say that’s a good thing. The downside for businesses already operating in the marketplace is that more time and money will be spent to ensure that the right things are being done to comply. Finally the audience heard from Mike Williams of Ableworld. His concerns also centred maintaining standards. “I suppose the challenge that Alastair “Growing out of the space that mentioned is one that we are also aware of. We want we have is also a challenge to us to grow quickly but we also in the future” want to grow carefully and keep the same ethos. We have doubled the size of our head office and the challenge is to question whether you can afford to do that and when and how you bring new staff members in. Our main challenge is how to manage the future and the growth.” And so, the theme running through the five views was one of how to manage growth and maintain the standards that will help the business to grow further. Expanding in the marketplace isn’t easy, Gary Wright hopes particularly if you are that products will looking to add new become more mainstream team members into a showroom or into additional outlets. The fact is that any retail business is only as good as the people in the showrooms and out on the road. Being able to maintain those standards when you are under pressure with lower priced online products is a tricky thing to do, but it’s also the most important thing that you can do. The plain fact is that providing excellent customer service will never go out of fashion and for many companies will be the thing that keeps them in business in the future.

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22/10/2014 17:50

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D-Ansermed® and D-Anserclip® is a registered trademark. Silvalea Ltd is the exclusive licensee of the trademark Silvalea Ltd has been granted the exclusive right to supply the D-Anserclip® under license by D-Ansermed® Copyright & Design Rights: Barry and Pauline Guilfoyle 2013 Protection: Patent Pending GB1307444.8 Community design Registration Number: 002210559

Seasons Greetings from … Silvalea Limited We would like to thank all our customers and colleagues for their support and custom in 2014, here is what we have been up to this year ! Year e h t ss of e n i ards s w Bu A s s usine B E H Lead T imes

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Scooter does the rounds MobilitySure has helped a local professional at work by supplying a TGA Eclipse scooter. It means that, despite having severe difficulties walking, Janet Bellis has been able to continue working as a Senior Diabetes Nurse. Janet has worked for the NHS for over 30 years in a variety of nursing roles including Ward Sister and in her current role helping patients with diabetes. Over the last 18 months her Psoriatic Arthritis has become increasingly worse, leading to difficulties moving around the hospital. Janet explains: “When my role changed from assisting people visiting our diabetes unit to going out to see them in wards and clinics, my mobility problems held me back. I spoke to my Matron, Human Resources and my Union Representative to see if there was any way I

could use a mobility scooter in the hospital to continue my work. Following a comprehensive review of safety and my scooter insurance, the go-ahead was given and I now have the freedom to access the whole hospital.” Co-owners of MobilitySure, Guy and Anita Jenkinson, are well known in the local area as they were previous managers of Rawcliffe Hall Caravan and Camping Park and a highly successful French catering outlet. They established their new mobility business in 2013. Call 01253 886051 or visit the website at www.mobilitysure.co.uk

40 NEW MARKETS BRINGS EXPORT AWARD FOR MEDITEK MediTek has been awarded an Export Award at the first ‘Make Your Mark’ Awards ceremony for Newton Aycliffe Industrial Estate businesses. Over the last year MediTek has entered over 40 new territories and more than doubled export sales. The extensive export growth has stemmed from the hiring of Anke Chapman back in 2013 and has led to her recent promotion to Head of Sales and Marketing. The company has also brought on board Joe McGurk as the new European Sales Manager. He has many years of experience in the lift 38 www.thiis.co.uk

industry and French is his native language. The company says that it has also recently seen a complete re-brand of marketing materials, a great improvement of lead times and the implementation of new upholstery colours and with the 20th Anniversary due in March, says that there are many more new and positive changes to be implemented and a brand new website to reveal. Call 01325 311442. The website is at Anke Chapman receives the export award from Brian Dakers of NECC www.meditek.net

Big in performance , small in size..... Introducing the Travelux Quest compact power mobility.

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lack of power. The Quest offers excellent maneuverability, with a tight turning circle it can be operated indoors and on even outdoor ground. Easily disassembled and extremely robust the Quest can be transported around and simply fits into most vehicles.

To organise a demonstration today please call our product specialist team at: 01977 681400 Van Os Medical UK Ltd Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire

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.

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

High-five for Jiraffe with new recruits Jiraffe has recruited five new members to its growing team. Jiraffe is the new Sales and Distribution Division of Jenx Ltd and the UK distributor of Jenx products and the only UK distributor of products from American company, Rifton.

Chantelle Ward and Luke Garside join the Sheffield-based company as UK Product Advisors covering the North West and West Midlands regions of England, alongside North Wales. Also new to the UK Product Advisor roles are Darren Hume and Wil Chappell, who will cover locations across the south of England, including London, Surrey, Berkshire, Buckinghamshire, Sussex and Kent. Madeleine Rodell has taken up the post of Customer Support Team Leader. The â&#x20AC;&#x2DC;Meet the Teamâ&#x20AC;&#x2122; section of the Jiraffe website is at www. jiraffe.org.uk/meet-team

New team members, Darren, Madeleine and Wil

40 www.thiis.co.uk

Two new at BHTA BHTA has welcomed two new members to the team.

The Shopmobility network came under the management of the British Healthcare Trades Association (BHTA) as from 1 November 2014 and Donna Eade has joined in the role of Shopmobility Co-ordinator. Donna has an extensive background in customer service through a number of client facing roles and also has her own photography business focusing on weddings and female portraiture which she will continue part-time. Greg Askew joins as Sales & Relationship Manager. Greg has experience of advertising and publishing and worked for 10 years in music and entertainment magazines. He was part of the team that launched Heat and Zoo Magazine. More recently, he has worked at senior level for marketing and communication agencies. Donna and Greg can be contacted at the new Wellingborough offices of the BHTA on 01933 272437.

