Thiis march 2016 web by THIIS

THIIS Trade Magazine • Issue 210 • March 2016

Issue 210 • March 2016

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

#clevercampaign TRADE DEALS NEW PRODUCTS

BEING NO. 1 ONLINE LOCALLY

TIME TO SELL UP?

TEAM MOTIVATION NEWS ROUND UP

making life better by design â&#x20AC;&#x153;We decided it was time to introduce contemporary design and new levels of comfort to furniture for the independent living sector. We also wanted to make it choosing style, functionality and fabric selection simple. We created accentu8 - British designed and made rise and recline chairs, engineered and crafted with care and so easy to select for every need. We look forward to the introducing you to accentu8, a world where we redefine motion furniture.â&#x20AC;? Angela Gidden MBE, Consultant Creative Director & Designer, accentu8

explore accentu8 today and receive our brochure www.accentu8.net t 01446 776111

…from the editor We highlighted a very clever social media campaign from Australia in the weekly Round Up recently, which sent a message about being careful in the sun to anyone who used a hashtag such as #bythepool or #onthebeach etc. On the front this month we are featuring a campaign produced by NRS Healthcare which you can read about in a ‘Things we like’ article.

Don’t be shy, why not get in touch...

Editor David N Russell Tel: 01536 710050 E-mail: info@thiis.co.uk

We have plenty of news and views again this month, including articles on how to motivate a team, how to get your company at the top of the listings when potential customers are searching online and getting out and about in front of your potential customers too. If you don’t receive our weekly email news round up, then just send a message to info@thiis.co.uk and we’ll add you to the growing distribution list.

Assistant Editor

David N Russell

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

Editor

On the front... We like it! – read why on pages 36 & 37

Advertising Enquiries You can find THIIS on Twitter at: wwwthiiscouk

Ed, Jayne or Sue 01536 317000 advertising@thiis.co.uk

INSURANCE & FINANCE A helping hand when you need it most.

Call us today 01582 840067 www.thiis.co.uk 3

“80% of consumers trust online reviews and this influences who they buy from”

New lift for retailer Page 12

“We knew at once as soon as we saw it that this was going to make a huge impact”

“We are set to increase export market sales by 12% over the next financial year”

“The best time to sell a company is while it is still growing”

Contributors this month...

Dennis Goodes Caring Designs Partnership

Dave Rebbettes BCMS

Tom Courtney Courtney Associates

Polly Eden Essential Healthcare

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InTHIISissue...

“Why not pop over to their desk and give them some ad hoc feedback?”

Focus on trade partnerships Page 14

Success for Partner day Page 16

News Round Up Page 22

Motivating the team Page 34

Selling the business Page 48

New on the market Page 52

Getting in front of customers Page 58

25th & 26th September 2016 / NEC Birmingham

REGISTRATION IS NOW OPEN! TRADE DAYS RETURNS TO THE NEC ON 25TH & 26TH SEPTEMBER To allow you to plan your business calendar for 2016, we have opened the registration for Trade Days nice and early! Register online today!

tradedays.co.uk/compthiis Win a brand new Kindle!

The first 100 people to register for Trade Days will be entered into a draw to win a brand new Kindle Paperwhite or Amazon vouchers of equivalent value!

Win a nightâ&#x20AC;&#x2122;s accommodation for Trade Days!

The first 200 people to register will be entered into a draw to win a free nightâ&#x20AC;&#x2122;s accommodation at Trade Days 2016.

To book your space at Trade Days 2016 contact Clare Johnson on +44 (0) 207 348 5766 or email c.johnson@closerstillmedia.com

How to be number one online in your local area How can you get found online by customers in your local area? Here Myles Anderson, CEO of BrightLocal.com explains how your business can benefit from local search engine optimization and gain more customers in your local area. According to Myles, the results of BrightLocal’s Local Consumer Review Survey revealed that 91% of consumers have searched online for a local business in the last 12 months. He told us: “43% of consumers search online on a daily, weekly, or monthly basis - and it’s consumers of all ages who are searching.” In 2014, the number of searches made on mobile, overtook searches on desktop and last year, there were around 46 billion searches on mobile and desktop. “Of all those mobile searches” Myles explained, “our consumer survey showed that 61% of consumers are more likely to contact a local business if they have a ‘mobile friendly’ site. A survey of Trade Days attendees, when we presented a seminar at the show, showed that only 25% of mobility and living aid businesses actually meet those criteria.” You can check if your website is mobile friendly at bit.ly/googlemobcheck. 6 www.thiis.co.uk

So what does Myles mean by ‘mobile friendly’? Google defines ‘mobile friendly’ as: “A website that loads and displays correctly on a mobile device so visitors can have the best user experience.” In 2015, Google began to only display ‘mobile friendly’ sites within mobile search results, and the benefits of being ‘mobile friendly’ are clear: Boosts SEO rankings for mobile search Provides mobile users with a great experience of your business Gives good behavioral signals to Google Can give easy access to key contact information Myles says that Internet Marketing is effective at driving new customers. “According to the 2014 SMB Internet Marketing Survey, 75% of small & medium businesses say that Internet Marketing is effective. Word of Mouth is considered the most effective marketing channel. However, the survey also revealed that of the 4 most popular

Myles Anderson, CEO of BrightLocal. com spoke at Trade Days when he explained to retailers how to go about being the number one choice locally.

Excel Yoga Foldable compact lightweight travelscooter Ideal for cruising the seas To organise a demonstration today please call our product specialist team at: 01977 681400

Van Os Medical UK Ltd. Excel House | Ashbrooke Park | Lincoln Way | Sherburn in Elmet | North Yorkshire | LS25 6PJ EXCEL® is a registered trademark of VAN OS MEDICAL B.V. Minifigures are trademarks of the LEGO Group. ©2016 The LEGO Group. We are not affiliated with the LEGO group, directly or indirectly.

channels, 3 of them have an online focus - SEO, online local directories & email marketing.” Myles explained how consumers go about selecting a local business. “More and more consumers are reading online reviews” he told us. “According to the 2015 Local Consumer Review Survey, 80% of consumers trust online reviews and this influences who they buy from. Star rating is the number 1 factor that consumers pay attention to and 43% of consumers won’t use a business with a star rating of 3 or less. It’s clear that you need to nurture & grow your online reputation & make it work for you.” Myles also believes that it is important that businesses use Google My Business, a free service from Google that lets you connect directly with customers. “Every business owner should claim and update their business listing at google. com/business and, depending on how much time you have, at the very minimum you should check your company name, ensure your address is accurate, add the phone number, update your website address, assign relevant categories and check your showroom’s opening hours. If you have time, then write a detailed description, choose a short URL for your business page, add your company logo and add quality photos of your interior, exterior and team and you could also consider a Google Business View of your showroom – see bit.ly/googlebusview.” Myles also stressed the importance of having what he describes as ‘great’ website content.

“After the Homepage, it is the About and Contact pages which are visited the most. This is followed by pages relating to services, products, prices and brands, showing quite clearly where a local business should focus its efforts.” Finally, for those businesses with multiple showroom locations, make sure each and every location not only has its own Google My Business Page, but also its own page on your website. You can find out more about BrightLocal.com at www.brightlocal.com

Leckey launch customer care subsidary James Leckey Design Ltd has created a new sales and customer care company called VIDA with the aim to offer customers the best support and advice to meet their specialist needs. The company says that, within VIDA, Product Advisors will focus on one of three main core product groups: seating (OT) focussed, standing (PT) focussed and mobility focussed. The VIDA Customer Care centre will arrange appointments and it is anticipated that response times will be reduced and that there will be increased flexibility when it comes to arranging demonstrations, servicing etc. To support the creation of VIDA, Leckey is recruiting Product Specialists to offer increased levels of support across the UK and they will be supported by the recruitment of further service engineers. James Leckey, CEO of Leckey, explains: “After experiencing significant growth in the last 8 www.thiis.co.uk

five years, preparations are now being made for future growth, including some new international operations. We already provide the highest level of service in the UK, but we feel that we can be even better. We felt that the clinical customer support needed to be highlighted separately from the products themselves.” James says that Leckey believes it can provide a greater level of service and support by specialising and concentrating its efforts on a narrower range of products so that each business unit can provide a much greater depth of knowledge and support. He added: “The design and manufacturing divisions of Leckey will continue unchanged and will retain the Leckey brand.” For more information, call 0800 318 265 or visit the website at www.leckey.com

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Focus

Market Development Dennis Goodes, Consultant & Advisor in Specialist Bathing at Caring Designs Partnership talks about the growth in future proofing bathrooms for the ‘silver generation’ versus the requirements for the ‘true’ special needs market.

