Also inside... ISSUE 275 AUGUST 2021
TRADE MAGAZINE
Retailer insights Covid safety measures Stairlifts, homelifts & access
Joining forces How Pride Mobility is making its mark on the UK’s riser recliner market with new acquisition
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WELCOME
Inside..
From the editor Welcome!
32 18
42
Features
16 Pride Mobility acquisition 18 Retailer Spotlight: Active Days Mobility 26 Trade Talk: Apex Medical 30 Trade Thoughts 32 Supplier Spotlight: Platinum Stairlifts
Regulars
04 News, deals and people 08 Retailers’ Choice: Stairlifts, homelifts and access 38 Let’s Get it Clear 40 Buyers’ Guide: Stairlifts, homelifts and access
Finally it feels like the mobility sector is opening up again and suddenly we are hearing about exciting new product launches, partnerships and acquisitions. Pride Mobility’s acquisition of UK riser recliner firm Sitting Pretty is certainly one of the most exciting developments to happen in the industry. Turn to page 16 to find out more about how it all came about. Of course, forging partnerships is also what it’s all about for Apex Medical (p26), currently celebrating the 100th addition to its Partner Programme, an initiative it set up to offer mobility retailers access to its rotational chair bed range. Further on, as we start to see the easing of Covidsafety measures, particularly in relation to social distancing and face coverings, we find out why many in the trade (p30) are happy to hold on to these for the sake of their elderly or vulnerable customer base. One business pleased to see the opening up again of the retail sector is Mark Stewart, director of East Sussex-based Active Days Mobility (p18). After many years in the sector and running his own service-based business, Mark opened his new showroom in April. We now know that Covid spreads most effectively through the air. In his latest article, Dr Barend ter Haar (p38) explores simple measures you can take to purify the air in your workplace. In other features, we find out what Platinum Stairlifts has in store (p32) for its 25th year, including plans to double its production efforts, recruit new talent and develop products. This issue is also themed around stairlift, homelift and access products, so don’t miss our Retailers’ Choice (p8) and Buyers’ Guide (p40) recommendations. Enjoy the issue.
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Editor / Liane McIvor 07917 784929 / liane@thiis.co.uk Advertising / Joe Fahy 07384 258 372 / joe.fahy@bhtaengage.com Sub-editor / Sarah Sarsby sarah@thiis.co.uk
@wwwthiiscouk facebook.com/THIIS.Magazine linkedin.com/company/thiis-magazine THIIS is produced by BHTA Engage, Office 404, Tower Bridge Business Centre, 46-48 E Smithfield, Whitechapel, London E1W 1AW 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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NEWS, DEALS & PEOPLE
News, deals & people
A round-up of the key trade stories for business leaders to digest
Polymorit acquires Ardoo Hoists
Handicare boosts its eco credentials
in brief...
Independent living aids manufacturer, Handicare Accessibility, has enabled a Birmingham-based charity to deliver craft resources to local families as part of its sustainability programme to reduce environmental impact. Handicare provides charity Birmingham Scrapstore with its clean orange and blue foam to recycle, which was used for craft projects by schools during the Covid-19 pandemic. Recycling waste forms a fundamental element of Handicare’s sustainability programme to ensure zero waste goes to landfillIt is one of many initiatives to help meet the manufacturer’s objective of using 80 per cent sustainable materials in its products and making 80 per cent of materials recyclable by 2030. Richard Whitehouse, Handicare UK Director of Operations, said: “Our sustainability challenges are many and varied, but we’re focused on our goal to reduce the impact of our activities, including production operations and service journeys.”
BUILDING ACCESSIBLE HOMES In a move that will boost the scale of muchneeded accessible housing in Inverclyde, Scotland, independent living specialist Blackwood Homes and Care has begun construction of 22 accessible homes on the site of a former care home. Working in partnership with contractors GHI Ltd, Blackwood Homes and Care is developing selfcontained flats to support people with a range of mobility issues. It aims to make the new homes available to customers later this year.
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Dublin-based Ardoo Hoists has sold its business to Polymorit, a UK specialist in independent living aids, following a successful advertising campaign in THIIS Magazine. The Ardoo Caresafe 140 Hoist and StandAid Combo will be added to the existing range of products which Polymorit manufactures and distributes across the UK and abroad. This carefully designed mobility hoist is ideal for lifting individuals into and out of cars, due to it its ability to lift from shoulder height rather than overhead. Howard Payne, Sales and Operations Director at Polymorit Ltd commented: “Securing the Ardoo Hoist business brings new customers to Polymorit, with the opportunity to cross-sell other Polymorit Independent Living products. It also gives us a great addition to the range for our existing customer base.”
PUTTING PEOPLE FIRST Skegness-based People First Mobility is in the running to be named one of the best rural businesses in the UK after being shortlisted for a regional Rural Business Award. The mobility retailer will battle it out against fellow rural businesses and enterprises from across the region for a place at the national final, which will be held virtually in October 2021, with the National Final taking place early next year. Karen Sheppard, Director of People First Mobility, said that her business prides itself on its high standards of customer care, offering free home demonstrations and local delivery.
Jiraffe launches new paediatric standing system Postural support specialist, Jiraffe, has announced a new “life changing” standing system to help children between 5-14 years old to stand unaided. Sheffield-based Jiraffe has revealed the new Standz 2 by Jenx offers prone or supine standing that accommodates abducted or neutral leg positioning for children. The Standz 2 has not only been scaled up from Jenx’s original Standz product, but it has been designed to meet the needs of children who are older, taller, heavier and stronger whilst keeping the simplicity of adjustment and use found in its original form. Holly Jenkins, Director at Jiraffe, which is the UK distribution division of Jenx, said: “We are delighted to be bringing Standz 2 to market. This new product is a fantastic development, making the many clinical benefits of standing accessible to even more young children.”
Electric Mobility bids farewell to retiring staff member Mobility equipment supplier Electric Mobility has announced the retirement of Area Dealer Manager John Wrigley. Joining the company in December 2016, John was regarded as an outstanding member of the sales team who built genuine relationships with his network of retailers across the Midlands while delivering consistently strong sales numbers throughout his time. His decision to retire comes after 51 years of working and he is looking forward to travelling and enjoying time with his wife and family. Jonathan Hearth, Managing Director of Electric Mobility Euro Ltd said: “John will be missed enormously, and I am sure I can speak on behalf of everyone in thanking John for his contribution and to wish him an enjoyable, healthy and fulfilled retirement.”
NATIONAL DISABILITY STRATEGY The National Disability Strategy for Disabled People was published recently by the Department for Work and Pensions, promising to deliver better job prospects for the UK’s 14 million disabled people. Under the government’s national disability strategy, disabled people will be entitled to “passports” outlining their access needs so they can move more freely between jobs, while councils will be asked to build more inclusive children’s playgrounds. A consultation on requiring large companies to report on the number and seniority of their disabled staff is also being launched.
Recare partners with Trekinetic Assistive equipment specialist Recare has announced that it is the first wheelchair distributor worldwide to have been awarded ‘Elite’ status with all-terrain wheelchair and powerchair manufacturer, Trekinetic. The dealer, which has showrooms in Witney and Kettering, stated that it achieved its new status after completing strong sales, investing in technical resources and enjoying high levels of customer satisfaction. Recare is hoping that the exclusive trading relationship will assist with business growth and development, while enabling customers to receive an enhanced service, including faster deliveries and fast-track repairs. James Holland-Oakes, Commercial Director, Recare, commented: “The Trekinetic range perfectly reflects our product portfolio in terms of dependable performance and exceptional design. “Being awarded Trekinetic ‘Elite’ dealer status is an achievement we are proud of as a business and we now plan to use this as a platform for faster growth in the future.”
NEW DISABILIY FITNESS APP Olympic para-powerlifter Ali Jawad has unveiled a new mobile app that aims to revolutionise accessibility to sport and fitness for people living with impairments. Available to download via both the Apple Store and Google Play, the AccesserCise app provides a unique exercise library, specifically designed for each impairment, and a single hub for people living with impairments to explore and rate accessible sport and exercise facilities in their community. It also aims to support local fitness services that promote excellent accessibility credentials.
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NEWS, DEALS & PEOPLE
Ki Mobility launches new paediatric folding wheelchair Wheelchair manufacturer Ki Mobility has announced a new lightweight folding tilt-in-space wheelchair to its portfolio, the Little Wave Arc. With a transport weight of just 9.3kg the wheelchair is packed full of easy-to-use features for parents and caregivers. Its patent-pending Arc tilt system provides effortless repositioning and a shorter, more manoeuvrable, wheelbase. Easy to fold into a small package, thanks to its compact wheelbase, the Little Wave Arc easily fits into the boot of a car, making it ideal for family days out. Its robust frame design has been manufactured from high-strength lightweight materials for durability and it can accommodate plenty of growth. Children can also choose from a range of options and colourways to personalise their Arc.