Luke Garside and Chantelle Ward join as Product Advisors

Terry Lifts are No.1 Terry Lifts are the first and only company independently certificated to the British Standard 5900:2012 and the EU Machinery Directive for a lift travel above 3 metres covering â&#x20AC;&#x2DC;Through the floor fully enclosed Home Liftsâ&#x20AC;&#x2122;

3 A space-saving lift with a remarkably small footprint for a lift that can carry 2 people with a 250kg capacity

3 Practical & affordable alternative to moving house if the stairs become too much

3 Stylish & elegant with

customisable features and finishes to suit your needs

3 Can be fitted neatly into a corner or against the wall

3 No lift shaft required so easy installation with minimal building work

3 30 minute fire protection between

floors whether the lift is in the up or down position - an essential safety feature for a through floor lift

3 Manufactured in Knutsford, Cheshire, meaning short lead times and reliable national service and spares support

To find out more and request a brochure contact us on:

Terry Group Ltd., Longridge Trading Estate, Knutsford, Cheshire, WA16 8PR

0800 247 1811

sales@lifestylelifts.co.uk or visit: www.lifestylelifts.co.uk email:

new to the team New additions for retailer TPG Disableaids has appointed Terry Wilcox as Sales Manager. Terry has worked in sales, logistics, finance and operations most of his working life. He joins the Hereford based retailer from working in Sochi, Russia on the Winter Olympics Opening and Closing Ceremonies. Previously to this he has worked in Afghanistan, Abu Dhabi, Italy and ran a successful sales team in Hereford for over 10 years.

Colin Warrillow has been appointed as Sales Surveyor at TPG Disableaids after spending four years as a Sales Advisor in the mobility market. Colin is also a NEBOSH Health and Safety qualified advisor which allows him to advise on any health and safety issues which may arise during assessments of client’s needs and installation of products. Managing Director Alastair Gibb told us: “These two additions go to further strengthen our sales team to offer the best possible service to our regional customers and it reflects the changing face of the customer base. TPG can be contacted on 01432 351 666. The website is at www.disable-aids. co.uk

New Regional Business Manager Patterson Medical has appointed Sue Dodd as their new northern area Regional Business Manager.

Sue has the responsibility of managing, developing and giving support to the team of Medical and Commercial Area Sales Managers. She has 20 years plus experience within the medical industry, including positions with Abbott Medical and Carl Zeiss. Call Patterson Medical today on 08444 124 330.

01274 735041

We are your perfect partner for all Healthcare Product Logistics. We are a nationwide delivery company based in Bradford City Centre. We specialise in the delivery, installation, demonstration and handover of all types of healthcare products. Our services include: • Engineering Call Outs • Deliveries of ALL Healthcare Products • Removal & Disposal of Old Products • Honour Manufacturers Warranties • Customer Service Management • Full Annual Services • Inbound Receipt & Warehousing

Visit us at www.hdd-ltd.com

Join us /HDDLtd

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...

beautifully handcrafted adjustable chairs and beds totally bespoke designs delivery in just seven days unparalleled dealer support

t: 0115 913 3572 e: info@riseandrecline.co.uk www.riseandrecline.co.uk

COULD OUR RETAILER SECTOR SUFFER THE SAME FATE AS THE MUSIC INDUSTRY? BOB STONEBRIDGE REPORTS... Today’s marketplace is changing dramatically as demographic trends, coupled with public sector constraints, mean more consumers are using their own funds to buy mobility and independent living equipment. David Silver, director of the Years Ahead partnership, called for the industry to develop new business models to meet the latest challenges – including increasing competition from online sales – to avoid the same fate as other sectors such as digital cameras and music retailers. “We are moving into a market where it’s all about self-funding. It doesn’t matter where the money comes from – even people who use local authority services will have their own personal budget – the power is moving to consumers,” he told Trade Days delegates during two seminars sponsored by Patterson Medical. “It’s all about the consumer, more so than the product. The winners in this marketplace will not necessarily be the businesses with the best products, but the ones with the best communication and marketing strategies.” New business models for the future are formed on underlying principles of partnership and collaboration, said David, combined with maximising the potential of modern technology. “Technology is coming to this marketplace and if you exclude yourself from any technology partnerships, you exclude yourself from quite a bit of the future,” he said. David and his Years Ahead team have been involved in a three-year government-funded research programme at Coventry University. The Comodal project on consumer models for assisted living outlines new opportunities for products and services to support people with health, wellbeing and social care needs. Four of the most promising business models for the industry, identified by the research, are: •

Complementor – two separate businesses come together to offer complimentary services. All the consumer’s needs are in one place.

•

Diversifier – products or services can be bundled together to provide a more

44 www.thiis.co.uk

Bob Stonebridge reports on a view of the future

complete solution. A local partnership could be formed with a trusted brand. •

Independent Advisor (Broker) – an expert the consumer can rely on. This could involve an agent or a personal shopper.

•

Insurance – monthly premiums protect against financial loss or need. The worry and uncertainty of the future is managed for the consumer.

“Technology is coming to this marketplace and if you exclude yourself from any technology partnerships, you exclude yourself from quite a bit of the future”

Most of the industry’s products are used by the 85-plus age group representing only six per cent of the population, said David, who urged the industry to focus on unlocking the potential of the 65-plus market. “Think about the new AT consumer. If you capture somebody when they are 65 and starting to have problems, you can build a 20 or 30-year relationship with people. You can cultivate “Most suppliers and a value of a relationship manufacturers are totally out that’s 10 times bigger,” he said. of touch with what consumers Comodal research really think” shows that only a quarter of consumers make buying decisions on their own, and David encouraged retailers and suppliers to produce a map of all the key stakeholders they should engage with, from sons and daughters to healthcare professionals. Research into purchase barriers and enablers for building a more dynamic market revealed a mismatch between consumer views and industry perceptions. Most businesses highlighted cost as the major perceived obstacle to a sale, when for the consumer a product’s price was far less important.