The bathroom marketplace Demographics have been telling us for years that the population is ageing and most of us in the bathroom market now recognise this as an area of potential growth, if the product offer is right. But how big is the market? Is it really a growth market? And what are the market’s demographics, for it does have its own micro channels and niches within it. The answers currently depend on which sector of the ‘special needs’ market you target. The true ‘special needs’ area is not showing anywhere near the same growth as the ‘silver’ market which comprises those fortunate enough to have made provision and have some disposable income. The former is driven by the welfare state and is

serviced by numerous small suppliers with recognised routes to market. To go for growth in the “silver market” they need development through well-established core bathroom networks. Similarly, these established networks require some education and training on the extra level of support necessary to provide for this new consumer. For a bathroom product to be truly inclusive the product must cater for all levels of ability and disability. And that’s the rub. One side buys on a ‘needs’ basis and the other buys on a ‘desire’ basis. One therefore chooses a product on aesthetics and the other chooses on practicalities. The website for Caring Designs Partnership is at www. caringdesigns.co.uk

“The true ‘special needs’ area is not showing anywhere near the same growth as the ‘silver’ market”

Electric Wheelchair market set to grow to $4.48 Billion by 2020 A new report from Transparency Market Research values the global electric wheelchair market at USD 1.23 billion in 2013, and says that it is set to grow at a compound annual growth rate of 19.2% from 2014 to 2020. The report projects that the market will rise to US$4.48 bn by 2020. The market for electric wheelchairs was the largest in North America in 2014, states the report. The North America electric wheelchairs market was trailed by Europe, which was followed by Asia Pacific. Europe and APAC collectively contributed about 40% of the revenue to the global market. Front wheel drive segment is analysed to be the second fastest growing electric wheelchair segment after centre wheel drive electric wheelchairs and are expected to attain a significant growth in the coming years. More details of the report on the website at www.transparencymarketresearch.com

10 www.thiis.co.uk

First Senior Finance Provide the Best Sales Tool to Improve Sales and Proot DIRECT ACCESS TO OUR UNDERWRITING TEAM MEANS QUICK DECISIONS, FLEXIBILITY AND HIGHER ACCEPTANCE RATES

Retailer secures distribution agreement for new lift Yorkshire Care Equipment has been nominated as the exclusive distributor of the new Raizer in the north of England and Scotland. The product is described as a revolutionary patented device which easily, quickly, and safely lifts a person from the floor after a fall. Tristan Hulbert, the company’s marketing director told us: “One of our Norwegian contacts introduced us to the device and we knew at once as soon as we saw it that this was going

12 www.thiis.co.uk

to make a huge impact to the UK marketplace. Since then, we’ve been demonstrating it to numerous healthcare professionals, OTs, and fire and ambulance teams. We’ve been blown away with the number of enquiries and the level of feedback we’ve had, despite the fact it is such a new concept to the industry.” “What’s more” Tristan added, “unlike other fall lift assist devices, “We knew at once as soon as only one carer is required, and it’s very we saw it that this was going supportive, with an to make a huge impact” extremely smooth and fast lifting action. It’s easy to transport, thanks to two carry bags and extremely quick and simple to deploy.” Call 01423 799960 or visit the website at www.yorkshirecareequipment.com

WAYS TO GROW YOUR BUSINESS AS SE EN ON

IDE

ONW NATI

NED SS BWRAA REN

OPENS AT THE TOUCH OF A BUTTON

NEW MONARCH CARRIES UP TO 21 STONE

* ITALIAN STYLING

To join our Growing Network of Approved Monarch Dealers Call Ian or Chris on

0808 102 2219

trade@monarchmobility.com

www.monarchmobility.com

Come & See Us @ Naidex 2016, Stand G19

Bespoke focus on trade partnerships According to the company, Bespoke Stairlifts has grand plans for 2016. Late last year saw the introduction of its Infinity Curved Stairlift, coupled with the appointment of Anke Chapman as Head of Global Sales and Managing Director, David Burns says that the company’s success has been gradually building momentum. “We have seen an increase in sales both nationally and internationally which is due, in part, to the fantastic efforts of the sales team but also the support services we offer our trade partners. We feel the investment we have placed in all departments gives our dealers the confidence to promote the Infinity, feeling assured that they have the full backing of all the staff here.” On the specific investments David says: “Our CAD department has grown so we can offer a 24 hour drawing turnaround, reducing manufacturing and delivery times. We have invested in various software packages enabling us to quickly generate promotional and technical material efficiently, but most importantly our dedicated technical support has been enhanced offering advice and onsite assistance to all our trade partners.”

“We have seen an increase in sales both nationally and internationally”

David says that relationships with trade partners has been the focus of their efforts and believes that building a strong team to support excellent products can only strengthen the appeal of the company. To become a Trade Partner or for more information call 01484 516 777 or email anke. chapman@bespokestairlifts.co.uk

David Burns and Gavin Finn with the Infinity which was launched last year

Unique Active Seat: only available from Handicare This easy to fit, user controlled feature can be used with Elegance and Alliance seats to give the user a little extra help and support when needed. Call your Business Development Manager to find out more. Trade Partner Support Team 0844 225 3121 enquiries@handicare.co.uk | www.handicare.co.uk 14 www.thiis.co.uk

Experience a First Class Dealer Journey with First Senior Insurance WE AIM TO RESOLVE ALL CLAIMS WITHIN 48 HOURS WE AIM TO HANDLE ANY QUERY YOU HAVE WITHIN AN HOUR WE AIM TO PROVIDE THE MOST COMPREHENSIVE INSURANCE AVALIABLE WE AIM TO ALWAYS KEEP YOU AND YOUR CUSTOMERS HAPPY

Handicare partner day hailed a success

TLC Lifts pick up the Elite Partner of the year award

Handicare held its ‘Dealer Day’ recently as the company’s Partner Programme enters its third year. Marketing Manager, Sharron Cutler, told us: “We have worked hard to evolve something that encourages, supports and rewards business growth. This year we felt it was time to review the format for the meeting. Following the sale, last year, of our Mobility division, the mix of the business in the top two tiers changed. With this in mind we decided to create a programme to address wider business issues as well as delivering stairlift specific content.” She added: “We have strong relationships with our partners and, by talking to them about their businesses, we had already identified a number of topics for inclusion when we started planning the event last year. Our challenge was to reduce the list rather than find items to fill it. We could have run a whole day just on digital strategy but for those companies who already have a clear idea of where they are heading digitally that may

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not have been so interesting for them. Our goal is always that our guests feel that attending one of our events is time well spent. In this instance the event was a little like a buffet – you might not have picked up everything that was on offer but there was enough of interest to leave you feeling more than satisfied.” So, which topics came out top: “To “We decided to create a be honest we are programme to address wider surprised that, so far, there has not been a business issues” clear winner.” Sharron told me. “Some partners found the presentations on Contract Design Management (CDM) and selling regulations really useful, others took away some great tips for reviewing their online strategy while some found the HR section of specific interest – particularly when it comes to thinking about how they attract new recruits.” The last guest speaker was adventurer Monty Halls who, by all accounts, was both entertaining and thought provoking. Monty presented awards to Handicare’s Elite Partner of the year TLC Lifts, the Select Partner for 2015, Complete Electrical Solutions and the Growth Award for 2015 to Ableworld’s Mobility GB. With feedback such as “organised really well”, “very informative” and “great day”, it seems that the Handicare team produced another useful and well-received event.

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round up

Engineering training boost TGA has successfully hosted the first in a series of training days at its Suffolk headquarters for mobility scooter engineers from across its national retailer network. Engineers from several retailers including UKS Mobility, DSL Mobility and Mobility Choices experienced a rewarding day that involved a

ADL Suite opens in University The University of Salford has opened a newly-developed Activities of Daily Living (ADL) Simulation Suite. The suite enables students to put into practice the skills have learnt whilst studying occupational therapy at the University. This includes being able to practise many of the daily tasks that occupational therapists carry out when helping infirm people to become more independent in their daily routines.

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variety of theoretical and practical activities. Dom Thomas, TGA Service Manager commented: â&#x20AC;&#x153;Our first training day was successful and feedback from all attendees was very positive. We engaged in a lively Q&A throughout the day so engineers left with a better understanding of how we operate.â&#x20AC;?

Providing comfort & care in medical healthcare

Orchid Medicare produce items such as High Back Chairs, Kitchen Stools, Disability Trolleys and Tables, Toilet Care Equipment, Commodes along with a range of Specialist Bathing Cradles and both Standard and Profiling Beds. At Orchid we are very proud to be producing all items In-House as one of a diminishing number of true UK Manufacturers.

TILT ACTION SHOWER CHAIR

BATH CRADLE

SLIMLINE 3 IN 1 SOLUTION

Designed to assist

MADE BY

3 in 1 Solutions, Showering Toileting/Commode, Bathing via Hoisting Facility Orchid Bath Cradle Range designed to assist disabled people and their carers in their daily routines. The cradle can be used on its own in the bath (with the in-Bath Support) or together with the base transporter it can also be used for showering and toileting. The slimline variant of the 3 in 1 system is specifically designed for use in older, or unmodified properties, where door widths are restricted. If used solely for in-Bath use (without the base transporter) it is advisable to use a hoist, either a ceiling track or a static type (floor fixed at the side of the bath) this will reduce the risk of a back injury to the carer whilst raising and lowering the user.

