THIIS May 14 by THIIS

ISSUE 188 • MAY 2014

THE HOMECARE INDUSTRY INFORMATION SERVICE

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

New figures suggest retailer progressing THIIS helps to create new partnership Long history and bright future for footwear specialist

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

Comfort Made Infinite

Rise & Recline Chairs by Wilcare

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When it comes to selecting rise & recline chairs for your exact requirements, our experience, design flair and established innovation simplifies the process for you. For all your healthcare furniture needs, call the experts at Wilcare. • Craftsman produced in our own factory • Quality engineered mechanisms & motors • Wide range of styles and fabrics • Bespoke & contract ranges

Wilcare (Wales) Ltd Vale Business Park, Llandow, Cowbridge CF71 7PF Wales, United Kingdom Tel: 01446 772227 Fax: 01446 772226 Email: info@wilcarewales.co.uk www.wilcarewales.com

contents $1 million for wheelchair development ............................. 8 Single issue training success for retailer ..................................... 10

From the Editor

Retailer figures reveal progress..14 Aktiv launch in UK ................... 18 New to the team ...................... 20 Mother of invention .................. 24 Putting pen to paper ................ 28

This month one of the articles is about a product designed by the mother of a disabled child (see ‘Mother sees her invention become reality’). It emphasises once again just how important customers are in this marketplace when it comes to product development. We see new products launched all the time in our marketplace that have been dreamt up and designed by people who needed to solve a problem for themselves or for someone they are caring for.

Guarantees for Trade Days visitors ..................................... 30 THIIS creates new relationship..32 Long history and bright footwear future ....................................... 42 Points of View.......................... 48 North-West show review.......... 50

In any marketplace, but perhaps more so in our own, it pays to keep in touch with customers and listen to what they are saying. They are a great route for product innovation and product development. On many occasions, they a lot more about why a product is good or not so good, than the people who are producing it.

Personal Budgets and retail ..... 60

It always pays to listen to customers, but when it comes to developing new products, it’s essential.

Read more about a footwear company with a long history on page 42

on the front

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

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

David N Russell AD4

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

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

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

Find out why on page 11 & 15

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

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

> Sales Representatives > Product Advisors > Service Engineers

> Marketing Managers > Showroom Managers > Customer Service Teams

Key Suppliers to Meet:

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

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

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

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

Jemma Dunn, MT Mobility Limited

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

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

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

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

First Name:

www.tradedays.co.uk

Surname:

Email Address:

Mobile Number:

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

Job Title:

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

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

Please write clearly to allow us to process the registration correctly

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

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

FREE DELEGATE PASS SIGN UP SHEET

One seat, hundreds of configurations from Platinum Standard on both Curved and Horizon straight stairlifts, the Ergo chair is exclusive to Platinum. The company says that, if there is one thing that all stairlift users have in common, it is that they are all different â&#x20AC;&#x201C; different heights, shapes, sizes and personalities. Platinum have designed a stairlift chair that they say will suit everybody. The ERGO has an adjustable seat-back which can be moved forward and back. The seat and seat pad can move up, down, backwards and forwards with the seat pad being available in both Ergo Standard and Ergo Plus shapes â&#x20AC;&#x201C; the Ergo Plus has a contoured edge, allowing shorterlegged users to tuck their legs further in and touch the footrest. In addition, the armrests can move outwards, up and down. The ergonomic joystick can be

used in two different ways, as either a button or lever. A lever-linked footrest means the footrest can be opened or closed without the need to bend down. It also allows for easy transfer of wheelchair users. A powered option is also available. The Ergo Chair is available in a choice of upholstery and comes as standard on both the Platinum Curve and Platinum Horizon range. For further information call 01535 631177 or visit the website at www.platinumstairlifts.com

YouTube information for retailers TGA has published two new YouTube videos demonstrating its puncture sealant and explaining why TGA Pre-Delivery Inspections (PDI) ensure consistent product reliability. According to the company, the TGA YouTube channel is developing into a popular source of information for TGA retailers as it hosts a wide variety of content. The videos on offer range from new scooter demonstrations, extreme product tests through to end user testimonials and now trade related sequences. The new TGA Puncture Sealant System video is presented by Dom Thomas, TGA Service Manager, who demonstrates why the new solution is so effective at protecting against flat pneumatic tyres. The brief and concise video is available to view and share at: www.youtube.com/ watch?v=jpXBnMvK6Es The second new video presents what the company says is an interesting interview with Justin Horne, who outlines the PDI policy

May 2014

from TGA. Justin Horne is one of the highly trained TGA Inspectors who are responsible for implementing a 33-point check on every mobility scooter before they are dispatched. This video can be viewed at www.youtube. com/watch?v=F2OKYTGrvB8 The TGA YouTube channel is at: https:// www.youtube.com/ user/TGAMobility

www.thiis.co.uk

E-mail: info@thiis.co.uk

Earn up to an amazing

£1,000 through the Stiltz Lift referral scheme:

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Lead Referral Scheme • Smallest footprint of any home lift. • A neat and discreet alternative to a stairlift. • Surprisingly aﬀordable lift options, prices start from just £8,999. • No load bearing walls required; it can ﬁt almost anywhere, even in a small cupboard. • Aesthetically pleasing; a lift to be proud of. • One day installation, with minimal disruption.

For more information call

0844 870 9087

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$1 million funding for new wheelchair WHILL Inc. has raised approximately $1M from investors to enable the company to create what it describes as ‘the next generation personal mobility devices’. The funds will be used for product development, production and sales of the initial product, and hiring of new employees. WHILL won a top award in June - the Launch Silicon Valley award and the company plans to launch its initial product in the US market in 2014. WHILL’s President and CEO Satoshi Sugie commented: “The fundraising provides us with not only the funds to move our business forward, but it also provides us with a valuable network of world class investors who can help propel our business to the next level.” Satoshi said that the motivation for the product design was when a wheelchair user said that he had given up on going to the grocery store two blocks away. “His reason was because he did not want to be seen as a wheelchair user. He disliked the negative perceptions of being ill or weak associated with wheelchairs. To solve this, we started to create an original mobility device just for him. After one year of development, we exhibited our work at the 2011 Tokyo Motor Show. We were overwhelmed by the positive reaction from all over the world. It was then we realized that it was not just him, but many people with difficulty

walking that desired this kind of innovation in this industry.” The company says that, unlike personal mobility devices that force you to sit in an inactive posture as if you’re sitting on a couch, WHILL Type-A lets you lean forward in a more active position and that the design team has created an unique technology for the wheel. “Our all-around wheel technology works well on different types of grounds. “We exhibited our work at the It also enables small 2011 Tokyo Motor Show. We were turning radius, achieving overwhelmed by the positive reaction excellence in both mobility from all over the world” and manoeuvrability.” WHILL Type-A is a fourwheel-drive vehicle and the radius of the front all-around wheels is 9.8 inches (25 cm). Its high power torque can handle grass, dirt, gravel and snowy grounds. It measures only 23.6 inches wide and 32.5 inches long. Satoshi adds: “Think of it as your PC mouse. You can maneuver it with one hand. It is very intuitive and very accurate.” For more information go to https://whill.jp

Uprated user weight for new Quickie Salsa The Quickie Salsa M HD has an uprated maximum user weight of 160kg and features a new adjustable rehab seating system. According to Sunrise Medical, the Salsa M HD’s MWD base provides excellent turning indoors, especially important for larger seat sizes. It also has an excellent forward and rearward stability, thanks to the Salsa M‘s proven anti-pitch system The Salsa M HD features the same rehab seating as the Quickie Jive – the Sunrise flagship premium powerchair. This rehab seat meets a higher level of clinical needs than the standard Salsa seat, as well as offering increased adjustments and a wider range of options, like 50° tilt for effective pressure relief. The new chair also has a new 50°

May 2014

tilt, which is clinically proven to provide greater pressure relief than a standard 30° tilt. The new anti-shear backrest achieves angles of -10° to 40° and the backrest articulates as it reclines, reducing shear and maintaining body positioning. Featuring JAY Comfort seating as standard, the JAY Comfort backrest is available in shallow contour, deep contour active or deep contour passive. More details from the website at www.sunrisemedical. co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

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Retailer produces single issue training day An option that more and more retailers are taking these days is to produce an event in their area that gets them in front of their customers or the professionals who can recommend them. We’ve also seen the emergence of a number of training days over the past few years too. Recently, Lynch Healthcare went further with a day devoted to one particular issue - Motor Neurone Disease. The company, established in April 2009, specialises in showering equipment, bathing, moving and handling equipment and has a number of installation and servicing contracts in both the private and public sector. Managing Director, David Lynch, explained more about the latest event. “We focused on Motor Neurone Disease as we have been working for some time with a few different therapists in hospitals in our area. It started off with me going to their internal training days and product awareness sessions. They liked what I had to say and so we started to develop the idea of a oneday event looking at just MND.” It wasn’t the first event that David and his team had run as he explained: “We have been developing our training programme over time and, like a lot of other people in the industry, we have run a number of events which entailed hiring a venue and going the extra mile, putting on something that is really worthwhile.” He added: “This time we thought we would do something a little different and focus on one particular area. Although we had always had healthy numbers of professionals coming to what we have put on, we have always also had some OTs saying that their manager would not let them attend. Having a very focussed approach meant that we could cover a lot more and so give even more value to the OTs. We had an expert speaking in the morning and then we looked at all the different products that would be useful for someone who had MND. In the afternoon, we focussed on not just showing equipment but every bit of equipment that was relevant to the condition such as the tilt-in-space products. With MND, breathing is a big thing so having someone in the right position in a shower chair is really important.” And David says that the event was a real success. “We were inundated with people and we could have filled it twice over. In the end we had about 70 professionals with us for the day. Around 50% of those were new contacts for us and we

May 2014

Focussing on one subject seems to have been a real ‘pull’ for professionals

were very pleased with that. At the end of the day, you are doing it to develop the business of course and you do need to see a return when you are “We have run a number of events putting together an event which entailed hiring a venue and like this that would have going the extra mile, putting on cost us around £2,500. something that is really worthwhile” It isn’t just the money though, it’s the time that it all takes to put together and if you are going to do it right, then you need to make sure that you get all the small details right as well as big things too. We went to town with the day and made sure it “Having a very focussed approach looked really professional meant that we could cover a lot more as that’s how we want the and so give even more value to the OTs to remember us as.” OTs” After the success of the first focussed event, David says that he is looking at others for the future. “We have had a couple of conversations with different people about Parkinson’s for example and paediatrics is another area that we “Around 50% of those were new will investigate. My wife contacts for us and we were very is a Paediatric O.T so pleased with that” she has a few contacts and we work with a lot of therapists focussing on that sector.” Call 0191 516 2080. The website is at www. All the little details were lynchhc.com covered, right down to the orange bow ties!

www.thiis.co.uk

E-mail: info@thiis.co.uk

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

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Red Dot Award win for Invacare The Invacare Colibri micro lightweight scooter has won a Red Dot Award. The scooter convinced a 40-member expert panel for the Red Dot Award: Product Design 2014 for its high design quality. Over 4815 entries from 53 countries were discussed and evaluated by the international experts. Colibri features Invacare’s LiteLock (patent pending) system, which allows the scooter to be easily and quickly taken apart and re-assembled without tools. It is designed in such a way that it’s easy to lift into and out of a car, making it the perfect travelling companion. Its ergonomic handlebar enables several hand positions to prevent hand and wrist fatigue. In addition, its small footprint makes it easy to manoeuvre and drive easily, even in limited spaces. The scooter also has a number of options including a bigger battery pack for longer driving time, larger wheels and seat suspension for increased comfort and a mix ‘n’ match colour concept that lets the individual choose between 5 different colour panels. These colour panels feature an easy clip-on mechanism and can be

easily changed to a different colour. The Red Dot Design Museum houses the largest exhibition of contemporary design worldwide and the awardwinning products from the Red Dot Award: Product Design 2014 will be presented in an impressive special exhibition from 8 July to 3 August 2014, and then on permanent display. For more information on the Colibri, go to www. invacare.co.uk

UK’s largest care event focusses on integration Current and former health ministers Norman Lamb, Stephen Dorrell and Andy Burnham will lead the integrated care debate at the UK’s largest social and primary care event Health+Care at Excel London on 25-26 June 2014. There are hundreds of other speakers from local authorities, clinical commissioning groups, public health and sector experts. The event first launched as The Commissioning Show in 2011 and has grown to encompass all aspects of health and care. The 2013 event attracted over 9,000 delegates and 200 exhibiting companies. The event comprises of 7 events together in the same space, alongside the UK’s largest primary care sourcing floor. The 7 events are for Commissioning, Integrated Care, Home Care, Residential Care, Care Commissioning, Public Health and Technology First. Delegates include GPs, Clinical Commissioning Groups, Commissioning Support Units, Local Teams, Secondary care leads, NHS England, Public Health leaders, Directors of adult and children’s services, Commissioners of care, Senior social workers and Providers and managers of residential and home care settings. Programme director, Mike Broad explained: “Even before the doors closed on last year’s event, we have been working hard with our partners to build a programme that blends hard-hitting policy updates with real life experiences from the front-line of social care. From service users, commissioners of care and heads of service, to ministers of state; there will be updates, advice and ideas from every corner of adult and children’s care provision.” The website for the show is at www.healthpluscare.co.uk

May 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

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New figures suggest retailer progressing The Chairman of DHAIS Plc, which includes the Hearing & Mobility stores, has reported that the business has progressed generally in line with expectation. Mark Moss said that the results for the first 6 month period to 31 December 2013 show an increase in Group turnover to £4.7 million with a profit of £74k compared to turnover of £3.8 million for the equivalent six month period to 31 December 2012 in which there was a profit of £46k. The Group activities continue to comprise of the parent company’s marketing activities based in London and its subsidiary, Hearing Health and Mobility Ltd (HHML)’s retail activities of Hearing and Mobility stores which are spread across the UK with its central offices now based in Cardiff. Mark told us that HHML now operates 15 Hearing and Mobility stores and has increasing numbers of new customers to supplement the established customer base with lots of inherent goodwill in respective communities. The stores now include Crowborough in Sussex following the acquisition of Owen Hearing Ltd in July 2013. “Sales and service are provided inside our stores and in customers’ own homes” he explained. “Both routes to market are as important as each other, to us and to our customers. The stores which are based predominantly in the South and in the Midlands are now supplemented with associated stores and representation in 10 Northern towns. We therefore have national coverage between our own employees and associates. The Northern towns include Macclesfield where we operate hearing aid services within Express Hearing & Mobility, a local long established store in which we have use of a consulting room.” Mark told us more about the mobility division of the Group, Keep Able.

