Thiis feb 14 by THIIS

ISSUE 185 • FEBRUARY 2014

THE HOMECARE INDUSTRY INFORMATION SERVICE

Quality focus pays off in year one New breed of showroom proves worth Looking for a retail route

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

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Manufacturers of Bespoke & Manufacturers Bespoke & Contract Rise & of Recline Chairs Contract Rise & Recline Chairs

Call our Sales Hotline on 01446 772227 Wilcare Wales Vale Business Park, Llandow, Cowbridge, Vale of 772227 Glamorgan CF71 7PF Call ourLtd,Sales Hotline on 01446 Telephone: 01446 772227 Fax: 01446 772226 Email: info@wilcarewales.co.uk Wilcare Wales Ltd, Vale Business Park, Llandow, Cowbridge, Vale of Glamorgan CF71 7PF Web: www.wilcarewales.co.uk Telephone: 01446 772227 Fax: 01446 772226 Email: info@wilcarewales.co.uk Web: www.wilcarewales.co.uk

Proudly made in the UK Proudly made in the UK

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

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Lateral Support Back Waterfall Back Cushion Back Lateral Support Back Waterfall Back Cushion Back The Senydd single motor tilt-in-space rise and recline chair. NEW Wilcare 25 maximum user weight as standard. Thestone Senydd single motor tilt-in-space rise and recline chair. are milfocrt WoW NE‘C 25 stone maximum user weight as standard. 3 sizes, 4 back designs, 1 great price - £485 rtats se g’fo ruonm Sp‘C ts Also available 2 motor 1versions. 3 sizes, 4 backindesigns, great price - £485 an seo ailnagb’ le Sapvru l. Bespoke sizings and multiple additional n Also available in 2 motor versions. e vaisilamboledo ath options Bespokeavailable. sizings and multiple additional this model. options available. Size Chart

201 1 201 1

contents Looking for a retail route............. 4 New POS material for showrooms................................ 8

From the Editor

Product 10 years in development.............................. 2 Quality focus pays off in year one................................ 16 Renray moves to take stake..... 28 Report claims lost focus on access issues .......................... 30

I was at a presentation a short time ago that featured some interesting speakers including the founders of a new app called Yplan and Zoopla, the property website. They both had little nuggets that could spark ideas. Yplan is an app that is operational in London and New York at the moment. It provides people with a list of things to do that night and is aimed at people who want to spontaneously book something. It’s doing very well. Like many new ideas, it came about because a couple of people just couldn’t find something to do when they wanted to go out that night and highlighted just how a great product can be created when you follow your gut feeling about something. The message from the Zoopla founder was simple. He told the audience that they looked at what the competitors were providing at the time, decided that they could easily do that in the future and so concentrated on creating something different – something every business needs to be considering. The Zoopla business is flying.

Team of the year accolade........ 32 Bathseat clearance in StockShop............................... 37 New event plans take shape..... 46 Top retailers scoop awards....... 50 Points of view........................... 60 New breed of showroom proves worth........................................ 62 Jobs on offer............................ 66

on the front Focusing on design and quality has helped a new company grow well in the first 12 months. See page 16.

Another gem from the morning – Beware HIPPO. Apparently….It’s the ‘highest paid person’s opinion’!

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

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

David N Russell AD4

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

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

14:25

Page 1

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

Find out why on page 11 & 15

Top end mobility looks for retail route In a world where a potential customer can go online, search for scooters and be faced with hundreds of options from hundreds of companies, retail businesses are always on the look-out for something a little different. One company that believes it supplies something different is Horizon Mobility and it is on the look-out for retailers that want to be able to offer something more than a standard range of mobility options. Horizon Mobility has, since 1997, been well known as the manufacturer of heavy duty off road mobility scooters sold direct to the end users. The company now wants to bring the products closer to the marketplace by having a presence on the high street through a group of retailers. Managing Director, Graham Billcliffe explained: “We have always produced unique looking, heavy duty mobility scooters, perfecting what we believe to be a range of scooters like no other. This includes the world’s first and only genuine 3 phase AC powered vehicle, ones that are very off road capable as well as models for extremely heavy users, up to 65 stone, 415kg. At the same time the business has developed other avenues and now has a significant rental operation. This means that while the commitment to building the scooters remains, Horizon is now looking less towards the direct sales, and more towards building a retail network for the products, both current and future models.” Graham says that the company is looking to give retailers high levels of exposure which may well help them sell smaller mobility products other than those in the Horizon range. “We will continue to promote and develop our web presence but we will be listing all retailers who wish to commit to the project on the website complete with direct

February 2014

contact details. This means that people looking to the site will have direct contact with their local retailers who will be able to actively promote the Horizon scooters, but if these are out of their budget then there would be no issue in supplying something else.” “We are looking for “We have always produced unique retailers who feel that they looking, heavy duty mobility want something different to scooters” offer customers” Graham added. “The range we can supply is different to what they might be selling right now. Our models are not plastered over the internet at ridiculous prices, but at a price that will allow those supporting retailers to make a margin which will allow for sales costs and to provide a high “We will be listing all retailers who level of customer care, wish to commit to the project on the which is really important to website complete with direct contact us and to any company.” details” “This year is all about us developing that retail network” Graham concluded. “Anyone who would like to talk about representing high quality British designed and built scooters which are not mass marketed on the internet should pick up the phone for a chat.” Call Graham on 01242 223000 or visit the The Horizon range is website at www.horizonmobility.com described as being ‘unique’

www.thiis.co.uk

E-mail: info@thiis.co.uk

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From hoists and lifts and power chairs,chairs, AGM to MKto GEL and& more beingbeing added all the We’re driven bytolifts 3scooters things here at power Flexel. ‘Quality, Service Value’. They’ve been From hoists and to scooters and AGM MK GEL and more added alltime, the our time,watchwords for over 25 years the choice of batteries is continuing to grow. So rest assured we will have the right product to meet youryour the choice of batteries is continuing to grow. So rest assured we will have the right product to meet and they’ve served us well in bringing the best range of mobility spares, to the widest range of customers and all at customer’s requirements now and theinfuture customer’s requirements nowinand the future

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New powerchair and boot scooter from Invacare Invacare’s new centre wheel drive TDX SPNB powerchair has a number of upgrades that the company says will offer a superior drive experience for its customers. Now available with the fully adaptable Modulite seating, this modular based system offers full flexibility in a wide range of seat sizes, and with a telescopic seat frame it allows for stepless adjustments to ensure an optimum fit. In the same way that the Modulite seating system offers a lower seat to ground height on the Spectra XTR2, this same benefit now applies to the TDX SPNB. The company says that simple adjustments, even with an individual in the chair, make assessments straight forward with one chair that can be adapted for all. In parallel with the Modulite seating system upgrade, the TDX SPNB now offers the option for ACS2 controls as standard. This chair can be fitted with more specialist controls and features such as the Proximity head control or iPortal meeting a wider range of client requirements. The company says that the ACS2 control system opens up possibilities such as a seat riser with seat tilt, electrically elevating central legrests and the option of G-Tracl. An additional speed of 10km/h has been included for maximum outdoor performance.

February 2014

Along with the new powerchair, Invacare has launched this month the Colibri boot scooter which features what the company describe as a ‘revolutionary new one handed dismantling system called ‘Lite-Lock’ giving three simple and quick steps. The new scooter will be available in five new colours using a new panel system which makes it quick and simple to select a colour. Colours available are Sapphire Blue, Jasper Red, Marble White, Sunshine Orange, and Jade Green. For more information call Invacare Customer Services on 01656 776222 or visit the website at www. invacare.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

Mobility For Life

Available colours: Silver Available colours: Metallic Midnight Blue

New POS for retail showrooms Capatex Medical has introduced Point of Sale display stands for the Kylie & Kanga brands of washable continence care products. The company has continued to grow in the mobility and pharmacy sectors and positive feedback from customers at the Pharmacy Show, where Capatex first showed prototypes of the POS stands, has resulted in the introduction of the stands to help retailers maximise their sales of the Kylie & Kanga brands. Two stands are offered – a shelving system for the Kylie bed & chair protection pads , and a dedicated display stand for Kylie & Kanga underwear. The display stands are offered as a ‘starter’ kit complete with product and in-store marketing material to support the retailer which includes leaflets and posters Managing Direct, Gabriel Strauss, told us: “Capatex Medical has seen strong growth in 2013 for their range of continence care products and 2014 will be an exciting year with the introduction

of the PO display stands and new products. We are also pleased to be participating in the first Trade Days Exhibition in October too.” For more information on the products and the POS support, call 0115 9786. The website is at www.capatex.com

New AT Hub signals the future Work has started on a new £2.1m AT Hub that will provide a central access point for health and social care equipment for people in Leeds The Hub will bring, under one easily-accessible and central roof, assessment, round the clock new technology and helpline services, Leeds Community Equipment Service, the Blue Badge Team, training facilitie, the Community Support Service Out -of -hours team and the Adult Social Care Emergency Duty team. A planned second phase of the new hub is proposed to include a ‘smart house’, and demonstration home with new technologies, an assistive technology retail unit and a product testing laboratory or suppliers, developers and

innovators of assistive technology equipment. In 2010/11 Leeds Community Equipment Store (LCES) provided 16,350 adults and 738 children with equipment. The population of over 85 year olds in Leeds is projected to increase from 17,000 in 2012 to 27,900 in 2030, an increase of over 60%. The AT Hub is due to open in Autumn 2014.

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

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February 2014

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16/06/2011 09:58

E-mail: info@thiis.co.uk

Earn up to an amazing

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0844 870 9087

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New online presence for seating specialist Seating manufacturer CareFlex has launched a brand new website which the company says has been designed with both healthcare professionals and public audiences in mind. The site includes essential product information to help users understand the complete range of specialist seating solutions, and to match their seating needs with the correct bespoke chair. Each product page has a detailed overview including features as standard, accessory information, image galleries, technical data, sizes and environments. The site also includes essential information on good sitting posture, chair setup and maintenance. It details how various aspects of specialist seating

works; from the difference between Back Angle Recline and Tilt in Space, to the effectiveness and benefits of the patented pressure relief system, CareFlex WaterCell Technology. Managing Director Lindsey Townsend told us: “We are excited about the launch of our new website. With its clean uncluttered design and improved functionality, we believe it will be an informative source for people to use in their guide to prescribing or buying specialist seating.” The website is at www.careflex.co.uk.

Retailer develops new App for customers

Get the BHTA Advantage

Dolphin Lifts Midlands, based in West Bromwich, has launched a new app allowing customers to view its wide range of products and contact the team with a guaranteed 24 hour response time. The app, simply entitled ‘Dolphin Lifts Midlands Ltd’, also allows users to send a message to book a free quotation for stairlifts, hoists and building adaptations using its unique ‘Book It’ feature and lets customers leave reviews for the company based on their experience. Director Lee Farrington, brainchild behind the development of the app, told us: “Our main aim was to enable customers to contact us quickly and efficiently. All our offers and promotions are also included so customers are kept up-to-date.” The app is available on all Apple and Android devices. For more information call 0121 525 8925 or visit the website at www.dolphinmidlands.co.uk

BHTA members now benefit from BHTA Advantage, a range of money-saving discounts for your personal and professional life, making your membership even more rewarding. Some of the ways BHTA Advantage can help you save: • Earn cashback of between 5% and 15% on your festive shopping at retailers including Sainsburys, ASDA, Currys PC World, River Island, M&S, Boots and House of Fraser. • Save an average of 38% on big Christmas movies, when you buy vouchers for participating cinemas (including Cineworld Cinemas, ODEON, Empire, and Showcase) at discounted prices. • Eat out for less this holiday season with a 2 month FREE trial of the Gourmet Society dining card that gives you 2-for-1 dining or 25% off your bill including drinks. Log onto www.bhta.net/bhtaadvantage to see how you can do more for less. Terms and conditions apply. See website for details. Offers subject to change without notice. Gourmet Society – a valid debit/credit card is required to register for the free trial.

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February 2014

21/11/2013 09:13

www.thiis.co.uk

E-mail: info@thiis.co.uk

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

A helping hand when you need it most. FREE TOPROFIT JOIN SHARE NO REPURCHASE WITH

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First Senior Finance are pleased to present an all new finance scheme for mobility dealers. Feature and benefit highlights include new ‘No-Risk’ agreements, new dealer profit share programme, direct access to our underwriting team and enhanced service levels. We call it ‘Triple Star Finance’ and it’s good for everyone.