Orchid Tilt Action Shower Chair The Orchid Tilt action shower chair has been developed to create a chair which offers a safe, controlled and comfortable showering position for those with severe physical conditions. The Orchid Tilt action shower chair provides a tilting angle of 75째 to 35째 via either: Option 1: A dual gas spring assembly which allows smooth and reliable operation via a single rear mounted control lever. Option 2: An electric option, utilizing a single actuator and handset with a rechargeable battery.

See our full product range at

www.orchid-medicare.co.uk

Orchid Medicare Copenhagen Road, Sutton Fields Industrial Estate, Kingston Upon Hull, East Yorkshire, HU7 0XQ. E - sales@orchid-medicare.co.uk T - 01482 820333 F - 01482 824617

www.orchid-medicare.co.uk

All stainless steel construction BacAway anti bacterial power coating Mesh & Straps - manufactured from 100% polyester & include polygiene antimicrobial technology Polygiene permanent odour control

Registration opens for Trade Days The organisers of Trade Days, CloserStill Media, have opened registration for this year’s trade only event which takes place on Sunday 25th and Monday 26th 2016 at the NEC. And anyone registering right now will have the opportunity to win themselves a Kindle and a free nights accommodation during the show. The organisers say that, at the show this year, you can expect over 150 exhibitors offering products and services from the mobility, living aids and assistive technology markets. There will also be top class education providing sales, marketing and business development tips and insight. 2015 was the second year for the trade only event and retailers from around the UK found the two days very useful for their businesses. Tracey from Just Care Products Ltd said: “This was my first time at Trade Days and it’s a great show. I am currently completing a marketing

strategy for my business and so the seminars have been great for me. I will definitely be attending again.” And Maureen, from the Mobility Depot in Scotland added: “It’s been absolutely worth the visit from Scotland. We felt that the exhibitors have more time to talk to you than at other shows and the Sunday opening was a real hit with us. We will definitely be back next year.” To register for this year’s show and get all the news as it happens, go to www.tradedays.co.uk

Non-Slip Fabric Products

W www.able2.eu 20 www.thiis.co.uk

T 01254 619000

E enquiries@able2.eu

Sovereign 4 & Cadiz

Contact Roma for special prices in March 2016 Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : sales@romamedical.co.uk www.romamedical.co.uk

No Hold-Ups. No Delays. No Fuss. Got an urgent slings order? Can’t afford to wait? Mackworth Alternative Replacement Slings – Now Available in Days! We know that the manufacture of some slings can be a lengthy process – resulting in your clients waiting weeks for delivery.

Well, the waiting is over! Mackworth now provide an off the shelf range of alternative to slings for equipment manufactured by other parties* – so your order can be with you in a matter of days! No compromise on quality – this range of alternative replacement slings is manufactured in the UK by Mackworth to Mackworth’s own exacting product specifications.

REQUEST A BROCHURE NOW OR PLACE AN ORDER, CALL OUR TEAM ON:

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Mackworth is a Prism Medical UK brand. * Mackworth Alternative Replacement Slings are not approved or endorsed by, or associated in any way with the parties whose slings they provide an alternative to.

round up TGA video backs BHTA A new TGA video is now available for all TGA retailers to share that introduces its mobility scooter range and encourages customers to seek BHTA (British Healthcare Trades Association) approved resellers. Presented by Tim Ross, TGA National Sales Manager, the video is a useful free resource for retailers. At the end of the sequence there is a strong message from TGA explaining why only BHTA Approved Retailers should be sought when purchasing a scooter. The final callto-action encourages viewers to contact the retailer of the website on which the video is displayed. The video is available to all TGA approved retailers via the TGA Trade E-zone at www. tgamobility.co.uk/trade/

AKW signs deal with Fortis Buying Group AKW has been chosen as an approved supplier to the independent merchant buying group Fortis, the UK’s leading independent merchant buying group. Fortis members will also have access to AKW’s extensive range of 4,500 products including screens, seats, grab rails and more for wet rooms, which are an ideal, more accessible alternative to traditional bathrooms. Mark Gibbon, National Private Sales Director

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at AKW, said, “AKW is extremely excited about the partnership and we shall dedicate a lot of time and effort to speak with Fortis members. To be approved as a premier supplier of wet room products within the Fortis supplier matrix is fantastic and proves the proposition we have of product choice, service and logistics back up is a best in class offering.” The website for the company is at www.akwltd.co.uk

GEL BATTERIES

Heavy Duty Reliability

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Haze Batteries UK Ltd Tel: 01536205952 Website: www.hazebattery.com Email: sales@hazebatteryuk.com

• SuITABLE foR ELEcTRIc VEHIcLES • LonGER LASTInG • DEEPER DIScHARGE • TEmPERATuRE RESISTAnT TEcHnoLoGy

round up Abacus contract success

Award presenter Wendy Gibson and Acorn Stairlifts company secretary Dave Belmont

Located near Eastbourne, Heathfield Neuro Disability Service has been refurbished with state-of-the-art care facilities including Abacus Shuttle 200 hoists. The facility has 28 residents who require 24/7 nursing care. Abacus was selected to specify, supply, install and commission nine Shuttle 200 ceiling track hoists. Performance and results. Contact Abacus on 0808 256 4001. The website is at www.abacushealthcare.co.uk

Acorn crowned ‘Winner of Winners’ Acorn Stairlifts scooped two awards and was crowned Winner of Winners – a title awarded to the most outstanding and inspiring company out of all the national winners at the EEF/ Aldermore Future Manufacturing Awards. The company took gold in the Outstanding Export Award in recognition of its achievements in exporting into more than 80 different countries. The company has invested heavily in overseas markets by setting up subsidiaries in the USA, Canada, France, Germany, Italy, Belgium, Ireland, South Africa, Australia and New Zealand. The company’s turnover in North America is now higher than in the UK and it is the market leader for stairlifts in the US.

Acorn was also named runner-up in the Business Growth Award with the trebling of its turnover in North America from £19.5m to £58.6m in the past four years. During this time, its worldwide exports have more than doubled from £35.7m to almost £80m. The Judges described the company as being truly inspirational and a great example of UK manufacturing success and growth through innovation in product, process and marketing, adding: “Acorn provides an inspirational story for other manufacturers and in a competitive market, the company has developed a unique and innovative product and process, which gives them quality, cost and above all, lead time advantages.”

Able Label looks to Ambassador role The Able Label adaptive range of clothing was launched last October and is made from soft, stretchy, easy care jersey with ‘hidden features’ to take the effort out of dressing. Now the company has teamed up with Access Independent (a national OT supplier) to develop a nationwide network of Occupational Therapists to help promote the brand. They are looking to recruit OT Ambassadors across the UK and are running a training day on the 18th April in London at the National Voluntary Council Organisation near Kings Cross. The day will include various speakers, a fashion show and advice on working in this new role. More details from lindsey.powell@ accessindependent.co.uk

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31 exhibitors, 14 seminars & 2 training sessions!

Welcome to the UK’s only FREE Occupational Therapy Adaptations Conference and Exhibition Event O4

SEMINAR HIGHLIGHTS NOT TO BE MISSED!

O10

Ethics and Technology Darren Awang & Emma Rose Coventry University

Access Auditing an Introduction

Darren Awang & Emma Rose Coventry University

O11

S AND T S ON

O12

TI O22 HO21IBI

O13

O18

O20 O19

LD - SO

T1 T9

O15

O16

T2 T3

O14

OUT

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Time for change – Forward thinking with ceiling hoists Guldmann

www.otac.org.uk sponsored by:

/otac2016

#otac

show partner:

media partner:

IVANHOE HALF PAGE ADVERT 2014 V1_Layout 1 15/10/2015 12:08 Page 1

event

Freedom, Power and Range. Strident Batteries from Ivanhoe. Motivated by a history of success in providing high performance battery power to the mobility market, Ivanhoe is proud of the range of Strident batteries that has been tried, tested and proven over years of service in many vital applications.

Our passion for producing a quality, reliable product with outstanding customer service underlies the success which you can rely on every time.

Ivanhoe – where expertise exceeds your expectation.

Please contact our sales team to find out more about the full Ivanhoe mobility range of products.

UK central sales line: Tel: 0845 555 55 11 Fax: 0845 555 55 22 Email: sales@ivanhoe.uk.com www.ivanhoe.uk.com

MOTIVATION THROUGH INNOVATIONTM

Ivanhoe Trading Limited Head office address: Global House, Hall Lane, Dereham, NR20 3GG UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 | sales@ivanhoe.uk.com Northern office: Tel: +44 (0)1302 365987 | Fax: +44 (0)1302 365988 Southern office: Tel: +44 (0)1362 300102 | Fax: +44 (0)1362 300103

New home for home lifts business Home lifts specialist Stiltz Lifts has moved its headquarters to a 15,000 square foot purpose-built facility in the West Midlands. The new development in Kingswinford is now the company’s main base as a result of what the company describes as rapid growth and a quadrupling of sales. It is the third move for the business in four years after outgrowing its previous premises which were both located in Wokingham, Berkshire. The move follows the company’s recent

www.able2.eu T: 01254 619000 E: enquiries@able2.eu 28 www.thiis.co.uk

decision to open a new sales office in Leeds. Stiltz Lifts Director of Business Development Lachlan Faulkner told us: “We are enjoying phenomenal growth each year thanks to our loyal trade partners and our latest move is a reflection of this success. We are also actively looking for new retailers all over the country.” Call 0844 870 9087 or visit the website at www.stiltz.co.uk

WALKING STICKS AND CANES 14 COLOURS AVAILABLE

Independence Made Simple Building on the success of 2015 the Infinity Curved Stairlift has grown from strength to strength. Offering a wide range of Stairlift solutions to satisfy every user requirement the Infinity Stairlift is fast becoming the choice of both dealers and customers alike. Ask our account managers today about our Parnership scheme and begin to take advantage of our fantastic introductory offers.

