Thiis nov 13 by THIIS

ISSUE 182 • NOVEMBER 2013

THE HOMECARE INDUSTRY INFORMATION SERVICE

The trouble with shows New ADL supplier with retailer focus Drive growth triggers further expansion

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contents New face at retailer................... 4 The trouble with shows............. 8

From the Editor

DLF library launch................... 14 Trade Days update.................. 16 New supplier enters the market............................... 18 New showering concept.......... 20 Challenging times for market.. 24

We have a newly re-furbished bank in our local town. It opened recently and gone are the counters which have been replaced with a very much more open style with desks.

Scottish partnership news....... 34

The day after a first visit since the changes, we received a call from a research company. They wanted to know what the impressions were of the different style, whether the staff greeted us properly etc.

Points of View.......................... 40

I’m guessing that the bank is a little bigger than your own company, but, if you have a showroom where customers visit, then you could do worse than copy the principle of finding out what customers actually think about you. On the same theme, the short series on the history of retailing that has been on TV recently included a strong message about how customers can lead a business and help in development. M&S, Tesco’s and all the big boys put a lot of emphasis on giving back what the customer tells them that they want. It’s a simple way of doing business, but it generally always works!

30% increase with new premises.................................. 36

Drive on the move................... 44 Re-cycling focus...................... 50 Jobs on offer........................... 62

on the front A new range of products from a new supplier. See page 18 for details.

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Help us to get the message through 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.

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David N Russell AD4

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

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New face at established retailer…30 years on! Steve Perry has recently joined the Mobility Aids Centre at Peterborough as their Marketing and Business Development Manager, just about 30 years since he first visited the company selling products to the owner.

Exhibition & Event Guide

Steve has known David and Jason Watling within the healthcare industry for many years and first visited them when he was an E&J wheelchair salesman in the 1980’s. In those days, Steve was known to the E&J team and also a number of his customers as ‘Agent Perry’. The name has stuck with the Peterborough based outfit and so it may well be that Steve has been stuck with the name in the future! Although The Mobility Aids Centre is a mobility retail shop, the company has, for many years, sourced and imported a number of specialist seating and standing equipment and other unique products. Steve says that he sees a great opportunity to market and sell these products across a number of sales channels. Jason told us: “Steve joins our company with wealth of experience and knowledge in the industry at a time when our company is developing in many different ways to meet the ever changing market.” The company was also involved in the ‘MacMillan World’s Biggest Coffee Morning’ recently. Steve told us: “Sometimes supporting national events at a local level can buy your business into national campaigns. Recently we were involved in the Macmillan Coffee morning at the showroom. In 2012 over 115,000 people signed up to the coffee morning raising a record £15million.” Steve explained that it was easy to get involved: “The national organisation sends you a pack of signs and balloons to help you join the promotion and then it’s up to each business how they use the event. The MacMillan website allows you to upload your coffee morning to their website to give you national coverage on top of your own activities.”

He added: “With Facebook and other social Steve Perry (right), media, the company website and the posters, it is pictured with Jason Watling easy to inform your customers of the event which brings in extra sales on the day as customers visit the showroom to support you. As a local company it helps raise the profile within the community and it is a really good cause that is relevant to our industry.” As Steve says, it takes “Sometimes supporting national a little time, but is worth events at a local level can buy your it. “With all these types of business into national campaigns” national events it takes some time and effort to promote and make it work on the day, but it is a worthwhile promotional activity to draw customers to support your business.” And the end result in terms of the amount raised? “The ladies in the showroom did a fantastic job baking and selling cakes helping to raise £128.00 and staff were encouraged to wear something green for the campaign.” Steve can be contacted by email: steve@ mobaids.co.uk. Mobile: 07736-354316.

Karen Hart and Sue Black were just two of the Mobility Aids team members involved in the fund-raising day

It’s a great way of using the showroom and generating some traffic

November 12-13 2013 – Care Show, NEC. www.careshow.com November 20-23 2013 – Medica, Dusseldorf. www.medica.de November 21 2013 – Kidz Up North, Event City, Trafford Centre. 0161 607 8200 www.kidzupnorth.co.uk November 26-27 – The OT Show, NEC. www.otshow.co.uk January 27-30 2014 - Arab Health, Dubai. www.arabhealthonline.com January 29-31 2014 - Moving & Handling People, Business Design Centre, London. www.movingandhandlingpeople.co.uk February 14-15 – IIC Show, Manchester Central. 0151 709 4034. www.iicshow.co.uk March 10-12 2014 – Medtrade Spring, Las Vegas. www.medtrade.com March 27 2014 – Kidz in the Middle, Ricoh Arena, Coventry. www.kidzinthemiddle.co.uk April 1-2 2014 – Tissue Viability, York University. www.tvs.org.uk April 29 – May 1 2014 – Naidex National, NEC. www.naidex.co.uk June 3-5 2014 – OT Conference. Brighton. www.cot.org.uk June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk July 7-9 2014 – Posture & Mobility Group Conference. www.pmguk.co.uk October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk

November 2013

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Expansion announcement for scooter supplier At Rehacare, TGA’s Managing Director, Daniel Stone and National Sales Manager, Tim Ross met up with the supplier of the Breeze mobility scooters, Afikim Electric Vehicles based in Israel, Afikim announced expansion of its production facilities at the show. The company has been based in the second largest Kibbutz in Israel for over 30 years. Meetings were held with Shimon Bagron, Afikim Operations Director and the Marketing Manager, Ofer Amitay so that TGA could plan for potential new and pioneering product launches in 2014. Tim told us: “We appreciate that the engineering quality of the Breeze is a major part of our success here in the UK with retailers. The news that production facilities and scooter output is to increase from the Kibbutz will benefit all our retailers as sales capacity and delivery time frames will be enhanced. Listening to Shimon and Ofer, we were assured that Afikim’s high levels of quality control will continue and witnessed details regarding a radical new product already at advanced concept stage. 2014 promises to be even more exciting for both our businesses along with all TGA dealers.”

Ofer added: “It is always fantastic to hear how popular the Breeze is in the UK and we thank Daniel and Tim for their continued business with Afikim. At Afikim, the values of the Jewish faith and upholding the quality of ‘blue and white’ products are absolutely paramount to us. TGA are a perfect partner for us as their ethos for continually asking customers for feedback is the same as ours, which helps improve products together. This combined approach has resulted in Breeze scooters delivering proven user-focused features and now we have a new breed of mobility solution on our drawing boards, levels of end user independence will become even greater in 2014.”

TGA’s Managing Director, Daniel Stone and National Sales Manager, Tim Ross with members of the Afikim team

New structure at LINAK UK LINAK UK has undergone a re-structure. Mike Palmer has handed over the reins to John Turner. The business was founded by Mike in 1990 and over the last 25 years the company has grown from 3 people to 25 people. The company says that, as part of the succession plan, John took over the role of Managing Director from the 1st October 2013. He has worked at the company for 20 years, gaining experience whilst working in varying departments of the UK organisation. John told us: “LINAK has been part of my life for 20 years and I have had the immense pleasure of contributing towards its success and growth. Mike’s legacy lives on through the highly motivated team which he has assembled over the years and I relish the opportunity to carry our successes forward.

November 2013

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The trouble with shows... It’s one of the biggest marketing expenses for any business but it seems that shows and events are under more pressure these days than at any time in the recent past, with reduced visitor numbers at a number of established events in our marketplace and in general in the show world. Over the past few months we have seen a number of major events take place in our industry and in general, we have also seen smaller show floors with fewer exhibitors and reduced visitor numbers. Naidex, Naidex Scotland, The Mobility Roadshow, Rehacare and Medtrade have all followed a worrying trend that makes it even harder for companies looking to exhibit to make the decision to spend and for visitors to return in numbers. It’s not just our industry that is seeing the decline. A recent survey found that trade shows exhibited a slight decline in attendance of 1.4 per cent yearon-year and like-for-like (i.e. comparing the same events) between 2009 and 2010, while consumer shows declined 3.6 per cent and it seems that it is consumer shows which are under the most pressure. The survey highlighted that, over a fiveyear period from 2006 to 2010, public shows had a significant loss of 22% of attendances. According to the figures, if you take out the really big shows that have a tendency to distort the results, a typical trade show lost 8% of its attendance during the past five years, while the typical consumer show performed even worse, with a 22% decline. We saw the results of the uncertainty recently when, after celebrating the 30th anniversary of The Mobility Roadshow at Telford in June, Mobility Choice, the Charity responsible for its organisation, announced a major review of its activities. The organisers stated that, while the review is taking place, there will be no Mobility Roadshow held in 2014. That’s a blow to the exhibitors who will have had the Roadshow on the calendar as part of their marketing plans, but the Charity has said that it will be launching a major consultation exercise to listen to the views of all relevant people, through its extensive database of visitors over recent years, as well as taking the views of exhibitors and other stakeholders. Jacqui Jones is the Mobility Choice Executive Director who has been responsible for the show for a number of years. She told us: “The Mobility Roadshow has been a huge success in helping to meet the needs of thousands of people with disabilities. However the marketplace generally and the accessibility of information and services are now very different today compared with

November 2013

Rehacare suffered as

30 years ago. This review gives us a great a result of some of the larger companies sticking opportunity to refresh and reinvigorate the event to their ‘bi-annual’ to ensure that we continue to deliver the best strategy, but the visitor numbers were also down possible service to all.” on the comparable event In Germany, Rehacare has it’s challenges too. in 2011. This year the organisers reported 43,500 visitors attended. Last year the visitor numbers were reported as 51,000, but this year saw some of the larger companies stay away from the show and continue their bi-annual exhibiting strategy and so the 43,000 can only really be compared to the 2011 figure. That was 47,000 visitors and so we are looking at what is still a significant reduction if you compare like with like. The bi-annual strategy of some of the main players makes a huge difference to the show. For “Marketing teams on all the events example, there were 750 work their socks off to get people exhibitors from 37 countries through the doors and so it begs the this year. That was down question how to raise visitor’s levels from the 2012 total when in the future” there were 851 exhibitors. But it’s when you look at the size of the show that you see the real difference. This year it was 22,688 sqm, compared to 31,512 sqm metres in 2012. That’s a lot of show to miss every other year. Both Naidex and Scottish Naidex saw visitor numbers fall too. The visitor levels at National “We expected attendance to be Naidex have now fallen down, but it’s better than what we over the past few years. In expected. I think people understand 2010 the visitor numbers where the industry is” were 11,618 and that had dropped this year to 10,275, a reduction of over 10% and the Scottish Naidex numbers highlight the issue even more. In 2011 the bi-annual show recorded 2,731 visitors. This year, according the show’s website, the numbers had reduced to 1,980, a 27% fall. As we’ve said before in the magazine, no-one can question the level of marketing for Naidex and the other shows and I know that the marketing teams on all the events work their socks off to get people through the doors and so it begs the question how to raise visitor’s levels in the future. Just a couple of weeks ago Medtrade took place. Now, Medtrade is in a slightly different position to the other shows due to the incredible pressure that the marketplace is under in the

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USA. We’ve written before about ‘Competitive Bidding’ which is the US government strategy to cut the costs of equipment being supplied. It may well be saving money, but there’s a big cost to the industry as you might expect. Although there are pressures in the UK marketplace, both on businesses and also on professionals who are finding it harder and harder to justify a day out of the office or away from clients, the US market conditions are somewhat more challenging. The reports of the show in the US suggested that, to no one’s surprise, the atmosphere at the show was reserved. The show organisers were honest and realistic. Kevin Gaffney, group show director for Medtrade said: “We expected attendance to be down, but it’s better than what we expected. I think people understand where the industry is.” There were over 500 exhibitors, but readers who have attended Medtrade in the past will understand that the show is way smaller than in the past. There’s been a great deal of consolidation in the US and a lot of companies haven’t made it sadly over the past few years of very tough trading. Interesting, in a show publication, one of the exhibitors questioned the value of having two shows a year (There is one in the south and one in Vegas), saying: “Why don’t we do one big show and make it amazing?” There was also another issue – the venue. Medtrade’s roots are in Atlanta. Over the past 10 years or so the show has also been located in New Orleans for a few years and Orlando. This was the first time for a few years that Orlando was the venue and it doesn’t seem to have been a hit with one exhibitor commenting simply: “It’s not Atlanta”. The show returns to Atlanta next October and it looks like it might stay there for the foreseeable future. There’s another item, specifically about the challenges in the US marketplace elsewhere in this issue. Read it if you can as, if nothing else, it will put some of the challenges that we are facing in our marketplace into perspective! Back to the UK and Jacqui Jones, Executive Director of Mobility Choice gave us some more detailed thoughts on exhibitions in general. She told us: “Event organisers have always faced huge pressures to deliver the best possible show for visitors and exhibitors. How to achieve a successful event can vary quite dramatically dependent on audience type and is now changing rapidly for both B2B and B2C markets. This is why the Board of Mobility Choice has decided to