NAIDEX IS THE LARGEST AND MOST INCLUSIVE INDEPENDENT LIVING AND DISABILITY EVENT IN THE UK Join an unmissable showcase that brings the trade together with engaged members of the public, retailers and healthcare professionals at one time, offering a cost effective platform to catapult awareness of your brand and conduct some serious business all under one roof.

10,667 +

Public

Trade

Healthcare professionals

31%

27%

35%

or visit to source 67% authorise 61% recommend new products purchasing decisions and suppliers

unique people visited Naidex in 2014

WE ASKED OUR VISITORS WHAT SOLUTIONS THEY ARE MOST INTERESTED IN SOURCING – COULD IT BE YOUR BUSINESS THAT PROVIDES THE IDEAL PRODUCT TO THESE THOUSANDS OF CUSTOMERS? 2,295

6,263 Bathing, showering & toilets

5,304 Wheelchairs, scooters and buggies

3,664 Access – ramps, floors, doors & stairlifts

2,432

2,801 Moving & handling

Positioning, standing & walking

EXHIBIT AT NAIDEX 2015

Enquire about your stand at Naidex 2015, 28 – 30 April at NEC Birmingham To book your stand call +44 (0)20 3033 2273 or visit www.naidex.co.uk

Chairs & chair accessories

BROUGHT TO YOU BY

“Most suppliers and manufacturers are totally out of touch with what consumers really think ... Provided the consumer feels they’re not being ripped off and they’re getting value for money, cost becomes a secondary issue. It’s about whether the product will help them to overcome their daily living difficulties,” said David. Retailers also need to focus on how a product will improve their customers’ lives rather than talk about their conditions such as arthritis or joint problems. “It’s about daily living solutions, not conditions,” he said. As statistics show that independent retailers’ share of the mobility and independent living market has dropped from 48 to 32 per cent,

businesses need to ask themselves if they are still relevant to their customers. David warned: “To survive long term, you must remain relevant and think about the market you’re in. The good retailers will survive.” More information: www.comodal.co.uk www.yearsahead. co.uk

TOP 10 TIPS FOR ACHIEVING WHAT CONSUMERS WANT 1. Demonstrate the difference your product or service will make and bring it to life. Emphasise the lifestyle benefits. 2. Identify a clear consumer need and show how your product or service meets that need. 3. Show how the product or service will provide peace of mind. 4. Ensure the product or service is easy to use and understand. Tell potential consumers this. 5. Make your product or services as attractive and easy to buy as possible. Consumers should want it as well as need it. 6. Recognise the different consumer types. Understand how to reach and engage them through a variety of channels. 7. Invest in targeted marketing, know your routes to market and develop new business partnerships to broaden your reach. 8. Identify and address the barriers to purchase – why don’t they buy? Use enabling methods, as above, to help you. 9. Provide try-before-you-buy or moneyback guarantees to foster customer confidence along with excellent customer sales support.

David Silver told retailers at Trade Days that they need to be aware of the technology now around in the marketplace

46 www.thiis.co.uk

10. Develop a relationship with your customers. Needs change over time. If customers buy one item they might buy more, keep in touch and follow up. Source: Comodal project

Leading The Way In Scooter Design The New Easy Rider from Drive Inspired by the success of the Sport Rider, the design team got to work on a new model that would continue to redefine the typical luxury scooter. The Easy Rider has a striking new design, stunning instrumentation and offers precise handling that must be experienced to be appreciated.

Telephone: 01422 314488 Fax: 01422 314489 Web: www.drivemedical.co.uk Email: info@drivemedical.co.uk

BIZARRE DRESS WINS RETAILER TREAT Clearwell Mobility has won a magnum of champagne in a competition to guess the mystery fabrics which make up a bizarre dress. The outfit comprises a mixture of non-slip carpet material, bathroom matting and shelf-liner used around the home. The components had floored countless entrants over the last year when non-slip specialist Isagi ran the competition at various exhibitions. However, Clearwell’s Purchasing Manager Desma Weeks and MD Duncan Gillett got it right at Isagi’s stand at Trade Days. “It was the first time anybody has got it all right”, said Isagi MD Andrew Guilbert. “I was impressed.” The outfit was the idea of young fashion designer Ana Ogun-Sanya and it won her an award at the Royal College of Art’s Fashion Postgraduate Show in London. Isagi had helped her with sponsorship to create the unique piece of clothing. For more information go to www.isagi.co.uk

Andrew Guilbert of Isagi (right),hands the champagne to Desma Weeks and Duncan Gillett of Clearwell Mobility

www.dlf-data.org.uk

Are you part of the UK’s leading source of equipment information and advice for older and disabled people?

CMY

• Over 11,000 products listed in-depth • Used to support 25,000 telephone enquirers in 2013 • The data source powering www.livingmadeeasy.org.uk targeting 1 million visitors in 2014 Enhanced profiles, premium listings and other sponsorship options help to fund DLF’s work in developing and maintaining these trusted services. To find out more about getting involved with ‘the industry’s charity’ please phone Janet Seward on 020 7432 8011 or email janet.seward@dlf.org.uk

Reg Charity No. 290069

More Comfort. More Choice.

