Issue 196 • January 2015
Providing news and views in the trade since 1999
TRADE MAGAZINE
For everything new
Happy new... business – Tips for growth this year SISTER ACT AT PUTNAMS
SELLING TO BABY BOOMERS
RETAILER NEWS JOBS ON OFFER LATEST PRODUCTS ‘DEAL ON’ OFFERS
making life better by design the NEW rise and recline range by accentu8 designed by angela gidden MBE
accentu8 Vale Business Park Cowbridge Wales t: 01446 776111 www.accentu8.net
…from the editor It’s that time of year again – I’m talking New Year resolutions. If you made one, then I hope it’s going well for you.
23
“How long is it since you spoke to your customers?”
26
“Nothing is outperforming direct mail at the moment. Nothing”
I don’t want to be a party-pooper, but research has shown (yes, someone took the time to do it!) that just 8% of resolutions are kept.
30
“I believe the opportunities are absolutely immense in the marketplace”
But it isn’t just the time for personal resolutions. It’s also a good time of the year to commit to doing something new or different for the business. In this issue we have a number of items that will provide ideas about what you might be able to do that could give your business a boost in 2015. One resolution you might want to make is to get yourself some free publicity. It’s easy to do, just send us details of any news or new products you have. We have a new section in the magazine this month. ‘Deal On’ is where our advertisers are promoting trade offers. You could well save yourself a tidy sum and so take a look. Wishing you a profitable 2015.
52
“Stock checks that once took three days now take as little as three hours”
On the front... As we head into the New Year, what can you do to make a difference? See page 22
David N Russell Tel: 01536 710050 E-mail: info@thiis.co.uk
You can find THIIS on Twitter at: wwwthiiscouk
www.thiis.co.uk 3
SWEET SUCCESS AS RETAILERS GET IN FRONT OF OTs
The show saw over 3,000 OTs attend at the two day event
There were a few retailers on the show floor at the recent OT Show, which attracted an impressive 3,200 OTs over two days. Clark & Partners, Midshires, Multicare and Simplyhealth Independent Living took space to get closer to the professionals that they deal with on a day to day basis. Midshires and Clark & Partners took very different approaches. Midshires went down the educational route with a space on the stand dedicated to presentations. Clark & Partners, on the other hand, where at the show simply to build a contact list and used the lure of sweets to do that, setting up their very own sweet shop. As you might imagine, it was pretty popular. According to the company, the team arrived at the show with enough sweets for over 2000 people and left with just a few marshmallows and jelly beans! Apparently, at one point, there was a queue of 40 people waiting for their sweet fix. Steve Ruffell, Team Manager Midshires said: “We were there to engage with case managers and private OTs, and have spoken to a good number at the show. The presentations have been very successful. We have learnt a lot this year and already have plans for next year.” The 3,200+ OTs visitor figure was substantially above the figure from the launch event last year, which was 2,200. There were over 250 exhibitors and more than 60 hours of accredited CPD education, from worldrenowned speakers. Dave Quinn of bariatric equipment specialist, 1st Call Mobility added: “When the doors opened it was like the first day of the Harrods Sale! We have been very happy with the level of queries on the stand with a steady flow at all times.” The show returns to the NEC on 25-26 November 2015. The website for the show is at www.theotshow.com
4 www.thiis.co.uk
Clark & Partners and Midshire’s took different approaches at the OT Show, but the aim was to get in front of key professionals in their areas
new on the market Anything new? If you have a new product that you would like to have featured in THIIS and seen by 3000 companies next month, then send details to info@thiis.co.uk. All we need is a short product description and hi-res jpg image
New dynamic therapy systems Sidhil has announced the launch of a comprehensive new range of high specification dynamic therapy mattress systems. The company says that the new mattress range has been developed in line with current nursing procedures, delivering high to very high pressure care risk management as defined by the EPUAP and NICE guidelines. For more details call 01422 233 000 or visit the website at www.sidhil.com
Amputee bed introduced The Hudson amputee bed increases stability and allows the client effortless movement to position correctly and provides increased comfort and added support. The bed stops sliding when sitting up and has a high low action that will assist in transferring in and out of bed. Centrobed is able to bespoke the bed according to the client needs, making it shorter or longer. For more information, call 01233 635 353 or visit the website at www.centrobed. com
Wound treatment on the move Talley Group has introduced the Venturi Mino pump which measures just 105mm x 52mm x 112mm and weighs only 250grams. It is very simple and easy to use and comes complete with 12 months warranty. The product comes complete with weekly therapy kits and can be used with both foam and gauze interfaces, offering complete flexibility for the patient. The Talley website is at www.talleygroup.com 6 www.thiis.co.uk
New range of moving and handling products The Banana range of patient moving and handling products, which includes a range of slide sheets and transfer boards, has been launched by GBUK Healthcare, part of the GBUK Group. The range includes the original Banana Board which has been used by the NHS and individuals for the last 25 years. The launch of the Banana range follows the acquisition of Quintal Healthcare - the company which first developed the original Banana Board. For more information call 01757 288587 or visit the website at www.gbukhealthcare. com
Patterson Medical’s
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Homecraft Devon Rail with Floor Mounted Folding Rail AA2026 £32.00
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Make sure you quote H0227 to get these limited special £££s
Fax: 08448 730 100
www.pattersonmedical.co.uk retail.sales@pattersonmedical.com
Quote H0227 when ordering *All offers valid until 27th February 2015 or while stocks last *% off standard Trade Price
TRADE DAYS 2015 OFF TO A FLYER – 80% ALREADY BOOKED According to Trade Days organisers, CloserStill Media, it’s looking very good for the 2015 show. They report that, with over 10 months to go, 80% of the floor plan has already been booked. With 1,113 unique visitors and 2,452 buyers (excluding exhibitors) crossing over from the co-located Pharmacy Show, Trade Days 2014 welcomed buyers with annual budgets of millions of pounds. Both buyers and sellers spoke enthusiastically of the trade-only opportunity offered by the launch event. The team from retailer Ableworld said: “Trade Days proved to be a great event for us. We were able to meet up with most of our suppliers to discuss new ranges and existing business. It also gave us the opportunity to see potential new suppliers and products that were very relevant to our business. We came away with a number of business opportunities to follow up and are certainly going to make sure it’s on our schedule for next year.” Other retailers were equally as enthusiastic. Ben Lane of Active Mobility said: “Compared to other events in our industry Trade Days feels much more relaxed. It is great to be able to see so many different products and I think we will visit again next year.” David Atwell of Assured Mobility liked the Sunday opening. He said: Trade Days is a great opportunity to see the latest deals and network. As it is was a Sunday I was able to bring along several members of my team. We have all found the day extremely interesting and worthwhile.” And Joe Ganatra of Cleethorpes Mobility Centre summed it up by saying: “What a brilliant event! It is great to have a trade only show and we have 8 www.thiis.co.uk
not only made new contacts but also done some business. I will 100% be here again next year.” For one of the first companies to book a stand at the launch event, the two days proved to be more than worthwhile. Richard McGleenan, MD of Drive Medical said: “Trade Days was a resounding success for “Trade Days proved to be a great Drive Medical in terms event for us” of spending quality time with our customers. The Sunday in particular worked well in that certain customers, normally too busy during the week, were able to spare the time to attend. The fact that entry was restricted to trade customers also gave the show a very relaxed mood conducive to good, constructive business discussions. We were delighted to rebook for next year.” Companies new to the show this year include “As it is was a Sunday I was able Autochair, Bathex, COTSS-IP, Geemarc, to bring along several members Hospital Direct and of my team” Swallow EMP. For details on stand availability, contact Clare Johnson on 01962 736989 or email c.johnson@closerstillmedia.com This year’s show takes place on 18th-19th October 2015 at the NEC To read the many testimonials from both retailers and exhibitors and to take a look at the show video, go to the website at www. tradedays.co.uk
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READ MORE ABOUT IT… You’ll find more news on the THIIS website. Here are just a few of the news items you can read more about at www.thiis.co.uk in the newsroom section.
New website focus on technology-enabled products launches
Report suggests radical homecare rethink required
A new website which gives access to technology-enabled health and care products and services available that support independent living has been launched. telmenow.com aims to create opportunities for leading-edge health technology to help more people live independently in their own homes. To read the full story, visit the Newsroom section of THIIS and enter ‘telmenow’ in the search facility
A radical rethink on the commissioning of services for people receiving care at home and the terms and conditions of the homecare workforce is urgently needed, says United Kingdom Homecare Association (UKHCA) as it welcomes the publication of the Burstow Commission’s report “Key to Care” on the future of the homecare workforce. To read the full story, visit the Newsroom section of THIIS and enter ‘UKHCA’ in the search facility
£40m funding for Centre for Ageing Chancellor of the Exchequer, George Osborne, has pledged £20m towards the creation of a national centre for ageing at Newcastle University in his Autumn statement. Newcastle University, said the University would be matching the funding with a further £20m To read the full story, visit the Newsroom section of THIIS and enter ‘Ageing’ in the search facility
Standards success for non-slip material StayPut 1.4mm ECO PER, from Isagi, now comes with an added advantage after recently being successfully tested to British Standards. It conforms to BS EN597-1&2:1995 which covers fabrics tested over both Fire Retardant (FR) and non-Fire Retardant (non-FR) foam. To read the full story, visit the Newsroom section of THIIS and enter ‘Isagi’ in the search facility
Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 10 www.thiis.co.uk
New investment for NRS Healthcare
VERNACARE CLAIM EXPORT AWARD IN 50TH YEAR Vernacare has received two awards for outstanding achievement in export. The company has won both the Medilink North West UKTI Export Achievement Award, and International Company of the Year (£25m to £50m turnover) Award - in the Insider North West International Trade Awards 2014. Emma Sheldon, Global Marketing Director for Vernacare, said: “I can’t think of a better way to celebrate Vernacare’s 50th birthday year. We are veteran exporters and have successful trading relationships with healthcare providers across every continent, but have refused to stand still. We recently reinvigorated our international strategy to boost export sales, which is paying dividends as we open up new market opportunities.” The company trades with 48 countries and recently dispatched its infection control products to Sierra Leone to assist the fight against Ebola. The website for the company is at www.vernacare.com
12 www.thiis.co.uk
NRS Healthcare has a new majority shareholder after the business secured investment from H2 Equity Partners. H2 has partially bought out existing shareholder LDC. LDC will retain a minority investment in the Company, alongside the incumbent management team. H2 Equity Partners is an independent private equity firm founded in 1991, active in the Benelux, United Kingdom, Ireland and Germany. H2 currently manages a portfolio of 14 companies generating sales of over € 2.5 billion in sales. Funds under management amount to circa € 500 million. The transaction comes just under two years after LDC backed the £24million management buy-out of the business from multi-channel retailer Findel PLC. During LDC’s investment, revenues at NRS Healthcare have increased 46 per cent from £90million in 2013 to a forecast £132million in the current financial year. The business has also increased its staff by a third from 553 to 734 employees. On realisation, LDC has achieved a 2.8x return on money invested. Phil Isherwood, CEO at NRS Healthcare, said: “Following the original buyout, our business needed a real step change to make sure that we remained at the forefront of the market. The investment from LDC has proved essential and the team have been on hand to offer guidance through the transformation. Now with increased support from a broader investment base, we are focused on developing our proposition and the range of services we can offer our customers.” The NRS website is at www.nrs-uk.co.uk
Do the right thing If you’re looking for assistive technology, finding a BHTA member is the first step. They’ve got the right expertise to give you the right advice to find the right product. All BHTA members sign up to our Code of Practice, overseen by the Trading Standards Institute. This shows their commitment to high levels of customer care that go above and beyond their legal obligations, giving customers confidence. BHTA members follow strict guidelines on customer care and won’t sell anything that doesn’t meet customers’ needs. When buying an assistive technology product, always look for the BHTA/TSI logos. Find a member near you at...
