THIIS June 2021 - BHTS Special by THIIS

THIIS TRADE MAGAZINE ISSUE 273 JUNE 2021

Also inside... ISSUE 273 JUNE 2021

TRADE MAGAZINE

BHTS exhibitor profiles Business start-up insights Online advertising advice

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Find out what leading suppliers have in store for the mobility and access trade at the upcoming British Healthcare Trade Show on 15 June in Leeds

RE GU TA I BHIDE LE TS TORS’

Providing news and views in the trade since 1999

It’s time to trade!

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WELCOME

Inside..

From the editor Welcome!

09 05

Features

Regulars

08 Trade Talk: BHTS exhibitors 26 Retailer Spotlight: Apple Stairlifts

04 36 38 40

News, deals and people Let’s Get it Clear The OT’s Perspective BHTS exhibitors’ Buying Guide

Like all trades, the mobility and access industry has been impacted by the pandemic over the last 18 months and, as we ease into the ‘new normal’, there is no better time for us all to come together to come together and reconnect. The British Healthcare Trade Show, taking place on 15th June in Leeds, offers a great platform for many in the industry to come together and share their experiences and future plans. For many it will be the first time that they have been able to meet, so the event offers a great opportunity to have a chat and find out what is new in the market. This issue, THIIS chats to the show’s exhibitors to find out what they are looking forward to most at the event and what products they are excited to be showing off to visitors. The show will also have a packed programme of informative seminars led by experts such as Google Ads Strategist Laura Moxham. Turn to p38 to get a taste of some of her tips for businesses looking to advertise successfully online. In other features, THIIS chats to Julian Turnock, Director of Apple Starlifts (p26), about the challenges of launching a new business at the tail end of a pandemic, while on page 36, Dr Barend ter Haar discusses issues surrounding seating support. Enjoy the issue! Editor The British Healthcare Trade Show takes places on 15th June at the Weetwood Hall Estate and Conference Centre in Leeds. To make an appointment to see me at the event, please email liane@thiis.co.uk. To register for free tickets to attend the event, visit www.britishhealthcaretradeshow.co.uk now.

Stay up to date... TRADE MAGAZINE

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

How to help your business run effective PR

Right on track

in brief...

Rehasense UK has added a lightweight front wheel attachment to its ever-expanding product range. The Track Wheel has been designed to transform a standard manual wheelchair into an agile tricycle. By attaching the 12-inch Track Wheel, the wheelchair’s castors are raised, which slightly tilts the chair backwards. By noticeably reducing the rolling resistance, the user can then enjoy increased speed, manoeuvrability and comfort. Weighing 2.6kg and currently available in single arm carbon

and, later this year, in double arm aluminium or carbon, the Track Wheel adds very little weight to the existing wheelchair. The single arm model has been designed for use with rigid wheelchairs while the double arm model will be for use with foldable wheelchairs featuring fixed integrated footrests. Attaching the Track Wheel to the wheelchair frame requires no tools and takes a matter of seconds. The firm will be showcasing the Track Wheel at the forthcoming British Healthcare Trade Show.

OT STORES’ NEW APPOINTMENT Herefordshire-based OT Stores, a UK manufacturer of Bed Leaver & Easy Leaver Bed grab rails and distributor for Stepless portable ramps, has announced the appointment of Andrew Stevenson as Business Development Director for the company. He brings over 20 years of industry experience to the role and will help OT Stores play a “major role” in the healthcare equipment sector. Andrew joins the executive team at OT Stores alongside Managing Director Dylan Phillips and Senior Occupational Therapist Sue Allen.

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Want to find out how to get the best publicity for your mobility business? Don’t miss the seminar, PR power pointers: Top tips for getting your business in the news at the upcoming British Healthcare Trade Show. Having been on both sides of the communications coin, as a grizzled magazine editor and journeyed marketer, Calvin Barnett will be sharing his top tips designed to help mobility companies, big and small, unravel the dark arts of public relations. From how to write effective press releases, to how to gain invaluable media coverage, it’s all there! The seminar takes place between 3pm-3.45pm on 15th June at the British Healthcare Trade Show in Leeds.

NEW DIGITAL EXPERIENCE Snowdrop Independent Living has launched a 360-degree video to enable its customers to ‘try’ a product via an online platform without visiting a physical store. Viewers watching the video on a mobile phone can turn the phone side-to-side to simulate the first person view while driving a scooter. The retailer, which has seven showrooms in South Wales and the West Midlands, stated that it has always been its ambition to serve customers, whether they are at home or in-store via online platforms. The launch of the 360 video is the first phase of the digital experience Snowdrop will be introducing to customers.

Putting the style into inclusive home adaptations Disability equipment supplier Invisible Creations is collaborating with the Royal College of Art over a project that aims to understand how the UK’s ageing population interact with their homes and lead to the development of more attractive and inclusive home adaptations. The nine-month project with the Royal College of Art’s Helen Hamlyn Centre for Design, Homes That Care: Home Comforts, will explore how people aged 65 and over currently engage and experience their home environments, including the products within it. The project will culminate in the development of a new range of

DIETZ Rehab welcomes new Area Sales Manager attractive and inclusive products, designed to support people to live more independently at home. Research by the Centre for Ageing Better revealed that there are 4.3 million non-decent homes in England, almost half of which are lived in by someone over the age of 55 years old. According to the RCA and Invisible Creations, the current model of home adaptations is built around function and need, rather than centred on what people want and desire.

Powered evacuation chair hits the market West Midlands-based evacuation chair specialist Evac+Chair International has launched its first powered evacuation chair. The 900H Power evacuation chair will enable mobility impaired individuals to evacuate up or down 150 flights of stairs in one charge. It is operated with a 24V lithium-ion

Mike Booker has been appointed as the new Area Sales Manager for DIETZ Rehab Limited, the UK distributor for European power wheelchair manufacturer DIETZ Power. The new role is the perfect fit for Mike, who has a particular interest in special controls and bespoke work on powered wheelchairs. Prior to joining DIETZ, Mike was a product specialist for Precision Rehab, SMART Wheelchairs Ltd and Midshires Mobility Group. Mike commented: “My new role will see me offering product support of the DIETZ Power range to dealers and therapists alike, whether that be direct assessment support with end users or general product awareness sessions and training.”

battery and features a powered belt track system, reducing the need for manual handling. Evac+Chair is a well-known name for manual evacuation chairs, supplying customers in over 50 countries including global businesses such as BP, Deloitte and Fujitsu.

LIFT OFF FOR A1 ACCESS LIFTS A1 Access Lifts has agreed to become a dealer of the full hoist and mobility range for independent living aids manufacturer Etac R82 UK, in a partnership that it hopes will further enhance its product offering in England’s North East. Its Keighley-based showroom, A1 Stairlifts and Mobility, will have a full working ceiling track and hoist on display that can also be set up in a private consultation room, allowing occupational therapists complete privacy to carry out assessments. Etac R82’s range of assistive products include bathing aids, transfer aids and seating.

APEX MEDICAL CERTIFICATION Worcester-based Apex Medical Limited has become the first ever UK company to be certificated by ISO Quality Services with the new ISO 45005 COVID-19 safety certification. Apex Medical, which specialises in the manufacture of pressure area care and profiling bed products, obtained the certification in 12 weeks. A spokesperson for the business said that it wanted to ensure the safety of its employees and customers while providing peace of mind that the business was doing everything it could to stay safe.

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NEWS, DEALS & PEOPLE

Drive DeVilbiss launches premium Autofold Elite scooter

High on style: Meet the Razoo powerchair Electric Mobility has launched an agile new compact rear-wheel-drive powerchair that it hopes will appeal to a younger customer. One of the most petite powerchairs to join the market, the Razoo has been designed to be manoeuvrable and agile with a turning circle of 97cm. Travelling at 3.8mph with a range of up to 6.8 miles, the chair has a maximum carrying capacity of up to 21 stone and a narrow width of 22.9 inches. The low maintenance chair also conveniently dismantles into three pieces for transportation and storage. An upgraded version of the now discontinued Rascal P320 Compact powerchair, Electric Mobility hopes that this new model will appeal to customers seeking a functional and ergonomic powerchair that can cope with prolonged use, both indoors and outdoors. Jonathan Hearth, Managing Director of Electric Mobility, added: “Style remains at the forefront, with the Razoo appealing to a younger demographic who want a contemporary design to complement their lifestyle.”

Making Facebook Ads work for you Businesses looking to market their products and services successfully on Facebook Ads won’t want to miss an information-packed seminar at the upcoming British Healthcare Trade Show. Marketing specialist Thom Smith is helping businesses in the sector to understand what works on Facebook, and why, in his seminar, Why Facebook Ads only works for some businesses, and how to know if it’ll work for yours. His seminar will explore the role of video and images and offer tips about remarketing. The seminar is set to take place from 3pm-3.45pm on 15th June at the British Healthcare Trade Show in Leeds.

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Following the success of the AutoFold and Manual Fold scooters, Drive DeVilbiss Healthcare has announced a new addition to its range of folding scooters – the AutoFold Elite. The AutoFold Elite will be available in early June and the manufacturer is convinced it will be a good seller for mobility retailers in the UK. Building on the success of Drive’s popular AutoFold scooter and promising to be “feature-rich”, the AutoFold Elite was developed to enhance the enduser’s experience, according to Drive. Its several new features including front and rear suspension, an LED front headlight, comfort Delta Bar operation, and a USB charging point.

Access and mobility PR firm mourns visionary founder C.A.S Marketing Communications has announced the sad passing of its founder, Jenny Gubbins, whom many in the mobility and access industry will have known and worked with over the years. Jenny set up C.A.S Marketing Communications over 20 years ago. At the time, it was one of the first marketing agencies specifically working within the access and mobility sector and helped change the way manufacturers promoted themselves and their products through advertising and PR campaigns. Working alongside her son Andrew, Jenny worked with many leading companies prior to her gradual retirement over the last couple of years, which saw Andrew take over the business. He continues to run it today with the same commitment and enthusiasm as Jenny.