The Cannington

The Cosi Chair Fireside Furniture Collection... A modern twist on a classic favourite

Spray Cocoa Mahogany Legs

FIRA Tested Selection of stock fabrics Choice of wood finishes Matching sofa & footstool Made to order available Next day delivery

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0800 252 614

sales@electricmobility.co.uk electricmobility.co.uk

New adaptation advice on offer ‘Design Guidance & Considerations for a Domestic Accessible Toilet/Wetroom’ has been produced by Clos-o-Mat with advice to ensure that all aspects affecting the functionality and practicality of a bathroom adaptation are considered. Robin Tuffley, Clos-o-Mat marketing manager said: “Bathrooms are the most common form of home adaptation. One Council alone reported that last year, 56% of its home adaptations were bathrooms. Some half a million households without but in need of adaptation said they needed either a special toilet seat or aid to use the toilet.”

He added: “Sometimes, basic considerations are overlooked. The use of colour is a big help to someone with visual impairment and changing a door from swinging to sliding can give valuable extra space inside to aid manoeuvrability.” The new advice can be downloaded free of charge at www.clos-o-mat.com. The company can be contacted on 0161 969 1199

Karma promotes local retailers Karma Mobility has recently refreshed its website to what the company says is in response to user feedback. General Manager Mark Duffield explained: “While our old website was providing adequate support to our marketing activity, we felt certain elements could do with updating to make it even more user and search engine friendly” One of the main changes has been a link to Google maps, which now enables visitors to obtain not just contact details but a printable map and directions to their nearest Karma Mobility retailer. Call 0845 6303436 or visit the website at www.karmamobility. co.uk

50 www.thiis.co.uk

Order online now at www.able2.eu

Unique account website login for trade customers

View your own Trade Prices

Order online and receive a FREE Chocolate Gift*

Check stock availability which is updated hourly

Up to date product listings - Descriptions, Images & Videos

Contact us now for your own login details Tel: 01254 619000 Fax: 01254 619001 Email: enquiries@able2.eu Head Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB

Seasons Greetings from everyone at Able2 *Order must be over ÂŁ50 net

New buggie catalogue from Convaid Convaid have been designing and manufacturing specially adapted children’s buggies since 1976. A new catalogue is now available for their latest range of products. If you are looking for either upright or tilt-in-space folding buggies, there is a range of sizes and optional extras to suit ages from small children up to teenagers. You can get the New catalogue in pdf or printed format by emailing Steve Perry at Amilly International Limited at steve@amilly.co.uk or call 01733 342242.

The new Recliners website has arrived, with a strong focus on clarity and ease-of-use. Each new product page contains comprehensive information on the size, mechanism, and available features of our chairs, and booking a demonstration couldn’t be easier. Come and take a look!

Downloadable Product Information Each of our redesigned product pages contains full product descriptions and sizing information, allowing consumers and healthcare professionals alike to make better informed decisions.

The Full Recliners Experience On Any Device With our new, fully-responsive layout, you can find a better seating solution today on desktop, mobile or tablet.

Discover The Recliners Website Today View information about our refreshed product ranges, and see how Recliners can make your seating solutions easy.

www.recliners.org.uk

For More Information Call

0800 37 37 02

info@recliners.org.uk

Dolphin Lifts Group sign to distribute Liko The Dolphin Lifts Group has signed an agreement with the Liko division of Hill-Rom to install their range of tracked and gantry overhead hoists in the UK. The Group already represents many of the leading hoist and stairlift manufacturers Managing Director Craig Dunnage explained: “Liko is one of the world’s largest manufacturers of overhead hoists, with a superb reputation for quality and design and we are delighted to be announcing this agreement.” There are now 16 independently owned and operated Dolphin branches covering the UK and most are family businesses. The group represents manufacturers including Handicare, Handimove, Liko, Stannah and Thyssen. For more information call 0800 9800126 or visit the website at www.dolphinlifts.co.uk

Power for the extra mile. Strident Batteries from Ivanhoe. Motivated by a history of success in providing high performance battery power to the mobility market, Ivanhoe is proud of the range of Strident batteries that has been tried, tested and proven over years of service in many vital applications. Our passion for producing a quality, reliable product with outstanding customer service underlies the success which you can rely on every time.

Ivanhoe â&#x20AC;&#x201C; where expertise exceeds your expectation. Please contact our sales team to find out more about the full Ivanhoe mobility range of products.

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 Email: sales@ivanhoe.uk.com

Ivanhoe Trading Limited Head office address: Global House, Hall Lane, Dereham, NR20 3GG

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 | sales@ivanhoe.uk.com MOTIVATION THROUGH INNOVATIONTM

Northern office: Southern office:

Tel: +44 (0)1302 365987 | Fax: +44 (0)1302 365988 Tel: +44 (0)1362 300102 | Fax: +44 (0)1362 300103

