Thiis june 14 by THIIS

ISSUE 189 • JUNE 2014

THE HOMECARE INDUSTRY INFORMATION SERVICE

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

Investment and joint venture drives retail expansions Supplier looks to reward retailer loyalty New products, new team members, new trade deals

TR SEE ST AD US AN E A D DA T D YS 40

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contents Investment drives store expansion................................... 6 StockShop deals...................... 12

From the Editor

New insurances for mobility market...................................... 20 50 OTs attend retailer training event............................ 22 Joint venture for Ableworld....... 26 Naidex target end user visitors.. 32 Looking to revolutionise travel... 40

In a news item recently, it was suggested that two thirds of people aged 65 and over had never been online in their lives. It’s an interesting figure and highlights the fact that when it comes to marketing in our industry, not everything is about social media and internet promotion.

Sitting Pretty expands............... 42

Yes, it’s true that a lot of sons and daughters are online searching for products that their parents can use, but there are a lot of people who are still making their own decisions and they are being made on the basis of what they are reading on paper, not through a search engine.

Handicare look to

Sometimes it’s too simple just to rely on Twitter, Facebook or your website to do the work for you, but the fact that there are still millions of people who don’t go anywhere near Google or online shopping sites should mean that traditional marketing techniques are still on the plan and are still an important part of any company’s future campaigns.

More space for Mackworth....... 44 Points of View .......................... 50 Vegas trip confirms Trade Days appeal.................... 52 reward loyalty........................... 56 Jobs on Offer............................ 68

on the front Award winner in the industry. See page 14.

At Trade Days in October, there will be free seminars covering all aspects of marketing in the industry, from the newest techniques to the old tried and tested methods that have proven to be a success over the years for both retailers and suppliers. If you want some marketing inspiration, then Trade Days will be the place to find it!

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

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

David N Russell AD4

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

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

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

Find out why on page 11 & 15

Trade Days is a two day event created for the trade involved in the manufacture, supply and retail of the range of products that make up the homecare, healthcare, mobility, rehabilitation, independent living and assistive technology markets.

Who Should Attend: > Business Owners > Business Managers > Sales Managers

> Sales Representatives > Product Advisors > Service Engineers

> Marketing Managers > Showroom Managers > Customer Service Teams

Key Suppliers to Meet:

From a retailer point of view this type of ‘Trade Only’ event is long overdue. Although it’s always useful to attend other events where there is a mixture of visitors, it can be very difficult to actually talk business. Alastair Gibbs, Managing Director TPG DisableAids Ltd

Knowing that everyone you see and speak to is in the trade, just like yourself, will make it so much easier to do business. Richard Holland-Oakes, Recare

We will definitely be attending and the inclusion of a Sunday will make it easier for many other retailers to attend too. Great idea. Kevin Snowball, Managing Director Simplyhealth

We are all looking forward to visiting Trade Days this October where we can spend time with new and existing suppliers. A long-overdue concept. Over 100 trade suppliers now booked. See the full list at www.tradedays.co.uk

Jemma Dunn, MT Mobility Limited

Seminars Will Cover: > Sales strategies - Simple but effective selling techniques, overcoming price objections > Marketing advice - Practical tips for effective websites, copywriting, running great events and ‘how to’ to promote your business without breaking the bank > Technical briefings including tips and guidance for you and your customers on batteries and UK flammability regulations. > Business development - how to ‘retail’ in small spaces, becoming ‘retail’ savvy, protecting a great idea. > Industry updates- all the latest on regulation, consumer legislation changes, the pitfalls of internet sales > Supplier updates - what companies are up to, future plans, what new services they are offering retailers.

Our Guarantee That You Will: … learn something that will help your business straight away … have all the time you need to talk business with new and existing suppliers ….find new products to benefit your business and customers ….save money with plenty of trade deals on offer ….find it time well spent, along with your team, who will leave inspired ….understand why suppliers and retailers requested this event ….want to come back next year!

Trade days provides the right environment for businesses like ours to be able to sit down with existing and new suppliers and have the time to talk properly about how we can move forward together. Phil Moore, The Care Team

There’s been a real need for some time for a ‘meeting of minds’ in the industry and an event produced for retailers. Trade Days offers this and much more and we are looking forward to it. Steve Glenn, Mobility Assistance

First Name:

www.tradedays.co.uk

Surname:

Email Address:

Mobile Number:

Organised by: CloserStill Media Healthcare Ltd, George House, Coventry Business Park Herald Avenue, Coventry CV5 6UB

Job Title:

Address: .............................................................................................................................................................................................. Postcode: .....................................................

Company Name: ................................................................................................................................................................................. Telephone: ...................................................

Please write clearly to allow us to process the registration correctly

Post forms to: Freepost Plus – EZCY – AELB, Trade Days, CloserStill Media Healthcare Ltd, George House, Coventry Business Park Herald Avenue, Coventry CV5 6UB

Fax back to: 02476 713 778 Scan and email to: e.cave@closerstillmedia.com

FREE DELEGATE PASS SIGN UP SHEET

£300,000 investment drives store expansion from 6 to 14 In the last issue of the magazine we carried the news that Clearwell Mobility had secured equity investment to fund an expansion of the business across the South East. The investment of £300,000 will enable the Sussex based retailer to open a further 8 showrooms bringing the total to 14. The new openings will take place over the next 2 to 3 years creating up to 60 new jobs and doubling the size of the company. The company currently operates 6 showrooms across East and West Sussex. The business was established by husband and wife team, Duncan and Natasha Gillett, in 2004 with a single showroom in Brighton. Duncan explained the new development and how it all came about. “We’ve issued new equity in the company” Duncan told us, “and that’s been acquired by two investors who are both high net worth individuals. They are not going to take an active participation in running the company so they are looking for us to deliver the business plan we’ve sold to them.” Duncan says that the investors would prefer not to be identified. They are both directors of large companies, but not in our marketplace. “Neither of the investors has any experience of our marketplace” he explained. “They have bought into the industry and they have bought into the company. Duncan explained more about how he found the investors “When we started looking for investment, we joined various business investment networks. We put together a short investment flyer and detailed business plan. There are investment networks all over the

June 2014

country which are set up and run by advisors with individuals who have money to invest. The investment qualified for the Enterprise Investment Scheme (EIS) offered by the government which provides attractive tax incentives for individuals to invest and that was a big plus for us. It’s taken a while and it’s taken a good deal of time to do the legal work as you might expect, but we are “They are looking for us to deliver the there now and can move business plan we’ve sold to them” forward.” Duncan says that the plan was always to have a small number of investors on board. “We wanted to keep the number of investors as low as possible because I don’t want to explain myself to lots of different people and answering questions every time we update them. It would have been good to just have the one, but we ended up with two and they both bring their own skill sets which will prove very valuable to us as we grow. They have invested “I don’t want to explain myself to lots together previously. One of different people and answering is an accountant and the questions every time we update other a lawyer and so it fits them” together quite well.” The investors are not planning to take up Board positions according to Duncan. “Natasha and I will continue to be the only company directors and so effectively we will have unfettered operational control. Any major New investment will see a decisions such as issuing new shares, changing

lot more Clearwell Mobility outlets in the future

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E-mail: info@thiis.co.uk

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the nature of the business or disposing of the business would have to have all the shareholders consent of course. The big level stuff has to be referred to them, but all the tactical stuff about the products, properties and all the other decisions we are going to take in the expansion process are all going to be left with us.” As mentioned, the company has raised £300,000 to extend the number of stores from 6 to 14. I asked Duncan whether he believed that to be enough to finance what is a major expansion programme. “Yes, we have done our numbers and we believe that we can achieve that number of opening with the funds. It’s a dynamic situation as we have a business already generating profits at 6 stores and you’ve got the new stores coming on stream at different times. If we were intending to open all 8 right now, then I would say that it isn’t enough money. We are looking to open all the new stores by year three and so we are looking at a rapid development programme.” Duncan added: “The £300,000 number is largely driven by how much equity we would be happy giving away. We have reduced our shareholding from 100% to 80%. If we raised more money we would probably have had to give away more equity, ending up being 60% or 50% shareholders and at this stage we don’t want to go that far.” Expanding from 6 stores to 14 is going to mean a change of management requirements too as Duncan acknowledges. “It’s going to take a bit of a change in the style and how the business is managed. I’ve got most of the main operational functions covered these days and so my role is one of overseeing it all. I don’t perform any particular function in the business. However, there’s no doubt that it will become even more remote and there will have to be layers of management in place. I’ve got some foreboding

twion_PressBanner:Layout 1

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12:43

about that, I want to try and retain as flat a management structure as possible.” Managing 14 showrooms on a day to day basis will be a challenge, one that Duncan accepts. “You need to be on the ground and I will still allocate two days every week to go in to see the shops and so hopefully I will know what is going on “We have done our numbers and at the front line.” we believe that we can achieve that As for where the new number of opening with the funds” stores might be, Duncan told us: “Geographically, we are still looking in the South East. All our shops are in Sussex at the moment and there are some gaps we want to fill in. We are also looking at parts of Kent and parts of Surrey and also into Hampshire.” So what does Duncan “There’s no doubt that it will become think the biggest challenge even more remote and there will have will be to take the network to be layers of management in place” from 6 to 14? “Since the economy has started to recover the demand for shop units has increased and we have seen quite a few properties come and go and so I think finding suitable showroom premises may well be my biggest challenge. It may be different in other areas of the UK, but in the South East the commercial property market has certainly picked up.” And finding the right “I think finding suitable showroom people may also present premises may well be my biggest a challenge? “We find challenge” that the industry and our company in particular attracts the right sort of people” Duncan said. “I think a lot of people are attracted to the industry because they like helping customers and they get a lot of satisfaction from that. This also generates a lot of loyalty from our staff too.” Duncan can be contacted on 01444 253300.

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AKW highlights DFG crisis AKW has released a white paper that outlines major changes taking place in the management of Disabled Facilities Grants (DFG), and explains what the direct impact of these changes could be. The white paper, entitled ‘The DFG Crisis & The Better Care Fund’, highlights the growing pressure on home adaptations funding and the case for increasing DFG funding under its new Better Care Fund (BCF) umbrella. According to the company, funding major home adaptations across England, the Disabled Facilities Grant (DFG) is being stretched to its limit. DFG now comes under the Department of Health’s new Better Care Fund (BCF) administered by local Clinical Commissioning Groups (CCGs), but with ultimate control lying with regional Health & Wellbeing Boards (HWBs). The company suggest that, research into DFG funding, referenced in the white paper, shows that currently only 10% of the funding required to meet the estimated need is available. This has resulted in significant delays in home adaptations in many parts of the country, with many other individuals in need either being denied adaptations or forced into moving to residential care earlier than is necessary. This white paper also highlights the very significant health and social care cost savings that well planned DFG funded adaptations can deliver in terms of reduced home care costs and a reduction in the costs associated with post-fall hospitalisation. Keith Jobson from AKW explains: “Our white paper highlights that CCGs and HWBs need to urgently consider whether they giving enough consideration to the housing needs

of the elderly and disabled as they finalise and review their Better Care Fund plans. With our growing population of older people creating a very challenging housing situation, they need to be aware of the facts and, ultimately, we need to protect and if possible increase DFG funding so that vulnerable people can carry on living independently for as long as possible.” “A typical home adaptation, costing The report includes £7,000, can delay entry to residential finding that suggest care by up to 4 years” home adaptation costs are usually much lower than the home carer costs they eliminate the need for and that savings of up to £4.00 can be made for every £1.00 spent on adaptations. Its suggests that a typical home adaptation, costing £7,000, can delay entry to residential care by up to 4 years, saving up to £73,000 per person (based “Our white paper highlights that on average home costs of CCGs and HWBs need to urgently £20,000 per year) and that consider whether they giving enough level access showers and consideration to the housing needs of fitting grab rails around the elderly and disabled” the house can reduce the risk of falls by 60%. With the average cost of a hip fracture being £28,665 savings made from fall reduction alone can be significant. The white paper can be downloaded by visiting www.akw-ltd.co.uk/HWB

Stannah picks up fleet award In another indication as to just how big some of the companies in our marketplace are getting these days, Stannah has been recognised as having the UK’s leading mid-sized fleet. The award is for excellence, innovation and economic efficiency for fleets comprising 500 to 1,000 vehicles. Nominated by a panel of leading business experts, Stannah was the only engineering firm in the category, competing with both public and private sector organisations. Martin Carter, operations director of Stannah Management Services, said: “We are thrilled to have won this award and to be publicly honoured by professionals within the industry. Over the last few years we have innovated with new technology and other changes to improve the performance and efficiency of our large fleet of service vehicles. To be recognised for our achievements is fantastic, and testament to the hard work of our employees.”