Busy FREEHOLD Mobility Business for SALE with maisonette, due to retirement Established since 2000 on Hayling Island between a busy post office, pet shop and a Ford Motability car showroom/garage. FREE car parking outside the shops. • • • • •
Loyal client base within a 25 mile radius Stock of £14k carried Experienced staff Present owners happy to help with handover if required £105,000k turnover
The Shop is currently trading on a part-time basis of 6 mornings – 9.30-12.30 – with scope for an increase in both turnover and development. The accommodation is spacious - on two levels - with 3 bedrooms, large lounge and kitchen/diner. Access to west-facing sun terrace. In good decorative order - C/H D/G - and carpets throughout. Downstairs there is a 17ft Garage, separate rear entrance with small courtyard and greenhouse. Two minutes walk from the sea.
Call 02392 465889 to learn more about this exciting business opportunity
top trade deals
DealON!
Extra 10% online For every insurance application put through online you will receive an extra 10% commission! Call Tom Smith at First Senior Insurance on 01582 840067 or email t.smith@firstsenior.com
Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage... All offers are valid until February 15th 2015 unless otherwise stated.
20% off Now Only £59.95 net trade (RRP £124.99 ex vat) NEW – Harley Visco-Gel Cushion From Able2 The ultimate pressure relieving cushion within the Harley Range of Wheelchair Cushions. Manufactured in the UK To order or for further details contact Able2 UK Ltd on 01254 619000, enquiries@able2.eu, www.able2.eu
Now just £475 and free delivery! Single Motor Tilt-in-Space Wendover riser recliner now just £475.00, plus FREE Next Day Delivery throughout January (exclusions apply)! Available on small, medium and large Wendovers with Waterfall Backrest and a choice of four fabrics.
When ordering please quote reference: AB2/DON/1
To place your order call the A J Way Sales Office on 01494 471821 or email sales@ajway.co.uk
3 months free!
Excel Glite Pro – just £129 each
Did you know we offer 3 months mobility scooter and powerchair cover, including new and reconditioned scooters, to all customers completely free of charge! Our mobility scooter cover ensures customers are covered for compensation claims and breakdown recovery with no excess to pay should they need to make a claim.
Excel Glite Pro Wheelchairs – available in 16”, 18” & 20” seat widths Self Propel and Transit – order now at just £129.00 each to get your 2015 off to a bright start.
Call now on 01476 591104 www.premiercare.info sales@markbatesltd.com
Contact Van Os Medical on 01977 681 400 or email sales@vanosmedical.com
Now only £101.50!
Powered/Wheelchair Cushions
Best Seller – Derby Basket Weave Commode Chair AA2361 A traditional wooden frame commode chair with woven fibre upholstery in white and beige. Removal seat conceals a plastic commode pan and lid with carrying handle. The high chair sides helps the user when lowering and rising. Max user weight 25 St. Call Patterson Medical on 08444 124 330 today and quote H0227 to get this Special Offer!
14 www.thiis.co.uk
• 2 types of comfortable cushion with 1” layer Visco Foam • Wipe-clean, black vinyl cover with zip & non-slip base • Waterproof, Dartex cover, semi-vapor permeable & anti-fungaltreated fabric • 7 Sizes: from 16”x16” through to 20”x20” Get your ‘Cushy Deal’ Today! Special Offers: Basic 2” £17.50 for 1, £75 for 5, £140 for 10 Comfort 3” £19.99 for 1, £80 for 5, £150 for 10 Offer Valid until Friday 27 February 2015 or while stocks last! 0800 252 614 sales@electricmobility.co.uk electricmobility.co.uk
New tie up for heated seat cover Embryonyx Ltd, has tied up with Homeglow to market the B-Warm Heated Seat Cover. The Newcastle based company has entered into a commercial relationship with the B-Warm inventor, Martin Lewis. Embryonyx MD, Angus Long, told THIIS; “The B-Warm Heated Seat cover is a great product that can very effectively overcome the problem of keeping warm when temperatures drop.” Inventor, Martin Lewis told us: “As a near octogenarian I’m looking forward to semi-retirement rather than running a full blown sales and marketing operation. Embryonyx has a track record of introducing innovative and effective products to market and his company also has an existing retailer network.” “I’m a firm believer that simple, low tech products” Angus said. Quite often complicated, fiddly or bulky products are just too much hassle for the frail elderly and disabled to be bothered with. The B-Warm joins our product range sitting alongside the Happylegs Walking Machine and Manos Sanos hand massager.” And he believes that the B-Warm will be a winner in the showroom too: “These are fantastic products that will suit any mobility retailer that sells chairs and other seated products and we are looking to recruit proactive retailers who can give these products the potential they deserve. In the case of the B-Warm that is right now!” Embryonyx can be contacted on 0845 3008823. The website is at www. embryonyx.co.uk
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Made in Britain
‘Eco Driving’ Award for Park House Park House Healthcare has been awarded the ‘Eco-driving’ Award 2014 at the Fleet Hero Awards, held at the Institute of Directors in London. The Energy Saving Trust created the awards to recognise organisations for reducing their carbon footprints and lowering their fuel bills. The company achieved a 22 % improvement in average fuel consumption and the fleet idling has reduced by 44%. 58% of all company employees have been trained in smarter driving. The website for the company is at www. parkhouse-hc.com
Wendover The
Give your customers more for less this winter! Trade prices from just £495!
Baroness Susan Kramer, Transport Minister with Jovan Balach and Roy Smith of Park House Healthcare
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79% OF OTs LOOKING FOR GREATER COLLABORATION WITH SUPPLIERS Over three quarters of Occupational Therapists in the UK believe there is not enough collaboration between healthcare professionals and specialist manufacturers, according to a report by Repose Furniture. The company surveyed a straw poll of Occupational Therapists (OTs) at this year’s Occupational Therapy Show and found that 79% of OTs crave greater collaboration in order to make the right choices for their patients when it comes to selecting specialist furniture. And according to Repose’s survey, when OTs do assess seating solutions for patients, 85% of them look for functionality over design, comfort, and price, with 61% of OTs saying that specialist furniture and home adaptations are ‘vital’ to the success of their work. Repose works closely with Television’s Dr Hilary Jones, who opened the OT Show, before delivering his seminar titled ‘Are You Sitting Comfortably?’ to a full Innovation Theatre. Repose can be contacted on 0844 77 66 001. The website is at www. reposefurniture.co.uk
First prosthetic limb insurance launches Fish Insurance has launched a policy for amputees which is the first designed specifically to protect costly prosthetic limbs. The new policy covers prostheses valued up to £55,000 and costs from £99 annually. Its introduction comes as prosthetics technology becomes increasingly sophisticated – and costly - with this year seeing the first fitting of a £70,000 computer programmable, Bluetooth controlled knee prosthesis. Fish’s Managing Director John Garrard said: “Whilst many prosthetics will be fitted and remain owned by the NHS, many amputees choose to go private and that’s when they need benefit from effective insurance cover.” The company broke new ground when it introduced Independent Living Insurance to assist people taking advantage of the government’s direct payments and personal budget schemes to employ their own care staff. This included 24 hour access to a specialist HR and employment law helpline to assist policyholders in meeting their new legal obligations as an employer. The company has over 75,000 policyholders nationwide. Call 0500 432 141 or visit the website at www.fishinsurance.co.uk 18 www.thiis.co.uk
Want it? Need it? Get it! Let us open the door to advice that will put you ahead of the rest. Matched funding to help with your marketing plan available now until March 31st 2015.
To apply now www.gov.uk/apply-growth-vouchers
Penguins launch new sling promotion
OT Sue Allen with the latest OTS team member, Fred Staite.