Scottish retailer marks 40 years of success After 40 years in the business, Fast Aid Medical & Mobility (Fast Aid Products Ltd) supplies to the NHS, local authorities, care homes and individuals. The company believes that the secret of its success is having a diverse customer base. Director Mark Anderson also believes that an experienced team has been very important too: “It’s the people in the business who make the difference - we’ve got a wealth of knowledge.” According to Mark, this is particularly the case in having the skills base to deal with tenders, an area where the company has a good success rate. The company currently employs 15 staff including product sales specialists, operational, warehouse and office staff. Founded in 1974, the business initially provided disposable medical supplies to the NHS and first aid equipment to local authorities. Based in Scotland, the company tendered for and won an increasing amount of NHS business as the purchasing process for NHS Scotland became more structured. The company found its niche by becoming a ‘one stop shop’ for disposable medical supplies, with customers confident that whatever product they needed, Fast Aid could supply it. Over time, the company moved into supplying more complex products alongside medical disposables and first aid, including mobility equipment. Formerly known as Anderson Medical & Mobility, the company has been known under a few guises as it has evolved. Mark Anderson helped manage the business with his father who owned the Anderson Medical side of business through the early nineties, before selling the business to Fast Aid in 1995. “The family thing really does make a huge difference; everyone wants the business to succeed.” says Kim Moore, Marketing Manager. A rebranding exercise then brought the Fast Aid name to the fore as a trading style, replacing Anderson Medical. Changes to NHS Scotland’s procurement process, especially after the Scottish government built its own distribution centre, created a significant shift in the route to market. As a result of this, three years ago Mark and Eric Robinson (the former Managing Director, who stepped down in April), bought the company back from 54 www.thiis.co.uk

Synergy and looked for a business to partner with. John Preston Healthcare, in Northern Ireland, has turned out to be a really good fit and Fast Aid now supplies their own brand products under the John Preston and Prestii brands to social care services and the NHS. In Scotland it isn’t always cost-effective for companies to have their own operation, and Fast Aid has been approached by many companies from the UK and overseas, to act as a distributor. They are now the major supplier of Invacare and Sunrise Medical products in Scotland and exclusive supplier of Mercado Medic mobility equipment, the M2 shower chair range, the THERA range of active and passive exercisers for the Scottish market, as well as exclusive supplier of HEINE diagnostic equipment in certain parts of Scotland. Mark says: “We focus on what we do best and we just can’t be “It’s the people in the business everything to everybody. who make the difference” You have to work to your strengths.” Management takes a pragmatic approach to product selection and reviews sales after 12 months, and will be honest with a manufacturer if they don’t think they can do the product justice. Mark Anderson underlined that it’s important to have the resource to sell a product, and for new lines to dovetail into the existing selection. Since 2012, when Kim came on board, the company’s online sales have increased and they may look to expand this area of the business. The company’s Loanhead site has a training room, where key industry suppliers provide training to healthcare professionals and other caring organisations. In its fourth decade, the business continues to thrive, with key local authority contracts in place for pressure care, hoists, beds and first aid, as the diverse customer base that’s stood it in such good stead. Contact the company by calling 0800 328 4143 or visit the website at www. fastaidproducts.com

According to Mark, the experience of the team members has been vital to the success over the years

Mark Anderson (left) and Eric Robinson celebrating the milestone

Team of Product Specialists with over 30 years industry experience

Celebrating

40 years in business

Product Specialists throughout Scotland Exclusive distributor in Scotland for a range of products Preferred supplier on local authority contracts

Fast Aid Medical & Mobility 24/3 Dryden Road Bilston Glen Industrial Estate Loanhead, Midlothian EH20 9HX Contact number : 0800 328 4143 Web : www.fastaidproducts.com

Fancy up to £2000 of marketing advice? Businesses can claim up to £2000 towards their marketing efforts with the Government Growth Voucher Programme as Mike Glynn of MG Retail Consulting explains. He told us: “The Government has recognised that the future of the UK economy lies in the hands of small business owners and has set aside £30 million in support. Small businesses are entitled to £2000 of it.”

The Growth Voucher Programme is available to small business owners looking for strategic advice. There are five main areas including marketing. The others are finance and cash flow, recruiting and developing staff, improving leadership and management skills and making the most of digital technology. The voucher pays for up to half of the cost of the advice. Businesses need to be registered in England, have 249 employees or less and have been trading for at least a year. However, if you have received advice before, you might not be eligible as Mike explained. “The offer is only for businesses that have not spent money on strategic advice in the last three years. We contacted the Department of Business Innovation & Skills and they told us that such things as general advice from your accountant, the membership of a marketing group - such as the Entrepreneur’s Circle, advice on building your website, putting brochures together, pay-per-click advertising or any other ‘tactical’ skills or advice or training courses do not count as advice that would mean you cannot get a voucher.”

I guess that readers are now thinking – where’s the catch and of course, as Mike says, there’s no such thing as a free lunch! “There are two catches you need to be aware of” Mike told us. “The programme is essentially a giant research project to see if supporting small businesses with financial help actually “Small businesses makes a difference to their actual behaviour and so £2000” vouchers will be allocated randomly - although the majority of businesses will receive them, we are assured. Anyone who applies will be asked to take part in surveys to find out how the voucher has helped. To Apply go to; https://www.gov.uk/applygrowth-vouchers If you’d like to find out more about the scheme, contact Mike at info@mgretailconsulting.co.uk or call 01256 213021.

Local MP provides ‘fantastic’ testimonial How well do you know your MP? The team at Isagi certainly know theirs and MP Cheryl Gillan has provided the company with a glowing testimonial, describing its range of non-slip trays as ‘fantastic’.

Mrs Gillan bought a tray after visiting the company in her Buckinghamshire constituency and says that she so impressed that she will be buying more for Christmas. The company invited the MP to its offices. The visit has clearly been worthwhile, providing an interesting news angle and generating a new customer! The debate about how the older generation can be catered for in the future is high on the political agenda and so a call to your local MP may well produce a visit and, if you are lucky, coverage like Isagi is enjoying. Call 01494 772956 or visit the website at www.isagi.co.uk 56 www.thiis.co.uk

Mike Glynn is encouraging businesses to make the most of a Government initiative.

are entitled to

Quantum® Q6 Edge HD with TRU-Balance 3 Power Positioning The Q6 Edge® HD offers a 32 Stone 2lbs weight capacity and can except Synergy®, TRU-Comfort Plus® seating along with TRU-Balance® 3 Power Positioning. Benefiting from exceptional performance and manoeuvrability the Q6 Edge HD features Quantum’s® innovative, yet functional approach to Mid-Wheel 6 drive performance, combining to produce the perfect heavy duty solution.