June 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

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

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

It starts here, for your FREE information pack call:

01582 842224

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

Walker offer from Ztec The Dolomite Jazz in Pearl White – lightweight folding aluminium rollator • Simple, balanced folding, Stands in folded • Adaptable to individual needs with two different position heights and precise handle adjustment • Easy to handle • Integrated braking cable SRP £299.00 • Basket, anatomical grips, left and right side Normal Trade Price £95.00 curb climber and backrest standard Offer Price £69.00 • Welded aluminium frame that is stable and Call 01384 481 111 steady throughout its service life

Special offers from Aidapt VP172AA Aluminium Red Tri Walker The aluminium Tri-Walker from Aidapt is sturdy yet easy to manoeuvre, featuring loop brakes so the tri-walker can be stopped (by squeezing) and locked (by pushing down). Suitable for both indoor and outdoor use, the Aidapt Tri-Walker with Bag and Basket folds away for transport and storage. Featuring a unique cable guide to eliminate the need for plastic cable ties, with

height adjustable handles for comfort, the threewheeled walker is also supplied complete with a wipe-clean, specially shaped tri-walker bag and basket with tray. Trade price £79.00 Offer price £31.00 VP172AA

VR219 Solo President Raised Toilet Seat & Frame The President combined Toilet Seat and Frame President Raised Toilet Seat and Frame is suitable is a well-priced solution and is height adjustable for industrial and domestic cleaning. Optionally as standard. The President Toilet Frame can be available with adjustable width. installed either as a freestanding unit or floor fixed. The top is rotational moulded plastic, Trade price £45.00 which eliminates any joints, drastically reducing Offer price £17.99 any opportunity for bacteria to build up. The VR219

VB636 Corner Shower Stool The Pembury Height Adjustable Corner Shower Stool is an excellent solution when space is at a premium. It features fine leg adjustment to maximise stability and safety when in use and a clip-on/clip-off seat for easy cleaning. This compact, corner shower stool is manufactured VP178 Silver Rollator Our Lightweight, Aluminium Rollator is an affordable, feature-rich walking aid. With a strong aluminium frame, the lightweight rollator is durable enough for daily use. With anatomically-designed handgrips, arthritic friendly loop cable brakes and height adjustable handles, the Aidapt Lightweight Rollator is suitable for elderly, infirm or less able

from rust free aluminium for improved longevity and service life. Trade price £40.55. Offer price £18.97 VB636

users with little grip power. This four-wheeled rollator also features a padded seat which flips up. The Lightweight Rollator folds easily for storage and is available in 3 colour options. Trade price £90.00 Offer price £34.00

To order any of the Aidapt products, call 01744 745 020, fax 01744 745 001 or email sales@aidapt.co.uk

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June 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Medal of Honour for Kieron Kieron Slocombe, Managing Director of R82 UK Ltd has been awarded the Danish Export Association Diploma & HRH Prince Henrik’s Medal of Honour. The award was given as an acknowledgement for Kieron’s excellent performances in advancing the sales of Danish products and services abroad. R82 UK has grown rapidly from modest beginnings in 2001 to be a leading supplier of products to assist children with disabilities in the UK. During his acceptance speech Kieron paid tribute to the support of colleagues in Denmark, the UK and internationally noting that if it were possible he would “simply thank every single person in R82”. He said: “Special thanks go to Tom Amby, our finance chief who has been an avid supporter since my very first days with the company, to Jon Preater my sales director whom I have worked with now for 11 years and to Torben Helbo who has guided R82 as its CEO from a family company to an international force.” In a poignant moment Kieron spoke of gratitude to his late wife Peggy who a number of THIIS readers will have met and worked with over the years and who passed away a few months ago. He said: “Without her support I would not be here collecting this award. When we found out late last year about the nomination and award,

Peggy added it to her last wishes of the events that she really wanted to be present at. Unfortunately it was not to be.” The ceremonial occasion was the Danish-UK Chamber of Commerce AGM and Annual Dinner held at Mansion House in the City of London. The splendid surroundings, great food and fine wine marked an important award in a significant career. In Kieron’s words the award “is for me the pinnacle of my 25 years in our industry”. I should have be added the fact that the award was presented by HE Claus Grube, Ambassador of Denmark to the Court of St James and the fact that it was awarded at the Danish-UK Chamber of Commerce AGM & Annual Dinner in their 25th Anniversary Year.

Kieron recieved his award from HE Claus Grube, Ambassador of Denmark to the Court of St James.

Local rivalry in retailer showroom The staff from the Perth and Dundee branches of Allardyce got together for a friendly meeting to cheer on their teams before the Scottish Cup Final which was held a couple of weeks ago between Dundee United and St. Johnstone. As you can see, even their mode of transport was in club colours, the Kymco Midi XLS being used. We are told that the two sets of supporters were well behaved. Unfortunately of course, there could only be one winner and this time it was St Johnstone that lifted the trophy. The club claimed the Cup for the first time in their 130-year history.

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E-mail: info@thiis.co.uk

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

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

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App available with new power assist wheels The new alber twion power assist wheels is a lightweight wheel system delivering extra power for every propelling movement through leading edge digital technologies. It also comes with something extra too - available to download is a new free twion Mobility App that enables a diagnostic checklist or to view operating details. With the optional Mobility Plus package, users can access even more features and communicate directly with the twion wheels via a smartphone. The app also accesses running information such as distances travelled, battery charging level or calories burned. In addition, the innovative BlueDrive function allows wheelchairs equipped with twion drive wheels to be remotely controlled by a Smartphone. The integrated inclination sensors ensure that a slight tilt of the Smartphone in the required direction of travel sets the wheelchair in motion. A virtual joystick is also available as an alternative means of control. For more information on twion, call 01656 776222 or visit the website at www.invacare.co.uk

The lightweight wheels weight just 6.3kg each.

Customers who choose the new power assist system can also use a new app too.

New scooter world record A couple of years ago we carried details of a world record success for Steve Tarrant, a disabled motorsport marshal, who spent 24 hours on a TGA scooter in very poor conditions. He’s been at it again, this time achieving a new record at Goodwood Motor Circuit, driving a TGA scooter the furthest distance ever in 24 hours. He achieved a record-breaking distance of 190.2 miles (306.1km) by driving through the night and completing over 1,800 laps of a 167m circuit, only stopping briefly for battery changes. Pending ratification, Steve will have smashed the current distance of 170.63 miles. He was clearly impressed with the scooter he used, a Breeze S4. “I have to say though the overall comfort, performance and stability of the Breeze scooter was impeccable as ever and the puncture sealant is absolutely unbelievable. To have driven over a bed of nails before the start and not experienced any loss of tyre pressure in 24 hours, proves how outstanding the TGA puncture sealant system is.”

June 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

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New powerchair from Invacare Invacare has launched the new Invacare Fox powerchair, designed to offer customers the most in flexibility and set up to support easy assessments with efficient servicing and handling. For the client it offers an easy to operate everyday rear wheel drive powerchair that adapts well to inside and outside driving. The Invacare Fox design has full adaptability at its core through its wheelbase concept and adjustable seating. With different settings available in the wheelbase, stability is ensured for a wide range of heights and weights of persons, and their comfort is not compromised with a 5-way adjustable seat. The Fox seat can be adjusted for width, depth, height, seat to floor height and backrest angle, ensuring the optimum fit for the client, and can be altered to accommodate changes. Manoeuvrability and stability are key to the Foxâ&#x20AC;&#x2122;s driving performance with a stable frame this new powerchair also offers excellent traction with a kerb climber of up to 100mm. The individual can benefit from efficient motors with a great driving range and Fox is easy to operate with the

latest Shark Controller. Servicing is made simple, with easy to access batteries and many cross compatible components, the Fox can also be quickly dismantled for transport and storage. With a robust design and attention to ensuring the maximum efficiency in all aspects, the Fox is the first choice for a great all round basic powerchair that can suit a wide range of clients. For more information call 01656 776222 or go HERE www.invacare.co.uk

Geberit answers DIY SOS call for help Geberit answered a call from the BBCâ&#x20AC;&#x2122;s DIY SOS recently. Since suffering a brain infection four years ago which left her unable to walk and talk, June Finlay had been sleeping on a hospital bed in the kitchen with no access to washing or toilet facilities. Nick Knowles and the DIY SOS team, along with many local tradesmen who volunteered their time created a ground floor wet room for June, which included a Geberit AquaClean 8000plus Care shower toilet, which combines the convenience of a warm water wash and a warm air-dryer to leave the user feeling fresh and clean. The extending spray arm of the WC washes with a gentle, oscillating or pulsating jet of warm water, before gently drying with a flow of warm air. For more details of the product, call 0800 032 9628 or visit www. geberit.co.uk-aquaclean

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New insurances for mobility market The team behind the leading independent pet insurer is launching a new niche insurance product aimed at the fast-growing mobility scooter and related markets. Blue Badge Mobility Insurance has been launched by Mark Effenberg, the man heading the team behind market-leading independent insurer Healthy-Pets Insurance - a business he launched as a purely online insurer, possibly the first of its type, in 1997. Mark, Chief Executive of Blue Badge Mobility Insurance, has first-hand understand of the market, as his son has cerebral palsy. He told us: “This is the first of a series of carefullyconsidered niche insurance offerings based on a common approach. People are wary of insurance companies. We’re an insurer that wears a smile, hides nothing and likes to help. What’s more, we simply do not have the overheads of the big insurers - and that means we can pass on cost savings to customers. Electric wheelchair and mobility scooter insurance will start around £59: and that’s a real and available price,” Mark believes that the mobility vehicle marketplace is one in which there is plenty of

potential. “There are more than five times as many in use, probably approaching half a million - than ten years ago.” He added: “We are coming at this from a particularly empathetic perspective because my son has cerebral palsy and consequent mobility considerations, so I have first-hand appreciation of both the issues of mobility, and, crucially, the challenges facing people simply wanting to take out mobility insurance.” “We’ll be applying the business and customer service principles established in our other online insurance businesses since the mid-late 1990s. Put simply, we have low overheads because we are a 100% online insurer, we have exceptional underwriters in Ageas, and we have a customer service and support system and team who are not just experienced, but also multiple winners of customer service awards.” The website is at www. BlueBadgeMobilityInsurance.co.uk

Mark Effenberg is following an insurance scheme for pets with options in the mobility marketplace.

Extensive accessible showers collection Accessible bathing and showering manufacturer Eurocare Showers has launched a new brochure that the company says brings together the widest collection of accessible showering systems available on the market today. The Eurocare collection includes wet floor systems; shower trays; doors, screens and enclosures; shower curtains, rails and accessories. Eurocare marketing director Joanna Talbot says the new brochure provides bathroom designers and specifiers with everything they need to select the most relevant product for every installation – from technical product specifications to advice on product care - as well as showcasing products that sit at the forefront of accessible bathing. “We understand exactly what people are

looking for when it comes to accessible showering, and inclusive design is at the heart of everything we do,” she says. “As well as offering a product range that is made here in the UK, we also provide our customers with quick delivery and extensive technical support. We have a highly skilled technical team on hand to guide them through the specification process, making it as straightforward as possible for them to specify and install premium quality products.” Joanna says that the Eurocare collection of doors, screens and enclosures is the most extensive available in the UK and there are a carefully selected range of ancillary products – including grab rails and shower chairs. For more information, call 0844 8010660 or visit www.eurocare-showers.co.uk

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June 2014

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Over 50 OTs attend retailer stairlift training day Norfolk Stairlifts attracted over fifty occupational therapists from eight district councils in Norfolk to its annual stairlift training event. Director Sam Scott told us: “We work closely with district councils across both Norfolk and Suffolk and are often required to accompany Occupational Therapists to offer specialist stairlift advice and guidance. By putting on an annual stairlift training day, we aim to give Occupational Therapists the opportunity to develop their understanding of the products.” He added: “This was the fourth stairlift training day we have run and the turn out this year was our best ever. Having 50 highly trained health care professionals attend our event was a fantastic testament to the success of the business.” Those who attended were from a variety

June 2014

The Norfolk Stairlifts

of district councils including, North Norfolk, team developed new relationships through the Broadland District Council, Kings Lynn Borough training day Council, West Norfolk, Waveney Council, Gt Yarmouth Borough Council and South Norfolk Council. “This year we decided to focus on the district councils located in Norfolk. In 2015 we will be running a similar event for the district councils based in Suffolk” Sam explained. And it seems that the day was given a “Having 50 highly trained health care big thumbs up from the professionals attend our event was a professionals who went fantastic testament to the success of along. An anonymous the business“ survey of attendees revealed that 97% of the Occupational Therapists placed Norfolk stairlifts in the ‘highly recommended’ category. The stairlift event was held at the Holiday Inn Norwich, lasted the whole day and included a display of 10 fully working stairlifts. The day included guest speakers, a presentation on ‘using stairlifts with consideration of the needs of people with “97% of the Occupational Therapists degenerative diseases’ placed Norfolk stairlifts in the ‘highly and was concluded with recommended’ category” a small group 90 minute workshop on different makes and models of stairlift. The Norfolk Stairlifts showroom has 8 different makes of working stairlifts on display including straight and curved models. Norfolk Stairlifts can be contacted on 01953 850004. The website is at www.norfolkstairlifts. co.uk

www.thiis.co.uk

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Gateway to the Scandinavian market