Rehasense launches new PAWS range Mobility equipment supplier Rehasense UK has launched a new Power Assisted Wheelchair Systems (PAWS) range which has been designed to provide extra power to a standard wheelchair. There are three models in the PAWS range – the City, Cruiser and Tourer – with each model being available with automatic or manual clamp and lift systems. Depending on the terrain being travelled, the PAWS has a range of up to 25 miles and can be charged from empty in five hours. Standard features include forward/ reverse mode, traction control – for assistance with setting off on a slippery surface or slope, cruise control – to remove the need to
permanently hold the throttle, and Walk Mode – which allows the user to set the speed at 2.5 mph. No frame alterations or add-ons are required. For more information on the PAWS, email ukadmin@rehasense.com
New Scooterpac invasion Mobility scooter manufacturer Scooterpac has launched the Invader – an advanced off-road mobility scooter capable of travelling on gravel, dirt tracks, sand and snow. The all-new Invader features an all-wheel drive setup and a range of up to 30 miles. Showcased to mobility retailers at the British Healthcare Trade Show in June, the manufacturer said that dealers assisted with market research and contributed invaluable feedback before the final version was approved for production. Dane Lawrence, Managing Director at Scooterpac, commented: “After speaking to retailers throughout the UK and our partners in Europe it was clear a modern and viable off-roading solution was missing from the market.”
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Komodo Healthcare appoints new sales director Healthcare startup Komodo Healthcare has announced the appointment of experienced sales director, Tom Reaney. Tom has over 30 years of experience across the mobility and access sector, including working with Ultimate Healthcare, Prism Medical, Sunrise Medical and Huntleigh Healthcare. His appointment comes after Komodo Healthcare launched a four-in-one hygiene chair, which combines a toilet/commode, stand-and-assist raiser, shower chair and electronic variable height for effective showering and toileting. Tom said: “It is an exciting time to be joining Komodo Healthcare and I am looking forward to developing the products and expanding the range. “The Komodo Hygiene Chair is a fantastic piece of assistive equipment that can provide much needed support. I am excited to be joining the team and growing the business moving forward.”
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Stairlift, homelift and access 8 / www.thiis.co.uk
Wondering which stairlift, homelift and access products 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
Retailers’ Choice: Oto Air Curved stairlift from Otolift
Retailers’ Choice: Permaramp-Quickrails from Enable Access “In the past, customers came to Fortuna Mobility looking for safe and quick access solutions but were put off by the complicated and often time-consuming installation process, along with the disruption and mess that tends to arise from these types of construction projects. “We were delighted when Enable Access introduced Permaramp-Quickrails, which provides an instant, fixed ramp solution with handrails, with none of the previously mentioned complications and worries. “A concept that totally transforms wheelchair access, Permaramp-Quickrails was designed to be quick and easy to specify, install and re-use or recycle. “As the installation process is so straightforward, it provides a quick and strong access solution with minimal disruption. Meanwhile, the highly weather-resistant, unique ‘gripdeck’ surface means that the PermarampQuickrails can be left in place for years with no servicing or maintenance required either. “A wide choice is available to suit different site requirements. The Permaramp-Original is designed for fixing straight to the threshold or step, while the Permaramp-Adjust is designed for uPVC thresholds. “Two widths of ramp are also available, with multiple lengths varying from 90cm (3ft), up to 240cm (8ft), with a weight limit of up to 400kg. “Completing this easy solution are the pre-assembled handrail options if required (available in four colours), with an option of either one or two handrails, making the PermarampQuickrails a universal and popular purchase for anyone requiring safe and hassle free access.” Elaine Ferguson Mobility Services Manager of www.fortunamobility.com Fortuna Mobility
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“As a stairlift retailer, we get to buy from a range of great manufacturers, but one that is standing out from the crowd is Otolift. “The Oto Air single tube curved rail model is one of our most popular ones, due to its design, reliability, and ease of use. “Customers really love it and how aesthetically pleasing it is in their Coral Affleckhome, having the smallest single tube Major rail profile of any product. Joint Managing “For narrow stairs, it also comes Director & with an optional downward-facing Owner at 1st seat, which means we can fit it on Choice Stairlifts most stairs. “Installation is good and our engineers comment on how well it goes together. “We also quality monitor all our installations through our bespoke software system and can see the reliability in the product too. “When customers decide they want a lift they want it quick, so lead times are very important. Where some manufacturers have struggled due to challenges in their supply chain, influenced by global factors including COVID and of course Brexit, Otolift has continued to keep their lead times down and on track to benefit our service delivery to customers. “Otolift does not sell directly and only sells through a small number of carefully selected dealers, making those dealers feel more valued with focused support, which encourages a better working relationship.” www.1stchoicestairlifts.com
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RETAILERS’ CHOICE
Retailers’ Choice: Handicare 1100 from Handicare “TPG DisableAids has been installing stairlifts for over 36 years now. In that time, we have seen small steps forward in technology and design. These have gone from mains powered lifts to battery power, chain drive to rack and pinion, and then powered options rather than manual. “But now there has been a major leap forward to friction drive. The Handicare 1100 is a lift that has pushed the boundaries even further, but with style and refinement that leaves many others in its wake. “Removing dirty, noisy gears and replacing with clean dry friction rollers, using four motors rather than one, has opened up a whole new area of customer satisfaction. Add to that options of powered swivel, powered footplate, slide track, zero intrusion, manual hinge, etc. and you have a
solution for many customers. “As a company, we worked with Handicare on some of the R&D and improvements have been made and options added to make this one of the most adaptable lifts on the market. “Commercially it makes great sense but aesthetically it ticks all the boxes for the customers. It definitely gets our recommendation.” www.tpg-disableaids.co.uk
Alastair Gibbs Managing Director of TPG DisableAids
Retailers’ Choice: The Stairmatic Stair Climber from Baronmead “One of the most innovative mobility aids we have seen in over 10 years at Ability Superstore, is the Stairmatic Stair Climber from Baronmead. A wheelchair that climbs stairs. “Pictures don’t really do it justice. This mobility aid can easily climb stairs, no matter how steep, narrow or curved they are. “One of the best features of the Stairmatic Stair Climber is that when it is delivered, you will get training on how to use it, for up to four people, which is fantastic support from the suppliers. “When charged, the Stairmatic will climb up to 1,000 steps up to a step height of up to 27cm and take a weight capacity of up to 130kg. “With a stainless steel frame, the Stairmatic has step edge sensors and the seats are well padded, with easy-to-clean surfaces.” Julia Phipps Owner of Ability Superstore www.abilitysuperstore.com
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RETAILERS’ CHOICE
Retailers’ Choice: Elan Stairlift from Bruno “When asked which stairlift we would recommend, the answer is always the same – the Bruno Elan Stairlift. “With a long, successful history of delivering quality stairlifts at a competitive price it’s easy to see why. “The Elan offers a mix of stylish design, high quality functionality and ease-of-use operation. With a narrow vertical rail design that installs only 127mm from the wall the Elan stairlift leaves plenty of open space on the steps for others to pass. “Unlike many lifts, the toothed track for this lift is hidden on the reverse of the rail for a clean appearance, and a simple arm toggle and wireless remote controls mean it’s a breeze to use for anyone. “The Bruno Elan stairlift offers exceptional quality at a budget price with many useful features such as the ability to park and charge the stairlift anywhere along the rail. “The Elan has all the additional features available such as a powered swivel seat and power hinge rails. “Along with the above, the Elan comes with a Limited Lifetime Warranty coupled with an exceptional after sales service, so this has to be the stairlift I would Jim Mabbutt choose.” Senior Mobility Consultant of Pearce Bros www.pearcebros Mobility stairlifts.co.uk
Retailers’ Choice: Handicare Freecurve from Handicare “The Handicare Freecurve has been integral to Mobility Scotland’s successful scaling up of its stairlift division over the past 12 months. “Through Handicare’s brilliant Trusted Partner Programme, our sales team, installation engineers and surveyors benefit so much from this lift – not only for its precision engineering, quality build and pleasing aesthetics, but also for the fact the new innovative 4-D PhotoSurvey works in complete harmony with the whole process. “This feature enables us to deliver spectacular firsttime, every-time solutions whilst minimising time but maximising the accuracy of the survey. “The customer experience is enhanced as we can immerse them even further into the buying journey through virtual reality, presenting the lift sitting on and travelling up and down their staircase. “This is such a powerful and natural closing aid, which invariably enables us to close and take a deposit from a happy and very well informed customer “The selling features we have at our disposal with the Freecurve are excellent, from seating styles and sizes and colours to powered and automatic options. The customer is very much in control of the aesthetics and can customise it to suit their needs, not forsaking the fact that the lift will install with very little compromise, ensuring our engineers can rest assured they have done a first class job. “The lift, the support from Handicare and the customer satisfaction we get make the Freecurve one of our most valueadding options, delivering both to the customers and to the business with decent margin returns.” www.mobilityscotlandltd.co.uk Billy Finnie Operations Manager of Mobility Scotland
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GUEST ARTICLE
Why Pride Mobility is Sitting Pretty
The recent acquisition of the popular Sitting Pretty company and brand is set to make Pride Mobility one of the largest recliner chair companies in the UK. THIIS finds out more about the two firms, and how this unique partnership is set to go from strength to strength…
Mobility giant Pride Mobility announced recently that it has acquired the UK riser recliner chair manufacturer, Sitting Pretty. Headquartered in the United States, Pride Mobility is one of the largest mobility companies in the world. As a designer and manufacturer of mobility products, including powerchairs, scooters and lift chairs, Pride has subsidiaries all around the globe, including one in the UK, which is coming up to its 25th anniversary. This latest acquisition of the Sitting Pretty company and brand, however, is set to make Pride Mobility one of the largest – if not the largest – recliner chair companies in the UK. FRONT ROOM BUSINESS Sitting Pretty was established by Jim and Sam Henderson in Nottingham nearly 20 years ago. It was a small family-run business that operated out of Sam’s front room. The brothers were able to build their company into a well-known brand for quality and trust within the sofa and chair industry. After serving local customers for four years the company invested in the development of motion furniture in 2007. This acted as the catalyst for their big break into the trade and becoming the nationally known
Paul Clayton, Jim Henderson, Sam Henderson, Tim Murphy and Stephen Wright
brand that is Sitting Pretty. As well as offering a tailormade service across its popular riser recliner chair designs and specialising in ‘Tilt In Space’
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technology, Sitting Pretty also manufactures adjustable beds, sofas and sofa beds. Its partnership with Pride Mobility began five years ago when it started
producing the firm’s British-made lift chairs. It has been a dynamic partnership that has grown from strength to strength over the years. In September 2018 Pride Mobility and Sitting Pretty developed the fourmotor Dorchester Chair. Its ‘Viva-Lift’ mechanism gives the user numerous different sitting positions which helps the user achieve maximum comfort when sitting in the chair. The chair has developed over the last couple of years and is now available in multiple styles and sizes. PUSHING THE BOUNDARIES Joining forces in the competitive riser recliner sector means that Pride Mobility and Sitting Pretty can continue to develop the products further and continue to push the boundaries for innovation in the motion furniture market. Tim Murphy, Vice President of European and Middle East Operation and Sales at Pride Mobility commented: “We have been working
The popular Sitting Pretty riser recliner
with Jim Henderson and Sam Henderson at Sitting Pretty since 2015 and have developed a great working relationship with them. “When the possibility of purchasing and working alongside them came along, it was an obvious decision for Pride Mobility to pursue this acquisition. “After discussions with Scott Meuser, CEO, and Chuck Finn, COO, the decision was made to move forward and bring Sitting Pretty into the Pride global family. “We will be working alongside the current team to streamline production and helping grow the company to serve our customers throughout the UK and Europe.” Paul Clayton, Pride Mobility Sales Manager for Pride Mobility, added: “This acquisition will create massive opportunity for both parties. “Pride Mobility will benefit from the already well-established Sitting Pretty infrastructure. Equally, Sitting Pretty now have the backing of a global company to carry out the business objectives and continue to grow.” A NEW BEGINNING Acquisitions are not a new venture to Pride Mobility and its complex rehab power chair arm, Quantum Rehab. Most recently, Pride Mobility acquired Stealth Products back in 2014 in a bid to further its global footprint. By acquiring Sitting Pretty, Pride Mobility has expanded its base and UK presence even further. It is hoping that it will be able to offer a more holistic production process which will enable it to improve customer experience and satisfaction. Steve Wright, Operations Director at Pride Mobility adds: “Pride acquiring Sitting Pretty will help take both companies to the next level.