November 2013

The National Association

of Equipment Providers implement a review phase regarding The Mobility conference moved to a Roadshow. This will mean that when it is renew venue this year, but launched, the event will maintain its clear vision struggled to attract more delegates. of showcasing solutions for independent mobility, and continue to deliver all the relevant features for people with disabilities.” Jacqui suggested that things need to change when it comes to how people view an event. “Across the exhibition sector and for the majority of exhibitors, there has always been a focus on the volume of visitors through the door. This is also commonly true within the mind-set of the media, visitors and certain show associates – this needs to change. Audited attendance figures, should not be able to solely determine whether a show has been a success or not.” She added: “We have always believed that ‘quality, not quantity’ should be the mantra. “There has always been a focus on There is little point in the volume of visitors through the delivering hordes of ‘tyredoor – this needs to change” kickers’ who will simply peruse products with the pre-mediated intention of buying elsewhere or online. Smaller, targeted audiences that value quality, service and professional advice are surely a better option. There will never be a virtual replication for physically experiencing products and face-to-face engagement and exhibitions need to major on this. This is where both trade and consumer exhibitions will survive; however format, structure, features and location will need to evolve.” And she suggested that it is very much about creating the right balance. “The amount and type of content a show offers will always be key. Visitors want to see a wide range of features in one location: however too few, there is not “We are well into a trend that sees enough pull, too many and fewer, larger and annual, national the event can become shows being replaced by smaller, unwieldy. If organisers more regular regional events” attempt to be all things to all people, then an event brand is unclear and exhibitors become confused about who to expect on their stand.” Jacqui believes that there is a trend for a different type of event. “It appears to me as the exhibition circuit continues to fragment; we are well into a trend that sees fewer, larger and annual, national shows being replaced by smaller, more regular regional events. Today is all about immediacy of information, which again has been fuelled by the internet. This has led to a potential ‘no wait’ attitude in relation to

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investigating products and services, especially in regards to national consumer events. The trade arena is different as networking and deal making on the show floor offers a fundamental value to attendance. Meeting and engaging with fellow industry peers, buyers and associates is extremely valuable and only at a large-scale event, can a high number of professionals network together.” And there are a number of other issues too. “A major consideration in recent years has been the location of events and how that impacts on the potential audience. Fuel costs, traffic congestion and lack of time are growing issues, especially for many end-users with disabilities. This reiterates my previous point that potentially a single national event is perhaps not the way forward for The Mobility Roadshow. Regional/local events may be more appealing to the visitor, though they need to appreciate that the choice on offer may be more restricted. It is time to take products to the people, not people to the products.” “All these issues” she says, “have resulted in falling attendance figures in recent years across the majority of shows. True, a select few buck the trend, but most organisers are now fully engaged in implementing pioneering ideas to resolve this disappointing trend. Nurturing a new generation of visitors to exhibitions is crucial as younger people become more dependent on social media for interaction. The events industry as a whole is facing the same issues, whatever the subject matter. Nevertheless, despite how the digital environment is changing our behaviour, I believe there is a future for exhibitions and sense we may be simply within a cycle that will eventually come full circle.” It’s not just what you would describe as ‘exhibitions’ that are under pressure though. There are a number of ‘conferences with linked exhibitions’ that are facing similar issues. The NAEP conference found itself in a new home this year. After many years in Blackpool, the organisers took the decision to ring the changes and re-located to the Chesford Grange Hotel in Warwickshire. No funfair, sticks of rock or end of pier entertainment, but a more central venue with more up to date facilities. It’s fair to say that no-one quite knew what would happen when an established event like this was moved to another part of the country and so it was a step into the unknown for all concerned – the organisers, the exhibitors and the delegates. Of course, every location has its challenges when it comes to an exhibition or a conference. Blackpool had the space, but it had also built up a reputation for being, let us say, somewhat challenging for the delegates when it came to accommodation. Chesford Grange had more appeal when it came to accommodation, but it didn’t have the large conference hall facility and so that was a challenge for some of the exhibitors. A minority found themselves tucked away in a corridor or a corner and felt that they didn’t get the rub of the green when it came to interaction with the delegates. And what of the delegates, or, more particularly, the delegate numbers? The hope was that a new venue would have encouraged more delegates to book a space at the two day event. That didn’t

November 2013

Although it’s a quality

seem to be the case, at least for this year and audience, Medtrade is under pressure due to numbers looked a little down on the year before. the challenges of the The real challenge, of course, is to attract Competitive Bidding delegates to a conference when money is programme changing hands and places have to be paid for. Professionals are finding it harder and harder to get the time away and to justify the cost of being away and you would have to think that it’s going to take some serious marketing, an exceptional proposition or a change in the economic climate to make it any different in the near future. As Jacqui Jones pointed out, it’s not about numbers of course, but about quality and so as long as the right people are in the room, the exhibitors will continue to support events like this. Kevin Wright, of Disability North is part of “I believe there is a future for the organising team for exhibitions and sense we may both NAEP and DNEX. be simply within a cycle that will This is what he had to say. eventually come full circle” “These are challenging times for the organisers of conferences and exhibitions. The time squeeze which all professionals now experience means that it is difficult to encourage them out the office to visit a conference or exhibition, while the increasing penetration of the internet in people’s lives, means that they do not need to visit exhibitions to find out what is new when it is literally only a few mouse clicks away in the comfort of their own home.” Kevin asks: “So does this ultimately mean the end for conferences and exhibitions? In my opinion ‘no’. What it does mean though is that there is a greater responsibility on an organiser to ensure that what they are delivering really does meet the needs of the audience they have targeted to attend, which in turn means that the exhibitors have the best possible experience in relation to the quantity and quality of visitors to their stand.” Kevin believes that the educational content needs to be spot on. “When organising a conference it is crucial to ensure that the speakers booked will entice delegates to attend despite conflicting work pressures, by delivering essential topical information that they cannot afford to miss and that will benefit them in the future. It is also becoming more important to consider all elements of an exhibition, for example the venue, its location and accessibility, the whole visitor experience. As I mentioned we exist in a world where people can view products and services without leaving their home. So if you are expecting individuals to venture out everything has to be in place to make the visit as informative and pleasant as possible.”

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Still 11 months monthstotogogo and exhibitor list keeps on growing... Still 13 and thethe exhibitor list keeps on growingâ&#x20AC;Ś

Confirmed exhibitors so far: Classic Canes Drive Medical Classic Canes Patterson Medical Drive Medical Handicare Patterson Medical First Senior Handicare Flexel First Senior Gerald Flexel Simonds Primacare Gerald Simonds Suite Options Primacare Assistive Partner Suite Options Uniscan

Able 2 Wilcare Bartrams Karma Mobility The Helping Hand Co NRS Healthcare Aidapt Assistive Partner Rise & Recline Blue Badge Company GordonSunrise Ellis Medical Uniscan Happylegs Kymco ChilternPOTS Invadex Able 2 MK Battery CefndyInnahome Karma MobilityTGA Etac Wilcare Rise & Recline Jetmarine Paroh Sidhil Happylegs Timo UK The Helping Hand Co Access Needs Aidapt MK Battery Ableworld Blue Badge Company Gordon Ellis Electric Mobility KymcoCareshop Etac Chiltern Invadex Dartex TGA Easymove Sheets Sidhil Cefndy Carebase Sitting Pretty

HMS Vilgo Jetmarine Redwood Distribution Timo UK Switch Sticks Ableworld A&D Instruments Electric Capatex Mobility Dartex Roma Medical Sitting Pretty Kirton Healthcare Bartrams Nordic Care NRS Healthcare

Sunrise Medical

front of people who want to do business, call Clare Johnson on 01962 736989 or c.johnson@closerstillmedia.com

Hereâ&#x20AC;&#x2122;s what some of our exhibitors have to say about Trade Days: We look forward to a professional and productive trade show and hope that our retailers will take up the opportunity to attend and support it fully. James Nicholls, Group Sales and Compliance Director, The First Senior Group

This is the first event I have been aware of dedicated to trade and as such is one we are keen to support. We have jumped at the opportunity to book a stand at this Make sure you book your diaries now for this not to miss

For more industry feedback, visit www.tradedays.co.uk

Clare Johnsonon 01962 736 989. Or email us at c.johnson@closerstillmedia.com

DLF launches AT product library It wouldn’t take long for assistive technology suppliers to lose their stock if they loaned it out to anyone that fancied giving it a go! How big a gamble would it be if the customer was able to loan, try it and test before making a purchasing decision? The Disabled Living Foundation (DLF) has set up an “Assistive Technology Library” for potential purchasers to do just that. The Assistive Technology Library project, funded by Department of Health, is being piloted in selected areas this year before going national from 2014. The DLF says that there is a lot of great equipment on the market, but if it does not meet user requirements it is of little use. Ed Mylles, Director of Business Development at the DLF explained: “People sometimes buy equipment from magazines with the best intentions; however it often ends up not being used much as it never quite did what the user, or well- meaning relative, expected. As a result a lot of money is wasted on equipment that was never quite right for the individual user or individual situation. DLF’s library aims to minimise this trend, and help direct the right equipment to the right people.” The DLF says that it has found that those who could potentially benefit from using AT, whether people with disabilities or carers, can be deterred from buying electronic AT aids as they are uncertain whether the device will work for them, or they may lack confidence in their ability to operate it. Ed added: “Having a chance to test these devices in their home environment will allow users to decide whether or not the device is worthwhile them investing time and (potentially) money in. They will have time to try different settings, see whether ranges are compatible with the practical layout of their home environments, and evaluate whether the technology will benefit their day to day life. If they do encounter any difficulties operating the equipment during the loan period DLF’s Occupational Therapists will be at hand to help with technical glitches by telephone during office hours.” According to the DLF, the Assistive Technology library will stock equipment which can be

borrowed for two weeks free of cost, with no obligation to buy. These items mainly come in three broad categories: • for people who are starting to experience memory difficulties and would benefit from prompts/reminders/reassurance to safely remain living on their own • for people who live with a carer, perhaps a family member/spouse who looks after them, who are at risk of going off to areas in or outside their homes where they are not safe • for people who are blind or partially sighted People can view DLF’s range of equipment online or receive a catalogue and then request the piece of equipment they want to borrow, again online or over the phone. DLF send the equipment out by recorded delivery and the equipment “A lot of money is wasted on is used for two weeks equipment that was never quite right to become familiar with for the individual user or individual it and test usability. It is situation.” then returned to DLF via recorded delivery. The only cost the users incur is the price of the recorded delivery to return the product, usually £3-£5 and the organisation says that it is currently trying to find a way to eliminate even this cost. If the user likes the piece of equipment and wants to purchase it, the DLF send them a list of independent suppliers they can buy it from. Ed says: “There are currently 50 different products in stock, and we will be expanding our content in the coming months based on customer feedback and requests. For more details on the library. go to www. livingmadeeasy.org.uk/library

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Over 80% of space allocated for first trade event With still around 11 months to go before the opening of the doors for the first time at the brand new trade only event, Trade Days, the organiser, Closerstill Media is reporting that well over 80% of the space on the show floor is now allocated. It indicates the real desire that suppliers and manufacturers in the industry have to spend a couple of days with their retail customers in an atmosphere that is very focused on business. With so many companies already committed to the show, it begs the question why the organisers launched the event so far out from the first show dates. The first details were released in May. Matthew Butler, Show Director for Trade Days explained: “Normally we might not have launched a new event so far out from the first dates, but with Trade Days the feeling was that both the manufacturers and suppliers and also the retail visitors would benefit from plenty of time to plan the two days and to develop ideas that would be effective for both the exhibitors and the retailers visiting.” He added: “Normally with a brand new event it takes a while to gain momentum, but, as everyone can see, with Trade Days it’s been very different. The take-up from the exhibitors has been extraordinary at such an early stage, which gives us even more confidence that the format and the concept is exactly what people are looking for at this time. There are a number of additional companies that have told us they will be at the show but haven’t yet finalised their plans and so our challenge over the coming months is going to be to manage the show floor so that it doesn’t get too big. That might seem a strange thing to say from a show organiser, but we are conscious that there is an optimum size for the exhibition that will work both for the exhibitors and the visitors.” In another interesting development for the show, French company HMS Vilgo confirmed a stand. The company’s product range includes Homecare beds, hoists and a large range of other products, manufactured in France. Matthew says that the inclusion of HMS Vilgo shows that awareness for the event is being created further afield than just the UK. “Over the past few weeks we have been at both Rehacare and Medtrade and we are very pleased by the reaction to the event from both the European and American markets. We are planning an extensive marketing campaign to attract the trade from a number of world-wide markets and we believe that potential visitors will fully understand the trade-only focus that we have.” Carebase has also recently taken the decision to be at the show. The company have a new range of products, especially designed for the retail marketplace and so see Trade Days as a great place to be. Darren Faith, Commercial Director at Carebase explained: “The launch of Trade Days comes at a perfect time for Carebase as we are introducing the new ‘Flavours’ package for distributors. This gives access to the unrivalled choice of design, styling and functionality from the Bock bed range to differentiate

November 2013

products from the many standard beds on offer. It includes products with unique functionality, like the Adiflex - the only low bariatric bed that meets the new Standard in height range as well as the highly attractive Combiflex double bed models.” He added: “It also gives distributors the ability to specify highly customised products with matching furniture and chairs even in small quantities. This will enable trade buyers to attract customers with something distinctly different, obtain higher “Trade Days will give Carebase margins and achieve the right platform to develop trade very high levels of business with our new and unique customer satisfaction. products” Personalised literature, web and email support is included along with discounted demonstration stock and training. Trade Days will give Carebase the right platform to develop trade business with our new and unique products.” But Trade Days isn’t only designed for companies that have products that can go onto the retail shelves or onto the showroom floor. It’s also a good place for companies that provide services to the industry to promote themselves. One such company is The OT Practice. Kate Sheehan explained why the company, that has over 100 Private Occupational Therapists working with it, would want to be in front of a trade audience. “Trade Days offers The OT Practice the opportunity to communicate with suppliers and retailers about how Occupational “Being in front of a trade only Therapists can add audience will give us different options to their business in terms of the information we development plans and present and the way that we do it” help them to engage both with the profession and customers. Being in front of a trade only audience will give us different options in terms of the information we present and the way that we do it.” Additional companies to book stands at the show in the past couple of weeks are Kirton Healthcare, Roma Medical, Paroh, Amilly International, A&D Instruments, Redwood Distribution, Switch Sticks and Capatex. If you were considering exhibiting at the event yourself, contact Clare Johnson to see how the floor plan is looking right now. Call 01962 736 989 or email c.johnson@closerstillmedia.com

