THIIS TRADE MAGAZINE • ISSUE 266 • NOVEMBER 2020
Also inside... Independent innovation ISSUE 266 NOVEMBER 2020
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Welcoming Wicker to the family Ross Care reveals how the acquisition of Sheffield’s Wicker Mobility will strengthen its provision of Wheelchair Services and add a valuable specialist string to its retail bow
IT’S BUSINESS AS USUAL FOR STILTZ HOMELIFTS We appreciate it’s been a challenging time on the high street and in retail parks around the country and we’re here to help!
Stiltz has remained open throughout the lockdown to support vulnerable customers with urgent surveys and installations. This means we’re ideally placed to help kick-start your return to trading with our referral programme. We have stock in the warehouse ready for installation. Whether you’re an existing referrer preparing to re-open your store, or you’re not yet part of the Stiltz Partner Programme - there’s no better time to get involved!
Email enquiries@stiltz.co.uk to learn how to lift your business to the next level with an exciting partner opportunity. Or call 0330 222 0334 today!
WELCOME
From the editor
Meet the THIIS team...
Looking back with pride With the end of 2020 in sight, it will be a year many will want to forget. The unprecedented lockdown of the spring and the promising recovery of the summer are now being overshadowed by tougher and more uncertain winter. Speaking to leaders in the mobility sector, however, two things have become apparent: Exhaustion and resilience. The barrage of COVID changes, restrictions and changes to support measures seem to be accelerating and endless. For already busy retail bosses, staying on top of all the changes is a fatiguing task. Despite this, retailers in the industry are rising to the challenges and continuing to execute their plans. What is striking is the optimism and determination to not only survive but to thrive. Speaking to the MD’s of Liverpool’s Bell Mobility and Youngs Mobility - days after being among the first mobility retailers to find themselves in a tier-three location - both bosses were refreshingly positive. Fully aware of the difficulties ahead, John Bird and David Young were confident that they were well-placed to weather the storm. The industry is filled with stories of mobility companies shrugging off the doom and gloom surrounding this winter and, instead, carrying out their plans to expand and grow. Bayliss Mobility has launched its own line of mobility aids and is opening a new HQ with a manufacturing facility and showroom. Island Mobility is close to launching incredible digital innovations that could transform stairlift and ramp installations. Snowdrop Independent Living has introduced a new stairlift division in the West Midlands while Premier Mobility and Thistle Mobility have both expanded their retail portfolios with new stores. So, while many will not look back on 2020 fondly, the industry can certainly take pride in the extraordinary levels of resilience and perseverance it has shown this year. Retailers and suppliers have come together to overcome and, undoubtedly, many businesses will come out of 2020 with the confidence to know that they can tackle whatever 2021 has to throw at them.
Calvin Barnett Editor
Editor Calvin Barnett 07741 641702 calvin@thiis.co.uk
Advertising Joe Fahy 07384 258 372 joe.fahy@bhtaengage.com
Sub-editor Sarah Sarsby sarah@thiis.co.uk
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TRADE MAGAZINE
THIIS is produced by BHTA Engage Office 404, Tower Bridge Business centre, 46-48 E Smithfield, Whitechapel, London E1W 1AW newsroom@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.
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CONTENTS
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Inside...
TRADE MAGAZINE
Features
Regulars
20 32 40 44 48
6 12 28 50 60
App-lying innovation to industry BHTS: Supporting the trade Setting foot into shoe sales Trade talk: Ross Care Living in lockdown
News, deals and people Retailer’s choice: Seating & cushions Trade thoughts Retailers’ Buyers Guide Let’s get it clear
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Complete AutomAtic Folding
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NEWS, DEALS & PEOPLE
30 years of trade experience for eFOLDi
Job Support Scheme shake-up
eFOLDi has bolstered its team with the appointment of Tim Ross as its new National Sales Manager. Bringing almost 30 years of industry experience to the young mobility manufacturer, Tim joins the company ahead of an expansion of its product portfolio. Recently, eFOLDi launched a new folding lightweight powerchair weighing 15kg and confirmed it has another product set to come to the market shortly. Tim’s appointment follows a £2.5 million investment in eFOLDi by London-based venture capital firm Guinness Asset Management in May 2020. To contact Tim, call 07716 638305.
The government has made a raft of changes to its Job Support Scheme (JSS) ahead of its launch on 1 November 2020. The replacement of furlough scheme is designed to support ‘viable jobs’ by contributing directly to the wages of employees working less than their usual hours. As tighter COVID-19 restrictions were imposed on much of the country over October, Chancellor Rishi Sunak announced a raft of changes to scheme at the end of the month. The amended scheme will see employers’ contributions reduce from the initially touted 33 per cent of an employee’s unworked hours to just five per cent. In addition, rather than the 33 per cent of their usual hours that an employee would have to work to qualify, workers will instead have to work a minimum of 20 per cent. The cap for how much the government will provide is set above median earnings for employees in August at a reference salary of £3,125 per month.
Apex launches retailer partner programme As retailers looks for new opportunities amid the pandemic, Apex Medical Ltd has launched a new partner programme aimed squarely at the mobility retail sector. The new programme will enable mobility stores throughout the UK to access the manufacturer’s unique, community-focused product range. According to Apex, its programme will give mobility companies the chance to expand their product portfolio to an untapped customer base and generate a lucrative new revenue stream. The initiative aims to engage with key mobility retail companies nationwide as either stockists or non-stockists, aiding them with tele-support, as well as product, technical and sales training around the new products. To find out more about becoming an Apex Partner, contact the company on 01905 774695 or apexpartner@ apexmedicalcorp. co.uk
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Five Mobility adds one new Sales Director Bariatric and specialist equipment supplier Five Mobility has appointed Greg Wingate as its new Sales Director following rapid, pandemic-fuelled growth. Established just over a year ago, Five Mobility provides beds, mattresses, seating, toileting and hoisting aids and equipment to the acute, community, longterm care and home care sectors. Greg joins Five Mobility from AHT Holdings, its parent company, where he held the position of National Sales Manager. Prior to that, he worked for several large players in the mobility and healthcare sector over almost a decade, including 1st Call (part of Arjo UK) and Hill-Rom under its patient handling brand.
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NEWS, DEALS & PEOPLE
Tailored Lateral option released for Denwick Electric Mobility has followed up the launch of its CosiChair Denwick riser recliner with the introduction of an innovative new back option. Called ‘Tailored Lateral’, the new design blends the upright support and sophisticated aesthetic of the Tailored Back with the symmetrical effect of the Lateral Back. According to the company, the combination creates an option designed to suit a variety of customers’ desires for a riser recliner that is both functional and fashionable. Available exclusively for Electric Mobility’s Denwick model, the design marks a new innovation in the riser recliner segment, bringing a completely new option to the market. The Tailored Lateral back design comes in four new fabric colourways: VN Dove Grey, VN Slate Grey, VN Cocoa and VN Oatmeal. Notably, the Denwick replaces the Ellen which has been discontinued as of August 2020. Dealers can contact marketing@electricmobility.co.uk or call 01460 258120 to find out more.
Thistle Help acquires fellow Ayrshire retailer Irvine-based Thistle Help has acquired the Mobility Centre in Crosshouse from owner John Bond. “This acquisition makes sense as we strive to widen the area we serve,” commented George Ruddick, Managing Director of Thistle Help. “We will not only offer the customers of the Mobility Centre the same level of service but also a wider range of products from more suppliers than they do at present.” The expanding retailer will now operate a repair service for all mobility equipment from both locations. John Bond, Founder of the Mobility Centre, commented: “Having personally spent 15 years in the mobility sector serving the community of Ayrshire, I feel Thistle Help are the ideal business to acquire the Mobility Centre from myself.” Thistle Help will officially open its new showroom at 11 Gatehead Road, Crosshouse on Monday 2nd November.
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Autumn sees mLite arrive Weighing just 17.8kg, Motion Healthcare’s new lightweight mLite folding mobility scooter has been well received by retailers and exceeded expectations, according to the company. The mLite uses a simple sliding mechanism to enable the scooter to fold compactly enough to fit into any car boot, says the company. It also includes an extendable handle to make it easy to manoeuvre when folded and an easy-to-remove lithium battery pack weighing 1.85kg. Users also have the option to onboard or offboard charge while a helpful status indicator displays how much the battery is charged. Despite its compact size, the mLite boasts an 18 stone weight limit and features a height-adjustable tiller and extendable footrest, allowing users to adjust the device to meet their needs. For more information on the mLite, contact Motion Healthcare on 0844 257 8150.
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The Denwick Support from every angle with the NEW Tailored Lateral Back Design for you & your customers.
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Traditional & Digital marketing with NEW Videos available for our Network of Authorised Dealers. Order this unique Back Design exclusively available on the Denwick CosiChair. Call 01460 258120 or www.thiis.co.uk / 9 Email sales@electricmobility.co.uk
NEWS, DEALS & PEOPLE
Full circle for Bayliss Mobility After leaving bricks and mortar retail behind in 2013, Bayliss Mobility is returning to the realm of physical retail with a showroom located at its new HQ in Bridlington. First launched in 2001 by Gary and Carol Gary Braithwaite, Braithwaite, the East Yorkshire mobility retailer founder of Bayliss Mobility has ridden the wave of changes in the sector over the last two decades. Bayliss Mobility started out with its Driffield store before going on to operate three branches across the region in the 2000s. However, it soon found itself facing the pressures of competing with online sellers. In 2013, the pair decided to downsize and move to selling simple daily living aids online from their home. The business quickly grew and within a year, the pair had moved into a 500 sq. ft unit in Driffield. Seven years on, the company is relocating to a bigger premises in the coastal town of Bridlington to accommodate its expansion. The site will house its head offices; a mobility showroom; as well as a dedicated manufacturing department, producing its NuHorizons Healthcare Products range. Available to the trade from November, the collection includes daily living aids, wheelchair accessories, pressure care products and mobility aids. To find out more, contact Bayliss Mobility on 01377 258217 or 01262 375050 or email enq@baylissmobility.co.uk
Uplifting brand refresh Celebrating its 10th anniversary, Stiltz has made some changes to its brand identity. Moving away from its original ‘Stiltz – The Homelift Company’ branding, the new identity now simply states ‘Stiltz Homelifts’. Alongside the new strapline, the main sans serif logotype has been updated and sharpened from its previous softer version. Yola Mealing, Head of Marketing at Stiltz, said: “We are successfully ‘democratising homelifts’ so our product terminology now has the strength to stand alone – hence the
abridged typography. “With any brand that experiences greater recognition in the marketplace, it is a natural evolution to simplify the logo so the identity becomes as succinct as possible.” The homelift manufacturer says the new design conveys a more established, confident personality for the business whilst still retaining approachability. Additionally, the simplified design allows it to work well when next to the Queen’s Award for Enterprise: International Trade symbol, which was presented to Stiltz in April 2020.
Quantum expansion of UK team Two experienced industry professionals have joined Quantum Rehab’s ranks: James Morant and Mark Hawes. Appointed as the company’s Stealth Product Specialist and covering the entire of the UK, Mark will use his seating and positioning knowledge to bring Stealth’s solutions to the NHS, dealers and end-users. James has joined the company as its Quantum Specialist in the South West, bringing over 12 years of mobility industry to the powerchair specialist. “Quantum have a great range of products and are always innovating,” commented James. “I feel there are great things to come from Quantum in the near future!” The appointments continue Quantum Rehab’s growth in the UK, particularly following the launch of its new midwheel drive Edge 3 Stretto earlier in the year. To find out more about Stealth or to contact Mark Hawes, email mark@stealthproducts.co.uk To find out more about the Quantum Rehab range or to contact James Morant, email james@quantumrehab.co.uk
Stealth Product Specialist Mark Hawes
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Quantum Specialist James Morant
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RETAILERS’ CHOICE
Seating and cushions 12 / www.thiis.co.uk
Wondering which seating and cushion ranges are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that has stood out for them and why…
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RETAILERS’ CHOICE
Retailer’s Choice: Helping Hand Indicator Cushion from Helping Hand “The marketplace is full of a bewildering choice of pressure care cushions and seating options. So much so that it can be a minefield to navigate and find the right products for your customers. “There are claims of amazing performance and unbeatable results that are rarely backed up with relevant clinical evidence, so where do you start? “Having said that, it is difficult. However, there is a really good tool in the Helping Hand portfolio that can point an assessor in the right direction and remove some of the mystery.