Paul Clayton with Sitting Pretty’s former co-owners Jim and Sam Henderson
“In due course we will be able to manufacture and hold more stock, and this will allow us to offer better delivery options and shorter lead times. These are exciting times for both Pride Mobility Ltd and Sitting Pretty Ltd with this unique partnership.” The acquisition is indeed a winwin for both the companies, giving Sitting Pretty the ability to reach its full potential and allowing Pride Mobility to increase its UK presence and continue to ensure its customers worldwide are better served. Jim Henderson, the previous Sitting Pretty co-owner adds: “This is not the end of Sitting Pretty but a massive new beginning with new owners who will now push our brand further into the motion furniture sector of our industry, with new ideas and direction. We are excited to see Sitting Pretty grow from strength to strength even further in the near future.”
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RETAILER SPOTLIGHT The shopfront of Active Days Mobility in Bexhill, East Sussex
Retailer Spotlight: Finding a gap in the market 18 / www.thiis.co.uk
Active Days Mobility was established four years ago, initially as a servicebased business. Following local customer demand, its first showroom was opened in Bexhill, East Sussex, in April. THIIS chats to Mark Stewart, Director of Active Days Mobility, to find out more…
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RETAILER SPOTLIGHT Active Days Mobility was founded after its director, Mark Stewart, was made redundant in 2017. Keen to remain in a sector in which he had built many years of specialist knowledge, Mark decided to set up a business of his own, with the main aim to continue working on pressure care products, hoists, profiling beds and related equipment. “I soon realised that there was a demand for a good mobility business as there seemed to be a gap in the market,” says Mark. It helped that Bexhill was an area very familiar to Mark, who previously worked at Drive DeVilbiss and started his career in 2012 at Park House Healthcare. As an engineer installing and repairing pressure relieving systems at NHS hospitals, Mark worked his way up to the role of manager, a position that he held for several years. Says Mark: “During this time, I learned about patient handling equipment and managed contracts for the NHS, servicing and repairing hoists and other patient handling equipment, as well as pressure care products. “I managed a team of 13 and always made sure I understood what I was asking others to do. I strongly believe that we lead by example and a manager should be able to answer any technical queries.” BUSINESS START-UP When establishing his service-based business, Mark set about learning as much as he could. “People told me what they needed and I quickly learned the trade,” he recalls. He attended training with Kymco Healthcare and Electric Mobility on mobility aids but his previous training with Drive and Prism Medical also gave him a good starting point, and as a quick learner, he taught himself the rest. Mark’s main motivation for starting the business was to help people, he says. “I know mobility aids can make such a difference to a person’s quality of life. “I wanted to provide an affordable service to anyone that needed it. I
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The shop offers a range of rollators, wheelchairs and accessories at the front of the store
started with no money. It was just my tools, a car and of course technical knowledge! “I started as a sole trader but realised that so many of the suppliers wanted limited company information when opening an account so I registered the business.” MOVING INTO RETAIL Mark’s day-to-day work will sometimes involve going out to visit customers who cannot get to the store and carrying out repairs. He currently has an apprentice called Brandon who is 21 and is learning the role of engineer. “I am
one for doing things the correct way and this is being instilled in Brandon,” he laughs. Mark also has a bookkeeper, Derek, who looks after the financial side of the business. When he is not out on calls he can be found at his new showroom in Bexhill, which opened only recently, in April 2021.
“I wanted to provide an affordable service to anyone that needed it” MARK STEWART
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RETAILER SPOTLIGHT
A wide range of products are on offer in the shop to suit every budget
Mark recalls: “I had a large workshop before but always wanted a retail unit with a showroom at the front and an on-site workshop at the back that people can visit. “My main aim is to offer value for money for new and refurbished mobility aids. I don’t like to see people struggle because they cannot afford to buy a mobility aid so we offer a wide range of products to suit every budget. I’m often given unwanted items that are refurbished and passed on at cost value to a new owner.” The shop in Bexhill was a welcome addition to the local retail scene, says Mark. “I was told by so many of my customers that there was a definite need for one.
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“With a large population of older people here it seemed the ideal location as there was no other business offering what we do. “I wanted to offer a good range from various manufacturers and this did not exist until we came along. “I could have remained as a servicebased business but I wanted to move more into the retail market and this has been achieved with the opening of the shop.” THE RIGHT PREMISES Mark says that he found his new retail premises by pure chance, as he wasn’t planning to even start looking at what was out there until 2022. A conversation with his bookkeeper
led him to looking online, when he found out about the empty shop. It was February 2021 but Mark admits it wasn’t easy attending viewings or meetings during this time, while in the midst of the COVID-19 pandemic. Mark had always assumed that it would be difficult to find suitable retail premises that was within budget but this premises seemed to tick all the boxes. He wanted a retail space that would accommodate both a showroom and a workshop and this unit gave Mark just enough room for both, with a large basement that he could use for the storage of spare parts. One of the initial challenges that Mark encountered when establishing his retail business was securing accounts with the manufacturers, he says. “Sourcing parts to keep the customer’s mobility aid going is paramount,” he says. Having now proved himself, he has secured accounts with most of the leading manufacturers, including Kymco, Rascal, Invacare, Flexyfoot, Karma, MK Battery, Motion Healthcare and more. “There are just a few more that I would like to work with in the future,” he says. The shop opened on 12th April 2021, when retail businesses started to open again, and Mark says that the response since has been better than he could have ever imagined. “Footfall is great, with the shop very busy most of the time,” he comments. “The location is within the main shopping area of Bexhill so there is a lot of passing trade and they are pleased to have our business there.” TRADING DURING A PANDEMIC Even before he opened the shop, Mark admits that the COVID-19 pandemic, which kicked off properly in March 2020, was a bit of a shock.