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E-mail: info@thiis.co.uk

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New ADL supplier with retailer focus It’s always interesting to get to know more about a new company looking to make a mark on the marketplace. Here’s a look at a company that has a number of strings to its bow already and is aiming to make a new brand, Active Living, another successful addition… There are a core range of successful brands in the company’s portfolio which are marketed and sold under their own exclusive and recognisable brand names. These include Yellowstone which is a high quality offer of camping equipment and accessories and a range of unique gifts, gadgets and remote control toys under the brand New York Gift. There is also a collection of Solar The Active Living range lighting branded The Kent Collection, which is is made up of some 100 complemented by a garden gift range under products right now, with more to come the name of Ready Steady Grow and a range of health and wellbeing products sold under the brand name Matfield Lavender. As well as the ranges already mentioned, the company are also involved in a market sector that is very popular right now – the Cooking and Baking business. Sales director Nigel Moult explained: “We have a range called Hilly’s Kitchen which is very fashionable at the moment due to all the cookery and baking TV shows.” Now joining the existing and successful is the brand Active Living, a comprehensive range of Aids for Daily Living (ADL’s). Paroh is aiming to build the business and the Mobility Equipment Retailer in the Active Living brand through a wide variety of retailers as they do with all Southern Home Counties their other ranges. The Company is a well established independently owned “We have a range called Hilly’s Sales mobility equipment retailer. The Company has been built on loyal Kitchen which is very fashionable at Director, local and regional support and has an excellent reputation in the moment due to all the cookery Nigel Moult the area. The Company is known to offer exceptional service, and baking TV shows” explained support and product knowledge as well as competitive pricing. how the company has entered the With a trading history extending over fifteen successful years, marketplace. “Two years ago we the Company offers an established reputation and valuable bought out a company called client base. The Company also has excellent scope for further Pro-Team that was in financial development and the opportunity to develop new markets and difficulty and re-named it Paroh. forge growth through the expansion of the current client base. There were a number of brands that we took over and included Turnover: c. £375,000. within that were some daily living Adjusted Net Profit: c. £75,000 aids. The range was quite small Asking Price: OFFERS INVITED when we initially took it over but we saw the potential and have Phone 0844 822 5656 or email enquiries@AcquireBusinessSales.co.uk spent time developing it to a size quoting REF: 1120 that we believe will be of interest to the retailers while also give the Acquire Business Sales handle the sale of Corporate and Commercial Companies. products a strong brand identity If you are considering an Exit Strategy, contact our offices to arrange a No Cost Meeting with one of our Directors to discuss the saleability of your Company. by re-branding the range of ADL’s as Active Living. There was a small customer base at the time we took the range over and we knew that they were looking for a broader range of products, which is what www.AcquireBusinessSales.co.uk we now have on offer.”

One of the companies that has booked into the new trade only event, Trade Days is a company by the name of Paroh. It might not be a name that you are aware of right now, but the company has plans to grow awareness of their new range of Daily Living Aids that are branded under the name Active Living. Paroh Ltd is in fact one of the leading importers and distributors of leisure and lifestyle products in the UK, supplying many of the major UK supermarkets, department stores, DIY stores, garden centres, high street chains, wholesalers and independent retailers with a wide range of brands that the company say are much sought after on retailers’ shelves. The company is part of a family owned business which has manufacturing and offices around the world and a group turnover in excess of £50 million.

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November 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

Nigel told us that the business that owns Paroh and the brands in its portfolio is also involved in the Corporate Clothing marketplace. “The main business is called Direct Corporate Clothing and is mainly involved in the manufacture and distribution of work wear, safety wear, safety hats, safety boots and high visibility clothing. The business supplies uniforms to large companies who require corporate uniforms and personal safety equipment.” According to Nigel, the core strengths of the company is the ability to keep abreast of market trends in their purchasing and development while ensuring delivery in a fast and timely manner through their distribution. Pardip Virk, the Buying Manager for the Active Living range explained, “With each of the ranges we supply, we have a dedicated buying team who are responsible for the development of new products working in close partnership with our key manufacturing partners. We look very closely at every product idea to make sure that it is going to be not only a useful product that is fit for end use but one that we are confident in that when it is added to the range, there will be a demand.” “For the Active Living range we work with a core group of five factories” Pardip added. “Across the Active Living range we have spent the past 18 months making sure that everything is exactly as we wanted before launching the brand to the trade and to the public and are looking forward to presenting it at the Trade Days event.” As for getting the products established in the marketplace, Pardip says that the company is looking to a wide spectrum of retailers. “We are looking establish the Active Living brand by offering it to both small independents and larger retailers. We’ve had discussions with a couple of nationals as well, and it is a case of bringing it to market from two different angles.” In line with all of the brands carried in the Paroh portfolio, the Active Living brand will have its own unique and distinctive retail packaging and full colour Catalogue that is available on request. The company does not sell its products online, and this will also be the case for Active

The company sells only to retailers, but has a

Living. “We don’t sell to the end customer” Nigel showroom where the trade can see everything explained. “Our model is to sell onto retailers, on offer. The new range mobility outlets, and national pharmacies and we is ready to roll out to the trade and the company are also looking at the care home sector too.” is using the new trade At present there are just over 100 products in only event, Trade Days as the range. “Because we are a volume importer” a platform for the retail offering. Nigel added, “we work very closely with the factories obtaining very good prices that we can then pass on to the retailers and ultimately the consumers without compromising on the quality.” Although there are a number of products in every range, Paroh is not a huge organisation Pardip explained. “There are about 20 of us in the team and so we keep our overheads quite low. For each of the product lines we have a buying “We don’t sell to the end customer. team and we strive to keep Our model is to sell onto retailers” abreast of market trends so we are continually creating exciting new products across our own brands that keep us at the forefront of design and production innovation.” There’s also a sizeable showroom that is located in the West Midlands and is only a short distance from central Birmingham. Customers can view all of the ranges in a retail style format, allowing them to make their buying decisions. “We carry an acceptable inventory level of stock on the floor across the five ranges” Nigel told “Because we are a volume importer, us. “With the Active Living we work very closely with the range all of the products factories obtaining very good prices are ready to go and we want to be able to provide that we can then pass on to the retailers with everything retailers” that their customers may need for daily living aids throughout the home. Like the other ranges that we supply, we knew that if we were going to enter this marketplace with the Active Living products we had to do it properly and with the interest and success we have already built we are now developing the range even further.” For more information on the range, call 0121 543 1336 or visit the website at www.paroh.co.uk

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

New showering concept launches Developing a new product takes time and sometimes a good deal longer than you first thought it might. The latest showering option has taken a while, but now it’s ready to make a splash… A new showering product is soon to be launched by Assisticare. The owner of the company, James Robertson, has been involved in the marketplace for over twenty years and cites one of his previous employers as the main influence in his career to date. James told us: “The founder of Parker Baths, Roy Parker, was such as innovative thinker and did not shirk at taking a risk when he launched the original Parker Bath. It was risky because it was so different to what was available in the market at that time. If Roy were to be introducing the Parker Bath today it probably would not get off the ground as it would have struggled to get approval through focus groups and market testing etc, yet it turned out to be one of the most successful assisted baths ever made.” And, James says, that approach is something he has kept in mind. “This experience has greatly influenced me in developing the new Shower Seat. I never thought that it would be a straight forward thing to do, but it taking as long as it has done so far was not part of the plan.” Assisticare was launched in 2007 and it was working within the assisted bath and shower market, as well as the experience that he gained from his time at Parker Baths, that lead James to identify the potential need for the new shower seat. Elaborating further on the new seat James added. “Shower tray installations can be limited due to factors such as room size, physical constraints of a building i.e. within a block of flats etc. It is for such situations where a surface mounted tray has to be used, or where an individual prefers to maintain their independence, that we have developed the new shower seat.” The seat is a wall mounted and has a means of rotation that delivers the front edge of the seat beyond the lip or threshold of the shower area. James believes that the product is perfect for the retailer network. “The product will lend it-self to the retailer network as it will initially need to be demonstrated to an Occupational Therapist or other Care professionals, which as we all know presents opportunities in.” James acknowledges that the product will only be an occasional solution for OT departments as not every client or shower area will be suitable. But says, however, as part of an

November 2013

James Robertson has

assisted shower facility the product certainly has used all his experience to develop what he believes a place in Care Homes or very sheltered housing is a different and effective complexes. “We already have definite interest showering option. from a number of Care Homes in the concept as they have existing shower areas which are too small for a level access shower area to be used in conjunction with a mobile shower seat. Supplying the Shower Seat in conjunction with the new “I never thought that it would be a tray, doors and screens straight forward thing to do, but it as part of a complete, taking as long as it has done so far bespoke solution is the was not part of the plan” ideal scenario from a commercial perspective.” James has put a good deal of time, effort and resources into the new project. “2007 wasn’t the most ideal of times to launch a new business” he says, “and the marketplace is very competitive as everyone knows. We are still a small team here and developing a product whilst also delivering a supply and installation aspect of the business presents is challenging, so while I do have ambitions “The product will lend it-self to the to grow the business retailer network” further, the new product has taken priority so far.” James concluded: “I decided to develop a shower related product instead of a bath as it is clear that showering is emerging as the preferred means of personal hygiene whether that is in Care Homes, sheltered housing or as a means to enable an individual to live more independently at “While I do have ambitions to grow home. This marks the first the business further, the new product of a number of product has taken priority so far” developments to roll out over the next few years.” James says that he would like to hear from any commercial partners who would like to express an interest at this early stage. He can be contacted either via email enquiries@assisticare.com or direct on 0791 9925242. The new product could be a good addition to a retail business

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New Ambassador for Gerald Simonds Gerald Simonds has announced that Paralympic skier Anna Turney is the new ambassador for the company, representing products such as the new lightweight TiLite TR3 titanium wheelchair and the FreeWheel all-terrain wheelchair add-on. Anna, aged 34, became paralysed as the result of a snowboarding accident seven years ago. Four years later she finished sixth in the 2010 Vancouver Paralympics in alpine skiing. Anna won 10 medals last year and is training hard to represent GB in the 2014 Winter Paralympics to be held in Sochi in Russia. Anna spends 16 hours a week in the gym, and trains during the summer at The Snow Centre indoor snowdome in Hemel Hempstead. She has just returned from a busy trip to New Zealand where she trained with the British Disabled Ski Team and won two World Cup bronze medals in qualifying races for the Winter Paralympics. Additional team training and Paralympic qualifying races in Austria in November and America in December will be followed by more World Cup races in Canada and France in January. Anna explained: “I am delighted to have the support of Gerald Simonds Healthcare. After

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A marketplace with more challenges than most Over the years I’ve written about Medtrade a number of times in the magazine. As long-time readers will know, it’s a show that really captured my imagination when I first visited well over 20 years ago and I’ve been at various shows in all the various locations – Atlanta, Orlando, New Orleans and Vegas – a number of times. This year I was visiting for the first time in three years. One of the other subjects we have covered in the magazine before is the phenomenon that is Competitive Bidding. It’s complicated, but in a nutshell it’s the US Government’s attempt to cut the cost of the equipment being supplied – everything from oxygen to wheelchairs. When it first reared its head, or ugly head as the vast majority of the industry in the USA would say, it wasn’t clear what the affect was going to be but most people presumed that it wasn’t going to be positive. Three years on and the answer is pretty clear to see. It’s very messy out there in the USA marketplace and a lot of companies have struggled a great deal, with more than a few disappearing. As I said, it complicated, but the words ‘Competitive Bidding’ paint a picture that you’ll recognise as not being that positive. However, some of the facts, figures and statistics that are being released and published are really quite frightening if you are in business in the US right now. For example, one article

Flying the flag. You can’t beat a good simple give-away and the keyrings didn’t hang around too long!

