THIIS Trade Magazine - March 15 by THIIS

Issue 198 • March 2015

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

£40,000 marks the 40th year NEW TO THE TEAM

TOP CHARGING TIPS

DELIVERY BOOM

NEW ON THE MARKET SHOWROOM ADVICE DEAL ON OFFERS

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

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…from the editor First this month, an introduction to a new member of our team. Calvin Barnett joined us a couple of weeks ago and will be working on THIIS, AT Today and a number of other projects. Calvin will be out and about at the various shows and events over the next few months and so I’m sure that many of you will meet him in the near future. In this issue we look at a newcomer to the marketplace with a different take on how to engage with customers, we catch up with a company that has grown quickly by providing delivery services to retailers, we have tips on building a range, using a showroom window more effectively and lots more news about suppliers and retailers doing good things. If you have some news that we should be carrying for you, then just email newsroom@thiis.co.uk and we will do the rest.

David N Russell

”We are trying to find out whether we can reach the children of the people who might need the products”

”Don’t miss out on the opportunity to ‘talk’ to customers through your window displays”

“We do not sell products ourselves. We are not a threat to a retailer”

”The phrase ‘buy cheap, buy twice’ comes to mind”

Editor

Don’t be shy, why not get in touch...

On the front... A big donation to mark a big anniversary.

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

See page 14.

Assistant Editor

Advertising Enquiries

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

Ed, Jayne or Sue 01536 317000 advertising@thiis.co.uk

You can find THIIS on Twitter at: wwwthiiscouk

www.thiis.co.uk 3

Building a product range that customers want to buy There was an interesting article in the Sunday press recently on the online fashion business Boohoo. The guy who wrote the interview was also the financial expert who had tipped the Boohoo shares to rise in 2015, only to see them plummet 40% the week after – it happens! During the interview where the founders of the business were explaining what had happened to send the shares into freefall – it’s a long story - they talked about the business model and how they build their range of products based on a system they call ‘test and repeat’. The company produces small quantities of lots of designs, adds them to the website and then watches closely to see which ones are popular. And they do an awful lot of testing, adding 100’s of new lines to the website every week! So what’s this got to do with our marketplace? Well, the trick of seeing what is popular before you commit to buying a couple of container loads is something that the smallest business can do for themselves - but in a slightly different way. There are now thousands of products in our marketplace and it’s impossible, even for the largest outfit, to stock them all. However, you might be missing out on a ‘local marketplace’ just because you aren’t taking note of what the customers are telling you.

Build yourself the top 5, 10 or more products that are being requested by customers

4 www.thiis.co.uk

In a small business, being able to test at every stage is a real luxury, but there is a very simple way to monitor whether the range of products you are offering is right for your customers. Whenever a customer asks for something that you don’t sell, make a note of it – preferably making it highly visible, such as on a board in the office. If you keep a track of the requests, you will soon see a trend and a particular product “You might be missing out on a or product range might start to stand out as being ‘local marketplace’ just because something you are being you aren’t taking note of what asked for on a number of the customers are telling you” occasions. If there are a few of you in the team, you might not get to see the trend if the requests are being made to different people at different times. By combining the information and spotting a ‘series of requests’ it will give you a better chance to spot where you maybe have a gap in your range

18th & 19th October 2015 / NEC Birmingham

Ellen, Blue Badge Company

Kim, Sidhil

Rebecca, Capatex

Angus, Happy Legs

Trade Days was a resounding success for Drive Medical; with entry restricted to Trade customers, it was conducive to good, constructive business discussions - we were delighted to rebook for 2015. Richard McGleenan, Managing Director, Drive Medical

Sarah, Helping Hand

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

David, Gordon Ellis

Mark, Able2

Elaine, Electric Mobility

Give us 4 minutes of your time and we’ll give you all the reasons you need to be at Trade Days this year The 2014 show video features a number of suppliers and retailers that you will know, explaining why they thought Trade Days was a great place to be last year. Just visit:

Supported by:

www.tradedays.co.uk/video and take a look for yourself.

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

Fast Track 100 success for specialist bed supplier Medstrom Healthcare has been placed at number 22 on the 18th annual Sunday Times Virgin Fast Track 100 list. It is the third time in four years they have appeared on the list. Medstrom is a leading supplier of specialist bariatric and adult beds and mattresses and paediatric cots to the NHS and operate Total Bed Management contracts across the UK operating out of 22 service centres. The Sunday Times Virgin Fast Track 100 league table ranks Britain’s 100 private companies with the fastest-growing sales over their latest three years. David Belli, Medstrom’s CEO commented: “Our strategy has been to grow through the continued introduction of innovative products. This strategy allied to consistently high levels of customer satisfaction has helped us to achieve high increases in sales year on year.”

For more information on Medstrom Healthcare, go to the website at www.medstrom.co.uk

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

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

6 www.thiis.co.uk

Get in and out of the car easily and safely

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Retailers wanted for hiring option as sales of evacuation products boom Sales at evacuation product company SwallowEMP, formed only five years ago, nearly doubled last year.

(Above) SwallowEMP directors Julia Hampson and Greg Pons. (Below) One of the products that has helped the company to grow sales quickly.

The company says that, to some extent the market is driven by legislation, but says that against strong competition the business has done very well. The company is the biggest seller in Europe of the Japanese brand of Sunwar evacuation equipment and is the exclusive distributor of the evacuation products from the Italian company the Antano Group. Director Julia Hampson says: “We probably have one of the largest ranges of product equipment available on the market, which helps us to find the right solution.” Most private or public organisations have a duty of care to ensure that in the event of fire, everyone can safely evacuate a building down the stairs whether able bodied or not. And some big name companies and organisations have specified the company’s equipment. The list includes the likes of Wimbledon Lawn Tennis Club, the Royal Shakespeare Theatre in Stratford, the University of East Anglia, several London universities, the Royal Astronomical Society in Piccadilly, the Scottish Government and HMRC. Julia says that it’s not only in the event of fires that evacuation chairs are needed. “We are being approached increasingly by housing associations and nursing homes, for instance where lifts have broken down and there is a need to move less able people up and down stairs.” She added: “Over the next three years we are looking to double our sales year on year and to help us do this, we are currently looking at taking on more agents and retailers, particularly for the hire market where the equipment can be rented for events such as weddings and university graduations.” For more information, call 0121 444 3690, email info@ swallowemp.com or visit www.swallowemp.com

“We are being approached increasingly by housing associations and nursing homes”

8 www.thiis.co.uk

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

New CEO announced for Invacare

Meccano concept for mobility aid parts A design student is developing a modular kit of interchangeable mobility aid parts from crutches to walking frames. She says that the key element is to simplify everything - walking sticks, crutches and walkers – to design core interchangeable components which work together like Meccano and, just like the toy, can be easily and quickly disassembled and re-used. To read the full story, visit the Newsroom section of THIIS and enter ‘meccano’ in the search facility

New site for Ergolet Ergolet has a new web site featuring product videos in English and Danish with downloadable product brochures and user guides. To read the full story, visit the Newsroom section of THIIS and enter ‘Ergolet website’ in the search facility

10 www.thiis.co.uk

Invacare Corporation has announced the appointment of Matthew E. Monaghan as President and Chief Executive Officer from April 1st 2015. Mr Monaghan joins Invacare with a breadth of general management, medical device and turnaround experience within global companies. He currently serves as Senior Vice President and General Manager of Zimmer’s Global Hips business. To read the full story, visit the Newsroom section of THIIS and enter ‘CEO for Invacare’ in the search facility

Environmental training at Park House Healthcare A number of employees at Park House Healthcare have been presented with their IEMA Foundation Certificate in Environmental Management. The Foundation Certificate provides training for those who have recently become involved in environmental management. To read the full story, visit the Newsroom section of THIIS and enter ‘Environmental training’ in the search facility

read more about it... Two new websites launch

Free cushions and backs training on offer

Quantum and Pride Mobility Products have launched new websites. According to the company, the sites have been specifically designed to encompass a minimalist approach, whilst maintaining useful information. The company says that the sites will offer helpful tools, to enable visitors to learn more about the range of products. To read the full story, visit the Newsroom section of THIIS and enter ‘Two new websites’ in the search facility

RMS is holding free training workshops entitled ‘The ABC and XYZ of Cushions and Backs’. The training sessions are with Jane Fontein, Occupational Therapist from Dynamic Health Care Solutions. There are 3 workshop dates on March 24th, 25th, and 26th. To read the full story, visit the Newsroom section of THIIS and enter ‘Free cushions training’ in the search facility

‘Unlocking the Purple Pound’ Conference Aveso, sponsors of the Changing Places Campaign, are sponsoring a new conference - ‘Access for All- Unlocking The Purple Pound’ which is being organised by Visit England. The Purple Pound is the combined spending power of disabled people in the UK, which is estimated to be £80 billion a year. To read the full story, visit the Newsroom section of THIIS and enter ‘Purple pound’ in the search facility

New website for Roadshow Organisers of The Mobility Roadshow, Mobility Choice, have launched a new website for the 2015 event. It has been redesigned so information is more easily accessible, whether viewing on a PC, tablet or smartphone. To read the full story, visit the Newsroom section of THIIS and enter ‘Website for Roadshow’ in the search facility

Community Equipment Professionals Forum at Naidex A new Community Equipment Professionals Forum will debut on 28 April at Naidex 2015. The summit provides a platform for community equipment professionals to explore the challenges and issues of delivering community equipment services under the new care act. To read the full story, visit the Newsroom section of THIIS and enter ‘Community Equipment’ in the search facility

12 www.thiis.co.uk

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£40,000 Silver Line donation celebrates Stannah anniversary Stannah is teaming up with Esther Rantzen’s charity, The Silver Line Helpline, to mark the 40th anniversary of the introduction of its stairlifts. The business, founded in 1867 to provide cargo hoists and passenger lifts, added stairlifts to its product range in 1975. Forty years later, Stannah has installed over 600,000 units in over 40 countries. Founded in 2012, The Silver Line is a charity dedicated to combatting the UK’s growing issue of loneliness in old age. Along with the £40,000 donation to The Silver Line, Stannah staff will also be encouraged to volunteer as Silver Line friends and are already planning a number of additional fundraising events throughout the year. To read more about this story, visit the THIIS website and enter ‘Silver Line donation’ into the search facility in the Newsroom section.