OT Stores used the OT Show to launch a new comprehensive sling assessment service. OT Sue Allen is heading up the new service. She has almost 20 years clinical and commercial experience having worked with many leading names and brands including Guldmann, Ropox, Sunrise and Invacare. The company used the John Lewis penguins to attract vistitors to the stand. Named Minty, Rocko and Mumble, the promotion was such a success on the first day that MD Dylan Phillips had to go on a hunt to secure two more of their friends. About the new sling service, Dylan told us: “We have taken the decision to specialise in this area as we believe it is vital to maintain high levels of input and not become a generalist. This is Sue’s personal area of expertise and she will be on hand to offer guidance and support at every stage of the process.” The company can be contacted on 0845 260 7061. The website is at www.otstores.co.uk
Embroidery Service Now Available E-mail: enquiries@able2.eu 20 www.thiis.co.uk
YOUR LOGO HERE Wet Weather Wear from Able2 Tel: 01254 619000
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Happy new… business It’s that time of year again – a new beginning and the time when everyone thinks about making that New Year resolution. It’s also the time when many businesses have their teams sitting around the table discussing what they are going to be up to during the next 12 months. It’s a good time to commit to doing something different or do something again, especially if it worked for you the first time. So, here are just a few ideas about what you might take a look at to give your business a boost in 2015. We’re going to get to grips with the website You might have one. You might not. You might have one that is up and running but that hasn’t been changed since you launched it or you might have one which is reasonably up to date but is lacking the firepower to really make a difference when someone clicks on the site. No matter where you are with a website, the chances are that there is room for improvement and any improvement could, potentially, make a difference to the bottom line and so it’s worth considering. How long is it since you went on your own website? I realise that could be a strange question to some, but I guarantee there will be people reading this who haven’t clicked on their own site for a while....probably too long a time. Is that news item from October 2011 still up there and is it under the latest news section? If it is, then what does that say about the site and your company? This isn’t a small business thing – believe me. There is a website out there right now, from one of the larger companies in our marketplace, that is carrying an item under ‘latest news’ that is over three years old. So, take a look at the website and consider how it can be more effective for you this year. We’re going to make the showroom look better and work better Is it time to stop treating the space in front of the till as an extension of the stockroom and more like a place where customers come to browse, 22 www.thiis.co.uk
to be educated and to buy? On the whole, we’ve not been fantastic in our industry when it comes to making a showroom feel welcoming and effective when it comes to getting the customer to say yes. However, with ever larger ‘retailers’ turning their attention to the sector, some mobility outlets might be in danger of looking like the out of date specialist store. There are a few simple things that you can do to make the showroom, of whatever size, more effective. Have a good clear up “Is that news item from October and get rid of those old products that have been 2011 still up there and is it under hanging around forever the latest news section?” and not doing anything to help the sales figures. Either they haven’t been promoted properly in the showroom, or they just don’t sell that well full stop. Consider donating products you really don’t see in your future range to a suitable club or organisation to use in raffles or to give away to their members. Start the process of using proper and effective Point of Sale materials (POS). Tags on products explaining what they are and why people should try them and buy them will help. When you “Have a good clear up and get rid tidy up the products, consider tidying up the of those old products that have promotional items too. Are been hanging around forever” the brochures you have on view out of date? Are the posters looking tired? Is it all a bit of a mishmass of images? Are you promoting brands or just covering up cracks in the walls? Make the showroom into a space that customers want to spend some time in. Is it warm enough? Do you offer a tea, coffee and biscuits? Is there somewhere comfortable to sit apart from that old perching stool? If you have a showroom window, what’s in it
>>Visit our website: www.sidhil.com
T. 01422 233 000 / E. sales@sidhil.com
and if you have something in there, how long has it been in? If you have any passing traffic at all and you aren’t changing the showroom window every month or so, then you might be missing out on generating some very low cost footfall. We’re going to get back in touch with our customers How long is it since you spoke to your customers? Not just the odd one or two on the phone, but all of them. If it’s just a few months, then you are in better shape than many other businesses, that haven’t had any contact with their customers for months....or even years. Question: How do you know that they are still your customers anymore? If you haven’t been in touch for a while, it is possible, that they have bought a product from someone else in the meantime. Maybe even, horror of horrors, the company down the road! They may appear on the database, or on the invoice for the powerchair a few years ago, but they might not consider themselves connected to you in the ‘customer sense’. A mailing might just get them back. If you consider that you have too many ‘customers’ to contact in one go, then consider mailing just a
section of them and see what results you get. We’re going to offer our customers something different this year When’s the last time you added something different to your range.... something really different? “How long is it since you spoke There are hundreds of to your customers?” different products out there that customers like your own are looking to buy to make their lives easier. If you don’t offer them, then they will go somewhere else. What products have you been asked for that you don’t supply for example? If you don’t keep a check, then this might be the time to start. Keep a list of what you are asked for, but don’t have in the range right now. It could give you a Lookin clue as to what you could add to the range g t o get r and have a good chance of selling well. id of So, four things that are easy to do and stock? You ca well worth considering. 2015 is going to n use S tockSh free of be a great year for many businesses in op charge . J ust em in our marketplace – make sure that yours is fo@thiis ail .co.uk or call one of them. 0153
Big Riser Recline savings A J Way is helping retailers get ahead in 2015 with an offer on its bestselling Wendover riser recliner. The company is offering the Wendover at a trade price of just £475.00 with free next day delivery also available throughout January. The offer price applies exclusively to Waterfall Back, Single Motor Wendovers. Customers will have the ability to tailor their chair in terms of size (small, medium or large) and colour, with a choice of four different fabrics. Managing Director, Beverly Lawrence, told THIIS: “We are pleased to be offering such a competitively priced product to our customers and know that giving them a saving of at least £100 will make a real impact on their profitability in 2015. Thanks to some hard work from our production teams, and with the arrival of our new Operations Director Bryn Jones, we are ensuring that our products still offer the same high, Britishmade quality but are now more affordable than ever. I am confident that we will continue to announce new cost-saving initiatives as 2015 develops.” Call the A J Way team on 01494 471821 or email sales@ajway. co.uk to order.
24 www.thiis.co.uk
6 7100 more d 50 for etails.
Retailer says a big thank you with a Christmas video Ableworld, decided on a different way to say thank you to its staff and suppliers at Christmas. Instead of the usual card they commissioned a video featuring staff members explaining all about their ‘Year of Growth’. The video had its premiere at the Ableworld Christmas Party and all staff and suppliers were sent a copy. As well as being a celebration of what the company has achieved over the last year the video says ‘thank you’ to all the stakeholders who have contributed to the success. According to the company, the growth in the last few years and in the last 12 months has been extraordinary - Ableworld started with a single store in Nantwich in 2001 and ended 2014 with 24 stores. You can see the ‘thank you’ at http://ableworld. co.uk/pages/42/a-thank-you-from-ableworld
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focus on marketing
Is emailing marketing dead in the water? As you wade through the next batch of emails selling you something that have piled into your ‘In Box’, do you ever wonder whether the millions of messages that get sent every minute actually produce real results? It’s a question that Andy Owen, one of the seminar presenters at Trade Days believes is well worth asking. Andy is a respected copywriter and was recently called ‘The Grand Master of Copy’. He has worked in direct marketing for over 30 years and he writes copy every day. He works for clients all over the world and speaks for many organisations and associations, including the DMA and the Institute Of Direct Marketing. Returning to direct mail from email Do you remember the scene in the classic movie ‘Network’ where the TV announcer Howard Beale leans out the window and yells: “Get up! Open your windows, stick your head out and yell, “I’m mad as hell and I’m not going to take it anymore!” I know how he felt… I’ve been in this wonderful direct marketing business for over 30 years. Running my own agency for nearly 20 years of that. It’s been, in the main, a fantastic experience. I have a giant passion for this business. I always have and always will… But, I am getting very brassed off with the amazing naivety regarding what is really working in marketing out there. Marketers have been seduced by digital – and nothing else is on their radar. Take emails for instance… “Email has replaced direct mail”, they say. “Direct mail is finished…” Absolute tosh. Nothing could be further from the truth. Direct mail is storming back into the savvy marketer’s thinking, because of its effectiveness when compared to the disaster that is now email. Email for prospecting is simply not working anymore. Opening rates are now at an all-time low - and they’re still falling. Yes, opening rates are under 10% for the first time ever and going south at a rate of knots. And remember, these are just OPENING rates! Email no longer delivers anywhere near a good 26 www.thiis.co.uk
Andy Owen presented at Trade Days and has spent 30 years writing copy that sells
enough ROI, to justify its hype or popularity. I personally think it’s dead in the water. “But, it’s cheaper than direct mail” they say. When they are told that it’s not what it costs that counts – it’s what it delivers, their eyes glaze over. And they shuffle off to commit another few “Email for prospecting is simply thousand pounds of not working anymore. Opening their budget on an email campaign that won’t rates are now at an all-time low work. And this follows all and they’re still falling” the other ones they have done in the past, that didn’t work either. You couldn’t make it up. Nothing is outperforming direct mail at the moment. Nothing. The reason is simple. It delivers. Always has, always will. It’s no surprise, because: • Nothing works better than a well-written letter. • DM volumes are much less now, so stand out is possible and achievable. • DM is tactile and easier to read and “Nothing is outperforming direct digest than onmail at the moment. Nothing” screen email. • Recipients spend more time with DM so the sales message can be more effective. Mind you, as you will know, it has to be done correctly. By people who live it and breathe it - and know how it all works. It is a different culture. A specialist discipline. If you haven’t tried direct mail lately, it is time you did. Get a knowledgeable direct response specialist to write you a good direct mail pack. Then test it head-to-head against your next planned email campaign. There will only be one winner. You will enjoy considerably more ROI from your DM than your email. Not even a contest, by the way. It’s nailed on. Andy’s website is at www. andyowencopyandcreative.com
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Rollerscoot in search of retailers The manufacturers of the RollerScoot, the world’s first upright personal mobility vehicle, are looking to develop a network of retailers and distributors with exclusive territories for the UK and overseas. The RollerScoot includes a built-in perching seat for resting, and incorporates a unique design that enables the user to remain standing, and allows a turn of up to 360 degrees, in any direction. Available from 1st January 2015, the RollerScoot is zero-rated for VAT and is protected by granted Patents and Trade Marks. RollerScoot Inventor and Director Ian Gray told us: “We are looking to go into partnership with experienced retailers that have enthusiasm for selling ground-breaking mobility products. This is a unique opportunity to be one of the first to sell a revolutionary new mobility solution that is totally different to anything currently available in the UK and around the world.” Ian added: “Many people desire a greater level of social interaction than a conventional walker, wheelchair or mobility scooter can offer and that is exactly what the RollerScoot achieves. To discuss retail opportunities or to arrange a free demonstration, call RollerScoot Ltd on 0800 3890347 / 07753 826807 or visit the website at www.rollerscoot. com
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Retailer opportunities – how did the panel members see it?