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

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

Organizer:

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

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

Care bed range extended Nightingale Bariatric Solutions, specialists in emergency hire of bariatric equipment to the NHS and Private sectors, is expanding its range of care beds following demand for an easily transportable electric profiling bed solution for the home. The move see’s Nightingale expanding their range of care beds available for rent or purchase to include both standard and plus size X’Press beds for patients weighing up to 40 stone. According to the company, the beds are easy to manoeuvre and simplicity itself to assemble and dismantle. Kevin Parry, Managing Director of Nightingale which was established in 1993 and also supplies a growing range of healthcare seating said: “This move sees Nightingale answer growing demand

from the community and homecare market for our renowned emergency rental service. This innovative and new entry to the market, adds to our recent seating, toileting and bathroom range additions. It means we are now able to give hospital staff, patients and their families the Kevin Parry says that the move is answering opportunity to reduce those frustrating delays a demand for a rental when a patient is well enough to leave hospital service but the right equipment is not in place. Our emergency 24hr: 7 day emergency rental service means we can get the right equipment into the home “This innovative and new entry at short notice.” to the market adds to our recent He added: It can mean seating, toileting and bathroom range cost savings for the NHS and an earlier discharge for additions” end-users with emergency access to assistive bed and seating solutions for standard and plus-size patients when they need them most.” For more details call 0800 879 9289 or visit the website at www.nightingalebeds.co.uk

The range of care beds has been extended

Artificial limb breakthrough An artificial limb that enables amputees to grasp at an object and feel it as though they were using their real hand has become a reality thanks to the international research group participating in the project LifeHand2. Surgeons implanted two ultra-thin electrodes each directly into the ulnar and median nerves in the upper arm of Dennis Aabo Sørensen, a patient with an amputated lower arm. The electrodes send sensory data by means of electrical impulses from the patient’s artificial hand directly to his brain over the peripheral nervous system. They give him information about the shape and consistency of the objects he grasps at – even when he cannot see them. The patient learned to control his artificial hand with only little prior training and more quickly than the scientists had thought possible. He managed to sense objects like a plastic cup, a mandarin orange, and a heavy block of wood while being blindfolded and to take hold of them with a precise grip and the right amount of force. The combination of technology and the patient’s biological system worked almost intuitively. Six research institutions in Italy, Switzerland, and Germany are participating in the project LifeHand 2. Launched in 2008.

June 2014

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Ableworld joint venture signals further expansion Ableworld has entered into a joint venture with a North West financier, Barry Pearson, to expand their existing chain of retail outlets. The new company, Mobility GB Limited, provides a fully funded strategy which combines the proven experience of all parties to support Ableworld’s aggressive plans for growth. The strategy is based on organic growth from new retail units and the acquisition of existing operators in the sector. Mike Williams, Managing Director for Ableworld says: “Barry approached us late last year with the intention of investing in our sector and after discussing various options we decided that the best route was via a joint venture.” He added: “The board of Ableworld have all been involved in the process and we are all excited at the prospect of developing our business with Barry”. Speaking about his decision Barry explains: “I am very positive about this sector and after taking a long, hard look at the market identified Ableworld as leaders in the field.” “I was impressed” he adds “with the company’s ethics and business model. I also feel comfortable working with Mike and the team at Ableworld”. Ableworld’s Finance Director Neil Cox, who was instrumental in helping to structure the deal feels that it is a win-win situation “Barry wanted to invest in the sector and we are always looking for ways to develop the brand.” “We believe the collaboration will prove to be beneficial to both of

Barry Pearson (left) has signed a deal to help expland the Ableworld network. He is seen here with Ableworld’s MD Mike Williams.

us and to our wider stakeholders especially our customers, who will find more opportunities to shop at Ableworld”. The joint venture is already well advanced in opening its first retail outlet in the summer and agents have been appointed to source “The board of Ableworld have all further sites in target towns been involved in the process and across the country. we are all excited at the prospect of For more information developing our business with Barry” on the joint venture or any existing operator wishing to explore selling their existing operation please contact Paul Boniface, Franchise Director: paul. boniface@ableworld.co.uk

The Ableworld team together with Barry. From left to right, Neil Cox, Finance Director, Barry Pearson MD, Mobility GB Ltd, Paul Boniface, Franchise Director, Angela Fraser, Customer Liaison Director and Mike Williams, MD Ableworld.

Innovations from non-slip specialist Dycem, specialist manufacturer of non-slip material, has unveiled new features for its multipurpose reels. The new functionality has been designed following feedback from therapists, as well as end users. The dispensers will be easier to use and feature more environmentally friendly materials. Eva Paraskevaides of Dycem said: “The inspiration for the easy to use, no assembly dispensers originates from feedback we have received. We feel it will really help those using the product - both the 9 metre and 15 metre reels will now come with a protective film both sides to allow for easy dispensing, cutting and hygiene”. OT Jen Cave-Ayland added; “As well as the easier to use dispenser, I’m impressed with Dycem’s on-going commitment to the environment. The new packaging is made of recycled material and once the reel is finished, the box can be recycled.” The company has also launched a new colour to the range and also a completely new set. Available for the first time ever, a jar opener, bottle opener and 14cm mat can be purchased in one handy set. Adding bronze to the colour range also means that the living aids can complement the design and colour scheme of many kitchens. Eva explained: “It will be great to bring together some of our most popular products in one pack.” For a free material sample contact nonslip@dycem.com or call 0117 9548 701.

June 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Cushions get thumbs up in clinical trial

Introducing the Harmony Por ta, the complete mobile chair.

According to a new report, Stimulite cushions appear to have a measurable effect on tissue recovery. The report was commissioned by Gerald Simonds Healthcare, covering clinical trials of their new Stimulite range of cushions. The report, ‘Evaluation of a Pressure Redistributing Cushion using High Frequency Ultrasound’ was researched and written by Fiona Collins, Director of Wound Healing Centres UK Ltd. and Dr. Steve Young, Managing Director of Cambridge Health Tech Ltd. The company says that, while the majority of people at risk of skin breakdown are provided with a suitable pressure relieving mattress, many, particularly if they sit in armchairs, are left vulnerable owing to the lack of a suitable pressure relieving cushion. The report’s authors determined that the cushion’s ability to prevent or heal pressure injury should be investigated through the use of High Definition Ultrasound assessment, an effective tool for the investigation of pressure ulcers which provides scientific, measurable and reliable outcome results. The results of the clinical examination showed that there was an improvement in skin integrity over the evaluation period with ultrasound examination revealing that the injured areas had significant decrease in levels of oedema over the two week period and tissue profiles were returning to normal. A full copy of the report is available at: www. gerald-simonds.co.uk/public/ Stimulite_Fiona_Collins_ Report_GSH.PDF

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In the latest issue, items include a trial relating to tissue recovery a $1 million grant for falls prevention research, a $6 million to study the restoration of hand movements, fire protection for high risk individuals, a stimulation glove that improves the sense of touch, a new hand that enables amputees to ‘feel’ objects and new technology for severe speech impairment. The magazine was distributed to professional from the BHTA stand at Naidex and has been mailed to a VIP list of contacts that include Head OTs, Moving & Handling Specialists, Loan Store Managers, Private OTs, Community Loan Store Managers, Disabled Facilities Grants Managers, Tissue Viability Nurses, Paediatric OTs and Wheelchair Services. The aim of AT Today is to get in front of what are some of the most influential professionals working in the marketplace, with real budgets or the ability to influence buying decisions. There are two special features in the magazine too – one for Pressure Care and another for Paediatric products. Companies that take advertising in AT Today will see their adverts staying active for a long time as all past issues of the magazine are available to read through a page reader system or to download as a PDF on the AT Today website. Each advertisement has a link to the company’s own website too. The next issue of AT Today will be published in November 2014 and, apart from being mailed to the top professional contacts and being available online, will be distributed from the BHTA stand at the OT Show in November. AT Today is media partner with the OT Show, an event that launched last year to great acclaim from both OTs and exhibitors. Details of AT Today appear on the home page of the OT Show website, ensuring even more quality visitors to the AT Today website. For full details of the advertising packages available, call 01536 710050 or email info@attoday. co.uk

New website for Dolphin branch Clevedon-based Dolphin Lifts Western Ltd has launched a new website which the company says features a more detailed description of each product and a user guide for people who already have equipment in their homes or commercial settings and may be looking for technical advice. The site is fully accessible and visitors can easily change the font size. There is also the option to skip the main navigation links by using ‘skip to content’ for screen reader users. Steve Wakefield, Managing Director, said: “The website is a vital part of our business and we hope that visitors will benefit from the time we have spent developing the look and feel of the site. We set out to make it more user-friendly and from the positive feedback received so far, it seems we have achieved this and much more.” Another feature on the website is a digital version of the ‘Disabled Living Aids’ brochure, created in conjunction with NRS. Steve added: “We have also added a new ‘Commercial Projects’ page which is aimed primarily at architects and developers. We have over 15 years of experience of supplying and installing specialist access equipment in both residential and commercial properties, and we want to bring this side of the business to the

fore. From step lifts at Bristol International Airport to platform lifts in leisure centres and hoists in prisons, we not only have expert knowledge of the products we provide but also extensive experience of working in various environments and to specific time tables and deadlines.” The new website is at www. dolphinliftswestern. co.uk

Rollerscoot looks for production funding The company that is developing RollerScoot, the product that won the Naidex ‘Product of the year’ a couple of years ago, is looking for investment through the Crowdcube funding website The product was conceived and has been designed by Ian Gray of retailer Torbay Mobility. Ian is also a qualified chartered physiotherapist and has also been in the mobility industry for 20 years. Through the Crowdcbe funding offer, any investment, large or small, can be made. Rollerscoot, which now has a Patent, has been designed to allow those who are less able-bodied to maintain a standing position enabling them to remain at the same height and eye-level as non-mobility vehicle users. “I exhibited a working prototype of RollerScoot at Naidex a few years ago” Ian said. “It was voted Best New Product of the year, which is one of several awards it has won.” Ian, who has an office at South Devon College’s South West Energy Centre, which is managed by Torbay Development Agency told us: “It’s been designed especially for those who are less able-bodied such as those who may normally use a mobility scooter, a walking frame or walking stick. While it’s a stand on mobility device, it also has a built-

June 2014

in seat and supports which helps to take the weight off people’s feet and support the body.” “We’re ready to put it into production” he added. “Everyone who has tried it has loved it.” Ian says that he is open to different possibilities of structuring an investment. “I have been working on this project for around three years and have put in considerable amount of capital of my own already but I do need further funding for it to go ahead,” he said. Anyone wanting further details about the investment opportunity can contact Ian on 07753 826807. The website is at www.rollerscoot.com. The Crowdcube funding offer is at www.crowdcube.com/ investment/rollerscoot-15596

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Naidex organisers reveal end-users as important future visitor targets The show floor at Naidex was a different this year and it was clear that the decision by the organisers of the Mobility Roadshow to put the event on hold for 2014 had influenced a number of the adapted vehicle suppliers to take space. It meant a large area of the exhibition was taken up by the vehicles and, for the organisers, that meant a focus on the end-users who are the main targets for the vehicle companies. The organisers, i2i Events, gave a presentation on the morning of the second day of the show to explain to exhibitors plans for the future and it seems that the move into the ‘Roadshow space’ will influence some of the promotional plans going forward. Show Director, Matthew Tingey told the audience that their research had shown that an important visitor target for the majority of Naidex exhibitors was the end-user or general public. He said a number of times during the presentation that the show should be seeing more public visitors and indicated that this would be a focus for the show next year. Clearly the organisers want to still see all the visitor groups at the show, but they believe that they can build a much larger end-user attendance and that this is the right way to go forward. Matthew also mentioned that weekend opening times are also being looked at as a way to enable more public visitors and he pointed out that many people looking for the products on show at Naidex are employed and so find it difficult to make it to the show during the week. A switch to weekend dates would be a new departure for the show, but, in many ways, the move to attract more public visitors would be taking Naidex back to its roots. The history of Naidex on the website shows that it was started in 1974 and supported by the Central Council for the Disabled. The show was launched as a place where people who were looking for equipment for