14 www.thiis.co.uk

Shock-Absorbing option launches The makers of Loopwheels – the cycle wheel with built-in suspension – have developed a version specifically for wheelchair users who want better performance. Loopwheels are shock-absorbing wheels with integral suspension, designed to help wheelchair users push with less effort. The carbon springs give extra power to get up or down kerbs. The company says that they are more comfortable than standard wheels, absorbing vibration and bumps and shocks. They have quick release axles and they fit most active wheelchairs. The manufacturer is a small family-run business, Jelly Products Ltd. Engineer Sam Pearce founded the company in 2006, with his wife Gemma. Sam told us: “The feedback we’ve had from the people who have been trialling loopwheels for us on their chairs has just been incredible. I feel with this suspension wheel, we are really pushing the boundaries in more ways than one.” The company has completed a year-long programme of development and testing, and is now gearing up for full production. They’re offering the wheels initially via the crowdfunding site Kickstarter, which has been operating in the UK since 2012 and is the world’s largest crowdfunding platform for creative projects. During the campaign, which runs throughout March, customers will be able to pre-order pairs of wheels for delivery later this summer. Gemma explained: “We ran a successful crowdfunding campaign in 2013 to launch our original smaller loopwheels, which we developed for folding bicycles. At that time we needed to raise £40,000 to start manufacturing loopwheels in the UK. We smashed our target by more than 150% and raised £61,000. This time around we hope to reach a target of £16,000. As a small business, we need this upfront investment to place bulk orders of components, which will build our first true production run of loopwheels for wheelchairs. Just like last time, we hope to 16 www.thiis.co.uk

The company is looking for backing for the new wheel. Sam and Gemma Pearce, Loopwheels co-founders

get backing and orders from people in countries all around the world.” The wheels come in 24” and 25” sizes, with integral aluminium push rim. By ordering on Kickstarter, so-called “early adopters” can obtain a pair of wheels at “early bird” prices of £595 and £620 – a significant saving over the eventual retail price which is expected to be around “I feel with this suspension £700 a pair. Sam said: “That’s at the wheel, we are really pushing the high end of the market boundaries in more ways than for premium wheelchair wheels, but with carbon one” composite springs offering full suspension within the wheel itself, it’s true innovation, with serious potential to revolutionise the wheelchair market.” Call 01623 8609090, email info@loopwheels. com or visit the website at www.loopwheels.com

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A positive approach drives re-branding What does your business look like to potential customers? What message is your company name giving out? Does it matter? Well, a lot of people believe that it does and it seems that it’s becoming more and more important. A good example of that is a recent re-branding exercise that won’t have come cheap. There’s been a lot of talk over the past few years of changing attitudes in our marketplace and the need to focus on the positive. It’s all about ‘wellness’ and ‘prevention’. That’s pretty apparent with the emergence of such organisations as ‘Health & Wellness Boards’. Businesses are cottoning onto the advantages of a positive ‘spin’ too and we have seen a number of new retailers enter our marketplace over the past few years with names that we wouldn’t have seen in the past. We have a good example of that elsewhere in the magazine with our story about ‘Spring Chicken’. Now the Co-operative Pharmacy, the UK’s thirdlargest pharmacy chain with 780 stores and more than 7,000 employees, has re-launched as ‘Well’.

According to the company, the new name reflects a shift in people’s attitudes to health, from passively accepting treatment, towards taking a more active role in personal wellness. That’s good news for everyone in the sector of course as it means a further push to bring some of the more specialist products we deal with into “The new name reflects a shift the ‘mainstream’. people’s attitudes to health” Co-operative Pharmacy has gone for what it describes as a ‘simple, contemporary logo which updates the rather staid, traditional experience of high street pharmacy for the realities of modern retail’. Of course, a re-branding exercise doesn’t come cheap and so you have to be absolutely sure that it’s the right thing to do, but it might be worth asking the question whether your company name will stand the test of time in 5, 10 or more years.

Dolphin businesses sign with Harmar Dolphin Lifts Midlands and Dolphin Lifts Western have both recently signed agreements with Harmar (UK) Ltd to promote the Pinnacle range of straight stairlifts. Dave Turner, Harmar’s UK Director of Sales and Technical Support told us: “We are delighted to be working with Dolphin Lifts Midlands and Dolphin Lifts Western. Whilst there are many straight stairlifts available, we believe the Pinnacle range offers a unique alternative. Lee Farrington of Dolphin Midlands explained: “We have known Dave for many years and prior to joining Harmar he was our Business Development Manager. When we met to discuss the possibility of working together again, we knew the Pinnacle range of straight stairlifts 18 www.thiis.co.uk

would sit perfectly within our product portfolio.” Tom Wakefield believes the range will prove equally popular in the South West: “We were very impressed with how compact it was when folded and not in use, with a width of just 25cm. Despite being a heavy duty range with a maximum carriage weight of 32 stone and 43 stone, the Pinnacle still offers a very smooth and comfortable ride.” For more information visit the website at www. dolphinlifts.co.uk

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Mothercare duo aiming for a different approach to online business There are hundreds of online stores for products in our marketplace these days but a few months ago one appeared with a different approach. Spring Chicken was launched by Anna James and Sarah Boyle, who have big company experience having spent time at Mothercare, Carphone Warehouse and BHS. ‘Making life easier and brighter as you get older’ is the message on a website that is promoting categories of products that you might not see on other online shops – Computing, Home Entertainment, Alarms and Trackers, Chairs & Beds, Walking aids, Clothing, Games and Puzzles are all options for visitors. There is also a Spring Chicken community site which is updated daily with relevant news and articles that interest Spring Chickens and their families. Anna and Sarah both worked for Mothercare

for a number of years; Anna told us: “I worked ‘Ken’ is a character in Mothercare from around 2000 to 2008 and I that the company has created. looked after the e-commerce division and was Marketing & Strategy Director. I absolutely loved doing that type of life stage marketing. Sarah was Director of Product Development, creating own brand product ranges. We got on really well and had a strong working relationship even then.” “I worked in Mothercare from As with many around 2000 to 2008” newcomers to our marketplace, it was a personal experience that fuelled the development of the new business. “Sarah’s mother has had Alzheimer’s since 2006 and until this year was cared for at home, giving the family a great insight into the needs of caring for someone with this condition” Anna continued, “In the last few

Sarah Boyle (left) with Anna James of Spring Chicken.

20 www.thiis.co.uk

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

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

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Chairs & chair accessories

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years I have found myself at the other end of the life stage as my father has Parkinson’s and because of that I started seeing all the similarities between what I had been doing at Mothercare and this marketplace. If you think about the products that help you get around more easily, I had spent a lot of years looking at push chairs and walkers for children and then at the other end of the spectrum we have wheelchairs and walkers for adults. We would spend a lot of time looking at monitors to make sure baby is sleeping OK and there is a huge change in this marketplace happening with alarms and alerts to see whether people are active and moving around in their homes. It seemed that for many product categories, you could almost map the baby industry with older adults.” “Of course” she added, “when my father was diagnosed, I found myself emotionally right in that space and I found that there wasn’t a really clear set of brands in that area – there wasn’t a Mothercare that I could just go to. I found that it was a very fragmented industry and if you want to get a variety of equipment such as stairlifts and monitoring equipment you have to go to lots of different places.” Anna’s experience of sourcing products for her father weren’t always positive. “The first product we looked at for my father was an adjustable bed and I suppose that my journey started on the internet to get advice where there are some great websites, giving great advice. Because my father wasn’t well enough to get about at that stage, we had people come to demonstrate the product and I found that difficult, as companies wouldn’t tell us the price before the home visit. There are some things that feel relatively alien as a shopping experience and not knowing a price before someone comes to the house is one of them.” “We also went to visit some showrooms too and what we saw was some amazing service from these companies, with some really brilliant people who were very honest and very straight talking. But, amongst those were some people who made me feel less certain that I was getting value for money.” Anna and Sarah started the business in the spring of 2014. With Anna’s background in Strategy, Marketing and Ecommerce and Sarah’s background in Buying, Supplier Management and NPD – they make a strong team. As for the name, Anna says they wanted

something positive. “We felt it was really apt for what we wanted to do. It has energy and vitality. We wanted something that suggested that it’s definitely not over in terms of what you can do and we think Spring Chicken does that for us. We wanted to steer The Company is away from the healthcare angle – we wanted aiming for a different look something that was more about lifestyle.” Boots is a company that has been in and out of our marketplace a number of times over the years and so I asked Anna why she felt that it hadn’t quite worked for them. “I could say the same thing about Boots and the baby industry” she told us, “What is very difficult about selling products in both this and the baby industry is that many of them are big, bulky and need quite a bit of explanation and service. That isn’t easy for retailers to deliver in their store format and so every time they look at moving into areas of products with wheels, like wheelchairs, rollators or a children’s buggy, they find themselves having to give up a lot of floor space and they don’t “I started seeing all the get the return. Apart from similarities between what I had the Pharmacy side, Boots is very much a self-service been doing at Mothercare and store and it’s the same this marketplace” with the supermarkets too. They have tried the baby ranges and it’s a difficult thing to do to explain to a customer why one rollator is better for them than another.” Anna and Sarah have used their network of contacts they have collected throughout their careers to deliver content and advice on the digital marketing and branding. “We are a small company at the moment but very ambitious” Anna explained. “We are largely marketing online with a combination of search engine marketing along with Facebook and social marketing. We are trying to find out whether we can reach the children of the people who might need the products as well as the end