It starts here, for your FREE information pack call:

01582 842224

Food preparation product 10 years in development The new food preparation board from Peta UK has been under development for over 10 years and is now on the market. Designed to assist customers with weak hand function, or semi-loss of use of one hand, the board offers a solution to peeling, slicing and grating. According to the company, the high quality item wouldn’t look out of place in any kitchen showroom. It is manufactured from sustainable Rubberwood mounted on non-slip feet. Four

spikes on reverse of lid to keep fruit and vegetables in place for peeling or cutting and there is a stainless steel bowl with coarse grater, a stainless steel bowl with fine grater and slicer / peeler and stainless steel collecting bowl. Call: 01376 573476 or visit the website www. peta-uk.com

Helping hand with handcycle Invacare gave Shelter Cymru a helping hand or rather a handcycle for its 2014 ‘Ride to the Rugby’ challenge. Shelter Cymru provides specialist independent advice, advocacy and legal representation for anyone with housing problems in Wales. The challenge took place at the beginning of February, with riders cycling from the Millennium Stadium in Cardiff to the Aviva stadium in Dublin in time for the Ireland v Wales kick-off on 8th February. The Top End Force 2 handcycle was presented to Josh Davies and his fellow cyclists Dai Mathias and former Wales rugby captain Colin Charvis by Invacare’s General Manager UK Operations Chris Bevan. For more information on Invacare products, go to www. invacare.co.uk

February 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Charity effort from special sheets outfit A bedding company has made more than 50 dresses in two days for girls living in poverty in Africa and Asia. The dress-making spree at Easy Move Sheets was inspired by a Women’s Institute sewing evening in Wiltshire where dresses were made for the charity, Dress a Girl Around the World. The charity believes that every girl deserves the dignity of owning at least one dress and distributes dresses to countries including Kenya, Uganda, Zambia, Cameroon and the Philippines. Between the Sheets is a family owned and run company in Devizes, Wiltshire which have been manufacturing luxury bedding for over 20 years and supplying worldwide. The low friction satin fabric that is used helps people turn and re -positioning in bed allowing greater independence. Over the past four years the company has developed three styles of fitted sheet which aid independence in bed. The range of sheets are sold under the Easy Move Sheets brand. The fitted sheets have low friction satin centre panel

The company has developed three styles of fitted sheet that make it easier to move around

for maximum slide and special grip fabric at the foot end for feet to push against and at the sides to enable safe sitting on the bed edge. Jane Allen, Design Director at the company explained about the charity effort: “It’s a fabulous charity and I felt we had to get involved. We employ mostly women and mothers and with “We used off cuts of our organic our sewing skills we 100% bamboo fabric, which feels could make a difference. like a silky cotton and is ideal in hot We used off cuts of our climates as it absorbs three time organic 100% bamboo more body moisture than cotton” fabric, which feels like a silky cotton and is ideal in hot climates as it absorbs three time more body moisture than cotton and is incredibly comfortable to wear and sleep in. More details on the product range at www. easymovesheets.com

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

February 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

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

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First Senior Insurance are pleased to present a simple, no fuss way for mobility dealers to oﬀer great value insurance to their customers. Outstanding policy benefits, easy registration and processing and enhanced service covering insurance, extended warranty and roadside recovery. We call it ‘Triple Star Cover’ and it’s good for everyone.

It all starts here, for your FREE information pack call:

01582 840067

Focus on high quality design pays off in first year Back in May last year, we featured Ed Warner and James Taylor after they established the home design and adaptation business, Motionspot. The company was founded to provide well designed home furniture and fittings for people living with a disability. We caught up with Ed and James recently to find out how the first year has gone and to understand more about their plans for the future. Over the last year, the company has designed and installed a number of accessible wet rooms for clients keen to keep the aesthetics of their home, a passion particularly close to the hearts of the Motionspot team as James told us: “Motion was launched to offer people the chance to live in well-designed supportive homes that did not feel like clinical, disabled environments. I know from my own experience that if you create the right environment at home it has a positive impact on physical and mental health and Motion has taken huge steps forward over the last year to prove what is possible when designing and fitting out a home for disabled access.” The business has grown quickly and now provides a nationwide bathroom design and installation service which is supported by a network of occupational therapists who help shape the designs to ensure each project suits the long term needs of the client. “We partnered with The OT Practice” (an organisation we have featured a couple of times in the magazine) Ed told us, “as their occupational therapists share our passion for well-designed accessible homes. All of our designs take into account how a client’s needs may change over time and every Motion project is built to be flexible to adapt to these changing mobility requirements.” Along with OT advice, the installation side of the Motionspot business is vitally according to James. “Product is only as good as the person that fits it” he suggested. “Motion’s installers are well trained on each product and work from detailed floor plans containing installation position

Ed Warner and James Taylor have had a busy forst year building the Motionspot business.

and heights, every project is then signed off by a Motion surveyor.” The business also has a stringent product sourcing policy and works closely with a handful of UK and European manufacturers to produce “Product is only as good as the a range of products that person that fits it” James says are well designed, are comfortable to use and are built to stand the tests of time. “We have been fortunate to work with progressive suppliers like HEWI who have understood the needs of customers and provide good quality products with up to 10 year guarantees, this ensures that Motion projects not only offer the right support but the projects are built to last. Having started providing adaptations to the private residential market that have included an accessible wet room for an injured Grenadier Guard soldier, clients with spinal cord injuries, MS, Stroke and a number of elderly residents wanting greater “We have been fortunate to work with support in their homes, progressive suppliers like HEWI” Motionspot has expanded into the commercial sector and have recently completed a project for the world-leading mental health hospital, The Capio Nightingale in London. Capio was renovating their Marylebone site and approached Motionspot to design accessible shower rooms and WC’s that were in keeping with the high standard of decor throughout the building. The rooms had to offer the flexibility for The first year of business has seen significant staff to install supports for disabled patients but growth for a company also provide the ability to remove supports if the that is very focussed on supplying high quality products

February 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

An Audley accessible wet room designed and installed by Motionspot

bars and seats posed a ligature danger for high risk patients. The Motionspot team worked closely with the architects of the development to propose and implement a design that delivered the necessary access, were designed to be in keeping with the hospital refurbishment and provided the necessary safety for patients. According to Ed, the challenge was incorporating all of these elements in the tight space constraints of the accessible shower room and WC. The company designed a fully accessible shower room with split level bi-folding carer doors that opened up space in the room when the shower was not in use but enabled carers to keep dry when washing patients. A removable hinged shower seat was fitted to offer up to 150kg of support in the shower and chrome hinged support rails were installed offering support of up to 100kg to help with transfers to and from the seat. Ed says that the unique feature of the Motionspot design was the flexibility of the room. “Within five minutes every support could be removed by clinical staff turning the room into a fully ambulant shower room and removing any potential ligature points for high risk patients.” Capio Clinical Services Director, JJ O’Connor explained why Ed and James were chosen for the project. “We chose Motion because of the high quality of designs, the flexibility of the products and their ability to work closely with our architects and contractors to ensure that everything was fitted in the right positions.” He added: “We have been delighted with the

result and we now have a number of accessible rooms that will give our disabled patients the support they require without the rooms looking any different from the rest of the hospital.” Along with private hospitals, Motionspot have also been working closely with retirement home developers to design to build accessible apartments for residents in later life. This has “Within five minutes every support involved improving access could be removed by clinical staff in existing properties as turning the room into a fully ambulant well as consulting with shower room” architects to ensure new villages are being built to encompass the needs of all residents as they age. “We’ve worked closely this year with Audley” Ed says, “one of the leading operators in the retirement village market who are keen to ensure all their villages are well designed and supportive for their residents. Our national coverage has enabled us to build accessible retirement apartments across their villages in the UK and this will continue to be a real area of focus of us in the “We chose Motion because of the coming year.” high quality of designs, the flexibility Asked to review the year, of the products and their ability to Ed has this to say. “We work closely with our architects” have been lucky enough to work with some ambitious partners who share our goal of improving design in this industry. Our team learn something new from every project and we are consistently challenging ourselves to improve the design of our developments to suit the needs of each client without compromising the look of their home.” A new website for the company is launching later this month showcasing many of Motion’s projects and demonstrating what is possible when designing accessible homes. New client account managers are also being recruited with the business set for a busy 2014. “We have been lucky enough to work Ed and James will also with some ambitious partners who be speaking at Trade Days share our goal of improving design in in October and sharing this industry” some of their insight and designs, so look out for that information in the near future. To contact Ed and James, call 0845 4900184. You can follow the company on Twitter @themotionspot. The website is at www. motionspot.co.uk

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February 2014

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

E-mail: info@thiis.co.uk

Shedding light on a growing market According to the Seasonal Affective Disorder Association (SADA), for about 20% of the UK population, mildly debilitating symptoms of SAD cause discomfort but not serious suffering. This is called ‘Sub-syndromal SAD’ or ‘Winter Blues’. But, for about 2%, SAD is a seriously disabling illness which prevents them from functioning normally without the appropriate treatment. Luminotherapy is a scientifically-proven medical treatment consisting of exposing the eyes to light with an intensity and luminal spectrum close to sunlight daily and temporarily. It is used to treat SAD, sleep problems, jet lag and stress, etc. Of course, light is indispensible to our health and well-being as the main regulator of our internal clock. It stops the secretion of melatonin, also known as the “sleep hormone”, facilitating waking up in the morning, provides energy and ensures better wakefulness throughout the day. Luminette was developed by researchers specialising in sleep and has been used by more than 12,000 in Belgium. The pair of glasses use

a combination of a light source and a hologram with a patented matrix, increased the number of light rays that pass through the retina, thereby mimicking the effects of natural light. It combines an optically concentrated mechanism that minimizes loss of light between the source and the retina along with light emitted by 8 LEDs, providing the same therapeutic effects as a luminotherapy device using 10,000 lux, which is stationary and much bulkier. According to the suppliers, wearing Luminette for 20 minutes is the same as 30 minutes of exposure to the morning sun. For more information on the company and the product, go to www.luminette.be

The Luminette could offer a solution to something that troubles around 2% of the UK population

Foldable travel bed ideal for holidays Kinderkey Healthcare has introduced a strong foldable travel bed which the company says is ideal for holidays and perfect for respite. The bed has a double scissor action frame making it easy to fold and the semi- transparent sides can be unzipped on one side for easy access. The zips are situated on the outside of the bed and the mattress size is 1800mm x 900mm. It is available in two heights 1000mm or 500mm and is also available with a window. Call 01978820714 for more information. The website is at www.kinderkey. co.uk

February 2014

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E-mail: info@thiis.co.uk

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

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

Expansion for accessible bathroom specialist Henley on Thames based accessible bathrooms specialist, Absolute Mobility, has taken on John Rowles and David Ewens as General Manager and Sales Manager respectively. Absolute Mobility was established by Darren O’Connell and Ross nearly five years ago and the company reports that it is thriving and in the process of an expansion programme in 2014. This has led to the appointments of John and David to help drive the business forward. John has taken over the general management of the company, including developing new business from referral schemes and marketing initiatives. David, is responsible for managing all sales activity within the company and making sure that the customer experience is outstanding right from the initial contact through to the after sales service. Part of his time will be devoted to creating and establishing relationships with mobility companies, occupational therapists and bathroom installers. Darren said: “Ross and I are delighted to have John and David on board the Absolute Mobility team. Both have a great set of skills and years of experience behind them.”

For more information on the company, call 0800 2922110 or visit the website at www. absolutemobility.co.uk

NEW OPPORTUNITY MANUFACTURER LOOKING FOR RETAILERS

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

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

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

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

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

BLAZER POWERCHAIR

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

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

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

Marketing toolkit for established product To celebrate the 10 year anniversary of the Aquatec Ocean range, Invacare has created a resource designed to provide straightforward, easy to understand information on the Ocean shower chair range. The pack includes a number of resources such as a Quick guide (A5 size), Ocean poster which folds down to A4 size, Ocean brochure and Order guide The Aquatec Ocean has been supporting elderly and disabled people maintain dignity and independence for over 10 years. The modular shower commode chair was first launched in 2003 and joined shortly after by the heavy duty Ocean XL (180kg), then the VIP and Dual VIP tilt in space models. To order the quick guide or posters separately please use the part numbers below: Ocean Quick Guide: 1575042 Ocean Poster: 1575794 To receive a marketing tool kit call 01656 776 295 or email thinkindependence@invacare.com

Looking for new position nal Professio visitor

Trade visitor

www.thiis.co.uk 24

Professional Sales/Business Developer seeks new challenge. I am an experienced sales/business development professional with many years’ experience selling products and services, both B2B and B2C into the mobility, disabled and elderly markets. My strengths include the ability to work autonomously, developing an area and customer base through structured diary planning and organisation. Selling predominantly to private end users, care homes, NHS, councils and throughout specialist needs organisations, I have an ethical and empathetic approach to my clients always understanding their needs whilst never being afraid to ask for an order. I also have experience as a company director and understand accountancy and balance sheet analysis. I seek a fresh, challenging and exciting position within the mobility/healthcare sector in the Scotland/North region and would therefore encourage any enquiries by mobile on 07591 190140 or email: info@autobility.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

PORTLAND Dual Motor Rise & Recliner

“Outstanding comfort with its memory foam seat” FEATURES » New luxurious Sofia fabric. » Memory foam seat cushion provides exceptional comfort. » The footrest can be elevated and the backrest can be reclined independently. » Ergonomically contoured seat & back. » User friendly four button hand controller. » Reclines to an excellent snooze position. » Excellent quiet and smooth actions. » Built in convenient storage pockets. » Battery back up facility * » New 2 year warranty ** * Batteries not included. ** Warranty conditions apply, for more information please contact your Drive Medical dealer. Colour Options

Russet

Mushroom

Oyster

Graphite

Superb Comfort, Style & Performance... The New Portland Riser Recliner has been designed with comfort in mind. It features a memory foam seat and the dual motor mechanism enables the user to find their perfect comfort position.

FOR MORE INFORMATION VISIT:

www.restwellchairs.co.uk

www.drivemedical.co.uk

Result with competition result Running competitions is all well and good, but it’s often after the event that companies can get the majority of the exposure they are looking for as part of the promotion. Here’s an example of a completion that delivered…

Exhibition & Event Guide

Invacare ran a competition last year for retailers, giving them the opportunity to enter a free prize drawer by simple visiting and registering at one of Invacare’s stands at Naidex. The winner was The Mobility Aids Centre in Peterborough and the company won a £5,000 promotional package. The prize consisted of adverts, flyers, web banners, a £2,000 voucher and funds towards advertising in order for the company to promote its own competition which was for someone to win a £2,000 Accessible Holiday Voucher. It mean that the retailer that won the competition would then have the opportunity to raise awareness of the company in their local area with support from Invacare and the Disabled Holiday Directory. The Mobility Aids Centre has been in the industry for over 30 years and recently opened the doors to their new purpose-built showroom and training facilities. Jason Watling of Mobility Aids told us: “When I received the phone call to say the company had won the promotional prize. It was a great opportunity for us.” To get the most out of something like this though, there has to be a plan.