The retail panel at Trade Days discussed some of the opportunities that they believe exist
In the second part of our coverage of the retailer panel at Trade Days, the members of the panel talk about the opportunities in the marketplace as they see them. Gary Wright of AJM Healthcare told the audience: “We’ve all been waiting for voucher and prescription models to make their way into the retail world and it’s not really happening. I think we need to think about why and what we as retailers can do to encourage it and to make it a more attractive option, particularly to people like Commissioners and the CCG’s and maybe even GPs.” He also believes that retailers have an opportunity to get the message out about products that might make a difference. “We also have an opportunity to make more of the products that we sell and to make them appeal to a wider audience and maybe try to get more of the mobility shop products into the commissioning realm where they aren’t currently. For example, we sometimes find that a product such as a high end scooter could do a better job that a powerchair for certain people but they are not being offered at the prescription stage.” 28 www.thiis.co.uk
With a fast-growing business (you can read about Ableworld’s last 12 months elsewhere in the magazine), it’s probably not unsurprising that MD Mike Williams was pretty upbeat. “I believe the opportunities are absolutely immense in the marketplace” he told delegates. “We have a lot more potential customers and there is less Government money. There “We sometimes find that a are so many new products product such as a high end coming on board, with scooter could do a better job better retail packaging and all that will make a a powerchair” difference in the future.” Ailsa Reston of RKS believes that her background is key to future development. She said: “As an Occupational Therapy led business, we see that as our big selling point and a big opportunity for us. It’s something that we want to keep hold of as I don’t think that it will be as unique in a few
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years’ time. With less money around to fund products, there is an opportunity to work with the professionals in the NHS and Social Services and the independent sector, but there may be more funding opportunities if there is a change of government following the election.” She is also aware that there are things that the business needs to get better at. “The big thing for us at the moment is social media. We are not very good at it at the moment and we need to learn more about it and how to use it.” It was interesting that Ailsa mentioned the fact that she thinks that the facts that she and her business partner, Bev Kelly, are OTs may not be that unique in the future. There are just a handful of retail companies in our marketplace run by OTs, but that may well change in the future and Ailsa seems to think that might be the case. There has been a big growth in the number of Private OTs over the past few years and it is inevitable that some of them will see the opportunity that Ailsa and Bev did a few years ago and that may well trigger more retail outlets run and owned by professionals such as OTs. Moving to a different sector of the marketplace, Jo Bonser of Healthcare Services gave the audience an interesting overview of something her company had been doing recently. “We supply widely into the care home market” she said, “and we have started to see that the inspection bodies are targeting more of the failing homes and have developed a zero tolerance policy for poor practice and equipment that isn’t in good condition. Because of that, we are already seeing that customers are having to replace a lot of equipment and keep more on top of the maintenance and servicing of equipment to make sure that they meet all of their essential requirements.” Jo’s response to this has been to develop a marketing programme that both helps solve the problem for the customer while providing sales opportunities for the company. “We have recently developed a range of audit services so we can help our customers understand where they are failing on the essential requirements that they need to meet and we have the fit for purpose product solutions to help them turn that around.” It’s the sort of pro-active initiative that will help to develop local loyalty and create momentum. twion_PressBanner:Layout 1
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Alastair Gibbs of TPG Disabledaids went back to 1909 when he talked about the opportunities. That’s when the Government decided that it was going to introduce a pension for everyone. “It wasn’t a problem then” he told the audience. The average life expectancy was 48 and so it didn’t cost a great deal.” He talked about the “I believe the opportunities benefits now available are absolutely immense in the but said that they are insignificant compared marketplace” to the amount spent on pensions, which, he said, accounts for over 50% of all the benefits available. “They are something like five times our GDP (Gross Domestic Product), clearly completely unaffordable.” He asked: “What does that mean for retailers like us? It means that there are more people living longer, but not necessarily in good health and advances in medical science has meant people are living longer, but they need products to help them. Of course, it’s a massive opportunity for us, however, we have to be realistic about where the funding is going to come “We have recently developed a to pay for the products. There will not be a state range of audit services so we can system that will be able help our customers understand to cope with the volume of people needing the where they are failing” products.” He told the audience: “We see the future with far more creative and better ways for the customers to get hold of the products. It may be utilizing finance, it may be with help from the third sector charities – all sorts of different routes, but they are unlikely to be through the state sector. There are lots of opportunities, but we have to wake up to the fact that they will be through different funding routes.”
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DOES DESIGN MATTER? YOU BET! Bob Stonebridge reports on the ‘Does design matter’ seminar at Trade Days Furniture and equipment design in the healthcare industry faces a major challenge to meet the high expectations of today’s aspirational senior consumers, award-winning designer Angela Gidden MBE told Trade Days delegates. Angela recently raised the bar for the healthcare and independent living market by creating accentu8, the new generation of handcrafted, contemporary-design, rise and recline furniture launched at Trade Days. Previously Angela has designed upholstery, furniture solutions and textiles for contemporary furniture manufacturers and powerhouse retailers such as Habitat, Heals and John Lewis. She has created furniture for the Welsh Assembly’s Senedd building in Cardiff, and five years ago won design awards with the development of an innovative wheelchair. Before creating the stylish and fully functional accentu8 range, heralding a new design-led era for the company, Angela spent months researching the market and studying consumer opinions and expectations. She discovered that many people approaching their ‘third age’ were unimpressed by some of the products on offer. “Individuals today have iPads, iPhones, computers and digital devices that make them feel modern. They’ve been exposed to modern design, and it was apparent that what was being offered was outdated and did not live up to what ideally they would like,” said Angela. “Consumers of this type are still able to make choices. The aspirational third age is not the beginning of the end and it is one we cannot ignore.” Wilcare commissioned Angela to develop a new rise, recline and swivel chair featuring exclusively engineered motors and mechanisms.
To create a more modern design that also pushed functionality to another level, they soon realised an entirely new standalone brand – with a new name – was needed. Enter accentu8: ‘comfort made infinite’. “It was very much about challenging perceptions and perspectives, to reach new boundaries, and to drag this new collection, new brand and new thinking kicking and screaming into the present day,” said Angela. “It was aligning it with the way the workplace is changing, with the way that manufacturers and designers are responding to those changes, and with the way that retail is changing. We have to “It’s about making the products respond.” “My client has now great and not just comfortably really grasped the value good” of design in every aspect, and is poised and ready to go out there and make some big, bold changes in the market. It’s important that we do make these changes and it’s about making the products great and not just comfortably good. Simply ‘good’ is not good enough. We really have to apply greater design thinking.” She added: “From a business point of view, my client is already feeling that change culturally. The next step is to attempt to change the market, and to change the perception of these types of products, because there’s no excuse for poor design.” For more information on the new range of products, call 01446 776 111. The website is at www.accentu8.net
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18th & 19th October 2015 / NEC Birmingham
Trade Days - the first ever Trade Only event for the mobility, independent living and assistive technology market hailed a success! But don’t just take our word for it... Mark Duffield, General Manager Karma Mobility:
Samantha Langtree, Managing Director Rise & Recline Ltd:
There is no doubt that for some time there has been a need for a trade only event within our industry - and Sunday and Monday at the NEC certainly proved this to be the case. Over the two days we were able to engage with existing and potential retailers and showcase our range of wheelchairs and powerchairs in a relaxed business environment; I certainly believe we will generate substantial business off the back of our attendance and I will be looking to exhibit again in 2015.
We exhibited at Trade Days to launch several new products and it was certainly a wise decision. We are definitely going to exhibit next year. As expected, we saw many existing customers on the first day. They came to see our current product range and the new items which we had previously marketed. Some customers even came armed with orders. Day two was equally productive, during which we achieved further sales and new customers.
Vanessa Hands, Marketing Manager at Kirton A J Way:
Ableworld Buying Team
Trade Days was a great experience for Kirton and gave us a real chance to talk business with our distributors. It also provided the team with a unique opportunity to discuss prices, discount structures and actually take orders on the stand, something that is not usually possible at other shows where end users and healthcare professionals are visiting too.
Trade Days proved to be a great event for us. We were able to meet up with most of our suppliers to discuss new ranges and opportunities or existing business, informally over a coffee. It also gave us the opportunity to see potential new suppliers and products that were very relevant to our business and our customers.
Richard McGleenan, Drive Medical: Zane Powers, Marketing Manager, Dartex Coatings: We were aiming to meet manufacturers of medical mattresses and seating and I am delighted to say that I found the audience to be relevant and engaged. We exceeded our targets for customer appointments and lead generation by over 200% so there is a huge amount of follow up activity to close the prospects we have identified at the show.
Trade Days was a resounding success for Drive Medical in terms of spending quality time with our customers. The Sunday in particular worked well in that certain customers, normally too busy during the week, were able to spare the time to attend. The fact that entry was restricted to Trade customers also gave the show a very relaxed mood conducive to good, constructive business discussions. We were delighted to rebook for next year.
Joe Ganatra, Cleethorpes Mobility Centre What a brilliant event! It is great to have a trade only show and we have not only made new contacts but also done some business. I will 100% be here again next year.
Mark Diaj, Managing Director, Able2: As far as we are concerned you “nailed it”, we had an excellent show! We saw exactly the audience we wanted to see. We had enough time with them and they didn’t feel pressured and overcrowded on the stand.
Becky, General Manager, Timo UK Exhibitions are all about quality of visitors to the stand and that has been the case, at Trade Days. It is great to finally have a trade event in our market and we will definitely look to attend again next year.
Charlotte Gillan, Managing Partner, Classic Canes: The turn-out from our existing customers was excellent and we were very pleased to receive so many promising new enquiries. We very much look forward to exhibiting again in 2015.
Supported by:
Be part of it for 2015! Contact Clare Johnson on 01962 736989 or c.johnson@closerstillmedia.com for more information on exhibiting at Trade Days
association update
Association Update The BHTA Awards dinner, hosted by BBC Breakfast’s Bill Turnbull, was a great success and reflected the range of practical, affordable solutions available to support people’s independence.
“Team of the Year – Simplyhealth” Simplyhealth won Team of the Year for going the extra mile to help their customers.
“Winners photo – smile” The winners of the 2014 British Healthcare Awards and Independent Living Design Awards celebrate their success.
“Individual of the Year – Gary Tidman” Gary Tidman, Only Lift Services, with his well-deserved award for Individual of the Year.
W
70 O SO ,00 RL L 0+ D D W ID E!
“Best Creative Solution – Westmeria Customer Portal” Westmeria Healthcare with their award for the Westmeria Customer Portal, which reduces equipment waiting times and supports the NHS.
“Best New Product – Buddi” Best Product/Service Innovation: The award for Buddi, an emergency personal alarm ideal for dementia patients, being collected by Tracey Lloyd (BHTA) on behalf of the winners.
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“Best Established Product – The Hydrant” Best Established Product/ Service: Mark Moran of Hydrate for Health, with his award for The Hydrant, increasing hydration and reducing health problems.
“ILDA – TGA Mobility” Tim Ross from TGA Electric Leisure Ltd accepts the Independent Living Design Award for their TGA Mobility Scooter Puncture Sealant, keeping scooter users on the road.
“Best Marketing Campaign – Handicare” The Handicare team, whose award-winning Partner Programme campaign demonstrated real success in increasing trade sales of stairlifts. (Joint winner.)
“Best Marketing Campaign – TIGA fx” The team from RGK Wheelchairs (also Highly Commended in the Best Product/Service Innovation category), whose campaign for the TIGA fx folding wheelchair impressed the judges with the quality of its creative. (Joint winner.)