Tel: 01484 516 777 Industry Leading Delivery and Installation Times

Contact our Sales team

Twin Rail System offering a variety of Internal &

Telephone : 01484 516 777

External curves with various parking options Manufactured with the Highest Quality Materials

Bespoke Stairlifts Ltd Unit 9 Fieldhouse Industrial Estate Old Fieldhouse Lane HD2 1FA

www.bespokestairlifts.co.uk

or email: Anka.chapman@bespokestairlifts.com

top trade deals

DealON! Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage... All offers are valid until March 31st 2016 unless otherwise stated. Two Free Home Delivery Smartphone Apps (worth £750)*

Stand space deal

*Requires Windows Smartphone. Order before end April 2016 to qualify.

Book a stand for OTAC Newcastle from only £800 + VAT and quote ‘THIIS magazine’ to receive a free 1/4 page advert within the conference show guide. Contact stuart@promotingindependence.co.uk for further details. 60% sold out already. www.otac.org.uk for OTAC event details.

Gel Ball offer

10% discount on your first 5 standard 90° rail and carriage orders*

More than 20% off Hand and Wrist Gel Ball in three resistance levels, LA040 orange soft, LA041 green medium and LA042 black firm, for the hands, wrist, fingers and forearms. Was £1.30 now just £1.00 with an RRP of £3.99!

Special Introductory offer for New Customers of our fantastic Infinity Curved Stairlift. Take advantage of our industry leading delivery and Installation times, offering a variety of Curved Stairlift solutions to suit most staircase configurations. Bespoke Stairlifts offer a flexible, yet comprehensive package to suit every dealer requirement ensuring both dealer and final customer satisfaction every step of the way. To find out more call 01484 516 777 or email anke.chapman@bespokestairlifts. com and quote 10% Deal On March. *Extra bends and further options charged at standard price.

UNIQUS® iRetailer. Stock & barcode management software specially designed for the VAT complexities of mobility retailers. Affordable subscription. No big initial outlay. Fully integrate your quotation, sales, purchasing and stock process on one platform. Cloud based and paperless, iRetailer CRM will help you gain efficiency, save time and increase sales opportunities. See our advertisement in this issue or visit www.assistivepartner.co.uk/iretailer.aspx

Contact sales on 0121 543 1336 or email sales@paroh. co.uk or visit www.paroh.co.uk

5 Banner Waranty.indd 1

year warranty on mobile hoists

30 www.thiis.co.uk

££ Introducing the Excel Yoga from Van Os Medical

Compact, folding and transportable scooter with lithium batteries. Special Introductory price of just £1079.00 available in Sand Silver and Emerald Green. Please contact sales@vanosmedical. com or 01977 681400 and speak to the Sales Team.

Freeway Mobile Hoists – Lifetime Warranty! All Freeway S-Series and M-Series Mobile Hoists and SA-160 Stand Aids now come with a lifetime warranty (excluding batteries) when purchased with a Prism service package* For more information call 0845 409 2000 or visit www.prismmedical. co.uk/forlife

We are so committed to quality, that we now offer a 5 year warranty on our bestselling mobile hoists. Please contact us for more information on 01656 776222

www.invacare.co.uk 27.08.15 10:25

What’s NEW from

Patterson Medical this March… Days NEW Trolley Walker

Escape Lite NEW COLOUR Pocket holds up to A4 in size

This height adjustable walking trolley is a sturdy and robust walking aid for use within the home, providing a means of transporting items from one room to another. New Colour Option 09 155 7289 White

We’re on Facebook! Great news, we’ve just launched our facebook page and would love you to join us. Stay connected and we’ll keep you up to date on: • New Products & Marketing Support • Offers, For You & Your Customers • Hints & Tips from Key Opinion Leaders • Opportunity to Have Your Say - Product Reviews & Surveys

Patterson Medical UK Independent Living Follow us and join in the conversation today

Please contact your Patterson Medical Sales Representative

FOR FURTHER INFORMATION

Tel: 03444 124 330 Email: retail.sales@pattersonmedical.com www.pattersonmedical.co.uk

NEW

From March the Days Escape Lite Wheelchair will come with this attractive modern water resistant back pouch. It features one main sealed compartment with expandable sides, giving you extra storage space, ideal to keep your essential items close to hand.

INTRODUCING THE NEW SOLITE PRO COMMUNITY BED FROM SIDHIL!!

The highest specification product in its class, designed and made in the UK! KEY FEATURES: • Full length side rails • Redesigned platform for improved patient comfort when profiling • Fully compliant to the IEC 60601-2-52 and IEC 60601-1-11 bed standards • Standard 5 year warranty which can be extended to 10 years*

T. 01422 233 000 / E. sales@sidhil.com >>Visit our website: www.sidhil.com * Requires a Sidhil Service contract to be in place

Dealers and distributors of Power Assisted Bathing products: This is for you!!

inclusive innovation

• Are you selling power assisted baths and want to sell more? • Are suppliers sometimes working against you? • Poor after sales service losing sales for you? • Do you want your “own brand” power assisted bath? • Wish there was another way?

Now there is another way! Why not design and customise your own brand? Become a Caring Designs revolutionary! • Design your “own brand” state of the art power assisted bath. • Take control of your margins. • Develop the USPs that your customers want. • Manage your own after sales service. • Increase your turnover in the powered bath market.

Help us to change the market place and make it work better for your business. Explore the future today at:

www.caringdesigns.co.uk info@caringdesigns.co.uk The Leisure Recliner a concept by Caring Designs.

product design, manufacturing, sales & marketing consultancy c Caring Designs 2015

Silvalea secures German export win Silvalea has secured a lucrative contract from Germany to add to its growing export portfolio. Sales & Operations Director, Gary Bevan, believes Silvalea’s export success is not just due to the high standards of British manufacturing, but also offering superior business support services. “With areas such as Canada, Australia and the Middle East continuing to perform well in the last six months, as well as emerging markets such as the Slovak Republic showing good growth, we are set to increase export market sales by 12% over the next financial year.” Gary added: “It is really important to provide our large contract buyers with strong business support as well as superior products. Manufacturers of patient transfer devices often differ on sizing, labelling and fixings. If a hospital, residential group, or contract dealer changes supplier then having to retrain staff, care givers and sales/customer service team on the differences between products can be a daunting task especially without having training support from the manufacturer.” Gary says that Silvalea has long employed training specialists to support customers during

34 www.thiis.co.uk

transitioning from one supplier to another by offering comprehensive product training based on the sling/product program they have chosen. Gary Bevan, Sales & “These training sessions can be ‘live’ streamed Operations Director to multi-locations so staff can dial in no matter where they are and ask questions about fabrics, construction and sizing. We already have an international reputation for the high quality, innovation and durability of our products, that’s already understood “We are set to increase export but a lot of our export customers are only market sales by 12% over the just getting to grips next financial year” with our world class business support services that really sets us apart. I would say that by offering assessment support and product training definitely has contributed to our latest business wins.” The company has recently launched a new website which is at www.silvalea.com

TES T E SH

MORGAN POWERCHAIR The Morgan powerchair is an excellent product for both indoor and outdoor use. Itâ&#x20AC;&#x2122;s small turning radius allows the users to manoeuvre freely at home whilst the powerful motors are great outdoors. It also offers superior handling over rough terrain due to its all-round independent suspension. The modern sleek design available several seating configurations and colour options make the Morgan a versatile solution.

a 65cm turning radius a 60cm overall width a Full suspension a Crash tested For further details please call 0845 630 3436 or visit www.karmamobility.co.uk.

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

S T Y L E I N N O VAT I O N C H O I C E

TES T E SH

Things we like: NRS Healthcare’s #BeSelfless campaign In January 2016, NRS Healthcare launched their #BeSefless campaign, encouraging people to undertake small, selfless acts of kindness in January and throughout 2016 as part of their New Years’ resolutions. NRS Healthcare worked in collaboration with Yorkshire based digital agency Bronco and together created a range of ideas for small acts of kindness that were made into illustrations and shared via various NRS Healthcare social media channels. Why we liked it… There are a lot of positives to take away from the #BeSelfelss campaign. By having a clear and integrated strategy, the company was able to ensure that all messaging across the multiple different social media channels was on brand and targeted to their target audience of end users and professionals. “By launching this campaign online, we can use our social media platforms to target the appropriate audience rather than blanket marketing to those who are less likely to be interested” says Head of Digital, Farhan Hussain. “Not only does that mean the campaign is

more likely to be well-received, and have a positive impact on those who get involved, it also prevents us from becoming a ‘bothersome’ company to those who aren’t predisposed to what we’re trying to achieve.” This consistency helps avoid audiences confusing the message whist the targeting helps ensure the message is reach the right people and maximises the effectiveness of the campaign. The concept of #BeSelfless helped reinforce NRS Healthcare’s motto of ‘Putting People First’ and resonated with their core audience, encouraging consumers and healthcare professionals to like, comment and share the images; raising substantial awareness of the brand. It is difficult as a brand in our industry to share engaging content on social media that excites the audiences you want to reach whilst propagating your own brand message. The #BeSelfless campaign is a good example of

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36 www.thiis.co.uk

AV NOW IN AILA WH BL ITE E !