www.able2.eu

E-mail: enquiries@able2.eu 22 www.thiis.co.uk

Tel: 01254 619000

customer themselves. There are a number of audiences in this sector that we feel we need to be in front of. One of the important ingredients for us is our Community section which offers a magazine style information site with interesting contributions from Spring Chickens themselves and articles and features that we hope share the lighter side of being an older adult.” She adds: “Nobody wants to need the stuff we sell and that’s the biggest difference between this marketplace and the pregnancy and baby one for example. We didn’t really have a strong expectation about how the business would go when we launched it. We wanted to listen to what customers were telling us about what they wanted to buy and then act on that. We’ve been surprised at how well the technology items had performed. A good example of that would be the telephones that we sell and there’s been a strong demand from people looking for something for their parents so that they can keep in touch more easily. People are clearly looking for really, really simple technology.” Anna estimates that around a third of their customers are the children of the end customer. “With an online business you don’t get to talk to everyone of course, but we are tracking how many orders are being sent to a different address and so we have some idea of who we are selling to.” As for the future, Anna says that it is all about adding products and testing. “We have been adding to the range and now we are looking at testing out more marketing approaches and getting the message out. It’s all about seeing what works right now and raising awareness of some of the solutions that exist.” However, she says that retail is not on the agenda, at least not right now. “We don’t see retail as part of what we are doing right now. It’s a great passion of mine but you get into a completely different set of economics when you take on floor space.” Anna and Sarah were two of the visitors to

the first Trade Days. “We really loved Trade Days Old style record and we liked that it was next to the Pharmacy players and Show. We thought that was a really good pairing magnetic shirts as taking a look at an adjacent market that is sit alongside riser recline chairs and addressing a very similar customer was very scooters useful. We had been to a few other shows but Trade Days was the best we have attended. We split our time at the show with Sarah spending time with the suppliers and scouting for new products and I spent more time in the seminars. Although I have been involved in marketing for the last 15 years, it’s been at a corporate level and “We are trying to find out so I found the sessions whether we can reach the on winning the customers one by one really useful children of the people who might and helpful. It was a need the products” completely different mindset for me.” Anna and Sarah say that they are always interested in listing new products on Spring Chicken. You can contact Sarah at sarahboyle@ springchicken.co.uk or visit the website at www. springchicken.co.uk

Retailer freebie offer from AJ Way Riser recliner and fireside chairs manufacturer, A J Way, has launched a new incentive this month to help retailers boost their chair sales. The company is offering free delivery on all products to a business address and free seat height and depth alterations on all riser recliner chairs. Beverly Lawrence, CEO, told us: “We are always looking for ways to improve our service to customers and help make their chair sales simpler. These offers will give our retailers another good reason to talk to customers about our chairs.” She added: “Producing bespoke seating solutions is a well-known area of our business, with many of the chairs that pass through our factory incorporating some aspect of tailoring, so free alterations is a fantastic offer. We also have a great number of standard options which can be extremely cost effective, like the Wendover riser recliner for just £475 on next day delivery, so with free delivery to all business addresses retailers really could bag a bargain with us over the next few weeks.” The offers are available until March 31st 2015. Call 01494 471821.

24 www.thiis.co.uk

POWER TRIPS

WE’RE

N E OP Open for business, but is your showroom window doing as much as it could for you?

Showroom Snippets Dean Waugh of R.E.D has 15 years’ experience in the retail design arena and has worked across a multitude of retail platforms, from retail strategies for renowned fashion brands to delivering ground breaking flagship store concepts for iconic electronic brands. He is also advising companies in our marketplace about how to make their showrooms more effective. Here he talks about something that can get forgotten over time – the window space. Your window space is your prime opportunity to communicate your product offering to the outside world. We should be making every attempt to ensure the window displays are as visually captivating as possible and there are now many local visual merchandising companies that can help you deliver something really quite eye catching. Window displays should be rotated monthly or even seasonally to showcase the ‘best of’

products in store, but also to allow potential customers the opportunity to understand the full range of products you may stock ranging from anything from wheelchairs to shoes. Don’t miss out on the opportunity to ‘talk’ to “Don’t miss out on the customers through your opportunity to ‘talk’ to customers window displays as they pass your store it is the through your window displays” best opportunity to get them in and buying. To contact Dean, call 02476 010103 or 07725 514230. Email him at dean@ retailexperiencedesign.co.uk. His website is at www.retailexperiencedesign.co.uk

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 26 www.thiis.co.uk

THE LUXURY SCOOTER

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

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

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

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

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

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

top trade deals

DealON! Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage... All offers are valid until April 15th 2015 unless otherwise stated.

For a limited period – a special offer!

Memory Foam Wheelchair Cushions – End Of Production Line Deal – Only £8.25 3 sizes of cushion available (see below). Supplied with zipped, black, luxury velour cover. Other cover options are available (price supplement may apply). Manufactured in the UK. SP46753/VEL – Comfort Visco Cushion (43x43x6cm). SP46752/VEL – Comfort Visco Cushion (43x43x8cm). SP46520/VEL – Comfort Visco Cushion (43x43x10cm). Offer valid whilst stock last. When ordering please quote reference: AB2/DON/2 Call 01254 619000, enquiries@able2.eu, www.able2.eu

Free travel bag offer

Normally £145.00. Now available for £127.00 each until May 1st 2015 or until stocks last

TGA is offering all retailers a FREE travel bag with every foldable Minimo mobility scooter ordered before the 31st March 2015. This high quality, durable bag protects a Minimo when folded either during storage or in transit. Worth over £99 RRP, this stylish accessory will help you wrap-up a Minimo sale everytime.

Call Karen, Judy or Dan on 01384 48 11 11 or go to www.z-tec.co.uk to order, or contact your Key Account Manager, Peter or Graham

To quality, order a Minimo from TGA and quote ‘free bag’: 01787 882244 sales@tgamobility.co.uk www.tgamobility.co.uk

3 months free!

Ongoing deals throughout 2015

Z-Tec Mobility, ZT Lite SP18 lightweight folding selfpropelled wheelchair.

Did you know we offer 3 months mobility scooter and powerchair cover, including new and reconditioned scooters, to all customers completely free of charge! Our mobility scooter cover ensures customers are covered for compensation claims and breakdown recovery with no excess to pay should they need to make a claim. Call now on 01476 591104 www.premiercare.info sales@markbatesltd.com

Free Bluetooth Barcode Scanner (worth £500)* UNIQUS iRetailer. Specially designed for the complexities of mobility retailers. Affordable (used on subscription). Fully integrate your sales and stock process on one platform. Cloud based and flexible, iRetailer helps small businesses gain the efficiency advantages enjoyed by their larger competitors. *order before Easter 2015 to qualify. Call Assistive Partner on 0844 335 6791 or email Info@assistivepartner.co.uk

28 www.thiis.co.uk

On Sitting Pretty’s Zip speed 48hr delivery dual motor lift & recline chairs : Brinsley , Lambley , Tuxford in sand fabric at just £450! Bridgford fully upholstered adjustable beds .. With deluxe memory foam mattresses in Cocoa or Sand fabric; 3ft single bed £425 / 5ft dual operated double bed £685. Please quote “Deal on” on any orders placed to receive these fantastic trade discounts. Call 01773 811610 to receive fabric samples and our new 48 page 2015 trade brochure

10%

Discount Got Winter Sales Blues? Cure it selling ‘B-Warm’ Heated Seat Covers Contact Embryonyx on 0845-3008823 or info@embryonyx.co.uk

RETAILERS WANTED! TO PROMOTE & SELL OUR RANGE OF AWARD WINNING PRODUCTS

warm

KEEP THE CHILL OUT

High quality and economical heated seat cover providing vital warmth during cold weather

A revolutionary exercise device that simulates the natural gait cycle (walking) for the disabled, elderly & sedentary

If you are a proactive homecare retailer looking for something different to stock and promote then we’d like to hear from you. Full sales and marketing support provided. AWARD WINNING PRODUCTS FROM AN AWARD WINING COMPANY

For information on commercial opportunities

Tel: 0845 3008823 info@embryonyx.co.uk

www.embryonyx.co.uk

Embryonyx Ltd, The Grainger Suite, Dobson House, Regent Centre Business Park, Newcastle upon Tyne, NE3 9PF

The Real Deal

LOOK AT THESE GREAT DEALS WE ARE OFFERING RETAILERS THROUGHOUT THE WHOLE OF 2015!

Bridgford 3ft fully upholstered single adjustable bed in Cocoa fabric for just £425!

DEAL

Lambley, Tuxford or Brinsley dual motor lift recliner on zip speed delivery for just £450 in Sand fabric 48 hour delivery! DEAL DEAL

1 DEAL 3

Now available from Sitting Pretty… DEAL

DEAL

5ft double bed for just £685!

1DEAL 3

DEAL

Memory function handsets on dual motor lift recliners from our County Collection ranges.

Both with our deluxe standard memory foam mattresses.

Factories 2 & 3, Dunsil Road, Brookhill Industrial Estate, Pinxton, Nottinghamshire, NG16 6LE

Te l 0 1 7 7 3 8 1 1 6 1 0

www.spchairs.co.uk

sales@spchairs.co.uk

top trade deals

Go-Go ES8 offer The small yet versatile Go-Go ES 8 mobility scooter from ‘Pride Travel Scooters’, delivers exceptional performance and economy. The lightweight Go-Go ES 8 is quick and easy to disassemble, and enables simple frame separation. Designed for exceptional durability, the Go-Go ES 8 provides reliability and longevity. Price: Any quantity £290 per unit (inc delivery).

First come first served offer! Sunfire Plus GT Powerchair Product Code – PCMM07RD •

Designed for indoor and outdoor use

•

Rear wheel drive

•

Fully padded reclining swivel seat

RRP £2,050 | Trade £875 | OFFER PRICE £599 Only 8 available at this price Call Drive Medical on 01422 314488 or email info@drivemedical.co.uk

For every Finance deal set live in the month of March. For more information on our Finance call Tom on 01582 842224. To register for your free bottle of wine email Tom on t.smith@firstsenior.com

Call 01869 324600

*Batteries not included

Free bottle of wine

Now THIIS advertisers get even more exposure at no extra cost... Advertisers in THIIS magazine get the option to take up a free of charge spot every month in the ‘Deal On’ section. Fancy a spot next month?