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TRADE TALK

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Trade talk Q&A with Tim Mills, Head of Business for Motion Healthcare Having first entered the market in 2016, Motion Healthcare has quickly distinguished itself in the mobility sector, through its combined focus of bringing innovative products to market and being simple and enjoyable to do business with. Driven by three core values – innovation, quality and functionality; customer focus; and trust and honesty – the growing supplier now boasts an established and exclusive network of trade partners, and raft of popular products in its portfolio. In addition, the company has thrown its support behind the inaugural British Healthcare Trade Show, sponsoring the only event made for the mobility trade on 15 June 2021 at the Weetwood Hall Estate in Leeds. THIIS caught up with Tim Mills, Head of Business at Motion Healthcare, to discover how the company and its dealers are bouncing back following a winter of Covid disruption, and what it has planned for dealers attending the June trade show. CAN YOU RUN THROUGH WHAT THE PAST 15 MONTHS HAVE LOOKED LIKE FOR MOTION HEALTHCARE SINCE THE OUTBREAK OF THE PANDEMIC? “Just prior to the pandemic, we were enjoying tremendous growth, but when the first lockdown was announced, we saw sales stall from

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end of March to the end of May – like most of the industry. “From June to October, however, we had a really busy period and continued our growth. October saw us have our best month ever, but then we slowed back down from November to this February as the country went into the winter lockdown. “We finished our financial year at the end of March 2021, and, despite all the disruption, we actually ended up by around 20 per cent year-onyear. In particular, March saw a phenomenal bounce-back and was our best month ever. “Best of all, our growth has continued into this financial year. In April and May, we have done roughly 50 per cent what we did in the entire last financial year!” HOW HAS MOTION HEALTHCARE MANAGED TO MAINTAIN ITS GROWTH, DESPITE THE CHALLENGES THAT THE VARIOUS LOCKDOWNS HAVE PRESENTED TO THE INDUSTRY? “I think by staying true to those values that have helped us grow over the years – being focused on our trade partners. “During the pandemic, we’ve tried our hardest to support our customers by remaining open and accessible. We’ve also been ready and willing to visit our partners, where required. We’ve tried to be sensitive to their needs, however, by staying in contact with them and understanding what it is they want from us. “I think it is the benefit of us having

“It really is essential to have a space where you can talk business.” TIM MILLS

our tight-knit partner network; we have closer relationships with all our customers and we work hard to maintain that.” DO YOU THINK THE INDUSTRY WILL BE ABLE TO QUICKLY RECOVER FROM THE LAST LOCKDOWN? “I get a real sense from our customers that they are coming out of the pandemic in a strong position and I don’t think the pandemic will have changed many of our retailers’ longterm trajectories. “Many business that were doing well before Covid seem to be doing well in this exit phase of the pandemic, which I think is a credit to the resilience of many of the retailers out there. “I would like to think that as a supplier, we have done our part to help our partners by providing the support they need to help bounce back and supporting the British Healthcare Trade Show is part of that effort.” WHY HAS MOTION HEALTHCARE CHOSEN TO SUPPORT THE INDUSTRY BY SPONSORING BHTS? “I’ve always been a firm believer that the industry needs its own trade show but one that meets the needs of our industry. “By cutting out expensive exhibition companies and planners that seek to make a margin from suppliers, and therefore making it too expensive for suppliers to go, means more companies can exhibit and its gives retailers more of a reason to attend. It makes the whole thing accessible, which is what a good show should be. “Having the opportunity to help bring that to the industry is something that we couldn’t pass up.”

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TRADE TALK WHY DO YOU BELIEVE THE INDUSTRY NEEDS ITS OWN TRADE-EXCLUSIVE EVENT? “It really is essential to have a space where you can talk business. You can’t really do that at events where there are end-users, because you are also fielding end-users’ questions or demonstrating products. “For us, having the time and space to really discuss the products and what we are all about with potential trade partners is really vital. It comes back to having the chance to build that relationship, understand retailers’ needs and discuss opportunities – that needs a certain kind of environment that only a B2B event can provide. “Being an inclusive trade event, it also gives us an opportunity to run our own events and activities alongside it for our current retail partners to thank them for their business with us. We are keen to give back and show appreciation to those that work with us, and tying that in with an industry event makes sense – it is something we will be keen to do more of as normality returns.” HOW IMPORTANT IS MEETING PEOPLE FACE TO FACE TO YOUR BUSINESS? “We believe it’s crucial for this industry and for our business model, which is built on the idea of being simple and easy to do business with – building strong relationships with our partners is a key element of that. “I don’t believe you can build those strong relationships with retail partners without actually visiting their businesses, understanding their needs and finding out how you can support them best. “So, the entire Motion team are really looking forward to getting to see contacts, new and old, at the show.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BRITISH HEALTHCARE TRADE SHOW? “Beyond the opportunity to reconnect with our exclusive dealer network, we are also looking forward to showcasing our current product range to those in the industry that haven’t had the chance to see it yet.

“We also have some exciting plans to share with dealers regarding some new products, as well as product improvements, that are coming in the near future. In particular, we are preparing the launch a trial of a really interesting concept that has the potential to provide retailers with a new, easy revenue stream. “It is an opportunity to have express hearing aids test stations in retail showrooms, which only requires a space big enough for an iPad to administer the test, as well as easy training for staff. So, for any retailers interested in offering a free, two-minute hearing aid test in their showroom that they can earn a commission on, certainly come see us and we would be keen to have a chat.

Find out more about Motion’s range of popular, powered mobility products at www.motionhealthcare.co.uk

SEE MOTION HEALTHCARE AT BHTS... See the Motion Healthcare team at the British Healthcare Trade Show on stands 26, 27 and 28 on 15 June at the Weetwood Hall Estate and Conference Centre, Leeds.

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TRADE TALK

In partnership with...

Q&A with Clare Brophy, Global Commercial Executive Vice President for Handicare Accessibility

SEE HANDICARE AT BHTS... See the Handicare team at the British Healthcare Trade Show on stand 9 on 15 June.

HOW WOULD YOU DESCRIBE HANDICARE? “Handicare is a stairlift manufacturer and supplier to nationwide retail partners and local authorities. But we provide more than just stairlifts. We help our trade partners to profitably grow their business through an industry-leading Partner Programme and collaborate with council clients, working together to achieve the highest standards of customer satisfaction.” WHY HAS HANDICARE CHOSEN TO EXHIBIT AT BHTS? “I think we should all focus on the future of our industry after a difficult 18 months! The BHTA has championed members, particularly during the recent turbulent times, highlighting their important work keeping vulnerable people safe in their homes. “Our marketplace has changed and there is more change to come. BHTS will be a great platform for members to meet face-to-face to share their experiences and their future plans, so we can amplify our collective voice on the issues that matter in our sector and in our society. I think that’s something every member should be proud to support.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “Seeing actual, rather than virtual, people! We’ve been lucky to be able to continue much of our essential work as normal but meeting with our partners and our peers and being able to make new connections will be amazing.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “I know our team attending the show are interested to hear from visitors about their challenges and how we

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can help them. We do manufacture some of the most popular stairlifts on the market, but we know that many retailers are looking for more than just a supplier. “We have re-evaluated our Partner Programme and now include more of what we know our partners value most as well as some exciting new additions to our toolkit to help with installing and maintaining our stairlifts. We’ll be giving BHTS visitors an exclusive preview and the chance to have a closer look!” WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “I don’t think you can beat a trade

show when it comes to getting the chance to see for real, face-to-face, first-hand exactly what’s happening in the sector. “You get to see and hear what your competition, peers and B2B customers are doing. Whether you’re an exhibitor or a visitor, it’s the best way to get a real sense of where the industry is headed.” “I will be joined at BHTS by our Local Authority Team Leader Bruce Bedford and our UK Business Development Manager for the North West, Scotland and Ireland, Lyndsey Jackson-Smith. Please let us know if you’d like to arrange a time to meet during the event by emailing sarah.ferguson@handicare.com.” Proudly sponsored by

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TRADE TALK

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Q&A with Sheryl Wright, Trade Manager for Cavendish Health Care & Mobility HOW WOULD YOU DESCRIBE CAVENDISH HEALTH CARE & MOBILITY? “Cavendish Health Care Trade has been sourcing mobility equipment for over 10 years. It is currently one of the leading specialists in lightweight and portable mobility scooters.” WHY HAS CAVENDISH HEALTH CARE CHOSEN TO EXHIBIT AT BHTS? “We’re supporting the BHTS by introducing new and unique portable mobility scooters to exhibitors. “The BHTS places focus on affordability and simplicity, which gives companies in the industry an opportunity to attend an event without having to pay a high price to get involved.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “The mobility industry is very fast-moving and our team love to check out the variety of products on offer. It will also be a great opportunity to catch up with our peers.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “We’re offering a range of portable mobility scooters to suit everyone. There’s the lightweight MicroLite at one end of the spectrum and the SupaScoota Spartan at the other. Attendees should also expect to see folding scooters, such as the Di Blasi R30, i3 and V8 mobility scooter.” WHY DO YOU THINK A TRADE-EXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “Well, this is the first time that dealers have been able to meet in a little while. This gives everyone a chance to have a chat and find out what is new to the market. “Also, this show is an excellent opportunity to understand all the new additions to the market before endusers see them. “At the event there will be myself, Simon Thorneloe, and Tony Pike. If anyone would like more information on our mobility products or to book a demonstration, call 02392 255 600 or e-mail sheryl.wright@cavendishhealthcare. co.uk.”

Q&A with Mark Duffield, General Manager for Karma Mobility SEE KARMA MOBILITY AT BHTS... See the Karma Mobility team at the British Healthcare Trade Show on stands 21 and 22.

HOW WOULD YOU DESCRIBE KARMA MOBILITY? “Karma Mobility is a supplier of lightweight wheelchairs, powerchairs and accessories. It has an extensive product range that offers solutions for a wide variety of users.” WHY HAS KARMA MOBILITY CHOSEN TO EXHIBIT AT BHTS? “We believe it is vitally important to engage with our customers. We have never had a sales team, so it is a fantastic opportunity for us to meet and catch up with our customers. I think it also allows retailers to see several suppliers in one day.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “It will be great to meet our existing customers after the eventful year we have all had. We have some new products for customers to see and I am hoping to get some feedback on them to make sure we have the best solutions possible for the trade.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “In addition to our comprehensive range, we have several new products that are hopefully of interest, including two new manual wheelchairs and a powered wheelchair.” WHY DO YOU THINK A TRADE-EXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “I think there is a demand for a trade-only show at the right time of year from retailers, which does not necessarily need to be held at a large national venue. If we can make it convenient and productive for visitors, I think it will be a success.”

SEE CAVENDISH HEALTHCARE AT BHTS... See the Cavendish Health Care & Mobility team at the British Healthcare Trade Show on stand 10.

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TRADE TALK

In partnership with...

Q&A with Chris Whieldon, Sales Director at Teal Patents Ltd Q&A with Richard Smith, Sales Director at Accora HOW WOULD YOU DESCRIBE ACCORA? “Accora supplies affordable seating and profiling beds for home and care environments. Our range of configurable chairs and low beds are used in care facilities and community environments and have been specifically developed to help reduce the risk of pressure injury and falls and enable independence.” WHY HAS ACCORA CHOSEN TO SUPPORT THE INDUSTRY BY EXHIBITING AT BHTS? “Accora is a forward-thinking and progressive company keen to be at the forefront of industry trends and developments.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “Connecting with new and existing customers and networking with industry contacts.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “To view our range of innovative and affordable product and to share industry trends and insights.” WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “To give the necessary focus and quality time to the industry specifically, which is perhaps missing from other events.” SEE ACCORA AT BHTS... See the Accora team at the British Healthcare Trade Show on stand 8.