“I do not want to expand too quickly and lose that customer-based focus” MARK STEWART
RETAILER SPOTLIGHT “The first few weeks after it started, business almost stopped and it was a worrying time, as it was for many others, but business picked up again after a few weeks. “I took the decision to remain open for our customers as they need their mobility aid working to be able to get out and about. “We carried on working by using sensible precautions like social distancing, cleaning everything down that we had worked on and taking card payments where possible.” Mark says that the business abides by all the recommended guidelines with regards to safeguarding against COVID-19. He adds: “With my background supplying the NHS, I have a good knowledge of infection control and have a City & Guilds qualification in the decontamination of medical devices.” SHIPPING DELAYS Like many in the industry, Mark has been affected by the lack of stock available due to manufacturers being unable to get products into the country. “It is an issue across the industry sourcing products manufactured in China due to the shipping delays. “I have had to look around our suppliers and find what we can for our customers. “It has been a struggle as our bestselling products are all out of stock until August or September. “I’m always looking to find new suppliers so I can have a good range, plentiful stock and access to parts to carry out repairs.” This being said, he plans on sticking to his values and not stocking products that he doesn’t believe in just to get a sale. “I try to provide products that are value for money and that will give the end user reliability and longevity. All of the products in stock are from manufacturers I trust, which I know are best for the customer. “If I believe in the products, the customer will sense that and it gives them the confidence to buy.” The internet shopping boom is a challenge for mobility retailers, Mark admits. It can be difficult, he says, to compete with some prices
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A selection of scooters on display at Active Days Mobility’s showroom
online, however, he believes that the consumer is realising now that purchasing online is not always the best option. “Consumers are realising that the aftercare and specialist knowledge they get from a bricks and mortar store are worth paying a bit more for.” LOOKING AHEAD Finding the right products and what to stock that fits his customers’ needs is the main challenge for the next 12 months, Mark comments. He is also looking to recruit another engineer who can be out on the road looking after customers’ needs. Mark continues: “Being a fairly niche industry, there are not many people qualified to do the job or who have the experience. “I will see how the winter period goes and all being well, we will look to employ someone in spring 2022. “It is a struggle getting everything done as I do not like to keep the customers waiting too long as we know how much they rely on their
mobility aids.” Mark says that he would also like to find bigger premises eventually, or at least get a workshop that is independent from the showroom so that he can have more space to display his products. He intends to stick to mobility aids and expand the range of daily living aids that he stocks. Consumable personal care items is an area he is looking at stocking though, and footwear. “My main purpose is to provide the customers with the best products, backed up with great aftercare so I am taking it slowly and growing the range based on what we are asked for.” Essentially, slow and steady is what wins the race for Mark. “I do not want to expand too quickly and lose that customer-based focus; it’s important to build a good relationship with the customers so they keep coming back and tell others about their experience of us.” www.activedaysmobility.co.uk
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TRADE TALK
Trade talk Q&A with Greg Whelan, Marketing & Product Manager at Apex Medical Ltd WHICH PRODUCTS ARE THE KEY SELLERS FOR YOU AT THE MOMENT? “We have a wide range of products concentrating on two key areas currently – pressure area care and beds. Within pressure area care we are enjoying sales in the all-new Verso Dynamic Mattress System as well as strong sales with our battery-powered Sedens 500 Seat Cushion, which is ideal for wheelchair users and rise recliners. “Of course, as expected, the Rotapro Bed is selling very well and is a main product for Apex. Another long-standing favourite which has been increasing in sales is our Pro Bario Bariatric Bed, due to its superb build quality, long service life and incredible reliability.” WHAT WAS IT LIKE TO MEET THE TRADE AGAIN AT THE RECENT BRITISH HEALTHCARE TRADE SHOW (BHTS)? “Truthfully, it felt liberating to have contact on a face-to-face basis with people again. Shows form an
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important part of the marketing strategy for the business and whilst we have adjusted to the challenges that the pandemic has thrown at us, it has been an area of business that has been missing. “The BHTS is perfectly placed for our Apex Partner Programme and enabled us to showcase not only the
Worcester-based Apex Medical celebrated the 100th addition to its popular Partnership Programme recently, a community-focused initiative set up in November 2020 which enables mobility retailers to expand their product portfolio with the Rota-pro rotational chair bed range. THIIS caught up with Greg Whelan, Marketing & Product Manager at Apex, to find out more about the scheme and what else the company has been up to...
Rota-pro Bed but also the Partner Programme to potential new partners in the regions where we needed to expand the network. “We benefited from a host of new partners joining the programme, which was directly attributable to the BHTS show and being there in front of those decision makers.”
CAN YOU TELL US A BIT MORE ABOUT THE APEX PARTNER PROGRAMME? “The Apex Partner Programme offers mobility retailers the opportunity to become a trusted partner with a global brand in the medical device industry and to complement their existing mobility products in store with the Apex Rota-pro bed. Appreciating the difficulties that the pandemic has brought, we can offer two routes, either as a referral partner or stockist partner. “The programme has been adopted in areas all over the country and the fruits of this work are now being enjoyed, with enquiries being generated by the stores. Sales are then being converted from those enquiries. “It’s easy to become a partner. We provide all of the point-of-sale materials free of charge to both stockists and referral partners. There are no binding contracts or onerous processes. It is only straightforward business supported with training and sales support from our team. “It’s simple really – stockists invest in a bed for their store and manage their profit margins while referral partners simply pass across customer enquiries, and when converted, enjoy a referral fee. “We now have more than 100 partners in the UK, with new additions helping us to reach that golden milestone. As a result of the BHTS show, a number of new retailers signed up with us, including Snowdrop Independent Living in the Midlands and South Wales, Derbyshire Mobility, Mobility Matters in Scotland and Ability Bathing Ltd in Lincolnshire. There are now 14 new store locations and further
Snowdrop Independent Living has signed up to be an Apex Medical partner
discussions with another 19 stores still ongoing.” STAFF AT APEX HAVE BEEN BUSY RAISING MONEY FOR ACORNS CHILDREN’S HOSPICE TRUST AND YOU RECENTLY TOOK PART IN A 500-MILE BICYCLE CHALLENGE IN THE SCOTTISH HIGHLANDS. HOW DID THAT GO? “It was a great success. We received very kind donations from friends, family, colleagues and customers as far away as New Zealand, Spain and Taiwan, raising a total of over £1,900, including Government Gift Aid. “The original target was £500 so to completely smash that was humbling and exciting. The ride itself was very tough, both mentally and physically, with 27,500 feet of elevation covered and a few discreet injuries associated with cycling picked up along the way. “We’re very proud to be supportive of the Acorns Charity and the help that the donations given can bring to children with life limiting illnesses and to their families. “Scotland certainly delivered on long mountain climbs, sunshine,
thunder and lightning and lovely people along the way. A big ‘thank you’ to all those who donated and shared, and of course to THIIS, for their support.” WHAT’S NEXT FOR APEX MEDICAL? ARE THERE ANY OTHER PRODUCTS AND CHALLENGES COMING UP? “Apex Medical Limited never sits still! We have new products, including the very recently launched Verso Dynamic Mattress System, which has been designed for the community market. We will also be introducing new training and support for all of our customers. “We have a number of new products that we will be releasing later this year too ensuring an exciting line-up for all market segments, from the mobility retailer all the way through to the acute sector, so keep your eyes peeled, and watch this space for more exciting news. “We are also going to be looking at new ways to raise awareness and donations for Acorns over the coming weeks and months too.”
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Trade Thoughts Will your firm be adapting any of its work practices with regards face coverings? The UK Government last month ended the mandatory use of face coverings in England, with this condition remaining unchanged in Wales and Scotland. As the mobility industry deals with customers in the elderly and vulnerable category, THIIS asked some industry insiders to discuss their thoughts about the continued use of face coverings, whether mandatory or otherwise…
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Carol Elliot
Matthew James
I think it is a sensible decision by the Scottish Government that face coverings remain mandatory in Scotland, given people still need to be protected. “Every customer we speak to has had their second vaccination but it is important we don’t become complacent in protecting those that haven’t for whatever reason. “In a straw poll of my staff they are in favour of continuing to wear face coverings as they feel we have a duty of care even if it wasn’t mandatory. “Making the wearing of face coverings optional is like turning off the fire alarm when there is a fire in the neighbouring building because it isn’t in ours! “What is going to affect our business more is when staff have to isolate because of close contact, or when the furlough scheme has to end when the car adaptation side of the business is still affected by the downturn in the car supply chain. The mobility equipment supply chain remains challenging as well. “I’ve heard of other businesses who’s sales staff prefer to be on furlough because they get paid more that way, rather than working to build up their sales again! “We’ve been very fortunate in that our staff have been fully supportive of whatever has needed to be done to keep our work family thriving.
Following the latest government announcement, we understand many of our clients and potential clients will be anxious about the relaxing of restrictions. “We take our clients and staff health very seriously. We will continue to offer all our services, including assessments, servicing, repairs, parts supply and deliveries following the existing guidelines and continue using the appropriate PPE (nitrile gloves, facemasks and antibacterial sanitizer for our staff and products). “Over the last 18 months, we have done all we can to ensure the safety of everyone we come into contact with and have received some very positive feedback from clients and people involved in their care which has been very rewarding. “With regards to conducting assessments and visiting clients as restrictions are relaxed, we will continue to offer the following options in the safest way possible: home assessments and deliveries, contactless assessments, repairs, servicing and virtual assessments. “Our staff, whenever possible, will continue to work from home to minimize contact but this will not impact our administration and support services.
Manager, City Mobility
www.city-mobility.co.uk
Director, Precision Rehab
www.precisionrehab.co.uk
David Morgan
Rob Henshaw
Karen Sheppard
Having spoken to our staff, we have decided that the best mindset to take is to have a customercentred approach for the easing of restrictions. The majority of our staff expect to be wearing masks for the foreseeable future and in England customers will be given the choice of whether they would like to wear a mask or not. “We understand that some of our customers might feel anxious about the easing of restrictions in England which is why our customers who visit any of our stores in England will be given the choice of wearing a mask or not. “In Wales we continue to follow the appropriate government guidance involving mask wearing and social distancing in all of our Welsh stores so as we can best look after our customers and staff. “In England we see the easing of restrictions affecting business in a positive way. It can allow us to have closer interactions with our customers, of which some of them may have missed this. “Over the last 18 months we’ve had to adapt and react to any changes quickly and effectively. Any easing of restrictions that give businesses certainty can be seen as a positive thing.