Exclusive Irish agreement signed Quest 88 has appointed Ability Ireland as its exclusive supplier in Ireland. Simon Edgar, the owner of Ability Ireland has been working with Quest 88 since 2006 when he was a sales representative for the Quest 88 dealer in Ireland at the time. He set up Ability Ireland in 2008 and as Ability Ireland grew, so did the relationship with Quest 88, to the point where Ability Ireland is now the exclusive supplier in Ireland. The company supply a wide range of products from its Dublin base. Quest 88 is a leading manufacturers of therapy equipment and cycles for people of all ages and levels of disability. Simon explained: “Quest 88 consistently produces innovative, user friendly designs at an attractive price.” 30 www.thiis.co.uk

Quest 88’s Managing Director Rob Henshaw added: “Whenever we go into partnership with a supplier or retailer we always look for organisations that share our ethos when it comes to manufacturing and customer service and Simon and his team certainly ticked every box.” Quest 88 are on 0844 800 8886. The website is at www. quest88.com Contact Ability Ireland on +353 1 5262701 or visit www.abilityireland.com

Item code: LA125

Item code: LA127 Item code: LA126

Active Living Launches a new luxury ADL product range Active Living, a market leading nationwide provider of ADLâ&#x20AC;&#x2122;s are proud to announce the upcoming launch of their new luxury assistive chrome bath rails. Easily fitted with non-skid rubber pads protecting the bathtub wall. For use on bathtub walls between 80 and 140mm. The new luxury chrome bath rails come in three different elegant styles each designed with a knurled handle making them perfect for the user, being both functional as well as stylish. Providing added stability when getting in and out of the bathtub, the easy to fit safety rails slip over the side of the bath while the convenient handle heights allow for a seated or standing grip position. Active Livingâ&#x20AC;&#x2122;s latest additions are simple, practical and aesthetically pleasing - making them an exciting addition to our growing range. For more information please contact sales on 0121 543 1336 or email sales@paroh.co.uk or visit www.paroh.co.uk Brand by

Web: www.paroh.co.uk

Email: sales@paroh.co.uk

Paroh Ltd

@ParohLtd

Paroh Ltd

Trade Days shortlisted as ‘Rising Star’ as more companies book

The new trade only event has been shortlisted for an award in its first year

Trade Days has been shortlisted as a Rising Star in the 2015 Exhibition News Awards. The business to business, trade only show, launched in October 2014 and received very positive reviews from both exhibitors and visitors alike. Organisers CloserStill Media says that, as well as paying tribute to every exhibitor, trade buyer, partner and organiser; it also reflects the enormous changes that have taken place in the mobility, homecare and assistive technology sectors in the last few years. Danny Bates, Sales Director of Mark Bates Ltd, one of the most recent companies to sign up said: “Trade Days is the first event we have participated in for a long time and the whole team is enthused about the fantastic trade-only opportunity it offers for existing and new clients. Mark Bates Ltd is sponsoring the VIP Lounge because Trade Days is perfectly in tune with current and probable future market conditions and is speaking to a well-defined group”. Clare Johnson, Show Manager, said “We are delighted to welcome Mark Bates Ltd on board. The floorplan for Trade Days 2015 is larger than for the inaugural 2014 edition, but it’s already 90% full because exhibitors from last year have taken far bigger stands, which demonstrates the increasing relevance of Trade Days in our sector.” Other exhibitors new to 2015 include: AllBatteries UK, Autochair, Bathex, COTSS-IP, Geemarc, Hospital Direct, Leoch Batteries, 32 www.thiis.co.uk

Manbat, Oppo, Platinum Batteries, Spearhead Trade, and Swallow EMP, with many more pending. Clare adds that the furniture profile of Trade Days is set to be very high, with most exhibitors from the 2014 event at least doubling their size for this year. “Furniture exhibitors reported exceptionally good results from the inaugural show, and those that have already confirmed “Trade Days is perfectly in their participation for 2015 include Accentu8, tune with current and probable Camelot, Furmanac, future market conditions and Kirton, Primacare, Repose, Rise & Recline is speaking to a well-defined and Royams with more to group” follow. With the available space on the show-floor limited, anyone interested in a stand at the 2015 show should contact Clare Johnson on 01962 736989 or email c.johnson@ closerstillmedia.com. The website for the show, which features a short video of the launch event is at www. tradedays.co.uk

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Purchase a minimum of three chairs from any of these ranges to get

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Busy times as retailers choose delivery services It’s been a busy couple of years for Healthcare Distribution Direct. The company provides specialist delivery services and engineering services for both warranty and out of warranty call outs and has recently moved to larger premises as it sees more retailers choosing to use its services.

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

If you are a retailer selling scooters, rise and recline chairs, adjustable beds, bathlifts or hoists, then HDD could be an option when it comes to getting the products to your customer. The company receives the product from the manufacturer into its warehouse on behalf of the retailer and then an HDD engineer will deliver the product when the customer chooses and demonstrate the product. At present, the company deals with over 50 retailers based all around the UK and can cover all of mainland UK and can even deliver to some of the more remote Scottish Islands too. There are 15 people in the business which is on the lookout for more delivery engineers. Russ McGrath joined the business as Sales and Marketing Director a few months ago after working with the company providing marketing support as he told us: “I was working with HDD for a couple of years as I was running my own marketing consultancy which I had for five years providing direct marketing support for businesses like HDD. Before that I was Divisional Manager for BMW and Toyota on the business to business side. I have been used to running sales and customer service teams in the motor trade for 20 years. We provided direct marketing services for HDD and started working a lot more closely with the owner, James Sunderland, and

we decided that to push the business forward I would come on board.” Russ says that HDD has achieved very strong organic growth. “We are fortunate that the level of service we have been able to provide for the retail customers’ has meant that they have moved more and more business to us. The business has been built on trust and I think it has a strong reputation in the industry. We are “The level of service we have now at a stage where we have invested in been able to provide for the retail the infrastructure and customers’ has meant that they developed the software systems so that the have moved more and more retailers can track business to us” everything from start to finish and the next stage is to drive the business growth further.” And that means more space as Russ explained: “We have just taken on 18,500 square feet of warehousing space, partly driven by the growth of the business over the past couple of years but also to allow for the growth that we are forecasting during the next few years too.” Having another company deliver products to your customers isn’t something that every retailer will see as being a model that they would want to follow but clearly more and more retailers

Proven to perform Your best-selling choice for customer peace of mind Designed and made in the UK. Often copied but never equalled

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34 www.thiis.co.uk

are comfortable with a third party being face to face with their customer. “I think one of the key differentiators with us” Russ explains, “is that we do not sell products ourselves. We are not a threat to a retailer and we are not going to be looking to convert a customer to our own products, we purely and simply provide a delivery service to the retailer. One of the fundamentals underpinning our growth is the service levels that we provide. We have to be mindful of the type of customer in our market and the fact that often the products are needed rather than wanted. On many occasions, we are the only face that the end-user sees and so we are out there representing our clients just as though they were going out there representing themselves.” Russ says that the vehicles used are not branded and although the engineers have a uniform, there is only a small amount of branding on them. “We contact the retailer’s customer when the product is available and they are fully aware of who is going to be turning up with their product. It’s very rare that a customer will have any confusion about who is delivering to them as we make it very clear when we call them to arrange the delivery. Our service level agreements dictate that we aim to deliver every product supplied to us within 5-7 working days.” This type of service is, of course, enabling retailers to sell products further from their bases. “There are a number of benefits” Russ told us. “The retailer can focus on their core business which is selling products. With the service we offer that covers the warranty period, the retailer can protect their margins as we deal with any issues.” And there are businesses of different sizes using the service. “We deal with a range of retailers. Some might just want one or two

• 3-4mph, range up to 10 miles • robust, yet light-in-weight

‘Solo’

James Sunderland with HDD Sales & Marketing Director Russ McGrath

products a month delivered, others that have sizeable online businesses might be looking for 300-400 deliveries a month. About 50% of our customers would be traditional retailers without a heavy focus on the online business and delivery costs would be from around £75.00 up to £125.00 which would include the full warranty “We do not sell products service, but it’s very much on volume and the areas ourselves. We are not a threat to that the products are a retailer” being delivered into.” HDD were one of the companies on the show floor at the first Trade Days event last October and Russ says that it was a good move. “Trade Days was “Delivery costs would be from the first ever show we exhibited at and I don’t around £75.00 up to £125.00” think we could have picked a better event. The visitors to the stand were all relevant to our business and we have picked up new clients as a result of the show. The investment we made being at the show was worthwhile and we are planning a larger stand for 2015. It was an enjoyable and productive two days.” For more information, call 01274 735 041 or visit the website at www.hdd-ltd.com

‘Duo’

‘Heavy-duty’

‘Plus’ - NEW 32st capacity!

• compact, fits further under wheelchairs than competitor models • 2-year warranty • unsurpassed reliability and performance • quick to install and simple to detach • fits nearly all wheelchairs, even specialist models

sales@tgamobility.co.uk www.tgamobility.co.uk

+44(0)1787 882244

The UK’s leading range of mobility products since 1985

22/10/2014 17:50

OT Show to add Physio event CloserStill Media, the organisers of the Occupational Therapy Show, Trade Days, The Pharmacy Show and a number of other events has acquired the leading independently owned event for Physios and therapists - Therapy Expo. Therapy Expo will move from Manchester to the NEC where it will run alongside The Occupational Therapy Show in November. Therapy Expo was launched in 2013 at the Manchester Conference Centre by Physiotherapist Lisa Plummer who will continue to work with CloserStill on the show. The 2014 event drew an audience of 1,900 NHS and independent therapists and 65 exhibitors. For more information on the event, go to www.therapyexpo.co.uk

Invacare on the look-out for models If you have customers who would like to feature in some new product launches, then Invacare is looking for both male and female models to work with in 2015. The company is looking for a number of different models who will feature in a range of marketing material from adverts, brochures to videos. Location shoots may take place throughout the UK and so successful applicants will need to travel. If you know of anyone who may be interested email uk@invacare.com

New Director-General for BHTA The British Healthcare Trades association (BHTA) is to appoint a new Director-General, Tracey Lloyd on March 1st. Ray Hodgkinson will remain a key advisor to the Association during 2015 in a newly created post of Director of Public Affairs. BHTA Chair Mike Lord said: “The Board of the BHTA is delighted that Tracey will take up the reins as Director General in March. She has worked for the BHTA as Commercial Director for the past three years, and has greatly improved our commercial activity during this time.” He added: “The BHTA and the healthcare and assistive technology sector owes an enormous debt of gratitude to Ray Hodgkinson. He has ensured that it has been very effectively represented at all relevant forums and every level of government. The Code of Practice, now approved by the Trading Standards Institute, was very much Ray’s initiative and it has been hugely beneficial to the reputation of the industry. He has helped the BHTA grow substantially and become a very strong voice, now representing almost 500 member companies.” The website for BHTA is www.bhta.net