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HOW WOULD YOU DESCRIBE TEAL PATENTS? “Teal specialises in designing and developing mobile and portable hot water sinks and basins, providing exactly the right facilities where mains fresh water and drainage are non-existent. “This enables customers to have a highly effective and hygienic hot water hand wash under hot running water no matter their location.” WHY IS TEAL PATENTS EXHIBITING? “Teal is a manufacturer of portable handwash sinks with a long history of supporting the NHS and other sectors with products specially designed to meet the needs of the care sector. “The exhibition is an opportunity to demonstrate the range of sinks to suppliers and retailers that support the professional care sector in managed environments and in domestic situations. “Teal will be actively seeking partners and relationships with companies that supply this sector.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “Throughout the lockdown there has been a significant increase in the demand for improving hand hygiene and for the Teal products that support regular access to hand washing facilities. The handwash

SEE TEAL PATENTS AT BHTS... See the Teal Patents team at the British Healthcare Trade Show on stand 17. sinks are now in place in hospitals throughout the whole of the UK, supporting care where additional facilities are not available. “Teal are looking forward to being able to meet contacts again in a live environment where they can relate their experiences to existing and new contacts of this unprecedented period.” WHY SHOULD PEOPLE VISIT TEAL AT THE SHOW? “The Teal range of basins can provide high quality, hygienic hot water washing facilities to support nonplumbed rooms. They are ideal for individuals with restricted mobility as they allow access to warm water in their own rooms. If a resident or client requires a commode, then a Teal sink is a natural companion. “The sinks are fully portable with self-contained water supply and waste. Just plug them into a normal 13-amp socket to enable washing with soap and the running water.” WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “Teal is actively seeking to build relationships with suppliers, retailers and support organisations in this sector as it has done successfully in other sectors. “A trade-only show allows Teal the opportunity to have a focused and face-to-face opportunity with representatives and organisations who are searching for commercial relationships.”

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TRADE TALK

In partnership with...

“Our product scope ranges from the well-known Pride Go-Go series to the ground-breaking technology of the Quantum powerchair collection.”

Q&A with Tom Dixon, North East Area Sales Manager for Pride Mobility, and Paul McGee, North East/ Scotland Sales Manager for Quantum Rehab SEE PRIDE AND QUANTUM AT BHTS... See the Pride Mobility team on stands 3 and 4, and the Quantum Rehab team on stands 6 and 7. HOW WOULD YOU DESCRIBE YOUR ORGANISATIONS? “Pride Mobility, Quantum Rehab and Stealth Products are global leaders in the mobility industry, devoted to providing customers worldwide the best products and technology to suit their needs.”

WHY HAS YOUR ORGANISATIONS CHOSEN TO SUPPORT THE INDUSTRY BY EXHIBITING AT BHTS? “Here at Pride Mobility and Quantum, we passionately serve individuals with disabilities, and in turn, strive to educate dealers on the latest products and complex technology. “BHTS is an opportunity to develop knowledge and ensure customers are provided with the best product to suit their lifestyle.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “Besides this show being the first sign of normality since COVID-19, everyone here at Pride is excited to reconnect with our existing customers as well as meeting new ones. “We are much looking forward to showcasing our new products and technology that everyone has been working so passionately to execute.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “Dealers will be able to test out the latest products with

the UK. Through close experiences and extensive networking, we have developed products focused around the needs of the industry.”

Q&A with Tobi Webber, part of the Customer Support Team at FormAlign HOW WOULD YOU DESCRIBE FORMALIGN? “At FormAlign, we focus on postural seating products and component solutions, supporting our network of distributors, wheelchair services and community loan stores throughout

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WHY HAS FORMALIGN CHOSEN TO EXHIBIT AT BHTS? “FormAlign has chosen to exhibit at the British Healthcare Trade Show as it has a range of postural components and solutions for wheelchair seating, shower chairs and cushions, which we can’t wait to show to old and new faces!” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “FormAlign has remained open during the COVID-19 pandemic, but as no exhibitions have been able to happen, we are truly looking forward to reconnecting and meeting new customers.”

leading technology including the Quantum Stretto with outstanding manoeuvrability as well as the Apex Aluma-lite. Weighing in just shy of 29kg, its aluminium lightweight frame makes it our lightest four-wheeled scooter yet, and the perfect travel product. Visitors will also have the opportunity to meet our product experts and develop their skills and industry knowledge, as well as product-specific training, letting us aid them in maximising customer satisfaction.” WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “Attending events such as BHTS allows both us and the dealer the opportunity to connect in person and gain trust in our brand and products. Staying up-to-date with the latest trends and technology in this industry is key. “BHTS displays the most state-ofthe-art products, allowing dealers to stay ahead of the game. The event is also a unique opportunity to communicate feedback first-hand, giving us valuable insight and, in turn, allowing dealers the opportunity to learn about the products directly from the industry experts here at Pride Mobility and Quantum Rehab.”

WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “Here at FormAlign, our team has it roots right at the heart of the healthcare industry. For over 30 years, we have worked closely with healthcare professionals, providing care equipment. “We have developed a strong reputation to provide the right advice and product solution for the service user, based on understanding the needs that exist.” “To make an appointment to see me at the show call our head office number on 01473 467777.”

SEE FORMALIGN AT BHTS... See the FormAlign team at the British Healthcare Trade Show on stand 16.

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applications. We take pride in our dedicated people and in our total commitment to offering the most reliable products, world-class service and support, and maximum overall value to the diverse markets we serve.”

Q&A with Matt Major, Director of International Sales for MK Battery International SEE MK BATTERY AT BHTS... See the MK Battery team on stand 15 at the British Healthcare Trade Show.

HOW WOULD YOU DESCRIBE MK BATTERY? “MK Battery provides the highest quality and most environmentally responsible sealed battery solutions for specialised deep-cycle

Q&A with Stuart Barrow, Managing Director of the Occupational Therapy Adaptations Conference (OTAC) HOW WOULD YOU DESCRIBE OTAC? “OTAC events take place throughout the year and offer an excellent opportunity for healthcare professionals and those involved with adaptations to not only see manufacturers of product and equipment, but to receive invaluable learning experiences.”

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WHY HAS MK BATTERY CHOSEN TO EXHIBIT AT BHTS? “This industry is where MK Battery feels closest and has always welcomed supporting it in any way possible. “We feel that that the British Healthcare Trade Show fills a gap, left vacant by Trade Days, for a trade-only exhibition. MK Battery looks forward to seeing how well received it is and how it may develop in the future.”

WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “MK Battery looks forward to welcoming existing and new customers onto our booth and to discussing our various product ranges with visitors, including MK Genuine Gel batteries.”

WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “Being able to reconnect with customers and hold face-to-face meetings should make for an excellent event. “From speaking to many customers, colleagues and competitors, we are all looking forward to getting back in front of our customers.

WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “A trade-exclusive event such as the British Healthcare Trade Show allows a trade-only supplier, like ourselves, the opportunity to sit down with customers and spend some quality time addressing any queries that they may have.”

WHY HAS OTAC CHOSEN TO SUPPORT THE INDUSTRY BY EXHIBITING AT BHTS? “Having worked closely with BHTA and THIIS to bring the BHTS to fruition, we want to make sure the event is a success by contributing to exhibiting. There is a sense of anticipation for the show and we are keen to get back to meeting people.”

organisations that may want to place themselves in front of a target audience, so we would be very keen to speak to anyone who is interested in joining us at OTAC. “For information regarding any of our OTAC events, please contact Karen Edwards, our commercial director, on 02921 900402.” WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “The BHTS is an excellent place to reconnect with those who we have missed over the last year. This event will serve as a fantastic opportunity to be back in the midst of those who we want to engage with.”

WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “We are keen to be face-to-face with our industry peers again to remind everyone that OTAC events will be recommencing this year. Our events are countrywide, so there is an OTAC within easy reach and our exhibitors are waiting to greet delegates back.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “Anyone who wants to get information about our forthcoming OTAC events can visit us at the BHTS. We are excited about being involved with

SEE OTAC AT BHTS... See the OTAC team on stand 1 at the British Healthcare Trade Show.

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Q&A with Graham Collyer, Executive Chairman at Sumed International HOW WOULD YOU DESCRIBE SUMED? “Sumed is a manufacturer, supplier and distributor of medical equipment and supplies. It also focuses on providing solutions to the pain and discomfort caused by pressure ulcers.” WHY HAS SUMED INTERNATIONAL CHOSEN TO EXHIBIT AT BHTS? “It is a new exhibition for all in the north of England and a chance to show off our new product range. We are also looking for new distributors for our products.”

Q&A with Cillian Brugha, Managing Director of Easystart Batteries HOW WOULD YOU DESCRIBE EASYSTART? “Easystart is a family business that has been distributing batteries into the mobility industry for over 15 years. Our knowledgeable team offers a great service and quality products that you can rely on when you need them most.”

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WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “At Sumed, we are looking forward to demonstrating our products and meeting potential customers. We have recently added a new cushion range to our ever-growing product range. “It is also a good chance for us to reconnect with people that we haven’t seen for a while due to the pandemic and to chat with the trade about what they need and how we can help them achieve their goals.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “We have experienced professionals that will be on-hand to discuss in depth a lot of different areas with visitors and clear up any issues or problems that may need resolving. It’s also just a nice

opportunity to have a general chat with customers and find out how we can understand their needs. “We are looking to appoint dealers on an exclusive basis for defined areas as well.” WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “There has never really been a successful trade-only event and one based in the north of England would be a perfect opportunity to test whether regional events will work. Understanding local needs is a key objective for us.”

SEE SUMED INTERNATIONAL AT BHTS... See the Sumed International team on stand 5 at the British Healthcare Trade Show.

WHY HAS EASY START CHOSEN TO EXHIBIT AT BHTS? “The BHTS gives us the opportunity to reconnect with customers after a year of not being able to see people in person. The show is the perfect platform for Easystart as a business, the products, but mostly, face-to-face meetings with our customers once again.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “The BHTS will be, for many, the first event in person for almost 18 months. Not only will it be great to see customers, but also to feel the atmosphere of a crowd again, which should bring a very positive vibe to the show throughout the event.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “People should visit our stand because we have products that no one else can offer. We’re both

friendly and knowledgeable, and will support customers with the future development of their business’ going forward using our extensive range of high-quality products.” WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “A trade-only show is great for any industry. It allows both the exhibitors and visitors a very direct focus on what to expect from the day. The conversations that will be had are business-focused and targeted at products and business development, which is something you don’t always get at general public shows.”