“The Helping Hand Indicator Cushion is designed to help you identify the client’s needs and then choose the correct level of pressure care cushion every time. It eliminates any doubt and removes much of the risk of under prescribing which can lead to more serious medical problems.” www.tpg-disableaids.co.uk
Alastair Gibbs Managing Director of TPG DisableAids
Retailer’s Choice: HCE Bariatric Riser Recliner by Recliners
Elaine Ferguson Mobility Services Manager of Fortuna Mobility
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“Often, customers come to Fortuna needing specialist seating urgently. Normally, made-tomeasure chairs with pressurerelieving foam and multistretch fabric can take around six weeks to arrive from most manufacturers after assessment. Bariatric chairs can take even longer. This year, I’ve been very pleased with the new HCE range from Recliners, offering a 48-hour dispatch from receipt of order. “The HCE Bariatric is a dualmotor lift and recline chair with a 40-stone weight capacity and also includes a 25-stone leg lift feature. This is especially suitable for people with lymphoedema or heavy legs. Additionally, mediumrisk pressure cushioning comes as standard on all contact areas as
the frame is covered with soft foam and vapour permeable fabric for optimum comfort, especially in the heavy contact areas. “It has a three-tier waterfall back and each cushion has zipped access so that minor adjustments to assist comfort and correct positioning can be made. Also, it’s very easy to accommodate a highrisk pressure cushion as it has an interchangeable seat module. “This chair has been designed for easy thorough cleaning with an easily removable back and seat cushion - especially important as we try to maintain Covid-secure levels, both in the home and healthcare environments.” www.fortunamobility.com
Retailer’s Choice: Quickie Sedeo Pro from Sunrise Medical “Our Retailer’s Choice for Seating and Cushions is the Quickie Sedeo Pro. “This seating system was an absolute game changer for the industry when it was first developed by Handicare Mobility many years ago. “Customers were blown away with the comfort and support these gave compared to other seating systems on the market. I would go as far as to say it was due to this seating system that customers often bought the Handicare powerchairs. “It was no surprise then that Sunrise Medical snapped up the opportunity to purchase Handicare Mobility’s products, which, of course, included the Sedeo Pro seating systems. “Since then, the company has carried out further R&D which has only improved it for users. They have also gathered lots of clinical evidence, which now proves why this seating solution is a top contender for most mobility conditions. “We are very pleased to see this seating system now rolled out across all of Sunrise Medical’s new Q-range of powerchairs.”
Darren Macey Business Development Manager of Lifestyle and Mobility
www.lifestyleandmobility.co.uk
Retailer’s Choice: Aidapt Gel Comfort Cushion from Aidapt “I love the Aidapt Gel Comfort Cushion and it is proving to be popular for all kinds of solutions. We sell them as a cushion for wheelchairs, mobility scooters, as well as for use in the home on chairs and settees. “Also, we have been selling the cushion to the local taxi drivers who have been buying them as they are comfortable to sit on for long periods, with the removal gel insert giving extra support moulding to the user’s shape.The easily removable fleece cover also allows it to be washed.”
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Karen Sheppard Managing Director of People First Mobility
10 NEW FOLDING CANES IN EXCLUSIVE PATTERNS Please contact us for our trade catalogue: Tel 01460 75686 www.classiccanes.co.uk
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RETAILERS’ CHOICE Onyx 1
Onyx 2 with Coccyx
Matt Mohr Managing Director of Kent Mobility Onyx 2
Onyx 3
Retailer’s Choice: Various models from manufacturers Retailer’s Choice: Onyx Cushions from Ultimate Healthcare Ceri Dixon “We take our customers’ needs Marketing seriously and are always looking Manager of for products that can help people Ableworld live more comfortably. Our customers can spend a lot of time seated so not only do they need the perfect chair for their requirements, they may also require assistance with pressure care. “To ensure we can offer our customers the best range of products, we have recently added the Onyx range of cushions from Ultimate Healthcare to our range. “Having the correct pressure care cushion gives our customers the peace of mind that it will be comfortable and reduce the risk from developing pressure ulcers, regardless if they are seated in a chair or wheelchair. “The Onyx cushions are available in four options: Onyx 1, a low risk pressure-reducing cushion; Onyx 2, a a medium risk pressure-reducing cushion - available with or without a Coccyx cut-out for added comfort; and Onyx 3, a high-risk pressure care cushion. “Each cushion is made from the highest quality materials, featuring waterproof and breathable covers. They are lightweight, fire retardant and have a two-year warranty. The Onyx collection of cushions provides a great range of options for people looking for pressure care cushions at a reasonable price. “If customers do need a higher level of pressure care for developed pressure ulcers, we do have other options which can be discussed with our store teams and our specialist department in the north west of the UK, where an assessment can be carried out if required.” www.ableworld.co.uk
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“There is a wide variety of cushions and backs available on the market. I haven’t worked with all the cushions available so can only speak from experience. “Probably the best all-rounder that you can put into almost any environment and not worry about is Vicair. It performs well in terms of interface pressure, anti-shear and temperature control. If the cushion gets placed upside down or back to front (which can happen to any cushion), although not ideal, the Vicair will still perform. “For cushions that give good postural control; high-level pressure relief; as well as have the ability to adjust the shape of the cushion depending what you want to achieve in terms of posture and including the possibility to accommodate growth, the Domino by Pro Medicare and the STX by Rolopal work well. “For the best interface pressure reduction, cushions like the Roho from Permobil and the Starlock from Helping Hand pressure map very well. “For contoured gel and foam cushions, there are many to choose from but the cushions that stand out for me would be the Jay Union and Balance from Sunrise Medical, Matrx Flo-tech Solution and Libra from Invacare, and Axiom SP Visco from Ki. The Flo-tech contour visco definitely deserves a mention also. “For more active users looking for a lightweight low-profile cushion suitable for side transferring, Vicair Active, Roho Hybrid, Jay Lite, Flo-tech Libra and Ki G are all good options. “Sometimes a flat cushion with decent pressure relief is the answer; Invacare Revolve V and Si are worth a look.” www.kentmobility.org.uk The Vicair Active O2 from Invacare, one of a variety of Vicair cushion solutions
RETAILERS’ CHOICE
Retailer’s Choice: Symphony from Recliners “A chair that keeps delivering for us and our customers is the Symphony by Recliners. “From functionality to aesthetics, the chair straddles both key areas by delivering a very comfortable, supportive and attractive solution. It also has many healthcare configurables which would add value to any specialised seating provider’s range of options. “We have worked with the chair for a number of years and have enjoyed watching it evolve from the initial incarnation to its current form. Now, the Symphony boasts many postural and positional support backs, not to mention pressure care, which can be tailored to suit the user through its removable seat wrap and seat insert. This means high-risk gel and air solutions can be accommodated. “Its permutations of positions are practically unlimited as the precision of the Seminar
Annie Holland-Oakes Ferguson Marketing Manager of Recare
Retailer’s Choice: Supracor Stimulite Honeycomb Positioning Products from Supracor
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Components and refined mechanisms make for a very smooth, quiet and subtle movement. “For us, a real standout feature is the awesome foam lateral support back. This well sculpted and crafted design can help manage pelvic obliquity, scoliosis and enhance general posture, giving great trunk support with positive midline positioning and fantastic levels of overall comfort. “Like the seat, the backs are interchangeable so we get a product that can evolve in the long-term with the user. “To a degree, we can achieve clinical complex outcomes with a very aesthetically pleasing chair, which is still very important to many users. The vapour permeable and waterproof fabrics come in fantastic colour ranges, again lending itself to any modern domestic or healthcare environment. “We just love it.”
“We have recently invested in a new complete high-tech pressure mapping seating system as we are seeing more professionals and clientele wanting to see quantitative evidence of a cushion’s benefits. In the current economic climate, it is also helping to justify the necessary funding for their clients. “The pressure mapping system has already been extensively used with our recently acquired distribution of the Supracor Stimulite honeycomb positioning products. “With a reputation for being high-quality, Stimulite’s diverse cushions range from paediatric to bariatric and from low- to high-risk pressure relief. The pressure relief ability is highly regarded, similar to the soughtafter air cushions for high-risk clients. Notably, however, these cushions do not have
Billy Finnie Operations Manager of Mobility Scotland
www.mobilityscotlandltd.co.uk
the requirement of ongoing maintenance in both the shortand long-term. “The impressive unique feature of all their cushions is being able to clean them in the washing machine whilst, importantly, maintaining the integrity of the cushion. Unusually, washing the Stimulite cushion honeycomb structure actually rejuvenates the shape of the cushion, ensuring a longer lifespan without the usual reduction in relief and positioning seen with others. “The machine-washable feature is ideal for incontinent clients who can sit without the need for incontinence covers or pads. This helps maintain skin integrity while hygienically drawing the liquid through the cushion to an incontinence pad beneath, protecting the product seat base.” www.recare.co.uk
RETAILER SPOTLIGHT
From left: Emma Cowley, Andrew Ellis, Marcus Horton (holding one of the first prototype sections of unique stairlift rail, Alex Horton and Julie Horton
Island Mobility: Stairlift & ramp surveys? There’s an app for that 20 / www.thiis.co.uk
Innovation. It is a word that gets thrown around a lot, yet how often do technological leaps such as Apple’s iPhone or apps like Facebook or WhatsApp appear? One retailer, however, has decided to invest time and money to push the boundaries and create innovations that could transform the mobility industry. Rob Horton, Managing Director of Island Mobility, shares his journey into the world of research and development as he prepares to bring new inventions to the market.
AN ORGANIC SHIFT INTO MOBILITY Long before Island Mobility was exploring how digital technologies could be applied to the industry, the company started life as a humble car garage on the Isle of Wight. Rob Horton, Managing Director of Island Mobility, joined the family firm – then known as Marshalls Garage (Ryde) – over four decades ago as his first job. Eventually, the small backstreet garage naturally found itself in the mobility industry, doing repairs and maintenance work for the NHS Wheelchair Services and on the Ministry of Health’s Invacars. “It started out as just one guy, servicing all the clients on the Isle of Wight for four hours on a Thursday afternoon,” recounts Rob. “The garage also worked on the AC Invacar and by the time I joined, 100 per cent of our mobility work was government contract. The mobility industry was incredibly small back then and we held the wheelchair service contracts for decades. “We even opened a workshop in Parkhurst prison to recondition their wheelchairs so we’ve taken on some interesting contracts over the years.” Progressively, the car garage found itself moving increasingly into the world of mobility until it decided to leave the motor trade behind in favour of becoming a fully-fledged mobility specialist. Rob and his wife Julie found a large unit next to B&Q and changed the company’s name to Island Mobility.