CRASH TESTED

Please come and visit us on:

STAND * images used for illustration purposes only

B20

Tel: 01869 324600 Email: sales@pride-mobility.co.uk Web: www.pride-mobililty.co.uk

Export success as 25% heads abroad Mackworth Healthcare is celebrating after winning its first export orders from Australia and Spain. The company, which since acquisition has already exported to countries such as Ireland, Italy, France and USA, recently had some large orders from its latest round of export success in new countries Australia and Spain. As a result of these sales the company, which was only acquired by MD Neil Smith and Director and General Manager Lee Reeves in November 2012, Mackworth has seen exports increase from 5% of turnover to that of 25%. Lee said: “It is very unusual to achieve such high volumes with initial orders and we are absolutely delighted with this progress. Australia is a huge emerging market for us and with great

potential and it’s one we really wanted to crack this year.” Since acquiring the business two years ago the company’s profitable turnover will have increased by over 850% at the end of this financial year and staff numbers have risen by 550%. The move to larger, purpose designed premises was supported by £114,000 business finance from the Welsh Government and provides the manufacturing capacity needed to meet the growing demand for their products. Contact Mackworth on 0800 779 7218. The website is at www.mackworth-healthcare.com

70,000 and counting for Powerpack TGA has reported that over 70,000 Powerpack units have now been sold internationally thanks to the addition of the new bariatric ‘PLUS’ model to its range. The new 24v model can propel larger wheelchair occupants weighing up to 32st and the company says that it has delivered significant orders to accelerate the number of overall Powerpacks sold. In addition to its 32st user weight capacity, the new 3mph Powerpack PLUS incorporates advanced ‘soft-start’ technology that ensures smoother acceleration/de-acceleration, greater traction and better control . The TGA website is at www.tgamobility.co.uk

58 www.thiis.co.uk

E120 Essential • • • • • • • • • • • •

Up to 120kg user weight limit Innovative ICS diagnostic display Continuous charge strip Power back-up system Call and send units Manual swivel lever External version available Child seat available Seatbelt options Quick and easy installation Pressure-sensitive surfaces Known for its reliability

D160 Deluxe • • • • • • • • • • • • • • •

Up to 160 kg user weight limit Innovative ICS diagnostic display Continuous charge strip Power back-up system Remote control Luxurious upholstery options Powered hinge Bespoke rail sizes Footrest to seat folding linkage Manual or powered swivel Variety of rail colours (on request)* External version available Child seat available Seat belt options Quick and simple installation

*Lead times may vary

Visit: www.meditek.net | Call: 01325 311442 | Email: Sales@meditek.net

training diary

Doing any training? 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. JANUARY 2015 Global Training by Silvalea – Toileting Sling Solutions - 7th Jan. Interactive Online Training. FOC.

Global Training by Silvalea – Introduction to Slings - 21st Jan. Interactive Online Training. FOC.

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. January 13th & 14th – Block 1: Mechanical – January 20th & 21st – Block 2: Technical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

JCM Seating Solutions Ltd - Technical Training - 22nd January 2015 - Peterborough – FOC

Global Training by Silvalea – In-Situ Sling Solutions - 14th Jan. Interactive Online Training. FOC. JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 15th January 2015 - Cost: Free of charge - Location: Peterborough, JCM Head Office Prism Medical UK - One Day Product Awareness Course – 15th January 2015 - Grange Moor, Wakefield - FOC

Global Training by Silvalea – Sizing & Measuring - 22nd Jan. Interactive Online Training. FOC Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Dealers (CDEA) - Wednesday 28th January 2015 – West Midlands – FOC to Sunrise Medical Account Holders Sunrise Medical Limited - JAY Product Training for Dealers (PJAY) - Thursday 29th January 2015 – West Midlands – £100 but receive £470 RRP worth of JAY seating products upon course completion

FEBRUARY 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. February 3rd & 4th – Block 2: Technical. February 17th & 18th – Block 3: Clinical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday February 4th 2015 Ilminster. FOC including Lunch. Global Training by Silvalea – Amputee Sling Solutions - 11th Feb. Interactive Online Training. FOC. Sunrise Medical Limited - Manual Mobility Selection: Linking Assessment to Appropriate Prescription (CMAN) - Wednesday

11th February 2015 – West Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – Paediatric Sling Solutions - 12th Feb. Interactive Online Training. FOC. Prism Medical UK - One Day Product Awareness Course – 12th Feb 2015 - Grange Moor, Wakefield - FOC Sunrise Medical Limited - Manual Wheelchair Assessment (CMDE) - Thursday 12th February 2015 – West Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – Complex Sling Solutions 1 - 17th Feb. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2 - 18th Feb. Interactive Online Training. FOC.

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 60 www.thiis.co.uk

18th & 19th October 2015 / NEC Birmingham

Trade Days - the first ever Trade Only event for the mobility, independent living and assistive technology market hailed a success! But don’t just take our word for it... Mark Duffield, General Manager Karma Mobility:

Samantha Langtree, Managing Director Rise & Recline Ltd:

There is no doubt that for some time there has been a need for a trade only event within our industry - and Sunday and Monday at the NEC certainly proved this to be the case. Over the two days we were able to engage with existing and potential retailers and showcase our range of wheelchairs and powerchairs in a relaxed business environment; I certainly believe we will generate substantial business off the back of our attendance and I will be looking to exhibit again in 2015.