June 2014

themselves could go to try it out. Over the years, a number of other visitor groups have been added to the target list – professionals such as OTs, the trade, care homes, students, “They believe that they can build a access officers, wheelchair much larger end-user attendance services and more and that this is the right way to go recently contacts such as forward” architects and a number of others. This might have been seen to be a move that the end- user had become less important Impey Showers hosted a as a visitor group, although there are plenty of display of strength

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companies and organisations in the show that are there purely to see that type of visitor. But something changed a few months ago, when the Mobility Roadshow announced that there would be no event in 2014. That left a significant gap, particularly for the vehicle adaptation sector and it was only a matter of time before Naidex went about claiming the space. And claim the space it has, with a much larger area for the vehicles in the show this year. To make that work for the new exhibitors, then there had to be a push for more end-users, the visitor group right at the top of the list for the vehicle adaptation companies. But, for every company that wants to see a lot more end-users at the show, there are companies that are looking for different target groups and that’s the big dilemma that the organisers face. Almost every company will have a different story when it comes to who they really want to see in the show. Some want professionals only, some want to see the trade, others want end-users and the trade, some want end-users and professionals. In short, many of them want something slightly different. By looking to increase the end-user audience, the organisers will get strong support from many of the exhibitors, but others might not be so keen. As mentioned, the vehicle adaptation area of the show was expanded substantially. That somewhat masks the reduction in ‘usual’ stand space of course. If you take away the space now occupied by the vehicles, then it’s clear that the exhibition show floor has decreased in size pretty significantly over the past few years. Take into account the additional spaces that are now theatres and features such as the business lounge and the actual number of traditional stands in the show is quite a lot different from a few years ago. In 2013, the number of stands listed in the show directory was 283. In 2014, that figure had reduced to 262. There are a number of reasons for that of course. First, the economy and the

June 2014

Karma Mobility launched two powerchairs both of which, according to the company, received tremendous feedback from all visitors. General Manager Mark Duffield told us: “We knew the Morgan and Leon models would be popular but the response we received was great. The next event in the Karma Mobility exhibition programme is Trade Days (October 5th & 6th NEC Birmingham) and Mark and the team are looking forward to meeting with members of their UK retailer network and also engaging with potential new representatives on stand C40.

pressure on budgets companies have faced over the past couple of years. There has also been some consolidation and a few companies have, sadly, disappeared altogether. But, there have also been additional pressures to the budgets with the emergence and successful launch of the OT Show last November and the upcoming Trade Days event in October. The IIC Show took place in Manchester in February for the first time and a number of smaller regional and local roadshows have also appeared over the past few years to add to the mix too. The OT Show might have the biggest impact going forward. The launch last year was considered by the vast majority of both visitors and exhibitors to be a real success and this year will see a show that has pretty much doubled in size. Some exhibitors have taken the decision to back the OT Show, while many more have space at both Naidex and the new OT event. If the second show in November continues to develop and the exhibitors like what they see, then that could add additional pressure on the Naidex “There is definitely a battle for the OT show floor in future years. audience and it isn’t clear yet whether I2i Events, organisers one event will win that or both events of Naidex, put a lot will end up sharing the audience of emphasis on the going forward” partnership with the College of Occupational Therapists this year and so when the visitor numbers are released, after the ABC Audit, it will be interesting to see whether all the promotion did significantly increase the numbers. It may be that the presence of the new OT Show may have limited the OT visitor numbers at Naidex, even though there was that strong tie up with the College. There is definitely a battle for the OT audience and it isn’t clear yet whether one event will win that or both events will end up sharing the audience going forward. There is also the Occupational Therapists own annual conference

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11/04/2014 16:20

challenge. Maybe that has resulted in none of the visitor groups actually ‘owning’ the event and feeling that is clearly for them? Although the OT Show may well have an influence on the future visitor numbers for Naidex, I think that Trade Days is a different matter. The retailer audience at Naidex has never been more than 10% of the total visitor figures and so I don’t believe Trade Days will have the impact on Naidex numbers in the same way as something like the OT Show could. A number of companies who were at Naidex purely to see the trade reported that their contact numbers were down and that retailers had told them in the weeks before that they would be going to Trade Days in October. But there were still a number of retailers at the show and any reduction, if there was one, won’t have made a huge difference to the total visitor numbers at the end of the day. What happens in the autumn, with Trade Days taking place for the first time and the OT Show having its second outing, may well make the whole exhibition picture a good deal clearer.

Daniel Stone of TGA said: “With more of a bias to consumer visitors this year, our dual product launch has been a success. Both the Maximo scooter and Powerpack PLUS provide something different. Eric Cooper, TGA Powerpack Product Manager added: “The team and I were especially busy on day two of the show, with enquiries from OTs regarding the PLUS model and how it can benefits client wellbeing and improve carer moving and handling.

L AV AR A Ge ne IL R w A M BL A e XI SO M O O n !

and exhibition too of course to take into consideration also. Naidex put a lot of emphasis on its own partnership with the College of Occupational Therapy this year and so when the visitor numbers are released, after the ABC Audit, it will be interesting to see whether all the promotion did significantly increase the numbers of OTs into the show. The figures haven’t been released yet, but the general feeling from exhibitors and visitors who know the show well was that we wouldn’t be seeing an overall increase and that it was more likely to remain static or drop a little. Bearing in mind the two big pushes – for the Mobility Roadshow audience and the OTs through the College backing, then that would indicate just how difficult is seems to be to build the Naidex audience these days. As we’ve said before in the magazine, noone can question the time and effort that is put into promoting the show. We don’t know the marketing budget of course, but it’s clear that a good deal of money is being spent to attract the visitors. If there was any drop in the visitor total this year, then that would be the fifth consecutive drop which must be very frustrating for the organisers. Five years ago, the visitor total was 11,600 and in years before that we have seen more people through doors. So, the big question is – in a marketplace that we are being told is growing all the time, why is it that the most established event in the sector can’t grow visitor numbers? I don’t have the answer to that. What is clear though is that marketing Naidex has become a very complex exercise. There are a number of messages for a number of target audiences. Trying to persuade so many visitor groups that there is something in it for them must be a real

All three brands – Kirton Healthcare, A J Way and SensoryPlus used the event to launch new products. The SensoryPlus seminar theatre saw over 750 people attending the seminar programme over the 3 days.

0729TGAad.newstripJun14v3.indd 1

June 2014

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The Etac UK powered wheelchair division saw plenty of potential customers at the show. Pictured is Managing Director Ian Carter Product Specialist Craig Sweetlove. As wheelchair accessible cars where available to test drive at Naidex for the first time this year, E800 and Balder powerchairs were demonstrated alongside the Etac Automatic Tie-down System. The Automatic Tie-down System from Etac is unique when compared to other docking solutions as the powerchair provides the electrical source for the locking mechanism. This means additional electrical wiring is not required under the car floor well.

Evidence that some of the Mobility Roadshow end-user audience found their way to Naidex came from Sirus Automotive. The company reported high enquiry levels at the show with a new model, the â&#x20AC;&#x2DC;We-Can Flexâ&#x20AC;&#x2122; car on show. It is designed for wheelchair users who prefer to travel in the rear of a vehicle. Based on the Volkswagen Caddy, it offers what the company describe as the ideal seating layout for a family as the adult or child with a disability can still travel in close proximity with fellow passengers. When the wheelchair user does not need to travel, the interior can be reconfigured back to a standard five-seater car. If the other vehicle adaptation companies had a similar positive time at the show, then it may be that the vehicle area will grow again for the 2015 event. The move to attract more end-user visitors will be given the thumbs up from exhibitors such as Sirus.

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Offering a completely FREE live and interactive ONLINE Product Awareness Training Program to help support our valued customers and meet with the growing demand for WORLDWIDE Sling Training and E-Assessments. Providing a unique and immediate lifeline for Healthcare professionals across the world assisting problem solving in real time ensuring fast response to any geographical location via a laptop, iPad, tablet, computer or mobile phone. An environmentally aware solution to accessing product information and support, without the need to travel, saving clients valuable time and money! Find out about our video conferencing facilities too! For further details see our website for our

Exhibitions 2014 17th & 18th June NAEP 2014 CONFERENCE Kenilworth, Warwickshire. 29th, 30th September & 1st October BACK EXCHANGE CONFERENCE Hinckley, Leics.

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Wednesday 18th - 10.30 & 2.30 In-Situ Sling Solutions Thursday 19th - 10.30 & 2.30 Sizing & Measuring Slings ◊ Also FREE On-Line TRADE Agents & Distributorʼs Sling Awareness Sessions Email: info@silvalea-globaltraining.com Tell us products you would like us to focus on!

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Chair looking to revolutionise travel According to RGK Wheelchairs, the new TIGA fx opens up a new world for users with the launch of a wheelchair designed as a foldable unit with detachable wheels. The product is designed to fold - in less than a minute - front first rather than what the company describes as the traditional ‘clunky sideways’ operation. It can be easily stowed in small spaces such as in an aircraft cabin locker, removing the need for storage in baggage holds and risk of damage. The aluminium frame and webbing – utilising space technology and battle proven Kevlar armour – provides what RGK say is exceptional strength whilst dramatically reducing the weight of conventional wheelchairs. Sir Philip Craven, President of the International Paralympic Committee (IPC) - and one of the world’s leading sports administrators says of the new product: “This incredible new wheelchair is going to take all the pressure and stress out of flying and will make it more enjoyable for wheelchair users.” As head of the Paralympic movement, Sir Philip clocks up tens of thousands of miles a year and has been flying for 45 years: “I’m in planes all the time and not knowing whether my chair will be at the aircraft door upon arrival, has been the bane of my life.” Russel Simms, Commercial Director of RGK, commented: “We are excited at this new addition which can overnight become a passport for travel to wheelchair users worldwide. For a long time wheelchairs have been clunky and a hassle. TIGA fx brings to life what we believe a wheelchair should be – light, strong and practical – and in

many cases will open up access and rights to travel that have denied too many people for far too long.” Russel cites research conducted by Muscular Dystrophy UK that found the process of travelling by air is for many a source of anxiety and embarrassment, regularly leading to holidays being ruined, equipment being damaged and “I’m in planes all the time and not disabled people being knowing whether my chair will be put off flying for good. at the aircraft door upon arrival, has They also face the risk been the bane of my life” of physical injury, with the majority (60%) of passengers surveyed saying they felt unsafe when being transferred from a wheelchair to an airline seat, while another 60 per cent said their wheelchairs have been damaged. For more information about RGK, visit www. rgklife.com

Simplyhealth acquires Collins Care Simplyhealth has completed its purchase of Collins Care, in Norwich. The store will join the company’s portfolio of Simplyhealth Independent Living Centres in seven locations across the UK. Kevin Snowball, Director of Simplyhealth Independent Living says: “We are delighted to have acquired Collins Care into the Independent Living division of Simplyhealth after the company was put up for sale at the end of 2013. We will be integrating the business over the next few months and will be rebranding to Simplyhealth once we have been able to communicate the change to their existing customers.” He added: “Collins Care has been operating in the mobility market for over 20 years and we are delighted its four employees will be staying with us.” Simplyhealth has Independent Living Centres in Andover, Bristol, Burnham, Droitwich, Leeds, Manchester, Salford and now Norwich. For more information about Simplyhealth go to www.simplyhealth.co.uk Simplyhealth acquires Collins Care.