“Mobility became so interesting and we have met so many fantastic clients over the years,” he says. “We’ve had customers I’ve personally known all their lives and watching the difference these products has made to their quality of life has been wonderful.” FROM MOBILITY TO MOBILE APPS Growing from a small automotive repair garage into a reputable mobility retailer and equipment installer, Island Mobility continues to evolve and enter new spaces. Recently, Rob has been working on several innovations with the potential to transform how stairlifts and ramps are surveyed, fitted and reused. The first of the small island retailer’s inventions is a reversible, reusable stairlift rail system and smart survey system. REIMAGING RAILS Rob first conceived the idea of a reusable rail system back in 2014. It was through working with his local hospice and Macmillan nurses to hire stairlifts to people receiving end of life care that he encountered a problem. “It was clear that people wanted to be in their own homes, rather than in a hospice,” he says. “Eventually, we had around 150 stairlifts out on hire and most of them were not even out for a year. However, we became frustrated at being unable to hire curved stairlifts because these are typically created
“I couldn’t believe there wasn’t a solution available. It seemed crazy!” ROB HORTON
bespoke for individual staircases.” Out of this frustration, the cogs of Rob’s mind started whirling and he came up with the notion of a reversible stairlift rail that could be reused. “The design of the rail is straightforward,” he notes. “It has no start or stop, can be an internal or external and either left or right. It also means that the installer doesn’t have to lift the stairlift unit to the top. At that time, we were having to lift 34kg stairlift units to the top of a flight of stairs to load it onto the rail.” He put in for the patent in 2014 and by 2015, he had received approval in all the major countries around the world. That was just the start of the inventor’s vision, however, as Rob has his eye’s set on something far more ambitious. APP-PLYING SMART TECH TO STAIRLIFT INSTALLATIONS The reversible rail is just part of a wider system, emphasises Rob. He wants to bring the modern smart technologies of today to bear on the installation of stairlifts.
A screenshot of the stairlift survey app. The app has already created the transparent survey in mixed reality and the algorithm is selecting the rail sections required.
www.thiis.co.uk / 21
RETAILER SPOTLIGHT
“What I really wanted to create was a stairlift system which is reusable and uses smart tech to do the survey. In 2014, however, the technology was not quite there yet so we just focused on the rail,” he says. “We knew the technology to create a smart survey tool would come along, though. It was just a matter of time.” Despite having the end goal in mind, the Isle of Wight innovator had to wait for the technology to catch up. It wasn’t until April 2018, almost four years later, that the technology Rob had been waiting became available. “We didn’t think we would have to wait quite so long!” he exclaims. “It was not until June 2018 that Apple released iOS12 and, with it, a simple little app called Measure. When that launched, it became apparent to us that we could change so much in the mobility world for the better.” Unlike many people that innocuously delay downloading an update from Apple until they are forced to clear space to accommodate it, the release of iOS12 for Rob was a game changer. The
22 / www.thiis.co.uk
unassuming Measure app, which allows users to measure an object by pointing the device’s camera at it, was the breakthrough Rob had been waiting for to start developing his own smart survey app. “On the surface, Measure is a very simple app but the workings behind it are incredible,” describes Rob. “It is exactly what we needed to develop a stairlift survey app so we got a team together and got to work.” Now entering the final stages of development, the clever app allows a mobility company to measure a staircase and produce an image in mixed reality. Then, an algorithm selects the pre-made rail sections required to fit a staircase. “The survey is transparent so you can overlay it onto the actual staircase to check the accuracy,” continues Rob. “The client can see how the ramping system or stairlift would look in-situ so they can make changes if they wish or sign the survey off there and then. “Using a smart survey system enables us to use a unique hoist with omni wheels so we can wheel the heavy stairlift unit into the
house and then it can self-load at the bottom of the stairs, as the rail is assembled from the top down.” RAMPING UP INNOVATION Not just satisfied with developing a smart survey app for stairlifts, Rob and his development team are also busy bringing new technology to the world of ramp installations. During the first coronavirus lockdown, there was a considerable push to get people discharged from hospitals and care homes quickly. With the push to discharge came an increased need to install ramps quickly, points out Rob. “The pandemic really highlighted some of the issues we encounter with ramping,” he says. “There were times when a ramp would not fit onto a client’s property. Also, to the best of my knowledge, there are no ramps on the market that will fit onto grass.
“I think we all have the power to make a change.” ROB HORTON
TAKE ANOTHER LOOK AT PRIMACARE
The Adelphi
For more information on our range go to www.primacare.co.uk
RETAILER SPOTLIGHT
A screenshot of the ramp survey app. By walking up the grass bank, the app has surveyed the contours of the bank using LiDAR and the algorithm has selected the modular ramping sections required
“I couldn’t believe there wasn’t a solution available. It seemed crazy! The idea of people having to go through a lengthy grant process to get a concrete ramp installed outside their house to get discharged or not be a prisoner in their own home seemed ridiculous.” After seeing the bottlenecks these ramping problems were creating, Rob and his team came up with the idea of creating a new modular ramping system by adapting a solution it uses for outdoor stairlifts installations. “We had already designed earth fixings to enable a stairlift to run up a grass bank. These are essentially giant screws drilled into the earth,” details Rob. “So, we thought it must be easy enough to develop a modular
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ramping system that could run down a grass bank. That way, there is no need for a permanent concrete ramp and the whole process becomes a lot quicker.” LIDAR OPENS THE DOOR TO INNOVATION Alongside its modular ramping system, another update released by Apple earlier this year has enabled Island Mobility’s team to create a new survey system capable of dealing with the tricky surfaces and angles involved in a ramp installation. “It was not until Apple released its iPad Pro with LiDAR technology that we could look to develop an app for surveying ramps outside,” emphasises Rob. The LiDAR Scanner on the iPad
Pro and new iPhone 12 Pro can map out and visualise an environment in 3D by firing lasers out and then timing how quickly they return. Away from the technical ins and outs of the technology, what is exciting is how Rob and his team are applying it to the mobility sector. “By using LiDAR, we can survey surroundings where access is an issue for a client,” he says. “We can survey a grass bank using LiDAR that creates an image of the area. The app then selects the correct ramping and platform sections, showing the gradients of the ramps.” Just like Island Mobility’s stairlift survey app, the ramp app produces a “shopping list” of pre-made parts needed for the job. “Once it has surveyed the grass bank, the lawn, the steps up to the house etc, our app will simply put the platforms and ramp sections onto that survey,” continues Rob. “It can even calculate how long the adjustable leg sections need to be. Also, all parts are reusable, including the earth fixings. “We have just finished our prototype now so we know it works. Next, we’ll seek patent-approval for the system in the coming months and develop a new function in the business that can build the modular ramping kit ourselves.” With the company moving quickly to bring its idea to the real-world, the motivated mobility boss hopes to have the first trial modular ramp unit up before the end of the year. “The local community store has been really supportive and so have the local council; they are really behind us trialling it,” adds Rob. “The pandemic and need to get people home quickly really gave us the push to accelerate the project while Apple’s new LiDAR Scanner completely opened our eyes to applying our stairlift survey to ramps as well – something we had never really considered before.” MODERNISING THE MOBILITY SECTOR WITH TECH As the government continues to invest vast sums of money into accelerating discharge processes,
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RETAILER SPOTLIGHT Rob says his innovations cannot come quick enough. In August, the Department of Health and Social Care announced it was creating a new £588 million fund for the NHS to facilitate getting people home quicker. From 1st September 2020, the NHS has been able to access the funding to provide up to six weeks of additional support, including supporting people in their home. The Island Mobility MD firmly believes his new technologies have an important role to play in helping reduce lengthy waiting times for adaptations, improving outcomes for patients, as well as cutting costs for all involved. “Getting somebody home in a day should be expected, not a luxury. Technology has the ability to do that and in a far more cost-effective way,” he insists. “If you look at the entire healthcare space, everything is changing. Face-to-face meetings with doctors will soon become a thing of the past and other areas are being rapidly transformed through digital tech. Why should the mobility sector be any different?” TURNING VISION INTO REALITY As Apple’s iconic founder Steve Jobs stated: “To me, ideas are worth nothing unless executed. They are just a multiplier. Execution is worth millions.” While truly inspired ideas are rare, turning them into something tangible is even rarer. It is often the high-tech nature of app development that potentially puts people off running with an idea. Listening to Rob, it is easy to assume that he is a techie at heart. He is quick, however, to highlight that this is not the case. “I am the least techie person in the world… well, after my wife!” laughs Rob. It may seem strange that someone with no experience in building apps is spearheading multiple digital developments. So how has an independent mobility retailer managed to successfully enter a world usually associated with California’s famed Silicon Valley? For the Island Mobility boss, it is simple: Take an idea, find the right
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people to deliver it and make it happen. “I’ve found the process to be relatively straightforward,” he explains. “We were really lucky to find a great development team of young and motivated guys who have been phenomenal. What I find most refreshing is that they seem to have no barriers.” Interestingly, Rob suggests that engaging the team of talented young developers to work on projects in the mobility industry – arguably, not the sexiest of sectors in terms of cutting-edge app technology – has been remarkably easy. “I think when I was a kid, the sector had a bit of a stigma but I don’t think it has that now. Once I explained the industry that we are in and who the app would benefit, they were eager to get involved,” he continues. “They’ve all got grandparents or elderly relatives so they understand how important the sector is. They are also aware of just how Jurassic this industry is and what is possible, so they have been excited to be the ones to have the opportunity to bring that change.” Rob’s part in the process has been one of guidance and project management, creating the right environment for his team to do what they do best.
“My role has largely been to keep the team focused on what we want to achieve. Again, it has been simple,” he attests. “Of course, the technical knowhow to create the app is very complex and sounds like a foreign language to me when the developers go into it. The actual bringing together of the team and giving them the freedom to create has been a delight, though. “Through working on this app, I have met some incredible people and I have learned more doing this than I have doing anything else in my life.” GETTING AHEAD OF THE DIGITAL CURVE This drive to innovate is also essential for the company’s longterm survival, emphasises Rob. “Since the end of March, we have sold very little of what I would describe as luxury items,” he says. “Everything has been a necessity – the market since the start of COVID has been incredibly different so we have had to diversify what we do now compared to what we did in the past.” One of the most fundamental changes since March has been an intensification of digital tech adoption. Be it online purchasing, virtual assessments or remote monitoring, the coronavirus is
Not breaking the bank Diving into the world of app development may seem unviable for independent mobility retailers – particularly considering that tech giants such as Facebook, Amazon and Google have revenues dwarfing that of many small countries’ GDPs! It may then come as a surprise to learn that all of Rob’s projects have been self-funded and not cost a small fortune, thanks to a little-known government initiative. “The interesting thing is, we have invested relatively little to create these,” he says. “When I looked into creating the reusable rail, the first thing I did was Googled ‘HMRC Research and Development’. It is a fantastic scheme that has essentially funded all our R&D projects through tax breaks.” The scheme offers tax reliefs to companies, big or small, working on innovative projects in science and technology. It can be claimed by those keen to deliver an advance in their field, and, importantly, can even be claimed on unsuccessful projects.
forcing local authorities, healthcare providers, companies and users to embrace new digital ways of operating. “I think the way we sell as an industry will definitely be tech-led soon, so it is on us as businesses to be ahead of that curve,” Rob continues. “Our goal is to create a sales and assessment process that is transparent and gives scope for users, families and carers to be fully engaged. I think tech will enable this and we are already thinking of new ideas that we can create specifically for private customers and healthcare professionals.” WHAT DOES THE FUTURE HOLD? Never setting out with the intention of changing the industry, Rob’s innovations are largely the result of passion projects born out of frustrations. Since starting down this road in 2014, however, he has never looked back.