“Lifetime Achievement Award” The Lifetime Achievement Award was given to Lyn Palmer of Tremorvah Industries, recognising over 21 years in the industry and a real dedication to customer care. Due to family illness, Lyn’s award was collected by colleague Mark Pilkington.
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SISTER JOINS BROTHER TO MAKE A MARK Three years ago we wrote an article on Hedley Putnam joining Putnam Health Co Ltd, the family run manufacturing company based in Devon specialising in comfort and mobility solutions. Now it’s his Sister, ‘Bubbles’, turn to take up the mantle and follow in the family footsteps. Putnams was formed over 30 years ago by James and Katie Putnam in London when a niche for comfortable taxi seats was made apparent to James after a chance conversation with a taxi driver. The company then went on to create posture enhancing back care products with high British made quality and low cost, relocating to new premises in Devon where it is still situated today. James, who was dubbed the ‘King of foam’, sadly passed away in 2011 after losing his battle with cancer, however the business is still run by his wife Katie. Hedley and Bubbles (It is actually her real name, on her birth certificate!), are now both working full time in the company. Hedley started in 2011 and Bubbles in 2014 year after graduating from Reading University. Bubbles told us: “It is great to be part of the family business, even though neither of our parents pushed us into it. We both find it so interesting we couldn’t stay away. We both get on very well and I am really enjoying my role in the office as sales and marketing manager. I know dad would be extremely proud of Hedley and all he has achieved in the three years since he started work at Putnams. He definitely has that spark for business that dad had.” She explained: “Putnams has always been a big part of my life. When the factory was built just before I was born, a nursery was built next to the office for me to sleep in while mum and dad were working. One staff member even became my godmother. In holidays when I came home from University I often came into work and helped out with packaging and the making products.” She added: “When dad was ill mum had to take a step back from the business too. Understandably they both didn’t get in as much as they would have liked and this did impact the business, but now that three Putnams are back in the company we are stronger than ever and this is evident in our growth.” Hedley told us about some of the changes in 38 www.thiis.co.uk
Bubbles Putnam has joined her brother Hedley, in the family business.
the business: “Like all business’s we knew we had to evolve and create new products to keep our customers interested. We have brought out a couple of new products which are specialist to specific fields including the new ring cushion range and our CPAP pillows which have been designed with the ever growing CPAP / BIPAP machine market in mind.” “I think that family run businesses are really important in Britain” Bubbles told us. “We pride ourselves on great customer service. When you ring us you talk directly to our staff based in our Devon office and not to a machine. We are also very proud of our British manufacturing label. Our “I know dad would be extremely Devon factory produces all of the products we proud of Hedley and all he has sell and to a very high achieved” standard.” And she believes that it is important to believe in the products that you are selling. “It helps that I genuinely believe in the products. You would expect me to say this but I really do. I have always slept on a ripple mattress topper, and find it difficult to sleep Receive any other way. At University I gave up after a week and got one sent up to Reading. They change any mattress instantly and on your first ord give you a great quality night’s sleep.” er You can contact the company on & FREE delivery by 01752 345678. The website is at www. quoting ‘THIIS putnams.co.uk
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* images used for illustration purposes only
Tel: 01869 324600 Email: sales@quantumrehab.co.uk Web: www.quantumrehab.co.uk
new to the team Have you expanded the team or maybe promoted an existing team member into a new role? If so, why not send us details so we can introduce them to the trade? Just send through the details to info@thiis.co.uk
A first for Lynch Healthcare with appointment Following a recent advert in THIIS magazine, Lynch Healthcare has recruited its first Sales Manager covering an area outside of Lynch Healthcare’s home territory. Gary Beresford joined in January as Area Sales Manager with vast industry experience and will brand manage the M2 range of Shower Chairs in Yorkshire, Lancashire and Cumbria. Managing Director David Lynch commented: “This is a key and pivotal appointment for the company. It is the first appointment in our growth programme that we see us promote both our M2 shower chairs and Tailored Slings nationally through key distributors and direct sales team.” David also explained that 2015/16 would be an important and exciting period with growth plans that include doubling the size of the existing premises. The website for the M2 range of shower chairs is at www.m2showerchairs.co.uk
New Sales Manager for Essential Essential Healthcare Solutions has strengthened its senior team with the appointment of Phil Padgett as National Sales Manager. With more than 20 years’ experience in senior sales and operational management, specialising in the healthcare sector, Phil has worked for a number of leading organisations including Carefirst Plc, Bupa, Price Waterhouse Coopers and Anchor Homes. At Essential Healthcare Solutions, he will now be responsible for managing a growing team of five sales and business development managers selling products and services to healthcare businesses throughout the UK. Thomas Owens, Managing Director of Essential Healthcare Solutions, told us: “Bringing Phil on board is an exciting step for the business. 2014 has already been a year of change, growth and expansion and this is the final piece in the puzzle to strengthen our sales operations.” The website for the company is at www.essential-healthcare.com
News & views from the commercial team at DLF Nobody can have failed to have noticed the unprecedented resonant now but was coined in the early 1970s. Taking the level of coverage in the media currently dealing with issues long view, the need for good sources of information about to do with ageing. The pension crisis, the strong growth suitable products and suppliers has been a constant what has in oldest age groups within our population, worries about changed in the intervening decades is the sophistication of the the availability of suitable care and the drive to support communications channels and the products. independent living are coming together to produce a real We are campaigning for early provision of suitable media appetite for information, stories and insights. equipment; all too often today equipment is being sourced In this climate we need as many industry players as possible by families already at crisis point. That’s when people to seize the opportunities for publicity often choose to purchase products and contribute material whether at “All too often business people themselves quickly turning to healthcare national or local level. All too often professionals, suppliers and other are nervous about negative business people are nervous about information providers for information negative publicity and too busy with daily and advice. publicity” operational business challenges. Let’s work together to raise the We are not so different at DLF! But profile of our industry’s role in extending earlier this year we made the decision to re-engage with independence, the good stories and innovative designs that our campaigning roots and get behind a campaign we are make a difference and engage with the opportunity that calling ‘Adding Life to Years’ a phrase that was invented publicity offers to get our points across. by Lord Morris whose memorial fund we are proud to be Contact the DLF frontline team on 020 7289 6111 or email coordinating. It is incredible to think that this theme is so marketing@dlf.org.uk 40 www.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.
STRONG GROWTH FOR SPECIALIST SEATING COMPANY Next year RMS (Rehabilitation Manufacturing Services) celebrates 40 years in business. It’s quite an achievement and the seating specialist company has grown steadily over that time, resulting in a move to brand new facilities recently. Director Wayne Cotter told us more about how the company started. “The company was started by Roger Thompson in 1975. Roger was involved in the marketplace with another company that used to repair the old blue three wheeler cars that disabled people used to get around. He set up RMS to repair Maclaren buggies and then got asked by the local Wheelchair Service if he could recondition wheelchairs and so the business progressed. He became an ‘approved repairer’ and developed the business by making drop-in seats, pommels, backrests and other accessories. That’s really how RMS got into the seating marketplace.” And that’s what RMS is known for these days. The company has its own Rehabilitation
Engineers seconded to the Wheelchair Service, has its own seating products range and is an agent for a number of companies supplying seating products from all over the world. RMS is sole supplier for manufacturers such as Ormesa , Eurovema and Dynamic Healthcare. Wayne explained: “We have two engineers on the road but the other two Directors apart from myself, Alan Wombell and Del Bryant were “I started on a Rehab Engineers too. I reconditioning started in the business reconditioning wheelchairs in my early 20s’. I was looking to do something different in life at the time and so I started on a bench workshop reconditioning wheelchairs before becoming the workshop supervisor.”
bench workshop wheelchairs”
Larger facilities place the company in a strong position for further growth
42 www.thiis.co.uk
NAIDEX IS THE LARGEST AND MOST INCLUSIVE INDEPENDENT LIVING AND DISABILITY EVENT IN THE UK Join an unmissable showcase that brings the trade together with engaged members of the public, retailers and healthcare professionals at one time, offering a cost effective platform to catapult awareness of your brand and conduct some serious business all under one roof.
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WE ASKED OUR VISITORS WHAT SOLUTIONS THEY ARE MOST INTERESTED IN SOURCING – COULD IT BE YOUR BUSINESS THAT PROVIDES THE IDEAL PRODUCT TO THESE THOUSANDS OF CUSTOMERS? 2,295
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Enquire about your stand at Naidex 2015, 28 – 30 April at NEC Birmingham To book your stand call +44 (0)20 3033 2273 or visit www.naidex.co.uk
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It was when the business was put up for sale nine years ago that Wayne and his fellow Directors took the plunge as he recalls. “Alan, Del and myself were taken to a building that Roger was looking at with a view to moving the business. We walked around and we thought it was fantastic, but then it all went quiet. Three months later Roger got us all together and told us that the building was only available on a 15 year lease and he didn’t really want to take it on for that length of time. After discussions with his wife (who worked in the business) and the accountant, they believed that it might be the right time to sell the company and so that’s what they told us they intended to do. They let everyone in the company know that’s what they were looking to do and that gave Alan, Del and myself the opportunity to get together and talk about whether it was something that we might like to buy.” It wasn’t something that they had planned to do. “We didn’t really know where to start but we asked advice and worked with some excellent accountants who produced our business plan and who still work with us today. Many of the relationships we struck up at that time are still ones that we have now.” The company has grown well and Wayne says it’s down to everyone getting involved. “We listen to everyone in the team and we have someone who is dedicated to research and development now. I think that I come up with some good ideas but the younger guys that we have in the business now are coming up with a lot of the ideas. Maybe that’s something to do with the training that we have given them but it’s great for the business.” As for where the business comes from, Wayne says that it is still mainly NHS but that other sectors are developing all the time. “A decent percentage of what we do now is business to business work, something we didn’t do until recently. Everything that we made we sold through the NHS and we never really spoke to other companies which is something we have done in a big way recently. We have some very good relationships these days with other companies.” The company has built a reputation for being flexible and coming up with creative solutions, something that has helped to grow to a size where there are now over 40 people in the business. “I think we are very flexible as a company and we have built a reputation where if someone is struggling to get something produced, RMS is the place to go when all else fails! We have the ability here to tackle the jobs that sometimes others shy away from, projects that are very bespoke and very awkward. People know that if they bring a problem to us, they have a good chance of it being solved.” The company moved into new premises in April this year and, in a nice touch, named the building after Roger, who passed away a few 44 www.thiis.co.uk
Guests at the opening included clients and suppliers
years ago. Thompson House was opened by Roger’s wife, Lia. “He was the best boss I ever had” Wayne says. “He was all about the end user, everything was about the client. He always believed that if you could get the product right for the person who would be using it, then “The younger guys that we have the people we perceive in the business now are coming to be our customers, the wheelchair services, the up with a lot of the ideas” parents and the schools would also be happy. If you do your best for the product user, then everything else will slot into place. It was a good philosophy to have and something we still have here today.” The Simba Buggy The company can be contacted on is one of the new products from the 01795 477280. The website is at www. company ineedawheelchair.co.uk
Start the new year with ‘Style’
Handicare’s Style seat is available now! We are pleased to confirm that we have limited stocks of the Style seat available to order with the Handicare 2000 Series rail. This seat not only delivers stylish good looks and a choice of upholstery: Style can offer over 30mm additional clearance in tight spaces meaning you can fit the 2000 Series into more homes than ever. To find out more contact your Business Development Manager or give us a call. Handicare would like to wish our partners a very merry Christmas and a prosperous New Year!