SEE EASYSTART BATTERIES AT BHTS... See the Easystart Batteries team on stand 20 at the British Healthcare Trade Show.

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WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “To find out about the opportunity to be considered as a partner of a global brand. “We are ultimately looking to build a trusted, long term, and mutually beneficial relationship with our partners that creates customer engagement.”

Apex Medical Corp, an organisation specialising in the design and manufacture of community and acute sector PAC (pressure area care) and profiling bed products.”

Q&A with Greg Whelan, Marketing & Product Manager for Apex Medical SEE APEX MEDICAL AT BHTS... See the Apex Medical team on stand 2 at the British Healthcare Trade Show. HOW WOULD YOU DESCRIBE APEX MEDICAL? “Worcester-based Apex Medical Limited is the UK subsidiary of

Q&A with Josh Coles, Marketing Manager at Scooterpac HOW WOULD YOU DESCRIBE SCOOTERPAC? “Scooterpac designs and manufactures innovative mobility products to improve the lives of the less able, like advanced mobility scooter, the Cabin Car, and the allweather folding Canopy.” WHY HAS SCOOTERPAC CHOSEN TO EXHIBIT AT BHTS? “When we discovered that the inaugural BHTS show in Leeds was being organised, we jumped at the

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WHY HAS APEX MEDICAL CHOSEN TO EXHIBIT AT BHTS? “It’s a great opportunity to meet and engage with mobility retailers and demonstrate our support for them, and of course, the BHTS. “The show offers the possibility of direct contact between both Apex and the retailers and access for those retailers to products that can contribute to their sales revenue.”

WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “For us as a manufacturer, it allows us to showcase our expertise along with our latest innovations and to gather a “finger-on-the-pulse” reaction from those at the sharp end of a sale. “As a trade-only show, the British Healthcare Trade Show offers a more relaxed environment between the retailer and us. “To book an appointment to meet with the Apex Medical team at the show, email sales@apexmedicalcorp. co.uk to arrange a time.”

WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “The launch, late last year, of the Apex Partner Programme and the traction that it has enjoyed so far means that meeting with current and potential new partners is exciting. We are also bringing along one of our key products for everyone to see.”

ground-breaking mobility products, we want to show how our pioneering products can benefit retailers and their customers. If you would like to book an appointment to meet with the team at Scooterpac, email marketing@ scooterpac.com to arrange a time.”

chance of being involved. Most mobility trade events have been hosted in the Midlands or in the south, creating a disadvantage for retailers based in the north. “The BHTS presents a fantastic opportunity for us to physically reconnect with these dealers all in one place.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “We have significantly enhanced the Cabin Car production line – improvements that we are confident attendees will realise, in person. “We will also be showing off our latest product, the scooterHUB, which is compatible with virtually every mobility scooter and includes built-in charging capabilities.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “Despite last year’s unprecedented and challenging period, interest in our products has soared. As we continue to develop and release

WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “Not only is a trade-exclusive event important to help the industry showcase its products and services, but it is also an opportunity for both manufacturers and retailers to widen their understanding of the topical challenges we are all facing. Being able to reconnect with directly with retailers in this tradeonly environment will help gain that valuable insight.” SEE SCOOTERPAC AT BHTS... See the Scooterpac team on the stage at the British Healthcare Trade Show.

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wheelchairs, paediatric wheelchairs and premium wheelchair cushions and backrests. “Distributed throughout 65 countries, Ki prides itself on being ‘better by design’, whether that be product design, customer service, communication, quality or lead times.”

Q&A with Samantha Heathcock, Marketing Coordinator at Ki Mobility UK SEE KI MOBILITY AT BHTS... See the Ki Mobility team on stand 23 at the British Healthcare Trade Show. HOW WOULD YOU DESCRIBE KI MOBILITY? “Ki Mobility produces a range of wheelchair and seating products, including super-lightweight adult manual wheelchairs, tilt-in-space

Q&A with Lee French, Managing Director at Rehasense UK HOW WOULD YOU DESCRIBE REHASENSE UK? ”Rehasense UK is a supplier of mobility solutions in the UK boasting a comprehensive range of lightweight rollators, wheelchairs and accessories, which are available through its dealer network.” WHY HAS REHASENSE CHOSEN TO EXHIBIT AT BHTS? “We believe that a trade-only event

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WHY HAS KI MOBILITY CHOSEN TO EXHIBIT AT BHTS? “Like all trades, the mobility industry has been impacted by the pandemic and, as we ease into the ‘new normal’, it’s more important than ever for us all to come together to support the fantastic network of businesses that make up the UK mobility industry.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “We are looking forward to reconnecting with some familiar faces and meeting new ones. Ki Mobility is a relatively new player in the UK mobility industry and we are excited to showcase our products and services to businesses that may

not have had the opportunity to see them.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “Ki Mobility will be showcasing a number of products, including some of our most popular paediatric wheelchair solutions. There might even be a freebie or two! “Our knowledgeable Northern Territory Sales Manager, Ash Griffiths will be available on the stand. If you want to arrange a meeting with Ash simply contact him at agriffiths@ kimobility.com. WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “A dedicated trade-only event gives the space, time and opportunity for us to have those in-depth businessto-business conversations, whether it’s a detailed chat about product specifications, or a more extensive talk about opportunities to work together.”

is vital to a company such as ours, and if as an industry we don’t show our support, then it won’t survive. As a company that only sells through retailers and not direct to the end-user, attending an event where you know you will only be talking to members of the trade is hugely beneficial.”

chance to see these some of these for themselves. “Business Development Manager Jordan Day and Sales Manager Tony Ralph will be on the stand at the show. If you would like to arrange a meeting with a member of the Rehasense UK team at the show in advance, please call 0333 220 0704.”

WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “Having the chance to engage with so many members of the trade and showcase examples from our product portfolio in a relaxed and professional environment will be fantastic.”

WHY DO YOU THINK A TRADEEXCLUSIVE EVENT FOR THE INDUSTRY IS SO IMPORTANT? “We are hoping to use the event to engage with both current and potential new partners who we feel will benefit from adding Rehasense products to their current lines.”

WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “We have already launched several new products this year, which have proved to be popular with our retailers and their customers. Visitors to our stand will have the

SEE REHASENSE UK AT BHTS... See the Rehasense UK team on stand 11 at the British Healthcare Trade Show.

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Q&A with Darren Legg, Managing Director of DIETZ Rehab SEE DIETZ REHAB AT BHTS... See the DIETZ Rehab team on stand 24 at the British Healthcare Trade Show. HOW WOULD YOU DESCRIBE DIETZ REHAB? “DIETZ Rehab Limited is the exclusive UK distributor of the DIETZ Power range of high-quality, modular and adaptable SANGO powered wheelchairs.” WHY HAS DIETZ REHAB CHOSEN TO EXHIBIT AT BHTS? “We took the decision to exhibit at the show for a number of key reasons but a sense of returning to some kind of normality and to meet existing and potential dealers all in one venue were certainly top of the list.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “We are excited about the opportunity to talk further with our existing dealers about the growth we are experiencing with them and how this will continue. Also, we are interested to meet potential dealers so that we can take them through why our products and services are doing so well in the UK and how this can help support them.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “We hear quite often how the pandemic has put real strains onto dealers’ businesses and how the performance of their suppliers and the products they offer still continue to give them certain challenges. The high quality of our product range and the fact that we consistently deliver both products and spares quickly offers them a solution to these problems. “We will be offering some fantastic demonstration stock offers on our range of powered wheelchairs. To contact us before the show, please call Darren Legg on 07539 732 718 or Mike Booker on 07815 582 296.” WHY DO YOU THINK A TRADE-EXCLUSIVE EVENT FOR THE INDUSTRY IS SO IMPORTANT? “It allows us to concentrate entirely on our core target audience and to have conversations linked completely to how we look to support our dealers and achieve growth together.”

Q&A with Mark Baumann, Sales Director at NRS Healthcare HOW WOULD YOU DESCRIBE NRS HEALTHCARE? “NRS Healthcare has been supporting independent living since 1947. It is an award-winning provider of products and services designed to help people live their best, most comfortable independent life”. WHY HAS NRS HEALTHCARE CHOSEN TO EXHIBIT AT BHTS? “After what has been a most challenging year for retail, we want to be part of the solution helping to bring it back to its feet. The British Healthcare Trade Show will offer opportunities to introduce NRS Healthcare to new customers and discuss how we can work together to help their business grow.” WHAT ARE YOU MOST LOOKING FORWARD TO AT BHTS? “We are so passionate about our business and our customers. This will be our first event since the pandemic started and like most people, one of the things we have missed the most is social interaction. We are very much looking forward to seeing new and existing customers.” WHY SHOULD PEOPLE COME AND SEE YOU AT THE SHOW? “The best way to understand what NRS Healthcare has to offer and how we can support traders is to come and talk to us. Our team will be available to discuss all things NRS and answer any questions. We will be showcasing our products and we have some smart giveaways! “To prearrange a meeting with our Regional Sales Manager Craig Ball contact Craig at cball@nrs-uk.co.uk or myself on mbaumann@nrshealthcare.co.uk.” WHY DO YOU THINK A TRADE-EXCLUSIVE EVENT FOR THE INDUSTRY IS IMPORTANT? “Holding an event that is solely for traders offers the opportunity for them to meet suppliers and manufacturers to get first-hand information regarding new products and developments within the industry.”

SEE NRS HEALTHCARE AT BHTS... See the NRS Healthcare team on stand 18 at the British Healthcare Trade Show.

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RETAILER SPOTLIGHT

Cross country driving through the Brecon Beacons en-route to see clients in Wales

Apple Stairlifts: Rising up to the challenge “I’m really excited to get back to the career I love,” says Julian Turnock, Director of new start-up Apple Stairlifts. “Not just installing stairlifts, but helping with changing people’s lives and assisting them to overcome their daily challenges.”

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After working in the lift industry for over 26 years, it had always been an ambition of Julian’s to set up and run his own company, but the turning point came last October when his employer underwent a company reshuffle. Says Julian: “After working for Handicare for 18 years and

Starting a new business at the tail end of a nationwide pandemic could be a tough prospect for most, but with plenty of experience behind him and a strong work ethic, Julian Turnock of Apple Stairlifts is determined to succeed…

reaching the position of National Service Manager, the decision was taken to have a reshuffle of the senior managers in the field service department and I decided to leave the business then. “I had to make a decision. Do I work for someone else or fulfil my

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“The aim of our business is to really bring a stairlift solution to every person that is in need of our services at a price they can afford” JULIAN TURNOCK

A Stannah 260 reconditioned lift

ambition and start up my own stairlift company?” For a few months, Julian, a multiskilled engineer, worked at his dad’s business, helping to install disability lifts onto coaches, but by April he was ready to get the ball rolling on his own business.