“It is so rewarding to be at a point where we have prototypes working just as I dreamed they would. We are not finished yet, though,” says Rob. “We are on a journey, which the whole team is on. We plan to franchise these systems globally and while we cannot definitively say when this franchise model will be in place, I can say things are rolling along nicely. Next year will be a really interesting year for us and the industry. “If people are interested, please email Innovate@island-mobility. co.uk as I would love to hear their thoughts.” Having received app approval from Apple at the end of October, the future is looking bright for the long-established mobility retailer and fledgeling mobile app developer. Rob now hopes his story will inspire others in the industry to pursue similar innovative undertakings. “There are many problems in the mobility sector that could be
addressed with new technologies but I think people in the industry need to feel empowered to know they can create them,” he finishes. “There are a lot of barriers put in our way to change things but I think the biggest barrier that we can put in the way is ourselves. I think we all have the power to make a change.” This kind of sentiment sounds more akin to something an entrepreneur of a tech start-up would say at a TED talk – a far cry from the world of mobility. But, why should it be so divorced from this industry? Rob’s determination to embrace new technologies and apply it to the sector proves that the inventiveness of California’s Silicon Valley can be brought to any industry and any location, just as long as someone is driven enough to deliver it. www.islandmobility.co.uk
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Trade Thoughts Has the coronavirus pandemic changed your approach to managing your business? 2020 has thrown up some extraordinary challenges for business leaders. This unprecedented period has forced business leaders to face problems and take actions that they may never have thought conceivable pre-pandemic. For this month’s trade thoughts, five retail leaders discuss if the pandemic has changed how they manage their company.
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Mike Williams
Billy Finnie
Managing Director of Ableworld
Operations Manager of Mobility Scotland
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With 36 stores, along with a multimillion pound stairlift business, there are many daily challenges. However, those challenges have changed drastically because of COVID. “Every day there are staff issues, with people being tested for COVID or having to self-isolate because of a family member, meaning difficulties on staff coverage. There are extra costs to the business with both PPE and hotels for staff coverage. “The issues of stock shortages are a constant battle for our Buying Department to find alternative products to ensure we can supply the customer demand; you don’t want to lose a sale at any time, let alone in the present circumstances! “Cut your advertising or increase it? “Every penny must count and assuring people we are there to help them in a safe shopping environment – longer term planning of leaflets also brings its own issues of deciding what to advertise? “The huge challenge for everyone is to ensure a positive approach to the business. Our customers need our services and it’s so important to have that smile on your face, whatever your personal worries or situation are. So, the culture throughout the business should be that positive attitude to ensure we all get through this latest situation.
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There is a new digital culture developing within our industry. “As we plan for market recovery, we have also embraced this and formulated a new digital strategy. It will add a new dimension to how we cater for customers who are shielding or just limiting movements, with the use of digital solutions making it easier to get around all the movement restrictions whilst maximising sales opportunities. “By far, this is the most interesting, exciting and innovative change we’ve made to the business. Scaling up a new digital strategy enables us to improve our customer reach and deliver real-time assessments by taking our people, our products and our showroom and placing it all slapbang in the middle of the customer’s home. “Platforms like Facetime, Zoom and Skype are enabling us to connect with customers’ and their families via video calls in the comfort of our customers own living rooms for stairlift surveys, seating assessments or to form the basis of a general needs analysis. “Taking this into our B2B channel with platforms such as Microsoft Teams and Google Meet, we can continue to showcase products and deliver product training to OTs and healthcare professionals across our network. “Pre-Covid we only flirted with this type of digital interaction. Now, it’s very much part of what we do and who knows going forward, how about a videocall for first line fault diagnosis? The future is bright.
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Richard Holland-Oakes
Karen Sheppard
Alastair Gibbs
Managing Director of Recare
Managing Director of People First Mobility
Managing Director of TPG DisableAids
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Most importantly, we have been able to continue investing in new opportunities throughout the lockdown. This has enabled us to significantly grow and adapt in preparation for a more “normal” way of working in the coming months. “The lockdown gave us a unique opportunity to take time to really review the company as a whole, as well as adjust and restructure into broader areas, so in this regard, we have been fortunate. We rarely get the opportunity to investigate and assess the individual areas we are doing and seeing where we can make improvements because of how busy we are with ever-increasing growth and changes. “The pandemic has brought along a new, more diverse way of working, encouraging the industry to adapt to digital approaches where investment in the right areas is valuable. “Delivering customer service to our current and new clients has been upheld to the highest standard, even where preparations have become more demanding, e.g. COVID safety forms and PPE etc. “Customer safety is at the forefront of our planning and we are adapting and investing in equipment, ensuring our customer’s safety is of the greatest priority in any environment with them. Fortunately, our Oxfordshire and Northamptonshire facilities are spacious, allowing successful social distancing.
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What a year! Last Christmas, I had my five-year plan on the table. They say in business that you have to be resilient, resourceful and be able to quickly adapt. That certainly has been the case this year. Things have had to be put on hold; new ideas have had to take priority. “The great thing about being a smaller business in a pandemic is the flexibility to react quickly and implement things straight away. “Managing the company this year has been something that no future planning could have allowed for. To manage properly, you should prepare for the unexpected, however, when something unprecedented happens, how can you be prepared? “The best you can do is to make decisions and adapt quickly as there is no time to sit and think about how to do things. Clear communication and being transparent on a weekly basis with every member of the team is even more essential than before to keep up to date with new rules and new ways of working. “I haven’t changed how I manage the company as I am always hands on and tackling problems as and when they arise. The changes have been within how we have to work to be Covid-secure and follow government guidelines.
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There is no doubt that very few, if any, retail managers or business owners have lived through such a wide-ranging and disruptive period in the UK and world economy as this COVID-19 pandemic. “For us at TPG, the overriding mission has been to preserve continuity of service to our existing and potential customers. This has resulted in a number of changes and a tightening of procedures that historically we were able to accept as tolerable levels of waste and loss. “We now run a much leaner ship and value each enquiry far more, due to the obvious stress and fear expressed by many elderly and disabled customers. They are often shielding and desperate to stay as safe as possible and we see it as our duty to preserve that feeling of wellbeing and safety in our customers, even more than ever before.
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Have you got a trade thought that you would like industry leaders to discuss? Contact Calvin Barnett at calvin@thiis.co.uk to share your topic.
www.thiis.co.uk / 29
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Register for you and your team’s free tickets to attend the industry’s official trade-only event at www.britishhealthcaretradeshow.co.uk
British Healthcare Trade Show Supporting the trade
Following the announcement of the industry’s only exhibition made exclusively for the trade, leading suppliers have thrown their support behind next year’s British Healthcare Trade Show! With less than 100 days to go, THIIS caught up with several exhibitors to learn more about why they have decided to support the trade by helping make the event a reality.
BHTS aims to kickstart next year’s recovery by bringing the trade together after a difficult start and end to 2020. With so much uncertainty, however, many may question why companies are willing to invest in the new trade-only show. So, THIIS decided to put the question to them.
W R O SO SHON SP
Priding itself on bringing innovation to the mobility market, Motion Healthcare’s commitment to three core values - trust & honesty; customer focus; and innovation, quality & functionality – help the company to ensure it achieves its ultimate goal: to be enjoyable and simple to do business with.
WHY DECIDE TO SUPPORT THE TRADE BY SPONSORING THE BHTS? We felt the opportunity to get behind a trade-only show created by the industry and for the industry was too good to refuse! In my opinion, the industry has been crying out for a dedicated trade show at the start of the season that is scaled back. It makes it more affordable for suppliers and, therefore, more interesting and productive for dealers to visit as all of their core suppliers are in one place. When I heard about what was planned it was an obvious decision to get behind the show to make it work for us all.
HOW IMPORTANT IS IT FOR MOTION HEALTHCARE TO SUPPORT RETAILERS? With the world in its current state, it’s going to be even more important to make 2021 as successful as possible to help recover from a difficult 2020. Our concentration will be on fulfilling our responsibilities to our partners and continuing to source and provide high-quality, innovative products while protecting their margins, as best we can. Our core goal is to be simple and enjoyable to do business with, in every sense.
WHY SHOULD DEALERS COME AND SEE MOTION HEALTHCARE AT THE SHOW? We wouldn't be investing so heavily in the show if we didn't have the products to back it up! So, if you haven't had a chance to see our range recently, come and check it out. Even if you have, we might even have some new and exciting products for you to see too!
Tim Mills Head of Business at Motion Healthcare
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Supplying exclusively through a network of distributor partners across the UK and in over 25 countries, Alerta Medical is a world-renowned designer, manufacturer and supplier of innovative and trusted durable medical equipment.
WHY SUPPORT BHTS? BHTS provides a fantastic platform for Alerta Medical to meet directly with retailers to discuss ways in which we can work together to strengthen the industry and distribute innovative and quality retail product solutions.
HOW IMPORTANT IS IT FOR ALERTA TO SUPPORT RETAILERS? COVID has highlighted just how important it is to have an established and trusted supply chain that operates ethically and maintains consistent and high standards. As we’re engaging with the industry, we’re finding so many retailers have been let down by their suppliers. That’s why we’re delighted to be introducing Alerta Medical distributor opportunities to all UK retailers.
WHY SHOULD RETAILERS VISIT YOU AT BHTS? A growing number of retailers have been turning to Alerta Medical because of our trusted brand, industry-leading distributor support and expanding product range. Come and browse our full retail product offering and latest product developments.
Ian Lindberg Founder & Medical Devices Director of Alerta Medical
Drive DeVilbiss Healthcare is one of the leading manufacturers and distributors of durable medical products in the world. With operations worldwide, it provides a global service complemented by local knowledge.
WHY SUPPORT BHTS? Initial visitor figures are looking very positive and we believe this one-day only regional show will prove to be a real success. We certainly wouldn’t want to miss out. It will provide us with an excellent opportunity to discuss plans for 2021 and showcase some great new products.
HOW IMPORTANT IS IT FOR DRIVE DEVILBISS TO SUPPORT RETAILERS? Throughout this crisis, we’ve listened to our customers and worked with them to try and find solutions to any challenges that have come along. It’s difficult at this stage to think when postCOVID will be and what it will look like. But we are certain that whatever becomes the ‘new normal’, we will continue to be here ready to support our customers in any way we can.
WHY VISIT YOU AT BHTS? Firstly, because it will be great to see our customers and have a catch up. Plus, we have a great pipeline of products in development that we are looking forward to discussing and displaying a few on the day. Our team will be on hand to demonstrate these new lines and discuss all the potential trade opportunities for 2021.
Alan Sullivan Marketing Manager – Retail Division of Drive DeVilbiss Healthcare
In partnership with...
www.thiis.co.uk / 33
Register for you and your team’s free tickets to attend the industry’s official trade-only event at www.britishhealthcaretradeshow.co.uk
Sumed International has over 30 years’ experience in pressure area care, working closely with clinicians and carers to promote pressure-relieving solutions and improve patients’ quality of life.
WHY SUPPORT BHTS? 2020 has been a write off regarding exhibitions for us – every one we had booked to attend has been cancelled. There has been a need for an effective trade-only exhibition for years and we are keen to support this new initiative.
HOW IMPORTANT IS IT FOR SUMED TO SUPPORT RETAILERS? Retailers are important to our business. We have just launched a new range of cushions under our Integrity brand, priced such that they will be of interest to endusers; we are desperate to chat with retailers face-to-face. Hospital appointments have been cancelled during the COVID pandemic and, increasingly, end-users are looking to purchase products rather than wait for prescriptions.
WHY VISIT YOU AT BHTS? Sumed are experts in pressure care and offer cushions, mattresses, heel protectors, and wheelchairs at prices which offer retailers great returns. We offer product training and would be happy to run monthly pressure mapping clinics free of charge when retailers stock Sumed cushions and mattresses. With the new range of Integrity cushions, there’s lots to talk about!
Graham Collyer Executive Chairman of Sumed International
As the sole distributor for Haze Batteries in the UK and Ireland, Easystart supplies batteries to the industry on a commercial scale but with the ethos of a family company who likes to build relationships with customers and support as much as it possibly can.
WHY SUPPORT BHTS? Events such as this are a great way to meet lots of people at the same time, either existing customers or potential new customers. For Easystart, the mobility sector is a big part of the business and our batteries are integral to thousands of scooters and chairs every year.