Quest is a supplier of early intervention equipment for disabled children as well adaptive recreation and sports equipment. We are only just starting to see opportunities open up for outdoor activities for disabled children, after nearly 18 months of no, or limited access, to therapies, activities or opportunities to socialise with their peers. “The growing consensus amongst our customer base is that just as things start to get easier, they anticipate that the dramatic easing of restrictions and rising number of cases will force them to go back to an isolated lifestyle. “Speaking to a mum today, she told me: “We will be isolating again given the relaxation of rules and rising cases. It’s like lockdown by default!” “The wellbeing of this vulnerable and once safeguarded segment of the population, was grossly overlooked during lockdowns past and the relaxation of rules in the wider population will hit disabled people the hardest, especially those with weakened immune systems, including children with neuro disabilities and of course their families. “There is no decision to be made as to whether Quest will relax its protocols. In fact, we need to do even more than before so that people feel secure at assessments or when they hopefully visit our premises. “This goes for our staff as well. COVID has taught us that when one suffers, we all suffer. In this industry it would be very hard for anyone to justify a relaxation of safeguarding measures.
Prior to July 19th our customers already had mixed opinions and thoughts about social distancing and mask wearing. At the start they all wore masks and would be careful about what they touched and would sanitise on entry. “This year, as they have been slowly getting vaccinated, there was a huge change. A lot started to wear the lanyards to say they were exempt. The most common thing to hear was: “I have forgot my mask but I’m okay as I have had both jabs! “Despite the relaxation of the rules we have kept everything the same in our store and at customers homes. The staff still wear masks and the sanitisation is still as thorough. We still have all our Covid systems in place and have noticed the percentage of those wearing the masks and not wearing the masks when entering is about the same as before. “The big difference is people are now standing a lot closer to each other and tend to ignore the ‘maximum three people instore’ signs. We cannot enforce it now and have to allow people to do as they wish. “Although our industry caters for the elderly and vulnerable, most are now under the impression that double jabs has made them immune to getting poorly at all. The changes to our business has been neutral. “We will look again at how things are progressing in September and then make the decision then about returning to more normality.
Managing Director, Snowdrop Lifestyle
www.snowdropindependent living.co.uk
Managing Director, Quest
Managing Director of People First Mobility
www.peoplefirstmobility.co.uk
www.quest88.com
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SUPPLIER SPOTLIGHT
Platinum Stairlifts: Levelling up
Yorkshire-based Platinum Stairlifts has come a long way since it was founded in 1996. The manufacturer employs over 200 members of staff and ships over 10,000 stairlifts to a global network of partners each year. Now, in its 25th year, the firm has embarked on a multimillion-pound project that it hopes will double its production efforts. THIIS chats to Mark McNulty, Sales and Marketing Director, about why 2021 is turning out to be an exciting year…
Platinum Stairlifts is celebrating its 25th anniversary this year, and certainly a key highlight since it was established has been the steady growth the firm has enjoyed, particularly over the last 12 years when the firm has really boosted its new product development.
accommodates a 160kg weight limit. “But the real jewel in our crown is the Ultimate single rail stairlift, which has industry leading features such as ‘first step start’, ‘forward facing travel’, a 75 degrees max rail angle, tight flat 180 degree bends and the ability to accommodate up to 160kg.”
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Mark McNulty, Sales and Marketing Director, says: “We have continued to innovate throughout this time with our products and established some real and exciting USPs, such as the ‘Ergo’ chair on the Platinum Curve twin rail and Horizon straight stairlifts. The Platinum Curve now
Platinum Stairlifts is committed to developing its colleagues
The Platinum Curve stairlift is a bestseller for the firm
SMALL BEGINNINGS For a ‘small’ company from Keighley, relative to the might of some of its competitors, to be able to develop such a fantastic product like the Ultimate was a real triumph, Mark recalls. He should know, as since joining Platinum Stairlifts in August 2009 Mark has seen the manufacturer grow from strength to strength. Prior to joining the company Mark had met the owners a few months earlier and they showed him the Platinum Curve, a stairlift which was launched by the firm in August 2008. At the time, he says, the stairlift
“The real jewel in our crown is the Ultimate single rail stairlift” MARK MCNULTY
market was crying out for a reliable curved stairlift and the Curve was designed to make a complex solution very simple. Platinum did not have a sales department back then, he recalls. There were just 34 employees and the turnover was less than £2 million. But Mark saw an opportunity to build something special with the product. “The owners’ ambition and my knowledge was the key attraction for me to join and maximise the opportunity for the business,” says Mark, whose career in the mobility industry started in 2003 at Bison Bede, which he says gave him a good introduction to the stairlift market.
FUTURE GROWTH PLANS The manufacturer recently announced plans to open a new production facility in West Yorkshire, which is due to open in early 2022. This multi-million-pound project is set to help Platinum Stairlifts double its production efforts and improve its turnaround time for customers. “We are proud to manufacture all our products fully in the UK, and to employ locally,” explains Mark. “As we have grown, we have expanded now across six sites and have continually faced capacity constraints, as demand outstrips our supply capability. It was important for us to find the right site for our new
The Ultimate Stairlift offers a range of solution-based benefits
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SUPPLIER SPOTLIGHT
The firm’s new production facility at Foundry Park
to play an active part in their multigenerational family unit. “It is arguable that the pandemic has also made families reflect on the range of options available when caring for elderly relatives.” In a competitive marketplace Mark admits that there is a need for manufacturers in the stairlift industry to differentiate themselves in the market.
New features will be added to the Horizon stairlift in the months to come
manufacturing facility, allowing us to get all our manufacturing under one roof, and that site had to be close to our employees and also have improved transport links. “We identified Foundry Park last year and took the decision to go ahead with that site as it met all our requirements. “It will allow us to at least double our product output and create numerous efficiencies that will undoubtedly benefit our partners and allow us to continue to grow.”
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Mark says that the majority of the manufacturer’s sales currently is in the UK and Europe, which is the firm’s focus for the short to mid-term. MARKET DRIVING DEMAND Mark believes that the UK’s ageing population is driving an increase in stairlift demand at the moment. He says: “With a strong focus on independent living. Increasingly, people want to stay in their own home, so they can maintain that level of independence and continue
FORGING PARTNERSHIPS “Our key differentiator is that we only sell our stairlifts through our Approved Partner Network, meaning we do not compete against our partners, where most of our competitors do. “Partnership is at the heart of everything we do. We care about our partners and are very selective when establishing relationships with new partners, as we believe less is more. “We are continuously working on demonstrating our values to our partners and believe that the focus on quality, reliability and innovation of our products, backed with a strong partnership, provides a true competitive advantage.” Mark reiterates that the firm is looking for “the right partners”. “We want to work with people that understand the value that can be created from a supplier and a manufacturer working together with aligned goals achieved through supporting and developing their relationship.”
“We are proud to manufacture all our products in the UK, and to employ locally” MARK MCNULTY
SUPPLIER SPOTLIGHT
The Ultimate curved, single tubed stairlift has features that enable it to navigate narrow staircases and tight 180 degree bends
There are many big sellers in the range, says Mark. “Ultimate has been so successful that it has a waiting list for new partners. The Platinum Curve is always popular as it is tried and tested, as is the Horizon, due to its quality features. We pride ourselves on our products being innovative, high quality and reliable and I believe our partners supply our products based on these core values.” PLATINUM’S EVOLUTION Some new features will be added in the coming months to the Horizon
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and Ultimate stairlifts to enhance their user experience. To this end, Mark says that Platinum’s R&D team are working closely with key influencers to inform its product development plans. Meanwhile, Platinum Stairlifts is committed to developing its colleagues, says Mark, and it sees apprenticeships as having real value. The manufacturer has partnered with nearby Keighley College to create a pathway for apprentices to join straight from college and work for a local employer. As for the coming months, he says, the firm will continue to see the ripple effect of how COVID and Brexit have affected the supply chain. “We will achieve our goals by continuing to develop Platinum products to meet market needs, working closely with our partners to ensure we maximise the value of our strong relationships, continuing to improve the facilities and attracting the right talent to join us on our exciting journey.” www.platinumstairlifts.com
“We will achieve our goals by continuing to develop Platinum products to meet market needs” MARK MCNULTY
Partnerships are our priority. Our innovative, industry leading stairlifts are produced with a commitment to quality and reliability for you and your customers' peace of mind. Plus... They are only ever available through our approved global partner network - we don't sell direct. You can feel confident and supported when recommending Platinum, with direct access to a personal account manager.
When our customers need a stairlift, time is of the essence. This is why we choose to work with Platinum Stairlifts – they provide a quality product for staircases of all shapes and sizes, and with a great turnaround time. Finally, if there are ever any issues, they are always on hand to support us and resolve things quickly.“
Find out more about our partnerships at
platinumstairlifts.com
Platinum Partner 2021
Quality | Reliability | Partnership | Innovation | Caring
LET’S GET IT CLEAR
Let’s clear the air: Safer environments for all at work
The Delta variant of COVID-19 is spreading fast now that spring lockdown has ended. We now know that this spreads most effectively through the air. What can we do to purify the air around our staff and customers, and thereby reduce the risk of infection spreading in the workplace? This month’s article reviews some of the basics and simple tools to help keep the air clear.