LOCATION, LOCATION, LOCATION Julian’s business would be focused around selling both new and reconditioned lifts while offering a breakdown and planned maintenance service. His first task was to start purchasing a number of used and second-hand lifts, and begin

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reconditioning them in readiness to fulfil potential orders. He will usually carry stock of around 50 stairlifts at any one time, which are from a number of manufacturers. The plan is to ultimately purchase premises of around 1,500 square foot for his business, which will have a small stairlift showroom at the front and a workshop at the rear of the unit. Trying to find appropriate premises for his business at the right size and price in the Bridgnorth area, however, has been a challenge. “Anything under 2,000 square foot is snapped up quickly,” says Julian. “There’s nothing out there unless you go over 3,500 square foot.” Further down the line, if he finds that he needs to turn his premises into a full mobility shop, he will look at using powered container storage local to where he lives, so that he still has the flexibility to control his overheads as stock increases and decreases. INITIAL CHALLENGES For Julian, one of the surprising challenges in starting up his business to begin with was finding national

RETAILER SPOTLIGHT manufacturers willing to set up an account with him. “There seems to be a real concern on their part about upsetting other dealers that already supply in the area you are operating in,” he says. “I can understand this to a degree but in the future when the percentage of units I will require each month has increased they will review the decision and then potentially want to sell to me. “For example, you can buy branded coffee and tea in all supermarkets, and also in the corner shop, so I don’t see the difference.” The only people to really suffer from a manufacturer’s unwillingness to expand its retailer network is the end-user, says Julian. “If manufacturers are only selling to select retailers for the fear of upsetting another retailer, it ultimately restricts the choice of the end user in finding the right solution to their mobility needs.” REACHING CUSTOMERS Julian’s many years of field service management experience has stood him in good stead with his business, so any challenges that have come his way have been mostly administerial, he says. He hired someone to design his brand and another to help on the social media side of things, and to design his website. As time has gone on, he has developed his skills around accountancy packages and marketing. “You really need to really chase people to get these things done,” laughs Julian. Everything else, he says, is starting to take shape, and he plans to launch a number of adverts in local

Julian carried out carpentry alterations here to enable a client to have a straight stairlift fitted rather than a more costly curved stairlift

Call to find out more

01787 888 106 Attaches in seconds

or email trade.sales@tgamobility.co.uk www.tgamobility.co.uk QUOTE: THS20

www.thiis.co.uk / 29

RETAILER SPOTLIGHT magazines in Bridgnorth to publicise his business and continue spreading the word via social media. “The aim of our business is to really bring a stairlift solution to every person that is in need of our services at a price they can afford,” he adds. There have been no problems with local competition, says Julian, as Apple Stairlifts offers sub contract installation and engineering services to other companies within the industry. “I would rather work with people and companies than have challenges with them,” adds Julian, who says that he prefers to stay focused on what he’s doing and doing it well, while giving outstanding customer service. “I genuinely want to support the communities around me that support my business. Yes, I need to earn a living but I will not compromise on our values. I believe that the best marketing of all is “word of mouth.”” The key to surviving as a new business is having the flexibility to adapt and to “paddle your own canoe,” says Julian. “I’ve seen companies for many years wrap themselves up in what the competition are doing, but who’s to say that the competition is going down the right route? Do what you do, and do it well, and give first class customer service – that is my aim.” BEYOND THE STAIRLIFT SECTOR The main challenge facing Apple Stairlifts over the next 12 months will be finding skilled people, says Julian. “We are starting to look at government training schemes now so we can get people onboard and train them to the standard our client deserves and should expect.” Very few companies are prepared to invest in training apprenticeships, says Julian, and good stairlift engineers are hard to come by so he has found that taking somebody from outside of the industry, but with the right skillset, is key. Julian is currently taking on an engineer with a mechanical background. “He is an HGV (heavy goods vehicle) mechanic, so he’s got the necessary skills regarding engineering and mechanical awareness. His

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A newly installed Apple Stairlift

knowledge of the 24 volt electrical systems that you get on lorries is very adaptable for the stairlift industry.” Julian has been training him on stairlifts and once the engineer has finished his manufacturer’s training, he’ll shadow Julian out on the field for two months until he is at the required standard. One of the advantages of his business, Julian explains, is being able to pick and choose from a broad range of lifts from different brands rather working with the small portfolio of a large manufacturer. The one lift, he says, that has surprised him is the Bespoke Stairlifts Synergy lift. “It’s not as well known

but it’s a clean-looking lift that is both easy to use and comfortable for the client. I really think they’ve taken the time to get the end-user involved when they developed the product.” Another advantage with this lift, Julian adds, is that he doesn’t need to buy additional parts for it if he needs to take the second-hand lift out

“Do what you do, and do it well, and give first class customer service – that is my aim” JULIAN TURNOCK

POWER TRIPS

RETAILER SPOTLIGHT and put it back in somewhere else as a right-hand lift, as everything is interchangeable. FACING THE FUTURE Julian has some exciting ideas for the future. “People who know me know I like to think outside the box. I’m really looking forward to supporting more of the rural communities and I am already in talks with some charities about working with them to offer stairlift rentals for the terminally ill.” In just a few months Julian has gone from a steady income and enduring the pandemic to becoming self-employed and starting from scratch, but Julian is happy with the direction his career is taking. “I think the biggest positive is being back in the field customer-facing. People do give me a strange look when I say it, but when I’m asked what I do for a living, I always say: ‘I change people’s lives.’ I believe that’s what all of us in the mobility and disability industry do.

“It doesn’t matter whether you sell mobility scooters, stairlifts or walking aids, you are not just going to work tomorrow, you are going to change somebody’s life for the better. You can’t put a price on that.” Reflecting on his former job, Julian adds: “I worked with some of the most brilliant and dedicated people I have ever met, and I miss them, but I’m sure that in the future I will work with some of them again.” Looking forward though, Julian says that there is scope for the company to expand beyond the stairlift sector. “We have been super busy. We have hit the ground running and we see real potential to grow the business. “What is key for us over the next 12 months is to grow the business but also put the correct structure in place that we have a solid foundation to be able to sustain that growth and also the ability to expand into other areas of the mobility sector.”

“If manufacturers are only selling to select retailers for the fear of upsetting another retailer, it ultimately restricts the choice of the end user” JULIAN TURNOCK

www.applestairlifts.co.uk

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LET’S GET IT CLEAR

Pommels: What they are and what they aren’t A pommel was originally the name given to the rounded knob at the top of a sword, dagger, or old-fashioned gun. Later, it became the name for a protuberance on the front of a horse’s saddle. It was there as something to grab hold of if needed and to increase the range of safe movement to enable fighting. In seating, pommel has been the common name attributed to an item at the front of the seat, between the legs. But why do we issue these? As we discuss in this article, there is one thing that a pommel is not and that is a legitimate means to stop someone slipping forward in their seat. LABELING CONVENTION FOR SEATING SUPPORTS: To find out what a pommel should really be used for, let’s give it its proper name – left or right medial knee support. This stems from ISO 16840-11 and the related Clinical Guidelines document2 (which covers seating terminology), wherein it says that supports are named by the body segment intended to be contacted (here the knee) and the

Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally and developing international seating standards.

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side of the segment (using the terms ‘inferior/superior’, ‘anterior/ posterior’, or ‘medial/lateral’ to indicate which side of the body segment the support is placed - here right or left, and medial). ‘Pommel’ itself is a deprecated term within the wheelchair terminology standard ISO 7176-263. Note that the term ‘abductor’ is not used, since, according to the guidance, supports should NOT be labeled by their intended purpose. In the case of the medial knee support, it could just be limiting adduction, rather than actively creating abduction. The purpose of the support is client-specific and is dependent on how it is applied. The problem with labelling a support based on its intended purpose is that it limits possible uses, it can be misleading, and it risks replacing good client specific problem solving. GOOD PRACTICE Why is it not good practice to use a pommel as means to stop someone slipping forward? The main reason is that the groin is not designed to be load-bearing: if the individual is sliding forward into the ‘pommel’, they are probably slipping into posterior pelvic tilt and a kyphotic spinal curvature, which is not an ideal seated posture. So what is the best practice then for

Pommels come in all shapes and sizes: round ones, triangular ones, oval ones. Sometimes they are fixed, sometimes they are flip down, and sometimes they are quick release. Regardless of their form and how they are mounted, this article looks at what they should and should not be used for.

controlling the position of the pelvis for a client with a tendency towards posterior tilt at the pelvis? The answer is: follow the guidelines to be found in BS 86254 and place a pelvic positioning belt over the thighs and attach it to the seat frame anterior to the greater trochanters. This, combined with a block at the PSISs at the top of the rear of the pelvis, should help to keep the pelvis in a relatively neutral position but still allow the client to reach forward.

Figure 1. The Stealth Products MTD-42 provides Leg harnesses for separated provide individual left and right leg and medialpositioning pelvic knee support management that can be–adjusted away for the from the needs groin. of each leg.

WHY IS IT IMPORTANT TO KEEP THE KNEES APART? The natural position of the thigh bone, the femur, is coming away from the hip joint at an angle of 5o of abduction. At this angle, the ballshaped head of the femur fits best into the circular socket in the pelvis, the acetabulum. For some people this is a natural sitting position, while for others they need a medial knee support to stop the thigh rotating into the midline. There may also be a need for a lateral knee or lateral thigh support to control the amount of outward rotation of the thigh. Most medial knee supports are single objects that act as both right and left medial knee supports at the same

time. Stealth Products offer a neat solution (Figure 1) where the left and right medial support pads can be adjusted individually to meet differing requirements of the left and right leg, but placed under a single cover to make the two parts appear visually as a single item. IS A MEDIAL KNEE SUPPORT THE ONLY WAY TO DO THIS? A useful device that can cover both the needs of keeping the pelvis from slipping into a posterior tilt, while controlling the amount of hip abduction at the same time, is a leg harness (Figure 2). These curve around the thighs and, depending on the fixation points selected, can provide greater or lesser aggressive leg and pelvic positional management. DO NO HARM Following the premise of the Hippocratic Oath sworn by doctors, the same principle needs to be

applied right across the realm of allied health. This principle of ‘do no harm’ should be applied to all equipment that is prescribed, as well as its accessories, as it is very relevant to the positioning and purpose of medial knee supports. We have a responsibility not just to do no harm by what we provide, but also promote a potentially less harmful posture. 1.

3. 4.

ISO 16840-1:2006 Wheelchair seating — Part 1: Vocabulary, reference axis convention and measures for body segments, posture and postural support surfaces Waugh, K & Crane, B (2013) A Clinical Application Guide to Standardized Wheelchair Seating Measures of the Body and Seating Support Surfaces Available from: https://www.pmguk. co.uk/resources/best-practiceguidelines archived items ISO 7176-26:2007 Wheelchairs — Part 26: Vocabulary BS 8625:2019 Selection, placement and fixation of flexible postural support devices in seating.