HOW IMPORTANT IS IT FOR EASYSTART TO SUPPORT RETAILERS? Retailers need to know that their suppliers are operating as normal and are here to help them through difficult times. This means for all aspects of the supply chain, right down to the end-user. For us, we work hard at building excellent relationships with our customers and the BHTS event enhances that even further.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? Easystart is the sole distributor for Haze Batteries in the UK and Ireland. We offer the most robust and reliable battery solutions for people looking for a quality product supplied by a company who works hand-in-hand with its customers to offer all the support they need.
Cillian Brugha Managing Director of Easystart
34 / www.thiis.co.uk
From a humble mobility hire company to a bustling multi-store retailer in 12 years, Cavendish Health Care has the insights to know what products customers are looking for. Having started building its dealer network since 2016, the company now boasts over 35 trusted partners around the UK.
WHY SUPPORT BHTS? Our company ethos has always been to seek out the most helpful and unique mobility products – both in the UK and across the world. This exhibition is the perfect opportunity to network with trade professionals, as well as a chance to see new and exciting products ahead of the busy trading period.
HOW IMPORTANT IS IT FOR CAVENDISH TO SUPPORT RETAILERS? When you buy a mobility product from us, you become part of the Cavendish Health Care & Mobility family. We will offer retailers an ongoing partnership that includes marketing support, regular contact & training, as well as a fair pricing structure. The retailer will have peace of mind that it is the only company selling within its catchment area, as well as having access to a dedicated sales manager.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? We’ve been working hard over the past few years to bring a collection of the most innovative and ultralightweight portable mobility scooters to the market. And guess what? We are so excited to be showcasing a select few of these scooters at the BHTS exhibition. We welcome anyone to come and speak with our expert team members for advice or a demonstration on any of our products.
Simon Thorneloe Director of Cavendish Health Care
With almost two decades in the industry, Monarch Mobility has led the way by bringing innovations to the market and intends to do it again, helping ensure its trade dealers stay one step ahead of the competition.
WHY SUPPORT BHTS? We feel that it’s important not only to support our trade dealers with our current range but to also share with them some new products which we have developed to enhance our trade partners’ business - products that we intended to launch at the 2020 Naidex exhibition.
HOW IMPORTANT IS IT FOR MONARCH MOBILITY TO SUPPORT RETAILERS? Covid-19 is something none of us have experienced in our lifetimes and it’s in these times that we need to support one another. Being at the show will enable us to listen to our trade dealers and support them moving forward.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? Monarch Mobility has led the way numerous of times over the years and this year we intend to do it again. It is hugely important for us and our trade dealers to keep ahead of the competition - we always need to be one step ahead, so that the consumer gets exactly what they need. With this in mind, we have full selection of scooters and powerchairs new to the market which a lot of our dealers have never seen at the show.
Martin Sampson Director of Monarch Mobility
Proudly sponsored by...
www.thiis.co.uk / 35
Register for you and your team’s free tickets to attend the industry’s official trade-only event at www.britishhealthcaretradeshow.co.uk
Specialised Orthotic Services (SOS) was the first dedicated specialist seating company in the UK, established in 1980 by its founder Gordon McQuilton MBE. The company develops products and services to provide a professional service for clients with complex postural needs to improve their health and wellbeing.
WHY SUPPORT BHTS? Specialised Orthotic Services (SOS) has a bespoke product range, which provides solutions for specialist and complex seating needs. We supply our equipment to a specific customer base via a domestic assessment team, working directly with the NHS and community providers. SOS has now seen an increased demand from specialist distribution partners to expand this offering and grow our network. Our objective is to source additional geographic distribution partners and offer our seating systems to a broader audience.
HOW IMPORTANT IS IT FOR SOS TO SUPPORT DISTRIBUTION PARTNERS? Distribution partnerships are grown from trust and a need to meet a demand in the marketplace. SOS is witnessing a growth in demand for its standard configuration seating range and understanding the demands of this specialist area is a key factor for SOS to build on its industry knowledge, technical support and manufacturing lead times. As a UK manufacturer, we know how important it is to provide high-quality complex products efficiently and effectively in this marketplace.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? SOS has an excellent reputation for manufacturing standard and complex seating solutions and is embarking on a growth strategy to engage new specialist partnerships outside its traditional arena of client base. SOS has geographical areas within the UK that we want to encourage new relationships and expand our existing operation. SOS has a static and mobile range that is used with its own mobility bases and can be integrated with other manufacturers’ manual and powered products.
Steve Stone Commercial Director at Specialised Orthotic Services
Supplying mobility retailers throughout the UK with its unique lightweight wheelchairs and powerchairs, Karma Mobility ensures that the outstanding design of every product is extensively tested and evaluated before being placed on the market. WHY SUPPORT THE BHTS? Karma Mobility has always felt there was a demand for a tradeonly show as there is nothing like meeting customers face-to-face and being able to introduce new products. However, as much as we like shows, we think there is a limit to how many retailers want or are able to attend. As BHTS is a targeted event, we wanted to try it.
HOW IMPORTANT IS IT FOR MONARCH MOBILITY TO SUPPORT RETAILERS? It is vitally important for us. We have always striven to support our retailers and we cannot be successful if they are not.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? We will have several new products at the show, including manual and powered wheelchairs, please come and see us if you are there.
Mark Duffield General Manager of Karma Mobility
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Founded in 1990, Apex Medical is a patient-focused, innovation-driven global medical solution provider. The company’s products have been developed as a range of solutions, from the prevention and treatment of pressure ulcers and wounds to medical equipment for providing full-line products.
WHY SUPPORT THE BHTS? Apex Medical Ltd has launched the new national Apex Partner Programme, aimed at the mobility retail sector. As part of our launch programme, the show will allow attending mobility retailers to meet with us and discuss firsthand the financial opportunity that the Apex Partner Programme will bring to them through our unique product portfolio.
HOW IMPORTANT IS IT FOR APEX MEDICAL TO SUPPORT RETAILERS? As a global brand, we understand and care about the impact on the lives of those who have been affected by the COVID pandemic. The new Apex Partner Programme will help retailers to offer new innovative products, enabling their customers to remain independent for longer in their own homes. This will result in the dealer maintaining their customer base and subsequent sales revenue over a longer period, helping to secure jobs and livelihoods in the sector.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? The Apex initiative will create a new revenue stream for those participating stores. No catches, no clever wording, just a straightforward offer for products that will capture your imagination and that of your clients. We believe we cater for the smaller and larger mobility retailers equally with two options on offer - either a stockist or a referral partner - helping you to grow your sales revenue.
Greg Whelan Marketing and Product Manager of Apex Medical
The FormAlign range of postural components and solutions for wheelchair seating, shower chairs and cushions form a collection that aims to deliver real value for healthcare professionals and its trade partners alike. WHY SUPPORT THE BHTS? FormAlign, working ever closer to rehab and mobility dealers across the UK, has launched some exciting products over the last few months and we would love to show all attendees what we have to offer. We trust you will be as excited as we are!
HOW IMPORTANT IS IT FOR FORMALIGN TO SUPPORT RETAILERS? We understand the huge global impact COVID has brought on us all and FormAlign remains on hand to support you. Whether it’s extended credit terms or building your portfolio, lean on us to help and guide you through.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? Our mobility and seating products are simply gaining such popularity across the UK – saving time and faster delivery, our support is there for every dealer. From new innovations to popular products, our stand should not to be missed.
Hayley Woods Marketing Manager of FormAlign
In partnership with...
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Register for you and your team’s free tickets to attend the industry’s official trade-only event at www.britishhealthcaretradeshow.co.uk
Accora is a leading designer and manufacturer of configurable seating and floor level profiling beds, with the company working with equipment commissioners and occupational therapists to develop issuing criteria and best practice for equipment provision.
WHY SUPPORT THE BHTS? We, as a business, always look into the future. We feel it is particularly prudent, especially now, to do everything we can to ensure we stay relevant to our target consumers and we are always at the top of their minds when it comes to specialist seating and profiling beds.
WHY SHOULD RETAILERS COME AND SEE YOU AT BHTS? Our newly launched Configura Advance chair offers unprecedented levels of adjustability and configurability. Visit our stand for a full demonstration.
HOW IMPORTANT WILL 2021 BE FOR ACCORA? With COVID restrictions possibly extending into 2021, assistive care equipment providers will continue to play pivotal role in ensuring an adequate level of social care. As a designer and manufacturer, we continuously adapt to the ‘new normal’. Our logistical and operational capabilities remain intact and we are confident that we can keep up with the pace of change and support our clients well into 2021.
Emily Tear Internal Sales Coordinator of Accora
See them at the show Don’t miss out on seeing these industry leaders and making connections that could transform your business. Visit the BHTS for free on 3 February 2021 at Weetwood Hall Estate & Conference Centre, Leeds, LS16 5PS. Register for your free ticket at www.britishhealthcaretradeshow.co.uk
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SUPPLIER SPOTLIGHT
Stepping into footwear retail Well-known as one of the leading players in the specialist shoes sector, Sandpiper Shoes provides a wide range of premium, extra wide shoes, boots and slippers, designed for end-users in search of enhanced support and comfort. Last April, the footwear brand was acquired by mobility retailer Oakley Healthcare. Since then, Sandpiper Shoes has been on a transformation. Carol Stanton, Distribution Director of Sandpiper Shoes, reflects on the year-and-a-halfjourney the brand has been on since the acquisition by the Northamptonshire-based mobility company. “In this time, Sandpiper has been reviewed in every aspect in order to make improvements that will ensure the fitness of the company for the foreseeable future,” she says. “Challenges in terms of supply chain and stock levels have been
addressed over 2019, with future plans for the firm revolving around expansion.” Like most players in the mobility sector, however, its big plans for this year have had a spanner thrown into the works due to the pandemic. “2020 was to be the year where increased marketing to help improve brand awareness was going to take place, with an increase in retailers in parts of the country not currently well served,” continues Carol. “Obviously COVID-19 is still having a knock-on effect on the industry at large, but these plans should still come into effect over the next 12 months.” As part of its growth plans, the company recently unveiled a new autumn/winter range just ahead of the festive season, alongside introducing its new affiliate initiative. The scheme, according to
As we move into colder days and longer nights, the mobility sector is also heading into its quieter period as sales start to cool off on big-ticket items such as powered mobility aids. With an uncertain winter ahead adding to the usual seasonal pressures, retailers will be on the hunt for new revenue streams. while not quite able to fill the shoes of mobility scooters, one potential segment that could drive footfall is footwear. Sandpiper Shoes’ Phil and Carol Stanton discuss why and how retailers can step up their sales in the segment Sandpiper, will provide a new and easy way for retailers to work with the brand. DIPPING A TOE INTO FOOTWEAR Carol explains that the affiliate initiative was set up as an entrylevel route for companies in the mobility sector to engage with Sandpiper, as well as with the footwear segment more generally. “Our new Sandpiper affiliate programme is mainly designed for mobility customers, new to selling footwear, who wish to try footwear sales without a large initial commitment,” she says. “It is a commission-based system, where details of customers wishing to purchase footwear are passed directly to us at Sandpiper by the affiliate store and we follow up, process and fulfil the order directly.” In return for passing on the successful lead, the affiliate store receives a commission payment for
“There is the opportunity for mobility retailers to become ‘the local shoe shop’ for these consumers in their particular town.” Phil & Carol Stanton
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PHIL STANTON
footwear instore using our standard wholesale business model. It is perfect for businesses just starting out with footwear, though,” she points out. “Part of the reasoning behind the new scheme was also to help mobility businesses who may be struggling with cashflow during the current COVID-19 crisis, helping to reduce the initial financial outlay required to secure a sale.”