Marketing and Development Manager Steve Perry explained how the company went about making sure the maximum publicity was generated. “We ran the completion in the local Peterborough Telegraph for four weeks, and had a banner advert promotion on their website which generated email entries. The competition was also promoted on our website news section and social media site with a follow up once we had a winner.” He added: “We also printed 1000 leaflets that I took out to the local homes around the Peterborough area to get the flyers into the TV and meeting rooms for residents. The leaflets also went into all deliveries, service visits and demonstrations. In the showroom we put up a number of posters and had and entry form for people to complete and drop in a prize draw box.” The presentation to the winner took place at the Mobility Aids showroom in December and it appeared in the local press a few days later.

The competition was given plenty of publicity

Steve Perry pictured with the winner

February 14-15 – IIC Show, Manchester Central. 0151 709 4034. www.iicshow.co.uk March 10-12 2014 – Medtrade Spring, Las Vegas. www.medtrade.com March 27 2014 – Kidz in the Middle, Ricoh Arena, Coventry. www.kidzinthemiddle.co.uk April 1-2 2014 – Tissue Viability, York University. www.tvs.org.uk April 29 – May 1 2014 – Naidex National, NEC. www.naidex.co.uk June 3-5 2014 – OT Conference. Brighton. www.cot.org.uk June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk July 7-9 2014 – Posture & Mobility Group Conference. www.pmguk.co.uk September 9-11 2014 – Health & Rehab, Copenhagen. www.health-rehab.com September 24-27 2014 – Rehacare, Dusseldorf. www.rehacare.com October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk November 12-15 2014 – Medica – Dusseldorf. www.medica.de November 20 2014 – Kidz Up North, Manchester. www.kidzupnorth.co.uk November 26-27 2014 – The OT Show, NEC. www.otshow.co.uk

NEW

January 27-30 2014 - Arab Health, Dubai. www.arabhealthonline.com January 29-31 2014 - Moving & Handling People, Business Design Centre, London. www.movingandhandlingpeople.co.uk

February 2014

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E-mail: info@thiis.co.uk

VAT FREE

Renray Healthcare takes stake in Squirrel Medical Renray Healthcare, supplier of specialist furniture, chairs, beds and mattresses to the NHS and Care Home sectors, has purchased a 50% holding in Squirrel Medical. The company produces Pressure Area Care mattresses. Squirrel, led by brothers Gary and Rick Baker, has over the last 10 years been quietly developing air mattresses with improved features to better meet the changing demands of both the NHS and Care Home sectors. The “Squirrel Diamond”, a patent protected product, is an ultra-low profile air mattress designed to work with modern hospital and care home beds to help not only prevent pressure ulcers but also falls from bed of vulnerable patients and residents. Renray Healthcare has market access, sales, ware housing and logistic resources that can be leveraged to develop growth of Squirrel products and over the coming months all sales and distribution activities will be transferred to Renray. Going forward Squirrel will continue as a research and development company focussing on pressure area care mattress and seating products. Gary Baker, Director Squirrel Medical told us: “The next stage in Squirrel’s development had to be gaining greater financial support and better access to the growing Care Home market. Renray can help Squirrel on many levels, allowing Rick and I to focus on what Squirrel has always done best – bringing new thinking and innovation to the market.”

Graham Silman, Managing Director of Renray Healthcare added: “Over the last two years, Renray has been looking for the right opportunity to acquire businesses that have growth potential and synergy with our core business. The growth “The next stage in Squirrel’s of our electrical profiling development had to be gaining bed range meant that greater financial support and better the investment in Squirrel access to the growing Care Home Medical was an obvious market” choice for both parties.” Renray can be contacted on 01606 593456. The Squirrel website is at www.squirrelmedical. co.uk

Just when you thought it was all over! Xmas might be a distant memory now, but there were a few clever promotions running in the marketplace over the festive period. Stannah took the in-home Christmas décor to a new level with the launch of the UK’s first Santa Stairlift. The limited edition upholstery was emblazoned with the jolly face of the man himself. Patrick Stannah, joint managing director of Stannah Lift Services, explained: “Over the years we have been asked to make dozens of special upholsteries, from team strip colours to the Union Jack. Our designers love to bring these creations to life. It’s about making the stairlift that little bit special – a feature people feel proud to have in their homes.” While a stairlift might not be the obvious stocking filler, the seasonality of the upholstery was no surprise. Stannah says that it gets more calls from concerned relatives inquiring about stairlifts over Christmas than at any other time of year.

February 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

THE LUXURY SCOOTER

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

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

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

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

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

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

Disability access focus lost in last 5 years Really Useful Stuff company has published a new research report that looks at accessibility on our High Streets and finds that disability access is falling behind. bottom with very poor reviews. John Lewis and Marks & Spencer stood out as exemplars with Waitrose also scoring well. Apple’s accessibility features were popular and Apple staff seemed very aware of these. However the market is failing disabled property hunters. “48% of respondents were Less than half of the dissatisfied with the level of respondents (43%) were reasonable adjustments that were put satisfied with the way in place to make services accessible” banks meet their access needs. A mere 20% of respondents were satisfied with the way estate and letting agents meet access needs. The findings indicate that despite many businesses investing in reasonable adjustments, such as induction loops that assist hearing aid users, maintenance and poor awareness training means that many such adjustments fail to deliver. The report concludes that many businesses have taken “The report concludes that many their eye businesses have taken their eye off the off the ball and allowed poor ball and accessibility to creep back in” allowed poor accessibility to creep back in. Businesses fail to involve disabled people in reviewing customer service. Businesses are still focused on segregated solutions rather than an inclusive approach. Mary-Anne Rankin said: “Stories of loops being in place but not working, accessible counters being provided but not open, ramps and electronic East Coast Mobility have a couple of doors being in place but aisles crammed with merchandise were customers who would like to purchase familiar comments”. second hand Traveso’s and are willing to buy A big area of concern was the these off you. They will collect them too. finding in relation to web accessibility. Online shopping can be a big help to What a great opportunity to turn old stock disabled people, offering great deals as well as ease of shopping. However into cash and free up some space for faster many websites are still inaccessible to moving products! people who use assistive technology. The report calls for more businesses Contact Dane on 01502 514500 to include disabled people in reviewing to discuss this and take it further. their customer service. We ran an article on Really Useful Stuff , a new on-line marketplace, in an issue of the magazine a few months ago. You can read the report at http:// www.reallyusefulstuff.co/?page_ id=9283

‘Missing Out’ is a research report written by MaryAnne Rankin, Director at Really Useful Stuff and is based on a survey over 350 disabled people. The overall picture gained from the survey appears to show that business focus on disability access has diminished in the last 5 years. This is despite the success of the Paralympics in raising UK awareness of disability. 48% of respondents were dissatisfied with the level of reasonable adjustments that were put in place to make services accessible, while 65% of respondents felt that retailers have made no improvement in recent years. The survey looked at Banks, Supermarkets, Mobile Phone retailers and Estate and Letting agents as well as the High Street in general. Banks came out on top with Barclays and Lloyds scoring well especially with the launch of talking ATMs. Estate and Letting Agents flounder at the

Do you have any Roma Traveso scooters gathering dust that you would like to turn into cash?

February 2014

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E-mail: info@thiis.co.uk

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

Cheltenham retailer crowned team of year Disabled Care and Mobility won the Team of the Year at the British Healthcare Awards ceremony held at the end of 2013. The awards, held the Millennium Gloucester Hotel in South Kensington, were presented by BBC Breakfast’s Bill Turnbull. Steve Warburton, Managing Director of Disabled Care and Mobility, told us: “I am extremely proud that my team has won this prestigious award. Every member received a mention, which clearly demonstrates the immense hard work they put into the business – well done and thank you to everyone for being so dedicated.” The Team of the Year is decided after reviewing feedback from hundreds of the business’ customers. A winner is chosen based on the number of cards received and comments recorded on them, so the Team of the Year is effectively chosen by consumers. Steve added: “There can be no greater compliment paid to the

business than our customers voting for us, since we do everything we can to ensure they get the highest level of service possible.” One of the suppliers that Steve and his team work with is Karma Mobility. Mark Duffield, General Manager at Karma, said: “We are thrilled for Steve and team at Disabled Care and Mobility “There can be no greater compliment on their award. The whole paid to the business than our team works incredibly hard customers voting for us” to provide its customers with a first class service, and the award, along with glowing testimonials from their customers, is testament to that. It is a very well deserved win.” For more information about Disabled Care and Mobility, call 01242 524 963 or go to www. dcmglos.co.uk

New folding scooter from Italy Di Blasi in Italy has been manufacturing folding mopeds, folding mobility scooter and tricycles and folding bicycles since 1974. The companies latest scooter, the R30 can be folded by pressing a button. For more information, go to www.diblasi. co.uk

February 2014

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E-mail: info@thiis.co.uk

‘Premium comfort & safety’ ‘They say you cannot reinvent the wheel’ - We didn’t even try to, but we did incorporate it into our new Galaxy Plus steering system. You drive a car with a wheel, now drive your mobility scooter with something you know has worked for just over 100 years in the automotive industry. With extra suspension, large range and superb manoeuvrability. We give you the Galaxy Plus – not a new invention, just using what works best for a new innovation.

Retail pritce: £ 5995.00 (incl. VAT)

Van Os Medical UK Ltd. Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire LS25 6PJ

01977 681400 sales@vanosmedical.com

For more information, go to www.vanosmedical.com, or visit your nearest dealer.

Scan the QR Code!

Over 65’s smash the NHS care myth 93% of the people questioned think that investing more in in-home care services will help them remain independent in their own homes for longer. Stannah has continued its strategy of producing surveys which will then generate publicity by taking a look at what over 65s think of the care they receive from the NHS. The new survey shows that they are overwhelmingly happy with the care standards. The company says that, despite popular medical dramas such as Casualty and Holby City portraying the elderly as demanding and unhappy, and the NHS as unable to cope, a huge majority of over 65s are extremely content with the care they receive. The Stannah Silver Census questioned 1,000 adults over 65, to provide a finger on the pulse of an oft-overlooked segment of British society. The study revealed that 81% of pensioners are “happy with the quality of care I receive from the NHS” and 86% agrees the “NHS is a great institution and I am proud of it.” The research also revealed significant regional disparities in views of the NHS, with pensioners in Wales (76%) more strongly in favour of the NHS than those in London and Yorkshire (59%). The research shows that 71% think NHS staff are excellent, but management of the NHS is poor, 70% think the NHS needs dramatic reform if

it to retain public trust. A figure that will be very much of interest to companies in our marketplace is that 93% of the people questioned think that investing more in in-home care services will help them remain independent in their own homes for longer. Patrick Stannah, joint managing director of Stannah Lift Services, said: “This study smashes the myth that the elderly feel marginalised and neglected by the NHS. The vast majority appear to be “This study smashes the myth that happy with the care they the elderly feel marginalised and receive and think the NHS neglected by the NHS” is a great British institution. Despite growing concerns about standards of care in hospitals and care homes, it is positive to see that many pensioners really value the hard work of NHS staff and the treatment they receive. He added: “That said, there is a clear call for reform and need for more in-home care services, which will ease the pressure on the NHS as demand continues to grow.” For more information on Stannah, go to www. stannahstairlifts.co.uk

Open day for Lincoln outfit Lincoln based Dolphin Mobility East Midlands recently held an open day at its showroom. Healthcare professionals and representatives for all the surrounding local councils were invited to see the latest innovations. Managing Director Michael Hambrook explained: “OTs and other healthcare professionals are a vital link between people with a disability and companies such as ourselves that supply the products that can really make a difference to people’s lives. By putting on an event like this the manufacturers themselves can engage directly with the healthcare professionals and council workers. Dolphin Mobility East Midlands can be contacted on 01522 686315.