The last year and a half has made us all much more aware about the risks and prevention of infection. With the end of lockdown, many people are returning to the workplace, or visiting premises previously closed. This article looks at a couple of simple measures that we can do to help safeguard our staff and our customers. WHAT ARE WE DEALING WITH? First we will start with some basic principles. Some bugs spread through our touching objects around us whereby we leave behind or pick up the bugs from the items touched, be they door handles, table tops, banisters, or handshakes – these are known as contagious diseases coming from contact (from the Latin verb tangere meaning ‘to touch’, and Latin noun tactus meaning ‘a touch’). These bugs only infect us when we transfer them inside us by our touching the routes into our bodies such as eyes, nose, mouth, or wounds – otherwise they just sit on our hands waiting to be transferred to other surfaces.
Dr Barend 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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These compare with bugs that spread in the air, in aerosols or in dust, which we can then breathe in, and they then work their way into our system through our mouths or lungs. These we call infectious diseases (from the Latin in and factus meaning ‘made’ or ‘carried into’). Microbiological life does get a bit more complicated, though, in that bacteria in a moist environment will be replicating themselves and microbiological contamination on a surface will be being transferred into the air by movement and air currents. REDUCING BUG COUNTS – ON SURFACES We have three principal means to reduce bug counts on surfaces. The first is to wipe them away. This is best carried out with soap and water and then dried with a clean cloth – but be aware that whatever material is picked up on a cloth from one area should be dealt with correctly and not just transferred to another wider area.
The second is to apply a disinfectant, but be aware as to what the disinfectant has been designed to kill and how much ‘contact’ time they need with a bug before the bug is killed. Some disinfectants are tested for their ability to kill bacteria, others for viruses, and others for moulds. If the disinfectants are being used to disinfect medical devices, the disinfectant is required to be CE marked as a Class IIa device as well. Be aware too that the chemicals that are toxic to the bugs may also interact with the surfaces being disinfected, and discolour them for example. The third is to get them into the air and then kill them there. REDUCING BUG COUNTS – IN THE AIR Even if we have decontaminated a surface, bugs will continue to drop out of the air back onto these surfaces, unless we can kill off the bugs that are in the air. As a result of the pandemic, there has been a plethora of new
Figure 1. A simple air filtration system for close contact protection.
decontamination offerings that have been made available to us. Some are effective, while others are snake oil or smoke and mirror illusions. One cannot even go by the ‘you get what you pay for’ rule. Paying a lot more money does not necessarily make the snake oil any more effective! PROTECTION IN SMALLER SPACES The technologies offered frequently include an element of filtration. There are many different types and grades of filters as well as variations in the size of pores. Some filters may trap spore-laden dust, but the pores may not stop smaller items such as viruses. The smaller the pore, the more quickly the filters will get blocked and then the system becomes ineffective. Thus these systems are probably best for handling smaller enclosed areas or where people are meeting closely (see Figure 1 for example). These systems are great for first-line defence for staff at reception desks as well. Some technologies offer UV wavelength light with claims that the UV will kill the microbes. Only certain wavelengths of UV light (short wavelength UV-C) will be damaging to the microbes and the effectiveness decreases exponentially with distance from the light source. Also, this UV wavelength is harmful to people and UV BULB
Images courtesy of
so the equipment needs shielding, which makes it less effective. Fogging devices are available, which put microbicidal chemicals, such as hydrogen peroxide or ozone, into the air. These can be effective for deeper room disinfection, but the room cannot be used while this is ongoing, or even for some time afterwards, and the processes do not prevent reinfection. PROTECTION IN LARGER SPACES There are more sophisticated systems that create a strongly oxidising atmosphere through which the air is drawn. This kills the microbes and breaks them down completely into harmless carbon dioxide and water (for an example, see Figure 2). At the same time, chemicals in the air that create unpleasant smells are oxidised as well, and are thereby eliminated. These systems also drag into the air and thus into the decontamination stream, microbes that have settled onto surfaces. These systems are ideal for reducing contamination in larger spaces, such as toilets, showrooms, open offices, etc., and thus protect staff, visitors, and clients very effectively, while allowing normal work to continue. WHERE CAN I GET HELP? There’s a whole range of solutions, from the simpler to the more highly
PHOTO– CATALYST (TiO2)
Photocatalyst absorbs UV light
Strong oxidising hydroxyl radicals (-OH) are formed
Cells of micro organisms are destroyed
Figure 2. Graphic showing the kinds of processes going on in a more-sophisticated system
Bacteria, pollutants and allergens decompose
Harmless water and carbon dioxide are formed
Diagram courtesy of
sophisticated, for many different types of situation and environment. For ideas, visit www.cleanourair. co.uk – a newly launched website. Alternatively, my colleagues at info@beshealthcare.net can provide advice around a range of different offerings on the market and help you work through the options and technologies available – to find which will work for your needs and which are not such a good investment. There are a number of effective solutions at only a few hundred pounds cost, but which still bring greater safety, protection, and peace of mind to staff and clients.
‘Let’s Get it Clear’ by Dr Barend ter Haar One in a series of occasional resumés of aspects in the world of healthcare, 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 Dr ter Haar started life as a biochemist and apart from being involved in seating and mobility for over 30 years, he has also been working in the decontamination arena in this time, including lecturing internationally, and developing international decontamination standards.
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RETAILERS’ BUYING GUIDE
Buyers’ guide to stairlifts, homelifts and access
Each month, discover key products from a different segment of the mobility market to consider offering to customers
The Platinum Ultimate from Platinum Stairlifts
Threshold Ramp from Drive DeVilbiss This user-friendly alloy ramp offers a solution to the problems posed by door and other thresholds, by bridging over the lip and providing a smooth transit. Its fixed height design means the ramp can be simply placed over most doorways and can be easily removed when required. Lightweight with an excellent check-plate grip surface, the ramp is portable, so no fitting or installation is required. Its aluminium finish prevents stains and corrosion and it comes complete with anti-slip pads on the underside of the ramp to offer protection to the floor surface whilst preventing slippage. The ramp is 100cm in length and 70cm in width, making it suitable for most scooters and wheelchairs. It is narrow enough for most doorways and it accommodates weights of up to 42.8 stone. www.drivedevilbiss.co.uk
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The contemporary style of this single rail stairlift enables it to fit into steep and tight spaces. It is the first stairlift on the market capable of forward facing travel, and benefits from space-saving ‘first step start’, meaning that the stairlift can start on the first step of the staircase, avoiding the need for a rail starting in the hallway where it might obstruct doors and walkways. There are a number of customisable options for enhanced assistance to suit individual requirements, such as the option of a rocker switch or joystick, and a seatconnected footplate so there’s no awkward bending. The Ultimate claims to be the only single tube stairlift to accommodate weights of up to 25 stone. www.platinumstairlifts.com
NEW
ALUMA-LITE
OUR LIGHTEST FOUR WHEELED SCOOTER YET!
Experience the convenience of a lightweight, compact travel scooter. The Apex Aluma-lite has a aluminium frame, giving it an overall weight of 28.8kg without batteries. This extremely lightweight scooter can be dissassembled into 5 pieces and has flight safe batteries making it the perfect travel companion. With stylish 8” alloy style wheels and an easy to grip tiller adjustment knob.
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RETAILERS’ BUYING GUIDE
CantiLift from Only Lifts Ltd The CantiLift solves the problem of providing wheelchair access in restricted areas. Its powerful and innovative hydraulic design allows the platform to first rise vertically from a flush starting point and then arc across a series of steps up to one metre in vertical height. The power output of the hydraulic rams are far greater than electric actuators, therefore the CantiLift can manage loads of up to 400kgs and at the same time cope with custom platform surfaces. Its concealed nature makes it ideal for aesthetically sensitive environments, such as churche entrances. Also available is the CantiLift Domestic version, which can be installed in narrow hallways. When the CantiLift is fully retracted there is full stair width for other users to move up and down freely. www.onlylifts.com
Duo Classic from Stiltz The original Stiltz homelift, the solid-sided Duo Classic is the entry-level product in the Stiltz range. It can carry up to two people between two floors in the home. At 0.55 square metres in size the Classic can fit into almost any home and is the perfect alternative to a stairlift. The Duo, like all Stiltz Homelifts, is energy efficient and simply plugs straight into a standard 13-amp socket, using the same amount of energy it takes to boil a kettle. Duo Classics are frequently chosen, when DFG funding is applied for, by users looking to make their homes more accessible.