Bringing footwear into a store’s portfolio could make it a destination shop for people in the local community
the sale. Importantly, the retailer also receives a commission payment for any subsequent purchases made by that customer directly to Sandpiper. The scheme offers mobility dealers a low-risk, low-commitment means of introducing a new product range to their existing clients without making the investment
of purchasing and holding stock. Carol notes the decision to launch the programme was partly driven by the impact of the coronavirus, potentially preventing retailers from being open to diversifying into new areas in such uncertain times. “Obviously, this method is not as profitable for the affiliate store as stocking footwear and selling the
WHY SET FOOT INTO THE FOOTWEAR SECTOR? Retailers specialising in traditional mobility products, particularly around bigger ticket items such as powered mobility vehicles and mobility furniture, may question whether shoes are a worthwhile investment. Emphasising the importance of the product category for mobility shops, Phil Stanton, Sales Director of Sandpiper Shoes, highlights the unique benefits shoes have for driving footfall to physical mobility shops, particularly as dedicated shoe
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stores continue to vanish from the high street. “It is clear that profit made on a single pair of shoes is not comparable to that of a mobility scooter or recliner chair. They are, however, a high-quality product that can be made available for online sales or as the perfect gift idea for additional seasonal sales,” he contends. “Remember, high street footwear retailers are becoming more and more scarce due to the competition from online. Many younger shoppers may be happy to go online but many of the consumers looking for extra wide footwear tend to be from the older generation. “They don’t have online as an option for purchases and need to visit a shop, try the footwear on and buy from a real person in a store. There is the opportunity for mobility retailers to become ‘the local shoe shop’ for these consumers in their particular town.” Alongside driving initial footfall, Phil also asserts that shoes lend themselves to repeat custom, keeping shoppers coming through the door all year round and avoiding seasonal lulls. “These consumers will happily come back again and again to a store they know and trust to purchase shoes, boots, slippers or sandals as the seasons change and as their particular footwear requirements change,” he maintains. “Sometimes, mobility stores think that selling footwear is hard work for small profits. But, that process of finding the correct footwear, discussing the various options with the customer and satisfying their requirements is the perfect way to demonstrate the customer service
The company has recently released its new autumn/ winter collection ready for the festive season
offered in your store and really help build customer relationships. “This will nearly always pay off further down the line. Where is that customer going to go first when they need one of the more expensive items they have seen in your store?” TREADING CAREFULLY INTO FOOTWEAR Despite the convincing benefits of adding footwear to a store’s product portfolio, the company acknowledges that retailing footwear does come with its own set of challenges that retailers should be aware of. Arguably, the key difficulty for those looking to do more in the specialist shoe segment is deciding just what to sell. With a wide variety of SKUs, knowing which products to display and stock in a small retail space can be a challenge for mobility companies unfamiliar with the category. “Compared to some products stocked by a mobility store, the range of styles, colours, sizes
Let the Powerpack do the pushing Incredibly easy to fit and simple to remove Designed and made in the UK Range of up to 10 miles
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and fitting options offered in a footwear range can initially seem overwhelming,” accepts Distribution Director Carol Stanton. “However, as part of the service offered to retailers, Sandpiper is able to guide new customers through the process of choosing the bestselling styles to stock and explaining the fittings systems. This is also all supported by informative marketing material which can help stockists learn about the products.” Making shoes stand out and look attractive in a showroom is another consideration for those looking to make sales and avoid shoes collecting dust. Fortunately, the experience of operating Oakley Healthcare has given the Sandpiper team the ability to understand the requirements of its trade customers. “The merchandising and trade team are able to help with setting up a striking footwear display in-store and offer assistance with product data for help setting up POS systems,” continues Carol. “In any case, our trade team are
always only a phone call away on 01295 277377.” MAKING FOOTWEAR A RUNAWAY SUCCESS In addition to helping to bring stylish merchandising and marketing to retailers to help move units, Sales Director and experienced mobility retailer Phil also shares some of his top tips for making the most out of selling extra wide footwear. “To make the most of selling footwear in-store, mobility retailers need to think slightly differently about shoes and slippers than they would a scooter or recliner chair,” he advises. “It is easy for a customer to accept that they will need to wait for these high-ticket items to be ordered and delivered, anything between a few days or even a few months. Footwear is different. Even if a customer goes out with the intention of buying a new pair of slippers, ultimately, it is an impulse purchase and if the style or colour they need is not in stock to try on and take away, a large percentage of sales will be lost.” Phil warns that any barriers put in the way of preventing the customer from carrying out an impulse buy will significantly increase the risk of the client having second thoughts.
Underpinning Sandpiper’s trade efforts is Oakley Healthcare’s experience in the retail sector
However, he states Sandpiper can offer a variety of options to ensure sales are maximised. “Services offered by Sandpiper such as drop-shipping footwear directly to customers’ homes on behalf of retailers can help secure a proportion of these possible lost sales but some, unfortunately, will always be lost.” His advice to stop these valuable footwear sales from walking out the door is simple: keep a focused range, stocked in a good variety of sizes. “For new customers, stocking a limited range of styles and having them available in all sizes will lead to more sales conversions than holding a large range of style options that are not supported with alternative sizes,” suggests Phil. “From discussions with a mobility retailer who has invested in a larger stock holding in the last 18 months, they have shown an increase in month-to-month sales of between 20-50 per cent simply from not losing walk-in sales. “Many of these customers end up purchasing more than a single pair of shoes and get slippers as well because the stock is there to take away.” IN STEP WITH RETAILERS Understanding the difficulty for retailers to jump on board with a new product line and new supplier during this time, Sandpiper’s Carol reaffirms the company’s commitment to its trade partners. “With much of the business model for Sandpiper revolving around selling wholesale to mobility stores nationwide, the business has seen a great deal of change caused by the COVID-19 pandemic,” she finishes. “The wholesale side of the
“Part of the reasoning behind the new scheme was also to help mobility businesses who may be struggling with cashflow during the current COVID-19 crisis…” CAROL STANTON
business is one in which the brand sees as essential and is keen to invest in. The nature of the product and the older demographics of the customers means many will always prefer to visit an outlet to try their footwear on before purchasing. As such, the Sandpiper team are always considering initiatives to help their retail stockists thrive. “This can be through offering innovative terms or new and exciting ways to help them provide online sales to help future-proof their businesses.” With the uncertainty of a coronavirus-dominated winter ahead, Sandpiper’s affiliate programme may just give retailers the option needed to take the first step into footwear, be it online or within a bricks and mortar setting, without being overly exposed in the current climate. www.sandpipershoes.com
Call to find out more
01787 888 106 Attaches in seconds
or email trade.sales@tgamobility.co.uk www.tgamobility.co.uk QUOTE: THS20
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TRADE TALK
Trade talk Q&A with Alastair Ronaldson, Marketing & Sales Manager of Ross Care WHAT PROMPTED THE DECISION TO ACQUIRE WICKER MOBILITY? “The opportunity arose as the previous owners, who run a prominent pharmacy in Sheffield, were looking to make some changes to their wider business. However, the location and style of the operation could not have better suited Ross Care. “The retail arm of Ross Care has been on a journey of development and repositioning over the last four years and whilst any project is always evolving, more than ever we have a real sense of clarity on our specific style of service. “Having established our fourth store located in Manchester, we were ready to expand the principles we’ve developed elsewhere.”
Ross Care intends to invest in the retailer to enhance its existing services and capabilities in the wheelchair space
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WHAT CONVINCED ROSS CARE THAT WICKER MOBILITY WOULD BE A GOOD ACQUISITION? “Wicker Mobility is located in the centre of Sheffield and has been in operation for nearly 30 years. As a resident myself, I have been aware of their excellent reputation for some time. “They have a large, well-stocked showroom, but more than that, comprise of a highly skilled and experienced team. They offer a full range of equipment and services, but in particular, have a reputation as a specialist supplier of wheelchairs. Their customer reach extends to much of the North of England and Midlands, which fits extremely coherently with Ross Care’s existing footprint working
Just prior to the widespread outbreak of the coronavirus, wheelchair services and mobility equipment provider Ross Care expanded its retail presence with the acquisition of Wicker Mobility. The purchase took its tally of stores to five across the North East, North West and Yorkshire & the Humber. With the company busy dealing with the fallout of lockdown over much of spring and summer, THIIS caught up with Marketing & Sales Manager Alastair Ronaldson to learn more about Ross Care’s plans for the long-established Sheffield store, as well as its wider retail ambitions.
with NHS Wheelchair Services. “Additionally, the site links well geographically with two of our other exiting retail sites in Leeds & Manchester.” WHY HAS ROSS CARE DECIDED TO KEEP THE WICKER NAME RATHER THAN REBRAND THE STORE UNDER ITS OWN MONIKER? “Wicker Mobility had a substantial base of loyal customers and we needed to provide them with the assurance that the existing team and location remain very much intact and available to support them as they always have done. Equally, with their prominent location on Sheffield’s inner ring road, it’s a well recognised name within the city. “We have instead altered the name
The addition of Wicker to Ross Care’s retail family brings with it invaluable expertise in the specialist wheelchair sector
In time, the Wicker Independent Living site will collaborate with local services and act as an information and guidance hub
slightly to ‘Wicker Independent Living’ or when expressed fully ‘Wicker Independent Living by Ross Care’. This builds directly from the concept that we developed in Manchester at ‘Ross Care Independent Living’ as this location will follow suit in providing free access to Independent Living Centre facilities.” WHEN DID YOU COMPLETE THE ACQUISITION OF WICKER MOBILITY? “The acquisition took place at the beginning of February this year. This transpired to be interesting timing ahead of the national lockdown.” HAVING ACQUIRED THE STORE JUST PRIOR TO THE CORONAVIRUS OUTBREAK, HOW DID THE LOCKDOWN DISRUPT OPERATIONS? “Due to the more specialised nature of their service, the business has proved to be particularly robust in recovery, which is very encouraging and a credit to the local team. “The location supports several care homes and special schools in the area with service and maintenance of equipment, so it has been good to see how they have pulled together to continue to provide this service.” HOW DID THE LOCKDOWN IMPACT THE PROCESS OF TAKING OVER THE STORE AND TRANSITIONING IT INTO THE ROSS CARE FAMILY? “The lockdown has caused a delay to development plans, however, responding to this scenario has had
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a positive impact on accelerating relationship building and getting to know the team as we problem solved together. “Whilst the impact of the virus extends, we are putting a greater focus on building upon their strengths as opposed to broadening services.” WHAT CHANGES WILL WICKER MOBILITY CUSTOMERS SEE FOLLOWING THE ACQUISITION? “The benefits of the acquisition will be felt in both directions as we share the strengths of both businesses. “Specific examples include our existing Ross Care retail sites gaining from access to the specific nature of Wicker’s wheelchair expertise. In turn, they can benefit from our clinical personnel, enabling the customer base to be broadened. “At the point when coronavirus becomes less of a factor, we will develop the centre to work more closely with local statuary services to provide a hub for information & guidance. Like in Manchester, we anticipate that they will host events for professionals, as well as more informal gatherings for visitors to support each other. “Another will be to invest further in their existing strengths, providing new avenues for growth in wheelchair sales and ensuring their customers have access to an excellent range of demonstration equipment. It is also incredibly important to us to provide the opportunity for the existing team to develop their skills and roles.”