June 2014

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To find out more about how the Gemino range can help your customers call 0845 0745 945 or visit www.handicare.co.uk

Sitting Pretty expands as brand grows According to Sitting Pretty, the Nottinghamshire based manufacturer of recliner chairs and sofas, the company is moving…and fast. The business is to expand its manufacturing capabilities after relocating to new premises. According to the company, the brand is becoming well-known in the marketplace. Managing Director Jim Henderson told us: “Sitting Pretty may only be 11 years old but the experience in the company, with myself and codirectors Sam Henderson and Jeff Cooper, goes way beyond our company’s formation having been involved in the upholstery industry for a combined 75years. Our Brand is now growing nicely and we are currently in a position of needing more space. We have out-grown our old home in which it all began back in 2003 with just 3 employees and we now have 45 employees.” Jim added: “We have now moved into our new 18,000 sq ft factory in Pinxton Notts, which is only 3 miles from our old premises and still ideally located with the M1 only one mile away. We look forward to building and developing our business further and the relocation will help us do this and improve our capabilities as regards lead times and carrying more stock.” The company’s new premises has a 8000sq

June 2014

ft warehouse something that the company was Jim Henderson is happy in need of as Jim explains. “I sometimes wonder with the way the Sitting Pretty brand is developing how we turned chairs around quickly at our old premises given the lack of space. The move will certainly help us achieve our targets on production far more easily having the extra room which is something that’s a necessity with an ever-growing order book. The space will allow us to accommodate more stock and help us streamline our upholstery “We have out-grown our old home in production whilst importantly maintaining our which it all began back in 2003 with quality and standards.” just 3 employees and we now have 45 The new premises has employees” a trade showroom which will be used to invite customers to open days and promotions. For more information call the sales team on the new number which is 01773 811610. The company has moved The company is celebrating the move by to larger premises and is launching a new dual motor lift and recliner in 3 now looking forward to sizes for just £395.00. being able to carry more stock The website is at www.spchairs.co.uk

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New to the team

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

Sales addition for Mangar Mangar International has strengthened its sales team with the appointment of Daniel Colclough who will be based in South West England. Daniel from Swindon, joins the company with sixteen years of experience in the mobility aid sector. After starting his career with the Mobility Bureau, he soon discovered that finding a piece of equipment that can enhance someone’s quality of life was really rewarding and gave him great job satisfaction. More recently Daniel worked as a Sales Area Manager for Free Rider UK. Managing Director, Andrew Barker said, “Mangar is delighted to welcome Daniel to our fast growing sales team. He brings with him a wealth of experience and has considerable expertise in the mobility aid market.” Daniel said, “Mangar has exciting plans for the future and I’m thrilled to be joining at a time of growth and opportunity. I’m looking forward to travelling across much of south and south west England, talking to occupational therapists and other healthcare professionals about Mangar products and how they benefit those with a disability.” Daniel is married with two children, aged 7 and 3.

Expansion at Independence Mobility Independence Mobility is continuing to expand its team with the appointment of Matthew Taylor to the role of Area Manager. Matthew, who has many years’ experience in the healthcare equipment industry, joins the Leeds-based company to support customers throughout the Yorkshire and Lancashire regions with technical advice and information. According to the company, with significant experience of wheelchairs and specialist seating products, Matthew will be working with Occupational Therapists, Physiotherapists and other healthcare personnel with equipment assessments. Founded in 2004, Independence Mobility is this year celebrating 10 successful years in business and is continuing to grow and expand with the addition of new personnel in sales and marketing roles. Call 0113 262 8000. The company website is at www. independencemobility.co.uk

Quality products for retailers with a quality focus Qimova Denmark has opened UK offices to spearhead the introduction of a range of high quality comfort and posture management wheelchairs into the UK market following successes in Europe and the Middle East. We are now looking for a limited number of professional retailers/partners to work closely with us in promoting our range to professionals across the UK.

“Qimova adjusting to your life” The Qimova range is built on decades of experience by working with ends users and professionals, with a wide variety of models that include Manual and powered and sizes from paediatric to bariatric fully bespoke/individual service with over 5000 components and growing. All wheelchairs incorporate Tilt in Space and fully reclining backrest and articulating legs rests. Range of options and accessories including hip guides, thoracic, pommels, multi-functional headrests, channelled armrests and calf supports.

Call us today to discuss how we can work together on...

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More space for Mackworth with eye on further growth

According to the company there has been a good deal of investment

Mackworth Healthcare’s new headquarters and manufacturing facility was officially opened by Economy Minister Edwina Hart recently. The company says that it enable the business to continue its substantial growth programme. The Bridgend based business, which designs and manufacturers a range of slings and hoists has seen profitable turnover increase in excess of 550%, since its acquisition eighteen months ago. During the same period staff numbers have increased by from 7 to 32. The move to larger, purpose-designed premises has been supported by the Welsh Government and, Mackworth says, will secure the company’s long term sustainable future in Wales and safeguard jobs. The Minister described the move as a significant landmark in the company’s history and said: “It is fantastic to see an indigenous company growing so quickly; reaching global markets; and creating new and sustainable employment. I am particularly pleased we have been able to support the company’s expansion through funding for research and development, assistance with international trade developments and most recently their move.” Managing Director Neil Smith, who alongside fellow Director Lee Reeves completed acquisition

of the company in December 2012, has overseen a complete transition of the business into a dynamic, high growth commercial operation. Speaking at the opening Neil told guests: “These are exciting times for Mackworth Healthcare. We have invested heavily in the business, developed and launched new products, most of which are made solely in the “It is fantastic to see an indigenous United Kingdom, whilst company growing so quickly” continuing to expand and all in less than a year and a half. These new premises will provide the manufacturing capacity needed to meet the growing demand for our products both for our core UK and overseas markets for a long time to come.” The company’s new premises include a purpose built showroom, state of the art manufacturing centre and testing facilities, warehousing, offices and staff recreational facilities. For more information, call 0800 779 7218 or visit With a turnover increase the website at www.mackworth-healthcare.com of 550%, the company needs the extra space

June 2014

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T h e

P r e s t i g e

C o l l e c t i o n

by primacare

A collection of rise and recline sofas and chairs for the discerning quality conscious customer

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

Market-first toileting system launched Jiraffe, UK has launched a new toileting system for children – the Rifton HTS (Hygiene and Toileting System). The new product promotes the forward positioning that is ideal and natural for effective toileting whilst also being highly hygienic through its breakthrough design. The company says that the Rifton toileting system has been developed after significant input from a worldwide team of therapists, with the new HTS addressing 22 key design suggestions received from the therapists. The main feature of the HTS is the unique toilet seat that is open to the back – the only seat of its kind on the market – resulting in a system which considers the needs of both child and carer. The design allows a carer to help the child with personal hygiene without the need for others to assist with lifting and holding the child. The carer simply tilts the chair, helps the child lean forward against the harness or anterior support tray, and performs the necessary cleaning. The HTS is also versatile and simple to use as it can be applied on, over and off the toilet, with no tools required. Some of the other key features of the new Rifton HTS include at least six different major configurations to accommodate different client needs and sizes. The product is hygienic for both child and carer - materials include stainless steel, plastic, powder coated aluminum, polyurethane foam pads and mesh fabric which is quick-drying and machine washable.

Catherine Jenkins, Director of Jiraffe, told us: “Research consistently shows the necessity of good toileting for children’s health. Without optimal positioning, children with disabilities may not be able to completely empty their bowel and bladder, putting them at an increased risk for urinary tract infections, constipation and other complications. The team at Rifton has designed the HTS with all of these considerations in mind and with the expert input “Research consistently shows of a number of leading the necessity of good toileting for therapists.” children’s health” For more information visit the website at www. jiraffe.org.uk

National survey focusses on powered wheelchairs A national survey launched by Rica, the specialist UK consumer research and information charity, gives powered wheelchair users and carers a chance to tell about their experiences of obtaining and using their powered wheelchair. The survey aimed at wheelchair users living in the UK – including both adults and children – is being conducted in partnership with Disability Rights UK, Muscular Dystrophy Campaign, Scope, Spinal Injuries Association and Whizz-Kidz Powered wheelchair users and carers can tell about their experiences of getting information and advice on choosing a powered wheelchair, the assessment process, funding for a powered wheelchair, maintenance and after-sales service and any barriers experienced The aim of the survey is to identify user priorities for future research work. The survey can be viewed at www.rica.org.uk/PWsurvey

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

June 2014

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

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

Walking aid billed as revolutionary Isowalk is billed as a ‘revolutionary personal mobility technology that provides vastly superior walking assistance for every kind of user’. The product is looking for funding through the popular crowdfunding site, Indiegogo. According to the designers, Isowalk’s radical design makes it self- propulsive, and a host of ergonomic and biomechanical advances provide active, intelligent walking assistance that conforms to each individual user and every individual step. Isowalk’s innovations have been awarded two U.S. patents. Company founder and CEO Ron Goldberg said: “This human-facing technology fills a need that’s universal. Our prototypes have electrified everyone that’s seen and used them.” The company says that, using the latest advances in ergonomics, materials, aerospaceinspired engineering and modern aesthetics, Isowalk becomes a natural extension of the body, moving with and for the user’s every step. The designers also say that it provides virtually effortless walking assistance, with leverage, stability and comfort that conforms to each user, and styling that eliminates the stigma of using a cane. According to the company, the product’s biomechanical intelligence starts with its groundbreaking geometry. First, a unique semi-spherical handle aligns the hand, wrist and arm into ideal orthopedic positions, eliminating strain and maximizing leverage. Next, Isowalk’s innovative centre of gravity produces a pendulum action that advances automatically for each new step or stop, to or from any angle, with virtually no effort required. A patented omnidirectional shock relief system conforms itself to each user’s weight, force and specific gait, providing customised cushioning for every step. Isowalk’s hand grip distributes weight and eliminates both the direct and associated body strains inherent to cane use. Isowalk’s novel tip offers triple the ground contact of a conventional cane tip, for superior stability and safety. A series of thin carbon fiber shafts, stronger than steel but lighter than

June 2014

aluminum, replace conventional aluminum tubes and wooden rods, and make what the company The new design makes believe is a distinctive visual statement. the product what the It is hoped that the crowdfunded campaign will company describe as being ‘self-propulsive’ also help to bring to market a wireless platform that can enable a host of smart applications. ‘Smart’ Isowalk models can transmit alerts, monitor and archive wellness and recovery data, provide short and long range location feedback, “Our prototypes have electrified and more. Ron added: everyone that’s seen and used them” “Isowalk will be an important new carrier for connected applications. It’s wearable technology that the user doesn’t have to wear.” In November, Isowalk announced a comprehensive technology and development collaboration with the University of California at “The product’s biomechanical Los Angeles (UCLA). The intelligence starts with its groundcollaboration will integrate breaking geometry” a state-of-the-art gait analysis system developed by UCLA’s Wireless Health Institute into the Isowalk. The result, the company says, will be an intelligent device that not only offers breakthrough walking assistance, but also precision biometric “It’s wearable technology that the data pertaining to wellness, user doesn’t have to wear” recovery progress and even fall prediction. Ron said: “UCLA is at the forefront of digital innovations that will be essential to the next The plan is for ‘smart’ generation of healthcare delivery. Through this versions of the product to be able to transmit alerts, relationship, Isowalk will become a pivotal smart monitor and archive object in the coming digital health landscape.” wellness and recovery data For more information, go to www.isowalk.com

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Dealers sought for Timo UK

Timo UK are pleased to be able to offer the TIMO Shower Trolley range throughout the United Kingdom. Available in 3 sizes in both Electric and Manual models, Timo UK are able to cater for most showering situations. Trolleys can be purchased individually, delivered direct to your client, or in batches delivered to your warehouse.

High Low Hydraulic Shower Trolley

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Wall Mounted Shower Stretcher

£23

£26

Free shipping on pallet deliveries to UK business address. Home delivery POA. All prices shown are Dealer Prices.

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AN EVENT FOR OTs…

THAT DELIVERS THE OccupATIONAL THERApy SHOw RETuRNS TO THE NEc, BIRmINgHAm ON THE 26TH & 27TH NOVEmBER 2014 75% of the audience have advisory influence in purchasing products and services

“Very good show for us. Lots of OTs and we have been very busy. We have launched a new product here at the show and it has been great for that. We have booked already for next year because it has been so brilliant.” Les Jones, careflex

“A very interesting show with high calibre delegates. Over 50% of the people we have spoken to have been senior level OTs.” caroline milne, pivotell

THEOTSHOw.cOm

VITAL STATS

57.3% of visitors have either already placed an order or plan to place an order in the next 12 months.

THE 2013 SHOw FEATuRED: • 2,188 OT’s in attendance • 162 Exhibiting companies • 92 Education sessions • 56 Hours of cpD

94% said they met suppliers and learnt about products that they had not had time to meet or learn about before

95%

95% attended a conference session, making the show an ideal education platform

TImE SpENT AT SHOw: 60% = mORE THAN 5-7 HOuRS 28.8% = mORE THAN ONE DAy If you want to talk to OTs, then talk to us... with 3,000 OTs expected, and over 160 suppliers already booked, the Occupational Therapy Show is a ‘do not miss’ event. cALL cARmELA ON +44 (0)207 348 5767 OR pANAyIOTA ON +44 (0) 207 348 4909 FOR DETAILS NOw.

Points of view

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

Why I’ll be at Trade Days – By Alastair Gibbs This year I attended Naidex for two full days, having pre-arranged meetings with a number of companies and individuals. On the whole it was reasonably successful but on two occasions I found myself cutting short the conversation or quickly changing the topic when either a healthcare professional or a service user came within earshot. Now don’t get me wrong, I do like to interact with these folk who are, after all, my customers. But there are some types of conversation that should only occur between manufacturer and distributer. It is of no relevance to these customers if we have supply issues or quality observations on the products we purchase for re-sale. It is also only professional to not burden our customers with what goes on in the background. For these reasons I would urge all retailers

/ dealers / distributers to make use of Trade Days. It is an ideal opportunity to have those in-depth conversations, to attend commercial presentations and to learn from networking with other companies. All without the fear that a customer may hear part of the conversation and get the wrong end of the stick. With an intense programme of presentations over the two days from which to select your preferred topic and the opportunity to compare “If we do not support it with your current supplier with enthusiasm, it may never happen others in a similar field, again. From my point of view that side by side, it just seems would be a great opportunity to make very good sense. missed.” On a cautionary note I would also add that as this is the very first ‘Trade Only’ event, if we do not support it with enthusiasm, it may never happen again. From my point of view that would be a great opportunity missed.