‘Let’s Get it Clear’ by Dr Barend ter Haar The Stealth Products MTD-42 provides for separated left and right medial knee support that can be adjusted for the needs of each leg.

One in a series of occasional resumés of aspects in the world of posture and mobility where there are common misconceptions and myths to be addressed to help promote better practice. Further items can be found at www.beshealthcare.net. If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net

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OT’S PERSPECTIVE

Make your online ads strategy work for you

Google Ads strategist Laura Moxham offers her tips for businesses looking to advertise successfully online…

By Stuart Barrow Laura Moxham is recognised as one of the smartest internet marketers for Google Ads PPC in the UK. She is Managing Director of boutique agency, YBA PPC, which has been recognised by Google Ads as a ‘top three per cent agency’ within Europe and shortlisted in the ‘Best for Growing Businesses Online’ category due to its high-ROI approach. With a proven track record in improving results for businesses in healthcare trade, she will be sharing some of her secrets live with visitors at the upcoming British Healthcare Trade Show on 15th June. I caught

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up with Laura to find out about the secrets to her success and how businesses in the mobility sector can get results from Google Ads… WHAT ARE THE MAIN POINTS EVERY HEALTHCARE, TRADE AND MANUFACTURER FOR THE INDUSTRY SHOULD KNOW ABOUT PAID TRAFFIC? “There are five things. First, you need to consider why your product is different from those of your competitors. Why should someone purchase from you as opposed to them? You can have the best campaign since sliced bread but without a strong competitive offer it will make it very difficult to win. “Second, think about those ‘buyer intent’ keywords. What’s your ideal

prospect typing into Google? Go for buyer intent keywords, such as ‘mobility scooters Hertfordshire’ for example, to minimise any wasted ad spend. “Third, always have a good followup. Google Ads can get you the leads but without good, relevant follow-up from enquiry to sale, it’s not going to be effective.

Laura Moxham’s seminar ‘Five Deadly Google Ads Mistakes That’ll Kill Your Sales (And How to Fix Them)’ takes place from 1pm to 1.45pm at the British Healthcare Trade Show on 15 June at Weetwood Hall Estate and Conference Centre, Leeds.

years later we are still going strong. “We help businesses navigate the choppy waters of Google Ads. We have won various awards and helped many businesses grow as a result.”

Stuart Barrow of Promoting Independence is a member of the Royal College of Occupational Therapists and a recognised contributor in the field of home adaptations. He also runs the popular Occupational Therapy Adaptations Conference.

WHAT EXPERIENCE DO YOU HAVE WITH HELPING BUSINESSES WITHIN THE MOBILITY SECTOR? “We took one of the UK’s leading mobility scooter manufacturers and grew their sales by 55 per cent through Google PPC. “We helped them to generate seven times their volume of sales enquiries whilst reducing their cost-per-lead by four.”

“Fourth, know your numbers. What’s your goal cost per lead from your Google Ads? This should be reverse engineered by figuring out how many leads you need to convert into a sale, and what the average order value and lifetime value is to your business. “Finally, success tracking. This tells you if your ads investment is fruitful. Don’t invest in Google Ads unless the tracking is set up accurately.” CAN YOU TELL ME ABOUT YOUR COMPANY? “My brother had a business which was doing okay, but it needed a boost to generate more sales enquiries. I stumbled across Google Ads and thought I’d give it a bash. “In the following six months, we attracted 108 new customers, adding £30,340 to our turnover, with a huge ROI of 220 per cent – which is rare in that sector. “This was a bit of a ‘lightbulb’ moment for me. I thought that if I can do this for my business, then maybe I can do this for other businesses. Six

YOU ARE A ‘TOP 3% GOOGLE PREMIER PARTNER’ AND HAVE BEEN VOTED BY GOOGLE AS ‘ONE OF THE BEST IN EUROPE FOR GROWING BUSINESSES ONLINE’ HOW DID THIS MAKE YOU FEEL? “Exceptionally proud. It’s a magical feeling to be recognised for something you love doing.” WHAT IS THE BIGGEST CHALLENGE YOU HAVE HAD IN BUSINESS? “Working with clients that do not have the same values and ethos. From experience this has been incredibly challenging. On the flip side, when clients are in sync with us, their Google Ads fly!”

sales machine that repeatably brings in sales, leads and enquiries. This doesn’t happen instantly. If it was that easy, everyone would be doing it!” WHAT ADVICE WOULD YOU GIVE TO A BUSINESS STARTING UP PPC ADVERTS? “My tips would be: 1. Have a specific goal to achieve (numbers wise). 2. Have a plan of how to achieve that goal. 3. Track progress. 4. Have patience – it’s not going to happen instantly. 5. Invest in an expert that can share visibility of what’s going on.” WHAT CAN YOU AND YOUR TEAM DO TO HELP BUSINESSES WHO HAVE TRIED PPC BUT HAVE HAD NO SUCCESS? “I am very happy to give prospective clients a free strategy call for 30 minutes to go through their ads with a fine tooth comb.” WHY SHOULD PEOPLE ATTEND YOUR SESSION AT THE BRITISH HEALTHCARE TRADE SHOW? “The presentation is no fluff and will give you practical advice, whether you’re starting out on your Google Ads journey or you’re a seasoned pro, sharing advanced strategies to make improvements.”

IS THERE A MINIMUM SPEND AND TIMESCALE THAT FIRMS SHOULD RUN FOR PPC ADVERTS? “Too small and you won’t achieve results. As a guide, we recommend a starting monthly budget of £2k. “For timescales, it needs six months minimum (depending on budget) to invest in Google Ads. It’s not a quick-win. You are investing to build a

YBA PPC is offering all THIIS Magazine readers a personal, FREE 30 digital strategy review. Simply email team@ybappc. co.uk with ‘THIIS free strategy call’ in the email along with your contact details.

TRUSTED SUPPLIER OF MOBILITY EQUIPMENT BASED IN DERBYSHIRE FOR SALE REF NO 162039

An exciting opportunity to acquire a supplier of mobility equipment with an excellent reputation. The company benefits from a turnover exceeding £422,000. This is achieved by supplying a comprehensive range of products, and offering repair and maintenance services to an enviable client base consisting of leading manufacturers. Currently the company operates from fully disabled-accessible leasehold premises. The company is being offered for sale as the current owners are seeking retirement. There is a lot of scope to expand through increasing the product range, recruiting more staff, creating an e-commerce platform and investing in additional marketing strategies to facilitate growth. In addition to this it is a great bolt-on acquisition for complementary service providers. For more information please contact Helen Bainbridge: bainbridge@knightsbridgeplc.com 01204 555084 www.knightsbridgeplc.com

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BHTS BUYERS GUIDE

Retailers’ guide to the British Healthcare Trade Show

The ultimate guide to which products to see at the upcoming BHTS event on 15 June in Leeds.

NRS Freestyle Three Wheel Rollator from NRS Healthcare This stylish and practical rollator is made to high standards. Its aluminium frame makes it incredibly lightweight but also very strong, providing the user with reassuring support when walking. The large wheels offer effortless control and manoeuvrability, while the ergonomically designed handles are fully height adjustable, allowing the user to choose the perfect position for utmost comfort. The frame features a self-locking folding mechanism that makes it quick and easy to store or transport. A large clipon bag ensures personal items are always close by and it benefits from discreet pockets and a simple zip fastener. The Freestyle Three Wheel Rollator is also available in purple, champagne and silver. Find NRS Healthcare on Stand 18. www.nrshealthcare.co.uk

Icon 35 wheelchair range from Rehasense UK The Icon 35 range of lightweight aluminium wheelchairs fit perfectly within the brand’s growing portfolio. Weighing only 8.2kg, the Icon 35BX is the lightest wheelchair in the range and features an ergonomic seat and back angle to provide a superb seating position. The Icon 35LX, which weighs 9kg, is fitted with enhanced ergonomic seating, back upholstery and adjustable armrests for increased support and pressure relief. Both models have seat widths of 16” and 18” and for transportation and storage can be easily folded to take up little space. With a maximum user weight of 125kg, both models offer a lightweight wheelchair solution. Standard features include swing away leg rests, armrests (height adjustable on the LX) and carrying handle for transporting when folded. Find Rehasense UK on Stand 11. www.rehasense.co.uk

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BHTS BUYERS GUIDE

mLite from Motion Healthcare

Sango Advanced Power Wheelchair from Dietz Rehab

The mLite weighs 17.8kg, making it one of the lightest folding mobility scooters on the market. The lithium battery pack weighs 1.85kg and offers the option of both on-or off-board charging. Using a simple sliding mechanism, the mLite offers a comfortable spacious ride when unfolded but is still compact when folded. This allows it to fit in any car boot or the rear footwell of most cars. The extendable handle offers the ability to easily manoeuvre when folded, making it easy to transport. The mLite has an 18-stone weight limit and a powerful motor. The extra soft compound solid tyres and soft rubber seat also provide a high level of comfort. Find Motion Healthcare on Stands 26, 27 and 28. www.motionhealthcare.co.uk

The Sango Advanced offers a combination of great traction for outdoor use with a compact chassis size for tighter manoeuvres indoors. Available in either mid-wheel-drive, rear-wheeldrive or front-wheel-drive, the rubber suspension system offers an almost silent drive. The SEGO seating system is fully adjustable and a full range of powered options can be selected including powered seat tilt, powered seat lift, powered backrest recline, powered anterior seat tilt, powered centre mount legrest and powered individual legrests. If specific requirements cannot be met by standard options, the Sango Advanced can be fitted with customised and bespoke items. Find DIETZ Rehab on Stand 24. www.dietz-power.com

The Rota-pro Low from Apex Medical Operating similarly to the Rota-pro® Standard, the Rota-pro® Low differs by design, suiting users below 5’5” tall via a lower mattress platform height, whilst maintaining the maximum user weight of 135kgs. Its specially designed pressure-reducing mattress contours to the profiling platform, whether in chair or one of the many profiling bed positions, ensuring a peaceful night’s sleep. It is complemented further by the practical purpose-made sheets that incorporate a pillowcase retainer in their design, thereby removing the annoyance of the pillow falling from the bed when in its chair position. Find Apex Medical on Stand 2. www.apexmedicalcorp.com

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BHTS BUYERS GUIDE

Cabin Car Mk2 Plus from Scooterpac Proudly designed and built in Great Britain, the Cabin Car Mk2 Plus is packed full of features. As the only mobility scooter featuring an interior heater, remote central locking, rear parking sensors and reversing camera, it’s ideal for anyone transitioning from car to scooter.