RECRUITMENT

Mobility and Seating Specialist

creating something that is interesting without being irrelevant. By using bold, bright illustrations, the images manage to make the campaign stand out and grab users’ attention. By also working in collaboration with a digital agency, the execution of the campaign looked professional and original. It is worth thinking about what companies your business could collaborate with; chances are there are a number of companies in other industries that your company shares synergies with that would mutually benefit from collaboration. Lastly, by embracing a range of social media channels, including platforms that are not often used in our industry such as Pinterest, NRS Healthcare was able to increase the reach of the campaign, increase engagement and increase awareness of the brand.

Better Mobility are recruiting for the position of Mobility and Seating Specialist. You will be working closely with Adults and children with disabilities, their therapists, and carers to supply innovative customised mobility solutions that improve their lives. Better Mobility are firmly committed to providing top quality service at all times, and are recognised for our integrity, reliability and expertise. Based in Hemel Hempstead, Hertfordshire, covering South East England, with a focus on Central London, we work with private as well as NHS run hospitals and clinics, Therapists and Case Managers, and individual private customers. Joining a diverse and experienced team, each with their own specialty focus, this is an exciting career opportunity for the right candidate. Ideally you will have a few years experience in assessing for and prescribing manual and powered wheelchairs, however, in our team, it is far more important that you are the right person for the position. Whether you have previous training, or not, our entire team undertakes regular training, from many different sources in order to ensure that we remain experts in our field.

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You will report to the General Manager and will be responsible for proactive and thorough handling of sales, and subsequent customer contact with a strong focus on maintaining excellent customer relationships. Excellent communication & interpersonal skills are paramount, with strong empathy for the needs of the end users and their families/carers , you will not just be selling products, but will be thinking “outside of the box” to provide customised solutions to suit the individual. Flexibility and a great sense of humour are essential to working within in our small, but dedicated team. The reward being a good salary, ability to earn additional commission, late model company van, fuel card, work mobile, team building “fun days”, appreciative, committed, and supportive employers. To apply: If you believe you would make a valuable addition to our team please send your CV with a Covering Letter outlining your experience and current salary details to: Jeanette Warner, Better Mobility Limited, 12 Henry Wells Square, Hemel Hempstead, Herts HP2 6BJ. Alternatively you can email: j.warner@bettermobility.co.uk

A WE

21 S LITTIGL HS .85 E A KG S ! 01787 882244 SALES@TGAMOBILITY.CO.UK WWW.TGAMOBILITY.CO.UK

17/11/2015 11:00

www.thiis.co.uk 37

tweet... tweet

Tweet... Tweet... Who’s there? Here’s a selection of the latest tweets that have caught our eye…

Millbrook are taking the message out into the community

There’s nothing like a wad of cash to get noticed!

HDD letting people know that the company is doing well

Taken on a new product? It’s worth a tweet.

Do you have a deal of the week and, if so, how actively are you promoting it?

Quite a few companies used the Chinese New Year to get active on Twitter

Remember that you can follow THIIS at @wwwthiiscouk 38 www.thiis.co.uk

M M uu l t i S p o r t

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Rugby

made to measure in Great Great Britain Britain

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Focus

Motivating your team Tom Courtney, Managing Director of Courtney Associates (Global) talks about how team morale, motivation and productivity can greatly increase without throwing time, money and bureaucracy at it.

Ditch Staff Appraisal and start talking to your people! Are you wasting time effort and money developing Staff Appraisal systems when perhaps you would be better placed giving your people some ‘ongoing feedback’? The last 30 years has seen well-meaning employers try to improve staff performance, enhance communication and make staff feel valued by introducing Staff Appraisal Systems. Why is it therefore that most employees I come in contact with don’t see these systems as improving their life at all? Mention the term “Appraisal” and employees can’t wait to share their tales of woe. “It’s a meeting where you are told what you are doing wrong” “It’s a backside kicking session” “It’s a paper work exercise” “It’s all about ticking boxes” “It’s an end of year moaning session” On hearing many of these comments, employers generally then grasp the nettle and develop a new innovative approach to making the system work... They change the name!!! “Let’s call it an Assessment” “Let’s call it a Review” “What about a “Performance Review” “What about a Personal Performance Review, we could even abbreviate it to a PPR”

40 www.thiis.co.uk

Consider this.. Whilst I firmly believe in the principle and practice of Staff Appraisal and advocate companies embracing such a system (if introduced properly), I consider ‘ongoing feedback’ to be a much more powerful way of enabling employees to understand what they are doing well and where they need to make improvements to their performance.

Article continued on page 42

Congratulations to our 2015 Award Winners!

Ableworld 2015 Growth Award

Complete Electrical Solutions Select Partner of the Year

TLC Lifts Elite Partner of the Year

The Team at Handicare would like to take this opportunity to congratulate the winners of our 2015 Handicare Partner awards. Competition was tough; all three winners grew their business with us significantly last year and worked with us to strengthen our partnerships. We are looking forward to working with partners this year to support their growth as we continue to introduce new service initiatives and product developments to our range.

Trade Partner Resource: www.handicarepartners.com Trade Partner Support: 0844 225 3121 | www.handicare.co.uk

Notice I emphasise what they are doing well, don’t lose sight of the fact that, feedback can be good as well as bad. I am always amazed that people perceive feedback to be about telling people where they have gone wrong or what they have ‘messed up’. Feedback can certainly be delivered formally at appraisals, team meetings or one to ones (and this should be encouraged) but here is a radical thought. What about giving an employee feedback when you pass them in the corridor, or in the canteen? Why not pop over to their desk and give them some ad hoc feedback? Why not fire an email to them giving a piece of quick feedback on something good that has happened? Ironically it is this type of feedback that I believe has greater resonance for employees than the storing up of the good, the bad and the ugly news to be preached to an employee at their annual appraisal. I often feel that employers like to hide behind the safety net of a formal system like appraisal so they can tick the box that they care about their people and have a system to prove it. As with most things in life however, it’s the little things that make a difference, a spontaneous piece of feedback or pat on the back can do more for an employees’ spirits than a long drawn out appraisal meeting.

My Top Tips for Effective Feedback • Make sure the timing is right • Give specific examples of good behaviour/ areas requiring improvement • Address feedback to the actual person • Give Feedback in a positive supportive manner • Focus on behaviour not personality • Give Feedback on an ongoing basis, don’t store it up for an end of year Appraisal

So please, by all means continue with your Staff Appraisal system but don’t expect it to resolve all ills. It is only with ongoing feedback that we can truly increase our peoples’ morale, motivation, confidence and productivity. For further information on improving feedback in the workplace, making your staff appraisal system work or any management development issue, head over to Courtney Associates Website at www.courtney-associates.co.uk

“Why not pop over to their desk and give them some ad hoc feedback?”

ADVERTISING FEATURE

Inadequate wash facilities at home adding to NHS bed blocking According to the Department of Health’s own figures, each excess bed day costs the NHS £275 whereas a portable hand wash basin, which costs around £150, could see that NHS bed unblocked and the patient at home1. According to a survey conducted by TEAL Patents at the recent Occupational Therapy Show1, 60 per cent of occupational therapists believe insufficient home washing facilities are delaying patients from leaving hospitals and adding to NHS bed-blocking. 100 per cent of occupational therapists also consider the bathroom as the most problematic area of the home for patients ready to return home and agree a portable wash basin could help return the elderly and disabled to being cared for in their homes, rather than in hospital. Manty Stanley – managing director at TEAL Patents – says: “As well as 70 per cent of occupational therapists believing that portable handwashing assist carers with washing patients, 70 per cent also believe units would remind carers to wash their hands on a regular basis. “Personal hygiene can be a major issue when considering home care for loved ones as it’s often found that a lack of plumbing makes hand washing impractical. We’ve overcome that obstacle so we can all have clean hands whenever and wherever we need them. “Hand sanitisers fall dangerously short of preventing the spread of illness and mislead people into believing their hands 42 www.thiis.co.uk

are clean. Washing hands with soap and hot running water is still considered the gold standard of removing any germs from hands. “TEAL Patents is all about portable hand washing units which can be located to the point of need. We like to think by providing hygiene facilities which work in any room of the house, we play a small but key part in helping patients get out of hospital and into the most healing environment - their home – and well as unblocking NHS beds.” TEAL has designed and manufactured a range of portable, hot water, basins specifically for the home care environment. For minimal intervention, TEAL’s PatientWash is completely portable and lightweight and provides a self-contained, medical, hot water, hand wash and keeps water warm for up to five hours. For maximum intervention, the sophisticated TEAL Wash Stand takes users through NHS-compliant hand hygiene practices. Specifically designed to meet the requirements of home care, the Wash Stand can be placed at the bedside. All units – for hire or purchase – are delivered within 24 hours to customers located in mainland UK. For further information: www.tealwash.com, 0121 770 0593 or enquiries@tealwash.com. 1 http://www.independent.co.uk/life-style/health-and-families/health-news/ nhs-feels-the-strain-as-hospital-bed-blocking-by-elderly-patients-hits-recordlevels-10125422.html