VAT standardisation will affect not only the NHS… so we need clarification – By Richard Nicholson News that the standardisation of VAT across the NHS whas been met with chagrin from many consultants working with the NHS, let alone the budget holders having to manage the impact within the monolith. Until now, outsourced services bought in by the NHS have been exempt from VAT, including administrative agency staff, estates maintenance and professional services, including consultancy. An opportunity… or a risk…? On one hand, these changes may mean that the smaller consultants and consultancies will pick up bigger NHS contracts, simply due to their fees being lower than the top 5 management consultancy organisations. But on the other hand, all consultants across the board will suddenly become 20% more expensive through no fault of their own. A key concern to flag up, therefore, is that if budget holders need to find 20% savings on buying in specialisms and expertise – will they still buy them in? Or will the NHS revert back to their old ways of trying to do everything ‘in-house’ without the necessary skills and experience they need? Over the last few years, the NHS has made great strides into finding the right person

June 2014

for the right job and buying in the expertise when needed. Our concern at Veritas is that these VAT changes may well cause some decision makers and budget holders to close ranks and ‘make do and mend’ with what they have. Not ideal. What we need is clarity Realistically, too, it would be naive to think that the larger consultancy firms won’t find the VAT loopholes. They are resourced more than sufficiently to do this and the level of the contract values mean that it would be worth the time and “It would be naive to think that the money to find those larger consultancy firms won’t find loopholes. the VAT loopholes” Another grey area is that in the past, Section 75 pooled budget agreements have meant that Integrated Community Equipment Services and Wheelchair Services have been exempt from VAT, so from the perspective of the finer detail, we do need to understand fully what’s in and what’s out of these changes, in order to understand how they’re going to impact us. Exact clarity from the Government & HMRC is needed on these VAT changes, otherwise people will find ways to work around them.

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www.care-ability.co.uk To be a part of a distributor network with an exclusive area please contact.... David Tilly. Care-ability Healthcare Ltd, Phoenix House Walton Road, Pattinson Industrial Estate, Washington, Tyne and Wear, NE38 8QE. Tel: 0191 4159777 or Email: david@care-ability.co.uk

Vegas trip confirms Trade Days appeal A few months ago just under 2,000 home medical equipment (HME) providers (or what we would call retailers or dealers over here), were at the Medtrade Spring event. This is the Las Vegas edition of what was, until recently, the only ‘trade only’ event for our marketplace in the world. Of course, the new kid on that particular block is Trade Days, which takes place on Oct 5-6 at the NEC. It’s no secret that the inspiration for Trade Days has been Medtrade and the US event was quick to recognise the potential of a UK show as it became a Show Supporter very early on in the launch process. So what do the visitors to a Medtrade get from the show? Ron Bendell, president of VGM & Associates, the largest Buying Group in the USA said: “The attendees were engaged about finding ways to improve their businesses.” Michael Schumacher, a territory sales manager at Graham-Field Health Products added that: “I’ve had a chance to connect with my customers and see a lot of folks all in one place.” And Medtrade is a buying show too. “Attendees weren’t just kicking tyres,” said David Phillips, chief marketing officer at Goodmark Medical. It’s more than just about the products and the deals though. The businesses that attend Medtrade do so to learn. One exhibitor said: “The people I talked to are pushing themselves out of their comfort zone and thinking outside the box regarding how to build a business model. Their goal in attending was to receive the tools to succeed by attending the education programmes and receive cutting edge information.” One of the visitors was Matthew Butler, Show Director of Trade Days. It was the first Medtrade that he had attended and he took the long flight to experience for himself what a number of people in the UK trade had enthused about. So, how did he find it? “Medtrade was targeted, relevant and a real eye opener for me with a high degree of professionalism shown by the exhibitors on the show floor. The event was well attended and the delegates I spoke to said that the show gave them the learning opportunities they needed to be good at what they do with the bonus of being a trade only event, giving them a place to focus specifically on business and talk business.” Now that he’s see Medtrade for the first time, what is his view about Trade Days? “It reinforced the fact for me that Trade Days is a concept that both the exhibitors and the trade visitors will get a lot out of. Like Medtrade, it’s a simple concept really – we are just offering the trade a place to do business and one where they won’t be interrupted by non-business visitor groups. Medtrade works really well and we are confident that Trade Days will too.”

June 2014

The exhibitor number for Trade Days is now well on the way to 120 and Matthew believes that it’s a different and unique group of companies that visitors will see Just the trade. Businesses were in search of new there. “We have companies that haven’t exhibited deals and new inspiration at a UK show before, some that haven’t been to a at the Las Vegas Medtrade, the show that show for a number of years and exhibitors with a inspired the launch of wide range of products and services. We are sure Trade Days that we will be able to offer visitors a new and rewarding experience.” The latest exhibitors to book space at the show are Muggi, Tente Castors, Tailored Slings, and CPC Batteries. Care-ability took a stand “Medtrade was targeted, relevant and a few weeks ago. Director a real eye opener for me” of the company, David Tilly is looking for Trade Days to be a platform for growth. He explained: “Care-ability Healthcare is pleased to be exhibiting at this new and exciting event. Trade Days will give us the opportunity to speak to our existing partners but most importantly, a platform to discuss any new business to business ventures. I believe now is the time for us to look at the expansion of our fantastic UK manufacturing facility “It reinforced the fact for me that and this is the place to Trade Days is a concept that both the start.” exhibitors and the trade visitors will Repose Furniture also get a lot out of” confirm that the company would be exhibiting too. Managing Director Lisa Wardley said: “Trade Days is a long awaited trade only show, which we are all excited about. This will give us all the opportunity to target the core audience that supports the Repose products, and we can ensure we give 100% commitment to the retail distributors. This show will ensure we meet exactly who we want to see for continuing trade business and give us the right audience to develop “Trade Days is a long awaited trade new business opportunities only show, which we are all excited without the complication of about” the end user.” You can see both the list of exhibitors confirmed so far and details of an educational programme with sessions to suit everyone in your team on the website at www. tradedays.co.uk

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Trade Days Social Night 5 October 2014 8pm-10.30pm National Motorcycle Museum Network with colleagues and contacts in a relaxed, informal atmosphere off-site at the National Motorcycle Museum with a pub quiz, table football, air hockey and even a giant Scalextric track. It’s the perfect way to wind down after a day at the show, but with the opportunity to talk business and make new contacts.

Successful first time show Dolphin Mobility took a stand at a different event recently which proves to be a good move. The company exhibited for the first time at the UK Pool and Spa Expo at the NEC where it demonstrated a wide range of lifts and hoists suitable for lifting bathers into pools and spas. The firm showcased its new iSwim pool lift along with its Bluone, Handimove and RMT PAL unit ranges of pool and wall lifts. The company specialises in innovative solutions for people requiring assistance getting in and out of most deck level and above ground pools and hot tubs and is an independent distributor of products from leading manufacturers worldwide. Craig Dunnage, a Director at Dolphin Mobility, said: “The event was certainly worthwhile as it enabled us to engage with a good cross section of visitors and demonstrate to them our range of products and the ease with which swimming can be accessible to all.” For more information call 01276 856060 or visit the website at www.dolphinlifts.co.uk

Interactive game launches as training aid The bar’s open from 8pm, the quiz will start at 8.30 – feel free to form your own team, or we’ll help you find one on arrival – and the evening will finish around 10.30pm. A hot fork buffet, entry to the pub quiz and unlimited tests of your sporting skill on the giant Scalextric, air hockey and table football are all included in the £25 ticket.

Book your night out now at... tradedayssocial.eventbrite.co.uk

A team at Derbyshire Community Health Services NHS Trust (DCHS) has devised an interactive game to help train staff working in all areas of care, to understand their role and responsibilities in reducing avoidable patient harm. The Harm Free Game has been used with approximately 3000 staff with positive early results. Through the table-top game, staff are encouraged to communicate and share experiences by working through realistic scenarios which could occur in their day-to-day work. Specifically it focuses on how staff can influence the prevention of four key areas of harm: Falls, Catheter Associated Urinary Tract Infections, Pressure Ulcers and Venous Thromboembolism. It also highlights other related areas of harm such as Medication and Nutrition and Hydration. The 45-minute training session is designed to be played in groups which can comprise any profession, with a mix of staff helping to enhance the training. The website for the game is www.harmfreegame.com

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Working in partnership – Handicare look to reward loyalty Increasingly these day’s wallets or purses struggle to close thanks to all the loyalty cards that are now available. The cards, which have been around now for quite some time, are designed to promote consumer loyalty by offering rewards in the form of discounts, product or benefits from the supplier or their partners. One of the results of the success of the loyalty card is that both consumers and businesses are increasingly becoming to expect rewards from those that they buy from. It isn’t just the routine weekly shop that produces rewards these days. More and more we are seeing commercial transactions produce something additional for the buyers and our industry is no different. Suppliers are just as keen to see their retailers building stronger and longer-lasting relationships and deeper loyalty. Working ‘better together’ was the theme of this year’s Handicare event which was held a couple of months ago. As with all the annual Handicare get togethers, a series of communications were used to convey the message. In years gone, themes have included ‘Stairwars’ and James Bond. Guests were drawn from retailers who work with one or more of Handicare’s UK divisions: Accessibility (Stairlifts), Mobility, Moving and Handling and Bathing Solutions. The day started out with a review of Handicare’s global performance over the last year together with an overview of where the company is looking to develop. Accessibility Managing Director Jeroen Meier and the team talked more specifically about product development, Handicare’s drive for quality and the successes they have had when meeting the challenges that they had faced over the last year. There was then a session very much about the future and what they might bring. Sales Director, Tony Mercer, shared his thoughts on the way the UK market is trending, delivering a thoughtprovoking presentation that everyone involved in it, whether on the supply or retail side, is facing. Tony cited the growth of publically funded contracts to highlight how local authorities are increasingly moving to single source contracts and framework agreements as their preferred procurement strategy. He suggested that their drive to reduce costs doesn’t bode well for the reseller as they, and manufactures alike, are pressured to submit ever lower prices that many would struggle to deliver as the margins are increasingly diminished. Drawing together data from a number of sources he illustrated how the public will come under increasing pressure to source and fund

June 2014

their own assistive solutions as the need for equipment increases whilst the public pot available to fund these need driven products reduces. He suggested that it indicates that the market for privately funded assistive equipment is one that is set to grow and as such is something that retailers in our market place can view as an opportunity. He also told the audience that such opportunities come with a responsibility to fulfil the needs appropriately and may also require some retailers and resellers to change their business model to survive. Part of Tony’s presentation included figures on the growth of the marketplace, with particular reference to the UK population of over 65 year olds. The figures, from the Office of National Statistics might have been seen before and you might have come across them, but they are worth repeating. Currently the population of over 65 year olds is 10 million. By 2025 this is expected to become 15.5 million and by 2050 it will have As usual, the Handicare nearly doubled to around 19 million. Now, 2050 event was promoted around a theme might be not be in your business plan, but whichever way you look at it, it’s powerful stuff if you are arguing the case that our marketplace is worth looking at as a business opportunity. “He suggested that their drive to But, according to reduce costs doesn’t bode well for Tony, within this total, the the reseller” number of people 80+ grows even faster. There are currently three million people aged over 80 years and this is projected to almost double by 2030 and reach 8 million by 2050. Tony’s presentation included the figures show by region – worth getting hold of if you want to know where the ‘hotspots’ are likely to be in the future when it comes to potential customers! Tony also referenced Housing Minister Grant “It’s powerful stuff if you are arguing Shapps who confirmed the case that our marketplace is that despite the tough worth looking at as a business financial climate, £180m opportunity” was being given to councils to help them fund home adaptations and help those with disabilities live comfortably and independently in their own home. Tony used Grant Shapps quote at the time which was - “we are increasing the Disabled Facilities Grant by £11m to £180m a year from