Using Scooterpac’s online configurator users can pick any paint colour in the world and customise their cabin car with over 20 optional extras available, including a heated seat, wireless hands-free system, and electric windows. Door kick plates, follow-mehome lights and interior

iGo Lite from Pride Mobility The iGo Lite is made from carbon fibre and weighs 19.8kg, making it the lightest power chair within the Pride Mobility range. It has a weight capacity of 21st 2 lbs and can travel up to 3.7 mph. It comes with a built-in USB charger, flight-safe batteries as well as under-seat storage, and front suspension, all within a one-touch folding system and 900mm turning radius. Find Pride Mobility on Stands 3 and 4. www.pride-mobility.co.uk

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lighting are all now featured as standard. You can find Scooterpac on the Stage. www.scooterpac.com

BHTS BUYERS GUIDE

The Nest range from Sumed International The Nest range is a new product range that is a polyester-based thermoplastic elastomer with three-dimensional random loop structure. It provides superior body pressure distribution, excellent breathability, high resilience and inhibits bacteria in the event of strikethrough. There is a mattress product and a cushion product both with the same qualities. This environmentally-friendly mattress is ideal for hospitals, nursing homes and even at home. The Nest mattress has antimicrobial properties and unique structures, which inhibit the growth of harmful bacteria, reducing the risk of healthcareassociated infections.

Both the cover and the material can withstand very high temperatures, which makes it suitable for disinfecting processes such as submersion, machinewashing, pressure washing and vapour disinfection. Find Sumed International on Stand 5. www.sumedinternational.com

BUSINESS

FOR SALE Ardoo Caresafe manufactures and sells the Ardoo 140 Hoist/StandAid Combo. The hoist is the lightest portable hoist on the market and is patent/copyright protected. The owners are retiring and wish to sell the business and/or product rights. Existing manufacturing supply chain can be transferred to new owners. There is vast potential to further develop global sales of the product range. More information can be found on our website including product features, benefits and excellent customer testimonials. Please contact owner: senan@ardoohoists.com Tel +353872594050 www.ardoohoists.com

Sealed VRLA Gel Batteries from MK Battery These high-quality deep cycle gel batteries from MK Battery are popular with many wheelchair manufacturers. The batteries offer proven performance and a significantly longer life – averaging one to two years or longer – when they are properly maintained. Find MK Battery on Stand 15. www.mkbattery.com

BHTS BUYERS GUIDE

Lithilite and Lithilite Pro scooters from Motion Healthcare

Edge 3 Stretto from Quantum Rehab The Edge® 3 Stretto is narrow in width to improve maneuverability, making it suitable for both indoor and outdoor environments. The Stretto also comes with SRS (Smooth Ride Suspension), which is an automotive-grade power chair suspension improving comfort and

stability. The Stretto is available with 12.5” or 14” drive wheels and comes with i-Level technology, allowing the user to travel up to 4.5mph at a raised eye-level height. Find Quantum Rehab on Stands 6 and 7. www.quantumrehab.co.uk

Configura Advance from Accora The Configura Advance is a highly configurable specialist chair. With innovative new features and improved standard features, it is a costeffective seating solution for complex and challenging seating needs. Find Accora on Stand 8. www.accora.care

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The Lithilite range adds innovative lithium battery technology to its high-quality, tried and tested design. The scooter offers up to 15 miles range with a lightweight 4kg battery pack. The LithilitePro goes even further, with a 30-mile range and only a 5kg battery pack. A smaller battery pack is also available that complies with Civil Aviation Authority regulations. Both the Lithilite and Lithilite Pro can be disassembled easily for transportation and are fitted with all-round suspension. The long and flat floorpan and adjustable tiller also allow generous leg room and the soft grip tiller handlebar make for a comfortable ride. Find Motion Healthcare on Stands, 26, 28 and 28. www.motionhealthcare.co.uk

BHTS BUYERS GUIDE

MicroLite Folding Scooter from Cavendish Health Care & Mobility

Sango Slimline Power Wheelchair The Sango Slimline offers an ultra-compact chassis width of 51cm for the tightest of manoeuvres indoors combined with great traction. Available in mid-wheel-drive, rear-wheeldrive or front-wheel-drive, the rubber suspension system offers an almost silent drive. Fitted as standard with four-pole high torque motors, a range of motor speed options are available. The chair features an ultralow seat height from 38cm (with 12” drive wheels). The seating system is fully adjustable and a range of accessory options allow for optimal comfort. A range of powered options can be selected including seat tilt, seat lift, backrest recline, anterior seat tilt, centre mount legrest and individual legrests. From Dietz Rehab on Stand 24. www.dietz-power.com

Apex Aluma-lite from Pride The Apex Aluma-lite is the lightest aluminium fourwheeled travel scooter on the market, making it easier and more compact for travel. Weighing 28.8kg, it can travel up to speeds of 4mph. Find Pride Mobility on Stands 3 and 4. www.pride-mobility.co.uk

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The MicroLite is a lightweight mobility scooter that is easy to manage thanks to a total weight of just 17.9kgs. A range of 6.2 miles and a 230w motor make it perfect for everyday use. To take apart, just lift off the seat, remove the battery and fold the tiler down. It can then be stored away in a small space. Once the seat and battery is removed the MicroLite weighs just 11.8kg (26lbs) and is approved for air travel. Find Cavendish Health Care and Mobility on Stand 10. www.cavendishhealthcare.co.uk

Handicare Techtool from Handicare Handicare’s comprehensive technical training and support for its partners is being taken to another level with the launch of its new free-to-use troubleshooter portal, TechTool. Designed to help stairlift service and repair engineers find fast fixes to faults on Handicare’s curved and straight stairlifts, TechTool makes it easy to access information quickly on its most popular products: the Freecurve, 2000 and 1000 models. Certified engineers working for Handicare Partners can register for free access at the website below. Find Handicare on Stand 9. www.handicaretechtool.com

BHTS BUYERS GUIDE

Scooterpac Canopy from Scooterpac The Scooterpac Canopy is a simple yet effective accessory that fits nearly every mobility scooter available. As well as keeping users warm and dry, the clear windscreen and heavyduty fabric provide all-year-round protection. If it looks like rain, it is possible to fold out the canopy from behind the

seat to form a top and side canopy. If the weather is sunny it is possible to fold the canopy back in seconds. Using cleverly adjustable arms, the Scooterpac Canopy fits securely to all scooters – even car transportable models. The compact design and lightweight

frame mean users can easily transport their scooter. The aluminium corrosion-proof frame is easy to fit and provides full forward and sideways visibility. Find Scooterpac on the Stage. www.scooterpac.com

Little Wave Flip tilt-inspace wheelchair from Ki Mobility Combining elements from strollers with the durability of a wheelchair, the Little Wave Flip provides an advanced paediatric tilt-in-space wheelchair with a flat fold design, thanks to Taper Lok technology. Over 500 colour combinations at no extra charge allow children to express themselves. Easy adjustment to seat height, depth and width can be made with fewer parts, whilst a height adjustable T-Arm (low) provides a rugged adjustable armrest option for smaller users. The Little Wave Flip offers hassle-free anti-tips and an attendant wheel lock that offers a hands-free, easy-to-use strollerstyle lock. Find Ki Mobility on Stand 23. www.kimobility.com

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BHTS BUYERS GUIDE

The Rota-pro Standard from Apex Medical This rotational chair bed is a German manufactured product designed for users who are 5’5” tall and above, with a maximum user weight of 135kg. To the end-user the design and functionality of the Rotapro can help to revolutionise daily life, effecting changes in care packages assisting family carers with its 90 degrees

The Toilet Buddy from The Osprey Group Designed to assist the user to sit and stand from the toilet, the Toilet Buddy is a brand new addition to the toilet raiser market. Its height-adjustable frame will fit around most toilets, including the Geberit Mera Wash Dry Toilet. Battery-operated, for ease-of-use in bathroom environments and with a 30-stone safe working load, the Toilet Buddy is strong and secure. Its easily detachable battery manages up to 100 lifts per charge. It can be used as a plug-in bedside commode and its push button operation (voice activation optional) makes it easy to use. The modern wipe-clean body work fits in with most domestic bathrooms. Find The Osprey Group on Stand 14. www.theospreygroup.co.uk

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rotational chair-to-bed function – all at the touch of a single button. Being re-programmable permits adjustment to suit the changing needs and conditions of the individual. Find Apex Medical on Stand 2. www.apexmedicalcorp.com

Q6 Edge 2.0 from Quantum Rehab The Q6 Edge is engineered to meet the performance of more active users, featuring versatile powered solutions. Its features include the TRU-Balance® 3 Seating System, that allows users horizontal mobility with functional independence, as well as ATX Suspension, enhancing obstacle climbing and making the product suitable for offroad. The Q6 Edge 2.0 also comes with i-Level technology, enabling the user to travel up to 4.5mph at a raised eyelevel height. Find Quantum Rehab on Stands 6 and 7. www.quantumrehab.co.uk

BHTS BUYERS GUIDE

Haze HZY-EV12-80 Gel Battery from Easystart HZY-EV12-80 is a completely sealed, maintenancefree gel battery. Gel batteries are vacuumsealed units filled with a gel silica rather than traditional acid. The gel makes for a more robust battery as it is vibration- and shockresistant. The suspension of the electrolyte also means the battery will hold its charge for a longer period and it protects the plates from sulphating or corroding. As with most Haze batteries, HZY-EV12-80 offers an increased capacity without increasing the physical box size at 87.9Ah; it is well suited to those who use their mobility scooters very frequently. Find Easystart on Stand 20. www.easystartbatteries.co.uk

Spartan Mobility Scooter from Cavendish Health Care & Mobility The Spartan is a portable mobility scooter that has a weight capacity of up to 32 stone. A large, padded suspension seat and extra legroom helps to provide an excellent ride quality. In keeping with the SupaScoota range, it is very simple to dismantle. The battery and seat can be taken off and the tiller folded down. The Spartan has a range of up to 6.2 miles, making it perfect for local journeys and day trips. It can even be taken abroad thanks to the flight-friendly lithium battery. Find Cavendish Health Care and Mobility on Stand 10. www.cavendishhealthcare.co.uk

NEW

TRACK WHEEL CONVERT YOUR WHEELCHAIR INTO AN AGILE TRICYCLE

 Ultralight, starting from 2.6 kg  Superb comfort due to large 12” wheel  Enjoyable driving experience even on uneven terrain  Single Arm for rigid wheelchairs  Double Arm for wheelchairs with fixed integrated footrests – available soon