AS A MAJOR PROVIDER OF WHEELCHAIR SERVICES IN SHEFFIELD, HOW WILL THE ACQUISITION HELP ROSS CARE DELIVER THIS SERVICE? “Having Wicker onboard will indeed strengthen Ross Care’s service offers to our regional contracts. “The Wicker team provides another insight into the decisionmaking processes taken by some wheelchair users, including why they may or may not opt to purchase their own equipment. In this way, Ross Care has an increasingly threedimensional viewpoint as a provider of NHS Clinical Services, Approved Repairer Services and specialised wheelchair sales. “This, in turn, enables us to develop our services from an informed position and support the widest possible choice for wheelchair users. Without a doubt, this will further strengthen our delivery of Personal Wheelchair Budgets, broadening the range of advice and guidance available to those wishing to explore wider options.” ARE THERE MORE ACQUISITIONS ON THE WAY? “There are no planned acquisitions currently, however, we remain open to opportunities for growth and development. It is important to us to offer a comprehensive service and to continually adapt in order to best serve the needs of our customers across the business.” www.rosscare.co.uk
“There are no planned acquisitions currently, however, we remain open to opportunities for growth and development.” ALASTAIR RONALDSON
THE OT’S PERSPECTIVE
The OT’s Perspective Living in lockdown By Stuart Barrow So, most of the country’s in some sort of lockdown again. It’s been a few weeks for us here in South Wales, so we’re fairly used to it! Thankfully, we’re blessed in our location – we have a pebble beach, some restaurants, a couple of hotels and a marina, so there are plenty of places to explore without going out of bounds. Over the last few weeks, we’ve worked out some great walks, the best places to take the kids and which shops can supply what we need. And as far as business is concerned, we’ve gone through the same, necessary adaptation. Zoom and Microsoft Teams are now in daily use, making
communication easy, and one of the things I’ve noticed is that meetings are actually more productive – the online element means they’re shorter and more precise, allowing us to achieve what we want in less time. And that brings me to my central point: As our way of working has changed, so too has the way I interact with other organisations. Now that we’re au fait with Zoom and other online platforms, it’s incredibly frustrating when trying to deal with organisations that aren’t, making us less likely to engage with them. And while we’re just one company, I know it’s the case across the board. 2020 will be remembered for many different reasons but one definite,
With much of the country heading into local lockdown, expert Occupational Therapist Stuart Barrow shares some thoughts on continuing to serve your audience, add value and grow your organisation. lasting impact will be rise of online literacy and it’ll be the companies that recognise that rise and respond to it that will be best placed to succeed in 2021 and beyond. So, if you haven’t already, I strongly suggest doing an ‘Ease Audit’ on your company. How easy is it for your prospective customers to engage with you, your products and services? If you’re localised and showroom visits are required, have you bent over backwards to assure safety and explain how it’s all going to work? If you’re more national, have you embraced online as effectively as you need to? THE RISE OF HYBRID SERVICES What’s clear is that our industry is challenging, and, broadly speaking, most business is now being done in one of three ways: 1. Home visits 2. Telephone and video calls
Stuart Barrow of Promoting Independence is a member of the British Association of Occupational Therapists panel and a recognised contributor in the field of home adaptations. He also runs the popular Occupational Therapy Adaptations Conference As end-users become increasingly computer literate, companies must ensure their websites are fit for purpose or risk losing valuable customers
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3. Hybrid of the two If you haven’t considered hybrid, then I definitely recommend you do. I’ve seen some fantastic work done by businesses in this area, with initial assessments taking place online or on the telephone, followed up with a home visit to assess the area and finalise any assessment. By doing this, you minimise the time in someone’s home and ensure that there’s no rush to get all the information you need, whilst a client is uncomfortable. OTAC ONLINE? Clearly, we’ve been unable to run our live OTAC events but our aim is to more than fill that gap with a fantastic programme of virtual content. Everything is designed to help our audience and, once again, bridge the gap between OTs, retailers and manufacturers. And whilst I’m keen for the events to return, I also know that moving forward, it’ll be vital for us to deliver online content too, thanks to this
changing world we live in. I firmly believe that it’ll be the organisations that plan ahead and see where the trends are moving that have the best chance of surviving and thriving out of the other side of this. So, if you’re yet to plan for the next two years, I’d strongly recommend it.
“2020 will be remembered for many different reasons but one definite, lasting impact will be rise of
Let me know what you have done
online literacy and it’ll be the companies that recognise that
If you have adapted to this current state of play, I’d love to hear what you’ve done – drop an email to stuart@promotingindependence.co.uk and let me know. I’ll compile some of the best ones and pop them in next month’s article!
rise and respond to it that will be best placed to succeed in 2021 and beyond.” STUART BARROW
OTAC Events 2020/2021 ®
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Who else wants their product in front of HUNDREDS of occupational therapists? OTAC® is the UK’s only FREE occupational therapy and adaptations conference, giving retailers valuable opportunities to showcase their products, and OTs crucial knowledge of products that can make their clients’ lives better? To talk to us about exhibiting at OTAC®, call us now on: 02921 900 401 or email karen@promoting-independence.co.uk
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RETAILERS BUYING GUIDE
Buyers’ guide to Seating and cushions
Each month, discover key products from a different segment of the mobility market to consider offering to customers.
Mammoth Medical Grade Foam from Celebrity Celebrity offers exclusively a reengineered range of reclining or fixed fabric chairs and settees fitted with Mammoth Medical Grade Foam as standard. Naturally cooling, Mammoth Medical Grade Foam was developed to ease aches & pains and return people to better health while being incredibly comfortable, according to the company. Specifically designed to relieve pressure, promote healing and help maintain & improve quality of life, the seating technology gives users better circulation, support and posture, says Celebrity. In addition, medical grade foam can help to prevent hip locking when standing/sitting. The Celebrity Mammoth Medical Grade seating technology also boasts cooling airflow channels to help reduce sweating, moisture and bacteria build up. With Mammoth research finding that up to 80 per cent of a person’s body weight goes through the lower back when sitting, Celebrity highlights that having the right support is essential. www.celebrity-furniture.co.uk
Queen Anne High Seat Chair from Drive DeVilbiss Healthcare Created with the elderly in mind, the Queen Anne chair offers fireside elegance with excellent head, neck, and lumbar support. It features soft inviting seats and back cushions and has been built for hours of comfortable relaxation, says the company. A fully sprung platform, luxury tapered seat cushion and an inviting back cushion offer users comfort, along with cushioned armrests. The removable seat can be easily cleaned and are reversible for even wear, while fine fillings are used for added cosiness. Available in Biscuit, Crimson or Sage, Drive DeVilbiss’ Queen Anne High Seat Chair also has a matching footstool available. www.drivedevilbiss.co.uk
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RETAILERS BUYING GUIDE
POLYAIR from Sumed
Ambassador in Oatmeal
Jubilee in Plum
Ambassador and Jubilee from Electric Mobility Upholstered in modern ultraleathers, domestic fabrics and Crib 5 healthcare fabric colourways, the Ambassador and Jubilee dual motor tilt in space riser recliners from Electric Mobility combine traditional styling with British craftmanship. Both chairs feature a Variable Angle Lift (VAL) on the Medium and Large models with 25-stone weight limits, while the small has a 20-stone weight limit. This enables the option to achieve lower seat heights as both models can be made fully bespoke with seat heights from 16 inches, accommodating more petite users, as well as those with drop in pressure care needs. The use of Seminar TIS mechanisms gives a smooth lift and recline, with the footrest pulling in towards the end of the recline, which has a unique feature of relaxing the knee. By design, the chair has a longer than standard leg length and offers a very high leg lift capable of lifting the ankles above the heart. This helps blood circulation while keeping the client in a relaxed, comfortable position. The premium offerings in the CosiChair Collection are available on next-day delivery and are tested by FIRA, along with a five-year guarantee.
Introduced to its distribution portfolio in 2017, the POLYAIR cushion, produced in France by SYST’AM, is manufactured from LaxpreneŽ using a dipping process. The material boasts noteworthy properties in terms of tear strength and elasticity. Softer, stronger and over fifteen times more elastic than neoprene, the material is used in many other air cell products. Another key feature which attracted Sumed is the single-hand inflation with click-fit pressure gauge, ensuring accurate inflation and regular checking either by the user or carer. www.sumedinternational.com
Integrity Static Air from Sumed Manufactured at its plant in the Peak District, Sumed has launched a new low-profile cushion for users up to 160kg. Weighing only 200g, this three-layer product has been designed to eliminate bottoming out and provide enhanced levels of pressure relief for clients at risk of developing pressure ulcers and those with existing pressure damage, up to grade two. Integrity Static Air is pre-inflated and welded from polyether TPU as a sealed unit. In addition, it can be carried around easily and used as either low profile short-term pressure relief or even as a long-term solution. www.sumedinternational.com
www.electricmobility.co.uk
Alerta GelCube Cushion from Alerta Medical The Alerta GelCube Cushion is built with a patented dual honeycomb structure to provide optimal blood circulation and skin health, and balanced pressure distribution, according
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to the company. The combination of flexible air-gel cells provides a non-slip surface for superior comfort over an extended period of use. Boasting a waterproof and fire-
retardant cover, the GelCube also comes packaged and presented for retail display. www.alertamedical.com
STAY WARM ALL YEAR HEATED CUSHIONS THAT WORK
•Heats for up to 5 hours •6400mAh battery and charger included ⠀ •Optional automatic On/Off censor •Made with two layer REFLECTION® foam for user comfort and pressure relief
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Indicator Cushion from Helping Hand Pressure Care Helping to ensure dealers can issue the correct cushion first time, every time, the Indicator Cushion can identify where the user puts the most pressure after a few minutes. The cushion also gives feedback via the traffic light system regarding which cushion is the most appropriate for that person. Important to note, as the Indicator Cushion was developed by Helping Hand Pressure Care, it can only recommend from its comprehensive selection of cushions from low risk to very high risk in a wide array of sizes and shapes, from paediatric to bariatric.
Posturite from Helping Hand Pressure Care A chair insert offering all risk levels of pressure reduction and a variety of back supports to reduce the chance of skin breakdown and provide postural support, the Posturite is designed for those who need a bit more support but do not yet require a brand-new chair. The solution from Helping Hand Pressure Care is suitable for all users, from paediatric to bariatric, with the modular system suiting individual requirements by supporting home reablement, long-term care and helping to maintain independence. In addition, the Posturite comes with secure fixings, a non-slip base and the ability to be made to size at minimal extra cost. www.hhpressurecare.co.uk
www.hhpressurecare.co.uk
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RETAILERS BUYING GUIDE
Alerta GelVisco Cushion from Alerta Medical The Alerta Gel-Visco Cushion is built with a contoured moulded viscoelastic foam base, connected to a polyurethane SensaGel insert with two densities to provide effective comfort, care and pressure redistribution for users. The viscoelastic SensaGel also provides maximum relief to bony areas, says the company, and the shape ensures a good posture while seated, preventing users from sliding forward. The product also comes packaged and presented with retail in mind. www.alertamedical.com
Riser recliners from Celebrity Designed with comfort and practicality in mind, all Celebrity furniture is manufactured to order in the UK. Grande-, Standard- and Petite-sized recliner chairs are available in a variety of designs with a choice of actions, including a dual motor riser recliner with adjustable headrest. All Celebrity models are fitted with Mammoth Medical Grade Seating Technology and are HMRC-recognised for Zero VAT where appropriate, with terms and conditions applying. The range includes over 100 standard fabrics and a selection of Crib 5 options available on all models fitted with Mammoth. Celebrity also offers a massage unit with heat pad that can also be added to selected models. www.celebrity-furniture.co.uk
The Adelphi from Primacare With its soft cushioning and conventional chair wings for postural support, the Adelphi has proved to be a popular chair since its launch, according to Primacare. Boasting a high leg position if needed and good tiltin-space, the Adelphi’s arms are removable for seat width adjustment or to enable easier side transfers for both user and carer. The tilt-in-space also allows the user to recline in comfort, without affecting their hip or knee angle. It comes available with manual or electric controls that operate the leg rest, tilt and back angle. www.primacare.co.uk
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Memphis Petite Rise & Recliner from Drive DeVilbiss Healthcare Upholstered in a soft Chenille fabric, Drive DeVilbiss’ Memphis Petite Rise Recliner features a memory foam seat that provides added luxury and comfort, says the company. The model has a dual motor mechanism that provides an independent action, enabling the user to find their personalised comfort position. In addition, it features an ideal snooze position for users having a rest. Designed specifically for individuals who are 1.7m (5’6”) tall or less, this petite model includes a fully padded chaise for increased comfort and two convenient side pockets for easy storage. The riser recliner comes available in Berry, Biscuit, Charcoal or Mushroom and has a maximum weight capacity of 150kg (23st).