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April. In doing so, we are showing how seriously we are taking that commitment. And that despite the tough financial times, we will continue to protect those in our society who are most in need.” He then pointed out that the Disabled Facilities Grant is made to Local Authorities under s31 of the Local Government Act 2003 and from April 2011 will be not be ring-fenced. His message was, don’t rely on the grants being there to buy equipment in the future. He also gave some interesting figures about local authority stairlift contracts and the growth of the number of contracts. He said that in 2003 there were 23 contracts. By 2008 that had grown to 118 and by 2013 to 205. He also pointed out the changes in the Community Equipment Services where, out of 200 NHS/LA run services, 50 (25%) are now run by private companies and this is growing. “Demographics are on our side” he said, “the number of potential consumers is growing. We are working in a need driven business and our products and services will be required however purchased.” He had a warning for the retailers though, saying: “We have to look at our businesses closely to understand how we can best suit the changes that are happening around us and position our businesses to ensure that we are able to capitalise on these changes.” And he used a quotation to sum up the message – “History shows that’s it’s not the biggest or strongest creature that survives, it’s the most adaptable.” Handicare invited one of the company’s retailers to give a presentation on the day too. Alastair Gibbs of TPG Disabled Aids talked about the future from the perspective of a retailer. Alastair was optimistic that, despite the risk of lessening public funding, looking towards growing private sales offers opportunities for future growth and demonstrated a number of ways TPG have innovated to keep ahead of the changes. The title of his presentation was rather intriguing – ‘We’re all doomed, or are we?’ He started off by giving his fellow retailers a short history lesson. He highlighted the UK project public debt and explained that in 1909, the government of the day generously agreed to give a pension of 2 to 5 shillings to anyone over the age of 70. “Not a great problem when average life expectancy was 48” he said. “Only 500,000 claimed the pension in the first year, so there were 10 workers for every one claimant. After the second World War benefits were extended and, additionally, life expectancy grew from 48 to 80. He pointed out that today’s pension demands equates to a £5 Trillion promise to the UK population, one that he said we have no idea how we are going to pay.” The figures were used to emphasise again that relying on sales through contracts and public bodies might not be a sensible thing to do. “Are you selling to the NHS?” he asked, “Are you selling to Local Authorities? Are you chasing Public Contracts? Do you really think that is where future prosperity lies?”

June 2014

“There are too many suppliers chasing too little business” Alastair added. “Margins will inevitably decrease, barriers to entry will be raised and entitlement will be more stringent.” He posed the question – “What is the alternative?” His answer was collaborative working, improved buyer and supplier relationships, taking more opportunities to upsell products, finding “In 2003 there were 23 contracts. By alternative customers, 2008 that had grown to 118 and by diversification and using 2013 to 205” low cost PR to get the message out locally. The company then revealed plans to support their partners as they work to service the growing private market. Tony explained that the team has been thinking about introducing a loyalty scheme for a number of years but had held off launching anything until they were confident that they could deliver something that is of value to their partners. “Like our range of products” he said, “we have a wide “There are too many suppliers range of partners so chasing too little business” creating a programme that would deliver benefits across the board has taken some time to put together, we believe we can now do that and are confident that this is what we are delivering as we offer an increasingly wider product portfolio.” The new Handicare Partner Programme has three levels: Partner, Select Partner and Elite Partner and there is an opportunity to progress “With any reward programme, there from one category to needs to be an incentive to increase another annually when business” a partner reaches preagreed business targets. Tony added: “Clearly, as with any reward programme, there needs to be an incentive to increase business but it was important to us to ensure that there are benefits to our partners regardless of their category. We have created a structure that will not only provide rewards but also support the growth of each partner as they progress through the programme.” As you would expect, the benefits vary in accordance with the partner category. It includes The goodie bags ready offers such as working with partners to deliver and waiting

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

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Ethos Moving and Handling seminars on their behalf to support open days, access to a specialist session at this year’s Trade Days in October and, for Elite Partners, the opportunity to receive assistance to establish a local Pay Per Click (PPC) web campaign. In the first instance the PPC campaign is designed to drive leads for stairlifts but with scope for further development for other products as the scheme expands. “We are mindful of not over promising” Tony explained, “What we have offered now we believe we can deliver on. Before launching this programme we spoke to a number of partners and it was clear that we aren’t the first company to go down this route but that also put us at risk of joining the ranks of those who have failed to sustain their programmes.” Maybe the Handicare team is right to err on the side of caution. There are many examples of

reward schemes that have fallen by the wayside. Whether this is due to schemes being too complex to administer or the offering not acting as an incentive to attract people for the long term is not always clear; in fact both have probably conspired to lead to their downfall. Indeed there are also risks of running promotions that are too popular making them non sustainable too. “History shows that’s it’s not the The company says biggest or strongest creature that that the new proposal is survives, it’s the most adaptable” well thought through and the Partner event was, as usual, well-planned and well-executed. If the team follows through with the same level of commitment and the new Partner programme is maintained well into the future, then it should work to the benefit of all involved.

Plenty of people from the company’s leading retailers were there

Tony Mercer shared his thoughts on the way the UK market is trending

Changing Places space makes a difference Kingkraft has helped to produce a Changing Places facility for the Doncaster Community Arts charity that works with people of all ages and backgrounds who have little or no access to the arts. Kingkraft helped create the wet room complete with ceiling track hoist, variable height basin, a changing table and specialist wash and dry toilet. Arts Development Manager, Beci Jamieson says: “We’ve been wanting to make this improvement to the building for some time. Thanks to Aiming High funding the Changing Places facility, we can now look forward to hosting more workshops suitable for people with disabilities.” For more information about Kingkraft go to www.kingkraft.co.uk

June2014 May 2014

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Association Update Here’s an update from the BHTA, with details of some of the latest initiatives from the trade association... British Healthcare Awards – entries open soon The British Healthcare Awards 2014 and the Independent Living Design Awards will open for entries in early June, with a 15 September closing date. The fee is a nominal £25 and this year entering will be even easier, with an electronic entry process that means you don’t have to submit any paper copies. Entering is an easy, cost-effective way to raise your profile and demonstrate how proud you are of your work. Categories include Best New Business, Best Product/Service Innovation and Best Marketing Campaign. More details on how to enter are at www.bhta.net/ awards We received an unprecedented number of entries last year, and all entrants were profiled on our website, in Thiis magazine and the BHTA Bulletin. Winners were presented by BBC Breakfast’s Bill Turnbull at our Awards dinner on 5 December, as well as receiving widespread publicity for their win.

At the heart of healthcare with public access defibrillators BHTA recently attended the British Heart Foundation’s community resuscitation meeting, to discuss how industry can work with the NHS and the voluntary sector to encourage the use of public access defibrillators. According to Ambulance Service advice, the application of an automated external defibrillator (AED) within five minutes of collapse maintains the best possible chance of survival and The Resuscitation Council (UK) “strongly recommends the implementation of early defibrillation. Increased provision of early defibrillation through the widespread deployment of AEDs is now considered a realistic strategy for reducing mortality from cardiac arrest due to ischaemic heart disease.”. BHTA members in the FAME (First Aid and Medical Equipment) Section have agreed to explore how they can help improve the information available to emergency services on the location

June 2014

of defibrillators, as part of the creation of a national database. Members may also be able to support education efforts to increase public awareness of the effectiveness of AEDs and how to use them.

one on arrival – and the evening wraps up around 10.30pm. A hot fork buffet and all the activities are included in your £25 ticket. Book your night out now at: www. tradedayssocial.eventbrite.co.uk

Scottish Parliamentary reception

Members take Advantage of money-saving benefits

The BHTA Scotland Group had its inaugural Parliamentary reception at Holyrood on 28 May 2014. As well as introducing politicians and funders to BHTA and its members, this was a real opportunity to make the case that investing in assistive technology is part of the solution to keeping more people more independent for longer. Members also had the chance to showcase their products to an audience of influencers, from Edinburgh startup The Hopper with their new product to Kirton Healthcare’s sensory range and Otto Bock’s cutting edge Genium prosthetic limb. The event was attended by around 70 people, including MSPs, key NHS contacts, Scottish Trading Standards and BHTA members. During the drinks reception, guests heard from BHTA Scotland Chair and Managing Director of Stairlifts (Scotland) Ltd Lisa Barry, Ray Hodgkinson MBE and Michael McMahon MSP, who kindly hosted the event.

BHTA Advantage is a package containing discounts for business and leisure time, exclusively for BHTA members, giving them even more value for their subscription. The average BHTA member who tried our savings calculator could save £496.72 a year! Over the last quarter, our most popular benefits have been discounted cinema tickets, savings on UK attractions such as Alton Towers and Warwick Castle, and cashback cards that allow you to earn cashback of between 5% - 15% on high street shopping. Terms and conditions apply. See website for details. Offers subject to change without notice.

Book your place now Trade Days social night To help you get even more out of attending Trade Days, BHTA has organised a social night on 5 October and online bookings are open now at www.tradedayssocial.eventbrite.co.uk Being held at the National Motorcycle Museum, this is an ideal opportunity to network with colleagues and contacts in a relaxed, informal atmosphere after the first day of the show. With a pub quiz, table football, air hockey and even a giant Scalextric track, it’s the perfect way to wind down, but with the opportunity to talk business and make new contacts. The bar will be open from 8pm and the quiz starts at 8.30 – feel free to form your own team, or we’ll help you find

Strong Naidex for membership recruitment BHTA is a Naidex show partner, meaning that all our members benefit from a discount on their stand space, saving them money on one of the year’s big events. We were delighted to see lots of our existing members exhibiting, signed up six new members over the course of the show, and came away with many new prospects to follow up. BHTA also presented two seminars in the Commerce and Industry Theatre, “New consumer legislation and you”, and “How we can help build your business”.

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Get the BHTA Advantage BHTA members now benefit from BHTA Advantage, a range of money-saving discounts for your personal and professional life, making your membership even more rewarding. Some of the ways BHTA Advantage can help you save: • Earn cashback of between 5% and 15% on your festive shopping at retailers including Sainsburys, ASDA, Currys PC World, River Island, M&S, Boots and House of Fraser.

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• Save an average of 38% on big Christmas movies, when you buy vouchers for participating cinemas (including Cineworld Cinemas, ODEON, Empire, and Showcase) at discounted prices. • Eat out for less this holiday season with a 2 month FREE trial of the Gourmet Society dining card that gives you 2-for-1 dining or 25% off your bill including drinks. Log onto www.bhta.net/bhtaadvantage to see how you can do more for less.

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Fall protection solution in hand As we are getting older we fall over more often. It’s a fact that is costing the NHS a great deal of money and so anything that can either prevent a fall or reduce the impact of the fall has to be taken seriously. The Giddins Guard protects users from injury by using their body’s natural defences at the point of impact. The glove suppliers say that, without a rigid brace people can cock their hand back in to the optimum position for shock absorbtion. The hard shell of the Giddins Guard spreads the impact and the foam layer absorbs the shock, both of which reduce the peak forces generated by a fall. According to the company, research suggests that in up to 85% of falls that would have resulted in a fracture, the Giddins Guard will reduce the peak forces sufficiently to prevent a break. In more severe falls or in people with very brittle bones, when injury does occur it is likely to be less serious due to the reduction in peak forces by the Giddins Guard According to the designers of the glove, when we fall, our natural instinct is to put out our arms to take the impact and to protect ourselves from a head injury. As we extend our arms we instinctively cock back our wrists. This allows us to take the impact on the lower part of the hand. This area is broader which spreads the load, and is padded with muscle and other soft tissue which helps absorb the impact. It also avoids landing on the fingers which are more easily broken. Our hand normally cocks back as we fall so that when we land, our forearm is at about 79 degrees to the ground. The end of the radius (the large bone in the forearm), instead of being at a right angle, as you might expect, is actually tipped forward by an extra 11 degrees. This means that on impact the face at the end of the radius is parallel to the ground. This is the optimum position to maximise the surface area that takes the impact and so to minimise the peak forces through the radius and avoid damage. The Guard has been designed by Grey Giddins, a Consultant Orthopaedic Surgeon who specialises in injuries of the elbow, wrist and hand and has been tested in the Department of Biomechanical Engineering at the University of Bath. It was designed to provide all of the protection of a conventional brace-type guard, whilst avoiding the negative aspects of their restriction of movement and discomfort, which strongly discourages people from actually wearing them. Whilst the glove is something that maybe we haven’t seen in the marketplace previously, hip protectors have been around for a while. Norwegian researchers have recently developed a new option in what they describe as a ‘sporty design’ and looks like a belt or a discreet bum