• Care Alarms & Telecare • Dementia & Elderly Care • Fall Prevention • Epilepsy Care Products
www.stiltz.co.uk
01536 264 869 www.easylinkuk.co.uk www.medpage-ltd.com
Medpage Limited T/A Easylink UK 3 Melbourne House Corby Gate Business Park Corby, Northants NN17 5JG UK @MedPageLtd
Medpage/Easylink UK QP Ad.indd 1
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21/07/2021 13:10
All chairs are not the same Snowdon Bariatric
For more information on our range go to... www.primacare.co.uk
RETAILERS’ BUYING GUIDE
The Roby from AAT The battery-operated tracked tratogetonic Roby is ideal for senior carers and passengers for access and egress. It attaches to the wheelchair to provide a constant journey speed up and down flights of stairs and steps with minimum effort and with no need to transfer from the wheelchair. Its 130kg load capacity, along with its adjustable height and width mean that it can accommodate most wheelchairs, passengers and operators. It automatically adjusts during the journey to accommodate treads and risers to maintain a smooth, fluid movement for the passenger. The Roby has been designed to address most floor surfaces and coverings. Constructed from two core components, it is easy to transport and store. www.aatgb.com
VE Enclosed from Wessex Lifts Designed to help users with reduced mobility, the VE Enclosed homelift expands upon the functionality of the VM Open design. Easy to install and maintain, as well as being perfectly suited to any home, the VE can safely carry multiple passengers, allowing healthcare professionals, parents, or carers to accompany the user if required. www.wessexlifts.co.uk
Folding Ramp from Drive DeVilbiss Ideal for use with wheelchairs, powerchairs and scooters, the Folding Ramp is designed to aid access up and down steps and kerbs, into buildings or a vehicle. Made in accordance with the Disability Discrimination Act, the ramp is available in two sizes, three foot and six foot. Constructed from lightweight aluminium, the Folding Ramp includes a central plastic handle for easy carrying and transportation. It features an angled lip at the top of the ramp and raised edges for added safety and peace of mind. A wide anti-slip grip surface ensures safe use in most weather conditions. This model offers a weight capacity of up to 42.8 stone. Two holes have been included for permanent installation. www.drivedevilbiss.co.uk
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"My lift has given me the freedom of moving around my home without any restrictions"
Sophie Carrigill
GB Paralympian Wheelchair Basketball Team
BS5900:2012 Compliant No requirement for a load bearing wall No pit required Full turnkey service Life time warranty available
Visit our website today www.wessexlifts.co.uk
01794 830303
The CantiLift™ from Only Lifts Ltd solves the challenging problem of providing wheelchair access in restricted areas. Powerful and innovative hydraulic design allows the platform to first rise vertically from a flush starting point and then arc across a series of steps up to 1 metre in vertical height. • Hydraulic Drive – 400 Kg capacity, including custom platform surface • Discreet – Completely disappears when not in use • External Applications – The CantiLift™ can be treated for outdoor use • Aesthetics – Suitable for Heritage and Listed Estates
The innovative CantiLift™ is the ideal niche wheelchair access lift for your holistic access portfolio. Available to the trade in three levels… LEVEL
1
REFERRAL PROGRAM
When you provide us with an enquiry for the CantiLift™ should the sale be successful we will send you a £1,000.00 reward upon successful installation.
LEVEL
2
PRIME PARTNER
If you are happy to manage the project but don’t want to install the product, the Prime Partner status maybe be the best solution. Moving forward you retain the customer, the servicing opportunities etc.
LEVEL
3
PREMIER PARTNER
The top tier is restricted to a limited number of partners who carry out the whole project from start to finish. This includes installation and onward maintenance.
Whichever route you choose to take you will receive marketing support, including sales literature, digital media, sales training and onward support.
More information available at www.onlylifts.com/cantilift • Telephone: 01424 733767 • Email: hello@onlylifts.com
RETAILERS’ BUYING GUIDE
Handicare 1100 from Handicare This straight stairlift is a modern and versatile model that offers customers an attractive, reliable and easy-to-use solution. Great looking, with a slim rail, the 1100 offers friction drive technology and can be installed in less than one hour. The stairlift is non-handed and available with manual or powered seat and footrest options, making it ideal for you to keep in stock and install right away when customers
VM Open from Wessex Lifts A popular homelift for occupational therapists and healthcare professionals, the VM Open is designed to accommodate wheelchair users and seated passengers and can be customised to almost any size by special request. www.wessexlifts.co.uk
require. An additional selling point is the ability to easily upgrade with power options following the initial installation – perfect for retaining customers whose needs are likely to change in the future. With consistent performance, the 1100 offers further profitability by giving you more time to install lifts and less time responding to support visits. www.handicare-stairlifts.co.uk
Elite from Bruno Offering a smooth and quiet ride, the Elite straight stairlift has been built to accommodate up to 30 stone. This model comes with the option to add a power swivel, power footrest and a manual or power hinge to further customise the stairlift to fit the client’s needs. www.bruno.com
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Introducing TechTool your personal technical expert only a click away!
TechTool is a free-to-use portal where you can access detailed faultfinder guides for the Handicare 1000, 2000 and Freecurve models.
0844 225 3121
handicaretechtool.com
RETAILERS’ BUYING GUIDE
Flow X from Access BDD This curved stairlift features Advanced Swivel and Levelling technology (ASL) which enables the stairlift to rotate and swivel during travel, ensuring that the stairlift is always in the safest and most comfortable position. ASL technology allows the footrest to remain independent from the drive unit and swivel with the seat; this allows the user to sit comfortably as they do not have to bend their knees as much, which helps with better posture. There are four rail options available: standard drop nose, vertical ‘short-start’ drop nose, horizontal overrun and parking curve, and unlike some models, there are no mechanical parts on show. The Flow X has a maximum weight capacity of 125kg and can be fitted on staircases as narrow as 610mm. www.accessbdd.com
The Outdoor Elite from Bruno Specifically designed to withstand harsh environments, this stairlift gives you the ability to enjoy the outside of your home safely. Whether you need help getting up porch stairs or down steps to the pier, the Outdoor Elite reliably takes you there with a smooth, safe ride. Offering a weight capacity of 28 stone the stairlift is performance tested for temperatures up to 125 degrees Fahrenheit. www.bruno.com
Handicare Freecurve from Handicare Tailor-made and customised to suit individual requirements, the Handicare Freecurve is a stylish, single-railed solution to suit every curved staircase. Popular with customers for its ability to be further customised, the Freecurve’s key selling points include the optional addition of the ‘active seat’, which provides further assistance for users who need additional support when getting on or off the stairlift. Available with a ‘turn & go’ option for narrow staircases and a selection of rail colour options, the Freecurve is the perfect solution for customers looking for a bespoke, curved staircase solution to suit their home. Available with the PhotoSurvey4D staircase measurement system, the Freecurve fits each staircase perfectly. www.handicare-stairlifts.co.uk
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The Stairclimber People
Why we’re #1 FREE Professional onsite assessment with risk assessment - (face-to-face or over the Internet) FREE Training as standard Guaranteed buy-back Certainty of re-issue Huge range of unique vital accessories Safety built in Decades of expertise and experience UK wide coverage and support Thousands in use Impeccable safety record Optimised flexibility by design #WESUPPORT
BOOK FREE ASSESSMENT: aatgb.com
Contact us: 01978 82 18 75 sales@aatgb.com
RETAILERS’ BUYING GUIDE
Infinity Curved from Bespoke Stairlifts This stylish Infinity Curved stairlift offers bespoke rail designs which can be tailor-made to fit the most complex of staircases. The model features removable covers for extra hygiene, seat colour options, ergonomic controls, retractable seatbelts, stop motion sensors, easy-swivel lever controls and folding arms/footrests. www.bespokestairlifts.com
HomeGlide from Access BDD
What sets this straight stairlift apart from the competition is that it is fitted to the staircase, not the wall, which means installation can be completed quickly with minimum disruption. Suitable for staircases as narrow as 740mm, there are two indoor models available, the HomeGlide and HomeGlide Extra. These can be fitted on either side of the staircase and have a maximum weight capacity of 146kg. Both models feature an ergonomic seat with four heights and a footrest which folds with the seat. The HomeGlide Extra is also available in a choice of finishes. For outdoor environments, the HomeGlide Outdoor has a weather-proof coating to protect against rain, dust and direct sunlight and a weight capacity of 125kg. www.accessbdd.com
The Bruno Elan from Bruno This stairlift charges anywhere on the rail and offers a weight capacity of up to 21 stone. As one of the slimmest rails on the market there is plenty of room for other people in a household to use the stairs. The Elan can be upgraded to have a power swivel, a linked or power footrest and installed with a manual or power hinge. www.bruno.com
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RETAILERS’ BUYING GUIDE
Handicare 1000 from Handicare This sleek and stylish stairlift comes with major selling points and is appealing to customers who prefer its compact design and slimline aluminium track. The 1000 has plus-size options and boasts Handicare’s heaviest weight capacity, creating solutions to suit users of up to 200kg. The modern system gives customers the opportunity to customise the stairlift to suit their individual needs, including optional powered choices for the footrest, swivel seat and hinge. The sturdy and resilient stairlift offers complete reliability, ensuring that customers will be satisfied following installation. The Handicare 1000 is also available in an outdoor model, complete with a waterproof cover and key switch to prevent unauthorised use and it offers enhanced protection against the problems caused by the outdoors. www.handicare-stairlifts.co.uk
Duo+ Homelift from Stiltz The elegantly curved, clear-sided Stiltz Duo+ Homelift offers a perfect combination of practicality and style, complementing both contemporary and traditional home décors. The Duo+ can comfortably carry up to two people. It is quiet, discreet and has subtle in-car lighting for safety and convenience. It is the ideal model for those who find getting up and down the stairs a challenge. Because of its styling, Duo+ is often chosen by homeowners looking to futureproof their home for the coming years. As a result of its modularity, once building works are complete, Duo+ can install in around a day. www.stiltz.co.uk
S-Max Powered Stairclimber from AAT The S-Max enables safe transfer between levels, opening the door to all areas of the home without structural adaptation, and beyond into the wider community. irrespective of steps. The S-Max range is the only stairclimber that can accommodate almost every configuration of staircase, even narrow or turning stairs and half-landings. Accessorised with the Universal Back, it provides all the support and harnessing necessary for any user, from child to adult, making it the ultimate cost effective solution with re-issue a virtual certainty. The Class 1 Medical Device’s adjustability, integral strength, lightness of weight and high balance point make it easy to operate. It stows compactly away when not in use. www.aatgb.com
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ALTERNATING PRESSURE CARE
Alerta Medical offer a comprehensive range of alternating pressure care systems covering all risk levels and care requirements.