Stealth Cushions Range from Stealth Products Stealth Products has introduced a new line of cushions featuring patented Coolcore Technology covers, exclusive to Stealth. Coolcore is a chemical free, four-way stretch material that offers moisture-wicking, moisturetransportation, and moisture-evaporation properties. The new range features a cushion colour guide to identify the suggested function family with a colour-coded patch on each cushion. Other features include contoured, high-density foam bases; lateral and pre-ischial shelf contours; and a range of standard size width and depth offerings, depending upon the model. Options include urethane liners for incontinence and optional cover materials including Stealth Tek or mesh. www.eu.stealthproducts.com
www.drivedevilbiss.co.uk
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RETAILERS BUYING GUIDE
The Cabaret from Primacare The articulating back of the Cabaret makes the level 4 care chair a multi-positional, multi-adjustable model suitable to support many complex conditions. The various functions can be operated by levers and gas springs as a fully manual chair or electronically with a handset and is suitable for users that have complex needs at home and for care home, nursing and residential environments. The Cabaret can be made in any technical fabric for the outer. To maintain the integrity of any pressure relief and not to compromise the comfort of the chair, however, Primacare recommends the use of four-way stretch fabric on all of the cushioning. www.primacare.co.uk
The Simplicity from Primacare The Simplicity from the Care and Specialist Seating range of Primacare is a highly mobile seating system providing extensive adjustability to create correct posture and a comfortable supportive seating position. Adjustments include seat depth and width with thoracic supports that can be positioned from two tube positions. The Simplicity also has a vertically removable arm, making it an ideal chair for those who are hoisted or able to side transfer. In addition, the tilt-in-space feature allows the user to recline in comfort, without affecting their hip or knee angle. www.primacare.co.uk
Medina from Electric Mobility The mid-range, independent dual motor Media riser recliner from Electric Mobility is upholstered and manufactured in the UK and boasts availability from stock in three sizes in contemporary fabrics. Plus, it comes with three back options: Waterfall, Button or Full Lateral. The FIRA-tested riser with a five-year guarantee fully supports the client’s needs and personal choice, states the company, with the independent dual motor enabling users to lift their legs without the back moving at all. The feature has been designed with dementia clients in mind who do not like the sensation of back movement in conjunction with leg movement. Users also have the ability to independently adjust the back, if required, for total comfort. www.electricmobility.co.uk
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Diego Seating from Stealth Products The Diego System is a paediatric seating system designed to meet the need of the ever-changing nature of the industry. Aiming to deliver sound positioning with modular growth, the Diego was designed specifically to be easy to use for smaller end-users. The Diego Contoured Seat helps promote a centralised posture and a good start for better positioning, while the back frame is lightweight. In addition, it already comes configured to receive head support hardware and seat-to-back bracket. www.eu.stealthproducts.com
Equazone from Helping Hand Pressure Care
Alerta Gel Cushion from Alerta Medical A gel cushion containing polyurethane Sensagel that acts as a layer of artificial fat, Alerta’s Gel Cushion can slide and move laterally to effectively reduce shear forces. The product is also guaranteed not to harden over time, neither leak nor dry if accidentally punctured. For retailers, the Gel Cushion comes packaged ready to be presented for display in store. www.alertamedical.com
The newest addition to Helping Hand Pressure Care’s range, the Equazone is not only a very high-risk, pressure-reducing Air Cushion, but it also self-inflates so a user will never have the issue of setting it up incorrectly or needing a pump. It also has the added benefits of four extremely stable quadrants for those people that feel a little less secure on air cushions, says the company, as well as having a significant 40-stone weight limit. According to Helping Hand Pressure Care, the Equazone is becoming its bestseller throughout the community, care home and retail market. www.hhpressurecare.co.uk
Wheelchair Heaters from Sit and Heat Designed using its technology developed for its stadium- and restaurant-heated seating products, Wheelchair Heaters from Sit and Heat incorporate advanced seat foam for comfort and to help relieve pressure points during extended use, says the company. The heated cushions are powered by high-capacity 12volt rechargeable batteries with all electrical components being waterproof. www.wheelchairheaters.co.uk
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RETAILERS BUYING GUIDE
Integrity Cushions from Sumed
Gel Seat Cushion from Drive DeVilbiss Healthcare Developed for use with a wheelchair but suitable for many other seating environments, the gel seat cushion from Drive DeVilbiss aims to provide pressure redistribution for individuals up to 18-stone (115kg). Available in three different thicknesses of two inches, three inches or four inches, depending on the user’s comfort requirements, the Gel Seat Cushions use viscous gel for enhanced support and comfort. In addition, the cushions boast a waterproof nylon top and non-slip vinyl bottom cover for easy cleaning, along with a carry handle for transportation. The cushions also come available in packaging designed for the retail environment.
Following extensive market research, Sumed has launched a new range of cushions under its Integrity brand. The range includes five different risk categories, from a simple comfort cushion through to a very high-risk cushion for clients with existing pressure damage. It also has three different wight limits: up to 17-stone, up to 28-stone and up to 50-stone, with special sizes available in additional to regular off-the-shelf sizes. Colour-coded by risk category and clearly labelled to show the weight limit, the cushions can easily be recognised when stacked on a shelf. Manufactured in Derbyshire, the company highlights that the range is affordable. www.sumedinternational.com
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The Dorchester from Pride Mobility Part of the Hudson range, the Dorchester is a British-manufactured lift chair which features a number of power options, including a 10-inch powered headrest, powered lumber support and dual motor infinite positioning options. The Dorchester’s soft hand-padded seating system provides additional comfort and support with enhanced comfort and positioning options. Available in four standard sizes, the Dorchester also has a wide of fabric, faux leather and leather options designed to suit any living room environment. www.pride-mobility.co.uk
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LET’S GET IT CLEAR
From CE to UKCA – Where are we now and what does this mean for disinfection? Since 1994, here in the UK, we have been living under the EU’s Medical Devices Directive (MDD)1 for medical CE marking. From 26 May 2020, its replacement, the EU Regulation on Medical Devices (Regulation EU 2017/745)2 (MDR), was due to take full effect. Since this date was before the Withdrawal Agreement period had been completed, this would have become UK law. Then COVID-19 came along and the EU decided that it would delay, until 26 May 2021, the final implementation of the MDR. Since this new date falls outside the end of the Withdrawal Agreement end date of December 31, 2020, the MDR will not become UK law. Or will it?
Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally and developing international seating and decontamination standards.
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Technically, it will not – unless you live in Ireland! As of September this year, the Government has decided that Northern Ireland will continue to fall within the EU’s medical device regulations from 1 January 2021, even though the UK will have left the EU. This means that the medical CE marking rules outlined in my THIIS April article still stay in place throughout all of Ireland and the new MDR will apply to goods sold in Northern Ireland, as well as the Republic. Meanwhile in Great Britain, the MHRA has stated that the old MDD will continue to apply – or at least until something else is put in its place. If products have a current CE Declaration of Conformity, this will carry on being valid until its expiration, or June 2023, whichever comes first (this is sooner than the ‘grandfathering’ latest date of May 2024 for existing CE Declarations of Conformity under the MDR). UKCA MARKING In Great Britain, from 1 January 2021 the new ‘UK Conformity Assessed’ marking for medical devices comes in, instead of the CE marking. There is a new symbol for this – see Figure 1.
April’s edition of THIIS included my article entitled: ‘May’s dropdead date for the Medical Devices Regulation doesn’t affect me. Is that right?’ Then COVID-19 came along. Then post-Brexit negotiations came along. As a result much has changed, but also much has stayed the same – including the Class IIa classification around disinfection of medical devices. In this article, I summarise where we sit now, as I read it, but with the certainty that there will be more changes over the coming months.
Great Britain will be having Approved Bodies (AB), instead of the EU’s Notified Bodies, and Figure 1. for Class II UKCA symbol. and above devices, the AB number will appear below the UKCA symbol. Products approved for the whole UK (GB and NI) will carry both the UKCA and CE symbol. Please note that some devices that were classified under the MDD no longer qualify as medical devices under the MDR and the BHTA is, at the time of writing, trying to obtain clarification from the MHRA as to which rules UKCA marking will be applied. DISINFECTION OF MEDICAL DEVICES The MDD’s Clause 4.3 covers Rule 15 which states: “All devices intended specifically to be used for disinfecting medical devices are in Class IIa.” The MDD does not indicate how or whether a cleaning device for medical equipment
should be medically CE marked, whereas the MDR requires cleaning devices to be classified as Class I and disinfection equipment to be Class IIa or higher. Thus, this is clearly one area where the MDR has clarified matters and is a case where Northern Ireland will be falling under different requirements from January 2021. With COVID-19 concentrating our minds on making equipment safe between uses and handling, it is important to consider whether
Figure 2. Adantium – a Class IIa disinfectant
your disinfection processes and equipment meet the ongoing MDD requirements. Rule 15 is specific enough that devices intended specifically to be used for disinfecting medical devices (including disinfectants) are Class IIa. However, this becomes a little more complicated when we consider the MDD’s definition of an ‘accessory’ that states it as “an article which whilst not being a device is intended specifically by its manufacturer to be used together with a device to enable it to be used in accordance with the use of the device intended by the manufacturer of the device”. The complication is that the MDD left open the possibility of interpretation of its wording.
that if the disinfectant is applied by being sprayed from a bottle, that bottle is unlikely to have been designed specifically to be used with that disinfectant and therefore the bottle does not need to be CE marked. Likewise, if you are using a machine to apply a disinfectant, then under the MDD, the machine may well not have been designed to be used specifically with any one disinfectant and therefore the machine does not need to be Class IIa. On the other hand, if you are using thermal disinfection (e.g. with a steam cleaner, or chamber washer/ disinfector), then the whole device that is generating the disinfectant (i.e. the steam) would need to be Class IIa CE marked.
DISINFECTANTS AS MEDICAL DEVICES A disinfectant falls under Rule 15 and when used on a medical device, is required to be Class IIa CE marked (Figure 2). Is your disinfectant marked as such? Our interpretation, however, is
DISINFECTION VALIDATION How do you validate that you are disinfecting your medical device effectively? There are European/ British standards for testing a disinfectant’s bactericidal, mycobactericidal, virucidal, and fungicidal properties, and then
Figure 3. A Hygienio disinfectant spray system
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LET’S GET IT CLEAR
‘Let’s Get it Clear’ by Dr Barend ter Haar One in a series of occasional résumés of aspects in the world of posture and mobility where there are common misconceptions, and myths to be addressed, to help promote better practice. Further items can be found at www. beshealthcare.net. If you are interested in receiving further information on the topic, please contact barend@ beshealthcare.net
Figure 4. A pair of AquaPhase medical equipment washers with disinfectant application system
there are International/European/ British standards (in the 15883 series) to test the cleaning and disinfecting properties of machines. The suppliers of your chemicals and machinery should be able to provide you with full information about the items you are using. If you want more general or specific information
around these standards, please do not hesitate to contact me. REFERENCES 1 The MDD can be downloaded from: https://eur-lex.europa.eu/LexUriServ/ LexUriServ.do?uri=CONSLEG:1993L0 042:20071011:en:PDF 2 The MDR can be downloaded
from: https://eur-lex.europa. eu/legal-content/EN/TXT/ PDF/?uri=CELEX:32017R0745
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