May 2014

“Following acquisitions and subsequent rationalisations and reorganisations over the last five years, the Group is now growing its sales organically whilst at the same time considering Chairman Mark Moss carefully targeted acquisitions in strategic areas says that the Group is to further consolidate in a highly fragmented now growing its sales organically market and gain from economies of scale and experience.” Mark suggests that, although the marketplace isn’t an easy one, the opportunities are definitely there. “A number of other “Both routes to market are as Mobility operators have closed down within the last important as each other, to us and to 12 months given difficult our customers” conditions for raising cash for stock and working capital, some have chosen to retire. There are others presently who seek to sell their businesses in order to retire.” He added: “There is no doubt that our core market of the over 55’s is growing rapidly and the demand for our products is increasing as the average age of the population rises. “A number of other Mobility operators Also, there is a growing have closed down within the last 12 expectation that the months given difficult conditions for financial constraints and raising cash for stock and working commitment within the capital” NHS will lead to further opportunity for well-run private operators, as out sourcing providers. Our offerings include now over 850 stock lines for customers to choose from in store, or in the comfort of their homes.” Mark says that new technology is driving the hearing aid business. “The Hearing Aid division is buoyed up consistently by new products at There are 15 stores in the group

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E-mail: info@thiis.co.uk

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

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the top end of the market, especially with new technology to help ‘understand speech in noise’ and we also have even more consumer friendly “invisible” products than ever. Some products are designed to link directly with iPhones and TV monitors, plus there is direct streaming and wireless linkage for clarity and convenience.” And he adds that the BHS marketplace is changing as always. “Hearing Aid sales have increased faster than Mobility sales during the six month period to 31 December 2013 as we have taken opportunities in what we regard as still being a highly fragmented market place. At the lower end of our market we have the changes in distribution to NHS patients to consider. Some members of the private sector are becoming more prominent in the Government’s plans with AQP (Alternative Qualified Providers). The effect on us is generally neutral as far as we are concerned. We are not completely ambivalent to this and generally welcome these changes as the private sector becomes more closely involved with mass distribution amidst the unique ‘2 tier’ market place whereby potential users have a choice between NHS and the private sector to obtain a hearing aid.” Mark believes that the physical locations are still very important going forward. “As other retailers exit shops, we may be able to take their place. As internet enquirers call into shops for service and advice locally, even if their purchase

journey starts on the web, we are able to provide excellent solutions and a full service. The Directors of the Group are content that we are in the ‘right market space’ and ‘at the right time’. Our existing “Our offerings include now over 850 customers grow older and stock lines for customers” seek more of our products. We have the exceptional capability of nationally stimulating our market with effective press advertising and also by generating lots of enquiries from our stores.” Mark concluded: “The Group has a robust and sustainable business model going forward. We have aspirations to replicate the success of our business nationally. The Group is already amongst the leaders in its sectors, perhaps one of the top 3 mobility retail groups by store numbers “As other retailers exit shops, we may (which number between be able to take their place” 10-25 stores) and has an ever expanding range of products and services to serve a growing and ageing population. The prospects for business growth are substantial. Our core business model is strong and expandable, and there are enormous barriers to entry for competitors and newcomers.” The company can be contacted on 02920 666888. The website is at www.hearingandmobility.co.uk

Team Invacare take on Snowdon Back Up is a unique national charity that inspires people to transform their lives and challenges perceptions of disability. Every year, a number of fundraising events take place around the UK to raise both awareness and funds for the charity in order to transform the lives of those who have suffered a spinal cord injury. To support Back Up, Invacare has put together a team to take on The Back Up Snowdon Push challenge. This involves conquering one of the highest mountains in the UK at over 3,500 ft high with a team of 15 people walking, climbing, pushing and pulling a wheelchair user to the summit and back, covering around 8 miles of mixed terrain. The company reports that, surprisingly, it didn’t take long to find a willing volunteer to join the team and having already tackled Pen-

May 2014

Y-Fan last year, Josh Davies is looking forward to taking on Snowdon with Team Invacare this July. Josh was paralysed from the waist down in an accident two years ago but hasn’t let anything get in his way; recently completing the ‘Ride to the Rugby’ challenge for Shelter Cymru. With just under three months to go, preparations for the challenge are well under way. Josh recently visited Invacare to be measured up for a purpose built bespoke chair, and the team have successfully completed their first practice climb up PenY-Fan. Former Welsh Rugby Captain Colin Jarvis, who took part in the ‘Ride to the Rugby’ challenge with Josh earlier in the year, is also supporting Team Invacare and joined the team during their practice session. For further information call 01656 776236.

www.thiis.co.uk

E-mail: info@thiis.co.uk

Aktiv launch in the UK Aktiv Wheelchairs has launched a new office in the UK aimed at focusing on development and support of the Aktiv wheelchairs range via a network of retailers throughout Great Britain. Opening the new office in Coventry, England, the company says that it wants to expand its reach and develop retailers for its premium range of standard and modular wheelchairs known as the Aktiv X Series. The X Series ranges from a basic steel model (X1) through to complex Tilt & Recline paediatric and adult chairs (X7 & X8 respectively). Aktiv says that the X- Series aims to suit a large portion of users who do not need or wish to spend lots of money on features they do not use. It also aims to de-mystify the options available, allowing for simpler choices and offering complex product only when necessary which can therefore be reflected in the price and result in cost savings. Andy Haines, General Manager, told us: “The X-Series are manufactured from high quality materials and all successfully crash tested in the UK to ISO717619:2001 and compliant to EN12183 giving retailers a new and aesthetically pleasing brand to offer their customers.” He added: “AktivUK will guarantee that your order is dispatched within 24-48 hours of receipt of order. All carriage is included in the price and part of the service. Spare parts are held in stock in our Warehouse for fast efficient delivery.” And Andy says that the company is looking to support retailers in a way they are not always used to. “We will involve them in future developments and will work with them at a level most retailers can only hope for from a supply partner. After all, their business success is our business success, and if we support them we hope they will support us. I want to develop a ‘family’ of retailers who all feel part of the progress and won’t trip over their competition on their doorstep, and if and when things go wrong, fix them quickly and without fuss – values I personally hold dear having been a small business owner and mobility retailer myself.

May 2014

As part of the UK development, the company will be on the exhibition floor at the first Trade Days event in October. “When I first heard of Trade Days, my first thought was - groan, another exhibition” Andy said. “However, I soon discovered that it is going to be the first true trade show in this industry that I have heard of in the UK. I then decided it was going to be interesting! I’m looking forward to the ‘official’ launch of our latest venture at the show.” To register your interest in Aktiv wheelchairs please contact sales@aktiv-wheelchairs.co.uk or 01384 429700. The website is at www.aktiv-wheelchairs.com

www.thiis.co.uk

E-mail: info@thiis.co.uk

Special offer

Stella/160 stand aid Due to a cancelled export order we have the Stella Stand Aid at this unrepeatable price, plus you get a medium standing sling worth £150 FREE! (while stocks last)

SRP £1850 Offer price:

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Product highlights

• Compact. Small turning radius. • Detachable footplate. Cut away for easy toilet access. • Height, depth and angle adjustable knee pad support. • Tiltable, padded knee support, height and depth adjustable. • Charging through the hand control and wall/ table charger. • Electrical leg spreading as standard. • Emergency lowering function on the lifting actuator. • Mechanical emergency lowering. • Accessories include removable battery and charger for off board charging.

Ergolet • The Courtyard • Wellington Road North • Stockport • Cheshire SK4 1HT • Tel: 0161 477 7900 • e-mail: info@ergolet.co.uk • www.ergolet.com

New to the team

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

Nigel joins Primacare Nigel Hall has joined Primacare as Sales Manager. Nigel fulfilled a similar role for A.J.Way for 18 years and been in the furniture industry for 39 years. The company says that the appointment of Nigel coincides with its aim to concentrate and expand in the retail market with an extensive range of bespoke chairs. Part of Nigel’s remit is to promote the new ‘Prestige Collection’. Nigel will be covering the South West, Wales, East and West Midlands, East Anglia and the home-counties while Gerry Ixer still covers the South East. Nigel Can be contacted on 07972 590325.

Keeping it in the family at Sidhil George Heaton has taken his leave after 44 years of service with Sidhil. As he retires his son, Scott Heaton, another long serving Sidhil employee, takes over his role as works engineer. When George first began work at Sidhil back in 1970, the company was best known for its tubular steel healthcare furniture. Today, the company is the only remaining volume manufacturer of hospital beds in the UK, designing and producing advanced electrically controlled beds for hospital and community use, selling products as far afield as Australia, Africa and the Middle East.

From left to right - James Ibbotson, MD at Sidhil, with George and Clive Siddall, Director

May 2014

As a family company, founded more than a century ago, Sidhil has a history of long serving employees, but George holds the record by quite some way, with the exception of Chairman Peter Siddall. To mark the event, the company organised a presentation ceremony, where George was given the proceeds of a collection held amongst his colleagues and a BOSE sound system from his appreciative employers. The photo shows, from left to right - James Ibbotson, MD at Sidhil, with George and Clive Siddall, Director

Cornwall Mobility Centre appoints new Chief Executive Following the retirement of Michael Grace after over two decades of service, ten of it at the helm, Cornwall Mobility Centre has announced the appointment of a new Chief Executive. According to independent charity, Edward Trewhella brings significant expertise from his background in the engineering, healthcare and education sectors, where he has demonstrated considerable business and management talents, specialising in marketing and partnerships development. Chairman Professor Colin Roberts said: “This appointment marks a key step in our development as an organisation of choice for all those in the southwest concerned with the provision of mobility aids and other assistive technology. Edward will enable us to implement partnerships and develop the very best solutions to bring benefit to persons with a disability.” Cornwall Mobility Centre is based next to the Royal Cornwall Hospital at Treliske. The Centre specialises in the professional assessment of users’ needs followed by the impartial recommendation and supply of suitable solutions and equipment. The Centre is fully accredited with Motability and DVLA, and is staffed by leading professionals in the field. The Centre can be contacted on 01872 254920. The website is at www. cornwallmobilitycentre.co.uk

New Area Sales Manager A J Way and Kirton Healthcare’s newest Area Sales Manager, covering the South, is Tom Lutener. Tom’s primary role is to visit and develop A J Way and Kirton’s existing network of retailers and help to increase sales through training, awareness days and marketing activity, together with helping to identify and develop new retailer relations. Beverly Lawrence, Kirton Group CEO, said: “We are delighted to welcome Tom to the A J Way and Kirton teams. Being a qualified Osteopath, Tom is bringing a wealth of knowledge regarding good body positioning and the importance of correct posture. He is a confident and passionate individual who will be a great addition to our retailer team, and we are all looking forward to working with him.”

Radcliffe add to sales team Radcliffe has appointed an additional Area Manager as part of the company’s plans to strengthen and develop the sales team. The company says that Gerald Emery (Ged) has a wide range of skills within sales and sales management, plus the experience of running his own successful company - giving him a good understanding of business and commerce. His expertise within the Healthcare sector includes dealing with members of the public and business to business, both within the sales process and after care customer service. He also has a proven track record of managing a successful sales team and recognises the importance of ongoing training and development As Radcliffe’s Area Manager for the Midlands and North, Ged has relocated to his home area of County Durham after five years away, he is delighted to be back and looking forward to developing customer relations and building Radcliffe’s business opportunities.