0844 225 3121 | enquiries@handicare.co.uk | www.handicare.co.uk
Three easy ways to identify your customer’s needs
OT Kate Sheehan explains an easy method to find out exactly what your customer needs from you.
In a recent issue we carried details of the new consultancy that aims to provide help and support to suppliers and retailers. The OT Service has been launched by Kate Sheehan, one of the UK’s most respected independent OTs. Kate presented a seminar at the first Trade Days which focussed on how companies could work with their customers. It was all about putting the customer at the centre of an assessment and using all your senses to tease out their particular needs. She told the audience: “Remember to Stop, Look and Listen. When a customer walks into your shop, observe how they walk, how they open the door. Aare they wearing glasses, a hearing aid or are they favouring one part of their body? You can learn so much before you even introduce yourself.” Regarding talking to customers, Kate said: “Listen to your client, repeat back to them what you heard to clarify their priorities and their needs.” She then gave the audience a quick way of making sure you cover everything when discussing customers’ needs using PET.
46 www.thiis.co.uk
Person – your customer, what impairments do they have that effect their lives Environment – where they live, what space do they have, can you fix a product to the wall or floor, do they already have equipment that is not being used and why Task – what activity do “Remember to they want to continue Listen” to do? This could be a simple as getting in and out of the bath, but ask more questions, if they struggle with the bath, do they have problems with the toilet, the bed, their chair? “The key to providing an excellent service” Kate said, “is the team’s knowledge, their observation skills and their effective communication.” To contact Kate call 01628 670 888. The website is at www.theotservice.co.uk
Stop, Look and
2049RARad.HOMECAREsept09.aw:2049RARad.HOMECAREsept09.aw 16/07/2009 18:18 Page 1
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ARE YOU READY TO SELL TO THE BABY BOOMERS? Bob Stonebridge reports on a Trade Days seminar that talked about what you need to consider if you want to sell to the market sector that is going to grow quickly from now on – the Baby Boomers. Baby Boomers have transformed into sophisticated consumers of the 21st century, and healthcare businesses need to raise their game to maximise the growing sales opportunities, consultant Mark Beasley told Trade Days delegates. “The market opportunity is excellent. An increasing number of older people, both in absolute terms and as a percentage of the population, are living longer and will at some point require all manner of help in terms of assistive and mobility products,” said Mark, founder of RHC Advantage, creative agency for the 50-plus market. “The business case is powerful. There’s a growing ageing population and many are economically active. A lot of people will stay physically active for much longer, and all sorts of things are going on in the technology arena to try to keep us in our own homes for as long as possible,” said Mark, who is also chairman of the Mature Marketing Association. “The current baby boom generation in particular are uniquely well-off and are now moving into later life. However, unlike their parents and grandparents, they have high expectations of product design, customer service and marketing generally. They do not want to be targeted on the basis of their age.” “Businesses will have to raise their game” Mark suggested. “Old people are not who you think they are any more. We need a more sophisticated approach, with better segmentation and better positioning, right across the entire marketing mix.” National statistics show the UK population is ageing dramatically: there are now more people over 45 than under 45, and more over 65 than under 16. The real growth sector is the over-65s and
forecasts predict that the number of people aged 65-plus will double by 2026. “Older people may or may not be physically active but they are still economically active with money to spend. However, a degree of market failure means there are all sorts of barriers – psychological as well as physical – that make it difficult for older people to spend their money to consume goods and services in the way they might like,” said Mark in his seminar, Marketing “Many consumers do not want and Older Consumers: Principles and Practical to be addressed on the basis of Examples. their age” “If we can address that market failure, that would benefit businesses and also benefit individuals. It’s a true win-win scenario. People can spend their money on goods and services to enhance their lives, and businesses and the economy will feel the benefit too.” Mark said that figures in the Mature Marketing Report currently show that people over the age of 50 – 35 per cent of the population – account
Leading The Way In Scooter Design The New Easy Rider from Drive Inspired by the success of the Sport Rider, the design team got to work on a new model that would continue to redefine the typical luxury scooter. The Easy Rider has a striking new design, stunning instrumentation and offers precise handling that must be experienced to be appreciated.
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for 80 per cent of the UK’s wealth and 47 per cent of all household expenditure. They’re overperforming and this group will keep on growing, increasing in diversity and complexity at the same time. “Businesses need to market their products more creatively as many consumers do not want to be addressed on the basis of their age”, said Mark. “Advances in health care mean there are now many physically, mentally and economically active people in their seventies, eighties and nineties. The assumption that because you’re old you are also in mental and physical decline is not necessarily correct. What we’re moving to is having to be much more careful in our segmentation and our targeting,” said Mark. Marketing needs to be more sophisticated to meet new perceptions of age and ageing, he said, as rock stars such as Paul McCartney and Mick Jagger keep on rocking, and celebrities such as Joanna Lumley and Helen Mirren continue to radiate energy and glamour. Time marches on for us all and physical ageing is inevitable, but the new generation of seniors are still active and discerning consumers. Businesses may need to look beyond age to reach their target market. For more information go to www. rhcadvantage.co.uk or www.the-mma.org
Four marketing options Grey-haired stereotypes often appear in traditional advertising and promotions aimed at older consumers, but Mark Beasley offered other strategies for businesses to consider. Too often, marketing to older people is based on a ‘them’ (old) and ‘us’ (young) divide, said Mark, when there are alternative strategies for positioning products and services. He outlined four types used by major consumer brands: 1. Age Silo - Positioning products designed and marketed exclusively for older people. Examples: care homes and services, retirement property, stairlifts. 2. Age Neutral - An inclusive approach with no age barriers, featuring products bought by all ages and marketed across the age spectrum. Examples: Apple, cars, consumer packaged goods (CPG), beauty products. 3. Targeted Marketing - Focuses on needs and benefits rather than age, using age-related positioning of age-neutral products. Examples: discounts on spectacles for people aged 60-plus, cruises. 4. Selected Marketing - Product and marketing campaigns are modified for older consumers. Examples: certain health products (such as cholesterol reduction), packaging improvements. Source: Stroud & Walker 2013.
MAKE 2015 A SPECIAL YEAR – BY MIKE GLYNN Many of you will have made plans for 2015 based on what we know and in many instances what we control. In the past, small businesses have always been at a disadvantage alongside the larger corporates because they didn’t have the resources that they had. Those days are long past and the beauty of it is that you have access to those resources without the cost of ownership. The culmination of what everyone has been saying for the last ten years about the population getting older has arrived. The combination of the spending power of this group and the changes set to take place make it a year to eclipse all years - particularly in retail. The Facts The NHS cannot sustainably continue to provide services and support to this growing group in the way that it does at present Over 30% of the UK population is over the age of 50 and hold 80% of the country’s wealth. There are now more people over the age of 60 than under the age of 18 The spending power of the over 65’s is set to grow in excess of £100 Billion by the year 2030. 50 www.thiis.co.uk
The Care Bill will change the marketplace by making the eligibility criteria for support more difficult and less inclusive through tighter controls. Already evident in the market is the amount of store activity and development that is taking place - an indication of the confidence in the retail health business. These new developments are also raising the bar and the level of consumer expectation and shopping experience. The movement towards normalising the product allows other businesses to introduce mobility as part of their offer. Technology plays a big part in this, both in the services that are available and the way in which they are delivered. The Government has recognised that the future of the UK economy lies in the hands of small business owners and has set aside £30 million in support and you are entitled to £2000 of it. The Growth Voucher Program is still available to small business owners who are looking for strategic advice. MG Retail Consulting is an approved advisor for the scheme. For more information, call 01256 213020 or visit www. mgretailconsulting.co.uk
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EXCEL® is a registered trademark of VAN OS MEDICAL B.V. TRAVELUX® is a registered trademark of VAN OS MEDICAL B.V. Minifigures are trademarks of the LEGO Group. ©2013 The LEGO Group. We are not affiliated with the LEGO group, directly or indirectly.