November 2013

The new trade event, Trade Days, appeared on the exhibition floor at Medtrade after signing a co-marketing agreement with the Medtrade show organisers. There was a good deal of interest in the new UK event.

suggested that the 2nd round of competitive bidding has cut reimbursement rates by 45-72% which is quite scary. Oxygen supply is huge business in the US and many of the retailers over there are very much involved. One example given was of a local provider (retailer) who will be paid about $9 a month to supply portable tanks and oxygen to a patient. The portable tanks cost $75.00 and a regulator is about $200.00. It stated that the provider could spend upwards of $500.00 setting the patient up for the contract which lasts five years and the refilling of the containers will cost $3.50 a time. The amount he would get over the “One article suggested that the 2nd five years is, apparently, round of competitive bidding has cut $540.00 in total. So, you reimbursement rates by 45-72% can start to see how the figures don’t quite stack up which is quite scary” in many people’s eyes. In another example of how savings are being made, officials have said that competitive bidding cut the price Medicare pays for a home hospital bed from $1,376 under the old schedule to $737. That, I would suggest, in anyone’s language is significant. And so, if you are a taxpayer without any interest in the marketplace, there’s another side to the story. It has been estimated by the organisation controlling the process (CMS) that $25.7 “Competitive bidding cut the price billion (yes, billion) would Medicare pays for a home hospital be saved between 2013 bed from $1,376 under the old and 2022. schedule to $737” As you might expect, there have been casualties in the marketplace. Recently a New York based provider (dealer/ retailer) of home health equipment and supplies, filed for Chapter 11 bankruptcy protection citing an anticipated $26 million decline in revenue resulting from losses related to competitive bidding. And there are plenty of reports of the contracts that are now in place being under pressure too, with one patient hotline receiving 1,000 complaints since the 2nd round of bidding. A lot of the problems relate to companies winning bids that are a good distance away from what could be called their local areas. In some cases,

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E-mail: info@thiis.co.uk

As always, there was plenty of educational content for the trade at Medtrade

out-of-state contract suppliers are then hiring subcontractors, which, as you might imagine with the paper thin margins already on offer, are making the deals appear to be not the best bit of business the companies have ever done. With that backdrop, it’s not surprising that the Medtrade show is getting smaller. The difference from 20 years ago is quite striking. I guess that it was at least twice or maybe even three times the size it is now back then. But there’s been a tremendous amount of consolidation take place in the US marketplace, even before the Competitive Bidding programme appeared. But, as far as I’m concerned it’s still a good show and the reason that we have become involved with Trade Days. It’s still the only show in the world (until October next year when Trade Days opens its doors for the first time) where every visitor is involved in the same business as you are and that produces a unique atmosphere. The general feeling is that the show is still strong; it’s the industry that’s in a pretty poor place right now and that it is reflected in the smaller show floor and reduced visitor numbers. At the recent BHTA Conference, Vince Cable gave a speech about business development in general. He was honest enough to tell the delegates that he didn’t know a great deal about our specific industry sector, but he certainly understands what the demographics are telling us all and suggested to the audience that we really didn’t have a great deal to worry about – how could we possibly fail? In some ways the companies in the US can take some solace from that too. Whatever happens with the pressure on government spending, two things are abundantly clear, wherever in the world you are. The first is that there are going to be so many more potential customers in the years ahead and the second is that governments, in whatever country, just won’t be able to fund the supply of equipment. More and more, people will buy their own products and that’s where the market is – not bidding on contracts that are going to provide you a meagre margin at best and have the potential to take the company down. So I’m still pretty positive about the marketplace in the USA. The next few years are going to be rough, of that there is no doubt, but companies

November 2013

There is still some big money being spent on

will become stronger through the process. Yes, some interesting stand designs in Medtrade. This there’s also no doubt that some companies will one, from Respironics, find the pressure just too great. Others may well was styled as a bid for contracts that they really don’t have the hairdresser salon. Visitors could be fitted with one ability to fulfil. We’ve seen that happen here in the of the company’s new UK in the past and that may well be the downfall oxygen masks. of some outfits. But the marketplace will grow and in the US, probably grow more quickly than in many other places in the world and that means it’s still a viable marketplace to take a look at and to watch. It is also a marketplace that could “There’s been a tremendous amount offer UK companies a of consolidation take place in the US great opportunity in the marketplace” future too. It is bound to head more towards a ‘retail’ route and when that happens, there could well be an explosion of market potential. There is light at the end of the tunnel in the USA, the issue is how companies make their way through the tunnel and how long it ends up becoming. Finally on Medtrade, it’s always fascinating to try to understand why some companies do well at a show and others don’t seem to get out of it what they would hope. This year there was a stand for Trade Days as part of the co-marketing agreement that has been signed with Medtrade. The company to the right of the TD stand had a very good show. Recently a couple of their competitors have merged (part of the consolidation process) and they felt that they were in just the right position to offer customers a different deal. They were very proactive, had a number of people really working the stand and reported good results at the end of the show. The company to the other side of the TD stand didn’t have such a good time. They felt that their products just weren’t being considered by the visitor audience, but they weren’t as proactive as the company the other side. They even had a new product on the stand and in the new product pavilion, but didn’t manage to add the sign to tell visitors that they were featured in the new products pavilion until the second day of the show. Sometimes companies get different results from shows because of the way they approach them. The website for Medtrade is at www.medtrade. com

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Back on the soapbox By David N Russell Sorry, but I’m back on my little soapbox again…..about that you have a good show, groundwork is a key element. the use, or more to the point, non-use of the ‘New’ sign in Over the past couple of years, whenever I have been talking exhibitions. to a company about a particular event, the consistent theme It was two hours and twenty six minutes (yes, I did time it and has been that the companies putting in the effort to target yes, that’s probably a little sad on my part) before I came across customers and potential customers before the show and those the first ‘New’ sign on a stand at the recent Rehacare show. who make a real effort at the show to do something different, I walk quite quickly too and so that’s a lot of stands that have interesting and pro-active are those that come away with the been passed without the faintest sign of any sort of promotion amount of enquiries that they are happy with and the feeling going on. that they have got something out of being there. The same was true at Medtrade – hardly However, according to the Center For anything was labeled as being new. On a “It was two hours and twenty Exhibition Industry Research (CEIR) in the couple of stands I suggested to the sales USA, almost 80% of all leads generated at six minutes before I came guys that they could easily get a new sign an exhibition are never followed up. That’s across the first ‘New’ sign” produced for the second day of the show at a staggering statistic, but, anyone who has the business centre and that it would cost been involved in managing a stand at an them only a few dollars. Guess what, none of them took the bait! exhibition and, more specifically, collecting all the leads every The point is, following on from the comments from exhibition day and putting them in a folder for when they get back to the organisers, is it not a fact that exhibitors need to take some office may well recognise that as being near the mark. And I responsibility themselves too in terms of how successful a show would guess that it would apply equally to the largest exhibition might be for them and that means both pre-show and during right through to the three days at the shopping centre where the the show promotion. There is, argument, of course, that if you retailer has a range of products on show. pay for stand at a show, then it’s up to the organisers to do the Whatever exhibition you are planning in the future, whether rest and bring in the audience. Maybe in the past that might it’s with a huge stand or the smallest space on offer, then you have been the case but, as the comments about the challenges can make a difference to the outcome by giving the visitors that shows face highlight, it’s tough out there and to make sure more reasons to stop and start talking to you.

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UHC MERLIN COMFORT Tilt-in-Space wheelchairs, self-propel or transit, includes headrest and elevating legrests. Champagne Gold only. SSP £995 Key features of the Merlin: • Moulded removable seat and backrest cushions maximise user comfort and • Smooth tilt-in-space (0-30˚) positioning and configurable centre of gravity improves posture. posture and assists in providing pressure relief. • Elevating leg-rests improve comfort and increase circulation. • Height adjustable footrest and backrest recline. • Quick release wheels and hard-wearing solid tyres. • Flexible adjustment options – front and rear seat height, width adjustable frame, Stock clearance for standard self-propel £399+VAT, transit conversion kit available. adjustable backrest height and push handles. All chairs are prescriptive – configurable to client’s needs, orders for prescriptions are • Removable height adjustable armrests and swing in/out foot rests ensure ease of not included in the offer. All orders over £1000+VAT carriage free. While stocks last accessibility and transfers.

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Customers like the handy mug Some time ago we carried details of the introduction of the Handysteady mug. The product was designed by Chris Peacock and we caught up with him recently to see how things are going. It’s branded as the ‘world’s first cup with a rotatable handle’. Chris first came up with the idea in 2006 when he was at the Royal Academy of Art. “I developed it with Physiotherapists and in came onto the market about a year and three months ago” he explained. “I’m involved in the business about three days a week and I also work in product development which is another area of interest for me.” Chris explained more about the strategy for the product right now. “The strategy is to distribute within the UK for various different retail markets, so to mobility shops and to catalogue companies. The product retails at £39.95 (ex Vat). We are getting very good conversions from our website particularly those that are coming from our charity partners.” The cost of the mug may seem a little on the high side for some, but that’s clearly down to the

November 2013

usual, volume issue. Chris however, knows that the customers who do buy the product, like it. He told us: “I think it’s demonstrating value and showing how important the product is for those it works for. 95% of our customers keep it after they have ordered it from us. We have a 30 day money back guarantee of course and when I researched the marketplace and online selling, a figure of 16% returns was what we were working to and so I am happy with the 5% returns. I’m pleased and encouraged but I definitely want to scale it up for the future of course.” Chris is 35 years of age now and the development of the product and the process of getting it from prototype to the market has taken over six years of hard work, but he says that it’s been an investment and is looking forward to further development in the next few years. More details at www.handsteady.com

It’s taken number of years to get the product onto the market and selling through different routes, but the Handsteady Mug is making progress and is well liked by customers.

www.thiis.co.uk

E-mail: info@thiis.co.uk

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AJ Way add the Coverdry range Bespoke riser recliner and wooden high seat chair supplier, A J Way and Co has branched out into supplying the Coverdry range of blankets, bed protectors and seat protectors. The range was designed by 2011 Mumpreneur Idol, Tracey Hollins, in a bid to help parents keep seats, pushchairs and beds clean whilst children are growing up. The range has now expanded to include covers for adults too. Tracey explained about the development of the products: “After my first child was born we had an incident which prompted me to design the Coverdry range. The idea behind the range was relatively simple; to help protect almost everything that young children can sit or sleep on from unfortunate ‘accidents. The development of an adult range seemed a natural progression for the product, and is a great fit with A J Way’s target market.” The new Ultra Soft Waterproof Protector has an undetectable waterproof layer disguised within a ‘snuggle blanket’, providing comfort whilst preserving dignity. It is perfect to use as a wrap around in a wheelchair or bed, as a flat sheet to protect bedding and mattresses and as a throw to protect armchairs, car seats and sofas. It is

made from 100% bamboo, making it naturally odour resistant and simpler to clean, and is also dust mite resistant, making it ideal for those prone to allergies and asthma. Barbara Douglas, General Manager of A J Way, told us: “The Coverdry range is fantastic for parents, carers, care home staff, children, older people, the disabled and anyone else who needs “The development of an adult range protection. The Ultra Soft seemed a natural progression for the Waterproof Protector is an product, and is a great fit with A J excellent product because Way’s target market” it gives older people confidence that their dignity will remain intact yet looks and feels like an ordinary blanket. We have had a substantial number of enquiries since we started stocking Coverdry products and are delighted to be a Coverdry stockist.” Call 01494 471821 or visit the website at www. ajway.co.uk

New brace is a winner for Harry Chaneco manufacture a range of footwear and custom orthotics as well as supplying a wide range of stock orthotics. One of the newest products in the range is the DUO Knee Brace. The brace acts as an ‘off loader’ for knee instabilities making it ideal for someone suffering from a knee ligament injury, someone with Osteoarthritis or someone who has recently had knee surgery, just like QPR boss, Harry Redknapp. Harry is currently using the Duo knee brace to aid his recovery after a recent knee operation. He has been suffering from a

cartilage issue for some time and finally opted for surgery in July. Chaneco National Sales Manager, Steve Millett, went along to meet Harry during the fitting of his new brace. When asked how it feels during the fitting, he said, “It makes walking easier already”. Call 01604 709999 or visit the Chaneco website HERE www. chaneco.co.uk

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Scottish partnership for Mackworth Getting a story into THIIS magazine can make a number of things happen. Here’s an example of a new relationship created after an item appeared in a recent magazine (oh and if you want to see what might happen for you if you get yourself some coverage, read the comment at the end of the story!)… Mackworth Healthcare and Mobility Scotland have recently come together thanks to the coverage the company received in THIIS magazine. As a result of reading an article on the company in the May Issue of the magazine, Billy Finnie, Managing Director of Mobility Scotland contacted Mackworth Healthcare to discuss potential distribution of its products. Billy told us: “The article about a re-organisation and a new management team within Mackworth interested me sufficiently to contact them about a potential partnership. The article not only covered the company’s longevity and exciting developments but also investment and a new team to take the business forward. I certainly wanted to be part of that.” Billy added: “Mobility Scotland had been speaking to a number of potential suppliers in this field over a six month period but decided to partner Mackworth because of the sheer quality of the products, Neil Smiths passion for his people and the business and his and Mackworth’s exciting growth aspirations - it was a winning combination.” Billy said that a visit to the Mackworth premises confirmed the deal. “After a recent site visit to Mackworths Bridgend operation I felt vindicated in the decision to partner with the company. What became really apparent was the real customer centric approach to all the team worked towards and the palpable enthusiasm everyone had for the business and the products, from the highly skilled and dedicated machinists, to the innovative designers and knowledgeable product managers. The whole experience was at times quite inspirational, leaving me in no doubt that marrying those key, core principles with their great people to what we have in place at Mobility Scotland Ltd, certainly augurs well for a very dynamic and potent alliance which will make a real value adding difference out there in the market place.” Billy believes the agreement will be good for