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E-mail: info@thiis.co.uk

NEW OPPORTUNITY MANUFACTURER LOOKING FOR RETAILERS

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Horizon Mobility Ltd has been appointed the UK distributor for the American built Amigo TravelMate scooter. With a durable but lightweight aluminium frame and lithium batteries, these scooters are built to last. The THE OT SHOW RETURNS TO THE NEC, BIRMINGHAM ON THE 26TH & 27TH NOVEMBER 2014 TravelMate folds into one piece, weighing a manageable 24 kg

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New to the UK market, the26th TravelMate the first Amigo and 27this November 2014 scooter to be widely distributed. With benefits including high NEC Birmingham quality construction, simple folding and a 2-year manufacturers warranty, the TravelMate is a contender THE 2013 SHOW FEATURED: in the small folding transportable's market. • 2,188 OT’s in attendance • 162 Exhibiting companies

BENEFICIAL MARGINS • 92 Education sessions “Very good show for us lots of OTs and we have been very busy. We have launched a new product here at the show and it has been great for that. We have booked already for next year because it has been so brilliant.” Les Jones, Careflex “A very interesting show with high calibre delegates. Over 50% of the people we have spoken to have been senior level OTs.” Caroline Milne, Pivotell

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• 56 Hours ofisCPD The Amigo TravelMate not available on the Call 01242 223000 internet, and exclusive selling areas are visit the website = MORE THAN OTs Or RETURNING TIME SPENT % = MORE THAN available who act quickly. 60to%retailers 28.8 74.1% 5-7 HOURS ONE To DAY IN 2014 AT SHOW www.amigoscooters.co.uk seize the opportunity to promote this If you want to talkproduct to OTs, then to us... your exciting andtalkincrease With 3,000 OTs expected, and over 200 suppliers already booked, the sales, contact Horizon Mobility Ltd.

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Equity investment funds Clearwell expansion Clearwell Mobility has secured equity investment to fund an expansion of the business across the South East. The investment of £300,000 will enable the Burgess Hill based firm to open a further 8 showrooms bringing the total to 14. The new openings will take place over the next 2 years creating up to 60 new jobs and doubling the size of the company. Duncan Gillett, Managing Director of Clearwell Mobility told us: “We are delighted to have secured funding for this ambitious expansion. Clearwell has established a strong reputation and we look forward to extending the company’s reach. The confidence shown in the business by the investors is a real boost for our hard working and loyal staff. ” The company currently operates 6 showrooms across East and West Sussex. The business was established by husband and wife team, Duncan

and Natasha Gillett, in 2004 with a single showroom in Brighton. The company has grown to become the largest retailer in the Sussex with additional showrooms in Worthing, Hove, Seaford and Polegate and is the largest provider “The confidence shown in the of Motability funded business by the investors is a real scooters and powerchairs boost for our hard working and loyal in Sussex. The company staff ” has an annual turnover in excess of £2m. The website for the company is at www. clearwellmobility.co.uk

Platinum expand Horizon straight stairlift range Building on what the company says is the success of their Horizon Plus straight stairlift, Platinum Stairlifts has launched a basic version, the Horizon Standard. The Horizon Standard features Platinum’s fully adjustable Ergo chair, with a digital diagnostic display in the arm and touchcontrolled motion technology. Two infra-red remote controls and a retractable reel seat belt are supplied as standard. The anodised aluminium single rail is unobtrusive and is tailor-made to fit any staircase, with rail angles

ranging between 25o and 62o. Hinged sections are available to accommodate obstructions at the bottom of the stairway. The chair supports a maximum user weight of 140kg with a choice of upholstery and optional Ergo+ seat for optimised positioning of legs - especially beneficial for shorterlegged users. The Horizon+ model also offers powered swivel and levered footrest options. The Horizon range is also available in a waterproof, outdoor use option. For further information call 01535 631177 or visit www. platinumstairlifts.com

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Mother sees her invention become reality A mother who could not bear to see her son with cerebral palsy sitting in a wheelchair most of his waking day, and so created a device to help him on his feet, has seen her invention launched worldwide. The Firefly Upsee has been launched by Leckey. It is a standing and walking harness for children with motor impairment and is expected to attract global demand as the first product of its kind. It has already been trialled with families across the UK, USA and Canada with positive results. Debby Elnatan wanted a harness support that could improve her son’s mobility skills. She explained: “When my son was 2 years old, I was told by medical professionals that ‘he didn’t know what his legs are and has no consciousness of them’. That was an incredibly difficult thing for a mother to hear. I started to walk him day after day, which was a very strenuous task for both of us. Out of my pain and desperation came the idea for the Upsee and I’m delighted to see it come to fruition.” The system includes a harness for the child, which attaches to the system’s adult belt, and

specially-engineered sandals, which allows the parent and child to step simultaneously and leaves their hands free for play and other tasks. A team of designers, engineers, textile experts and therapists have worked on the project since 2012. Firefly’s Clinical Research “Short-term, the Upsee improves Manager and occupational special needs family participation and therapist, Clare Canale quality of life” said: “Short-term, the Upsee improves special needs family participation and quality of life, while research suggests it has the potential to help the with physical and emotional development in the longer term.” The website for the product is at www. fireflyfriends.com The new Upsee has had a good deal of coverage in the national press recently

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Care & Mobility Show launches in UK Following the launch of The Care and Mobility Show in Dublin, taking place at the RDS on 13th - 14th June 2014, Medcare Events has announced that an agreement has been reached on a UK roll-out of Regional events, beginning in September 2014 in the South-West of England. Using the same name and similar format, the organisers plan a series of events, based upon large regional demand. The inaugural event will take place over the weekend of 6th7th September at The Royal Bath and West Showground which the company says is ideally located for the South-West of England. The organisers say that, when evaluating the UK regions, it was quickly established that the South-West of England included some very significant population traits which are influenced by the high level of residents choosing to retire in the region. They include 19.7% of the population aged over 65, the highest in the UK, 18.5% of people having an issue with day-to-day activities, nearly 850,000 people caring for a loved one and one of the highest average house-hold disposable incomes in the UK. Commenting on the development, Philip McGaley, Director of Medcare Events said: “When we initially conducted market research for The Care and Mobility Show in Dublin, we also utilised comparative data for the UK. Interestingly, although the UK and Ireland are very different

in many ways such as how the health system operates, we identified significant similarities in the demographics and most importantly; the market need for such events.” Medcare Events has partnered with media specialists Media Shed who will handle all UK exhibition stand bookings and event sponsorship on a local level. Philip added: “Staff have now been recruited and are in place to work with exhibitors to ensure they gain the best opportunities and return on investment from the South-West event.” Ian Carter, Director of Media Shed said: “Media “We identified significant similarities Shed has a track record in the demographics and most of working on some of the importantly; the market need for such UK’s leading healthcare events” events, and we’re delighted to be working with Medcare on the Care & Mobility Shows – which bring a new dimension to the sector.” For more information, call Event Sales Manager Jon Streatfeild on 0207 183 1815 or by e-mail to info@careandmobilityshow.co.uk

Completely customisable rigidframe manual wheelchair A new light, completely customisable ridged-frame manual wheelchair has been launched in the UK by Ottobock. According to the company, the Voyager Evo wheelchair is made to the highest quality, designed for active wheelchair users and is nearly indestructible. Recently granted a ‘Red Dot Award’ for outstanding design, Ottobock says that the chair has been recognised globally for its unique modular construction and material mix. The innovative design, quality and functionality of the Voyager Evo allows the wheelchair to be completely tailored the individual. The Voyager Evo features an aluminium or carbon fibre frame and the components can be constructed in, titanium, magnesium or aluminium in order to suit any lifestyle and budget. Modifications can also be made to the seat width, seat depth, tipping point, back angle, clothing protector lip, foot plate and wheel locks. There is also a range of colour options. The website is at www.ottobock.co.uk

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A classic case of putting pen to paper There are lots of easy ways to get yourself some free publicity and one of them is by writing a letter to the papers. In THIIS magazine we have carried a number of letters over the years – some funny, some angry and some that have sparked a considerable amount of debate! If you are going to write a letter though, then it might as well be to one of the top titles in the world and so enter Charlotte Gillan, Managing Partner of Classic Canes who penned a short note to the Editor of the Times and managed to get the company some coverage. Charlotte explained: “There has been a longrunning series of letters in The Times about uses for old copies of the Times e.g. lighting fires, cigarette papers etc.” Charlotte decided to get involved in the debate. Her letter read: “Sir, We recyle old newspapers as packaging when we send products to our customers around the world. Some Anglofile customers now specify a particular paper. You will be pleased to know that The Times is the first choice of our Swedish, Italian and French customers. However, the Germans prefer our Western Gazette because the articles are funnier. The stories usually concern lost cats and punch-ups in Chard town centre. I hope this feedback is of value to your international news editors.” The item was seen by a lot of people and, as Charlotte added it sparked responses. “We were very pleased to find that some of our account holders read the letters page of The Times too and we’ve had lots of emails. One mobility retailer made us laugh because they said we are their only supplier to use the FT as packaging; everyone else uses redtops.” So, the next time you see a comment, a debate or argument that you could get involved with, why not consider popping a short note or letter through to the editor – you never know what might happen!

Classic Canes was also in the news at this year’s Spring Fair International at the NEC where the company marked its twenty-fifth consecutive appearance at the show. Founder Partner Diana Porter has attended all twenty-five exhibitions. She told us: “Our business has grown a lot since we first attended the Spring Fair with a much smaller range of walking sticks and a backdrop I ran up on my sewing machine.” The range now comprises of over 700 models, available throughout the UK and in more than 40 countries worldwide. The company will be exhibiting at Trade Days in October. For more information, call 01460 75686 or visit www.classiccanes.co.uk

A letter to the editor is a good way to get some free publicity

Charlotte Gillan, Managing Partner, Diana Porter, Founder Partner and Laura Gowers celebrate 25 years on the show floor at the Spring Fair.

OpeMed Install a Changing Places at Tesco’s A major landmark project for both the co-sponsor of Changing Places, Opemed and Tesco’s marks the second of the big four supermarkets to install a Changing Places in the UK. The first was installed in the Asda sore in Sheffield. The brand new facility features a ‘typical’ Changing Places specification of a Ceiling Hoist and XY frame, a Height Adjustable Changing Bench, an Assisted Sink, Grab Rails and a Privacy Screen. The website for the company is at www.opemed.net

May 2014

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Guarantees for Trade Days visitors With five months to go before the first Trade Days event opens its doors, the number of exhibitors continues to grow and it is expected that the launch event will see some 120-130 companies on the exhibition show-floor. What makes the show different is that every single one of them will be at there to talk to and do business with retailers and other members of the trade. The registration for the event went live a couple of weeks ago and Show Director Matthew Butler is encouraging retailers to register early so that they get all the news about the event as it is announced. “Trade Days will be unlike any other event that retailers in this market have been to” he told us. “We are guaranteeing a number of things. Firstly, that anyone attending will learn something from the 50+ seminars taking place that they will be able to take back and implement in their business straight away. We will also make sure that they have all the time they need to talk business in a professional environment with new and existing suppliers. We know that retailers will find new products to benefit their business and their customers and there are plenty of companies exhibiting that do not go to other shows and over 60 of the companies we have at Trade Days were not at Naidex this year either.” Matthew is also confident that a visit to Trade Days will benefit retailers financially too. “Unlike any other show in the UK in this marketplace, the two days are going to be all about business, margins and profits. Exhibitors will be able to style their stands with just one audience in mind, the retailers and that will be good for both visitors and the companies looking to meet them and do business with them. Retailers will save money with plenty of trade-only deals on offer, deals that will only be available during the two days of the show.” Finally, Matthew believes that bringing team members to the event will also be productive. “We are sure that team members will leave the event inspired and with lots of new ideas. We are confident that anyone coming to the show will very quickly understand why the trade wanted to create its own new event and they will want to come back next year.” Isagi is one of the companies to have booked a stand recently. Managing Director, Andrew Guilbert said: “Isagi took its name from the saying ‘It Seemed A Good Idea’. So it seemed another good Idea for us to participate in Trade Days as our patented nonslip fabrics are used by manufacturers in the mobility sector and our range of nonslip products are stocked by retailers. This is an ideal way of meeting both types of customer in a focused exhibition, and for us to show our new products, grow both our manufacturing and retail relationships.”