Michael Hambrook, Caroline Munday from Stannah, Gary Crofts from Access, Colin Gill from Dolphin Mobility East Midlands, Andy Allen from Handicare, John Hughes from Wessex, Colin Wotherspoon from HomeAdapt and Kent Meredith from A J Way

February 2014

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E-mail: info@thiis.co.uk

rmation info e or

• A 21 Stone 6 lbs weight capacity • Front and Rear CTS Suspension • 2 x 12-volt 18AH batteries • 4 mph boot scooter

n here f or Sca m

SLEEK STYLE AND LUXURIOUS FEATURES.

rmation info e or

The new Apex Rapid is the latest 4mph travel scooter from Pride Mobility. When it comes to standard features the light, versatile Apex Rapid delivers exceptional levels of comfort, stability and manoeuvrability that have never been seen before, as well as all-round suspension and larger leg room.

n here f or Sca m

The Serta 525 Infinite-Position, "Zero Gravity", Trendelenburg Chaise Lounger The Serta 525 Split back is the latest Infinite-Position lift chair from Pride Lift Chairs. It features two attractive colour options in Timber and Oat from the Perfect Fabric Collection for a contemporary style that fits and enhances any home decor. • Features 2" of Serta`s premium Cool Action™ Gel Memory Foam • Pirelli® Webbing conforms to individual users` backs for personalized comfort

Tel: 01869 324600 www.pridemobility.co.uk

Rise and fall cupboards added to range AKW has added new ActivMotion rise and fall wall cupboards that can be incorporated into any of the company’s complete kitchen ranges or will fit discretely into existing kitchens, where façade colours match. Available in standard sizes, units are supplied as complete cupboards with an integral rise and fall shelf unit, which is activated at the touch of a button mounted in the most suitable position for the user. The shelves are enclosed to prevent items tipping out when they are in motion, in a controlled but responsive way. Built-in collision detection prevents the units from damaging items stored on the work surface below. The unit is designed to allow wheelchair users to make full use of the storage space, without compromising access for ambulant users, as Stuart Reynolds of AKW explains: “One of the guiding principles of our accessible kitchen ranges is that they should be suitable for inclusive living and multi-user environments. Wall cupboards are standard elements in any kitchen

design, but for many people, not only wheelchair users, they can put useful storage space out of reach. By incorporating rise and fall technology into wall-mounted cupboards, you can maximise storage space and ensure that it is fully accessible to any user.” AKW’s accessible “One of the guiding principles of our options also include accessible kitchen ranges is that they ActivMotion rise and should be suitable for inclusive living fall worktops, units with and multi-user environments” recessed and raised plinths and a choice of oven and hob units designed for safety and accessibility. The company offers a range of kitchens and a comprehensive kitchen surveying service. Call 0800 0787 051 or visit the website at www. akw-ltd.co.uk/riseandfall

CCelerATe yoUr bUSineSS with the exclusive TGA A-Class Dealer Scheme 36

0026TGAad.newstripJun13v1.indd 1

February 2014

www.thiis.co.uk

Team of the Year

E-mail: info@thiis.co.uk

New advisory booklets from Back Exchange The National Back Exchange (NBE) has produced a couple of advisory publications that could be useful both for anyone working in the moving and handling field. ‘Working at or near floor level is described as a survival guide for health and social care members. It has been produced by Carol Croshaw. Carol is an Occupational Health Physiotherapist and an experienced Moving and Handling Professional with many years’ experience of working in community settings. The leaflet aims to provide the reader with practical tips on how to reduce the risks associated with working at or near floor level. The publication came about in response to hearing health care staff complain about the discomfort they experience when working in this position, especially when working in patient’s homes. The information provided is based on research. Copies can be purchased through the NBE website using the on-line shop. Packs contain 10 copies and the cost is £2.50 per pack p&p. A copy of the leaflet can be viewed in the resource area of the website. NBE has also announced the 3rd book in the NBE professional Series: ‘Moving and Handling of Plus Size People - an illustrated guide’ The authors are Mary Muir and Anita Rush. Both Mary and Anita bring a wealth of knowledge to this

publication from their experiences of working in the field of Bariatric Moving and Handling. The book has been developed to provide a practical guide to the moving and handling of Plus Size (Bariatric) people in a variety of settings, including Community. It outlines the organisational systems and inter agency communication that should be in place to manage this group of service users and uses a case study to show one person’s journey through a range of health and social care settings, from collapsing at home, being taken into hospital and being discharged back home. The range of solutions discussed, including techniques and equipment, can be used in both an acute setting as well as in a community setting. The techniques are illustrated using photographs of Plus Size models. Copies can be obtained through the National Back Exchange website using the on-line shop. The cost is £30 for NBE member and £35 for non-members plus p&p. For more information, go to www. nationalbackexchange.org

Two new advisory publications could offer retailers and supplier some good background information and will be of interest to the professionals that you are working with too.

Stockshop 12” BATH SEAT STOCK CLEARANCE, AVAILABLE AT SPECIAL OFFER PRICE!!! 12” 5 slat bath seats available at special offer price of £9.95 due to slight discolouration on ends of seat slats (otherwise new in and in perfect condition).

Fully compliant with all regulations and meet TCES specification Lightweight sturdy PVC construction

Delivered Packed in individual bags 42 units per pallet ( 8 pallets available at this price only.)

Maximum user weight of 190kg (30 stone)

Product dimensions: 45cm (18”) x 29cm (11 1/2”) x 30cm(12”)

No Assembly required

Products are unbranded

Please contact Ian at Urathon on TEL: 01249 760581 MOBILE:07823 771030 or EMAIL: ian@urathon.com

BETTER mARGINS

EXTENDED WARRANTIES

‘OUT-OF-A-BOX-DELIVERIES’

A-Class Dealers receive significantly preferential purchase prices.

Standard 2-year warranties are extended to 3 on selected TGA scooters.

receive products fully prepared and un-boxed right into your showroom at no extra cost.

FASTER DELIVERIES

PAID CALL OUTS

FREE PRESS COVERAGE

benefit from Free priority ordering until 2pm for next day delivery.

Claim £90 per call out on selected TGA models.

Support from TGA’s own specialist Public relations consultant to raise local awareness.

QUARTERLY REVIEWS

PRE-DELIVERY APPROVED

receive a free business review every quarter to help achieve great sales.

TGA products are subject to rigorous testing before dispatch to ensure quality.

INTERESTED IN JOINING? REQUEST A FREE BROCHURE TODAY: 01787 882244 sales@tgamobility.co.uk www.tgamobility.co.uk

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

23/05/2013 15:35

CELEBRATING

* 20 YEARS * IN BUSINESS

Welcome to the ﬁrst SILVALEA update of 2014! THE SILVALEA GROUP have been leading designers and manufacturerʼs of replacement slings for use in transfers via patient hoists since 1993.

In addition to our vast moving and handling product portfolio we also offer FREE on-line product awareness sessions via our Global Training by Silvalea division. Supporting customers and distributors worldwide by providing a unique and immediate lifeline for healthcare professionals assisting problem solving and sling updates as well as training in complex sling scenarios, please see their website www.trainingbysilvalea.co.uk to book!

Our Trainer showcases the new Silva® Manual Walking Harness in the Global Training Studio

™

www.g

Recently launched, our latest venture is a a range of trendy and stylish Adaptive Clothing called Guilly P by Silvalea, for children and small adults. The collection includes adapted trousers, jeans, jackets and polo shirts all available in ʻon-trendʻ colours and designs. Exclusively designed for wheelchair users and clients with limited mobility when dressing. Take a look now at www.guillyp.co.uk and get 10% off your ﬁrst order until the end of February 2014.

Onesie Adaptive Leisure Suit with poppers Guilly P Adaptive Clothing Collection

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

SILVALEA

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

website: www.silvalealtd.co.uk

Managing Director & Chairperson: Pauline Guilfoyle

SCAN ME!

AQUATIC ACTIVITIES

FORTHCOMING EVENTS

SILVALEA Hydrotherapy Aids continue to attract interest from around the world and it gives us huge satisfaction to hear how our solutions for aquatic therapy within a pool environment can help in so many ways. Did you know it . . . . • Increases ﬂexibility • Relieves muscle spasms • Improves circulation • Decreases chronic pain • Assists post surgery recovery

Silva® Horizontal Floatation Harness Also available for Aquatic Therapy • Hydro Transfer Belts • Birthing Slings • Emergency Transfer Slings • Buoyancy Accessories • Silva™ Vertical Floatation Harness

Exhibitions 2014 11th March 2014 KIT 4 KIDZ 2014

Centenary Pavilion, Leeds.

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

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

PRODUCT SHOWCASE

www.trainingbysilvalea.co.uk

Our Research and Development Team are pleased to introduce yet another excellent product range to the comprehensive SILVALEA library of replacement sling designs.

FEBRUARY 2014

Silva® Quick-2-Apply™ Replacement Sling Range will incorporate popular styles in a ﬂexible, comfortable and lightweight single layer Easy-On fabric to provide good support whilst allowing the product to be easily introduced and retrieved in various transfer situations. High Easy (Clip Fixing) Silva® Quick-2-Apply™ Replacement Sling First of many new styles in the pipeline for 2014!

• • • • • • •

Burgundy Easy-On Fabric Soft Windsor Wine Binding & Tapes Padded Legs Head Support Sizes X Small to X Large Woven Labels PRODUCT CODE: S6R

Watch out for new designs coming soon!

12th February - 10.30 & 2.30 Introduction to Slings 13th February - 10.30 & 2.30 Complex Sling Solutions 1 19th February - 10.30 & 2.30 Amputee Sling Solutions 20th February - 10.30 & 2.30 Paediatric Sling Solutions ◊ Also FREE On-Line TRADE Agents & Distributorʼs Sling Awareness Sessions Email: info@silvalea-globaltraining.com Tell us products you would like us to focus on!

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

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

GUILLY P

BOOKING LINE: +44 (0)1626 331655

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Website News Items Hearing breakthrough boosts word recognition Computer engineers and hearing scientists at The Ohio State University have made a potential breakthrough in solving a 50-year-old problem in hearing technology: how to help the hearing-impaired understand speech in the midst of background noise. In the Journal of the Acoustical Society of America, they describe how they used the latest developments in neural networks to boost test subjects’ recognition of spoken words from as low as 10 percent to as high as 90 percent. Learning disability patients ‘invisible’ in hospitals Hospital patients with learning disabilities face longer waits and mismanaged treatment due to a failure to understand them by nursing staff, says a new report. In one case, a patient who had problems making herself understood was accused of being drunk by hard pressed hospital staff. It is estimated that one in 50 people in England have some form of learning disabilities such as Down’s syndrome. New report highlights NHS contract awards NHS Support Federation has been looking at the evidence about the number of NHS contracts that are now being steered through the market. By analysing the official websites (TED and supply to health) the organisation has been recording what services are up for grabs, who is winning them and how much money is involved. Charity launches APP to help carers Charity Carers UK has made a pioneering move into the app market with the launch of Jointly - a tool to help families manage care for loved ones alongside increasingly complex lives. The app - available for mobile phones, tablets and computers – offers a simple, practical way to share information and co-ordinate tasks amongst an invited circle who are helping look after a loved one.

See all the latest at

www.thiis.co.uk 40

February 2014

Dorset contract award Pluss has announced that it has recently been re-awarded a contract to provide the Integrated Equipment Service (IES) for Complex aids for Daily Living (CADL) in Dorset. Pluss has been running the service from their Dorset base in Blandford Forum for the past 4 years, which entails the delivery and collection an average of 35,000 pieces of equipment every year, ranging from specialist mattresses to walking aids. The organisation says that Pluss Your Equipment Service is breaking new ground by delivering traditional Community Equipment Services in a completely new and innovative way. Working in partnership with Dorset County Council, Pluss YES has successfully implemented the first ever total rental service for all complex equipment. This provides benefits to the council in that all equipment used in the service is owned and cared for by Pluss YES throughout its whole life, both when in storage and in use. Importantly, it

has a simple, rental rate to cover all activity, meaning there are no hidden extras or surcharges. Pluss is a social enterprise that supports local people with disabilities into work, and the IES service helps provide employment for staff across the operation: within the mobility showroom, delivering equipment and in warehousing duties. Commissioners of equipment services based in the community who would like to know more about how the unique social enterprise that is Pluss drives innovation into the YES product offer can contact Guy Eatherington on 07768 606725. The website is at www.pluss.org.uk

Employee of the year accolade Peter Turner of Canterbury Mobility Centre, Kent, won the BHTA Employee of the Year at the awards ceremony recently. Peter said: “I am delighted with my win, and very proud. At Canterbury Mobility, we do everything we can and go all out to help our customers get the best level of service and ensure they are well looked after, so it feels really great when our hard work is acknowledged in such a major way.” The BHTA Employee of the Year is decided after reviewing feedback from hundreds of the business’ customers. A winner is chosen based on the number of cards received and comments recorded on them, so the Employee of the Year is effectively chosen by consumers. Peter added: “We are very grateful as it shows that we are actually doing something right. We will continue to provide the same high level of service to everyone who walks through our doors.” Canterbury Mobility Centre was established 14 years ago and is based in the heart of Canterbury. For more information go to www.canterburymobilitycentre.co.uk or call 01227 450743.

www.thiis.co.uk

E-mail: info@thiis.co.uk

This one day basic-level service training course is aimed at Engineers and offers a comprehensive overview of the Electric Mobility range of Rascal mobility products. The training will cover servicing, maintenance and fault finding for both mobility scooters and powered wheelchairs. The course will be delivered by James Tucker, Senior Product and Training Technician. James has been working at Electric Mobility for 14 years and has in-depth technical knowledge about our product range. This course will be of benefit to new Engineers joining the industry, or as a refresher course for existing Engineers. The purpose of this interactive ‘hands-on’ course is to develop an Engineer’s understanding and familiarity with the Rascal product range. This will help save time when servicing one of our products.

Course content: Course duration: • Introduction & Company Profile 09:30am – 4.00pm • Electric Mobility Product Overview Lunch is provided • Batteries • Servicing Procedures Venue: • Fault Finding & Trouble Shooting Electric Mobility • Customer Help & Technical Support Canal Way • Questions & Answers Ilminster • Summary. Somerset TA19 9DL

• • • •

12 February 02 April 21 May 02 July

• 20 August • 08 October • 19 November

Course cost: This course is Free of Charge to Engineers working for Electric Mobility Retailers. How to book: Places are limited and available on a first come first served basis. To book your place on one of the 2014 course dates, please contact Sharon Newton using the contact details below.