Billy Finnie (left) and Neil Smith believe that the new agreement is the right move for both companies

both companies. “We are delighted to be working with Neil and his team. The strategic alliance will enable both companies to add mutual value whilst developing many opportunities within the moving and handling sectors across Scotland. “After a recent site visit to We look forward to adding Mackworths Bridgend operation I felt Mackworth’s products vindicated in the decision to partner and introducing them as a with the company” core range to our existing portfolio, shouting very loud and proud across our existing customer base and of course, taking the proposition into new areas.” Mackworth Managing Director Neil Smith said: “Businesses are all about people and although “The whole experience was at times we had absolutely no quite inspirational” intention of shifting our route to market via a single distributor in Scotland, when I met Billy I was consumed by his enthusiasm. Mobility Scotland has a great strength, with its familiar local presence and has an excellent reputation “The strategic alliance will enable for providing good quality both companies to add mutual value products and at a fair whilst developing many opportunities price.” within the moving and handling Neil says that Billy and sectors across Scotland” his staff have already attended a group of detailed training and product sessions at Mackworth’s manufacturing and training facilities. Mobility Scotland can be contacted on 0845 Two companies are now working together as a 521 3153. The website is at result of an article in the www.mobilityscotlandltd.co.uk. magazine Call Mackworth Healthcare on 0800 779 7218. The website is at www.mackworthhealthcare.com

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November 2013

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You see…it works! We are delighted at THIIS to have been part of the process that brought a couple of companies together – something the magazine has been doing for over 180 issues now! As we’ve said on many occasions, there’s no secret as to how you get coverage in the magazine – you simply send us something to use. The alternative is to spend 20 minutes or so on the phone with us for an interview. It then gets written, sent back to you for approval before publication and then it appears in the magazine, which is also available online now of course. The best news of all though is that it’s completely free. That’s right, zilch. Getting the coverage and the results is just a question of spending a little time to create the story – simple! Call us on 01536 710050 to discuss a news story or email us the information to info@thiis.co.uk

Sling manufacturer given a lift Silvalea has reported a 10 per cent increase in market share and has grown its export market after implementing new environmental and manufacturing systems. The company has benefited from support from the Manufacturing Advisory Service (MAS). Pauline Guilfoyle, Managing Director of The Silvalea Group, told us: “We noticed that distribution channels were growing around the world as the healthcare industry looked to find quality solutions to meet patients’ sling transfer needs. It was clear we needed to focus our attention on this increased demand and grow the businesses. We also wanted to address our environmental impact and understand how we could improve and manage our resources more efficiently.” She added: “MAS provided us with valuable advice and constructive support as we identified that our manufacturing and administration procedures needed updating to meet our predicted growth targets. They helped us implement a comprehensive staff training programme for our new manufacturing system, which we wouldn’t have been able to undertake on our own. Working with MAS to implement projects has enabled us to instigate strategies focused on building on the strong foundations that are in place so we can sustain future growth.” Phil Halse, MAS Advisor for Devon, said:

“Silvalea had the Gary Bevan, Operations Director of The Silvalea vision and ambition to grow and we were able Group (left) with Phil Halse to provide the necessary insight into their wider of Manufacturing Advisor, operational needs. With our support in putting MAS systems in place to cope with increased demand, Silvalea has been able to manage their capacity to capitalise on opportunities to grow and diversify. The company now has a solid foundation for further expansion and we hope to support them further with future projects.” MAS (Manufacturing Advisory Service) is funded “MAS provided us with valuable by BIS (Department for advice and constructive support as Business, Innovation and we identified that our manufacturing Skills). The organisation and administration procedures provides manufacturing needed updating to meet our business support for predicted growth targets” companies based in England, helping them to improve and grow. Many of the services are free and supplemented by appropriate grant funding. For more information on MAS and the services it provides, call 0845 658 9600, email advice@ mymas.org or visit www.mymas.org.

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New facility sparks 30% output increase Northern Ireland Secretary of State Theresa Villiers and Enterprise Minister Arlene Foster officially opened James Leckey Design’s new £3million custom built factory in Lisburn recently… Established in 1983 by James Leckey, the company has become a market leader in the development of postural rehabilitation equipment for children and adults with disabilities. The company says that the new 80,000 sq ft state-of-the-art facility will bring all of Leckey’s research, design, production and marketing capabilities under one roof for the first time. Exporting 98% of its products outside Northern Ireland, Leckey employs over 112 people at its new site with a further 18 staff located throughout the UK, Ireland and USA. Founder and CEO James Leckey told us: “Over the past 30 years we have focused on innovation through collaboration with therapists, parents, carers, universities and experts the world over to create postural support products which will be therapeutic, comfortable and life enhancing. The new facility marks another significant milestone in the Leckey journey and we are looking forward to maximising the benefits which will greatly enhance our global sales strategy and further establish our brand reputation for integrity, innovation, quality, service and value.” According to the company, since moving to the new single location output has increased by 30% with additional recruitment anticipated in the next year. James added: “Key to Leckey’s success is continual modification and improvement of existing products complemented by innovative solutions to postural support challenges. One

Secretary of State,

Theresa Villiers MP and such example is the recently introduced Comfee Enterprise Minister Arlene Seat which is a practical seating system for Foster open the new £3 million factory with CEO children and adults of all ages and abilities, James Leckey. designed specifically for leisure time in the home, school or in respite care. Even before its official launch in September the Comfee Seat won two major accolades at the Irish Design Institute’s “The new facility marks another Awards in Dublin.” significant milestone in the Leckey Enterprise Minister journey” Arlene Foster said, “Over 30 years, Leckey’s has built and sustained a reputation for product excellence and innovation across more than 140 countries. Leckey’s has grown through repeated investment in R&D, exports and skills development with support from Invest Northern Ireland, and its contribution to the local economy cannot be underestimated. It is also recognised internationally for its genuine focus on improving and enhancing the lives of children and adults with disabilities. This makes it a company “Since moving to the new single which we should all be location output has increased by 30%” exceptionally proud of.” Leckey distributes in the UK and RoI through a direct sales team and globally through international distribution agreements with Handicare ASA in Norway and Otto Bock Health Care Gmbh and its 44 sales Hilary Elliott, stitcher at subsidiaries who currently service 144 countries. the company chats with the Secretary of State and Visit the website at www.leckey.com Enterprise Minister

The new facility means that research, design, production and marketing are all under one roof for the first time.

November 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

Pride Mobility Products Ltd introduces the new Front and rear CTS suspension

18 Ah batteries come a standard

Increased leg room

Introducing the latest travel scooter from Pride Mobility Products Ltd, the Apex Rapid. Unique features of the Rapid include front and rear ‘Comfort Track Suspension-CTS’, 2 x 12-volt 18AH batteries, a larger footbase for increased leg room and many more helpful standard features. The Apex Rapid is light, versatile and easily fits into a car boot, which makes the Rapid a highly versatile scooter.

Scan the code for more information

North American distributor announced PG Drives Technology, a product brand of Curtiss-Wright Controls Industrial and leaders in control devices and systems for medical mobility vehicles, has named US-based New Solutions as primary distributor for its mobility controllers in the North American powered wheelchair aftermarket sector. The company says that, as one of the largest aftermarket wheelchair parts distributors in North America, New Solutions is already well placed to support PG Drives Technology (PGDT) in offering excellent customer service, low prices and fast shipping to the US market. The company adds that PGDT’s association with New Solutions will strengthen the distributor’s already impressive aftermarket portfolio in its quest to become a “One-Stop-Shop” for all mobility parts. As a primary distributor and with a network of 4,000 dealers, the partnership with New Solutions also means that durable medical equipment (DME) suppliers and end users can now purchase parts and components, or have parts repaired,

from a single ‘local’ source. For existing PGDT customers, the purchasing process will also be made easier thanks to the electronic payment and logistics system offered by New Solutions. Welcoming New Solutions to its distributor network, Curtiss-Wright Controls Industrial Senior Vice President Kevin Rayment says that the partnership has been structured to ensure that customers of both PG Drives Technology and New Solutions will benefit. Further information is available from the CurtissWright Controls Industrial website or by calling +44 (0)1425 271444. The website is at www.cwc-ind.com

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Tintern Riser Porter A mobile rise and recline chair with optional single or dual tilt in space control

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Points of view

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

Looking back to look forward By Mike Glynn As we look back at what many would call a tough year there are signs of optimism in some areas, but for many others however it’s been just a slog. Although everyone knows trading is difficult at present the approach ranges from well informed and developed planning to ‘let’s see what happens’. Even when you don’t have a crystal ball the more information that you have to hand that is result based and historical lessens the guesswork. Many businesses start out with a bit of a plan but as things become increasingly busy within the business, the owner and leader gets sucked into the wormhole that is the machinery of the business. Once in there it becomes very difficult to break free of the day to day stuff. Days become weeks that pass without getting any time to think or plan what happens next. And then it happens a crisis occurs - you lose a sale or a contract and revenues fall or customers stop using you. It’s not your customer’s job to remember to do business with you, it’s your job to remind them. Sometimes all it takes is a gentle reminder. Many businesses don’t recognise the vital signs or recognise that things have changed, because, they just creep up on you. When last did you really take a good look at your business, and looked, really looked at what was happening? All businesses pick up bad habits. It’s just like driving a car after you’ve passed your test. Small errors and lapses creep in at first, they then go unnoticed and the problems grow. More often than not it is people led in most cases, not maliciously but not doing things quite right and taking short cuts. Now is a good time in the year to look the business to see what needs to change and be in place to make next year easier. Whilst it’s still fresh in your mind relive some of the pain of the past 12 months and look at what you need to change and triage the list. If your business has had a good year what will it take to make it better or hold its position?

Just as a starter ask these questions of your business; • Has the market that I am in changed, if so what are we doing about it? • What are the numbers like - not just the ones at the top and bottom but all of the ones in the middle? • Have we grown our customer numbers? If yes why and how if no, the same why and how? • Are we still number one in our chosen field or “Now is a good time in the year to location? look the business to see what needs • Do our systems work to change and be in place to make adequately enough to next year easier” keep us informed? • What do our customers say about us and what is our reputation like? A business is likened to a living organism and the every now and then needs a check-up just to keep it on the right track and in shape. Without the right information system in place and plan to monitor the business leaves it to chance and costly decisions.

ABOUT MIKE Mike has spent most of his working life in retail, with the majority of his experience being with B&Q starting as a trainee, ending up as store manager of one or their largest branches in the country. Utilising his knowledge and passion for customers and customer care, Mike joined Simplyhealth to successfully develop a scalable retail format to compliment the business. In 2011, identifying an opportunity, Mike started his consultancy MG Retail Consulting Limited to continue develop exceptional customer experience in the health retail area. You can contact Mike by email mikeglynn@mgretailconsulting.co.uk

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Points of view Vulnerable? It depends which way you look at it By Julian Cobbledick What will we all be like when we’re of ‘vulnerable age’? I know that we almost all deal with young disabled people, but for most of our (THIIS reader) businesses the vast proportion of activity is driven by older people’s needs. The care sector (and government generally) use the collective term “vulnerable people”. Yes, that’s usually the case.... and yet............ All societies for centuries have encouraged citizens to respect older people. Very wise. They are (generally speaking) much more experienced, much more calm and considered, and our elders deserve that level of respect. A bit of a paradox really. On the one hand – we want to care and protect; on the other we ought not to preach or “talk-down” to our elders. They are often better equipped to make decisions than we are. So the recent juxtaposition of an industry code of practice (BHTA) which (paraphrased) says “demonstrations and suitability assessments are critical” and basic consumer rights which say we can buy what we want, (from the internet or wherever), when we want and without preconditions; makes your mind stretch a bit. I think this is an issue which will demand and generate some creative thinking. Watch out for clever innovations from forward thinkers – they will be coming up with ways to avoid any risk of

“exploitation” accusations, without resorting to patronisation. At the end of the day, well informed consumer choice with clear safety messages is surely the “Well informed consumer choice with best way. clear safety messages is surely the I know what kind of best way” consumer I will be when my time comes to belong to this group – The “Vulnerable” Elderly…don’t you?

About Julian Julian has been a Director of Assistive Partner Limited since April 2007. He describes his present company as the leading healthcare equipment software provider. Their cloud-based software applications manage barcode, inventory & logistics management, CRM, PoS and much more. Their software is in use in the UK, Ireland, Australia and the USA. His early career training and experience was in the food industry and his mid-career was spent in the furniture and building supply field. Julian has chaired a number of industry think tanks and he currently acts as Chairman of the newly formed ATP Society and has previously been Chairman and subsequently President of the British Healthcare Trades Association (BHTA).