UpEasy Premium Power Seat E-mail: enquiries@able2.eu 36 www.thiis.co.uk

Tel: 01254 619000

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The Challenge of Charging In a new series of technical tips, the team at MK Battery offer advice to help you keep your customers mobile. The most common causes of battery performance failure relate to the process of charging. Overcharging, undercharging, mismatching, charger failure, improper sizing, and misapplication all contribute to chargerrelated failures. With newer mobility devices that take smaller batteries and chargers, it is helpful to periodically review these common causes of battery failure. In this issue, we will address the issues of Sulfation and Undercharging. Sulfation A fully charged lead acid battery consists of lead dioxide on the positive plate, lead on the negative plate and diluted sulfuric acid. While the battery is discharging, sulfate from the electrolyte builds up on both the positive and negative plates as lead sulfate. Charging the battery will reverse this process and return the sulfate to the electrolyte. Sulfation occurs when a battery is continually undercharged or is left in a discharged state for too long. The lead sulfate on the plates begin to crystallize and crust over. Once this occurs, the crystallized sulfate cannot reverse the process and return to the electrolyte. The capacity on that portion of the plate is then lost. 38 www.thiis.co.uk

Undercharging Why does sulfation occur during charging? If the batteries are chronically undercharged, then lead sulfate is being left on the plates. Undercharging occurs when inadequate time is allowed to recharge the batteries, the charger output is too low for the batteries they are charging, or the batteries are so low at the start of charging that the recharge time is extended. â&#x20AC;&#x153;If the batteries are chronically How do you diagnose batteries that have undercharged, then lead sulfate been undercharged? is being left on the platesâ&#x20AC;? Similar voltages between batteries and weak performance are good indicators. A couple of discharge cycles can confirm this. The solution? Work with the customer to assure they are charging long enough, use a higher output charger, and check for other potential power drains which may be inhibiting full charging such as bad connections and wires. For more information on batteries, call MK Battery on 01536 484009

TES T E SH

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S T Y L E I N N O VAT I O N C H O I C E The Flexx is a highly configurable wheelchair that looks great and is built to the durable standard you would expect from a Karma wheelchair. Adjustments can be made the wheelchair set up to provide the optimum comfort and performance for the user, these include:

* The Flexx is now crash tested.

D TE

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A S H T ES

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

For further details please call 0845 630 3436

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TES T E SH

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

New Sales Representative for Recliners Recliners has strengthened its team with the appointment of Pete Roberts as a new Sales Representative. With more than 20 years’ experience in sales and management, specialising in the furniture sector, Pete has worked for a number of furniture manufacturers. At Recliners he will now be responsible for managing and dealing with the customer base in the South of the UK. John Davies, Company Director said: “Bringing Pete on board is an exciting step for our business. 2014 had already been a year of change, growth and expansion and this is the final piece in the puzzle to strengthen our sales operations for 2015 and onwards.” The website for the company is at www.recliners.org.uk

Two new at R82 UK R82 UK has announced two new arrivals, with Shawn Clarke joining as National Sales Manager for R82 Children’s Products and Jason Hinde becoming the new Etac Area Sales Manager for the North. Shawn has 15 years of sales and business development experience, working as head of business development for a manufacturer of health and fitness equipment before moving to a specialist seating company five years ago. Jason will be covering Lincolnshire across to Cheshire and North Wales and up to the Scottish borders. He started his working life in engineering at Corus Engineering Steels. He has worked within the healthcare equipment industry since 2007 working as a seating and wheelchair specialist and then as a moving and handling specialist. He has also worked within the acute sector and with local authorities and dealers in the North East. For more information call 0121 561 2222. The R82 website is at www.r82. co.uk. The Etac website is at www.etac. com/etac-uk

Shawn Clarke (left) and Jason Hinde

40 www.thiis.co.uk

New man in the North for Repose Ben Westcott has joined Repose Specialist Seating, bringing over 15 years seating experience with him according to the company. Keith Fairhurst of Repose told us: “Ben started his successful career in seating and mobility at his father’s mobility store where he honed his skills. He took this expertise and used it to help Rise and Recline Limited to grow their business in the North of the UK. He then went on to join Camelot where not only did he continue to develop sales opportunities, but he was further able to develop his understanding about product development.” Ben says “I am really excited to join Repose and help them to continue to build a strong business in the North of the UK in both the health and home markets” The website for the company is at www.reposefurniture.co.uk

Experienced appointment for Disability Needs Belfast and Dublin based Disability Needs has expanded the company’s sales force with the appointment of Joe Ryan to their Dublin office. Joe comes to the company with over 20 years’ experience in the industry having worked for well-known companies such as Invacare Ireland, Irish Wheelchair Association and CRC Medical. He will be spearheading the sales team in Dublin and providing information and assessments on the companies wide range of mobility, seating and rehabilitation equipment . Joe can be contacted on 00353 868192746 and the company can be contacted on 003531 4523602 or via the website at www. disabilityneeds.com

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News & views from the commercial team at DLF January’s Moving & Handling People conference saw a flurry of intense activity around the key topic of bariatrics and it seems that we could have spent even more time on this subject with requests for more of the same at future events. Delegates were keen to receive the handson best practice advice on handling as they reported seeing more and more patients. ‘There’s so much prejudice,’’ explained Anita Rush who led the practical workshop, ‘’people are often not confident in handling heavier clients. They can refuse to engage claiming people are too heavy to touch; disrespect is a huge issue.’’ Anita is Clinical Nurse Specialist for Equipment in Berkshire; Anita’s specialisation is plus-sized clients, having recently co-authored a book on the subject with pictorial guidance. There is a huge amount of activity in the area, the BBC reported as recently as December that obesity may be considered a disability1. The European Court of Justice ruled that obesity qualified as a disability if it ‘hinders the full and effective participation of the person … on an equal basis with other workers when doing their job’. As a result, new legislation will be drawn for the purposes of equality in the workplace, stating that employers within the EU must treat any overweight members of staff in the same way

that they would those with other disabilities – for example priority parking or adapted facilities. A report by the McKinsey Global Institute identified that obesity costs almost £47 billion every year and they identified it as one of the top there social burdens generated by human beings. Unsurprisingly the US has been the source of many of the most recent product innovations in this field. Equipment providers to the workshops at M&HP were reporting a wide range of product introductions including 1st Call’s bariatric birthing bed “People are often not confident and Benmor Medical’s Aurum width-expandable handling heavier clients” bariatric bed: the width adjustment feature means that it can be transported as a standard bed through the majority of hospital doors, once the mattress platform has been retracted. With such a wide range of products and implications it is clear that classing obesity as a disability will undoubtedly put more pressure on health and social care at a time when budgets and services are being cut. For the BBC news story, go to www.bbc. co.uk/news/health-30529791 The website for the McKinsey report is at www.mckinsey.com

Exhibition & Event Guide March 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry - Call 0161 607 8230/8223 or email info@disabledliving.co.uk March 25-26 2015 – The Care Show –Bournemouth. www.careshow.co.uk March 30 – April 1 2015 – Medtrade Spring - Las Vegas - www.medtrade.com April 22-23 2015 – Care & Mobility – Dublin www.careandmobility.ie April 28-30 2015 - Naidex National – NEC – www.naidex.co.uk June 4th 2015 – Kidz South – Reading – 0161 607 8200 June 16-17 2015 – NAEP Conference - Chesford Grange Hotel - www.naep.org.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www.mobilityroadshow.co.uk September 17th 2015 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 October 14-17 2015 – Rehacare – Dusseldorf – www.rehacare.com October 18-19 2015 – Trade Days – NEC – www.tradedays.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 16-19 2015 – Medica – Dusseldorf. www.medica.de November 19th 2015 - Kidz Up North – Manchester - www.kidzupnorth.co.uk November 25-26 2015 – The OT Show, NEC. www.otshow.co.uk November 25-26 2015 – Therapy Expo – NEC – www.therapyexpo.co.uk November 3-4 2015 – The Care Show – NEC. www.careshow.co.uk January 25-28 2016 - Arab Health, Dubai. www.arabhealthonline.com January 31- February 1 2016 – IIC Show – Manchester Central – www.iicshow.co.uk 42 www.thiis.co.uk

www.dlf-data.org.uk

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

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Re-developed and looking for more exposure – the unique drying option When electrical engineer Michael Godwin started thinking about a way to get dry more easily he used all his skill and imagination and came up with the apresShower body dryer, a unique concept that enabled the person to be dried by warm stream of air. In the 1980’s Michael had retired to run a small farm near Bury and with his son Ryan, he also ran a haulage business. At the end of each day he always hated having to stand about dripping all over the carpets in the bathroom and that’s where the idea of the body dryer came from. It is sold all over the world. However, unfortunately due to illness, Michael is now no longer involved, but Ryan is taking the business forward with a change of name for the product and business. In 2014 the product had a name change to the airBody Dryer. Together with his business partner Matthew Kendall, Ryan formed the airTeem partnership. The manufacturing for the product has been brought back to its Greater Manchester base and there has been a re-design implementing new technology. Matthew told us: “We have introduced some new aspects to the dryer and have more that we will be implementing over the next few months. We are aiming to get the product in front of a lot more people. After 20 years of production the majority of the marketplace still doesn’t know that it exists.”