May 2014

Sandpiper Shoes has also been added to the exhibitor list. Managing Partner, Michael Railton said: “Sandpiper Shoes is looking to expand their approved stockist base in the coming months, and are pleased to be exhibiting at Trade Days to allow existing The exhibition floor has been extended due to retailers to view the strong demand, but will exciting new product developments, and potential not be growing any further for the first event and so clients to obtain a greater understanding about space is now very limited how Sandpiper Shoes can increase the footfall in for companies thinking a retail mobility store. A ‘trade only’ event without about having a stand at the new trade only show the distraction of ‘end-users’, really allows a strong focus on what support is available to the retailer to enhance the customer experience and understand how being a Sandpiper approved stockist gives a retail shop an unfair advantage over the competition!” And retailers continue to “Trade Days will be unlike any other give support to the event. event that retailers in this market Phil Moore of the Care have been to” Team said: “It has always been important for retailers to work closely with their suppliers and, with a ‘trade only’ focus, Trade days provides the right environment for businesses like ours to be able to sit down with existing and new suppliers and have the time to talk properly about how we can move forward together.” And Jeanette Warner, “Unlike any other show in the UK Director of Better Mobility in this marketplace, the two days Limited added: are going to be all about business, “We are really looking margins and profits” forward to attending Trade Days, it’s much needed, and so overdue! Until now individual manufacturer shows and large healthcare shows were our only option, this will gather all of the relevant people together in the perfect environment to further all of our businesses.” Trade Days takes place on October 5-6 at the NEC. To see the full list of exhibitors, read the 70+ supporting comments from both retailers and suppliers and to register for the event, go to www. tradedays.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

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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THIIS helps to create new partnership I’m sure people question why they should spend the time and effort to send in details of their company, or products to a magazine like THIIS. However, as we have said on many an occasion, the results can be well worthwhile. Here’s the latest example... In the January issue of the magazine we published an item entitled - Export market the target in 2014. The subject was Mackworth Healthcare and the company’s growth overseas and its focus on more business from more countries in the future. It seems that, within a matter of day of the publication of the magazine, Irish distributor Healthcare 21 contacted Mackworth Healthcare to discuss the possibility of accessing their products exclusively for the Irish market. Jim Hughes, Business Manager of Healthcare 21 explained: “I have been read THIIS magazine for many years now and often find the articles very interesting. I am also keen to know how our neighbours across the pond are doing. As it happened, I was actively looking for a new moving and handling product range and was delighted to read about Mackworth Healthcare in the January edition.” Jim added: “I knew the company’s Managing Director - Neil Smith, having worked with him many years ago. I gave him a ring on the after reading the article and the rest is history. We have gone from strength to strength in the Irish market with these excellent products. Mackworth’s speed of service to Ireland is critical and allows us to service our customers very well.” And Jim kindly commented: “I think it is essential that we all continue to support a trade magazine that offers so much to our marketplace, particularly after this great introduction.” From Neil’s point of view, the move comes on top of what has already been a ‘fabulous year’. He told us: “The fact that the readership of the magazine extended to a market that we have actually struggled in of late was absolutely the

The company has just moved into new premises

perfect opportunity for us. I had worked with Jim and of course Healthcare 21 achieving much success in a former life, therefore it was with a very easy decision to rekindle the relationship and continue our aggressive strategy towards brand exposure in the Irish market. Jim and the team have undertaken full training and are proving to be a truly professional outfit, with some great sales results so far.” And Neil has this message to anyone looking to find new partners. “Thanks to THIIS again for all the help. I would encourage others in a “I was actively looking for a new similar position to look at moving and handling product range” these great free marketing opportunities.” The company has also just completed a move into much larger, state of the art manufacturing premises. Neil told us: “Last year’s success took everyone by surprise in honesty, including myself. We kept investing and further expanding again and again until such time that we simply ran out of space at Mackworth Healthcare the old site.” and Healthcare 21 are working together as a He continued: “In order to maintain and improve result of an article in the quality standards, there comes a time when it is magazine important both operationally and from a quality management perspective to have sufficient space in order to ensure that output and indeed excellent product quality is achieved. In addition, when manufacturing high quality products for the healthcare industry, aesthetics and the true perception of quality to our customers is also important. The new premises most certainty gives us greater space and the real vision of high quality, British manufacturing, of which we aspire to.” The additional space has also given the

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company other options too as Neil told us. “We now have a purpose built showroom to host customer’s visits and of course to conduct patient’s assessments. An abundance of appropriate meeting rooms are available, improved canteen and recreational facilities for the staff and most importantly a modern manufacturing and warehouse site that will give us sufficient space for growth over the next 10 years and beyond.” Specialist test rigs are also incorporated. “We have specialist test rigs, not only for our established slings but also our latest Mackworth hoist range. These rigs, along with our large quality and final inspection areas ensure our commitment of 100% zero tolerance of defects is achieved.” The new address is: Mackworth House, Millers Avenue, Brynmenyn Industrial Estate, Bridgend, CF32 9TD. All telephone and e mail addresses remain the same. The website for Heathcare 21 is at www. healthcare21.ie or contact Jim on 00353 876 232039. The website for Mackworth Healthcare is at www.mackworthhealthcare.com

Quickie Jive R2 - High-end performance with outstanding adaptability The Quickie Jive R2 incorporates impressive outdoor and indoor performance. Its compact durable base provides great stability and control, whilst powerful motors and independent suspension enable the Jive R2 to achieve speeds of up to 13kph without compromising on manoeuvrability. The Jive R2’s seating system is sleek, beautifully designed, highly adjustable and colour-coded to match the chair, it also enables easy adjustment of the armrest and seat. The Quickie Jive R2 is crash-tested in accordance with ISO 717619 and approved for transportation in a vehicle. It’s also compatible with the Dahl docking station to make transportation even easier. The chair can be personalised by assigning commonly used commands and setting to a single button with an R-Net controller. Alternatively, Bluetooth can be added enabling the user to control a smartphone or tablet; or the environment can be controlled with an Omni controller. Special controls can also be fitted if a joystick is not suitable. Other great features of the Quickie Jive R2 are the low seat to floor height, starting at just 43cm; the integrated lights to combine safety and style and the fact that the Jive R2 can be retro-fitted with a kerb climber to enable it to climb kerbs of up to 10cm. The Quickie Jive R2 is available from approved Quickie dealerships and also through the Motability scheme. To find out more visit go HERE www. SunriseMedical. co.uk

The range will now be promoted in the Irish marketplace

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23/05/2013 15:35

From the Naidex showfloor

NAIDEX IS THE LARGEST DISABILITY, REHABILITATION AND HOMECARE EVENT IN THE UK Featuring the latest products and services to aid independent living, the show brings together healthcare professionals, retailers, buyers and the public. Visit the show and you can: Discover the latest products available, all under one roof Attend a free CPD-certified conference Meet experts and get independent advice

Naidex took place a week or so ago. The show was different this year, with an increasing amount of floor place given over the adapted vehicles.

FREE

That’s not surprising after the decision by the 300+ 200+ exhibitors

hours of free organisers oflearning the Mobility Roadshow to step unrivalled ENTRY! NUMEROUS EXCITING back this year and consider the future of a SHOW FEATURES show that was originally produced to focus on dex.co.uk/national the driving experience of visitors looking for a specially adapted vehicle. ON BROUGHT TO YOU BY As always, there were lots of people from lots of different target audiences – end-users,

professionals of all types, care homes, access consultants, students and trade. Here are just a few of the latest products they will have seen during their visit. We’ll have more from the 2014 event in future issues.

11/04/2014 16:20

New scooter offering for retailers TGA unveiled the larger 4-wheel version of its Minimo scooter, the new folding 8mph Maximo. The Maximo provides a larger, 4-wheel version with greater 17.5 stone (115kg) user weight capacity with more range, features and comfort. It 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, one-handed operation and requires no parts to be dismantled for storage. Despite its longer and wider chassis, 580 x 1160mm respectively, the scooter can be easily stored in the boot of an estate car or 4x4. The company says that the powerful 270w motor and high quality S-Drive controller provide significant performance with a range of up to 12.5 miles (20km). Daniel Stone, TGA Managing Director said: “Combining fold-ability with feature-richness is now a reality. We understand retailers always need suppliers to be continuing evolving their product portfolio with exciting and original concepts to entice business into showrooms. We feel confident that the new Maximo will do just that.” The Maximo also incorporates high visibility, low energy LED lights and a fully adjustable, folding orthopaedic seat. Call 01787 882244 or visit www.tgamobility.co.uk

Two new chairs for Karma Karma Mobility describe the new Karma Morgan powerchair as ‘a great all round companion’ with excellent indoor and outdoor capabilities plus a small turning circle of just 65cm for great indoor control. The narrow width of just 60cm makes it easy to cruise through doorways, into lifts and around confined spaces. There is also the option of different colour choices to personalise the chair. The Karma Leon has an exceptionally narrow wheelbase for agile manoeuvrability. It has full suspension and a top speed of 8 mph and is available in a range of colours Mark Duffield, General Manager at Karma, said: “Both products are state-of-the-art and have been designed with users’ comfort in mind and the fact that both are available in a range of colours means users can customise and personalise the chairs to their own taste.” The website is at www.karmamobility.co.uk.

The Morgan has a a small turning circle of just 65cm

The Leon has an exceptionally narrow wheelbase

May 2014

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E-mail: info@thiis.co.uk

S T Y L E I N N O VAT I O N C H O I C E ERGO LITE WHEELCHAIR The Ergo Lite is our lightest wheelchair to date, weighing just 8.3kg (17lbs) complete. This has been achieved without compromising the strength and durability you would expect from a Karma product. It also has Karmaâ&#x20AC;&#x2DC;s patented Ergo seating system for increased comfort and Aegis microbe shield to keep the upholstery fresh.

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

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

NAIDEX IS THE LARGEST DISABILITY, REHABILITATION AND HOMECARE EVENT IN THE UK

AJ Way add to range

Featuring the latest products and services to aid independent living, the show brings together healthcare professionals, retailers, buyers and the public. Visit the show and you can: Discover the latest products available, all under one roof Attend a free CPD-certified conference Meet experts and get independent advice

A J Way, part of the Kirton Healthcare Group, launched three new bespoke seating ranges at the show The Hallingbury range (pictured bottom right) is the latest addition to the family of triple motor 300+ 200+ recliners. It is underpinned by Fitform of free FREE exhibitorsriserhours unrivalled learning Vario, a triple motor technology that enables ENTRY! NUMEROUS EXCITING SHOWthe FEATURES user to operate the tilt-in-space, legrest elevation and back recline independently of dex.co.uk/national each other. ON Options BROUGHT TO YOU BY such as waterfall backrest cushions and wings are available, with various different sizes and options on offer. According to the company, the new Mistley range (pictured top right) is the most comprehensive seating collection to date, incorporating matching riser recliner and fireside chairs. There is a scrolled arm and Split Back option, with the range being designed to fit into any care environment or domestic setting. The new Wendover riser recliner is a contemporary chair. Available in small, medium and large sizes, the chair accommodates the majority of dimensions to achieve a comfortable seated position that promotes good posture. A number of different back options are available with the chair, tailoring its comfort level to suit individual preferences and further choice is offered by the various actions available 11/04/2014 16:20

with the Wendover; single motor for those who prefer to maintain a seat to back angle while reclining, dual motor for independent legrest and backrest movement or super dual motor for a combination of both. General Manager, Barbara Douglas, told us: “Achieving the correct balance between quality and price is always challenging for us. Our chairs are hand-made, making them naturally labour intensive, but it is the attention to detail and skilled craftsmanship that gives our chairs their exceptional strength, appearance and finish. These new ranges are the result of some serious hard work and determination.” Call 01494 471821 or visit the website at www.ajway. co.uk

Smoother operation for new baths Abacus Healthcare launched updated versions of its Aquanova assistive baths. The company says that it had invested extensively in the re-development of three products, with the Gemini, Pisces and Aries baths now offer even greater levels of performance and durability. The company says that each model is considerably smoother in operation and far quieter and that the new baths can also be installed and serviced more efficiently than previous models. The second generation Gemini has been fully re-engineered, with upgraded platform and bath height adjustment technology. It’s integrated variable height platform, delivers a 3-in-1 solution for bathing, drying and changing so that the number of transfers is reduced. Moving and handling risks are minimised for carers as they can operate at a safe working height and the user’s bathing experience is more comfortable and dignified. The Pisces bath has also undergone an internal redesign with enhanced lifting technology - making it quieter and smoother in operation. The bath is ideal for ambulant bathers or for individuals who require some assistance transferring from a wheelchair or hoist.