Medal Winner Visits Sunrise Medical Sunrise Medical paid host to a Paralympian and her silver medal recently. Archer, Mel Clarke, visited the Sunrise Medical offices to take delivery of her new super-lightweight Quickie Helium manual wheelchair from Sunrise Medical retailer, Andy Bevon of Midshires Specialist Rehab Products. Mel scooped silver in the Women’s Individual Compound Event at the London 2012 Paralympic Games, where she competed in her previous Quickie Helium wheelchair. She also scored bronze at the 2008 Paralympic Games in Beijing. Now she’s looking to add gold to the collection. Speaking of the London 2012 legacy she says: “We’re a year on and people are still wanting to see medals, wanting to see the torch and wanting to talk about it. That’s the legacy living on isn’t it? I think the opportunities for disability sport are there now. There’s more clubs offering things and there’s people getting their kids with disabilities into sport. Mel says her lightweight wheelchair is integral to her sporting success: “It’s so lightweight, so I

November 2013

can transport it on my own which gives me more independence. It looks really cool as well… you spend a lot of money on your sporting equipment, if your chair looks cool too it all adds to your confidence and your buzz on the line.” The Quickie Helium Generation 2013 weighs from just 6.4kg. Mel with Andy Bevon of Midshires Specialist Rehab Products

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Driving growth with big future plans It was back in 2007 that Drive Medical made its appearance in the UK and since then the company has grown substantially. Here’s a look at the Drive story so far… Drive Medical Limited is a name which many of THIIS readers will undoubtedly have heard of more and more over the past two years. The company, based in Elland near Halifax, West Yorkshire has seen the face of its organisation change significantly through extensive customer growth in all markets combined with an impressive acquisition strategy. Back in 2007, Medicare Technology Ltd, with a turnover of nearly £8million and over 500 UK and worldwide independent retailers was acquired by American company Drive Medical. The multinational organisation, with its headquarters in Port Washington, New York and corporate offices and distribution facilities located throughout the US and Canada, Germany, Romania, China and Taiwan is recognised as one of the world’s fastest growing major manufacturers and distributors of durable medical equipment and has a global turnover in excess of $300 million, marketing its products to customers throughout Europe, the US & Canada, Mexico, South America, the Middle East and Asia. Richard McGleenan, Managing Director of Drive Medical UK and former Managing Director of Medicare Technology Ltd explains:, “With the acquisition came global access to an expansive range of high quality and very competitively priced products including wheelchairs, scooters, power chairs, walking aids, small aids for daily living, rise

November 2013

Managing Director

Richard McGleenan and recline chairs, bathing, toileting and bedroom explains about the equipment as well as specialist areas such as acquisition policy that has paediatric and bariatric equipment. As a result, we seen the company grow significantly saw our network of retailers increase to over 800 by the start of 2011 and our turnover rise to over £15 million.” In spite of their impressive growth in the retailer marketplace, the company had experienced limited success within the community equipment “We saw our network of retailers service sector. The senior increase to over 800 by the start of management team 2011 and our turnover rise to over £15 identified their aim was million” to increase its share of this government funded market place and consequently implemented a strategy of acquiring established and industry known companies with reputations for excellent customer service and long standing experience of supplying high quality products to customers within this highly competitive sector. “AquaJoy was a perfect fit for our Richard told us: “We ambitious expansion plans” were very much interested in expanding our portfolio and market presence with innovative products that had been developed in consultation with clinical professionals. Of equal importance was our need to acquire the skills and expertise of Impressive growth has led to the need for more experienced management teams and staff within space

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established and reputable companies in order to strengthen our sales, service and support infrastructure within the industry.” The company embarked on an ambitious strategy when it acquired Welland Medical in April 2011. As one of the largest UK manufacturers of homecare equipment and mobility products, Welland Medical was a key industry player with a very high market penetration in the government sector with over 25 years’ experience of supplying core community equipment. Richard explained more about the Welland deal. “The company’s range of products including perching stools, trolleys, commodes, patient turners and toilet frames supported by its just in time manufacturing processes and excellent levels of customer service was the perfect choice for Drive Medical’s expansion plans of establishing a dedicated Government Division.” He added: “In order to support the new division based at Welland Medical’s premises in Leicester, additional sales personnel were also recruited to provide increased national customer coverage and after sales support as well as expert product knowledge for all public sector customers.” Only a few months after the Welland deal, Drive went onto successfully acquire AquaJoy Bathlifts Ltd in August 2011. Richard says: “The award winning bathlift company, established in 2002, had become synonymous in the government funded market place for providing high quality, innovative bathlifts and accessories as well as being recognised for establishing enviable customer service benchmarks. AquaJoy was a perfect fit for our ambitious expansion plans.” The experienced AquaJoy team, still based in Consett, Co Durham remains unchanged with Hugh Malone and Claire Cudden (Managing Director and Sales Director respectively) continuing to manage the organisation. Through intercompany trading, AquaJoy now offers the full range of Drive Medical and Welland Medical products alongside the Government Division based at Leicester. “The investment in established and respected companies has most definitely paid off “ Richard continued, “ By the end of 2012 we saw a 62% increase in sales of Drive’s own branded products and an increase of Welland Medical’s own manufactured product sales by 42%.” And as if acquiring one bathlift company wasn’t enough, Drive Medical identified a further potential business opportunity of acquiring Mountway Ltd. The South Wales based company, with over 25 years’ experience had seen its organisation change somewhat over recent years. Richard told us that, after careful restructuring, with some functions being absorbed into other areas of the Drive Group organisation, experienced team was retained alongside the efficient manufacturing operations in Tredegar, South Wales to establish the new and improved Mountway Limited. Darren Kinsalla continues to successfully manage the sales and operational activities at Mountway and has more recently been appointed as General Manager of Drive Medical’s Government Division, overseeing the manufacturing and customer services site in

November 2013

Leicester as well as the Government field sales team. So, the question is what or maybe who is next for Drive Medical? “As a member of a multi-national organisation” Richard told us, “we have a wide-reaching, global Research and Development team at our disposal. The strategic acquisitions of Welland Medical, AquaJoy and Mountway have helped to further strengthen our own existing product and “By the end of 2012 we saw a 62% development teams in the increase in sales of Drive’s own UK, giving us additional branded products and an increase of technical, product and Welland Medical’s own manufactured market expertise across product sales by 42%” the broad spectrum of all customer sectors. We have launched numerous versatile new products over the past three years with several more on the way which will see us expanding even further into new product areas.” The company is also in the process of developing a new customer catalogue aimed specifically at promoting sector-relevant products to the community equipment and Government funded customer base. This will incorporate all new products available following the acquisitions as well as new products due for imminent launch. Work will also soon commence on updating “We have heavily invested in our the current mobility commitment to a highly effective and retailer catalogue as well efficient supply chain” as plans to develop the company website by early 2014 to bring all websites of the newly acquired companies into one universal site, making it easier for customers to access information regarding all of the group’s extensive range of products and services. Richard concluded: “As part of the company’s intensive continuous improvement programme and in order to exceed customers’ needs by delivering the right product on time, every time, The sales of one of the we have heavily invested in our commitment acquired company’s has to a highly effective and efficient supply risen by over 40% chain. Operating to ISO9001:2000 and EN46001, the organisation has recently added a 72,000 square foot purpose built warehousing facility in Cross Keys, South Wales to support the ever expanding group and our customers.” Drive can be contacted on 01422 314488. Welland Medical is on 0116 2761440. AquaJoy is on 01207 501555 and Mountway can be contacted on 01495 723300.

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173 beds for Trust Sidhil’s Independence Innov8 Low beds have been selected by Epsom and St Helier University Hospitals NHS Trust as an integral part of the Trust’s falls prevention strategy. The company reports that this is particularly in the care of elderly and confused patients where the low deck height has been identified as making a real contribution to increased safety. Epsom and St Helier University Hospitals NHS Trust provides a range of medical services to approximately 420,000 people living across southwest London and northeast Surrey. The Trust also provides specialist services in the fields of renal and neonatal intensive care to a wider area, covering parts of Sussex and Hampshire. Sidhil’s Innov8 Low bed was first specified by the Trust two years ago, and a number of these versatile beds are already in use across the Trust, both for specialist services and also operating as standard ward beds. The latest order for 173 in total will see the Innov8 Low beds constituting a significant proportion of total bed stock across the Trust’s two main hospitals. According to Sidhil, the bed has been identified as offering a number of important clinical benefits, alongside the safety angle. Pauline Beldon, Tissue Viability Nurse Consultant for the Trust said: “In use, the bed profiles well – the four section cantilever moves smoothly under the patient with no bunching, providing obvious tissue

viability benefits. Our speech and language therapists find the beds particularly useful, providing good easy upright positioning for stroke and Parkinsons patients, achieving a safe eating position and open airways. The handsets are also proving easy and intuitive in use for patients, carers and relatives.” Alongside the Innov8 Low beds, the Trust has also purchased a range of surfaces from Sidhil. These include the Trio II threecell alternating dynamic “Our speech and language therapists therapy mattress for find the beds particularly useful, high/very high risk providing good easy upright applications, used as a positioning for stroke and Parkinsons treatment mattress, and patients” the SoloXtra two-cell alternating dynamic therapy overlay with a separate visco foam underlay, designed for medium to high risk applications, which is used in preventative treatment. The Trust has also selected Sidhil’s Acclaim VE static mattress, a viscoelastic (memory) foam surface which features a foam sidewall construction engineered to provide added stability and strength in use, used for comfort and profiling applications. For more information on the products call 01422 233 000. The website is at www.sidhil.com

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

www.bhta.net

New focus on re-cycling If you needed any further evidence that pressures are growing when it comes to being able to supply specialist equipment, then this article will provide it. However, the Charity Newlife is taking steps which it hopes will alleviate some of those pressures, by putting used equipment to use… Stephen Morgan is the Operations Manager for the national charity, New Life Foundation and at the NAEP Conference a couple of months ago, he talked about a new scheme that the charity are looking to put together that is all about making use of all types of disability equipment Stephen first explained more about the charity. “We are the specialists for special children” he said. “We fund pioneering medical research and we have done since we started in 1991 and since that time we have funded over £50 million into medical research at over 50 institutions across the UK including institutions that I’m sure people will have heard of such as Great Ormond Street Hospital, Birmingham’s Children’s Hospital and also many major universities across the UK. This research has helped us to identify over 50 genes that have been responsible for birth defects.” Stephen explained that the charity also runs a professional nurse helpline “This is a gateway for families. After parents hear the news that their child has a birth defect or has been diagnosed with a condition as a result of infections or as a result of an accident that may have occurred, they really don’t know where to turn to. The New Life nurse helpline is there for any questions that they may have, such as what services they can access or how to go about getting a key worker.” Stephen went on to say that, as a result of the nurse helpine, the charity was hearing from families who couldn’t get the equipment that they desperately needed, such as wheelchairs, specialist seating, hoists, standing walking fames, specialist car seats and beds. He explained: “Our head nurse Karen Robson knocked on our CEO’s door and said that she wanted to do something about it, so in 2006 we ran a trial programme with £30,000 committed by our trustees to fund some of our real emergency cases that we were seeing. It has grown since then and last year we spent over £1.5 million on essential equipment for sick and terminally ill children. It covers a wide range of equipment from specialist bedding all the way up to a £18,000 wheelchair.” Stephen told delegates that the charity was hearing stories of families that were getting equipment too late and in some cases after the child had passed away “As a result” he said, “we trialled a programme called ‘Just can’t wait’ specifically for terminally ill and life limited children. We purchased a suite of equipment from suppliers, particular wheelchairs and beds and specialist buggies and we loan the equipment

November 2013

Stephen Morgan sets out to families when a child has been diagnosed as the plans for a new focus being terminally ill. We work very closely with on making more of the equipment already out professionals and we make sure that they get the there equipment, anywhere in the UK, within 72 hours of an application. When it is no longer needed, the equipment supplier will quickly and sensitively pick up the equipment, refurbish it, clinically clean it and make sure it is ready for the next family. During the past 12 months of the trial we have helped 100 children and families across the UK and “In 2006 we ran a trial programme with it has really shown that £30,000 committed by our trustees there is a real need out to fund some of our real emergency there for such a service.” cases that we were seeing” “Today” Stephen added, “one in 45 children born in the UK are born with a serious defect and that’s the equivalent of 42 children every day. Many more children develop conditions as a result of prematurity or as a result of accidents, or infections. The figure that has been used for years is that there are re 770,000 disabled children in the UK. We believe that this figure is 15 to 20 years out of date and it highlights a real problem in that many local authorities “The figure that has been used for don’t know how many years is that there are re 770,000 disabled children there disabled children in the UK. We are in their areas. In the believe that this figure is 15 to 20 2011 census we actually years out of date” campaigned for a question to be asked to see how many disabled children there were in the UK. We hope to get the answers to that very soon.” “Disabled children are routinely sleeping on mattresses” Stephen suggested, “on the floor and often in pain, without the correct postural support that they may need. Some children aren’t even able to go to school because they don’t have the specialist wheelchairs or access to proper ramps at school.” He explained that, thanks “We are not likely to see the increase to medical advances we are in funding we are going to need to now routinely saving more meet the current and future need” children than ever before. “20 to 30 years ago many children born with birth defects would have died and children who were born 25 weeks premature would never have survived. We are suggesting is it’s not enough just to save a child, we have to provide the services that they may need. So are we going to meet this need with an increase in public spending? I think we all really know the answer that that question. Many local health authorities and