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Manufactured in Knutsford, Cheshire, meaning short lead times and reliable national service and spares support

Opening doors in the Middle East

The Health Minister visits the Drive stand

Arab Health is a big exhibition, a very big exhibition. It’s the second largest in the world after Medica. To give you some idea of just how big, the Showguide is a massive 662 pages – not something you want to be picking up when you enter the show, best to grab one when you are leaving! If you do opt to carry the huge guide around with you, then you’ll be carrying it around well over 20 halls packed with everything from walking sticks to the most advanced hospital equipment. There are over 4,000 companies and around 130,000 visitors from over 150 countries. To be fair, Arab Health is focussed a lot more on the high end medical equipment sectors, but a number of UK companies have found it a very useful place to be to build business both in the Middle East and further afield. One example of that is Sidhil, where exports provide an increasingly important avenue for growth. The company has been investing in a presence at overseas trade shows for some time, building up significant export business across the Middle East. 44 www.thiis.co.uk

This was the sixth time that Sidhil has exhibited at Arab Health and this year the stand focused on its innovative Monitor, Alert, Protect (MAP) system, a continuous bedside pressure monitoring facility providing a real time visual ‘pressure map’ giving care staff accurate detail on each individual patient. Marketing Manager Kim Robinson told us: “During the course “It was an excellent show for of the exhibition we us, with 75 new, good quality welcomed visitors from Asia, Asia leads” Pacific, the Middle East, Africa and Europe to the stand. It was an excellent show for us, with 75 new, good quality leads from countries including Africa, Iran, India and Pakistan and we are already planning to participate again in 2017.” Drive Medical were joined at the show by its subsidiary companies Specialised Orthotic

Services (SOS), Park House Healthcare and Dupont Medical. SOS launched the Digi Seat and the Flexi Seat and Park House Healthcare showcased their new Hybrid Air Mattress. All four companies had their own specific markets, customers and geographical regions to target but opportunities in some markets such as Iran, UAE and Kuwait were a strategic objective for all. Kevin Beaumont, Sales Director at Drive Medical, told us: “I’m pleased to say our stand was very busy throughout the show, especially SOS, their bright range of innovative products certainly caught the eye. One of the highlights of the show was Health Minister Alistair Burt and Business Ambassador Lord Kakkar visiting the Drive stand.” Another company that reported an increased footfall to its stand was Patterson Medical. Alwyn Richards, Marketing & Communications Executive said that the visitors consisted of existing and potential distributors, lead clinicians and pharmacists. It followed the company’s attendance at Medica. Alwyn added: “Our extensive range of products in the healthcare and rehabilitation

Arab Health is a monster show which attracts huge crowds

sector was a common factor driving this traffic, encompassing new products such as the Jamar Smart Dynamometer and the Rolyan Smart Handle being demonstrated this year. “Both events have highlighted the potential for growth in Europe and the Middle East in the coming years.” Arab Health takes place on January 30th to February 2nd 2017. The website is at www.arabhealthonline.com

Sidhil was at the show for the sixth time

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www.alf-morris-lecture.org.uk

The Alf Morris Lecture 2016

with Jackie Ashley & Andrew Marr Thursday 17th March from 6.00pm The Shaw Theatre and the Pullman St Pancras Hotel, London NW1 2AJ

Stroke of fate: the politics of recovery The broadcasters and journalists, Jackie Ashley and Andrew Marr, will speak for the very first time about the impact on their shared lives of the major stroke that Andrew survived in 2013. In a discussion ranging from personal experience to national policy, they will address the importance of practical help in keeping people with disabilities independent. Ticket prices start at £25.00, or entry can be secured with a voluntary donation to The Alf Morris Fund for Independent Living. Book now at www.alf-morris-lecture.org.uk or call 020 7432 8006.

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Focus

Business Matters Knowing when or whether to sell a business can be a tricky affair. Here, Dave Rebbettes, Founder and Director of BCMS, discusses five key signs that indicate your business could be ready to be acquired.

Five reasons your business could be ready for acquisition According to the Federation of Small Businesses, SMEs make up 99.9% of all businesses in the UK and contribute nearly 50% of total revenues generated by private businesses. Unsurprisingly then, the SME market is a hotbed of acquisition activity. The assisted living market is also dominated by SMEs, and many are prime targets for acquisition. There are really only two important questions to ask when you think about selling your business. Are you ready, and is your business ready? Only you can answer the first question, but here are five signs that your business might be ready – in fact, it may already be on someone’s radar…

You have well established and patented or design registered products A lot of businesses have devoted themselves to developing products to help people live full lives, and the result is often something genuinely unique in the market. The challenge for many companies in this area can be how to take their successful and patented product beyond their immediate client base and realise the potential for growth it holds. This was the case for CUI International, a manufacturer of specialist medical support products. Their acquisition in 2015 by H&R Healthcare, managed by BCMS, was driven by H&R’s desire to develop an own brand business and its ability to reach a wider audience. Mike Hoskins, Managing Director of H&R Healthcare Ltd, said: “We are absolutely delighted with the acquisition, which is strategically important for us as it enables us to develop our own brand business for the first time since we established the company 8 years ago.”

“The best time to sell a company is while it is still growing”

You are showing rapid growth Many businesses in the assisted living sector make their mark through innovation, either bringing a new or improved product to the market or pioneering entirely new markets. This can be a high risk strategy, but when it works the results can be dramatic. The story of this recent BCMS-led acquisition is a good example of this. Our client was established in Southern Europe by two British entrepreneurs in 2010, who recognised the market for mobility products was very poorly serviced in that country. Within a couple of years, the company had become the market leader in the supply of mobility products. By 2014 the company was turning over €7m. BCMS negotiated the sale to a large UK-based acquirer in January 2016. The reason this well-established company was interested in a relatively young company, was the significant growth that our client had shown in its particular geographical market. This gave the acquirer entry into a growing market where they could apply their resources and accelerate growth. Article continued on page 50

48 www.thiis.co.uk

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You have strong relationships and a proven route to market It is true in any industry that finding a reliable and effective route to market for your product or service is vital. In a market like the UK healthcare sector, where companies often have to work with complex organisations such as the NHS and Social Services, a strong route to market can be a valuable asset. The BCMS-led acquisition of Specialised Orthotic Services (SOS) by Drive Medical was driven by just such a well-developed route to market. SOS had well established sales channels through the NHS across the UK, working with NHS Wheelchair Services Centres across the country. Drive Medical wanted to extend its presence in Europe and saw SOS as the ideal vehicle to do this. You are recruiting The need to recruit extra staff is a strong indication that your company is successful and growing. The best time to sell a company is while it is still growing. There may be many varied reasons why an acquirer shows interest in your business, but all of them will want to see strong financial projections. This is much easier to demonstrate from a position of historic growth, than it is from a plateau. Or worse, a decline in profits. Profitable growth can be tricky to achieve, and many business owners face the challenge of how to resource the growth they can see, just beyond their reach. Do

Design award for spoon that doesn’t spill A spoon that reduces spillage, designed to aid those with shaky hands as a result of cerebral palsy, essential tremor and Parkinson’s, has scooped the top prize at a design competition held by Blackwood, a leading housing and care provider. Blackwood, has more than 1500 homes throughout the country The spoon was created by Grant Douglas and Industrial Designer Mark Penver from 4c Design. Computer science graduate, Grant, who has cerebral palsy, and Mark will now receive a cash prize of £1000 as well as backing from Blackwood and its’ partners. The S’up Spoon is based on a typical spoon design. It differs from the standard cutlery style, however, in that it has a deeper cavity which partially extends into the handle, enabling it to contain food and liquids more securely and prevent them from spilling over the edge. More from the website at www.sup-products. com

50 www.thiis.co.uk

you recruit first and then go after the growth, or take on the extra work and then resource it? This often results in the realisation that it’s time to consider a sale, after all a larger organisation with greater resources wouldn’t have the same dilemma. You have been approached This may seem a bit obvious, but I regularly speak to business owners who have received an approach and yet still question whether their business is saleable. The problem with an approach is that it often catches you offguard. Because you are unprepared for a sale you may not fully understand what it is that makes your business attractive. If over 25 years of deal making has told us anything, it’s that choice is key to achieving the deal you want. If you have been approached, the best thing you can do is to find two or three other companies that may also want to acquire. You might not sell to them, but their very presence will help you to negotiate and maintain momentum through the deal. BCMS is a sell-side corporate advisor to small and medium businesses in the mergers & acquisitions process. A family business that has grown into a major international organisation, BCMS has sold more than 500 companies in the last 10 years and offers a range of complimentary resources & events for business owners. Visit www.bcms.co.uk for more information.