Porter-Lite option for easier moving According to Camelot Furniture, moving an occupant of a chair a short distance to a table or simply to get a better view from the window, has always been a challenge. The Porter-Lite converts a standard tilt-in-space chair into a porter-chair by lifting the chair onto wheels by means of a foot lever and under-carriage system, allowing full and free movement of the chair and occupant ( up to approx. 18stone/120kg ) over short distances. Managing Director, Charles Wall explained: “Good ideas are simple and the Porter-Lite meets a real need in a no fuss, well-engineered way. There is no comparable product in the UK.” Charles says that the ‘Porter-Lite’ is already popular in Europe including Italy where hundreds of units are shipped every week. Wheels are lowered into position through a clever set of levers, similar to an ‘aircraft style landing gear’ system, lifting the chair and for safety, the ‘Porter-Lite’ simultaneously and automatically dis-engages the electrical systems to avoid unintentional operation. Call 0114 2823353. The website is at www.camelotfurniture.co.uk

May 2014

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NAIDEX IS THE LARGEST DISABILITY, REHABILITATION AND HOMECARE EVENT IN THE UK

New power pack for TGA

TGA launched a new Wheelchair Powerpack PLUS with a user weight capacity of 32 stone. The company says that the heightened capabilities of the new Powerpack PLUS have been developed in response to significant evidence, that continues to build, regarding the 300+ 200+ moving exhibitors hours ofand free handling risks associated with carers pushing FREE unrivalled learning manual wheelchairs. ENTRY! NUMEROUS EXCITING SHOW FEATURES As an example, the ‘Keeping the Wheels Turning’ white paper produced by the University of Dundee in association dex.co.uk/national with NHS Fife, states why powerpacks significantly reduce ON pain BROUGHTand TO YOU BY health-related difficulties for attendant carers: ‘….shoulder pain for example is over four times as common for carers propelling attendant propelled manual chairs as for those where the user has a powered chair. It is also noticeable that carers propelling manual wheelchairs are very much more likely to report heart, breathing or balance problems than those supporting powered wheelchair users….’ This report also highlights that the Health & Safety Executive advises that a carer should not manually propel an occupant weighing more than 20kg – the average weight of a six-year-old child. TGA states that the manual propulsion of an adult that typically weighs 80kg, plus the weight of a ‘standard’ 12kg wheelchair, far exceeds safe limits for males and females to push. The report also highlights that, without the use of powered momentum, the number of healthcare professionals complaining of back pain increases by 25%. The new product incorporates what the company describe as several additional pioneering features including advanced ‘soft-start’ technology, additional safety features, greater battery range and a service performance indicator. The Powerpack hardware and software have been reengineered to ensure powered activation is smooth and gradual, irrespective of how the control lever is operated. 11/04/2014 16:20

The new model has a reduced top speed of 3mph so that steering heavier occupants is safe, manageable and strainfree even on cambers. When the Powerpack reverse gear is selected, an automatic restrictor limits power output to 60%. The new 24v motor and high-grade tyres deliver greater torque for better traction and the 2 x 14ah batteries provide a range of up to 10 miles, even with a bariatric occupant. Daniel Stone, TGA Managing Director concluded: “This new product is the culmination of extensive R&D and investment that will now resolve a current challenge healthcare professionals face on a daily basis.” Call 01787 882244 or visit www.tgamobility.co.uk

Sidhil wins major export award Sidhil has been recognised for its export successes, which were selected by Medilink’s network across the UK – winning the UK Trade & Investment Export Achievement with Sidhil winning the Medilink Yorkshire & Humber Award Award at the Medilink UK Healthcare Business Awards. in March. Continued investment has seen the company branch out Sidhil Director Clive Siddall thanked Sidhil’s 160 successfully into the export market with a number of major employees, without whose skills, expertise and contract wins over the past few years. commitment the export successes and the Award would The Medilink UK Awards, held at the Med-Tech not have been possible. Innovation Expo, at the Ricoh Arena, Coventry, is an annual The website for the company is at www.sidhil.com event that celebrates cutting edge technologies, outstanding business achievements and international successes across the UK’s Life Sciences sector. Winners from five categories – Start-up, Innovation, Partnership with the NHS, Export Achievement and Outstanding Achievement – were honoured at the prestigious event. The nominees for the awards were Clive Siddall & Kim Robinson with a Marketing Manager Kim Robinson with the derived from the regional awards representative from UKTI, the sponsors of the Medilink Export award with other winners from award.

May 2014

the evening.

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E-mail: info@thiis.co.uk

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OFT issues decision in mobility scooters sector The OFT has found that Pride Mobility Products Limited (‘Pride’) and some of its retailers have infringed competition law regarding the sale of mobility scooters. The OFT found that over various periods relating to different retailers between 2010 and 2012, Bicester- based Pride entered into arrangements with eight of its UK-wide online retailers which prevented them from advertising online prices below Pride’s Recommended Retail Price (RRP) for certain models of mobility scooter contrary to Chapter I of the Competition Act 1998. The OFT found that these practices limited consumers’ ability to compare prices and get value for money. The decision relates to Pride and the following UK-wide online retailers: Careco (UK) Limited (formerly Discount Mobility Direct Limited), Discount Mobility Plus Limited/Rutland Mobility Limited, Mobility 4 U Limited, MT Mobility Limited/ Hooplah Limited, Robert Gregg Limited (trading as Mobility Warehouse), Hartmond Limited, Milton Keynes Mobility Limited and Better Mobility Limited. Certain of those retailers also operate physical retail shops. The OFT has directed the parties to bring the arrangements to an end, where this has not already happened, and to refrain from entering into the same or similar arrangements in the future. Today’s announcement brings the investigation to a close.

Gaucho Rasmussen, OFT Enforcement Director, Goods and Consumer Group, said: “The internet is a vitally important tool for consumers who wish to compare prices and secure value for money, particularly in the mobility scooters sector where many consumers may have difficulty in visiting a number of stores and where there is evidence that prices can vary dramatically. Our 2011 market study into mobility aids previously “The decision sends a clear found that mobility message to businesses in this and scooters in general can other sectors that, where credible vary in price by over £1000 evidence is found or provided, for the identical product and that there were even enforcement action will be taken price differences of £3000. against arrangements that restrict the The decision sends a clear freedom of retailers to advertise their message to businesses in actual selling prices online.” this and other sectors that, where credible evidence is found or provided, enforcement action will be taken against arrangements that restrict the freedom of retailers to advertise their actual selling prices online.’ The OFT says that it welcomes the constructive cooperation of the parties throughout its investigation.

Donation from Careflex Careflex has donated a Huggle for the children at the Dame Hannah Rogers Trust – a charity which provides learning, care, and support to children and adults with a range of disabilities. Hannahs staff at the Ivybridge site took delivery of the brand new Huggle chair, a safe and supportive relaxation chair worth over £2,400. Careflex Managing Director, Lindsey Townsend said “CareFlex are delighted be to

May 2014

supporting Hannahs by donating our Huggle chair. The Huggle has been designed to help children relax in all care environments and we hope many of the children enjoy the benefits of this safe and comfortable chair.” The photograph shows Les Jones from CareFlex presenting the chair to Emily Severn from Hannahs The website for the company is www. careflex.co.uk

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A long history and a bright future for footwear specialist We’ve carried stories about companies in our marketplace with a significant history on a number of occasions and here’s another. The family running DB Shoes can trace their ‘business roots’ back a considerable way. However, over the years it hasn’t always been plain sailing for the footwear manufacturer as we found out… Charles Denton can go way back to the mid 1800’s when it comes to tracing the background of their family footwear business. “As a family, we are probably one of the oldest dynasties in the shoe trade” he explained. “From an old census, we discovered that George Denton was a courier in the leather trade, tanning leather in 1845. We also have knowledge of footwear manufacturing within the family from around the 1860s.” And it seems as though the company was at the forefront of new technological advances, as Charles pointed out. “The other interesting thing about us”, he says, “is that we are a microcosm of the industrial revolution. If you go back in time to the 1840s, industry was very local with most products being hand produced. In the 1860’s, as industrialisation advanced, machines were developed and production became more mechanical. You can see from the records that our family we’re the first people to use a Blake sewing machine for instance, which in 1867 was very new technology. It’s actually still used today in the welted shoe industry, for stitching soles on.” Charles told us that there were other notable developments and ‘firsts’ for the company. “In 1944, Wilkins & Denton, which was part of B Denton & Sons, secured the manufacturing rights to put steel toecaps into safety boots. The process had been developed in America and they were the first family to bring the technology over to the UK. The business became Totectors.” DB Shoes Ltd was formed around 1920. There were 13 brothers and sisters and the two

Jack and Bill Denton opened the batting for Northamptonshire

May 2014

Charles and David Denton are leading a company with a long history

youngest discovered that there really wasn’t room for them within Wilkins & Denton and so they formed their own business in Irchester, Northants. Not long after having returned from the First World War brothers Jack and Bill Denton set up the business on the 11th February 1920. “That was my grandfather and his brother”, Charles explained, “who were identical twins. They had been very good cricketers and were opening batsman for Northamptonshire pre-war, which as you can imagine, was quite confusing for the bowlers and the scorers. The two brothers decided that they couldn’t make any money out of cricket and so they went into footwear. That’s “We are a microcosm of the industrial how DB shoes started, revolution” which stands for Denton Brothers. The business started as a welted shoe factory like many others. Welting is a method of production whereby you stitch the soles onto the shoes. That was the way that all shoes were made at that time.” Fast forward to the 1960’s and it was Charles’s father and uncle who were running the business, which, according to Charles was developing nicely. “They made a radical change by embracing new technology such as PVC injection moulding and polyurethane injection moulding, which were different ways of putting a sole onto a shoe. In those days it was very new technology. We are actually the longest established PU injection factory in the world. Clarks developed polyurethane injection in the early 1970s and “We are actually the longest we were the first factory established PU injection factory in the outside of the Clarks world” group to be allowed to use it, making shoes for Clarks overseas at the time. Clarks no longer manufacture in this country and so our claim to fame is that we are the oldest established injection factory in the world.” In the 70’s, the company grew further by continuing to embrace the new manufacturing technologies of the time and by making more modern, comfortable footwear, with the new materials that were available. However, it seems that in the 1990’s, things had stagnated somewhat. Charles takes up the story: “My father had died in 1979 and the drive behind D B Shoes had

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gone. The business went into a gradual decline. My brother David and I bought out the other shareholders in 1997.” Like his grandfather and brother, Charles and his brother David are also identical twins and the pair had a good deal of work to do in order to put the business back on its feet, as Charles explains: “We had to change the business drastically by making 200 out of 250 people redundant. That was tough and I wouldn’t want to go through that again. But we had to do it to streamline the business.” By the early 2000’s, the business was once again stable and the brothers had another decision to make. “We had to decide which way the business was going” Charles told us. “We were always known for wide fitting shoes and we were experts in polyurethane injection moulding, so we decided to put the two together and make stylish, comfortable wide and deep fitting footwear.” The business is a good deal smaller nowadays, according to Charles. “If you go back to the 1990’s, we had three factories making shoes in Northampton, Rushden and Leicester. The reason that the factories were spread in that way was that historically, Rushden was the centre of the men’s trade, Leicester was the infant’s trade and Northampton was where the ladies shoes were produced. During the early 1900’s almost every building in Rushden was associated with the shoe trade, with thousands of people employed. Now, there are probably five or six shoe factories in Rushden and all of them our welted apart from us.” Charles explained the changes in the marketplace that caused the reduction in the size of the business. “We were making ladies and children’s shoes and producing 25,000 pairs a week. It was a reasonable sized business at the time, but the world was changing and we were making for multiple retailers, large store groups, Tesco and BHS and retailers were starting to look at going overseas to get their supplies. The business had to change direction to survive. We sell about 4,000 pairs a week now, but we are probably as profitable as we ever have been because we are concentrating on a niche market. We employ about 45 people now, but with just the one facility. We sell to independent retailers, mobility shops and we export about 25% of our sales.” Mobility retailers are a key target for the company. “The mobility shop side of the business is growing and it’s an area that we would like to develop. We think there is a good fit between us as a manufacturer and the mobility shops. There’s always something new coming along in footwear ranges and that gives the mobility retailer something to talk about and to promote at regular intervals.” The company is looking for retailers prepared to commit and that, according to Charles, means holding enough stock. “You need a bit of time for it to work and for people to get to know about it, but if you are prepared to do that and work at it, the rewards are there for retailers. Sensibly, a retailer would need three or four thousand pounds worth of stock as a starting point and be able to display the products properly, but we can help them with as much slat-wall shelving and point of sale items as they might need, so there isn’t too

May 2014

much for them to have to do.” Regarding brand awareness, Charles says that he and the company are there to help. “If a retailer is serious about it, then we will work with them. Shoes sell differently in different parts of the country and so no-one knows exactly what will work, but we will help the retailer and guide them regarding best sellers for that particular market. If, after two or three months, of working with the retailer, we find that the initial stock isn’t right, we can replace it. We all go through a learning curve during the first three to six months There are certain styles which are more appropriate to mobility shops, so we can make recommendations and then, as time goes by, “We had to change the business we work together to put drastically by making 200 out of 250 in the right range for that people redundant. That was tough particular store.” and I wouldn’t want to go through There are simple things that again” to look for, as Charles pointed out. “We will sell more canvas styles near the coast, but it’s more about fashion really and needs. Mobility shops tend to deal with needs and what is most appropriate. Fashion is also vital though. What one person might find fashionable, another doesn’t. New products are designed in house, as Charles explained. “We are constantly looking at new trends. As a specialist manufacturer we can’t be too fashionable because we need to optimise the moulds that we have invested in. It takes time to get a payback and that’s why we end up “We sell about 4,000 pairs a week being more conservative now, but we are probably as than high fashion. It takes profitable as we ever have been the risk out of it as far as because we are concentrating on a we are concerned, but niche market” we are constantly looking at trends and we have seasonal ranges every six months. There are new spring/summer items and autumn/winter styles. The core best sellers stay in the range and we introduce new ones as older models are discontinued. It does mean, of course, that a retailer has new products coming along all the time that they can use in promotions and they can build up a customer group that will buy from them again and again.” “The high street shoe retailers don’t cater for people with the need for very wide fitting shoes” he added. “They just don’t see enough volume in it. They don’t want to be spending what they might consider to be too much time with the The company produce a customer to make a fast sale. But that means wide range of products, all suitable for the retail there is an increasing market, as people get showroom