SEE US AT BHTS ON JUNE 15TH 2021 STAND 11

Rehasense UK +44 (0) 0333 220 0704 ukadmin@rehasense.com TRACK WHEEL SINGLE ARM, CARBON FIBRE

www.rehasense.co.uk

BHTS BUYERS GUIDE

Space LX Rollator from Rehasense UK This rollator combines intuitive design, smooth lines and high strength alloy materials. Weighing only 5.8kg, the rollator is easy to walk with, lift and turn indoors and outside. To ensure good posture, height-adjustable handles with indexed settings provide increased user comfort while increased safety comes from the quick positive braking system. Storing the Space LX or transporting it is simple thanks to the easy-to-use A-lock system, which doubles as an ergonomic carrying handle. Available in medium or large and a choice of metallic finishes, the Space LX has a maximum user weight of 150kg and is fitted with a backrest, stick holder and integrated removable basket. Find Rehasense UK on Stand 11. www.rehasense.co.uk

Nuvo Mobile shower from NRS Healthcare Reducing the risk of slips and falls, the Nuvo Mobile shower chair provides a comfortable and secure seat for use in showers and wet rooms. Easily assembled and made with stainless steel, this smart height-adjustable chair has a maximum user weight of 166kg (26st) and is easy to manoeuvre, thanks to its four locking/ unlocking the castors. The plastic moulded seat offers comfort and water is efficiently drained through holes in the seat and back. Find NRS Healthcare on Stand 18.

www.nrshealthcare.co.uk

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New Blazer power wheelchair from Karma The New Blazer is Karma’s newest rearwheel power wheelchair with a narrow width of just 58cm to make navigating through doorways and tight spaces easier. It is available with either a sling or captain seat and has lights as standard. The armrests can flip-back and the footrests can swing out of the way to make transferring from the wheelchair safer. The armrests are height adjustable from 18-26cm to roll closer to a table. The New Blazer has also been crash tested in accordance with ISO 7176-19. Find Karma Mobility on Stands 21 and 22. www.karmamobility.co.uk

All chairs are not the same Snowdon Bariatric

For more information on our range go to... www.primacare.co.uk

BHTS BUYERS GUIDE

Alumina and Amulina Pro scooters from Motion Healthcare The Alumina range offers the innovation of both an aluminium chassis and lithium battery technology, making the scooters lightweight with a long range. The Alumina offers up to 15 miles range with a lightweight 4kg battery pack while the Alumina Pro goes even further, with a 30-mile-range and only a 5kg battery pack. Both the Alumina and Alumina Pro are designed to be disassembled easily

for transportation with the heaviest part weighing just 10kg. Both are fitted with all-round suspension. The long and flat floorpan and adjustable tiller also allow generous leg room and the soft grip tiller handlebar and a larger-than-standard seat make for a comfortable ride. Find Motion Healthcare on Stands 26, 27 and 28. www.motionhealthcare.co.uk

Sealed VRLA AGM Batteries from MK Battery For lighter duty mobility use, MK Battery offers a line of AGM (absorbed glass mat) batteries. Although AGM batteries will not match the cycle-life performance of the brand’s gel batteries, they do offer a lower initial cost and will supply sufficient functionality to meet the less critical needs of lighter duty mobility applications. For heavy daily use and traditional rehab applications, continued utilisation of heavy duty gel batteries is recommended. Find MK Battery on Stand 15. www.mkbattery.com

Agile wheelchair from Karma The Agile is the latest addition to the Karma range of wheelchairs. It has a lightweight aluminium frame and takes users up to 125kg. Standard features include detachable footrest hangers and flip-back armrests and slowing brakes. It is available in transit and self-propel, in 16”, 18” and 20” seat widths. Optional

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accessories include seatbelt, tensionadjustable backrest, elevating legrests and anti-tips. The Agile has been crash tested in accordance with ISO 7176-19 and can be used as a seat in a motor vehicle for transportation. Find Karma Mobility on Stands 21 and 22. www.karmamobility.co.uk

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

BHTS BUYERS GUIDE

eDrive scooter from Motion Healthcare The eDrive is a travel-friendly scooter that quickly folds itself into a small manageable shape in one smooth movement at the press of a button on the key fob and unfolds just as quick. Once in the boot, the revolutionary removable battery pack allows the user to slide out the lightweight lithium battery pack to charge indoors. Despite its compact shape, the eDrive offers plenty of comfort and stability with large wheels, an impressive ground clearance and plenty of leg room, with a weight limit of 21 stone. Find Motion Healthcare on Stands 26, 27 and 28. www.motionhealthcare.co.uk

Haze HZB-EV12-33EX AGM battery from Easystart

The HZB-EV12-33EX is a completely sealed, maintenance free AGM battery available from Easystart. The EX Range was in development for over five years before its launch and delivers exceptional specifications beyond original box size beliefs as it utilises the empty box space found in most batteries. This has resulted in the capacity of the EX batteries being increased by up to 46 per cent compared to standard AGM batteries. Exclusive to Haze, HZB-EV12-33EX offers 41.1Ah in a 33Ah box size, making suited to a user who needs to more power but has limited space on their mobility scooter. Find Easystart on Stand 20. www.easystartbatteries.co.uk

FloorBed 2 from Accora With an ultra-low mattress platform giving a height of only 71mm, the FloorBed 2 helps to significantly reduce the risk of injury if a person rolls out of bed. The FloorBed 2 offers all the features of a fully functioning profiling bed, with an even higher nursing height of 800mm. The low headboards give greater access for care staff at the head and foot end, when at nursing height. Find Accora on Stand 8.

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www.accora.care

We are committed to building successful partnerships in a global business, putting our partners at the heart of every business decision that we make.

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Learn more at accessbdd.com

BHTS BUYERS GUIDE

Axis Headrest with Pivot Wing Pad from FormAlign The Axis Headrest kit offers plenty of flexibility because it is adjustable, easy to fit and durable. The pad is available in two sizes, while the wings are width and depth adjustable. Features include removable foam sections for pressure care upgrades or environmental controls. It also has lateral pads, which can be used any way up for ultimate head positioning. Self-adhesive gel is available for added pressure relief and shear reduction. The kit comes complete with mounting hardware. Find FormAlign on Stand 16. www.formalign.com

Teal Super Stallette from Teal Patents The Super Stallette provides effective hand hygiene, without the need of mains water service or drainage connections. Highly portable, it can be plugged into a 13-amp socket. Placing your hands in the bowl triggers the wash cycle and the unique bluesensor will start to flash indicating that the water is being heated to the required temperature of just over 40°C. It will then deliver the 10-second hot wash in a low-pressure spray, ideal for hand washing under running water. Removing your hands from the bowl, the Bluesensor will indicate it is ready to use. Find Teal Patents on Stand 17. www.tealwash.com

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Integrity static cushion from Sumed International The new Integrity static cushion range is available in five risk levels, three weight limits, both standard and special sizes, and with three different cover options – wipeable, spacer fabric and towelling. All covers come with a non-slip base and zips on two sides to enable ease of use. Integrity static cushions are available in different types of packaging, either in a box with a handle or a clear plastic bag that also has a handle. Colour coded labels are also present on both packaging options for clarity. Find Sumed International on Stand 5. www.sumedinternational.com

BHTS BUYERS GUIDE

Non-handed Handicare 1100 straight stairlift from Handicare This state-of-the-art stairlift from Handicare features smooth and quiet patented friction drive technology and a toothless rail with no oil or grease, so it’s easy to keep clean. With its unique, compact design and strong yet slimline rail, the Handicare 1100 obscures less of a staircase while

perfectly complementing a host of interior styles and tastes. Available with manual or powered seat and footrest options, and with accessories including a Slide Track (up to 7m) or Easy Hinge, the 1000 can be installed in a wide variety of homes to suit a range of needs and

be upgraded easily after installation, making it the perfect choice for users whose needs are likely to change in the future. Find Handicare on Stand 9. www.handicare-stairlifts.co.uk

STX Cushion from FormAlign The FormAlign STX cushion offers a great deal of structure, which, in turn, makes it one of the most supportive cushions on the market for both symmetrical and severely asymmetrical postures. The modular design allows asymmetrical postural challenges to be accommodated or corrected such as wind-sweeping, pelvic rotation, and a range of movement limitations within the hip. The STX has optional ‘cluster gel’ packs, which can be used to further

distribute pressure accurately for more complex postures and skin integrity challenges. From lowering of femurs to offsetting lateral thigh guides, the STX offers many options. Find FormAlign on Stand 16. www.formalign.com

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BHTS BUYERS GUIDE

Teal Handspa from Teal Patents Teal portable sinks and basins can be placed at point of need, so they are ideal for residents who may have to be isolated or have restricted mobility, allowing them and staff access to warm water in their rooms. The HandSpa hand washing basin provides effective hand hygiene, without the need of mains water service or drainage connections. It has hands-free operation under warm running water, which is kept at the optimum temperature of 40°– 43°C. Easy to locate, the HandSpa can be plugged in to any convenient 13-amp socket with nothing to reset or adjust. The HandSpa provides up to 50 10-second hot washes per filling unit and comes complete with an easy-to-use water container. Find Teal Patents on Stand 17.

Rogue XP wheelchair from Ki Mobility Rogue XP provides a performance wheelchair for growing teens, enabling them to customise it and embrace their personal style. The XP can be customised in a choice of colours for frame, accent, release cable and wheels. The manufacturer states that there is no compromise on fit or function and with a transport weight of just 5.26kg, there is no compromise on performance. Available in widths of 25.4cm - 50.8cm the Rogue XP is built for growth with expanders allowing it to grow up to 7.62cm in width. Depth adjustment can be predetermined on the order form. Find Ki Mobility on Stand 23. www.kimobility.com

www.tealwash.com

The Eagle has landed! We are excited to announce the launch of the Eagle, part of the Mangar lifting cushion range • A small footprint which allows it to be used in tight spaces, including bathrooms • Easy to fold and position under someone who has fallen • Will lift at least 30 stone • Very little training required to use it • A slimline version of the Camel, the Eagle has an in-built backrest to give extra support • Portable – able to use inside or outdoors • Protects carers from injury when lifting

For more information or to book a demonstration please email sales@mangarhealth.com or call 0800 2800 485.

The updated Blazer has a number of user friendly upgrades and is now even narrower than before. It is still available with either a Sling or Captain seat and a variety of accessories.

Blazer Captain

Blazer Sling

Manual Recline No Tilt-in-Space Captain Sitting Nominal Seat Width (inch): 18 / 20

Tilt-in-Space/ Standard Seat Sling Sitting Adjustable Seat Depth Manual Stepless Recline Nominal Seat Width (inch): 17 / 19 / 20

TAKE LIFE OUTDOORS The Zest and Zest Plus – transportable car boot scooters with exceptional comfort

With easy-to-lift parts and advanced front and rear suspension, the Zest and Zest Plus offer your customers a reliably smooth ride whether it’s a trip to the shops or further afield. To enquire about the Zest and Zest Plus

Call 01787 888 106

or email trade.sales@tgamobility.co.uk www.tgamobility.co.uk QUOTE: THSA21