“It’s essentially a hand dryer but for the entire body” Matthew added. “It removes towel drying from a person’s routine. The airBody Dryer expels hot air, evenly, along the entire body, increasing air movement and evaporating water from the skin. With the elimination of towels, it can help to reduce falls, reducing the risk of infection, provide a more hygienic option and reduce skin abrasion.” Matthew believes that there is great potential for the product. “We believe the airBody Dryer is more pertinent today than it was when Michael first envisaged the concept more than 20 years ago.” The company is interested in talking to companies that would like to add the product to their range. Call Matthew on 0161 761 7014. You can see more on the website at www. airteem.co.uk

Ryan Godwin (right) with Matthew Kendall

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44 www.thiis.co.uk

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

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

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

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

23kg multi-use hoist The Ardoo 140 multi-use portable hoist, is, according to Ardoo Caresafe, the lightest, folding multiuse hoist available. It weighs just 23kg. Designed and Manufactured in Ireland the company reports that it has already established strong sales and is currently exported to the UK, Mexico ,Trinidad and Australia. Its unique front lifting boom facilitates safe and precise movement allowing, for example, placement in the front or rear seats of a vehicle. Its small footprint allows use in restricted spaces. It can also be adapted for use as a stand aid. Kieran Byron of Ardoo Caresafe told us: “Our customers want more value for their money these days and that is exactly what they get when choosing the Ardoo 140.” For more information, call Katie on 01 897 6223 or Kieran on 086 174 6377. The website for the company is at www.ardoohoists.com

Commode cleaner by design Vernacare has developed a new commode chair – introducing a robust, easy-clean design – to help reduce the risk of Healthcare Associated Infections (HCAIs). The VernaChair can be steam cleaned and withstands the thermal disinfection conditions used to clean commodes. “This was a key consideration during our customer research,” said Emma Sheldon, Marketing Director. “We evaluated the current cleaning practices for commode chairs across all of our global markets and developed a product to meet those requirements. Durability has been designed into the product and it needs fewer spare parts over its lifespan, ultimately meaning less cost for our customers.” The commode features castors enclosed in a protective shield to help prevent debris collection and an easy-clean removable footrest. In Europe alone, it is estimated that around 4.5 million episodes of HCAIs are reported each year, with the cost to the UK NHS now widely believed to be in excess of £1bn annually. For further information visit the website at www.vernacare.com

New module maintains drive direction Curtiss-Wright Corporation has introduced the R-net Gyro Module from PG Drives Technology. According to the company, the new R-net Gyro Module adds an extra dimension to controlling a wheelchair by maintaining the desired drive direction irrespective of the external forces acting on the wheelchair. The company says that high-speed, front-wheel-drive type wheelchairs will benefit most from the addition of the module, but that the technology also offers vastly improved drive performance on rear-wheel-drive models when used with switch-type specialty controls. The Gyro Module can effectively eliminate a condition known as fish-tailing, when there is a tendency for a wheelchair to veer to one side or the other when driving in a straight line. For more details, call 01425 271444 or visit the website at www.cw-industrial.com 46 www.thiis.co.uk

Itâ&#x20AC;&#x2122;s Tiempo! A compact travel scooter which is easy to transport

Finally a travel scooter that combines outstanding comfort with a lightweight durable chassis. Providing an environment of supreme legroom, double padded seat, the simplest take apart mechanism in its class, the Tiempo should meet the needs of the most demanding customer.

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new on the market New küschall Champion launched According to Invacare, the re-styled küschall Champion offers all the benefits of a high end rigid chair with the added benefit of folding. A redesigned folding mechanism has resulted in reduced weight (now from 9.2kg). There is a soft lockable folding backrest and quick release wheels and the chair dismantles to a 6.7kg transport weight. It is available in carbon, titanium or aluminium frames. For more information, visit the website at www. kueschall.com

Larger Minimo for TGA TGA, is launching a larger 4-wheel version of its Minimo folding 8mph scooter. The new version, the Maximo, has a larger weight capacity (17.5 stone - 115kg) and combines all the benefits of a collapsible car boot scooter with a larger standard 8mph model – a new type of offering for retailers. The Maximo can be folded into a compact size with a single, onehanded operation and requires no parts to be dismantled for storage. Despite its longer and wider chassis, 580 x 1160mm respectively, it can be easily stored in the boot of an estate car or 4x4. There is also fully active, all-round suspension and pneumatic tyres. The 270w motor and high quality S-Drive controller provide significant performance with a range of up to 12.5 miles (20km). The product will be launched at Naidex. For more information, call 01787 882244 or visit the website at www.tgamobility.co.uk

New floor level bed designed to reduce fall injuries Bariatric specialists Benmor Medical have expanded their range of beds to address the growing problem of bed falls. The Deprimo Floor Level bed has been developed to reduce the risk of vulnerable patients injuring themselves by falling out of bed. The Deprimo Floor Level bed can lower to a height of 12cm and is full compliant to the EN60601/2/52 medical standard, which Benmor Medical say will significantly reduce the risk of injury for patients prone to falling out of bed and ‘reduce the need for constant supervision.’ The Floor Level bed also has crash mats that can be placed at either side of the bed to allow for patients to easily slide on and off, retractable safety rails and a fully profiling mattress that is electrically operated using either the patient or carer’s handset – the handset includes a lock out feature to prevent it being used inappropriately. For more information, call Benmor Medical on 0333 800 9000 or visit their website at www.benmormedical.co.uk

48 www.thiis.co.uk

Intelligent, carbon fibre brace Ottobock has launched a new leg brace to help people living with partial paralysis, spinal injury, post-stroke and post-polio syndrome walk naturally again. The company says that the C-Brace is the only exoskeleton of its kind. The intelligent, carbon fibre brace uses a built-in microprocessor and sensors which allows the knee to control all aspects of the walking cycle and can be worn on either one or both legs. The Ottobock website is at www. ottobock.com

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

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

20% year on year increase for Karma According to Karma Mobility, 2014 was another record year as the company saw a 20% year on year increase in turnover. The 12 month period saw the launch of several new products all of which, the company says, were well received combined with its attendance at the inaugural Trade Days event. General Manager Mark Duffield told THIIS: “Bearing in mind 2013 was our most successful year since opening for business in 1999 we are delighted with these results and I would like to take this opportunity to thank all our retailers in the UK and the team at Karma Mobility in Taiwan for their continued support. We aim to support our retailer network as much as possible and I believe the launch of these new products along with our ongoing advertising and PR activity has helped us raise awareness of the Karma Mobility brand and achieve these tremendous figures,” As part of its marketing activity, Karma

attended Trade Days and found the event to be extremely useful as Mark explained: “Trade days allowed us to showcase our latest products to retailers from across the UK in a relaxed business environment which was great for all concerned.” Mark is hoping to continue this increased growth in 2015. The company will be launching “Trade days allowed us to two new products in 2015 which it believes will follow showcase our latest products to on from the success of retailers in a relaxed business the Flexx HD, Morgan and environment” Leon and will once again be exhibiting Trade Days. For more information, call 0845 630 3436. The website is at www.karmamobility.co.uk

When Karen met Theo… A while ago we carried the story that Karen Sheppard, Director of People First Mobility had been ‘discovered’ by Theo Paphitis in his Small Business Sunday competition on Twitter. The business was among six chosen by Theo to be re-tweeted to his 478,000 followers and recently Karen was invited to be Theo’s guest at the best small businesses in the country awards. She spoke to him about how customer service is so very important to high street businesses. The Skegness based business can be contacted on 01754 898883. The website is at www.peoplefirstmobility.co.uk You can read more about this story on the THIIS website. Just search under ‘People First’ in the newsroom section.

50 www.thiis.co.uk

>>Visit our website: www.sidhil.com

T. 01422 233 000 / E. sales@sidhil.com

New stairs option to launch this year The Assistep is a new product that is being launched in Norway and Sweden in 2015 and the designers are looking for companies in the UK to launch the product here too. The AssiStep has a handle that users slide in front of them while ascending and descending the stairs. It locks if they lose their balance or need some extra support. The handle slides along a special handrail, and uses a patented locking mechanism. It can be installed on either straight or curved stairs and is designed as a modular solution, so that it can be fitted to most stairs without being tailor-made. The product was developed at the Norwegian university of science and technology, in collaboration with the Norwegian Parkinsonâ&#x20AC;&#x2122;s union and Minoko Design.

52 www.thiis.co.uk

CEO Halvor Wold told us: â&#x20AC;&#x153;We started working with the concept as students, after seeing research on how many people fall in stairs in the UK. About 650 people die each year from falling on stairs. It became obvious to us that to reduce the number of falls, we needed to produce a solution that was less invasive and less expensive.â&#x20AC;? For more information, call (+47) 408 63 198 or visit the website at www.assistep.com

Improved knee clearance Up to 40mm extra knee clearance helps you help more clients. Easy to fit Current reports suggest an average timesaving of up to 25 minutes install time† meaning less time on site and reduced disruption for your clients.

IL A BL E N

AVAIL AB LE AV

Style seat and 2000 curved system Trade Partner Support 0844 225 3121 | www.handicare.co.uk compared to a Handicare Smart Seat when used with the 2000 Series

†

NOW W

Choice of neutral colours Seats will blend with most décors.

ABLE NO

Adapting to the ‘more for less’ culture Thomas Owens, Managing Director of equipment and services provider, Essential Healthcare Solutions, explores the challenges facing the industry and how companies need to change their approach. With NHS finances in crisis due to rising demand and budget cuts, the pot of money available for hospitals and care homes to buy specialised equipment is shrinking. This, combined with the reduction in local decision-making, is having a serious effect on suppliers, manufacturers and retailers within the healthcare sector. In the past 50 years, spending on the NHS has increased from 3.4% of GDP to 8.2% GDP*, yet its finances are still in crisis due to rising demand and budget cuts. And while the Government has recently pledged an extra £2bn every year until 2020 for the NHS, there has now been a precedent set that the NHS has to watch every penny spent. These financial constraints on hospitals and care homes are having an impact on our sector as the ‘more for less’ culture is resulting in cheaper, inferior materials being used to try and cut costs and save money. Manufacturers and suppliers are under pressure to meet everyone’s budgets, resulting in cost being engineered out of products. This could have a detrimental effect with substandard products being brought to market which are more likely to fail far sooner; cheap short-term solutions are costing us dearly – in poor care outcomes and financially. The phrase “buy cheap, buy twice” comes to mind in this situation. By changing our approach to the way we sell to these organisations, can not only save the NHS money in the long-term and improve patient care, but it can also ensure we’re making the money needed to continue with essential research and development as well as training and education. Many providers choose equipment based on price rather than whether it is the right product that will stand the test of time. A mattress for example, can make a significant difference to patient care. A cheap mattress, while more cost effective in the short-term, can cause many implications to a patient over their stay, for example the development of pressure sores if they’re bed-bound for a period of time. This then means the hospital or care home has to treat the unfortunate patient for an additional problem which will cost much more money in the longterm. 54 www.thiis.co.uk

Thomas Owens believes a different approach is needed to enable companies to supply quality products to the NHS

However, if the hospital or care home had bought the right mattress or bed in the first place, this may have helped with mobility and prevented pressure sores from developing. By selecting the right, most appropriate equipment, the patient, and future patients using the bed, can receive a better level of care and be better protected against developing other expensive to treat health complications. It is this level of education and consultation “The more for less culture is that we need to provide resulting in cheaper, inferior so that hospitals and care materials being used to try and homes can see the bigger picture and ensure that cut costs and save money” we are offering a complete value added service. Manufacturers and suppliers should sit down with the customer to understand their needs and then map out a care plan, including careful equipment evaluation and selection that will deliver the right products for that hospital or care business. In addition, a combined equipment and care plan will help departments to meet targets by spending the budget more wisely to reduce the risk of costly avoidable secondary health complications and ensure a further influx of cash for “The phrase ‘buy cheap, buy the following year. twice’ comes to mind” Furthermore, building a trusted relationship with the customer will enable you to deliver additional training, guidance and education that will in turn result in the right products being purchased. As budgets continue to shrink, we need to be offering more than just the equipment in order to stand out from the competition. We need to be providing a service that will add value to our customers. The NHS won’t change its approach to the way it buys equipment, if anything budgets will continue to shrink. As a sector, whether you’re a manufacturer, supplier or retailer, we need to rethink our approach to the way we offer services. It’s not about weathering the storm; it’s about adapting to the changes and evolving with the needs of the healthcare sector. *Kings Fund - October 2014

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. MARCH 2015 Global Training by Silvalea – Manual Handling Products - 10th March. Interactive Online Training. FOC.