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E-mail: info@thiis.co.uk

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older and experience health issues, which is not being catered for on the high street and that is a fantastic opportunity for specialist retailers and for mobility shops in particular. Mobility retailers are fulfilling the needs of their customers in other areas. So why not with footwear too?” There’s no doubt that footwear is important to many customers of a mobility retail outlet. “People don’t realise the consequences of diabetes and the consequences of poor fitting footwear. It’s vital that people with diabetes have correct fitting footwear and that’s why we offer four different width and depth fittings - to achieve the correct fitting shoe for their feet.” It’s important that anyone selling footwear understands what is right for a customer, but Charles feels that this knowledge can be gained with the right experience. “Retailers quickly learn which shoes suit different people. If they serve100 people a week in store, they are clearly going to learn a lot more quickly than if they are dealing with one customer per week. There is The Society of shoe fitters (www.shoefitters-uk.org) where training courses in shoe fitting are available and we also give basic training on the fitting of our shoes.” The company clearly has a very long history and

Support is available for any retailer looking to add footwear in the showroom

May 2014

The company has been manufacturing in the UK for many years and intend to be doing so for a good deal longer

I wondered if that had meant that Charles and his brother David had felt under a lot of pressure to step in and grab the reigns when the business was suffering a downturn in the late 90’s? “There was never any pressure” he answered. “Unfortunately, my father died when we were fourteen and so he didn’t really have any influence as such. I had always wanted to be a cobbler though. I remember that from the age of eight or nine, I was always in the factory during the holidays and it was the same for David. There was “The mobility shop side of the never any pressure, but business is growing and it’s an area I suppose it was in our that we would like to develop” genes.” As for the future, Charles has a target and it is 2020. “I want the company to get to 100 years old in 2020 and, of course, I don’t want it to fail on ‘my watch’. We have gone through difficult times whilst changing this business, getting it sorted and giving it a future, but there isn’t any pressure on young family members to get involved. I want my own children to do whatever they want to do in life. If they want to “I want the company to get to 100 come into this business, years old in 2020 and, of course, I then they have to be keen. don’t want it to fail on ‘my watch” The world is increasingly competitive and if you are not enthusiastic, then you’re best to go and do something else. There is gradually more optimism out there in the marketplace. I think independent retailing is still difficult, but in terms of consumer confidence, I believe that there is more optimism and a well-run, well-marketed business will do well.” Charles, David and the team at DB Shoes are determined to ensure that DB Shoes is one of the companies that can be considered to be well-run and that it is good shape for that 100th anniversary. For more information, call 01933 359217. The website is at www.dbshoes.co.uk

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World’s first Easter egg themed stairlift

Introducing the Harmony Por ta, the complete mobile chair.

Stannah continued the theme of producing specially designed stairlifts by promoting an Easter inspired model. According to the company, the unique upholstery, featuring a bright red Easter egg, was an idea cracked open by Stannah’s design team to help get employees hip hopping into Easter. Stannah’s manufacturing team came up with the idea of sweetening the Siena stairlift following the reaction to its Santa stairlift in December. Patrick Stannah, joint managing director of Stannah Lift Services, said: “Over the years we have been asked to make dozens of special upholsteries, from the Union Jack to team stripes. Our designers love to bring these creations to life. By designing a stairlift that is that little bit special, it can become a feature people feel proud to have in their homes.” For more information visit www.stannahstairlifts.co.uk

Whoops… wrong website In the last issue of the magazine we featured the new product from Right Choice Mobility - a portable, energy efficient hot water dispenser that keeps water at the chosen temperature after boiling. Unfortunately, we used the wrong website address on the article. The correct address is www. rightchoicemobility. com Or call 020 8527 7487 for more information

Design

For More Information Call

0800 37 37 02

Craft

Quality

info@reclinersltd.co.uk

www.reclinersltd.co.uk

Points of view

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

Contracting in the NHS By Richard Nicholson, Managing Director, Veritas The role of external, private contractors and consultants working in the NHS is rarely one met with much support by the person on the street. The widely held belief is that the NHS is a gravy train with the majority of media reports focussing on high day rates and failed projects. As a nation, we are very protective of our NHS; looking upon it like a favourite grandparent. Any report of bogus tradesman ‘taking granny for a ride’ resounds with us all. As a member of the public, a recent beneficiary of the amazing care delivered by the frontline staff of the NHS and Managing Director of an NHS contractor, I have experience of the argument from all sides. However, the Veritas story is different to those in the news. I started Veritas in 2007 because I wanted to make the NHS even better and I believe passionately in working to improve it. I wanted to help the organisation drive down costs, increase quality of care and put the patient back at the heart of the situation. A working example of our role is where we have helped several NHS Trusts create a more efficient community equipment service, which ensures they get the right equipment to the right people at the right time. This is not just about service levels though. To set up a fit-for-purpose equipment service we have to consider maintenance, logistics and staffing, all of which can tie up valuable capital. So in many respects our primary role is in efficiency and better procurement. But as a business, our objective also considers improved care and, taking the example above, we have redesigned the way in which equipment services are delivered, so it once again becomes about the patient. For instance, in the event of someone being discharged from hospital to die peacefully at home (rather unceremoniously referred to in the NHS as an ‘end of life strategy’), those Trusts that have worked with us, will have all of the necessary equipment delivered and set

up at the patient’s house within 4 hours of the discharge notice. Given that ‘equipment’ can include huge hydraulic beds and hoists, this kind of turn-around would challenge most private businesses. So, I for one believe that some consultants can, and regularly do, deliver huge value and savings to the NHS and the example above is just one area where my vision for Veritas is delivering day-in, day-out. I don’t write this in defence of all contractors, as I know there are elements in my profession that let the side down and nor do I write this as justification of our own role. I write it because of my respect and passion for the NHS and, as one of the ‘good guys’, our story is rarely heard. So it’s just to say that: whilst we don’t sell as many papers as the bad boys, we are here, we do exist and we, like you, are just as in love with the NHS and all that it stands for.

ABOUT RICHARD Richard set up Veritas in 2007 after identifying a real requirement for efficiency savings across Health and Social Care organisations, and since then has helped revolutionise the way in which people’s needs are assessed and the way in which equipment and support is obtained. His operational experience at Primary Care Trusts and County Councils together with his extensive work with the BHTA and charities provides him with a unique insight into the procurement process. He has also been instrumental in changing the landscape of the health and social care map, by setting up the South East Regional Group of the National Association of Equipment Providers from Kent to Hampshire and from the Isle of Wight to Buckinghamshire. Richard served in the British Army for nearly 15 years, as part of the Royal Electrical and Mechanical Engineers.

NEW ORDER NOW

Wet Weather Wear from Able2 E-mail: enquiries@able2.eu 48

May 2014

Tel: 01254 619000

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

E-mail: info@thiis.co.uk

Remaining Unwin shares bought by Autoadapt Autoadapt bought a 50% share in Unwin in 2013 and now an acquisition of the remaining shares aims to strengthen Autoadapt’s position as a leading supplier of vehicle adaptation solution as well as expand Unwin’s global distribution. With the introduction of BraunAbility Wheelchair Lifts in 2011 and the partial acquisition of Unwin in 2013, Autoadapt has expanded its target to include the markets of public transport and commercial vehicles – markets which Autoadapt’s Executive Vice President Peter Wahlsten expects to increase. He told us: “Changes in accessibility law are happening all over the world. Particularly in Europe, where for example France has a statutory requirement that by 2015 a high percentage of all city buses must be equipped with the means to transport people seated in wheelchairs. By finalising the acquisition of Unwin Safety Systems we stand well equipped to continue to take market shares in the commercial vehicles segment.” Unwin Safety Systems was set up 50 years ago by Norman Unwin, who created the world’s

first device to secure wheelchairs in vehicles. Over the years, the company has continued to grow and today all manufacturing, design and testing facilities are located in a modern factory in Somerset. Unwin deliver crash tested solutions to maximise accessibility for all. Founded in 1996, Swedish Autoadapt is a leading manufacturer of vehicle adaptation solutions and has products such as the Turny Evo seat lift and the Carony-system of transfer wheelchairs. In addition to the owners Executive Vice President Peter Wahlsten and CEO Håkan Sandberg, Autoadapt is part-owned by Bruno Independent Living Aids and BraunAbility, leading manufacturers in the North American vehicle adaptation industry. The Autoadapt website is at www.autoadapt.com The Unwin website is at www.unwin-safety.com

Gateway to the Scandinavian market

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

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

Organizer:

One of the Autoadapt products

Mixed reviews for new show but organisers positive over future It’s not easy launching a new event in our marketplace. It takes a good deal of time, even more financial backing and a large amount of enthusiasm and indeed passion to create something that you believe in. The team at UKFE, the company behind the IIC Show that took place in Manchester a few weeks ago, certainly had all the boxes ticked when it came to the energy and passion required to get something off the ground. And their plans weren’t for a small event either. Manchester Central, where the show was held, is a big space and you have to fill it with a sizeable number of stands and, of course, visitors too. It’s fair to say that the first show has received mixed reviews. Some people thought that it was a great couple of days, others were not so convinced. Among the exhibitors there were some significant differences of opinion. The Show’s title was IIC, which stands for Inclusion, Independence, Choice. It was billed as ‘the most comprehensive resource and shopping event on disability in the North West of England’. The company had produced a number of other events in the past, such as the UK Baby & Toddler show, UK Running & Fitness Expo, the UK Luxury Wedding Show a large B2B show called the Venue Expo. The show’s website showed a lot of support from local and regional charity organisations and the organisers had clearly worked hard to build a lot of relationships with the groups that would promote the event. From the list of show supporters, it looked like to would be mainly a ‘consumer’ show. At the event, there was a strong emphasis on activities for visitors. The organisers were looking

to represent all categories of disability and one of the strong messages was of offering families with disabled children the opportunity to visit and experience inclusive activities. That meant, of course, a fair number of children attended and it led to a feeling from some of the exhibitors that the ‘audience mix’ wasn’t quite “Some people thought that it was a right for them. great couple of days, others were not One exhibitor who felt so convinced” that the visitor mix wasn’t quite right was Angus Long who was there to promote his ‘Happy Legs’ product. He told us: “Like many people, I was disappointed to learn that the Mobility Roadshow isn’t taking place this year. Unlike many other exhibitions, the Mobility Roadshow targets very much the end user and that makes it a great show “At the event, there was a strong for retailers and other emphasis on activities for visitors” businesses seeking to make some sales. So, when the IIC show was marketed it seemed the perfect event to fill the gap.” Angus acknowledged that the organisers worked hard. “It was certainly well marketed to the trade. They had also put together a comprehensive programme of informative The activities that were presentations and seminars on a wide range created in the show were designed to attract of topics from a varied range of healthcare visitors, but some of the experts including Physiotherapists, Occupational exhibitors believed that they weren’t the right type Therapists and Neurological practitioners.” of potential customers. And Angus was hopeful of a good two days. Other exhibitors found the show to work for them.

May 2014

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E-mail: info@thiis.co.uk

Economy

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It’s not easy launching a new event, but the organisers believe that they have a foundation to build on.