• Telephone: 01460 258118 • Email: sharon.newton@electricmobility.co.uk • Fax: 01460 258125 Electric Mobility Euro Ltd, Canal Way, Ilminster, Somerset TA19 9DL Tel: +44 (0)1460 258100 Fax: +44 (0)1460 258125 Email: sales@electricmobility.co.uk Web: electricmobility.co.uk Company Registered in England Number 2419231 VAT Registration Number 363 2063 76

Supplier and retailer combine for new product development Quite a few products in our marketplace are developed as a result of the chance meeting or discussion between a supplier and a retailer. Here are details of one of the latest… The Enabler rehabilitation chair from Primacare has been designed to be easily adjusted by the therapist to meet the changing mobility, postural and functional needs of the user as they progress through therapeutic intervention. The new chair is a new concept which has come about through an interesting partnership between two people passionate about seating - a therapist and a design engineer. Managing Director of Primacare, David Tomlin calls it ‘the perfect combination’. Standard features on the chair include adjustable height legs, adjustable back angle, adjustable back height and cushioning, adjustable seat depth, height adjustable arms with swivelling arm rests, drop arms for side transfer, a seat cushion insert enabling the use of pressure relieving gel or air cushions, multiple harness fixing points and a comprehensive accessory list. The chair can be used as a static or multi adjustable porter chair and so enables the therapist to have one chair for all the changing needs of their client. As well as being MD of both Primacare and Prima Fabrications, the company manufacturing and supplying The Enabler, David is also an experienced design engineer. Phil Moore is the Occupational Therapist and Managing Director of The Care Team from Manchester. He has both assessed and supplied seating for over 20 years in the North West. David says that it was Phil who had the concept of The Enabler, literally tucked away in his bedside cabinet in sketch form for two years waiting to meet someone who would help him develop his vision. David explains more about the relationship. “Up until six months ago, our relationship was one of supplier and retailer although at shows in the past we had always engaged in ‘chair talk’ and we appreciated each other’s enthusiasm for specialist seating and what was new in chair design. In the summer of 2013 Phil saw the basis of The Enabler chair in one of the products being developed by Primacare and he nervously decided to share his concept and explain the need for such a chair from a therapist’s perspective. He wondered whether all the extra adjustability could be incorporated into a chair at a competitive price.” Phil explained that over the years he had become increasingly frustrated by the lack of chairs in the market which met the needs of patients who had changing abilities, particularly those patients who for example had suffered a stroke or head injury. “These patients could, over

February 2014

a six month period, change from being hoisted; use a stand aid through to standing from a chair. Rather than have three chairs, which is both costly and logistically a problem, the concept of The Enabler would be that it could be adjusted to match the abilities and needs of the user under the supervision of the OT or Physiotherapist.” David Tomlin (top) and Phil also wanted a chair which could be easily Phil Moore have worked adjusted to meet a variety of patient sizes, figure together to produce the shape and postural ability, so that just one chair new product could be used by various patients on a ward or in a department. He was also keen to try and offer an alternative to what he sees as an over use of ‘tilt in space chairs’. “Understanding and respecting the benefits of tilt in space, I am also aware that they can be used as an easy and lazy option to seat a person with postural difficulties” he said. “I believe that, “We need to ensure that specific particularly in rehabilitation, thought is given to the angle of the but also with those who are seat, so it is an active position” confused, there is benefit in maintaining a patient’s feet on the floor which provides normal perceptual orientation. Additionally, we need to ensure that specific thought is given to the angle of the seat, so it is an active position, rather than passive position which is not necessary therapeutic when trying to encourage trunk control.” Feeling relieved that someone understood his concept and had belief in the project, an agreement was made between David and Phil and the development process started in July 2013. “What followed” David explained, “were countless phone calls and emails and sharing of ideas using my knowledge and experience in both manufacturing and engineering and to match the ever increasing ‘wants list’ supplied by Phil. Prima Fabrications has three CADCAM design engineers and the concept was expanded into a set of 77 design drawings.” Six months and two prototypes later The Enabler is now in full production and the first batch of 25, which were ready at the end of January has already been allocated. For more information on the product, call 01685 845 900 or go to the website at www.primacare. co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

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Equipment support for Paralympic champion Invacare is supporting the double world and Paralympic champion Hannah Cockroft, MBE for 2014. The company will provide a range of Top End and Küschall products to support Hannah for racing and training purposes, as well as for everyday use. Invacare recently presented Hannah with a stunning new Küschall k-series carbon frame chair at a presentation in London where she was filming for a television show to be aired in March 2014. Debbie Williams, Marketing Manager for Invacare told us: “We are absolutely delighted to be working with Hannah. She has already achieved so much at such a young age in her career which is quite remarkable.” Hannah added: “I’m so pleased with the new Küschall chair which is much lighter to manoeuvre and comfy; it’s working amazingly well”

Hannah recently retained her word title for 100m and 200m wheelchair racing in Lyon and has an unenviable and consistent track record of double gold wins over the last two years. She was shortlisted for BBC Sports Personality of the year. The Invacare website is at www.invacare.co.uk

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Puncture sealant system from TGA TGA has launched a new puncture sealant system, that can now be installed on all TGA models with pneumatic tyres, so that retailer call out costs and end user inconvenience is significantly reduced. TGA says that a concern for retailers is a dramatic increase in the number of service call outs being received from end users who have experienced a puncture. TGA has established a new partnership with a leading chemical manufacturer to provide a new, automatic puncture sealant system for all of its tube and tubeless mobility scooter tyres. New to the mobility market and exclusive to TGA, the company says that the revolutionary system will significantly reduce engineer call outs for retailers. The system consists of an environmentally friendly, latex-free compound that incorporates innovative fibres that bind together to form a robust, airtight surface. It is injected into tyres so that an internal protective coating is continually provided to the tyre as the wheel rotates. If a tread area becomes compromised by a nail or thorn, the combination of internal air pressure and centrifugal force, thrusts the solution into the hole instantly. The new system is based on technology already used in many slow moving commercial vehicles involved with aviation ground support, civil engineering and agriculture. Daniel Stone, TGA Managing Director told us: “Our new puncture sealant system will deliver significant benefits across the board. Cost, time and hassle will be saved for all retailers who choose to have this solution injected into new scooters before delivery. It can also be retrofitted to existing models and is available free to businesses that qualify for the new TGA A-Class Retailer Scheme.” He added: “This sealant has been developed by leading innovators who supply to the automotive industry, which is focused on an alternative for the spare wheel in vehicles. Apart from rips and tyre sidewall damage, it has been proven to solve around 90% of all punctures so peace of mind for end users will be dramatically increased.” Call 01787 882 244 or visit the website at www. tgamobility.co.uk

A Leading UK Manufacturer of Bespoke Motion Furniture & Specialist Seating. Bariatric Seating Solutions Our bariatric chairs cater for patient care, safe handling and dignity, alongside the safety of both patient and carer which are fundamental to modern healthcare.

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Trade Days plans take shape After launching a good deal sooner than many new events, in May last year, the organisers of the new trade only event, Trade Days can finally say that the doors will open ‘this year’. As readers will know from the updates we have been publishing, support for the event both from suppliers and retailers has been very strong, resulting in a show floor that became pretty full pretty quickly. There is space left on the exhibition floor, but there isn’t a lot left and the number of new companies taking space each week means that options are becoming more and more limited. Over the past couple of weeks the companies that have been added to the show floor include Consolor, Sole Mates, Jenry, WHM Trans, Medequip, CR Engineering and DB Shoes. Cyclone Technologies joined the exhibitor list at the end of 2013. Dave Hawkins, Managing Director at Cyclone explained: “We are delighted to be involved with the new Trade Days show. It promises to be an ideal platform to develop a network of like-minded people and give them a better understanding of our products and services.” Another company that made the decision to be at the show was Shine International. William Styles, General Manager of Shine, told us: “Trade Days is a great opportunity to showcase our products to our trade customers. As the first show of its kind in the UK for our marketplace we believe that it offers a great opportunity and hope that it will be a great success and an annual event.” And Rosie Laker, Sales Manager at DB Shoes, one of the more recent companies to support the new event added: “We look forward to meeting with retailers from the trade and to be able to offer an exclusive show promotion to introduce them to the increased business that they can achieve when adding footwear to their range. I am sure that all exhibitors and the organisers will be working together to make the show ‘the’ event to attend and that it will become a regular event in the industry calendar.” Certainly the organisers, CloserStill Media are aiming to do everything they can to make the event work for the trade. The company saw the successful launch of the OT Show last November and Matthew Butler, Trade Days event director, believes that the fact that the OT Show was received so well will help Trade Days. “As everyone can see, we’ve had tremendous support for Trade Days so far, but maybe the OT Show was the first time that people in the trade got to see what we do and how we launch events. We’ve been delighted with the reaction to the OT Show, both from the exhibitors and the OT visitors and it’s clear that it will be a bigger event this year. We know that a number of people in the

February 2014

trade who maybe didn’t really know who we were and what we were about now have a good deal of confidence in how we go about organising and producing events and we have seen companies book into Trade Days on the back of having a successful OT Show. We’ll be putting the same planning, the same marketing effort and the same effort into the launch of Trade Days.” The OT Show impressed with some very healthy visitor numbers for a first time event (around “We believe that it offers a great 2,200 OTs in two days) opportunity and hope that it will be a but Matthew believes that great success and an annual event” Trade Days is a slightly different event. “Everyone wants to see the most visitors possible of course and that’s what you work towards, but Trade Days is more about the quality of visitor and being able to provide an environment where it’s all about business and where people can sit down for as “We have seen companies book into long as it takes to discuss Trade Days on the back of having a working together. Trade successful OT Show” Days isn’t like a consumer show or where you have a number of visitor target groups. Everyone knows that the market size in terms of potential visitors isn’t huge and so it’s about getting the right people in front of the exhibitors.” And Matthew paints a picture of what the event will look like. “Trade visitors will be able to take their time and plan their meetings. There won’t be aisles so busy that you can get onto a stand or “Trade Days is more about the quality get to speak to who you of visitor and being able to provide want to. We are looking an environment where it’s all about to create a different and more effective environment business and where people can for suppliers and retailers sit down for as long as it takes to to do business. We will discuss working together” be encouraging people to come along with agenda’s and detailed plans in terms of who they want to talk to and what they want to get out of their time at the event.” The Trade Days website will be live shortly and registration will open in the next few weeks too. To see the limited remaining exhibition spaces contact Clare Johnson on 01962 736 989 or email c.johnson@closerstillmedia.com

www.thiis.co.uk

E-mail: info@thiis.co.uk

Seating Experts in Assistive Technology

The Enabler Fully adjustable in every angle and dimension! The Enabler rehabilitation chair has been designed to be easily adjusted by the Therapist to meet the changing mobility, postural and functional needs of the user as they progress through therapeutic intervention.

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www.primacare.co.uk or call 01685 845900

BRITISH DESIGN - BRITISH MANUFACTURE

New improved drop foot solution introduced Ottobock has upgraded its innovative implantable drop foot stimulator. The ActiGait system, which is celebrating its 10th anniversary, now provides a more discreet control unit along with a lighter and more flexible heel switch to help raise the foot of stoke patients suffering weakness or paralysis of the ankle muscles. The new system provides a steadier and more natural walking pattern. There are approximately 152,000 strokes occurring in the UK every year and 1.1 million stroke survivors living in the UK with many thousands suffering with drop foot. Drop foot is the result of missing signals from the brain to the leg muscles responsible for lifting the foot. ActiGait is implanted beneath the skin of the thigh and works wirelessly with implanted electrodes. When stimulated with an electronic impulse, the system activates the muscles of the lower leg to lift the foot and toes during walking, which then helps to create a more natural gait. The new system is smaller, with a lighter control unit and the control unit no longer has to be attached to waistband and can be worn under a dress or shirt. It also has an improved battery life.

Someone who has been using the Actigait is Zara Roberts, a 27 year old from Wales and Paralympic torchbearer. She said: â&#x20AC;&#x153;Before ActiGait I kept tripping over, and my lack of mobility made me upset and angry. ActiGait has been amazing; I am able to walk on the treadmill at the gym now, and feel more confident when walking unaided. For more information call 01784 744 927 or visit www.ottobock.com

Zara Roberts is one of the ActiGait users who is delighted with the product

Cool product could save millions A cooling compression bandage featured on BBC television show Dragons Den, could save the NHS over ÂŁ20m a year in England and Wales. The Physicool bandage provides cooling, compression and support to reduce pain and swelling after trauma. Physicool can be used to treat inflammation and bruising of muscles, tendons and ligaments. It works by drawing heat away from the affected area rather than just cooling the skin. Orthopoedic surgeons at Dorset County hospital (DCH) apply Physicool after knee replacement surgery, rather than the traditional Cryocuff (a bulky, preformed knee cuff which needs to be attached to a coolant unit). The surgeons carried out a survey of 80 patients undergoing knee replacement surgery. After surgery 40 patients used Physicool and 40 used Cryocuff. The results for Physicool were significantly better than Cryocuff in terms of lower pain scores and increased range of movement. There were also considerable cost savings as Physicool reusable cooling bandages cost up to 63% less than Cryocuff and could contribute to a shorter hospital stay. www.physicool.co.uk

February 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Top retailers scoop Sunrise awards Mobility retailers from across the UK are celebrating after scooping a host of top awards as Sunrise Medical invited its top accounts to the exclusive event at the prestigious Heythrop Park in Oxfordshire. Those invited also got a first look at Sunrise Medical’s range of new products, including the Quickie Jive R2, the Quickie Salsa R2, the Quickie Argon2, the Quickie Salsa M HD and the JAY Balance cushion. Awards presented included accolades for sales, web presence and customer service. The winners on the evening were: Quickie High-end manual dealer of the year 2013 Simplyhealth Quickie Salsa M dealer of the year 2013 MMS Medical Quickie Jive dealer of the year 2013 Gerald Simonds Outstanding contribution to customer services 2013 Recare Built-4-Me solution provider of the year 2013 Easy Mobility NHS development 2013 Clark & Partners Exhibitor of the year 2013 Midshires Fastest growing dealer 2013 Eden Mobility Ltd. Do the right thing award 2013 Kent Mobility Sunrise Medical’s UK Product and Marketing Manager, Simon Collins, said: “These awards allow us to recognise those retailers who have gone the extra mile, either in delivering sales, customer service or just being tremendously proactive. We are fortunate to work with a great group and this event is our way of recognising them and saying thank you.”