3 Overlay systems 3 Replacement systems 3 Auto-weight systems 3 Cushion systems 3 Bariatric mattress 3 Hybrid mattress
Distributor Opportunities Large stocks for next day delivery Attractive distributor pricing structure Direct carriage paid delivery available Unparalleled distributor marketing support We only supply approved distributors and never sell to the end-user Contact Alerta Medical for competitive prices and marketing support.
+44 (0)3452 088 097 | www.alertamedical.com | sales@alertamedical.com
RETAILERS’ BUYING GUIDE
V-Max Powerpack from AAT
Stiltz Trio+ Homelift from Stiltz This clear-sided, larger Stiltz Trio+ Homelift enables wheelchair users to access all floors of their home with ease. Safety is paramount for wheelchair users and Stiltz Trio+, with its gently angled access ramp, enabling safe travel between floors, without the need for highly risky transfers at the top and bottom of the stairs. The standard Trio+ moves between two floors, however there is an option for a six-metre, three-stop model. The Trio+ also has the option of an automatic door and a ThurCar configuration (entry/exit from opposite sides). Like all Stiltz models, it is free-standing and runs on two vertical rails.
This powerpack unit removes the strain and effort on the caregiver in propelling a wheelchair, either up and down slopes or along. The unit attaches to almost any 36cm+-wide attendantpropelled wheelchair to power-drive the chair, without impinging on the attendant’s ability to operate and steer. The battery-powered pushing and braking aid kinematically propels the wheelchair at the attendant’s preferred speed, up to 6km/hour forwards and 3km/hour backwards, for up to 19km from a single charge. It can accommodate slopes and a total weight (wheelchair and passenger) of 200kg. Offering quick assembly and disassembly, its compact design makes it easy to use and transport, fitting into the car boot alongside a wheelchair. www.aatgb.com
www.stiltz.co.uk
Platinum Horizon from Platinum Stairlifts The Platinum Horizon is a great option for quick and simple installation on straight staircases. It has been designed around the comfort of the user with adjustable features and a choice of ergonomic seat pads. This model includes extra options for enhanced assistance, such as a lever linked footplate so there’s no awkward bending. The Horizon can also be installed for outdoor use. www.platinumstairlifts.com
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15th–16th September
Birmingham, UK
More style
More Visibility
More Suspension
Contemporary Design
LED Headlight
NPT Tires System
More Braking Control
More Protection
More Luxury
Front Disk Break
Wireless Locking Key
PU Leather Grips and Seat
Meet us at NAIDEX 2021 and learn all about our game changing ATTO SPORT mobility scooter - A perfect combination of highcaliber functionality and cutting edge design
booth at NAIDEX: F70 To set a meeting, contact: marcel.zwart@movinglife.com
Available from our New UK warehouse - fast and accurate
Bruno’s Next Generation Elan Combining stylish design and high-quality functionality, the Elan features the slimmest rail on the market and an ergonomic seat with retractable seat belt.
• Compact. Easy to install. • Multiple power options upgrade at any time. • Comprehensive Warranty. Call Bruno UK for enquiries. Tel; +44 151 559 0732
orders.uk@bruno.com
www.bruno.com
RETAILERS’ BUYING GUIDE
Handicare 2000 from Handicare This curved stairlift comes complete with a twin-tube construction, designed to take users from the ground floor directly onto the landing level thanks to its double rail system. Made to measure, this bespoke stairlift presents customers with the opportunity to customise their stairlift, in terms of both aesthetics and powered features. The 2000 comes with optional seat upgrades and offers one of the tightest bends available, making it the go-to choice for customers with compact stairs and hallways. The 2000 is available with the PhotoSurvey4D staircase measurement system. It is also available in an outdoor model and provides enhanced protection against problems caused by the outdoors. The stairlift comes complete with a handy waterproof cover and key switch to prevent unauthorised use. www.handicare-stairlifts.co.uk
Altura Platinum from Access BDD The Altura Platinum lift incorporates modern design and proven reliable hydraulic technology to provide a lift which can be used indoors and out, in a wide range of private and public environments. There are two models available, the Simplicity and the Deluxe, both of which can be installed in a standalone metallic shaft or within a masonry shaft. They are available in a wide range of sizes, with a choice of configurations, cabin options and finishes available. In addition to the eight standard plan sizes, the Platinum can be custom-made to meet the client’s requirements should this be necessary. The Platinum is powered off a standard mains electricity supply and is fitted with an emergency battery back-up unit. www.accessbdd.com
The Platinum Curve from Platinum Stairlifts The Platinum Curve stairlift provides the ideal combination of function and comfort. The twin rail is designed to handle narrow and curved staircases, easily and smoothly. Customisable options to suit customers’ individual requirements include an ergonomic seat option, as well as adjustable armrests and backrest. Extra options for enhanced assistance include a powered footplate to avoid bending. The rail itself is designed to wrap
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tightly on bannisters and walls from 90 to 180 degrees with short finish to minimise any space taken in the hallway. Customers can expect custom-built quality from the Curve and Ultimate range; with every lift and rail handcrafted and tested to the highest European safety standards. This model accommodates weights of up to 25 stone. www.platinumstairlifts.com
LR Platform from Wessex Lifts
Modular Ramp from Rapid Ramp Rapid Ramp is a fully adjustable modular wheelchair ramp that provides access to different buildings and spaces. Rapid Ramp also offer a UK-wide supply and installation service.
The compact design and weatherproof material of the LR Platform lift makes it the perfect choice for both indoor and outdoor use. This lift strikes a perfect balance between affordability, travel height, aesthetics and comfort. It features a shallow ramp for easy access, non-slip flooring and has a safe working load of up to 300kg, although this can be upgraded to 400kg. www.wessexlifts.co.uk
www.rapidramp.co.uk
RECRUITMENT
We are hiring! Your dream role in the mobility and access industry could just be a click away... Visit thiis.co.uk/jobs to see all the latest jobs
CAREER OPPORTUNITY As a result of continuing growth in both product base and market development an opportunity has arisen for an experienced ambitious area manager in London and the South East. The successful candidate will be familiar with the mobility/postural care markets and be accomplished at working with occupational therapists, physiotherapists etc. You will be an established high income earner living in the South East looking for a career path and scope to function more independently. Salary (£40k +) and benefits (IT, fully expense paid vehicle etc)will be commensurate with experience but in any event highly competitive with unlimited performance based override. CVs please to peter.wingrave@aatgb.com
www.aatgb.com
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Stiltz Homelifts are recruiting! Behind the on-going success of award-winning Stiltz Homelifts, are an amazing team of people. We are now looking for additional talent to join us to help grow our professional Field Operations teams across the UK. Installation Engineers. All UK locations
As a Stiltz Intstallation Engineer, you will install and commission our homelifts, working in customers’ homes. • You must have a mechanical/electrical background with the ability to carry out basic electrical fault finding if required. We will provide full product training • Experience in a field based role; maintenance or installations ideal • Demonstrate a high standard of workmanship and professionalism • Full UK driving license and DBS check required. You’ll be reliable and resourceful • Qualification in appropriate trade ideal
Multi-Trade Builders/Carpenters. All UK locations
You’ll support the build/installation of our homelifts in customers’ homes. As a Stiltz Multi-Trades Builder/Carpenter you will offer a high quality of workmanship including: • Experience in 1st fix carpentry (floorplan installation; joists and steel work) • Experience in 2nd fix carpentry (fixing architrave and skirting boards, fitting doors) • Proven experience of structural adaptations; joists/beams/columns/plinths/steels • Ability to read and understand architects’ drawings / structural calculations • Ideally NVQ Level 2 in relevant trade • Full UK driving license and DBS check required
Installers’ Assistants. All UK locations
Support our experienced Build/Install teams in the UK. You should have: • Strong practical aptitude • Experience of the building trade and/or allied industries • Ability to prioritise, plan and multi-task • Ideally, previous experience of assisting/labouring with experienced trades • Full UK driving license and DBS check required
Above roles are UK-based and involve travel and occasional overnight stays. If you’re excited by the prospect of working for a highly successful business that puts employees and customers first AND provides excellent staff benefits, get in touch.
OFFICE-BASED ROLES ALSO AVAILABLE! Visit stiltz.co.uk/vacancies/
Our recruitment team are waiting to hear from you! Forward an up-to-date CV to jobs@stiltz.co.uk
THE ERGO LITE 2, PROUD WINNER OF
RETAILERS’ CHOICE OF THE YEAR 2020
The Ergo Lite 2 transit weighs just 8.5kg complete and the self-propel breaks down to 6kg making them among the very lightest wheelchairs available on the market.
Karma mobility ltd Unit 6 target ParK, redditch Worcestershire b98 8yn T: 0845 630 3436 E: info@karmamobiliTy.co.uk www.karmamobiliTy.co.uk
Ergo Lite 2 Self Propel Wheelchair
Ergo Lite 2 Transit Wheelchair
FEEL MOVED
The Minimo range – folding capabilities with no compromise on style. With lightweight batteries and simple folding mechanisms, the Minimo range of scooters are ideal for your customers to pop in the car boot for days out. To enquire about the Minimo range
Call 01787 888 106
or email trade.sales@tgamobility.co.uk www.tgamobility.co.uk QUOTE: THSA21