We exhibited at Trade Days to launch several new products and it was certainly a wise decision. We are definitely going to exhibit next year. As expected, we saw many existing customers on the first day. They came to see our current product range and the new items which we had previously marketed. Some customers even came armed with orders. Day two was equally productive, during which we achieved further sales and new customers.

Vanessa Hands, Marketing Manager at Kirton A J Way:

Ableworld Buying Team

Trade Days was a great experience for Kirton and gave us a real chance to talk business with our distributors. It also provided the team with a unique opportunity to discuss prices, discount structures and actually take orders on the stand, something that is not usually possible at other shows where end users and healthcare professionals are visiting too.

Trade Days proved to be a great event for us. We were able to meet up with most of our suppliers to discuss new ranges and opportunities or existing business, informally over a coffee. It also gave us the opportunity to see potential new suppliers and products that were very relevant to our business and our customers.

Richard McGleenan, Drive Medical: Zane Powers, Marketing Manager, Dartex Coatings: We were aiming to meet manufacturers of medical mattresses and seating and I am delighted to say that I found the audience to be relevant and engaged. We exceeded our targets for customer appointments and lead generation by over 200% so there is a huge amount of follow up activity to close the prospects we have identified at the show.

Trade Days was a resounding success for Drive Medical in terms of spending quality time with our customers. The Sunday in particular worked well in that certain customers, normally too busy during the week, were able to spare the time to attend. The fact that entry was restricted to Trade customers also gave the show a very relaxed mood conducive to good, constructive business discussions. We were delighted to rebook for next year.

Joe Ganatra, Cleethorpes Mobility Centre What a brilliant event! It is great to have a trade only show and we have not only made new contacts but also done some business. I will 100% be here again next year.

Mark Diaj, Managing Director, Able2: As far as we are concerned you “nailed it”, we had an excellent show! We saw exactly the audience we wanted to see. We had enough time with them and they didn’t feel pressured and overcrowded on the stand.

Becky, General Manager, Timo UK Exhibitions are all about quality of visitors to the stand and that has been the case, at Trade Days. It is great to finally have a trade event in our market and we will definitely look to attend again next year.

Charlotte Gillan, Managing Partner, Classic Canes: The turn-out from our existing customers was excellent and we were very pleased to receive so many promising new enquiries. We very much look forward to exhibiting again in 2015.

Supported by:

Be part of it for 2015! Contact Clare Johnson on 01962 736989 or c.johnson@closerstillmedia.com for more information on exhibiting at Trade Days

training diary MARCH 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. March 4th & 5th – Block 1: Mechanical. March 10th & 11th – Block 3: Clinical. March 24th & 25th – Block 2: Technical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 5th March 2015 - Free of charge Peterborough, JCM Head Office Global Training by Silvalea – Manual Handling Products - 10th March. Interactive Online Training. FOC. Sunrise Medical Limited - Mobility and Seating System Selection: A Paediatric Focus (CPAE) - Wednesday 11th March 2015 – West Midlands – FOC to Sunrise Medical Account Holders

Global Training by Silvalea – Toileting Sling Solutions - 12th March. Interactive Online Training. FOC. Sunrise Medical Limited - Scooter and Powerchair Service and Maintenance (TPSM1) - Wednesday 18th March 2015 – West Midlands – FOC to Sunrise Medical Account Holders Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday March 25th 2015 Ilminster. FOC including Lunch. Sunrise Medical Limited - Powerchair Service & Maintenance – Mechanics (TPSM4) - Wednesday 25th March 2015 – West Midlands – FOC to Sunrise Medical Account Holders Sunrise Medical Limited - Powerchair Service & Maintenance – Electronics and Diagnostics (TPSM2) - Thursday 26th March 2015 – West Midlands – FOC to Sunrise Medical Account Holders

CONTACTS FOR BOOKINGS BES Rehab - Contact marketing@bescorporate.net BHTA - Call 0207 702 2141 or email nigel.woods@bhta.com Invacare – Call Joan James on 01656 776283 or email jjames@ invacare.com Prism Medical – Call Colin Williams on 0844 980 2260 or email: traininginfo@prismmedical.co.uk 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 R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@ r82.com Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@electricmobility.co.uk Disabled Living – Call 0161 607 8200 or email training@ disabledliving.co.uk. Visit http://www.disabledliving.co.uk/Training/ Events---Courses Kirton Healthcare – Email: lizgatt@kirtonhealthcare.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk

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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.

jobs on offer Area Sales Manager (Midlands)

Great opportunity for a Product Manager Handicare is seeking an experienced, dynamic Product Manager to manage its 2000 double rail stairlift and its continued successful development. This will require investigation of the double rail market and its requirements to underpin your creation of a product design specification for future products and their introduction. Conducting research to build up market knowledge and customer insights, you will have as a Professional Product Manager, the responsibility to support our global sales growth of this established product line and, in conjunction with our R&D team, deliver product enhancements and new product opportunities.

Leicestershire base Competitive salary + vehicle + benefits/commission Exciting role with an equally exciting growing, dynamic bariatric handling equipment manufacturer and supplier. Benmor Medical is a special and unique business – its ethos is all about quality and the highest standards of equipment used by many hospitals throughout the UK. The Area Sales Manager for the Midlands will cover a ‘patch’ from Toddington to the M62. The role will necessitate maintaining existing accounts but creating new ones too!! Our equipment sells itself but the Area Sales Manager will need to open doors to facilitate sales opportunities. Our way of selling is consultative and about the ‘long haul’ relationship, not just a quick fix. The successful applicant will be responsible for the development of our Midlands distribution unit. Key Responsibilities: • Promote Sales + 24/7 Rental Business within the acute sector of the NHS & Community

Responsibilities will include (but are not limited to):

• Train + assess users of our equipment

• • • •

• Achieve growth through planned appointments, Tenders/exhibitions etc.