Cheryl Moody, Marketing Manager at Simplyhealth receives the award for ‘Quickie High-end manual dealer of the year 2013’ from Sunrise Medical’s Commercial VP, Jim Barratt

Padraig O’Herlihy from MMS Medical receives the award for ‘Quickie Salsa M dealer of the year 2013’

Louise Pearson of Clark & Partners receives the award for ‘NHS development of the year 2013’

David Hughes of Eden Mobility receives the award for ‘Fastest growing dealer 2013’ from Sunrise Medical’s UK Sales Team Leader, Tim Cox

Keith Brookes of Easy Mobility receives the award for ‘Built-4-Me solution provider of the year 2013’ from Sunrise Medical’s Operations VP, Eamonn O’Brien

Steve Ruffle of Midshires receives the award for ‘Exhibitor of the year 2013’ from Sunrise Medical’s UK Product and Marketing Manager, Simon Collins

Richard Holland-Oakes of Recare receives the award for ‘outstanding commitment to customer services 2013’ from Sunrise Medical’s Customer Services Manager, Paula Hardwick

Barbara Byrom of Gerald Simonds receives the award for ‘Quickie Jive dealer of the year 2013’ from UK Product and Marketing Manager, Simon Collins.

Wheelchair Cushions Manufactured in the UK by www.able2.eu

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February 2014

Tel: 01254 619000

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E-mail: info@thiis.co.uk

AT LAST... AN EVENT DEDICATED FOR THE TRADE The Trade Days Show takes place at the NEC, Birmingham on 5th & 6th October 2014 Trade Days is the UK’s first trade only, business to business event for retailers, manufacturers, suppliers and importers of specialist equipment in the rehabilitation, independent living, mobility, assistive technology and associated specialist sectors. It runs on a Sunday and Monday making it as easy as possible for small business owners to attend with minimum business disruption. I am immediately drawn to the new event. A trade only focus is exactly right for the market at this time and exactly right for my business too. I’m sure that retailers will want to be there and find themselves great new products for their showrooms.

From the organisers of The OT Show, successfully launched this November, with over 2000 OT’s in attendance and 170 trade suppliers on the exhibition floor.

David Tomlin, Managing Director, Primacare

I am looking forward to the opportunity to find new products and speak to suppliers at an event that is designed for that purpose. We will definitely be attending and the inclusion of a Sunday will make it easier for many other retailers to attend too. Great idea. Kevin Snowball, Managing Director, Simplyhealth

www.tradedays.co.uk Supported by:

Those interested in knowing more about the event should contact Clare Johnson:

01962 736989 c.johnson@closerstillmedia.com

From a designers point of view It’s always interesting to hear about the background to a new product. Here, Kirton’s designer, Dr David Wickett explains the process that resulted in a new chair… Dr David Wickett, Kirton’s Design Manager, is the brainchild behind its new GE-II range of specialist seating. The company describe the range as being ‘underpinned by scientific bio-mechanical research and ergonomic design principles’ and say that GE-II is a sophisticated and dynamic tiltin-space chair, providing superior postural support and exceptional positioning with outstanding comfort and pressure management. “Ultimately, my role at Kirton is to continually develop new and improved products, ensuring they are aesthetically pleasing, provide greater comfort and are good value for money,” explained David. “This, along with designing product that is easier to use, easier to clean, easier to make, lasts a long time with greater clinical efficiency and all in all, provide a better user experience, is all a part of my job.” David is a furniture designer by profession and a scientist. He is a long standing member of the Medical Engineering Research Group at Anglia Ruskin University and carries out foundational scientific research into seating, including research into new materials and technologies, and how they affect the human body from a clinical perspective. He also has a PhD in Biomechanics. David explained more about how he goes about the design process. “When we have understood the design concept, I switch to the more conventional design process, involving sketching, model making, 3D computer models and prototypes. The science behind the chair is based on design heritage, design quality, and in-depth knowledge of biomechanics, contemporary ergonomic theory and new data from laboratory research carried out in partnership between Kirton and scientists from the UK and US.” “The GE-II has the same DNA as Kirton’s Delta” he added, “and the Ultima chairs before that. The Ultima was developed at a time when tilt-inspace was viewed by some as a form of restraint, largely due to the lack of scientific evidence to support

February 2014

clinical experience on the benefits of tilt-in-space, and poorly designed first tilt-in-space chairs. Our Dr David Wickett is Research and Development team developed the focussed on providing Ultima in a bid to change people’s perceptions products that provide of tilt-in-space through the introduction of good greater comfort and are good value for money design and features such as an elevated legrest which then evolved into a more sophisticated arcing legrest with the Delta chair.” “The Ultima was developed at a time According to the when tilt-in-space was viewed by company, the Ultima some as a form of restraint” was a key product in the development of the specialist seating sector in changing people’s views of tilt-in-space chairs in long term care settings. “Prior to the Ultima” David suggested, “tilt-in-space chairs were somewhat crudely designed and simulated someone being tipped back, where all patient contact surfaces rocked “Tilt-in-space chairs were somewhat back together. This, in crudely designed and simulated turn, resulted in complete someone being tipped back” physical detachment between the patient and their environment. Keeping the armrests fixed minimised this by providing stable surfaces and important somatosensory information.” The research for the GE-II began after David invited two others for a brainstorming session. The designers of two earlier chairs. Mike Jesky (former Kirton Designer) and Martin Battye (Designer and Kirton’s Founder) sat down and discussed where improvements could be made. Questionnaires were also sent to Kirton’s One of the aims is

to change people’s perceptions of tilt-in-space

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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

sales representatives and David spoke to key distributors in order to understand their issues with previous chairs. Kirton employees, who build and service the chairs, were also interviewed. In addition, Kirton collaborated with scientists to investigate the biomechanical principles of seating. For this, laboratory research was carried out with scientists from Anglia Ruskin University, Cambridge, and the Hospital for Special Surgery, New York. Research was carried out on people’s spines in terms of posture and loading and muscle activity, for a variety of sitting postures considered important in long term care. This resulted in new knowledge in biomechanics, on which, the company says, the new GE-II range is built. According to David, as a result of the research, the GE-II is the first chair to adequately articulate the upper body when the chair is tilted. “This is extremely important for comfort and dignity where having a ‘straight’ back previously put the head too far back and disengaged the user from their surroundings. Users can now be aware of their surroundings whilst being in a comfortable position. The chair is also the first to offer lateral support which is also capable of supporting the sides of the pelvis. In this way, the chair supports the foundation of the upper body.” Considerable effort and investment has gone into making the product more appealing and less clinical as David explained. “Careful consideration

has gone into the form of the chair, the quality of the sew lines and the curves they generate, along with the proportion of the various elements and the quality of the materials selected. To achieve this with the least amount of compromise, we have had to innovate in the way we build the chair; developing new processes which we expect to roll out over other chairs in due course.” The chairs comes with a number of different “Research was carried out on integral pressure relieving people’s spines in terms of posture seat options, including and loading and muscle activity” the Intelli-Gel Integral seat module, along with Transflo Gel and Reflexion foam seat modules. Optional accessories include a choice of headrests, leglaterals, a laminated tray with straps, headcap, lap belts and pelvic positioners, making the range suitable not only for those at risk from pressure related issues, but also those who are seated for long periods of time and those who require support “We have had to innovate in the way and positioning assistance. we build the chair” Beverly Lawrence, Group Managing Director, told us: “The research underpinning the design of the chair is phenomenal and brings a new generation of dynamic specialist seating to our portfolio.” For more information, call 0800 212709. The website is at www.kirton-healthcare.co.uk

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February 2014

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At Last! A quick & easy affordable universal hoist

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Adding real teeth to the Code Last year things changed for the BHTA Code of Practice that all BHTA member companies comply with and can promote to their customers. The Office of Fair Trading had been the organisation that was managing a whole host of Codes from a variety of organisations. In April 2012, the Department for Business, Innovation & Skills (BIS) invited the Trading Standards Institute (TSI) to establish a successor to the Office of Fair Trading (OFT) Consumer Codes Approval Scheme (CCAS) on a self-funding basis. It means that now, the BHTA Code of Practice is approved under the Consumer Codes Approval Scheme (CCAS), run by the Trading Standards Institute. Along with the BHTA, there are a number of other organisations with Codes working in the same way, such as British Association of Removers, The Carpet Foundation, Debt Managers Standards Association, Institute of Professional Willwriters, Motor Codes (service and repair), Motor Codes (new cars), The Property Ombudsman, Renewable Energy Association and Vehicle Builders Repairers Association Ltd. At the BHTA Conference last year, Leon Livermore spoke. Leon joined the Trading Standards Institute as its Chief Executive in February 2013 after 25 years in Local Government. He spoke about the Codes, the new relationship with the Trading Standards Institute and what it might mean for the companies involved and what it might mean for the companies that aren’t yet members. Here’s what he had to say…. He started off by painting a picture of what regulation means in reality. “Regulation is quite blunt” he said, “it draws a straight line and it’s about being in control. It assumes that businesses want to be on the naughty side of the line and it’s for us to drive them back over the other side. That’s not true. When you look at the behaviour which we are trying to address and to change for patients, consumers or businesses there’s a spectrum. At one end you have those companies who are trying to do the right thing because that’s in their ethos or they have got the resources to do that. At the other end there are the rogues and those two ends contain probably about 5% of all businesses and our playground as regulators is the bit in the middle, so its 95% of the marketplace.” Leon mentioned that TSI was keen to get involved in the Code Scheme. “We were very pleased to be able to take on the Codes Approval Scheme from the Office of Fair Trading. We felt that it has stagnated a little and meant very little to consumers. What I would say is that selfregulation without teeth undermines consumer confidence.” As he said, there was a decision to be made

February 2014

about funding early on. “When we looked at the scheme, our first question was whether we could Leon Livermore, Trading Standards Institute Chief make money out of it. The answer was yes, but Executive believes that we felt that it was the wrong thing to do. We felt retailers and suppliers can if we were going to ask businesses to uphold differentiate themselves if they promote the Code of high standards then we should be doing that Practice. from a point of view of no vested interest, placing consumers at the heart of what we do and so we established a not for profit community company. Any profit or surplus that we make is locked into a charity or goes back in to promoting the scheme. We also felt that we weren’t the right people to make decisions about how the scheme should “When we looked at the scheme, our run and so we established first question was whether we could a Code Sponsors panel make money out of it. The answer which was very helpful to was yes, but we felt that it was the get the whole thing right. wrong thing to do” We have also established a consumer panel and so straight away you begin to see the relationship here - you have the Code Sponsors on the one hand, consumer organisations on the other and us as regulators, bringing them together to have a proper conversation.” He believes that there are opportunities for businesses involved with the Code to promote in a different way. “We also took the decision that it wasn’t just about compliance with the law. “It’s about how you as an industry It’s about how you as an can differentiate yourself from industry can differentiate everyone else” yourself from everyone else. And so we started to add criteria that we felt was important. We hear stories all the time of someone knocking on someone’s door and several hours later that person walking out with someone’s life savings. The detrimental effect it can have on people is tragic and so we felt that was something that we had to put in the Code. At the same time we had “No-one wants regulation. issues with companies Regulation is a burden. Regulation going into liquidation and stifles innovation, but there is a need not honouring gift cards for us to protect consumers” and so again we have put measures into the Code for that. There’s a real opportunity for our Code Sponsors to get on board to say to customers that they are working with us and to differentiate themselves.” “The benefits for members of an organisation such as BHTA is how you separate yourselves

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from the rogues” he added. “There are some bad guys in this marketplace and we have had prosecutions, around mobility companies who are targeting vulnerable people and selling them inappropriate products. There’s a real opportunity for you to turn around and say we’re not those people. We can bring confidence into the market.” He suggested that no-one wanted to see full regulation. “The first question that is asked when you see problems in a marketplace is ‘can we self-regulate this’? No-one wants regulation. Regulation is a burden. Regulation stifles innovation, but there is a need for us to protect consumers. Can you imagine how powerful a response to central government it would be if something had industry, consumer and regulators behind. That’s what we are starting to do and we think that we can make this work and we think that the government is listening.” “I also think the trading standards approved code is a unique brand and that it means something” he told the audience. “We are trying to raise the profile and hopefully the next cosponsors coming on board will be high street co-sponsors. That means that BHTA member companies will have their logo’s linked to something that consumers see every day. We

want to make sure that when consumers make a choice; the Approved Code logo is the first thing that they look for.” Leon finished by giving the trade a strong message and a warning too. “By raising the standards and keeping them high” he said, “you will keep blunt regulation out of your marketplace. You build a reputation of being a good, honest industry and you will build consumer confidence and the marketplace will grow.” “By raising the standards and He added: “The picture keeping them high” he said, “you for you if you don’t is will keep blunt regulation out of your regulation and appearing marketplace” on programmes such as Watchdog and Rip Off Britain. The choice is yours and I would really encourage you to step up to the plate.” There’s no doubt that the OFT had a high profile with many people but when it comes to the consumer, maybe the Trading Standards brand is more recognisable and understood better by the people who are likely to be customers in our marketplace. The hope is that the Codes that are involved with new TSI structure will benefit from some awareness ‘on the ground’ over the next few years.