Rascal Mobility Products - Wednesday March 25th 2015 Ilminster. FOC including Lunch.

Global Training by Silvalea – Toileting Sling Solutions - 12th March. Interactive Online Training. FOC.

RMS – The ABC and XYZ of Cushions and Backs - Tuesday 24th March 2015 - Daresbury Park Hotel, Chester Road, Warrington WA4 4BB. FOC

Sunrise Medical - in conjunction with National Spinal Injuries Unit, Posture, Seating and Wheelchair Skills Course - Friday 13th and Saturday 14th March 2015 - £150, Midlands Centre for Spinal Injuries, Oswestry, Shropshire. Global Training by Silvalea – In-situ Sling Solutions - 18th March. Interactive Online Training. FOC. Global Training by Silvalea – Amputee Sling Solutions - 19th March. Interactive Online Training. FOC. Electric Mobility – Servicing / Maintenance & Fault finding for

RMS - The ABC and XYZ of Cushions and Backs - Wednesday 25th March 2015 - Park Inn Radisson, West Bromwich, Birmingham B70 6RS. FOC Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday March 25th 2015 Ilminster. FOC including Lunch. RMS - The ABC and XYZ of Cushions and Backs - Thursday 26th March 2015 - RMS Limited, Sittingbourne. FOC

APRIL 2015 JCM Seating Solutions Ltd - Technical Training – April 2nd April 2015 – Peterborough - FOC R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. April 1st & 2nd – Block 1: Mechanical, April 15th & 16th – Block 2: Technical, April 29th & 30th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Global Training by Silvalea – Walking & Standing Harness Solutions - 15th April. Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions - 16th

April. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & How to Measure - 22nd April. Interactive Online Training. FOC. Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Clinicians (CSEA) - Wednesday 22nd April 2015 – West Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – Complex Sling Solutions 1 - 23rd April. Interactive Online Training. FOC. Sunrise Medical Limited - The JAY Portfolio - a Clinical Perspective (CJAY) - Thursday 23rd April 2015 – West Midlands – FOC to Sunrise Medical Account Holders

MAY 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children - 6th & 7th – Block 1: Mechanical, 13th & 14th – Block 2: Technical, 27th & 28th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block. JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 7th May 2015 - Free of charge Peterborough, JCM Head Office. Global Training by Silvalea – Complex Sling Solutions 2 - 13th May. Interactive Online Training. FOC. Electric Mobility – Servicing / Maintenance & Fault finding for 56 www.thiis.co.uk

Rascal Mobility Products – 13th May 2015 – FOC including lunch - Ilminster. Sunrise Medical Limited - Power Mobility: Matching Technology to Need (CPOW) - Wednesday 13th May 2015 – West Midlands – FOC to Sunrise Medical Account Holders. Global Training by Silvalea – Manual Handling Products - 14th May. Interactive Online Training. FOC Sunrise Medical Limited - Power Wheelchair Assessment (CPDE) - Thursday 14th May 2015 – West Midlands – FOC to Sunrise Medical Account Holders. Quantum - Powerchair training programme - Thursday 14th May 2015 – Pride Mobility - A deposit is required for each delegate

training diary that you wish to attend the Quantum training. This will be returned to you once the specific training has been attended. Global Training by Silvalea – An Introduction to Slings - 20th May. Interactive Online Training. FOC. Pride Mobility Products - Introduction to Pride Mobility Products Technical Trouble Shooting. May 20-21 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Sunrise Medical Limited - Power Control Systems and Programming (TPSM5) - Wednesday 20th - Thursday 21st May 2015 – West Midlands – FOC to Sunrise Medical Account Holders. Global Training by Silvalea – Toileting Sling Solutions - 21st May. Interactive Online Training. FOC JCM Seating Solutions Ltd - Technical Training - 21st May 2015 Free of charge - Peterborough, JCM Head Office.

JUNE 2015 Sunrise Medical Limited - Powerchair Control Systems and Programming - Practical Training (TPSM5/P) - Wednesday 3rd June 2015 – West Midlands – FOC to Sunrise Medical Account Holders R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. 10th & 11th – Block 1: Mechanical, 17th & 18th – Block 2: Technical, 30th & 1st – Block 3: Clinical.City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Global Training by Silvalea – Amputee Sling Solutions - 11th June.

Interactive Online Training. FOC Pride Mobility Products Ltd Training - Introduction to Pride Mobility Products Technical Trouble Shooting. June 17-18 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended. Global Training by Silvalea – Walking & Standing Harness Solutions -18th June. Interactive Online Training. FOC Global Training by Silvalea – In-situ Sling Solutions - 19th June. Interactive Online Training. FOC.

JULY 2015 Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – July 1st 2015 - Ilminster. FOC including Lunch. Global Training by Silvalea – Paediatric Sling Solutions - 8th July. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & How to Measure - 9th July. Interactive Online Training. FOC.

Global Training by Silvalea – Complex Sling Solutions 1 -15th July. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2 -16th July. Interactive Online Training. FOC JCM Seating Solutions Ltd – Postural Management Workshop: Specialist Seating – 23rd July 2015 – Free of charge Peterborough, JCM Head Office.

CONTACTS FOR BOOKINGS BES Rehab - Contact marketing@bescorporate. net BHTA - Call 0207 702 2141 or email nigel. woods@bhta.com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com

quantumrehab.co.uk Pride Mobility – Call Chris on 01869 324600 or email service@pride-mobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com

Prism Medical – Call Colin Williams on 0844 980 2260 or email: traininginfo@prismmedical.co.uk

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

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

Disabled Living – Call 0161 607 8200 or email training@disabledliving.co.uk. Visit http://www. disabledliving.co.uk/Training/Events---Courses

Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com or visit www.trainingbysilvalea.com. Quantum Rehab – Call Hayley 01869 324600 or email sales@

Kirton Healthcare – Email: lizgatt@ kirtonhealthcare.co.uk

58 www.thiis.co.uk

JCM – Contact Rachel Davis on training@ jcmfactory.co.uk

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jobs on offer Account Manager UK Guldmann are looking for an energetic Account Manager to our sales team in the UK.

What are we looking for?

Guldmann have over 30 years of knowledge and experience in the design and delivery of lifting technology solutions. With a Guldmann system we can provide lifting solutions in a wide range of different environments. We also offer a broad range of products in the field of accessibility, i.e. ramps and lifting platforms, to be used in both private and public buildings.

A strong personality and ability to sell is important

The role As an account manager your main task will be to increase sales by building and cultivating long-term relationships, primarily within existing client accounts. You will introduce new products by giving presentations and develop new opportunities with new and existing customers. Your target areas will be within NHS, Education, Care/ Nursing Homes and private sectors. You will have a set of agreed targets and are responsible for meeting them. You will give product and solution support to the business development managers and assist and participate in exhibitions and conferences.

Applicants will need to be able to demonstrate the following:

Well organized and able to work independently Excellent communication and interpersonal skills High personal drive, energy and enthusiasm Strong presentation skills Experience with working with Ceiling Hoists, Mobile Hoist and Slings What’s on offer? Competitive salary and a bonus structure Company car and pension Qualified colleagues in the UK sales team and at head office Thorough training in our products Any questions please contact Chris McConnell, UK Country Manager, at 07795 577 637. Applications should be forwarded for Chris McConnell – cm@guldmann.com

Excellent Salary Package Invacare as one of the world’s leading providers of mobility and homecare equipment has experienced unprecedented growth in recent times.

relationships and work as part of a strong team. Strong IT skills and the ability to analyse information together with first class attention to detail are also prerequisite for the role.

As our business continues to expand and we currently have a vacancy for two talented individuals to join our team one to cover our Eastern Region and one to cover London and South East

Key responsibilities will include both the development of new business opportunities together with the retention and development of existing customers.

London and South East The successful candidate will be experienced in dealing with NHS rehabilitation, occupational therapists and sales professionals. Demonstrate knowledge and experience in Pressure area care, working with community equipment services and wheelchair services. The ability to speak and present publically would be an advantage All candidates must possess a good technical understanding be self-motivated and demonstrate good organisational skills to achieve budgets/targets along with the ability to build and maintain strong business

West Yorkshire Freerider UK Ltd are seeking a confident internal engineer with mobility scooter knowledge to head up our team and aid our sales department in the wide range of products we sell to the health and care market. You will report directly to the Operations Manager and work closely with our existing team. The internal mobility engineer is the first line contact, responding to existing customer requirements, dealing with products faults, arranging service call outs and warranty claims to be made, as well as seeking new opportunities for the company. Duties include: • Calling customers with queries • Technically specifying against customer issues • Handling warranty and technical calls from existing customers

• General customer service duties • Dealing with warranty issues and returns with suppliers • Preparing orders for delivery to customers

Applicants should have experience in the mobility environment and appropriate technical knowledge, you will need to demonstrate a positive and proactive approach, be computer literate with an excellent telephone manner. The role is based in Keighley, West Yorkshire Interested parties should send a CV with covering letter to: linda.dixon@freerideruk.co.uk

Area Sales Manager (x2)

Eastern 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.