“Shows need to match up those seeking something in particular, with those who can provide it. So the event organisers are, in a way, like a big commercial dating agency. Given that event organisers, UKFE Ltd, have a track record of producing a number of high profile events it certainly seemed that they had some experience in matchmaking.” However, Angus believes that too greater focus was placed on the children’s activities and he was surprised at some of the marketing routes taken, such as the use of Groupon to promote the event. The organisers, however, believe that the use of Groupon was a legitimate marketing tool. They told us: “On entry to the inclusive area visitors were invited to donate £5 to our show charity. To raise awareness we sold a discounted ticket (100% for charity).” The Groupon offer stated: “The Inclusion, Independence and Choice (IIC) show comes to the Manchester Central convention complex this February, covering various aspects of mixed abilities and disabilities. Up to 250 exhibitors will feature, along with seminars and advice points, to provide a variety of relevant shopping and education opportunities. Experts will be on hand in areas ranging from healthcare to law, mobility and technology, with attractions on offer including a multi-sensory learning zone, mobility obstacle course, sports zone and artistic showcase. The Family Activity Area is also geared towards inclusive fun”

May 2014

As I said at the start of the article, it takes a lot to get a new event up and running and the team at UKFE managed to do that. There’s also little doubt that the North-West is a region that could support an event in our marketplace. The biggest concern from the trade is the heavy focus on activities and particularly children. With the ‘Kidz’ events being so strong and so well supported by the paediatric product suppliers, this might be area which a new show would struggle to develop significantly. It’s clear that the IIC Show has a foothold in the marketplace and the team have proved that they can run an event in the sector. However, Whilst the organisers say that there were exhibitors who had a beneficial and positive experience, a number of companies that exhibited at the first show believe that the focus has to switch from the ‘activity led’ strategy and be placed firmly on the groups that companies are looking to see at the show to sell to – the end user and the professionals who work with them. Professionals such as OTs, Physio’s, and Head Teachers did attend the event this year and so there’s no doubt that can be built on too. Two of the companies that felt the show was a success for them were Simplyhealth and Millercare. Steve Ashton of Simply Health said: “We would definitely recommend IIC Show to other businesses as it is a great way to network and grow your company” and Debbie Bissett of Millercare said: “It is definitely something we will be doing again, our company is about hitting a market who don’t know about us and it has been a success doing this at IIC Show.” There’s no doubt that ‘activities’ at shows cause a buzz and attract people to an event, but the majority of shows rely very firmly on the support of companies that bring along their products and need to see people on their stands who are looking to either buy, or have the influence in a buying decision. If that’s what happens in future IIC shows, then it will grow. If not, then the exhibitors that take the majority of the space may vote with their feet. UKFE told us that the company believed that it had a great first show and is certainly taking all of the feedback on board from participants. The organisers said that they intend to build on the positive and address the areas of improvement and are confident that the future is bright for the show. The website for the show is at www.iicshow.co.uk

The promotion through Groupon and other social media was an interesting development

www.thiis.co.uk

E-mail: info@thiis.co.uk

The New B400

Manoeuvrable and compact

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

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

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

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

New bath from Eurocare Showers According to Eurocare Showers, the new Calando bath combines aesthetics with comfort and usability, and has been designed to meet demand from multi-user households for a low threshold, seat-less walk-in bath in which people can relax and recline. Eurocare Showers marketing director Joanna Talbot says the Calando is ideal for futureproofing bathrooms, particularly in multigeneration households where some people may – either now or in the years to come - find it difficult to step into a full-height bath but still want to recline rather than sit upright. “We’ve reduced the overall bath height to make it easier for anyone to step over the side, as well as incorporating a very low 70mm threshold when fitted on the floor joists - one of the lowest on the market today. This makes the Calando very easy to use,” she says. Joanna added: “We’ve also included a number of design features to provide maximum comfort

while bathing, such as contoured armrests and back, and we’ve made sure that the bath looks fantastic and will complement any bathroom.” The Calando features a slip-resistant tread to make it easier for people getting in and out of the bath, and there are no hazardous catches or “We’ve reduced the overall bath operating devices. For height to make it easier for anyone to ease of installation and step over the side” maintenance, the bath features clip on panels, as well as fully adjustable hinges and feet that enable installers to level it easily on site. Call 0844 801 0660 or visit the website at www. eurocare-showers.com

Robotic Prosthesis for Drummer A Professor has created a robot that can be attached to amputees, allowing its technology to be embedded into humans. The robotic drumming prosthesis has motors that power two drumsticks. The first stick is controlled both physically by the musicians’ arms and electronically using electromyography (EMG) muscle sensors. The other stick “listens” to the music being played and improvises. “The second drumstick has a mind of its own,” said Gil Weinberg, founding director of the Georgia Tech Center for Music Technology. “The drummer essentially becomes a cyborg. It’s interesting to see him playing and improvising with part of his arm that he doesn’t totally control.” The prosthesis was created for Jason Barnes, a drummer who was electrocuted two years ago and lost his right arm below the elbow. “Jason can pull the robotic stick away from the drum when he wants to be fully in control,” says Weinberg. “Or he can allow it to play on its own and be surprised and inspired by his own arm responding to his drumming.”

May 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Get the BHTA Advantage

NEW OPPORTUNITY BHTA members now benefit MANUFACTURER LOOKING FOR RETAILERS from BHTA Advantage, a

range of money-saving Horizon Mobility, manufacturer of Heavy Duty and Off discounts for your personalbut equally at home in the Road Mobility Scooters, and professional life, making High Street jungles your membership even more

GEL WHEELCHAIR & WALKING AID ACCESSORIES

rewarding. NEW OPPORTUNITY

Some of the ways Local areas, firstBHTA retailer in an area will have exclusivity Advantage can help you save:

100’s of quality instant solutions to your pressure care problems that are affordable and easy to fit.

NEW PRODUCTS • Earn cashback of between

5% and 15% on your festive Currently the available models are the Saxon, Aztec shopping at retailers including and Mayan AC. The Mayan AC is the world’s most Sainsburys, ASDA, Currys PC World, River Island, M&S,and the first one powered by powerful mobility scooter Boots and House of Fraser. a 3 phase induction AC motor. The Mayan AC also has a maximum user weight stone. movies, • Save an average of 38%of on65 big Christmas

We take away when you buy vouchers for participating cinemas (including MARGIN Cineworld Cinemas, ODEON, Empire, and Showcase) at the pressure… EXCELLENT discounted prices. With exclusive areas and lack of Internet discounting …so YOU feel Eat out for less this holiday season with a 2 for month FREE trial as •each scooter is individually built the customer, the comfort of the Gourmet Society dining card that gives you 2-for-1 margins are dining or maintained. 25% off your bill including drinks.

CALL 01242 223000 or visit www.horizonmobility.com

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Terms and conditions apply. See website for details. Offers subject to change without notice. Gourmet Society – a valid debit/credit card is required to register for the free trial.

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

NEW RETAIL OPPORTUNITY BHTA Advantage QP.indd 1

21/11/2013 09:13

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

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

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

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

Call 01242 223000

Or visit the website www.amigoscooters.co.uk

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

Area Sales Representatives – South East

Regional Manager-South

Established in 1995 Freerider Corporation has grown to become one of the largest Mobility Scooter manufacturer’s. Freerider Luggie UK Ltd was opened in Keighley, West Yorkshire in 2011 and is growing from strength to strength. We are looking to recruit an Area Sales Representative to join our sales team. Main duties & responsibilities are: • Making appointments to meet new potential customers •

Maintaining and developing existing customers

•

Identifying new markets and business opportunities

•

Increasing market share in existing market

•

Achieving sales targets for revenue, profitability and sales growth

Ergolet are seeking a highly motivated and enthusiastic individual to promote our range of moving and handling solutions to new and existing customers. The role will involve a significant amount of travel and, due to the nature of the products, will be at times physically demanding. The Regional Sales Manager will cover the South of England, responsible for promoting Ergolet products and services, developing and generating new business opportunities and to manage the business development activities in the defined sales area.

• Must have excellent interpersonal skills

A strong knowledge of our target markets is preferable, namely organizations operating within the NHS acute and community sectors as well housing adaptations, nursing homes and community equipment services.

A suitable vehicle, laptop and mobile phone will be provided. Salary subject to relevant experience.

•

The ability to establish and develop new and existing business

•

Passion for quality and commitment to delivering a first class service

•

Structural approach to developing your sales area

If your familiar with the issues surrounding patient handing in both acute and community environments. Have experience assessing and supplying patient handling solutions and comfortable performing handson, practical product demonstrations and assessments, then you may be suitable for this exciting and challenging role.

•

Highly organised and able to plan and prioritise workload

Key Skills and Attributes:

•

Success in achieving targets and producing results

•

Driving licence essential

• Previous experience of selling into the public sector and business to business

Skills & experience required: • Proven communication and interpersonal skills

In return we offer: Basic wage + commission, expenses, company van, mobile phone To apply for this position please send your CV along with a covering letter to linda.dixon@freerideruk.co.uk

• Knowledge of the industry and moving & handling products • Understand customer requirements to meet sales targets

• Ability to influence and negotiate • Must be driven to achieve results • Must be organized, proactive and have good administration skills

Reporting to the Sales Director you will be supported by our customer service centre in Stockport, Cheshire.

Applicants should post or email their CV accompanied by a letter to the Sales Director. Ergolet Limited, The Courtyard, Wellington Road North, Stockport, Cheshire SK4 1HT. e-mail sales@ergolet.co.uk

• IT literate including Office, Word, Excel, PowerPoint

Website News Items $1 million grant for falls prevention research Clive Pai believes people can be trained not to fall. The professor of physical therapy at the University of Illinois at Chicago will use a five-year, $1 million grant from the National Institute of Aging to develop a computerized treadmill program that could be used in physical therapy offices to prevent falls and fall-related injuries in older adults.

are being taken up with over-75s, one of the fastest growing age groups in the population.

See all the latest at

www.thiis.co.uk First Disability Correspondent for BBC

Carers UK and Tunstall Healthcare have announced a partnership that will see the two work together to develop and promote cost effective, easy to access technology-enabled care services.

BBC News has today announced the appointment of Nikki Fox to the newly created role of Disability Correspondent. Fox is a Sony Award-winning journalist and broadcaster who has made a number of documentaries for BBC Radio 4 and Radio 5 live. She also regularly appears as a contributor on Richard Bacon’s Moan-In on Radio 5 live.

‘Bespoke service’ for elderly planned

Low cost programme reduces falls

$6 million award to study hand movement restoration

More than 1,000 GP surgeries will start offering appointments in the evening and at weekends. There are also schemes for consultations by Skype, and personalised care plans for the elderly. At the heart of the plan is a “bespoke service” for more than 750,000 elderly patients, which is designed to ease pressure on hospitals; a large proportion of beds

A low-cost programme in Pennsylvania has reduced falls in the elderly by 17%, illustrating the value and effectiveness of using existing ageing services, such as senior centers, in preventing falls, a University of Pittsburgh Graduate School of Public Health study determined.

The National Institute of Biomedical Imaging and Bioengineering has awarded UCLA researchers a $6 million, five-year grant to explore new therapies for people living with spinalcord injuries. The research will focus on restoring hand function to patients paralysed from the neck down.

New partnership for Carers UK and Tunstall Healthcare

Association Update Here’s an update from the BHTA, with details of some of the latest initiatives from the trade association... TSI audit finds “a generally excellent code of practice” The Trading Standards Institute (TSI) has praised the BHTA’s Consumer Code of Practice in their recent audit. The TSI said that it was clear that the BHTA Consumer Code of Practice “permeates through all of their systems and procedures, and it is one of the key attractions for current and prospective members of BHTA.” The TSI drew attention to a clause in the Care & Support Bill “that created a duty for local authorities to signpost consumers to appropriate suppliers of equipment following an assessment. The audit team agreed that membership of BHTA would be a good indicator and would help local authorities to discharge this duty in the future”. The report describes how the “BHTA audits about 25 members per year on a random basis with additional audits for low scoring customer satisfaction or high complaint numbers. The audits are carried out independently by one of two experienced auditors. The scores and the audit reports are shared with the BHTA Directors who will follow up on any shortcomings with the members”. The audit team noted that BHTA currently maintains 97% membership renewal. BHTA Director General Ray Hodgkinson MBE said: “BHTA staff, board and council will all be very pleased with the audit findings from TSI. The Code of Practice is very important to our members in telling their customers that they can buy through them with confidence and we are pleased with this confirmation that we are carrying out our responsibilities.”

BHTA Golf Day – 9 July 2014, Foxhills Being held on Wednesday 9 July, BHTA’s annual golf day is a great opportunity to extend your contacts and develop new networks, while enjoying a day in the splendid surroundings of Foxhills (near Woking). If you’re already an enthusiastic golfer, you’ll head out onto one of two championship courses for your 18 hole tournament. If you haven’t played before

May 2014

or want to brush up your skills, try our Learn to Love Golf taster. This offers an introductory session with a PGA Professional golfer , followed by a fun 9 hole tournament where you can test what you’ve learned. The price per person is £72 (inc VAT), which includes all green fees, breakfast on arrival, refreshments during the tournament and a sumptuous barbeque buffet lunch when you get back to the clubhouse. Whether you want to talk business in an informal environment, or develop your relationship with clients or colleagues, this is the ideal setting. Get a fresh perspective from a day out of the office, while making new contacts in the industry. Contact nigel.woods@bhta.com to secure your place.

Supporting retailers We’ve been particularly busy this quarter with activities supporting our retail members and their customers. A series of free retailer briefings has been held across the country, with sessions in Bristol, Edinburgh, Birmingham, London, Leeds and Belfast, led by BHTA’s Director of Governance and Policy Development. It’s been very useful to engage with members face-toface on new legislation to implement the EU Consumer Rights Directive 2011/83/ EU, which affects any company that sells online, over the phone or in the customer’s home. Fast Aid Mobility said of the Belfast session “Great briefing today on new Consumer Legislation - great to know how to keep our customers happy.” From 13 June 2014, two pieces of existing legislation (Distance Selling regulations 2000 and Off Premises (Doorstep) Regulations 2008) will be withdrawn, and are replaced by Consumer Contracts (Information, Cancellation & Additional Charges) Regulations 2013. We wanted to make sure all our members are fully aware of the changes, and are compliant by the time this legislation takes effect.

If you’re a member and sell to the public (whether or not you’d consider yourself a retailer), we’ll be making the content of those sessions available shortly in the Members’ Area of the BHTA website – just go to www.bhta.net and log in.