Association Update Here’s an update from the BHTA, with details of some of the latest initiatives from the trade association... Helping retailers prepare for new legislation New consumer legislation affects all retailers who sell over the phone, online or in the customer’s home and will take effect in June 2014. To help you prepare and make sure your business is compliant, BHTA will be running a series of briefings this Spring. These free two hour sessions will make sure you’re up to date and have all the information you need, as well as give you the opportunity to ask Sarah Lepak, BHTA’s Director of Governance and Policy Development, any questions about your specific circumstances. You can’t afford not to be there! Booking are open now for briefings in Bristol, Birmingham and London; we also expect to have sessions in Leeds and Scotland. 6 March, Bristol; 18 March, Birmingham; 19 March, London. To book your place, please complete the booking form available at www.bhta.net/ news-items and return to nigel.woods@ bhta.com, ensuring you tick the relevant box for the session you wish to attend.

February 2014

Retaining members

Clean bill of health for CPD courses

BHTA has had a really strong 2013 in terms of membership recruitment. We’re also proud that our latest membership renewal figures show a 97% retention rate – once companies experience the benefits of BHTA membership, they want to stay.

We’re pleased to say that BHTA’s BTECaccredited courses were recently audited by Pearson and given a clean bill of health. Designed by the industry, for the industry, we offer specialist professional development opportunities that are ideal for developing your expertise and your business. Our first CPD course of the year, BTEC in Stoma & Continence Customer Support, took place in January; further course dates up to June are available at www.bhta.net/cpd.

BHTA Pavilion at the IIC Show The first IIC Show will be held on 14-15 February at Manchester Central, and BHTA is supporting members in trying a new event by having a BHTA Pavilion at the show. This enables members to have a presence at the event with a lower minimum space requirement – and a lower cost – than if they attended independently. Joining us in the BHTA Pavilion are: Bartrams, Cefndy, Consolor, Dolphin, Embryonx, Simplyhealth. As well as a cost-effective package, these member companies will benefit from a dedicated page for BHTA Pavilion members on the IIC website and BHTA branding that helps their space stand out at the show.

Date for 2014 golf day A date for your diaries is the 2014 BHTA Golf Day, to be held on Wednesday 9 July at Foxhills. We had a great day last year and very much hope to see some of our newer members on the course this summer.

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

A lift to enable

independent living

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

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

0800 247 1229 email:

sales@lifestylelifts.co.uk or visit:

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Points of view

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

The importance of training By Beverly Lawrence Earlier this year, the BBC reported that healthcare assistants should receive standard training before being able to work unsupervised, according to an independent report recently published. Journalist Camilla Cavendish said that some staff members were only given a training DVD to watch before they started work and found that a number of healthcare assistants were carrying out tasks usually performed by doctors or nurses, such as taking blood. According to Cavendish’s review, there is currently more than 1.3 million frontline staff who are not registered nurses, and who provide the most personal and vital care for patients for example turning them in bed so they do not develop pressure sores. It is then unfairly expected of staff members to correctly assess patients and recommend the appropriate course of action. Without sufficient training this is quite simply, impossible. It has become more important than ever for healthcare professionals to receive the correct training in order to make the best assessments and judge which products, help and/or services the patient requires. As a result, many organisations now provide specialist training to help healthcare professionals become familiar with the products and services available to them. Our relationships with healthcare professionals must be reciprocal in order for us to achieve the best solution to an individual’s specific needs, and training has a vital role to play as part of our obligation to ensure this happens. This type of training for healthcare professionals is best conducted in conjunction with the manufacturer, who knows the product or service better than anyone and can really get under the skin of how to choose and recommend what is best for the client. Often manufacturers will help to provide the marketing tools such as invitations, agendas, products, and knowledgeable speakers to assist their retailers to conduct these training sessions. In our experience, retailers find training sessions a fantastic way of engaging with their local healthcare professionals and developing their understanding of specialist seating together. Our training days are always well attended and help to highlight a retailer’s commitment to education and correct assessment. Training sessions are also a great opportunity to bring to the fore new research in the marketplace, including new product developments and improvements, enabling both retailers and

February 2014

healthcare professionals to keep abreast of advancements and giving them the confidence to assess a patient and recommend the best option for their needs. Healthcare professionals who have attended these training days have also commended the great relationships they have built with the local retailer over time following the training, since they are confident in speaking to “There is currently more than 1.3 the retailer and confident million frontline staff who are not in their ability to deliver registered nurses” the best product for the patient. Whether it is a healthcare assistant, OT, member of a nursing home, or indeed retailers, for all professionals who come into contact with the disabled, older people or vulnerable people in any way, correct training goes a long way and helps to make the difference between looking after a patient, and looking after them well. After all, would you take advice or medication prescribed “In our experience, retailers find by a doctor if you thought training sessions a fantastic way of they may not be properly engaging with their local healthcare qualified? professionals” We are the ones with the expert knowledge and it is our responsibility to ensure that healthcare professionals are fully equipped to correctly prescribe the fantastic products and services our market has to offer. Knowledge is power, and by educating the healthcare professionals we work with we can empower them to make informed decisions that will have a positive impact on the independence and quality of life their clients can achieve.

ABOUT BEVERLY Beverly Lawrence joined the Kirton Group whilst studying for her Masters Degree in Marketing Management and has risen in the ranks to become CEO and part owner of the business which incorporates A J Way & Co Ltd and SensoryPlus, following a management buyout in 2013. She has been instrumental to the growth and development of the business which owns the designs rights of more than 30 seating models, setting a high benchmark in the provision of specialist seating, riser recliner and fireside chairs, and an extensive range of multi-sensory products for both the senior care sector and those with disabilities.

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More for less Introducing the new Handicare 2000 Simplicity More legroom With a reduced back to wall measurement the Handicare 2000 Simplicity suits more staircases and users than ever before More value and choice Offers your customers a wider range of seat options

AVAILABLE TO ORDER NOW

Handicare 2000 Simplicity curved rail stairlift system To find out more how this system can help you help more customers than ever before, contact your Business Development Manager or Dealer Support Team on 0844 225 3121.

Left to right: The new Clark & Partner’s store in Sheffield, has opened with a next generation approach to showroom and façade design. The new showroom window display. The interior is light, airy and spacious with intelligent use of clean and cohesive graphics and POS.

New breed of showroom proves worth with early results Clark & Partners, a company with over 30 years’ experience in the marketplace has opened what it describes as a ‘new breed’ of showroom. The company is one of the largest retailers in the marketplace and employs around 180 people, operating from eight locations in Yorkshire, Derbyshire and Nottinghamshire. The new showroom is in Gleadless, Sheffield and the company reports that it has delivered significant business results since opening, thanks to its innovative retail design and use of eye-catching Point-of-Sale imagery. The company says that the new 350 square foot showroom represents the next generation of mobility stores whereby the latest in retail interior design has been employed to deliver an up-todate shopping experience. According to the team at Clark & Partners, the days of old-fashioned, dark and cluttered mobility shops are numbered, as customers demand a more streamlined approach that reflects big brand high street stores. The company invested extensive resources into opening the new store, which involved specialist retail planning, design and fitting. From 3D layout modelling through to visual merchandising analysis, Clark & Partners tapped into expertise from leading retail consultants who had experience of working with Harvey Nichols and Harrods in London. The external consultants worked closely with the company and there numerous skilled tradesmen in-house responsible for installations ranging from accessible bathrooms to stair lifts. The employees were able to complete the majority of the shop refit and ensured tight quality control and attention to detail throughout the project. Integral to the success of this new store was the company’s approach to its window display and graphics and they approached TGA for support with dynamic looking Vita scooters and professionally produced lifestyle images. Mark Shaw, Clark & Partner’s Operational Retail Manager requested a Vita S from TGA’s Area Sales Manager, Gareth Allmark, who was happy

February 2014

to oblige. Mark told us: “This is a really exciting time for Clark & Partners. Our new shop is contemporary, bright and airy, offering a great environment in which to shop. We wanted our customers to feel relaxed and enjoy their shopping experience as much as possible. We intend to use this format as “The company says that the new 350 a model to roll out across square foot showroom represents the the whole Clark & Partners next generation of mobility stores” network.” He added: “We are finding that our more mature customers are ‘younger’ in their expectations. They want a more up-to-date shopping experience that reflects the well-known high street chains. Normally we find a new store takes six months to establish itself, however Gleadless has been busy from the initial opening. We decided to instigate a soft launch without an official opening event so it is evident that “This is a really exciting time for our brand name, new store Clark & Partners. Our new shop is look, PR and location are contemporary, bright and airy” really working.” As the new store is situated on Sheffield’s busy outer ring road and adjacent to a tram stop, the front of the showroom provided a priceless space for advertising. Similar to the most effective billboards, Clark & Partners employed a minimal approach for maximum impact that quickly communicates who they are, what they do and why “We are finding that our more mature they are better. customers are ‘younger’ in their As the Clark & Partners expectations” name is so well known in the area, the façade was completed with a bright, light box sign displaying the company logo and striking red wall colouring. Interestingly, the graphics do not include anywhere a description of what the business provides which is testament to the strength of the company name. Advanced, large pane display glass was specified

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It’s that

SIMPLE Companion Referral Scheme for Stairlifts and Bathing • Indoor and outdoor, straight and curved • Track options available including the slide track • XXL straight stairlift taking up to 31.5 stones • Easy Payment Plan available • Keeping you updated on lead progress – it’s your client every step of the way. • Prompt commission payment upon installation

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0800 019 7797 If you would like more information please contact the Companion Office on 0800 019 7797 or e-mail enquiries@companionstairlifts.co.uk

for added clarity along with crisp LED lighting. From a practical point of view, accessibility to the showroom was also meticulously considered with a button operated powered door, level access from the parking area, no thresholds and additional lighting for clear visibility. Inside the new showroom, the quality, design-led approach continued with modern flooring and walls, white light, distinct product zones and fresh graphic design all culminated in providing an airy, roomy and relaxed ambience. All graphic elements including signage to price labels were cohesive in terms of typography and ‘sales signals’ were tactically positioned in sight lines around the store. Mark explained: “It is also interesting that the majority of our Gleadless business has been generated from the sale of larger items. Turnover from products such as scooters, stairlifts and rise and recliners has significantly outweighed sales from smaller, independent living items. We believe this has resulted from the look and tone of the store that is more associated with higher value purchases, similar to a mainstream department store.”

New showroom for Clearwell Clearwell Mobility, Sussex’s leading network of mobility stores, has opened a new, larger showroom in Hove. Clearwell was established in 2003 and has a chain of showrooms located in Hove, Brighton, Worthing, Burgess Hill, Seaford and Polegate. The company has relocated its Hove showroom to larger premises and the opening was performed by the Mayor of Brighton & Hove. The new Clearwell showroom is the largest in Brighton & Hove and the company says that it represents a new breed of mobility store in terms of stateof-the-art retail design. Spacious, light and welcoming, the store is more reflective of main high street brands with a focus on attention to detail, engaging Pointof-Sale graphics and modern ambience.

February 2014

Left: The company chose TGA scooters as their

Debby Smith, the Gleadless store team leader flagship products to catch the eye of customers concluded: “In all my eight years of working for Right: Mark Shaw, Clark Clark & Partners, across a number of stores, & Partner’s Operational I have never seen a new showroom take off Retail Manager and Debby as quickly as this one. Mark is right in that we Smith, Team Leader are delighted with the rapid regularly met customers, who are in their eighties growth in business at the and even nineties, that are so young minded in new store their shopping preferences. It is important for us to continually modernise the retail experience as “I have never seen a new showroom the actual age of our take off as quickly as this one” customers is dropping too, as mobility products become far less stigmatised.” The website for the company is at www. clarkandpartners.co.uk

Duncan Gillett, Managing Director of Clearwell Mobility told us: “We are delighted to have moved to larger premises in Hove and believe we will be able to serve the local community more effectively from this new, fully accessible showroom with dedicated customer parking and disabled toilet facilities. Feedback from customers was overwhelmingly positive at the opening event, with most remarking on how spacious the new showroom felt.” The website for the retailer is at www.clearwellmobility.co.uk

New chair option for Drive Medical Upholstered in what the company describe as luxurious leather and matching PVC the Borg Rise & Recline Armchair is available with a single or dual motor mechanism. The single motor model features a space-saver frame which only requires 6cm (2”) space behind the backrest. The Borg Range brings a contemporary style to the Restwell portfolio. Call 0844 855 4402 or visit the website at www.drivemedical.co.uk

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Take a look at all the latest job offers at

Recruitment

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Area Business Development Manager Patient Handling Equipment - North Are you familiar with the issues surrounding patient handing in both acute and community environments? Have you had experience assessing and supplying patient handling solutions? Are you comfortable carrying out hands-on, practical product demonstration and assessment?

Reporting to the National Sales Manager you will be supported by our customer service centre in Widnes, Cheshire.

If you can answer “yes” to these questions then you may be suitable for this exciting and challenging role.

Applicants should post or email their CV accompanied by a letter to the Personnel Manager, Lisclare, Unit 11 Heron Business Park, Tanhouse Lane, Widnes WA8 0SW, telephone 0870 850 2384, email info@lisclare.com.