INTERNAL MOBILITY ENGINEER

To fulfil this demanding role, we are seeking 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 Gemma Duncan on gduncan@ invacare.com NB: This recruitment will be handled directly hence no agency contact is required.

Business Development Manager Guldmann are looking for a highly motivated Business Development Manager to a new position in the UK. Guldmann are in an exciting place as a business and are looking to continue pushing forward with further investment in our UK sales structure. Guldmann have over 30 years of knowledge and experience in the design and delivery of lifting technology solutions. With a Guldmann system we can provide lifting solutions in a wide range of different environments. We also offer a broad range of products in the field of accessibility, inc. ramps and lifting platforms, to be used in both private and public buildings. The role As Business Development Manager you’ll be responsible for helping develop and drive sales operation and for reaching the agreed targets and goals set for your area. You will drive sales activity by identifying new sales opportunities, relationships, customers and relevant new build construction projects. You will create and implement marketing initiatives and participate in trade fairs and exhibitions. You will keep up to date with products and competitors. The position involves travel activities to customers and to Guldmann’s UK sales office in Swindon as well as head office in Denmark.

What are we looking for? Applicants will need to be able to demonstrate the following: Ideally relevant degree, preferably in business management or marketing or equivalent experience to include Previous sales experience selling into NHS, Education or Construction Sector Proven record in reaching targets, through planning and executing agreed business plan Strong business understanding Previous sales management experience would be an advantage Knowledge in working with and interpreting CAD, DWG and BIM would be preferable Excellent communication and ’people skills’ High personal drive, initiative and enthusiasm What’s on offer? Competitive salary and a bonus structure. Company car and pension. Qualified colleagues in the UK sales team and at head office. Training in products and in-house sales administration systems. Any questions please contact Chris McConnell, UK Country Manager, at 07795 577 637. Applications should be forwarded for Chris McConnell cm@guldmann.com

vin

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The next issue of AT Today, a BHTA Engage publication, will be published in April 2015. The magazine is unique as it targets key professionals from different sectors of the marketplace, making it an ideal way to promote. Apart from being mailed to a wide range of influential professionals, the magazine will also be distributed from the BHTA stand at Naidex in April and, as always, will be available on its own dedicated website. There are a number of special features in the magazine:

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Together they represent some of the most influential professionals working in the marketplace, with real budgets or the ability to influence buying decisions. And we know that the readers like the style and content of AT Today - they find it different to anything else they see, informative and useful. Advertise in AT Today and your advert stays active for a long time. All previous issues of AT Today are online for people to read through a page reader system or to download as a PDF. Each of the issues stay online giving advertisers on-going exposure and each advertisement has a link to the company’s own website too. There is also a link on the home pages of both THIIS and BHTA websites too.

Advertising Rates Front Page Solus

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Access for all – but what about your own premises? Here, Mike Glynn of MG Retail Consulting talks about the issue of providing access for all and how you can make sure you are doing everything that you should be for your customers… If you’ve been around in the marketplace a while, you may remember all the publicity when the Disability Discrimination Act (DDA) appeared. Incredibly, that was 20 years ago in 1995. Since October 2004, there has been a requirement for businesses to make what are described as ‘reasonable adjustments’ in relation to their premises to overcome physical barriers to access. It was assumed that the requirements of DDA would generate a good deal of business for companies supplying ramps and other access products and, to some extent, that has been the case. However, it’s also clear that in many cases, not enough has been done. For example, a survey recently by disabled charity Vitalise found that many of the nation’s most popular tourist attractions are falling short when it comes to accessibility. Over half the attractions reviewed didn’t have full wheelchair access and almost half had fewer than two disabled toilets per 100 visitors. It meant that 7 out of 10 people with disabilities have so little confidence in accessibility claims that they would rather not bother trying to visit tourist attractions at all. Vitalise CEO Chris Simmonds said: “If our survey is anything to go by, clearly many venues are still only paying lip service to accessibility.” Businesses that aren’t providing accessibility are clearly missing a trick as the purple pound, 62 www.thiis.co.uk

which is the combined spending power of the UK’s disabled population per annum, is some £80 billion. But what about your own business? You too have a duty to enable access to all persons wherever possible. Are you fully aware of your duty under the Equality Act 2010 stating that “all service providers must carry out an audit by a suitably qualified person and act upon the Complete an audit and receive a free recommendations”? 5 year listing on view open doors a The best way to find directory of accessible businesses – out what reasonable www.viewopendoors.co.uk actions to take would be to arrange an access audit. Carried out correctly, it will ensure that you meet your obligations to provide suitable access. And, apart from it being ‘best practice’ to complete an audit on your own premises there are other very good reasons to do so too. Choosing not to could leave you open to a minimum fine of £1500 for injury to feelings. Against this, you might well feel that a £100 audit could be considered a worthwhile investment. If you would like to know more about finding an assessor, then contact MG Retail Consulting on 01256 213020 or visit www. mgretailconsulting.co.uk

Handy new tool jam packed with information Chair manufacturer Kirton has recently launched its brand new ‘Little Book of Seating’ – a pocket-sized guide for OTs and other healthcare professionals. It could well be useful for retailers, both to learn more and to hand out to professionals in their area. The book, which contains all sorts of helpful hints and tips, has been developed in conjunction with the company’s OT Ambassador, Ellie Burcher, and is apparently already proving popular with clinicians. Vanessa Hands, Marketing Manager at the Kirton Healthcare Group told us: “We wanted to provide healthcare professionals with something that would really demystify seating and give them the tools to assess and prescribe with confidence. Rather than devising a longwinded and intimidating document we have put together a friendly, concise booklet that covers all the basics in a very simple, digestible way.” Advice covers pressure care, how to assess correctly and how to produce a seating care plan. Ellie told us: “It’s short and snappy but jam packed with useful information.” For more information visit the website at www.kirton-healthcare.co.uk. To request copies, call 0800 212709

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association update

Association Update Compulsory mobility scooter training Following recent discussion in the media of whether training should be mandatory for mobility scooter users, BHTA has emphasised that proper assessment of the most appropriate scooter, and the training needs of the purchaser, is essential in the interests of users and everyone else. Anyone purchasing a scooter from a BHTA member company is covered by our Code of Practice (overseen by the Trading Standards Institute) which means that there must be appropriate assessment. Director General Ray Hodgkinson MBE has written to Alison Seabeck, an MP who’s raised the issue, and will also be writing to the Secretary of State for Transport Patrick McGloughlin and Transport Minister Robert Goodwill. It is important that we do not create unnecessary restrictions and costs that would penalise unfairly the 60,000 people per year who are purchasing mobility scooters in order to live more independent lives. We should be promoting assessment and training through purchasing mobility scooters through BHTA member companies covered by our Code of Practice. Shopmobility schemes, which are now being managed by the BHTA, may be important in promoting these principles more generally.

BHTA at Naidex All BHTA members benefit from a 10% discount on stand space at Naidex, and we’ll also be exhibiting there on stand C102. We hope to catch up with lots of our members over the three days, as well as meeting new potential members. As well as being on the stand to talk about how your business can get the most out of membership and answer any questions you may have, we’ll also be presenting a series of sessions in the trade theatre on topics including making your business dementia-friendly and pressure care awareness.

Regional road trip Greg Askew, BHTA’s Sales and Relationship Manager, recently began a series of regional road trips to visit existing as well as prospective members. This will kick-start regular face to face communication with the membership, throughout the UK. The organisations visited were as varied from small regional retailers, to rapidly expanding e-commerce sites, new to market beds and mattresses firms and independent medical suppliers. The whole trip was an excellent exercise in developing knowledge of different sectors, seeing old and new organisations of varying sizes, and hearing member’s business issues first hand. Sarah Lepak, BHTA’s Director of Governance and Policy Development, had carried out a mini-audit of terms and conditions for all the member companies visited, which was useful and very well received. One of the benefits of BHTA membership is up to half an hour of free legal advice from George Green LLP, which members have used to support them on issues like attempted cancellation by a customer after purchase. A topic that came up frequently in discussion was NHS procurement processes and supply chain information - this can be a difficult area for small assistive technology companies, given the complexity of the procurement process. BHTA provides frequent updates on changes to NHS procurement and new tenders, mainly in our weekly email newsletter, Today at BHTA. If you are interested in getting an individual update from the BHTA and meeting Greg, please give him a call as he will be out in your area soon. Greg can be contacted on 01933 272437, 07515 967323 or at greg.askew@bhta.com. For more information about the BHTA, call 0207 702 2141 or visit the website at www.bhta.com

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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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MP’s on the road Not sure if anyone has mentioned it to you, but there’s an election taking place in a couple of month’s time! That means everyone will be getting to see more of their MP’s no doubt. Two companies that have received visits recently are Mangar International and Nicholls & Clarke. Mangar welcomed the Leader of the House of Commons, William Hague along with the Conservative candidate for Brecon and Radnorshire, Chris Davies. According to the company, hot topics included skill shortages, the effect of a weaker Euro on export sales and support for businesses trading overseas. The photo shows Andrew Barker, Managing Director, William Hague, Roger Brereton, Sales Director and Colin Arnold, Finance Director. At Nicholls and Clarke, local MP Jon Cruddas was the visitor. Under discussion was how to adapt housing to enable people to remain at twion_PressBanner:Layout 1

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home, rather than be in hospital. In the photograph is, from left to right, Brett Amphlett (BMF), Stephen Forbes (N&C Deputy Chairman), Jon Cruddas MP and David Forbes (N&C Chief Executive). You can read more about each of the visits on the THIIS website where we are carrying the full stories. To read the Mangar story, visit the Newsroom section of THIIS and enter ‘William Hague’ in the search facility To read the Nicholls & Clarke article, visit the Newsroom section of THIIS and enter ‘MP visit’ in the search facility

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THIIS is produced by BHTA Engage: 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH Tel: 01933 278 086 E-mail: newsroom@thiis.co.uk Providing news and views in

the trade since 1999 BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.