• • • • •

Understanding the needs of both the stairlift user and distributor Executing market analysis Identifying and quantifying growth opportunities Launching products and improvements including life cycle maintenance Managing the product portfolio by balancing introduction and phase out of products Defining portfolio strategy by creating the product road map for double curve stairlifts Defining product specification and business case for investment decisions Creating and executing launch plans for existing and new products Producing and maintaining accurate product information including;

• Maintain accurate records via the CRM system Candidates will be graduate calibre, demonstrate a successful sales career gained from selling to the NHS. Have exceptional communication (written/verbal) skills and exemplary interpersonal skills plus the ‘gravitas’ and passion to be part of this growing and successful business. Apply now to our HR Consultants at mary.staddon@msps-hr.co.uk 01737 350341

• Sales manuals, selling tools and training • Installation manuals, service and maintenance tools and training • Online product support materials and marketing communication • Providing product information for communication internally and to customers • Understanding and implementing legislative requirements • Executing planned work and in line with agreed time scales and budget The successful candidate will have proven experience of: • A similar Product Management role, preferably in an international stairlift or mobility sector. • International market data collection & analysis • Product portfolio management • Building and maintaining of BOM’s, ideally preferably in Microsoft Navision/Axapta • Writing technical, sales and user product documentation • Assisting local sales and marketing teams to both launch and sell the product • Working with (stairlift) legislation, regulation and standards Based at the Handicare UK Head Quarters in Kingswinford, West Midlands, the successful applicant will enjoy a salary commensurate to the importance of this role which is negotiable dependent on experience. Attractive company pension, annual company bonus and 25 days holidays per year are all included in the package. Assistance with relocating costs is available where required. If you wish to apply for this position, or would like further information, please send your CV and covering letter to jobs@handicare.co.uk before 31st December 2014.

National Sales Manager Established in 1995 Freerider Corporation has grown to become one of the largest Mobility Scooter manufacturer’s. Freerider Luggie UK Ltd was opened in Keighley, West Yorkshire in 2011 and is growing from strength to strength. We are looking to recruit a National Sales Manager to head up our sales team. Main duties & responsibilities are: •

Developing sales plans and ensuring that targets are met.

•

Managing the sales team by setting objectives and ensuring these are met.

•

Maintaining and developing client relationships.

•

Identifying new markets and business opportunities

•

Acting as an ambassador and role model for your business.

•

Increasing market share in existing markets and maximise new business development opportunities.

•

Achieving targets for revenue, profitability and sales growth.

•

Taking responsibility for profit & loss.

Skills & experience required: •

Proven communication and interpersonal skills.

•

The ability to establish and develop new and existing business.

•

Passion for quality and commitment to delivering a first class service.

•

Ability to think strategically and to provide leadership.

•

Highly organised and able to plan and prioritise workload.

•

Success in achieving targets and producing results

•

Industry Knowledge

•

Driving licence essential

•

Must have passion, with smart marketing ideas and blue sky thinking

Salary and benefits are negotiable subject to experience. STAIRLIFTS | MOVING & HANDLING | BATHING SOLUTIONS | MOBILITY

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To apply for this position please send your CV along with a covering letter to linda.dixon@freerideruk.co.uk

jobs on offer

Check the ‘Jobs On Offer’ section of the website for more opportunities “We recruited two Product Specialists solely using THIIS. For our business, THIIS would certainly be our first (and probably only) consideration.”’ Richard Smith, Sales Manager, Accora

EXHIBITION & EVENT GUIDE January 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.com January 27-28 2015 – Moving & Handling People, Amnesty International’s Human Rights Action Centre, London. www.movingandhandlingpeople.co.uk March 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry - Call 0161 607 8230/8223 or email info@disabledliving.co.uk March 25-26 2015 – The Care Show –Bournemouth. www.careshow.co.uk March 30 – April 1 2015 – Medtrade Spring - Las Vegas - www.medtrade.com April 28-30 2015 Naidex National – NEC – www.naidex.co.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www.mobilityroadshow.co.uk September 17th 2015 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 October 14-17 2015 – Rehacare – Dusseldorf – www.rehacare.com October 18-19 2015 – Trade Days – NEC – www.tradedays.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 16-19 2015 – Medica – Dusseldorf. www.medica.de

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The New B400

Manoeuvrable and compact

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.

Available options for the B400 • • • • • • • • •

Ottobock · 0845 600 7664 · www.ottobock.co.uk

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

MinimoPLUS

01787 882244

SALES@TGAMOBILITY.CO.UK

WWW.TGAMOBILITY.CO.UK

integrated light •

higher weight capacity •

lightweight and compact •

higher ground clearance •

enhanced, ultra-lightweight • battery for extra range

larger pneumatic tyres •

The lightweight Minimo Plus now opens up the opportunity for retailers to supply a high specification, mid-sized 4mph scooter that folds in one easy movement. The ultra-lightweight lithium battery can be lifted strain-free with only one finger - remarkable. Offer something different. It is mobility plus extras.

NEW

more powerful controller •

ADD A NEW ANGLE

The Minimo revolution continues to unfold with the new Minimo Plus.

The UK’s leading range of mobility products since 1985

Team of the Year

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THIIS is produced for BHTA Engage by: Homecare Publishing Ltd, The Stables, 16c High Street, Rushton, NN14 1RQ Tel: 01536 710050 E-mail: info@thiis.co.uk Providing news and views in

the trade since 1999 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.