Easy ways for small businesses to compete Elsewhere in the magazine we have an article about making resolutions for your business. One of those could well have been – let’s try to make it easier to run the business in 2015. One way of making things easier for yourself is to automate and one option for retailers in our marketplace is the UNIQUS iRetailer option from Assistive Partner. The company specialises in delivering innovative and effective web solutions and cloud based software solutions; primarily to the Healthcare sector. It is now active in four countries and has offices in the USA and an experienced reseller partner in Australia. iRetailer was designed to take account of the complex nature of the retail customer; helping retailers fully integrate their sales and stock process on one platform. The company says that the subscription-based cloud accessed application allows small businesses to gain the advantages enjoyed by their larger competitors with a lot more flexibility. One of the retailers now using the system is The Mobility Aids Centre in Peterborough. The business has over 30 years’ experience and covers Cambridgeshire, Lincolnshire, Northamptonshire, Norfolk and surrounding areas. Its sister company Amilly International, specialises in importing and retailing a range of products. The business sees itself as a forward-thinking modern company, embracing new technology to drive it forward and understands that, as a retailer, it is crucial that it continuously invests in systems to enhance the customer experience, making it easier and more convenient for people to buy from them, while adding value to the business. Working closely in partnership with Assistive Partner, Mobility Aids has transformed its stock operation with a completely integrated warehouse, inventory and logistics operational software system that automates the day to day processes, reduces administration, virtually eliminates paper and importantly frees up time. Stock checks that once took three days now take as little as three hours, a huge saving to any company. The iRetailer software has also provided more detailed customer records offering increased efficiency for repeat visitors to the retail showroom and a more personal approach 52 www.thiis.co.uk
when talking to customers face to face, or by telephone. According to the company, this has resulted in an increase in efficiency, by cutting out and automating tasks such as sales through the business, which no longer require the previous handwritten invoices. The sales transaction automatically triggers other actions relating to the sale and associated stock inventory, making the reordering and stock a controlled task. Mobile “Stock checks that once took working has also become three days now take as little as possible has reduced administration associated three hours” with field sales. Jason Watling of Mobility Aids told us: “From the outset, the friendly yet professional approach to our businesses from Assistive Partner has cemented our relationship and made them a fantastic partner to work with” I’ve been particularly impressed by their knowledge and expertise.” Jason added: “Our business went through its ISO 9000 audit and the comments from the auditor were very complementary about the system and suggested that we consider the disposal of the written procedures where Special possible and replace them with simple flowcharts, as the new system does Offer so much of those procedural checks Assistive Partner will automatically. I am very happy with provide a free M ot or ola iRetailer and the changes that it is Bluetooth Barco de sc an ner enabling me to make to grow our worth £500 to TH IIS business going forward.” readers if the so ftware If you would like more information is installed befo on iRetailer, call 0844 335 6791. The re Easter 2015 website is at www.assistivepartner.co.uk
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MANAGEMENT CHANGE AT R82 AS KIERON STEPS DOWN R82 Managing Director, Kieron Slocombe stepped down at the end of the year with Jon Preater taking over the role. Jon was previously Sales Director Jan Ellegaard, CEO R82 A/s explained: “Effective 1 January 2015 Jon Preater will assume the position as Managing Director of R82 UK Ltd. Kieron Slocombe will resign from the position as Managing Director. This is a part of a planned transition and the board of directors has unanimously approved the succession plan.” He added: “Kieron is leaving the position at his own request, to enter the next phase of his life to pursue personal interests. He will ensure a seamless transition and will still be associated with the R82 / Etac group albeit working part-time with specific international assignments and ad hoc tasks.” About Kieron, Jan said: “His great contributions over the last 13 years have been instrumental to our success and we have greatly benefited from his ambitious pursuit for sales growth.” The website for the company is at www.r82.co.uk
Jon Preater (left) with Kieron Slocombe
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Less product, more seats – the key to show success? A number of retailers who attended the first ever Trade Days show a few weeks ago were surprised at just how much time they were spending having in depth discussions with exhibitors and that has prompted many of them to say that they will be at the show for both days next year. With a ‘trade only’ focus it was always going to be the case that there would be more detailed discussions taking place, but having proper meeting areas on some stands helped too. If you are ‘talking business’ for half an hour or more, then sitting around a table is probably a more comfortable way to do it. Bearing that in mind, we were interested then to receive this view from Jon Nock of iDIS Creative Marketing Partnership. After visiting Trade Days he found himself at another show a week or so later and the importance of providing a meeting space was something that was very evident. Here’s what he told us… “On a recent visit to the NEC once more, this time for the Care Show and Eurobus Expo, it struck me once again the importance of designing the right kind of stand for the right kind of visitor.” “If you want to entice trade attendees onto your stand to talk business, then more welcoming seating and meeting space is so 56 www.thiis.co.uk
important. Cramping exhibition showcases with too much product can result in potential customers having to stand and ultimately, not engage with business discussions as fully as they would when seated. We all know how much your back and feet can ache when attending and working at shows! With more of a relaxed, captive audience, how many more deals could you clinch?” “Eurobus is an established trade show for the bus and coach sector and the majority of the major players had little or no product on their stands, only comfortable seating areas and refreshments. I still see this as being the ideal angle for exhibitors to seriously consider when planning space at Trade Days. Fair enough, some product may be needed, however focusing on tables and chairs, accessible meeting space and real business incentives to invite prospects onto your stand, must be a more effective way of ‘working’ a trade showfloor.” Jon can be contacted on 07786 245896 or by email at jon@idiscreativemarketing.co.uk
The Drive stand at Trade Days was the largest and was mostly designed for meetings. It worked and a lot of business was done. You don’t have to have a large stand to design a meeting are into the space though and all indications are that the retailer visitors will appreciate it.
Jon Nock believes that providing space to sit and talk will always prove to be effective
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Are you part of the UK’s leading source of equipment information and advice for older and disabled people? • Over 11,000 products listed in-depth • Used to support 25,000 telephone enquirers in 2013 • The data source powering www.livingmadeeasy.org.uk targeting 1 million visitors in 2014 Enhanced profiles, premium listings and other sponsorship options help to fund DLF’s work in developing and maintaining these trusted services. To find out more about getting involved with ‘the industry’s charity’ please phone Janet Seward on 020 7432 8011 or email janet.seward@dlf.org.uk
Reg Charity No. 290069
BRINGING CUSTOMERS THROUGH THE DOOR On the front page of the magazine last month we featured Yorkshire Care’s very successful training day, which attracted 200 professionals. The promotion of the event had gone so well that extra space had to be taken at the venue, Wetherby Racecourse. Entertaining 200 professionals for a day and providing then with good quality training isn’t something that you would attempt unless you had the resources, the time and the enthusiasm to make it work. However, there are plenty of smaller events that can be used as part of a pro-active marketing campaign and one of the seminars at Trade Days was all about how to go about running something that could make a difference to the bottom line. Presented by Andrew Gubbins, PR Director at C.A.S Marketing Communications, one of the longest established marketing agencies in our industry, the seminar set out in step-by-step format the main do’s and don’ts. The first and most important step Andrew talked about was selecting a date and venue, with some helpful hints including liaising with local press and industry contacts to ensure there are no events planned which could clash and therefore detract from your day. When it came to choosing a venue, Andrew recommended several options: using your own premises, a supplier’s HQ, a local hotel or a conference centre. As he explained, if you do not have the facilities in-house, it is worth speaking to one of your suppliers; if they are a large company they may well have a HQ you could use, highlighting your partnership and saving you money at the same time. However if that is not an option, look around and talk to several conference centres prior to making a decision, and remember to negotiate the best deal for you and your company. Once you have a date and venue confirmed, Andrew went into the basic ‘nuts and bolts’ which you need to consider to ensure the day is an enjoyable and worthwhile experience for those who attend. “We have all been to events where our minds start to wander off after a couple of hours” he told delegates, “so it is vital to ensure the day is informative and interactive. Make sure you have plenty of demo products to test, especially if it is a product launch, and arrange guided tours if it is a showroom/HQ opening. In addition to your own team, consider recruiting a key industry 58 www.thiis.co.uk
speaker who can offer an independent view.” Andrew then went on to talk about communication, promotion, invitation and registration - four important points which need to be considered. As he said during the presentation, as long as you allow plenty of time and everyone in your team has a designated role from the first day of planning, through to the day itself, everything should run smoothly. “Invitations must be sent out with plenty of notice” he said, “not two weeks before, and maintain contact with those you have invited to confirm they can attend your event - you can also use this dialogue to keep them engaged and your company in their thoughts. Registration both prior to the event and on the day itself needs to be painless, so make sure you have a landing page on your website which works for pre-registration. On the day itself have one person whose specific role it will be to manage and coordinate registration as people arrive.” Other points Andrew covered during his presentation which you should consider were: wireless access for all guests, information packs, availability of local overnight accommodation, adequate parking and smart presentation of the venue. “First impressions really do count” he added, “so make sure you have also addressed all these points prior to your event. Whether it is London 2012 or a showroom open day, the same basic principles are involved and as the old saying goes, to fail to plan is to plan to fail.” If you would like some outside support you can contact Andrew on 01844 355477 or 07771 800434. Email him on andrew@casmarketing.com
Andrew Gubbins has had years of experience supporting company events
As reported last month, the training day help by Yorkshire Care was a great success
training diary
Doing any training? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have. JANUARY 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. January 13th & 14th – Block 1: Mechanical – January 20th & 21st – Block 2: Technical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block
Specialist Seating - 15th January 2015 - Cost: Free of charge - Location: Peterborough, JCM Head Office Prism Medical UK - One Day Product Awareness Course – 15th January 2015 - Grange Moor, Wakefield - FOC
Global Training by Silvalea – In-Situ Sling Solutions - 14th Jan. Interactive Online Training. FOC. JCM Seating Solutions Ltd - Postural Management Workshop:
Global Training by Silvalea – Introduction to Slings - 21st Jan. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring - 22nd Jan. Interactive Online Training. FOC
FEBRUARY 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. February 3rd & 4th – Block 2: Technical. February 17th & 18th – Block 3: Clinical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday February 4th 2015 Ilminster. FOC including Lunch. Global Training by Silvalea – Amputee Sling Solutions - 11th Feb. Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions - 12th Feb. Interactive Online Training. FOC. Prism Medical UK - One Day Product Awareness Course – 12th Feb 2015 - Grange Moor, Wakefield - FOC
Quantum - Quantum powerchair training programme Thursday 12th February 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Quantum training. This will be returned to you once the specific training has been attended. Global Training by Silvalea – Complex Sling Solutions 1 - 17th Feb. Interactive Online Training. FOC. Pride Mobility Products Ltd Training - Introduction to Pride Mobility Products Technical Trouble Shooting. February 18-19 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended. Global Training by Silvalea – Complex Sling Solutions 2 - 18th Feb. Interactive Online Training. FOC.
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170Kg (26 1/2 STONE) MAx uSEr wEIgHT SEAr wIdTHS 20”, 22” ANd 24”
S T Y L E I N N O VAT I O N C H O I C E The Flexx is a highly configurable wheelchair that looks great and is built to the durable standard you would expect from a Karma wheelchair. Adjustments can be made the wheelchair set up to provide the optimum comfort and performance for the user, these include:
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a Backrest angle a Seat to ground height 15” to 20” a Backrest height a Seat depth a Rear wheel position a Castor angle
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Karma Mobility Ltd Unit 6 Target Park, Redditch, Worcestershire B98 8YN T: 0845 630 3436 E: info@karmamobility.co.uk www.karmamobility.co.uk
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training diary MARCH 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. March 4th & 5th – Block 1: Mechanical. March 10th & 11th – Block 3: Clinical. March 24th & 25th – Block 2: Technical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 5th March 2015 - Free of charge Peterborough, JCM Head Office Global Training by Silvalea – Manual Handling Products - 10th
March. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions - 12th March. Interactive Online Training. FOC. Pride Mobility Products Ltd Training - Introduction to Pride Mobility Products Technical Trouble Shooting. March 18-19 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended. Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday March 25th 2015 Ilminster. FOC including Lunch.