You’ve worked hard, play hard - Trade Days social night After a productive day on the show floor, why not enjoy a night out? Network with colleagues and contacts in a relaxed, informal atmosphere off-site at the National Motorcycle Museum with a pub quiz, table football, air hockey and even a giant Scalextric track. It’s the perfect way to wind down after a day at the show, but with the opportunity to talk business and make new contacts. The bar’s open from 8pm, the quiz will start at 8.30 – feel free to form your own team, or we’ll help you find one on arrival – and the evening will finish around 10.30pm. A hot fork buffet, entry to the pub quiz and unlimited tests of your sporting skill on the giant Scalextric, air hockey and table football are all included in the £25 ticket. Contact nigel.woods@bhta.com to book your night out now. We’ve also secured an excellent rate for accommodation at the Best Western Plus Manor Hotel, at just £70 per room per night for 4 October and £60 per room per night for 5 October (single occupancy, includes full English breakfast, complimentary car parking, Wi-Fi and V.A.T). To book, please contact the Manor Hotel on 01676 52 27 35, quoting BHTA041014

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E-mail: info@thiis.co.uk

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Personal Budgets and Self Directed Support – what does it mean for retail? As from April 1st this year, people with complex health care needs have the ‘right to ask’ for a personal health budget The scheme is being rolled out across the country after the budgets were trialled in a national pilot programme between 2009 and 2012 at sites all over the country. They give people more independence over how their healthcare money is spent, be that on carers to provide intensive help at home, equipment to improve quality of life or therapies like counselling. Over the past year every CCG in England has signed up to NHS England’s support programme and more than 80 per cent have attended the Accelerated Development Programme helping them prepare to offer the budgets and support patients to plan their care. A personal health budget is an amount of NHS money available to some people with long term conditions to meet their healthcare and wellbeing needs. People design and agree a plan with their healthcare team that shows how they will use the budget to meet their goals, which could include therapies, personal care and equipment. The budgets can be managed in the form of a notional budget, direct payments or a third party arrangement. Personal health budgets are not new money – they are a way of using NHS money differently, where people want to and where it is clinically safe. The budgets were trialled in a national pilot programme between 2009 and 2012 which showed that they led to better quality of life and psychological wellbeing, and, particularly for people with complex healthcare needs who use a lot of NHS services, led to a reduction in hospital use. The Government’s Mandate to the NHS also states that from April 2015 people with long term conditions who could benefit will have the option of one. This policy is expected to be further developed in 2014/15. Louise Close runs her company, Louise Close Consulting. She is an independent consultant working with local authorities, provider organisations, voluntary and community groups to consider and embrace the challenges and opportunities of the Personalisation Agenda. Louise gives an overview of the new systems in place. She explained that the UK Government is committed to increasing choice and control for people who use health and social care services, and that one of the key mechanisms for doing so is the introduction of Self Directed Support, or SDS. She said that SDS represents a culture change in terms of how social care and health services are delivered, with people who use services having a far greater say in how the money they are entitled

May 2014

to by virtue of their needs is actually spent, through a Personal or Individual Budget. “Personal budgets can be spent in creative and flexible ways” she said, “so long as the expenditure clearly creates outcomes which improve the person’s health, meet social care needs and increase their overall wellbeing. This means that people can choose to use the money available to them to pay for things that would not normally be “Personal budgets can be spent in considered by a purchasing creative and flexible ways” authority such as the social services or local health trust, so long as they can demonstrate through their support plan that the outcome of spending the money in this way will meet the need which entitled them to the funding in the first place.” Louise suggested that this simple concept is one which is often missed when people who do not fully understand personal budgets talk about them, often resulting in quite ridiculous examples being given as evidence that the shift to SDS is fundamentally flawed. “An example illustrates this” she added, “with someone talking about how a person might be given a personal health budget “Why would social services pay for a because they need major football season ticket?” surgery, choosing to spend that money on a car or a holiday, and then getting their surgery anyway because the NHS has to meet the need.” She explained that this absolutely could not happen for a number of reasons. “Firstly, personal health budgets are currently being trialled to give people more choice and control over the management of long term conditions, in cases of continuing health care and in some instance for end of “There is absolutely no suggestion in life care. There is absolutely any of the Government’s discussions no suggestion in any of the of the subject that people would be Government’s discussions able to have a personal budget to pay of the subject that people for surgery” would be able to have a personal budget to pay for surgery, although the concept of enabling people to choose where they have their surgery (so where the cost is actually spent) has been mooted. Secondly, the person would have to demonstrate that the way they are spending the money is going to meet the need which entitled them to it in the first place, and it is clear that if someone has a need for surgery, buying a car is not going to create an outcome which meets that need.” Louise then gave an example of where

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someone has used a personal budget creatively which is real, rather than imagined. “Many people recall seeing in the newspapers the story of a gentleman who used some of his personal budget to buy a season ticket to his local football club” she explained. “This is a good example of a story which has been miss-told and mis-represented quite broadly. Why would social services pay for a football season ticket? Surely that is a “want” not a “need”? Surely public money should not be spent on such frivolous things?” “What people do not see” Louise suggested, “is the full story: This was a man who had become a wheelchair user through Multiple Sclerosis and whose wife provided the majority of his personal care. They had been offered a respite service by the local social work team in recognition of the fact that this put a great strain on their relationship, despite it being their choice to continue, and of the fact that his wife clearly needed a regular break. The respite service offered was for the man to go away into a residential care establishment for a weekend each month. Neither the man or his wife wished to be apart, nor did they feel that he would gain anything positive from the experience of being in residential care, while she felt she would simply worry about him and feel guilty. So they chose not to have a service at all. An alternative was respite at home, where his wife could go away and he could be cared for by paid staff in his home. They would love a break away, they decided, together, like most other married couples, but the wife did not wish to go away and leave her husband behind. Again, they declined the service – resulting in the “respite need” remaining unmet. With the offer of a personal budget came the flexibility that this couple needed to be creative about getting their needs met in ways that made sense to them. The purchase of the season ticket enables the man to go to football – with free support from his old friends who are all also season ticket holders and happily provide transport and assistance each weekend – while his wife has a whole day every week to herself. Respite need met in a person centred and high quality way, and at less cost than a traditional service.” She then turned her attention to SDS, Self-Directed Support. “SDS is about making sure that when people find themselves in need of care or support – something which we might all do one day – they are able to choose how that care and support is provided to them, they are able to use the resource available to them flexibly and creatively to get their needs met in ways that make sense to them. So more people get good services that meet their needs, the money is spent more efficiently and generates more positive outcomes, and most importantly, those vulnerable people for whom a traditional service simply doesn’t work are not left with no choice.” For more information about SDS and personal budgets, see the Think Local Act Personal website: www.thinklocalactpersonal.org.uk Louise can be contacted via her website at www.louisecloseconsulting.co.uk

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Trade Days seminar focusses on new payments system Not sure about the funding systems being used by your customers? One of the seminars planned at Trade Days will help you get to know how they might be buying from you in the future and will cover Personal Budgets, Personal Health Budgets and Direct Payments, giving you a great insight into how some of your customers might be making their choices in the future. The seminar will be presented by someone who is using the funding to buy products and you’ll also hear about a gap in the market that could turn into a new opportunity for retailers. Speaker Julia Winter became disabled 20 years ago and is now a full time wheelchair user. She is married with an eighteen year old son and lives in Essex. She has received funding from her local council in the form of a Direct Payment for 19 years and has used this to employ her own personal assistants and to purchase equipment to help her with everyday life. She runs her own Health and Social Care Learning and Development business working with NHS England, Local and Central Government. Prior to her current role, Julia was a founder Director of Liberation Partnership; a user led social enterprise set up to support people moving onto direct payments. Julia was also a trustee of several voluntary organisations including Disabled Parents Network where she set up and ran their national helpline and Essex Coalition of Disabled People where she set up and managed their Direct Payment Support Service. She is also a Registered General Nurse. Register for Trade Days to receive all the information on this seminar and the full programme. The website is at www.tradedays.co.uk

Julia Winter runs her own business and also uses Direct Payments to purchase equipment. She will be explaining how the system works and the opportunities for retailers at Trade Days

Training Diary 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. MAY 2014 Sunrise Medical - Power Mobility: Matching Technology to Need (CPOW) – May 13th – FOC to Sunrise Medical account holders Sunrise Medical – Power Wheelchair Assessment (CPDE) May 13th – FOC to Sunrise Medical account holders Global Training by Silvalea – Introduction to Slings. 20th May. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1. 21st May. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – May 21st-22nd – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Sunrise Medical – Powerchair Control Systems and Programming (TPSM5) - Wednesday 21st May (Day 1) - FOC to Sunrise Medical account holders Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 21 May. Ilminster. FOC including lunch. Sunrise Medical - Powerchair Control Systems and Programming (TPSM5) – Thursday 22nd May (Day 2) - FOC to Sunrise Medical account holders

JUNE 2014 BHTA - BTEC in Stoma & Continence Customer Support, June 3-4 Sutton Coldfield, Member fee £345+VAT, non-member fee £445+VAT, Edexcel fee £110+VAT (two day course ) Global Training by Silvalea – Amputee Sling Solutions. 11th June. Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions. 12th June. Interactive Online Training. FOC. Sunrise Medical - Powerchair Control Systems and Programming - Practical Training (TPSM5/P) Tuesday 17th June. FOC to Sunrise Medical account holders Global Training by Silvalea – In-Situ Sling Solutions. 18th June. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – June 18th-19th – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Global Training by Silvalea – Sizing & Measuring Slings. 19th June. Interactive Online Training. FOC

JULY 2014 Global Training by Silvalea – Complex Sling Solutions 2. 9th July. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 10th July. Interactive Online Training. FOC. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 02 July. Ilminster. FOC including lunch. Pride - Quantum Rehab powerchair training programme Thursday 10th July - A deposit is required for each delegate which will be returned once the course has been attended.

AUGUST 2014 Global Training by Silvalea – Manual Handling Products. 12th Aug. Interactive Online Training. FOC. Global Training by Silvalea – Manual Handling Products. 13th Aug. Interactive Online Training. FOC. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 20 August. Ilminster. FOC including lunch.

SEPTEMBER 2014 Invacare Ltd - Pressure & Posture in Wheelchair Seating – Tuesday 2nd September - FOC to Invacare Ltd account holders Invacare Ltd – Servicing, Maintenance and Adjustments in Invacare Manual Chairs – Wednesday 3rd September - FOC to Invacare Ltd account holders Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Power Chairs – Thursday 4th September - FOC to Invacare Ltd account holders Invacare Ltd – Fault Finding on Power Chairs – Wednesday 10th September – FOC to Invacare Ltd account holders Sunrise Medical - Manual Mobility Selection: Linking Assessment to Appropriate Prescription (CMAN) - Wednesday 10th September - FOC to Sunrise Medical account holders Sunrise Medical – Manual Wheelchair Assessment (CMDE) – Thursday 11th September - FOC to Sunrise Medical account holders Invacare Ltd – Power Chair Controls – Thursday 11th September – FOC to Invacare Ltd account holders Invacare Ltd - Servicing and Maintenance of Patient Lifters – Tuesday 16th September - FOC to Invacare Ltd account holders Invacare Ltd – Robin Overhead Hoists – Wednesday 17th September - FOC to Invacare Ltd account holders Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September - FOC to Invacare Ltd account holders Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September - FOC to Invacare Ltd account holders Sunrise Medical – Seating & Positioning for Function & Mobility (for dealers) (CDEA) – Wednesday 24th September - FOC to Sunrise Medical account holders

Exhibition & Event Guide June 3-5 2014 – OT Conference. Brighton. www.cot.org.uk June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www. healthpluscare.co.uk July 7-9 2014 – Posture & Mobility Group Conference. www.pmguk.co.uk September 11 2014 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 September 24-27 2014 – Rehacare, Dusseldorf. www.rehacare.com October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk November 12-15 2014 – Medica – Dusseldorf. www.medica.de November 20 2014 – Kidz Up North, Manchester. www.kidzupnorth.co.uk November 26-27 2014 – The OT Show, NEC. www.otshow.co.uk January 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.com March 30 – April 1 2015 – Medtrade Spring, Las Vegas. www.medtrade.com

Sunrise Medical – JAY Product Training for Dealers (PJAY) – Thursday 25th September - FOC to Sunrise Medical account holders Invacare Ltd – Servicing and Maintenance of Mattress Pumps – Thursday 25th September - FOC to Invacare Ltd account holders

CONTACTS FOR BOOKINGS BHTA - Call 0207 702 2141 or email nigel.woods@bhta.com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: traininginfo@prismmedical.co.uk Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@sunmed.co.uk, or visit www.SunriseMedical. co.uk/STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@

silvalea-globaltraining.com or visit www.trainingbysilvalea.com Quantum Rehab – Call 01869 324600 or email sales@ pride-mobility.co.uk Pride Mobility – Call 01869 324600 or email service@ pride-mobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@electricmobility.co.uk

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

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