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loan store managers have said that they have seen first-hand efficiency savings that have been but in place, but the government cuts that we have all heard about in the last two or three years haven’t started to bite until the start of this year. We are not likely to see the increase in funding we are going to need to meet the current and future need.” Stephen then talked about another report that had been commissioned. “We spoke to front line professionals such as Occupational Therapists and Physios and that showed us that three out of four professionals who help families apply to New Life for equipment and they said they went directly to charities because they realised local authorities had run out of money or had no money to meet those needs. Local authorities are forced to implement rationing policies and are forced to use restricted equipment lists.” “I think it is important to point out that this isn’t a blame game” he stressed. “We all understand that the situation is very difficult, and we have to think of innovative ways to help fill the void. Charities been forced to means test or close their doors to applications completely, just because of the sheer volume they have received. For example, in the first two months of this year New Life received a 30% increase in applications than in the same two months last year.” Stephen then posed a series of questions. “Is there an answer to all this? What about the re-use and re-cycling of equipment? Is there an opportunity to utilise equipment that is already available more effectively and more efficiently? How about a national approach?” He said: “Recently figures suggested that the amount of equipment in storage is estimated nationwide in excess of £90 million. This isn’t equipment that is being used, but equipment sat in loan stores costing money in terms of storage.” He then went on to explain how an equipment recycling scheme might work. “New Life has expertise in logistics” he said. “We secure our funds in quite an innovative way. We don’t rely on any government subsidies and we don’t fund raise to a high level. In 1994 we set up a trading subsidiary for the charity. At the time a lot of customer returns and end of loan stock of textiles,

shoes and bags from major high street retail stores and supermarkets were going into landfill. We have experience as our Trustees are owners of River Island and so we started to take some of this stock from the high street stores, de-labelled the stock and then re-sell it.” “Since we started doing that in 1994” Stephen added, “we have worked with over 200 high street stores and also work with designer brand labels and supermarkets. We turnover around £7 million a year, with the profits going directly to the charity. The reason I mention this is that we get lorries on our car park every day from River Island, Mark and Spencer’s and companies everyone will know and we are used to understanding logistics “In the first two months of this year and setting up schemes to New Life received a 30% increase improve efficiencies.” in applications than in the same two He then tackled months last year” the issue of sourcing equipment. “As I said, we understand about logistics, but how do we go about sourcing some of the equipment? We will advertise where possible and attend exhibitions and contacting all local authorities and councils will be very important. Using New Life’s existing transport connections equipment can be collected from anywhere in the UK. We would provide some of the equipment as part of our existing equipment grant loan system, obviously “Recently figures suggested that the this will feature more amount of equipment in storage is toward the paediatric side estimated nationwide in excess of because we focus on £90 million” that. We could sell the adult equipment locally but we also plan to set up an on line shop to sell equipment that is donated. We will be looking to sell ethically or donate overseas the equipment that cannot be used. The equipment would be re-used, re-furbished, and clinically cleaned in line with MHRA recommendations.” Stephen said that he was looking for any feedback and suggestions on the scheme that is very much in the development stage. He can be contacted on 01543 468888 or by email at smorgan@newlifecharity.co.uk

MMS Medical acquisition of CRC Medical MMS Medical and Central Remedial Clinical have announced the completion of an agreement for MMS Medical’s acquisition of CRC Medical. The companies say that the acquisition will add a team of dedicated and respected professionals from CRC Medical with a deep knowledge and understanding of both products and client needs, to the existing team of specialists at MMS. Under the terms of the agreement, CRC Medical staff will transfer to MMS with continuation of their employment guaranteed. All equipment and warranties supplied by CRC Medical will also transfer to MMS to ensure continuity of service and peace of mind for all customers. Commenting on the acquisition Gearoid O’Herlihy, Managing Director of MMS Medical stated: “The high calibre

November 2013

staff from CRC Medical will add to and strengthen our team of specialist equipment prescribers and help to ensure we remain a preferred partner for therapists and hospitals alike.” Brian Conlan, CEO of Central Remedial Clinic stated: “It was imperative for us, that any take-over of CRC Medical included job security for the staff with an organisation that shared our ethos of client and staff care. It is these important elements of corporate culture that allowed us to reach agreement, safe in the knowledge that the staff and clients would continue to receive the high level of assistance and support they rightly expect and deserve” The MMS website is at www.mmsmedical.ie The CRC Medical website is at http://www.crcmedical.com

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‘Sid over the hill’ boys do the business ‘Race the Sun’ is a demanding triathlon-style adventure challenge. Starting just before sunrise and aiming to finish before sunset, teams of four cycle 50 miles, hike to the summit of Helvellyn, England’s second highest mountain and canoe a 3 mile course on Lake Thirlmere. It is organised to raise funds for Action Medical Research for Children. Four intrepid characters from Sidhil - Tony Craddock, Mark Oldroyd, Martin Wallace and Lee Robinson, known collectively as “Sid ‘over the’ Hill” completed the challenge this year. “We were aiming to finish in the top ten out of more than 70 teams on the day,” said Mark Oldroyd. “We were aware that we were progressing well because we were overtaking team after team who had set out before us, but it wasn’t until we came down Helvellyn and saw Sidhil’s Sales & Marketing Director Clive Siddall, there to cheer us on, that we knew we were in second place!” The team has raised over £2000 for the charity.

500 bike miles Chris Nicholas of Poole, Manchester and Chobham based Dolphin Mobility has just returned from the 2013 Rad Vlaanderen Stuttgart Challenge, a gruelling 500 mile charity bike ride from Bruges in Belgium to Stuttgart in Germany. Chris and his team were one of 70 teams riding in aid of Cancer Research, Great Ormond Street Hospital and the British Heart Foundation. The three day ride saw Chris and his three team members travel along the famous cycling route of the Tour of Flanders that certainly dispelled any illusions of Belgium being a flat country as they headed towards Liege. Chris told us: “Although it was extremely hard work, the three days were incredibly enjoyable and we saw some stunning scenery while at the same time, hopefully raising in excess of £200,000 for the charities.” Donations can still be made at www. justgiving. com/1050 milesonabike

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The new THIIS website will keep you up to date on new product launches, all the latest news and jobs on offer. The easiest way to stay informed is to follow us on Twitter and then you’ll get to know all the details as soon as it is published. If you would like to see a copy of our monthly trade magazine, then you can now read each issue online using the page reader system. You can also sign up for the news alerts too Take a look…

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New production facility for Mangar Mangar International has opened a new production facility at its headquarters in Presteigne. Kirsty Williams AM and leader of the Liberal Democrats in Wales officiated at the event and declared the facility officially open. Cllr. John Brunt, Chairman of Powys County Council and Cllr. Rosemarie Harris, Head of Regeneration in Powys were also present. Commenting on the opening Managing Director Andrew Barker said: “This heralds the first time in Mangar’s 32 year history that full production of all our pneumatic related product is based at our head office, all in one location. In doing so we have brought new jobs and skills to our community and find ourselves better placed to serve our global customers and manage our future growth plans”. Mangar International designs, manufactures and supplies a range of rehabilitation and assisted living equipment. Products include bathing aids and emergency lifting equipment. The company was established in 1981 when founder and Chairman David Garman invented the world’s first powered portable bath lift. For more details, visit the company website at www.mangar. co.uk

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Functional, chic, and comfortable Suspension absorbs shocks • Especially soft padding • Stable sitting position to assist with therapy • Individually adjustable • Seat can be placed so that the child faces you • Easy to use • A wide variety of additional features • •

UK distribution deal for Dolphin and Handi-Move Dolphin Mobility Hoists has announced a five year UK distribution agreement with HandiMove International to supply and install their entire range of lift and care systems. The agreement coincides with Dolphin’s celebrations of their 25th anniversary year. Established in 1988 by two former managers of the world’s leading stairlift manufacturer, Dolphin has firmly established itself as a leading independent supplier of stairlifts, hoists and swimming pool lifts in the UK. Handi-Move manufactures an extensive range of patient lifting products suitable for domestic and care settings. Dolphin Mobility will now work directly with Handi-Move to supply, install and maintain ceiling hoists, pool lifts, mobile hoists, wall lifts and mobile changing benches to private and trade customers; a move with which both companies have welcomed. Christian Dunnage, a Director at Dolphin, told us: “The Handi-Move name is synonymous with

National Sales Manager for 1st Call Mobility 1st Call Mobility Ltd has announced that Mark Curtis has joined the team in the role of National Sales Manager. Mark has worked for a number of years in the healthcare sector specialising in the sales and hire of bariatric equipment to Acute and Community care teams. The company says that he brings experience of working both nationally and internationally in sales and marketing roles with the emphasis on delivering customer focused solutions. “The expansion of our sales team further strengthens our ability to meet the needs of our customers,” said David Davison Managing Director. “Mark’s comprehensive understanding of the needs of bariatric patients and the people who care for them will further strengthen our message that bariatric care matters.” Mark can be contacted via the 1st Call Mobility Head Office on 01279 425648 or Mobile 07824 098258 Email markc@1stcallmobility.co.uk

November 2013

quality lift products, along with hoist and care systems. Its comprehensive product range will allow us to provide our clients with the very best in lift and care systems with innovative devices like the body support system, which can be used with all Handi-Move hoists to aid with self-transferring, to aid independence and freedom for those with limited movement.” Frank Peeters, Export Sales Manager of Handi-Move International added: added: “We are delighted to have a UK distributor in Dolphin Mobility that offers a top quality service and has the best interests of people with disabilities and their “Its comprehensive product range will carers at heart.” allow us to provide our clients with For more information the very best in lift and care systems” about Handi-Move products from Dolphin, call 0800 9800126 or go to www.dolphinlifts.co.uk/ hoists

Making the case for EPOS Assistive Partner has reported supermarket that the company has been busy director of installing new systems into several operations was mobility retailers as the retailers asked in 2012 modernise. – ‘what value According to the company, the has barcoding and good database benefits are enormous and the management added to your costs minimal and that it’s all about business over the last 2 decades?’ better service, reduced costs, – He gave a blunt, short reply higher efficiency levels and more everything! When good EPOS is time to sell. used properly fewer mistakes are Assistive made, time Partner is saved, “Early indications are that there’s efficiency is director, Julian Cobbledick gained and such a significant reduction in told us: “It is paperwork that up to 30% of new customers are too early to happier.” selling time has been gained” give specific According details and to Julian, comprehensive case studies; but many if not most manufacturers are early indications are that there’s now using globally unique barcodes such a significant reduction in on their products or packaging. paperwork that up to 30% of new “In the few cases where they are selling time has been gained. not” he says, “retailers are either Another area of improvement is fixing their own proprietary codes inventory management and stock or changing to a more up to date control which seems to be leading supplier whose products are truly to lots less cash tied up and retail-ready.” significant improvements in having For more information on the what’s required available” systems available, call 0844 335 “We should not be surprised at 6791 or visit the company website these gains” Julian adds. “A leading at www.uniqus.co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

New from MediTek The New E120 Standard Stairlift

The New D160 Deluxe Stairlift

For those who just need nothing more than a straightforward, reliable stairlift.

For when Style, Quality, Capability and Reliability Counts

All Essentials covered EN81:40 Compliant, 120kg (19st) SWL Universal Carriage ICS Control Board Environmentally Friendly Made in Britain

Modern and Versatile EN81:40 Compliant 160kg (25st) SWL ICS Control Board Full Range of Options including: Powered Swivel Seat Powered Hinge (choice of powered hinges) Stand & Perch External rating Choice of upholstery Choice of seatbelt styles Seat footrest links

To find out more about these two great NEW stairlifts contact MediTek today T H E

G L O B A L

MediTek

S TA I R L I F T

C O M PA N Y

CALL US NOW ON 01325 311442

sales@meditek.net www.meditek.co.uk

Queens Award for Tomcat Tomcat SNI has been awarded a Queen’s Award for Enterprise in Innovation- the UK’s highest accolade for business success. The company produces tricycles for disabled users which are based on a patented control system. Recent innovations include new lightweight easy to propel frames which ‘quickrelease’ for easy transportation, unique safety axles that disengage fixed drives in emergencies and a ‘swivel seat and step’ for independent access by riders with poor coordination. Smaller tricycles have their drive, steering and braking systems integrated within the frame which reduces the span between the pedals thus reducing hip strain in smaller Cyclists. The commercially successful range also includes a hand-propelled tricycle for users who cannot use their legs, tricycles that convert to trailers to promote family integration, lightweight high rigidity frames and easily accessible tricycles for hoist users. The company was set up in 1997 By Bob Griffin and is based in Gloucestershire. Bob wanted freedom for his own son Tom who had very severe learning difficulties. As no solution was available, he designed his own and tested it on Tom. He then set up Tomcat in a garden shed, with a shoestring budget and a patent that was to

November 2013

change the special needs cycling industry forever. His invention was ‘Carer Control’, a system whereby a parent could independently control steering, braking and speed, when learning difficulties, vision or physical difficulties made those fundamental skills impossible. Bob said: “Our customers are like snowflakes in that each is different and requires a different solution; but commercially successful manufacture relies on standardisation to make things cost effective. One of our best innovations has been the development of technological systems that allow us to customise a highly specialised product for anywhere in the world and still guarantee it will work.” There are 13 members of staff and to date the company has produced over 5000 tricycles, each custom built, each with lifetime support, and each with an unconditional guarantee. The company also sells across the world, with distributors in Norway, Italy, Russia, Greece, Belgium, and Portugal. For more details, call 01452 616 900. The website is at www.tomcatspecialneeds.co.uk

A couple of examples from the successful range

Founder Bob Griffin meets the Queen and receives a crystal chalice from the Lord lieutenant of Gloucestershire.

www.thiis.co.uk

E-mail: info@thiis.co.uk

Stary! Bu

Mobility For Life

2 at £32.00 each

3 at £34.50 each

£59.99

SPECIAL OFFERS NOVEMBER (valid 1st November - 30th November 2013)

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

TSM Job Advert for Thiis .pdf

We are currently recruiting for a Business Development Manager, to cover a sales area within the South of England, (with the exact sales area to be defined based on location of the successful candidate), responsible for promoting Handicare products and services, developing and generating new business opportunities and to manage the business development activities in the defined sales area. Responsibilities will include (but not limited to): • • • • •

To promote the mobility product range (Manual and powerchairs, rollators etc.) Achieve target sales, revenue, margin targets and account objectives Deliver product knowledge training to customers Proactively develop and improve products and services offered to customers Build and maintain excellent relationships

• • • • •

with colleagues and customers Support the rest of the Mobility Team Implement sales strategies Maintain an awareness of competitor activity Maintain a CRM database, prepare and present reports and resolve queries. Assist in the development and presentation of a detailed annual sales and marketing plan

Key Skills and Attributes:

•

• • • • • • • •

Previous experience of selling into the public sector and business to business Knowledge of the industry and mobility products Understand customer requirements to meet sales targets IT literate including Office, Word, Excel, PowerPoint etc Must be able to identify industry openings and execute expansion tactics to enable business growth. Must have excellent interpersonal skills Ability to influence and negotiate Must be driven to achieve results Needs to be organised and proactive and have good admin skills

If you are interested in applying please email your CV and Covering Letter to jobs@handicare. co.uk Closing date for the applications is Friday 15th November 2013.Please note that only successful candidates will be contacted.