APRIL 2015 JCM Seating Solutions Ltd - Technical Training – April 2nd April 2015 – Peterborough - FOC
2015 – West Midlands – FOC to Sunrise Medical Account Holders
R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. April 1st & 2nd – Block 1: Mechanical, April 15th & 16th – Block 2: Technical, April 29th & 30th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block
Pride Mobility Products Ltd Training - Introduction to Pride Mobility Products Technical Trouble Shooting. April 22-23 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.
Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Clinicians (CSEA) - Wednesday 22nd April
Sunrise Medical Limited - The JAY Portfolio - a Clinical Perspective (CJAY) - Thursday 23rd April 2015 – West Midlands – FOC to Sunrise Medical Account Holders
CONTACTS FOR BOOKINGS BES Rehab - Contact marketing@bescorporate.net BHTA - Call 0207 702 2141 or email nigel.woods@bhta. com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Prism Medical – Call Colin Williams on 0844 980 2260 or email: traininginfo@prismmedical.co.uk Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@sunmed.co.uk, or visit www.SunriseMedical. co.uk/STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@ silvalea-globaltraining.com or visit www.trainingbysilvalea. com
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Quantum Rehab – Call Hayley 01869 324600 or email sales@quantumrehab.co.uk Pride Mobility – Call Chris on 01869 324600 or email service@pride-mobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@electricmobility.co.uk Disabled Living – Call 0161 607 8200 or email training@ disabledliving.co.uk. Visit http://www.disabledliving.co.uk/ Training/Events---Courses Kirton Healthcare – Email: lizgatt@kirtonhealthcare.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk
Insurance, Finance & Warranty Available The Professional Dealers Choice
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powered wheelchair
No information, no assessment – new mobility survey paints bleak picture The powered wheelchair user survey - the first survey in the UK to ask wheelchair users for feedback on how they obtain and use their powered wheelchair was published recently. The survey found that 48% of users didn’t get the right information, over a third (37%) get no assessment, a quarter (26%) are turned down for NHS funding and 32% had to fund their own powered wheelchair completely themselves. The authors say that the report echoes findings from an Office of Fair Trading (OFT) investigation into the mobility aids market which concluded that it can be extremely difficult for consumers to select the right products and get value for money. It goes on to say that it appears that nothing has changed since then. Robin Hindle Fisher, Chair of the independent Commission on Extra Costs said: “This investigation shows that supply of powered wheelchairs is a good example of a market that makes it difficult for disabled people to be savvy consumers and get the best deals.” Interesting facts and figures from the report show that: 22% used only statutory sources of information; significantly 13% used only commercial sources. A greater proportion of the under-20s receive charitable funding towards their powered wheelchair; the over-20s are more likely to use 64 www.thiis.co.uk
their own funds to pay. Only 50% of the products are considered to have been good value for money by their users. Among under-20s this proportion falls to 33%. The most common co-funding arrangements involve topping up NHS funding from private funds, followed by topping up one or more charitable grants with private funds and then “It’s about making the products topping up an Access to work grant with private great and not just comfortably funds. good” At the same time as the powerchair report, an ‘eDigest’ published by NHS Improving Quality, the national NHS improvement organisation, has described what it describes as ‘unseen problems’ faced by many of England’s 1.2 million wheelchair users. The report suggests that 70% of wheelchair users wait more than three months for their chair, 30% wait more than six months and 15% wait more than 12 months and that harm is caused by providing ill-fitting or ill-equipped chairs, with up to half of all wheelchair users developing a pressure ulcer at some point during their life.
jobs on offer AAC Product Specialist Position at Techcess Communications Ltd
Regional Manager – North of England, North Wales and Scotland
Techcess is a Grantham based company, supplying hi-tech products that are used to support people with complex communication and special educational needs (AAC). People who want to express themselves, whilst making a positive impact on the lives of the people that surround them.
Ergolet are seeking a highly motivated and enthusiastic individual to promote our range of moving and handling solutions to new and existing customers. The role will involve a significant amount of travel and, due to the nature of the products, will be at times physically demanding.
• IT literate including Office, Word, Excel, PowerPoint
The Regional Sales Manager will cover the North of England, North Wales and Scotland.
• Must be organized, proactive and have good administration skills
AAC Product Specialist – Midlands/Northern England Based An excellent opportunity has arisen for an AAC Product Specialist covering the Midlands and Northern England. Your role will be to grow the territory business supplying solutions that meet the communication needs of many people with a wide range of disabilities. It is a requirement to be friendly with experience of working with not only people with disabilities but also clinical and educational professionals. It is expected that 80% of your time will be travelling to customer sites throughout the territory and so good time and territory management skills are a must. You will be expected to attend exhibitions across the UK and be a team player. In return Techcess offers a competitive salarly, pension contributions, company car, mobile phone and laptop. We invite you to apply by sending a letter of application with a C.V. to Martin Green by email to martin@techcess.co.uk
responsible for promoting Ergolet products and services, developing and generating new business opportunities and to manage the business development activities in the defined sales area. If your familiar with the issues surrounding patient handing in both acute and community environments, have experience assessing and supplying patient handling solutions and comfortable performing hands on practical product demonstrations and assessments, then you may be suitable for this exciting and challenging role. Key Skills and Attributes: • Previous experience of selling into the public sector and business to business
• Must have excellent interpersonal skills • Ability to influence and negotiate • Must be driven to achieve results
A strong knowledge of our target markets is preferable, namely organizations operating within the NHS acute and community sectors as well housing adaptations, nursing homes and community equipment services. Reporting to the Sales Director you will be supported by our customer service centre in Stockport, Cheshire. A suitable vehicle, laptop and mobile phone will be provided. Salary subject to relevant experience. Applicants should post or email their CV accompanied by a letter to the Sales Director. Ergolet Limited, The Courtyard, Wellington Road North, Stockport, Cheshire SK4 1HT. e-mail sales@ergolet.co.uk
• Knowledge of the industry and moving & handling products
techcess.co.uk
• Understand customer requirements to meet sales targets
Sales Surveyor Domestic Home-Lift and Step-Lift Products • South East We have an exciting new opportunity for an enthusiastic and experienced Sales Surveyor to join our Home-lifts Team. Reporting to our UK Manager, the successful candidate will be responsible for the overall sales, survey and post installation inspection of Home-lifts, step lifts and ceiling track hoisting systems within the public and private sectors of the domestic market. Resident in the South East of the UK, you will be working closely with our supply partners to effectively manage the overall specification and installation of this range of products. An essential requirement of the role is to have a thorough understanding of the products involved and experience of assessing and surveying to a high standard. A key part of this role will involve the use of Computer Aided Design (CAD) software, and therefore a good understanding and experienced use of this software will be of benefit to applicants. To succeed in this challenging role, you will require excellent communication skills and first class personal presentation. Good standards of numeracy and IT literacy are equally important within this role and a valid driving licence is essential. In return, we can promise an attractive benefits package including the provision of a Company vehicle. If you would like to be apply, please visit the careers page of our website www.stannah.com to submit your application. Closing date for applications is 12th February 2015.
RASCAL VEO GETS CITRUS TREATMENT Electric Mobility has introduced ‘Citrus’ as the latest colour for the Rascal Veo Scooter. The company says that the ‘zesty’ new colour adds bold definition to the product and sits comfortably alongside its accompanying, alternative available colour, Orange. According to Electric Mobility, the Veo has among the best legroom of any scooter in its class and a really easy to use ‘take apart’ mechanism. Call 0800 252 614 or visit the website at www. electricmobility.co.uk
EXHIBITION & EVENT GUIDE January 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.com January 27-28 2015 – Moving & Handling People, Amnesty International’s Human Rights Action Centre, London. www. movingandhandlingpeople.co.uk March 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry - Call 0161 607 8230/8223 or email info@disabledliving.co.uk March 25-26 2015 – The Care Show –Bournemouth. www.careshow.co.uk March 30 – April 1 2015 – Medtrade Spring - Las Vegas - www.medtrade.com April 22-23 2015 – Care & Mobility – Dublin www.careandmobility.ie April 28-30 2015 - Naidex National – NEC – www.naidex.co.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www.mobilityroadshow.co.uk September 17th 2015 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 October 14-17 2015 – Rehacare – Dusseldorf – www.rehacare.com October 18-19 2015 – Trade Days – NEC – www.tradedays.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 19th 2015 - Kidz Up North – Manchester - www.kidzupnorth.co.uk November 16-19 2015 – Medica – Dusseldorf. www.medica.de November 25-16 2015 – The OT Show, NEC. www.otshow.co.uk November 3-4 2015 – The Care Show – NEC. www.careshow.co.uk
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By far the easiest and most cost-effective way to get in front of 30,304* OTs in the UK If you are looking to get your products in front of OT’s, then here’s the easiest and most costeffective way to do it. The Product Showcase has been produced for over 10 years and is a feature in OT News, published by the College of Occupational Therapists and mailed to 30,304 OTs. A number of companies that use the Showcase have done so for many years. The Product Showcase gives you an opportunity to promote products, services and events at a cost effective rate in a section that has been seen by OTs for a number of years. It’s easy to get involved. All we need from you is a short description and any photo’s that you would like to use (as jpgs). We then put the information together so that we keep the same style throughout the pages. That means you have no artwork costs. The Showcase runs 5 times a year in February, April, June, September and November.
Costs...
Single spot (Quarter Page) - £325 Double Spot (Half Page) - £575
Why use the Showcase?
“The OT Product Showcase proved very successful for the launch of Lift Seat powered toilet lifts into the UK marketplace. The advert paid for itself in the first week. We have had several OT’s comment that the OT showcase is the first place they look for existing and innovative products.” Steve Campbell, Lift Seat Limited *As at November 1st 2014
Call: 01536 710050 Email: info@thiis.co.uk
MinimoPLUS
01787 882244
SALES@TGAMOBILITY.CO.UK
WWW.TGAMOBILITY.CO.UK
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larger pneumatic tyres •
The lightweight Minimo Plus now opens up the opportunity for retailers to supply a high specification, mid-sized 4mph scooter that folds in one easy movement. The ultra-lightweight lithium battery can be lifted strain-free with only one finger - remarkable. Offer something different. It is mobility plus extras.
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The Minimo revolution continues to unfold with the new Minimo Plus.
The UK’s leading range of mobility products since 1985
Team of the Year
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THIIS is produced for BHTA Engage by: Homecare Publishing Ltd, The Stables, 16c High Street, Rushton, NN14 1RQ Tel: 01536 710050 E-mail: info@thiis.co.uk Providing news and views in
the trade since 1999 BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.