new on the market New wash basin from Pressalit The New Matrix Curve from Pressalit features a curved front edge and sloping sides. The company says that it will be as much at home in a Changing Places facility as it would be in an educational, care or residential institution. Softly shaped, wide, sloping side edges enable users to lean in and rest their elbows comfortably for stability and support. The curved front edge means both standing and seated users can be close enough to the basin to operate the tap, while the shallow bowl provides ample room underneath for wheelchair users. For more information visit www.pressalit.com

Quick Connection Photo Phone

New table from Drive The new Over Armchair Table from Drive Medical is height adjustable and has a modern ergonomically shaped laminated teak table top, which is easy to clean and can easily be tilted. It comes with a stylish side table, which can be fitted to either the left or right hand side The table top can be angled to ensure the user always has the most comfortable possible position. Call 0844 855 4402 or visit the website at www.drivemedical.co.uk

The Amplicomms PowerTel 92 amplified photo phone with SOS is designed for people with conditions such as vision or hearing loss, reduced dexterity, dementia, Parkinsonâ&#x20AC;&#x2122;s and other motor neuron disorders. Simply pushing one of the six interchangeable picture buttons is all it takes to contact someone. There is a pre-programmable SOS button for emergencies and three direct dial buttons and there is amplification by up to 40dB making them 100 times louder than regular calls. For more details, contact Ran Meyrav European Sales Manager at meyrav@ audioline.de or call 07940 410207.

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Making a cuppa just got a whole lot easier thanks to the new innovative Uccello PowerPour Kettle • Developed to help individuals who suffer with arthritis and any condition that weakens hand grip to maintain independence at home. • The weighted base of the Kettle arcs on a rotating axis to deliver hot water safely and steadily, every time. • The Uccello PowerPour Kettle’s removable vessel with safe grip handle allows for optional hand-held pour and water refill. • The large, hinged lid with wide spout allows easy water-fill, good access for cleaning and steady pour amount.

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Trade Days big night out The team at Essential Medical Supplies had a big night out after winning the competition at Trade Days. A family business, founded in 1990 by David & Fran Morris, Essential Medical Supplies started as a distributor of anaesthesia equipment and pain control before expanding to provide quality living solutions to the growing number of care homes in and around Hertfordshire. David and Fran’s daughter Susie joined in 1995 to head internal operations and customer service and in 2002 their son Andrew joined to head sales and field services. On winning the £500 prize, David said: “We are planning a dinner to acknowledge the efforts and successes of everyone involved in the company. Our team works tirelessly to support our client base with all their needs and this is a way of saying a big thank you.” On the trade only show David explained: “Attending Trade Days has become a vital part

of our business. It is invaluable to anyone in this area of business as product development is always changing and staying ahead off the game is imperative. We attended to meet with many of our existing “Attending Trade Days has suppliers, learn about new products and become a vital part of our keep up to date with business” current trends. It was a very successful day.” The show returns to the NEC on Sunday September 25th and Monday September 26th. To register for the show with an offer of free accommodation, go to www.tradedays.co.uk

London European launch for innovative scooter ATTO is an advanced mobility scooter which can be folded within seconds to the size of a trolley suitcase. Moving Life launched the European tour of the new scooter at an event in London aimed at retailers. The company presented the advanced technologies behind ATTO along with the new ‘Freedom business model’ which it says allows retailers to offer what it describes as the most advanced mobility scooter ever built without making massive investments. When folded, ATTO is as small as a carryon trolley that can be taken on flights. It takes just 10 seconds to open and close, and 10 seconds to split the scooter into lightweight parts. For more details, visit https://movinglife. com

54 www.thiis.co.uk

Exhibition Diary March 10 2016 – Kidz In The Middle – Ricoh Arena, Coventry - www. disabledliving.co.uk/Kidz/Middle

June 29-30 2016 – Health+Care, Excel, London. www. healthpluscare.co.uk

April 11 2016 - (OTAC) Occupational Therapy Adaptations Conference - Hilton Hotel, Drake Way, Reading. www.otac.org.uk

July 7 2016 – Kidz to Adultz Wales – Cardiff www.disabledliving.co.uk/ Kidz/Wales

April 26-28 2016 Naidex National – NEC – www.naidex.co.uk May 26-28 2016 – The Mobility Roadshow – Silverstone – www. mobilityroadshow.co.uk June 9 2016 - Kidz to Adultz South - www.disabledliving.co.uk/Kidz/ South June 14-15 2016 – NAEP Annual Conference – Kenilworth – www. naep.org.uk June 28-30 2016 – OT Annual Conference – Harrogate – Call 020 8977 7997

21-22 September 2016 – Moving & Handling People North Newcastle Racecourse - www. movingandhandlingpeople.co.uk/ north September 25-26 2016 – Trade Days – NEC – www.tradedays. co.uk September 28 - October 1 2016 – Rehacare – Dusseldorf – www. rehacare.com October 5-6 2016 – Independent Living Scotland – SECC - www. independentlivingscotland.org October 11-12 2016 – The Care

The Occupational Therapy Show – The UK’s largest dedicated event for OT’s Join the UK’s leading event created for businesses who want to put themselves in front of this vital audience. Lead for lead no other event is more cost effective than The Occupational Therapy Show.

November 1-3 2016 – Medtrade, Atlanta. www.medtrade.com November 14-17 2016 – Medica – Dusseldorf. www.medica.de November 17 2016, EventCity, Manchester - Kidz to Adultz Up North -www.disabledliving.co.uk/ Kidz/North November 23-24 2016 – The OT Show – NEC – www.otshow.co.uk December 7 2016 - (OTAC) Occupational Therapy Adaptations Conference - Hilton Hotel, Newcastle Gateshead, Newcastle Upon Tyne. www.otac.org.uk January 30-February 2 2017 - Arab Health, Dubai. www. arabhealthonline.com

2015 BY NUMBERS 96%

76%

of delegates said they met suppliers or learnt about products that they had not had the time to learn about previously

of delegates said The Occupational Therapy Show was important or very important to their job and profession

79%

65%

of delegates said they had sole, joint or advisory influence on purchasing authority

of delegates have less than 2 hours or no time at all to see sales reps at their place of work

23rd and 24th Nov 2016 NEC Birmingham theotshow.com

 Over 4,500 OTs expected to attend this November  Unrivalled opportunity to educate a dedicated OT audience about your products and services  One Occupational Therapy Show - your business needs to be there! 90% of our day to day business is with OTs and this is the best show for reaching them. Every person here is a professional that we can deal with. This show is far better for us than others. The delegates are committed to getting information and it’s a good opportunity to talk to them about new products coming along.

We exhibited here last year and it was our best show of the year. We’ve done other shows but the audience is too diluted. Every conversation we have here is relevant. OTs are key influencers and the first step in specifying our products, so being able to talk to them face to face is important for us. We’ve had another brilliant show this year.

Ray Rochester, ASM, Clos-o-Mat

Chris Derrer, Online Marketing Lead, AKW

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G R O U P T H E BATT E R Y S P E C IALI S T S

Focus

Building local awareness As in any marketplace, it’s always important to get in front of potential customers. Here Polly Eden of Essential Aids explains how the retailer is spending time developing relationships in the local community.

Getting in front of customers At Essential Aids connecting with our customers is hugely important to us. As we’re principally an internet retailer, it’s invaluable for us to find ways of communicating effectively with our customers and tune-in to what they want from us on an ongoing basis. Although we’re a commercial company, we don’t prioritise profits at the expense of customer service. It’s important for us to be both ethical and maintain integrity, especially because our customer base often includes the most vulnerable people in our society - those living with mobility issues or carers who look after people with ongoing health problems. The team at Essential Aids feel it’s our responsibility to provide a sensitive service and, in order to achieve this; one of the approaches we’re taking is to engage face to face with groups of relevant people. Our Southend director, Derry Hall, has teamed up with the local council who run a ‘Fall Prevention’ initiative. Derry regularly goes into the community to spend time with groups of people, some of whom are rehabilitating after a fall, or those who may be at risk of falls. Derry gives talks and demonstrations involving the products that may help those at risk of falling, but makes clear that his purpose is to highlight awareness and not to sell or promote anything. This is followed up with an informal Q&A session afterwards and on one occasion an elderly lady challenged Derry to a walking frame race and won! All those attending the Fall Prevention scheme give Derry very positive feedback and enjoy seeing the products up close with the added bonus of there being no sales pitch or expectation to buy. Along similar lines, we have regular communication relating to our partnership with the Stroke Association. Aside from retailing equipment relevant to stroke survivors, we also provide stroke information and personal stories on our ‘Stroke Partnership’ webpage, as an extra information resource. This involves us having in-depth dialogue with stroke

survivors and their carers, helping us develop a full understanding of the challenges they face. It’s been hugely helpful having these conversations both over the phone and in person. The Stroke Association has featured our stroke survivors on their Facebook page, with the most recent stroke story gaining 650 likes, 80 shares and over 70 supportive comments within a couple of days. It’s clear that sharing stories like these is beneficial because it can inspire, inform and comfort others who are in a similar situation. Developing relationships with our customers continues to be a rewarding part of life at Essential Aids. We plan to continue with our approach whilst seeking new ways in which to listen and engage. Research has shown that people with mobility issues often feel overlooked or invisible - we believe it is part of our job to help combat this. Essential Aids can be contacted on 01273 719 889. The website is at www.essentialaids.com

“On one occasion an elderly lady challenged Derry to a walking frame race - and won!”