STAIRLIFTS | MOVING & HANDLING | BATHING SOLUTIONS | MOBILITY

Our team have relationships with a vast array of Employers from within the Homecare market sector. We partner organisations to offer a full recruitment service across the UK for disciplines such as Sales, Engineering, Senior Management and Director/C Level.

Midas Selection Ltd specialises in recruiting sales, executive, marketing and engineering professionals in all industries. Midas Selection Ltd operates as an Employment Agency.

17:47

The Company Sidhil are a leading UK manufacturer and supplier of clinical beds, pressure mattresses, treatment furniture and other supportive medical products to the social care, NHS, Private Hospitals, Care & Nursing home and distributors across the UK. Due to the pending retirement of a long standing territory manager we are now in the position to recruit an equally dynamic and progressive sales person to further develop the established sales into social care and the NHS across this territory. With a range of new innovative products the opportunities for further growth in all areas are substantial. The Person If want to join a very progressive business and a highly motivated team of people and you have some or all of the following skills and experience, please send your CV in the first instance to the email address below. People with a suitable clinical background but no selling experience will be considered. Experience of the NHS and Social care structure and the channels of procurement for Sidhil products.

A successful sales background where customer service was paramount and products and services were sold at a profit.

Clinical knowledge relating to the specification and use of clinical beds, pressure mattresses and other ancillary products.

CMY

Personal drive, enthusiasm and desire to succeed.

The Package This is a field based role and the successful candidate is likely to live around the commuter belt between Glasgow and Edinburgh. A competitive basic salary is offered based upon current skills and experience, the successful candidate will also benefit from a very generous bonus scheme. A company car, mobile phone, and other major company benefits are included. Sidhil is an Equal Opportunities and Age Positive Employer. What to do next Send your CV and a covering letter to Samantha Marsden HR & HS Manager - smarsden@sidhil.com If you would like to discuss this role in confidence please telephone - Brendan Devlin - National Business Manager Northern Ireland & Scotland on 07896 248015

www.sidhil.com

CAREER OPPORTUNITIES

Midas Selection has over 10 years experience in recruiting across this niche area of industry.

25/10/2013

Territory Sales Manager – Scotland & North England

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

Area Sales Manager/ Specification Sales London and South East Access Bathroom/Showers circa £37K + 13k OTE Business Development Manager South East/London/Home Counties Medical Capital Equipment, NHS experience wanted £36K-£14K + bonus & package Territory Sales Manager Home Counties/M1 Corridor/ Northampton Bathing/Hoists/Lifting aids £30-37K, £55K OTE Service Engineer South West Mobility Products £30K-£35K & package

...making it better

To apply for the roles, left, and many other roles across the UK within the Homecare sector, please forward your CV to Ciaran Atkinson. Email to ca@midas-selection.com Call on 0843 216 2030 Visit www.midas-selection.com

Ergo 115 - SELF ProPEL

S T Y LE INNOVATION CHOICE

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

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

www.karmamobility.co.uk

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

Production Design Engineer As a Mechanical Design Engineer you will be responsible for the design and delivery of high quality engineering solutions to time, budget and the satisfaction of the customer. The scope of work will encompass a range of activities including product design, cost analysis, clinical testing and the generation of technical drawings. The suitable candidate would desirably have 3 years or more industry experience in a relevant field, awareness of medical design regulations and product certification standards and experience of physical testing programmes – design, execute, analyse and report. Please write or telephone for an application form to: Mr Stuart Dalton, Chunc General Manager H.R. Smith Group of Companies Unit 416 Tarsmill Court Rotherwas Industrial Estate Hereford HR2 6JZ Email: stuart.dalton@chunc.co.uk

Thinking of using THIIS to recruit new team members? “Simplyhealth has been successful in recruiting two sales roles from adverts carried in THIIS magazine, website and bulletin. We have found it to be a well targeted and cost effective channel and will be including it in our future recruitment plans.” Kevin Snowball, Managing Director Independent Living, Simplyhealth

01432 276 446

“I have been very pleased with the response to our recent advert on the website and magazine. It has superseded any of the other channels we have tried in the past and we will certainly use THIIS as the first port of call next time.” Tim Dines, Chunc Posture & Mobility

www.hr-smith.com

So, if you’re looking for someone...

Design first for market According to the company, the results are a real departure from the typical styling for this type of chair. The new Malvern and Mendip chairs with feature Ash showwood arms. Eddie is managing director of Nottingham based Cintique. position, is widely acknowledged as the best reclined position The company has been creating and building upholstered for relaxation. furniture for over 100 years using classic joinery techniques Bill Field, Cintique Sales Director is delighted with the new and working with carefully selected materials. chairs, “Cintique is renowned for its comfort seating and Cintique chose CIAR’s new tilt in space rise and recline show-wood styling. Bringing the first show-wood tilt in space mechanism, also used by Cintique’s sister rise and recline chair to the UK market company Celebrity Motion Furniture, gives our customers greater choice. And “It will be a first”, was the as the foundation for the Malvern and because the styling response to Eddie O’Dwyer’s Mendip designs. of the new tilt in enquiry, which was “We want to Eddie explained, “As well as classic space chairs is in build a new ‘show-wood’ chair Cintique styling, both chairs have a high keeping with other leg lift in the full recline position to help Cintique collections, using a tilt in space rise and relaxation. We also opted to make the our customers can recline mechanism.” ‘reset’ function a standard feature which furnish their homes enables the user to return to the seated from same styled position with a single button press. The 25 stone lift capacity, upholstery including sofas, high back and exceptional stability and the very smooth lift movement have hi-sit chairs.” helped Cintique create a differentiated chair.” For more information call 01159 Offered as both single and dual motor versions, the company 218989. The Cintique website is at www. says that the two motor Malvern and Mendip chairs provide cintique.co.uk something extra too. The ‘Zero Gravity’ or ‘Neutral Body’ The CIAR website is at www.ciaruk.com

November 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

It’s that

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

Call today on

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

Training Diary Doing any training? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have. NOVEMBER 2013

Global Training by Silvalea – In-Situ Sling Solutions. 13TH November. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 14TH November. Interactive Online Training. FOC. R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. Block 1: Mechanical – 13th & 14th Block 2: Technical – 19th & 20th Block 3: Clinical – 27th & 28th City & Guilds Accredited. Halesowen. £185 +VAT per Block. Invacare - Ocean Shower Chair Workshop. 13th November 2013 Bridgend. FOC. Quantum Rehab- Powerchair Training. November 14th. Pride HQ. Returnable deposit required. Invacare - Impetus, 19th-20th November 2013. Venue: Invacare, Bridgend. £149 per person (plus VAT). Electric Mobility – Mobility Products Service Training Course. 20th November, Ilminster, Somerset. FOC. Pride - Mobility Products Technical Trouble Shooting. November 20th21st. Pride HQ. £170 + VAT which includes B&B and dinner for one night, lunch both days. Sunrise Medical - Seating and Positioning for Function and Mobility (for clinicians). 26th November. Brierley Hill. FOC Sunrise Medical - The Jay Portfolio

– a Clinical Perspective. 27th November. Brierley Hill. FOC Global Training by Silvalea – Complex Sling Solutions 2. 27TH November. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 28TH November. Interactive Online Training. FOC. DECEMBER 2013

Sunrise Medical - Powerchair Control Systems and Programming (2 day course). 4th & 5th December / Follow up course TBC. Brierley Hill. FOC Global Training by Silvalea – Introduction to Slings. 11TH December. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 12TH December. Interactive Online Training. FOC. JANUARY 2014

Global Training by Silvalea – InSitu Sling Solutions. 15th January. Interactive Online Training. FOC Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 15th January. Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 16th January. Bridgend. FOC Global Training by Silvalea – Sizing & Measuring Slings. 16th January. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 22nd January. Interactive Online Training. FOC.

Invacare – Servicing/Maintenance of Patient Lifters. 22nd January. Bridgend. FOC

MARCH 2104

Global Training by Silvalea – Toileting Sling Solutions. 23rd January. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 23rd January. Bridgend, FOC

Invacare – Servicing/Maintenance of Patient Lifters. 05th March. Bridgend. FOC Invacare – Servicing/Maintenance of Mattress Pump. 12th March. Bridgend. FOC Global Training by Silvalea – InSitu Sling Solutions. 12th March. Interactive Online Training. FOC.

FEBRUARY 2014

Invacare – Servicing/Maintenance of Mattress Pump. 05th February. Bridgend. FOC Global Training by Silvalea – Introduction to Slings. 12th February. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1. 13th February. Interactive Online Training. FOC. Invacare – Fault Finding on Power Chairs. 12th February. Bridgend. FOC

Global Training by Silvalea – Sizing & Measuring Slings. 13th March. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 19th March. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 19th March. Bridgend. FOC Global Training by Silvalea – Toileting Sling Solutions. 20th March. Interactive Online Training. FOC.

Invacare – Power Chair Controls. 13th February. Bridgend. FOC Global Training by Silvalea – Amputee Sling Solutions. 19th February.

Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 26th March. Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 27th March 2014. Bridgend. FOC

Interactive Online Training. FOC. Invacare – Scooter Servicing & Maintenance. 19th February. Bridgend. FOC

APRIL 2014

Global Training by Silvalea – Paediatric Sling Solutions. 20th February. Interactive Online Training. FOC. Invacare – Power Chair Controls. 27th February 2014. Bridgend. FOC

Global Training by Silvalea – Introduction to Slings. 9th April. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 10th April. Interactive Online Training. FOC.

CONTACTS FOR BOOKINGS BHTA - Call 0207 702 2141 or email nigel.woods@ bhta.com

sunmed.co.uk or visit www.steps-training.eu.

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

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

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

Quantum Rehab – Call 01869 324600 or email

Sunrise Medical – Contact Kim Welsh at kim.welsh@

sales@pride-mobility.co.uk

Pride Mobility – Call 01869 324600 or email service@ pride-mobility.co.uk Electric Mobility – Call Sharon Newton on 01460 258100 or email sn@electricmobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com

• • •

Transportable & lightweight powerchair Highly Configurable Adult and Junior versions available

..................................................................................

November 2013

.....................................

Time to get carried away!

For more informaƟon on the Invacare® Esprit AcƟon®4 NG please call 01656 776222.

www.invacare.co.uk www.thiis.co.uk

E-mail: info@thiis.co.uk

More coverage, to more professionals, with more promotion too

ATtoday

The sixth issue of AT Today, a BHTA Engage publication, will be published in November and will be seen by more professionals than ever. Apart from adding to the number of professionals who will receive a copy of AT Today through the mail, the magazine will also be distributed from the BHTA stand at the new OT Show that takes place at the NEC. So far, with some time to go before the show opens, over 2,200 OTs have registered to attend that event.

The magazine will also be available to be picked up by visitors at the front of the OT Show too. As well as being available through its own dedicated website, AT Today will also be mailed to high profile professionals including: Head OTs, Moving & Handling Specialists, Loan Store Managers, Private OTs, Community Loan Store Managers, Disabled Facilities Grants Managers. And, for the first time, Tissue Viability Nurses, Paediatric OTs and Wheelchair Services. Together they represent some of the most influential professionals working in the marketplace, with real budgets or the ability to influence buying decisions. There are two new features in the magazine too – one for Pressure Care and another for Paediatric products. Advertise in AT Today and your advert stays active for a long time. The first five issues of AT Today are online for people to read through a page reader system or to download as a PDF. Each of the issues stay online giving advertiser’s on-going exposure and each advertisement has a link to the company’s own website too. There is now also a link on the home pages of both THIIS and BHTA websites.

Advertising Rates Front Page Solus

BHTA Member £650.00

Non Member £795.00

Full Page

BHTA Member £450.00

Non Member £600.00

Half Page

BHTA Member £375.00

Non Member £525.00

Skyscraper (2/5 Page)

BHTA Member £325.00

Non Member £475.00

Quarter Page

BHTA Member £275.00

Non Member £375.00

Copy deadline: Friday November 8th

To book space, call 01536 710050 or email info@attoday.co.uk

Engage Stronger together

AT Today is a BHTA Engage publication

www.attoday.co.uk

• Folds in a single, one handed movement • Highly lightweight, lithium 2.65kgs battery option • Only 27.3kg • 4mph, range up to 12 miles • 270w motor and 45ah S-Drive controller • 115kg user weight capacity • 820mm turning circle • 60mm ground clearance • High manoeuvrability, stable turning

change less to more As the mobility scooter market rapidly evolves, you always need products that combine popularity with profitability. the dual launch of the compact, foldable ‘car boot’ minimo and 6mph Vita lite delivers just that. these pioneering scooters meet the growing trend towards smaller models, whilst delivering more benefits and features than ever seen before in this class. Backed by unsurpassed trade service, experience more sales and less hassle with tga.

01787 882244

sales@tgamobility.co.uk

www.tgamobility.co.uk

Team of the Year

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

0026TGAadThiisSeptOBC13v2.indd 1

28/08/2013 13:08

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