We are looking for a highly motivated and enthusiastic individual to promote our range of moving and handling solutions to new and existing customers throughout the North. The role will involve a significant amount of travel and, due to the nature of the products, will be at times physically demanding. A strong knowledge of our target markets is preferable, namely organisations operating within the NHS acute and community sectors as well housing adaptations and community equipment services.

A suitable vehicle, laptop and mobile phone will be provided. There will be potential to earn on-target bonuses of £10k annually above the basic salary. Salary subject to relevant experience.

Please include details of current earnings and contact details. Lisclare is a leading supplier of beds, pressure area care products and moving and handling solutions to community equipment services and the NHS throughout the UK. Our business is built on listening to our customers, keeping our promises and providing first class after sales support.

Area Representative South & Southwest England Mangar International is a well-established, internationally renowned manufacturer of bathing and rehabilitation equipment. From our base in Mid Wales we supply our range of award-winning products to an increasing number of UK and export markets. Due to our continued expansion an opportunity has arisen for an Area Representative to cover South and Southwest England. Ideally located in the Bristol/Bath/Swindon area, you will be joining a well-established sales team and be responsible for demonstrating and presenting the company’s products to new and existing clients/accounts. You will be a confident communicator, and as this is an in-field role you must be reliable, have excellent planning skills and be prepared to travel extensively with regular overnight stays. You will be visiting clients on a daily basis, both health professionals and private individuals. You will also be organising group presentations and exhibitions. Commercial awareness and the ability to assimilate and report back market feedback is essential. Ideally, you will have relevant Industry experience, a clean UK driving licence and working knowledge of Microsoft Word & Excel. In return we offer a competitive salary, profit-share scheme, company car, mobile phone, laptop and other benefits. Please apply in writing enclosing a full CV and details of current earnings, plus contact details of three referees (at least two work-related) to Julia Ashton, Mangar International, Presteigne, Powys, LD8 2UF, or email to headoffice@mangar.co.uk. All applications will be treated in the strictest confidence. Closing date for applications 14 February 2014.

www.lisclare.com

www.mangar.co.uk

Area Sales Representatives for the following areas: South Wales and the South West of England North Wales and the North West of England Scotland Bartrams Healthcare are a well-established and renowned manufacturer and supplier of medical beds, pressure care equipment and wheelchairs to the NHS and the private sector. Due to continued expansion, we are looking for well-connected and energetic sales personnel to join our friendly and growing team. The ideal candidate will have contacts and sound knowledge of the industry, be responsible for making their own appointments and managing their own diary and will have excellent demonstration and communication skills.

Sales Agents Camelot is a well-established healthcare furniture manufacturer in the mobility marketplace. We require motivated and experienced self- employed sales agents with a proven track record or alternatively sales representatives highly experienced in mobility to expand our sales nationally in the healthcare market. This includes promoting our bespoke electric rise and recline chairs to mobility shops, charities, hospices and the NHS. If you are interested in this excellent opportunity please send your CV to Charlie Wall, Camelot Furniture Ltd, Aizlewoods Mill, Nursery Street, Sheffield S3 8GG, email: charlie@camelotfurniture.co.uk or telephone 0114 282 3353.

In return, we offer a competitive salary with bonus, a fully expensed company car, mobile phone, lap top and expense account. Please apply in writing enclosing a full CV and details of current salary package. All enquiries will be treated in absolute confidence. Closing date: 28th February 2013 Please forward your details to Chris Rose at the following email address chris.r@bartrams.net

bartrams.net

www.camelotfurniture.co.uk

February Special Offers Valid 1st February to 31st March 2014

Extra Long Metal Shoehorn

Travel Pill Dispenser

Curled Elastic Laces Available in Black or White

£0.95 (was £1.10)

1 pair per pack

HA-4141

Exercise Bands in 3 strengths

£1.95 (was £2.91) DA-5112

Elastic Laces (3 pair pack) Available in Black, Brown or White Thin - Pink £1.26 (was £1.56)

EA-8151

Medium - Red £1.45 (was £1.81) EA-8152

£0.59 (was £0.89)

Heavy - Blue £1.69 (was £2.09)

DA-5122

EA-8153

Pressure Relief Swivel Ring Cushion

Kinrin Wheelchair 24” £1.03 (was £1.53)

DA-5120

32” £1.17 (was £1.64)

DA-5121

Carry Bag for Folding Walking Stick

£11.49 (was £12.95)

Wheelchair Tissue Holder

14” £49.00 (was £287.26) WA-2710 18” £55.00 (was £189.74)

Nose Cutout Cup Colours: Cream, Blue or Red

HA-4782

£1.75 (was £2.49)

WA-3400

2-Handled Cup Holder

£2.95 (was £4.26)

WA-2515

£0.89 (was £1.32)

HA-4260

£1.60 (was £1.63)

HA-4263

Tel: 01733 391900 Fax: 01733 931551 mail@shineinternational.co.uk www.shineinternational.co.uk

Take a look at all the latest job offers at

Recruitment Installations and Customer Service Manager Circa £40k basic plus car, benefits and board potential. Doncaster-based.

To support our current expansion, we’re looking for a skilled and highly motivated manager to head our installation and customer service operations. The right individual will be ambitious, commercially aware, be able to work under pressure, have excellent organisational skills and be capable of achieving challenging KPIs.

www.thiis.co.uk

Business Development Manager (North West) Moving, Handling and Bathroom Safety At Handicare our goal is to make everyday life easier for our customers and their clients. To do so we manufacture a wide range of solutions for individuals with restricted mobility, and their carers. Products include stairlifts, powered and manual wheelchairs, bathing solutions and moving and handling equipment and training. Our extensive portfolio includes products suitable for domestic or institutional applications, with products being supplied through a number of routes to market.

Reporting directly to the board of directors, the successful candidate must have over four years’ field team management experience, with previous experience of project management and management of installations, sub-contractors and customer service processes. They must possess good technical knowledge of plumbing and preferably electrics, be IT literate and used to working with CRM systems.

We are currently recruiting for a Business Development Manager, to cover a sales area within the North West of England (Liverpool, Manchester, Cheshire, North Wales and Shropshire) responsible for promoting Handicare products and services, developing and generating new business opportunities and to manage the business development activities in the defined sales area.

If you’re ready for a new challenge and want to be part of a fast growing business, please apply in writing to:

•

Mr Mike Holborn MD, C/O Shenna Maith, Eurocare Showers Ltd, Unit 11, Shaw lane Industrial Estate, Ogden Road, Doncaster, DN2 4SQ or by emailing shenna@eurocare-showers.com

•

Maintain an awareness of competitor activity and report activities which may impact on our sales or channels to market;

•

Build relationships with senior customers and inﬂuencers on the defined sales area;

•

Deliver product knowledge training to customers as an inﬂuencing tool and implement formal Ethos training to assist in closing sales (it may be necessary from time to time to undertake these functions at unsociable hours to meet the shift patterns of the customer).

•

Prepare and present a monthly sales report for the area which will include key successes, losses and a forward sales forecast.

•

Assist in the development and presentation of a detailed annual sales and marketing plan for the defined sales area.

Responsibilities will include (but not limited to): Working to a defined sales target, promote our moving and handling products to the target customers in order to raise products and company awareness;

•

Build and maintain detailed customer records;

•

Provide customers with quotations and product information as required and ensure that all quotations are stored electronically;

•

Maintain a knowledge of competitor product, the key features and benefits and define sales arguments to position Handicare products against these;

Key Skills and Attributes: • • • • • •

Sales skills, planning & organising Clinical ability and knowledge Account Management Results orientation Ability to inﬂuence & persuade Commercial and business acumen

If you are interested in applying please email your CV and Covering Letter to jobs@handicare.co.uk Closing date for the applications is Monday 24th February 2014. Please note that only successful candidates will be contacted.

handicare.co.uk

Eurocare is an equal opportunities employer.

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

www.bhta.net

NEW PRODUCT FOCUS Days Lightweight Aluminium Tri Wheel Walker Best Seller

Our Best Selling lightweight aluminium tri wheel walker is now available in ORANGE, PURPLE & RED. Features • Adjustable Height • Comfortable ergonomic hand grips • Loop lockable brakes • Swivel front wheel for ease of manoeuvre Blue

Specifications Overall Height Overall Width Overall Depth Wheels Weight Weight Limit

830-930mm 685mm 610mm 190mm 5kg 125kg

Now Available

Ordering Information Code 09 135 6732 09 154 1929 09 154 1937 09 154 1945

Model 240L 240LPURPLE 240LORANGE 204LRED

Colour Blue Purple Orange Red

Frame Aluminium Aluminium Aluminium Aluminium

Code 09 135 6724

Model 240BT

Description Optional Basket & Tray

Contact your Area Sales Manager today to find out more about stocking these new exciting colours and giving your customer a best-selling product. Tel: 08444 124 330 Email: retail.sales@pattersonmedical.com www.pattersonmedical.co.uk

Red Purple Orange

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. FEBRUARY 2014

Global Training by Silvalea – Introduction to Slings. 12th February. Interactive Online Training. FOC. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 12 February. Ilminster. FOC including lunch. Invacare – Fault Finding on Power Chairs. 12th February. Bridgend. FOC Global Training by Silvalea – Complex Sling Solutions 1. 13th February. Interactive Online Training. FOC. Invacare – Fault Finding on Power Chairs. 12th February. Bridgend. FOC Pride - Quantum Rehab powerchair training programme - Thursday 13th February - A deposit is required for each delegate which will be returned once the course has been attended. Invacare – Power Chair Controls. 13th February. Bridgend. FOC Sunrise Medical - Manual Mobility Selection: Linking Assessment to Appropriate Prescription (CMAN) Tuesday 18th February - FOC to Sunrise Medical account holders. Global Training by Silvalea – Amputee Sling Solutions. 19th February. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – February 19th-20th – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Invacare – Scooter Servicing & Maintenance. 19th February. Bridgend. FOC Sunrise Medical - Manual Wheelchair

Assessment (CMDE)- Wednesday 19th February FOC to Sunrise Medical account holders. Global Training by Silvalea – Paediatric Sling Solutions. 20th February. Interactive Online Training. FOC. Invacare – Power Chair Controls. 27th February 2014. Bridgend. FOC MARCH 2104

Invacare – Servicing/Maintenance of Patient Lifters. 05th March. Bridgend. FOC Invacare – Servicing/Maintenance of Mattress Pump. 12th March. Bridgend. FOC Global Training by Silvalea – In-Situ Sling Solutions. 12th March. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 13th March. Interactive Online Training. FOC. Sunrise Medical - Scooter and Powerchair Service and Maintenance (TPSM1) – Tuesday 18th March - FOC to Sunrise Medical account holders. Sunrise Medical - Mobility & Seating System Selection: a Paediatric Focus (CPAE) - Wednesday 19th March - FOC to Sunrise Medical account holders. Global Training by Silvalea – Complex Sling Solutions 2. 19th March. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 19th March. Bridgend. FOC Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – March 19th-20th – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days.

Global Training by Silvalea – Toileting Sling Solutions. 20th March. Interactive Online Training. FOC. Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 26th March. Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 27th March 2014. Bridgend. FOC APRIL 2014

Sunrise Medical - Powerchair Service and Maintenance - Mechanics (TPSM4) - Tuesday 1st April - FOC to Sunrise Medical account holders. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 02 April. Ilminster. FOC including lunch. Sunrise Medical - Powerchair Service and Maintenance - Electronics and Diagnostics (TPSM2) - Wednesday 2nd April - FOC to Sunrise Medical account holders. BHTA - BTEC in Pressure Care Awareness. April 9. Sutton Coldfield. Member fee £210+VAT, non-member fee £270+VAT, Edexcel fee £110+VAT (one day course) Global Training by Silvalea – Introduction to Slings. 9th April. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 10th April. Interactive Online Training. FOC. Sunrise Medical - Seating & Positioning for Function & Mobility (for clinicians) (CSEA) - Tuesday 22nd April – FOC to Sunrise Medical account holders. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting –

April 23rd-24th – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Sunrise Medical - The JAY Portfolio - a Clinical Perspective (CJAY) - Wednesday 23rd April - FOC to Sunrise Medical account holders. MAY 2014

Sunrise Medical - Power Mobility: Matching Technology to Need (CPOW) – May 13th – FOC to Sunrise Medical account holders Sunrise Medical – Power Wheelchair Assessment (CPDE) - May 13th – FOC to Sunrise Medical account holders Pride - Quantum Rehab powerchair training programme Thursday 15th May - A deposit is required for each delegate which will be returned once the course has been attended. Sunrise Medical – Powerchair Control Systems and Programming (TPSM5) Wednesday 21st May (Day 1) - FOC to Sunrise Medical account holders Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 21 May. Ilminster. FOC including lunch. BHTA - Community Equipment Assessor Day. May 22, Semington, Wiltshire, Member fee £180+VAT, non-member fee £235+VAT (one day course)

CONTACTS FOR BOOKINGS

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

SPNB now with

Configurable modular seating system

February 2014

email laura.payne@sunmed.co.uk, or visit www. SunriseMedical.co.uk/STEPS

Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@electricmobility.co.uk

Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com or visit www. trainingbysilvalea.com

Pride Quantum – Call 01869 324600, Fax 01869 365467, Email: sales@pride-mobility.co.uk

NEW Total Drive experience 01656 776222 www.invacare.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

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

Made in the UK for the health of the nation

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

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

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

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

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

01787 882244

sales@tgamobility.co.uk

www.tgamobility.co.uk Team of the Year

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

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28/01/2014 15:15

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