June 2014

bag. It can easily be fastened around the hips using Velcro. Grey Giddins, a Product Designer Tore Christian B. Storholmen Consultant Orthopaedic explained: “We were surprised at the lack of Surgeon, sees lots of user-friendly products on the market. There is injuries to the elbow, wrist and hand. His design aims very definitely a need for a suitable hip protector, to reduce some of them. and demand has been enormous. Aesthetics and comfort have been extremely important factors in the development.” The researchers say that they wanted to get away from the ‘surgical support’ appearance, and give the new hip protector a sporty design that people would associate more with hiking and an active lifestyle. Tore Christian added: “Researchers say that they wanted to “The modern generation get away from the ‘surgical support’ of grandparents has very appearance” different requirements when it comes to design and appearance. We have to take that seriously.” The research team also looked closely at the Product Designer Tore material to use too. Polyurethane foam is an Christian B. Storholmen says that the ‘look’ of the advanced material that has only recently been product is vital developed, and it can absorb up to 90 percent of the impact of a fall. It feels soft, but its properties change on impact, and it becomes firmer, distributing the pressure across a greater area. This allows a thinner, more comfortable design that does not compromise safety. For details of the glove, call 01225 873 592 or visit www. giddinsguard.com For more details on the hip protector, go to www.sintef.no

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a Ultralight from 8.3kg a S-Ergo seating system a Aegis microbe shield a Attendant brakes For further details please call: 0845 630 3436

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

New products for hearing loss customers Anyone retailing products in our marketplace will have a number of customers on their database with hearing loss. There are plenty of products available these days designed for people struggling with their hearing. For example, new wireless headphones from amplicomms push out 120 decibels and use a high frequency radio link at 2.4GHz. The HS1200 enables wireless movement without signal loss, up to 30 metre range, even transmitting through walls and ceilings. Designed for people with hearing loss, the controls have three pre-set sound effects for tone control to boost high frequency sounds - (extra treble, extra bass and a mix with extra treble/ bass) and each ear has individual volume control for personal preferences. The headphones cut out surrounding noises

with closed ear cups and have soft luxurious padding for long-term comfort. The headset will play continuously for up to 8 hours using one of two sets of supplied rechargeable batteries. The company is exhibiting a range of products at Trade Days in October. Contact Amplicomms on 0844 800 6503. The website is at www.amplicomms.com

Website News Items Kidney care receives innovation boost The 14 winners have been announced as part of a £3.6m competition funded by the Department of Health through the Small Business Research Initiative and managed by the National Institute for Health Research Devices for Dignity Healthcare Technology Cooperative (NIHR Devices for Dignity HTC). The aim of the competition is to help the 5,000 people diagnosed with kidney failure every year. There are currently 41,000 patients in England receiving treatment for kidney failure.

£50 million Intermediate Care Fund for Wales Details of a major £50m investment in services that will help ease pressure on the NHS by preventing unnecessary admissions and

June 2014

delayed discharges from hospital and residential care have been unveiled by the Welsh Deputy Minister for Social Services. The Intermediate Care Fund includes funding for a ‘Smart House’ to raise awareness and provide an opportunity for older people and their family to see and try out what can be provided in the home environment.

First acoustic monitoring system introduced Staff in homes caring for the elderly and people with learning disabilities, will now be able to identify and respond faster to potential safety issues following the launch of the first acoustic monitoring (AM) solution in the UK care sector. The technology developed by AM experts, CLB, responds to a recent BBC Panorama documentary ‘Behind Closed Doors: Elderly Care Exposed’. The programme highlighted examples of poor care, including the need

to better support staff in attending unnoticed calls for help by residents.

Student Audio Design Sparks Memories Residents at Bupa’s Balcarres Care Home in Dundee have played a key role in developing an audio invention that could benefit millions of people with dementia. Stephanie Post, a fourth-year student studying Digital Interaction Design at Dundee University, worked with the Bupa care home team to help develop ‘Sound Sparks’, a unique audio player device which helps people with dementia connect with sounds from their past.

See all the latest at

www.thiis.co.uk

E-mail: info@thiis.co.uk

The New B400

Manoeuvrable and compact

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

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

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

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

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

NEW OPPORTUNITY

Area Sales Manager for Homecare Products Excellent Salary Package

MANUFACTURER LOOKING FOR RETAILERS

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

Invacare as one of the world’s leading providers of mobility and homecare equipment has experienced unprecedented growth in recent times. Our business continues to expand and we currently have a vacancy for a talented person to join our team in the South East Region. To be successful in this role the candidate must possess a thorough understanding of the NHS and dealer markets. Previous experience of the manual handling, home care and Bed market would also be a distinct advantage. Key responsibilities will include both the development of new business opportunities together with the retention and development of existing customers.

NEW OPPORTUNITY Thinking of

Local areas, first retailer in an area will have exclusivity

using THIIS NEW PRODUCTS

to recruit new team members? Currently the available models are the Saxon, Aztec

and Mayanhas AC. The Mayanin recruiting AC is the “Simplyhealth been successful two world’s sales rolesmost powerful mobility scooter and the first one powered by from adverts carried in THIIS magazine, website and bulletin. aWe3have phase induction AC targeted motor. and Thecost Mayan AC also has found it to be a well effective and willuser be including in our recruitment achannel maximum weightit of 65future stone.

To fulfil this demanding role, we are seeking self motivated, target driven individuals with excellent communication, presentation and negotiation skills. Strong IT skills and the ability to analyse information together with first class attention to detail is also prerequisite for the role. If you feel you can match up to this specification, please send a covering letter and an up-to-date CV to the HR department at: Invacare Limited, Pencoed Technology Park, Pencoed, Bridgend, CF35 5AQ or e-mail gduncan@invacare.com

plans.”

EXCELLENT MARGIN Kevin Snowball, Managing Director Independent Living, Simplyhealth With exclusive areas and lack of Internet discounting as each scooter is individually builttofor customer, “I have been very pleased with the response ourthe recent margins arewebsite maintained. advert on the and magazine. It has superseded any of the other channels we have tried in the past and we will certainly use THIIS as the first port of call next time.” Tim Dines, Chunc Posture & Mobility

CALL 01242 223000 or visit www.horizonmobility.com

NB: This recruitment will be handled directly hence no agency contact is required.

So, if you’re looking for someone...

Closing date for applications is 6th June 2014.

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

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

ACT FAST TO SECURE AN EXCLUSIVE DISTRIBUTION AREA! Have exclusivity, don’t wait, you will miss this opportunity

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

BENEFICIAL MARGINS The Amigo TravelMate is not available on the internet, and exclusive selling areas are available to retailers who act quickly. To seize the opportunity to promote this exciting product and increase your sales, contact Horizon Mobility Ltd.

Call 01242 223000

Or visit the website www.amigoscooters.co.uk

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

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

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

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

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. JUNE 2014 Global Training by Silvalea – Amputee Sling Solutions. 11th June. Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions. 12th June. Interactive Online Training. FOC. Disabled Living, Moving & Handling Trainers & Assessors - 5 day course - Day 1 - 12/6/14, Day 2 19/6/14, Day 3 26/6/14, Day 4 3/7/14, Day 5 10/7/14, Disabled Living, Worsley, M28 2LY £650 + VAT Disabled Living - Moving & Handling Children’s Conference & Exhibition – 16th September. Disabled Living, Manchester, M8 8QA £60 + VAT Sunrise Medical - Powerchair Control Systems and Programming - Practical Training (TPSM5/P) Tuesday 17th June. FOC to Sunrise Medical account holders Global Training by Silvalea – In-Situ Sling Solutions. 18th June. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – June 18th-19th – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Global Training by Silvalea – Sizing & Measuring Slings. 19th June. Interactive Online Training. FOC Disabled Living - The Care Home Environment – 24th June. Disabled Living, Worsley, M28 2LY, FOC

JULY 2014 Disabled Living - Static and Mobile Seating “things to consider”. 1st July Disabled Living, Worsley, M28 2LY, FOC Global Training by Silvalea – Complex Sling Solutions 2. 9th July. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 10th July. Interactive Online Training. FOC. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 02 July. Ilminster. FOC including lunch. Pride - Quantum Rehab powerchair training programme - Thursday 10th July - A deposit is required for each delegate which will be returned once the course has been attended. Disabled Living - Equipment Refresher – 15th July. Disabled Living, Worsley, M28 2LY, £60 + VAT Disabled Living - Moving & Handling Plus size People Conference & Exhibition – 17th July. Disabled Living, Manchester, M8 8QA, £15.00 Disabled Living - Update for Moving & Handling Advisors – 23rd July. Disabled Living, Worsley, M28 2LY, £95.00 + VAT AUGUST 2014 Global Training by Silvalea – Manual Handling Products. 12th Aug. Interactive Online Training. FOC. Global Training by Silvalea – Manual Handling Products. 13th Aug. Interactive Online Training. FOC.

Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 20 August. Ilminster. FOC including lunch.

SEPTEMBER 2014 Disabled Living - Dementia: Working together to build a brighter future, 2nd September, Disabled Living, Worsley, M28 2LY, FOC Disabled Living - Emergency Evacuation of Disabled and Older People, 3rd September. Disabled Living, Manchester, M8 8QA, FOC Disabled Living - Trusted Assessor - 4 day course. Day 1 - 4/9/14, Day 2 11/9/14, Day 3 - 18/9/14 Day 4 - 25/9/14. Disabled Living, Worsley, M28 2LY. £400 + VAT Invacare Ltd - Pressure & Posture in Wheelchair Seating – Tuesday 2nd September - FOC to Invacare Ltd account holders Invacare Ltd – Servicing, Maintenance and Adjustments in Invacare Manual Chairs – Wednesday 3rd September - FOC to Invacare Ltd account holders Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Power Chairs – Thursday 4th September - FOC to Invacare Ltd account holders Disabled Living - Safe Use of Bed Rails – 10th September. Disabled Living, Worsley, M28 2LY, £50.00 + VAT Invacare Ltd – Fault Finding on Power Chairs – Wednesday 10th September – FOC to Invacare Ltd account holders Sunrise Medical - Manual Mobility Selection:

Linking Assessment to Appropriate Prescription (CMAN) - Wednesday 10th September - FOC to Sunrise Medical account holders Sunrise Medical – Manual Wheelchair Assessment (CMDE) – Thursday 11th September - FOC to Sunrise Medical account holders Invacare Ltd – Power Chair Controls – Thursday 11th September – FOC to Invacare Ltd account holders Invacare Ltd - Servicing and Maintenance of Patient Lifters – Tuesday 16th September FOC to Invacare Ltd account holders Invacare Ltd – Robin Overhead Hoists – Wednesday 17th September - FOC to Invacare Ltd account holders Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September FOC to Invacare Ltd account holders Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September FOC to Invacare Ltd account holders Sunrise Medical – Seating & Positioning for Function & Mobility (for dealers) (CDEA) – Wednesday 24th September - FOC to Sunrise Medical account holders Sunrise Medical – JAY Product Training for Dealers (PJAY) – Thursday 25th September FOC to Sunrise Medical account holders Invacare Ltd – Servicing and Maintenance of Mattress Pumps – Thursday 25th September - FOC to Invacare Ltd account holders

CMY

CONTACTS FOR BOOKINGS Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com

Sunrise Medical – Laura Payne on 01384 421 538, email laura. payne@sunmed.co.uk, or visit www.SunriseMedical.co.uk/ STEPS

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

Pride Mobility – Call 01869 324600 or email service@pridemobility.co.uk

Exhibition & Event Guide

BHTA - Call 0207 702 2141 or email nigel.woods@bhta.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

June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk July 7-9 2014 – Posture & Mobility Group Conference. www.pmguk.co.uk September 11 2014 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 September 24-27 2014 – Rehacare, Dusseldorf. www.rehacare.com October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk November 12-15 2014 – Medica – Dusseldorf. www.medica.de November 20 2014 – Kidz Up North, Manchester. www.kidzupnorth.co.uk November 26-27 2014 – The OT Show, NEC. www.otshow.co.uk January 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.com March 30 – April 1 2015 – Medtrade Spring, Las Vegas. www.medtrade.com

June 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

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

Made in the UK for the health of the nation

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

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

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

CHIEVE MORE J O I N T H E E N H a N C E d T G a A - C L a S S R E Ta I L E R S C H E M E

ENHANCED DiSCouNtS EXtENDED wArrANtiES puNCturE SEALANt AS StANDArD pAiD CALL outS priority DELivEriES & wArrANty rEturNS prE-DELivEry ApprovED ‘out-of-A-boX’ SuppLy DEDiCAtED SErviCE CoNtACt proDuCt & SErviCE trAiNiNg QuArtErLy rEviEwS ADvErtiSiNg & pr Support EXCLuSivE offErS for AN A-CLASS SCHEME broCHurE:

01787 882244 SALES@tgAMobiLity.Co.uk www.tgAMobiLity.Co.uk

GU I

D RL

ESS WO NN TGA & Steve Tarrant

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

Goodwood Motor Circuit

Team of the Year

2014

R D AT T E M

WE’RE READY TO DO BUSINESS AT TRADE DAYS, NEC, 5-6 OCTOBER, STAND E10

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27/05/2014 17:56

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