58 www.thiis.co.uk

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round up Cyclone partners with BBraver Cyclone has announced a partnership with BBraver handrims, as their UK exclusive distributor. BBraver is the creation of Marco Pilotto, who spent 20 years in the sports board industry which is well known for style, functionality overall design characteristics. In 2004 Marco was to take a trivial fall that would result in paralysis whilst skiing. Stuart Dunne, MD of Cyclone said: “At first I wasn’t sure if BBraver would be better than my plastic coated rims, but after two weeks I was convinced and the amazing softness of the rubber together with the unbelievable grip really has been an eye opener.” You can watch a video on the development of the company at https://vimeo.com/106565028

Growing Business fuels bigger role

Ottobock contributes to ‘ideas that changed the world’

With her entire career spent in the mobility business, and with over 13 years’ experience in field sales and dealer management at Electric Mobility, Louise Jones has been promoted to National Account Manager. The company says that, with a number of major contract wins including The Royal British Legion and other Charities being delivered through dealer partners, and a general growth in the company’s business with the larger dealer groups, the time is right for the significant new appointment. Louise will be focussed on building and developing business with major customers and the larger national dealer groups Jonathan Hearth, Managing Director of Electric Mobility said: “I’m really pleased to announce Louise’s appointment in what is a strategic appointment for our company. She has built a great reputation within both the company and its dealers, bringing real energy and commitment to our business.” Call 01460 258100. The website is www. electricmobility.co.uk

Ottobock has been chosen to exhibit its 1E90 Sprinter Blade by the Institute of Engineering and Technology (IET) at the ‘100 Engineering Ideas that Changed the World’ at Savoy Place in London. The exhibition runs until January 2016. The carbon spring running blade has been created with a lightweight and durable carbon spring which gives the user an easy and powerful ‘lift-off’ from a secure foot strike. It can be used by both above and below-knee amputees. The website is at www.ottobock.co.uk

60 www.thiis.co.uk

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round up Scope Rehab joins Ottobock Scope Rehab Healthcare Ltd has joined the Ottobock family. According to the company, Scope Rehab, located in County Cork, Ireland, was established in 1990 and has seen considerable growth since start up. After 26 years of building and managing the company, Andries de Bont, Founder and Director, is winding down his position in the business. Andries said, “Scope Rehab’s secret of success was based on delivering top quality prostheses and orthoses and a fast and excellent service. Keeping that in mind, Ottobock was for us the natural first choice for a partner”. Phil Yates, Managing Director at Ottobock, said, “Scope Rehab is well positioned to extend our clinical reach across Ireland. The company website is at www.ottobock.co.uk

New website for Stannah Stannah Stairlifts has launched a new website which the company says is a major improvement over the old one with a cleaner and fresher look, as well as simplified navigation. The new site also includes more and bigger lifestyle pictures throughout to align more closely with Stannah’s brochures and advertising. It is also fully responsive which means that it always adjusts the content to whatever device it is being accessed on, whether that be a desktop, laptop, mobile or tablet. Patrick Stannah, Managing Director of Stannah Stairlifts, said: “It’s the culmination of months of work and in-depth research into what customers did and didn’t like about the old one, so we are confident it will be well received.” The website is at www.stannahstairlifts.co.uk

Porsche causes stir at vehicle adaptation firm The team at Autochair enjoyed a closer look at a top-of-the-range sports car when one of their customers brought his brand new Porsche in for a fitting. The company was asked to install one of its Milford Person Lifts into the passenger side of the brand new, limited edition 2016 Porsche Boxster Spyder. The car, which boasts a 375bhp engine and has a top speed of 180mph, belongs to Autochair customer Peter Boggiano, whose wife, Paula, has the condition muscular scoliosis, which has left her confined to a wheelchair. Over the past 10 years they have brought a succession of sports cars, including an Audi RS4, a Porsche 911 GT3 and a BMW M235i, to Autochair to have a person lift fitted. For more details about Autochair, call 01773 830222 or visit www.autochair. co.uk

100 walking aid donation When the River Aire burst its banks in December, Assisted Living Leeds was flooded. Park House Healthcare’s service team attended to support with the clean-up operation. The team removed water damaged equipment and decontaminated it. Some of the equipment recovered was beyond repair, with many walking frames unusable. With the help of sister company Drive Medical, Park House Healthcare donated 100 walking frames to ensure the Hospitals had them over the festive period. The company has also uncovered a new brand identity. According to Park House, the new sleek silhouette butterfly and change of font, enhances the overall appearance of the logo. The website for the company is at www. parkhouse-hc.com

64 www.thiis.co.uk

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steers and “ridesDrives, like a car, with looks you can take pride in ” ELEGANT HANDLING The height-adjustable, fixed tiller design gives car-like handling, while independent 4-wheel wishbone suspension makes for a smoother ride. SPORTY LOOKS Take to the road or pavement with rugged good looks, a 35 mile range* and a maximum legal speed of 8mph.

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jobs on offer

Area Sales Manager South East England Roma is a market leader of mobility and institutional products within the UK. The company has a diverse portfolio with many of its leading product lines manufactured within its facility in Bridgend – South Wales. The company has a vacancy for an Area Sales Manager within the South East of England. The main duties include the development and support of the company’s established Dealer network whilst promoting its growing business within the NHS Trusts within the territory. The position requires a professional minded person who is focused on achieving individual targets and the company objectives. Applicants need to have a high level of communication and interpersonal skills complimented by an understanding of key account management to develop existing and future business opportunities, based upon the introduction of potential new customers. An attractive and competitive package is available and will be discussed during the interview process. Please forward your CV and covering letter, outlining you’re your salary expectations, to sales@romamedical.co.uk

International Sales Manager About the Business The Prism Healthcare Group is one of the UK’s fastest growing manufacturers of Safe Patient Handling products through its Prism Medical Division and Paediatric Seating, Standing and Bathing products through their recently acquired Smirthwaite Division.

The role will involve extensive travel and the successful candidate will be based from home, with a requirement to visit UK sites as well as monthly key internal stakeholder meetings in Wales and Devon. The role will report directly to an the Group’s Export Consultant

With international sales being a key focus for the Group, we are seeking to recruit an experienced International Sales Manager to work within both Smirthwaite and Prism Medical to further enhance our support for our growing international distributor network.

Person Specification •

Recent International sales experience within the rehabilitation sector.

•

Experienced in managing distributor networks

About the Role

•

Salary – Highly Competitive including bonus, pension, private healthcare & company car

Demonstrable track record in delivering sales and profit growth

•

Strong relationship builder

•

Good commercial acumen

•

Excellent communication and presentation skills

•

Enthusiastic and positive approach

•

Results driven

•

Good negotiator

•

Prepared for regular overseas travel

The International Sales Manager will have full P&L responsibility for their accounts, be accountable for devising and implementing a strategic business plan for their regions, manage and develop all key accounts, identify and open new distributor networks, monitor and drive sales and profit margin in line with the account strategy, ensure the brand is represented within the territories, act as a brand ambassador and achieve their agreed sales and growth targets.

To apply for this role, please email your CV to claire.morgan@prismmedical.co.uk

The territories covered within the scope of the role include EMEA, Pacific Basin and Rest of the world including the USA.

prismmedical.co.uk

Sales Development Executive (London) Business Development (Sales) Specialist bathing and hoisting equipment. Area: London Astor-Bannerman produces specialist bathing and hoisting equipment for people with profound disabilities. We are dedicated to extending and enabling choice for disabled people and their carers. We are proud of our commitment to quality, and our sales team is keen to promote our products and services to Occupational Therapists, Local Authorities and key decision makers in the private residential sector. We are seeking a Sales Development Executive to grow our existing business in London. The role involves: • Providing product advice to Occupational Therapists (OTs), PCT managers and Social Services departments on Astor-Bannerman equipment • Accompanying OTs on visits to families, to present and assess for products such as specialist baths and changing tables • Organising and running training meetings with groups of OTs and other professionals

• Using strong communication skills, both verbal and written to communicate with and to cold call potential clients with confidence • Having the flexibility and ability to be able to advise on a wide range of equipment covering a variety of physical needs Though this is a sales role you do not necessarily need to have sales experience. We have successfully recruited policemen, teachers and healthcare workers and this position may suit someone looking for a change of career, however you must: • Be able to work at a highly professional level • Care about your clients and want to make a difference • Like working with people from all walks of life • Love the pressure of a sales role and be willing to go the extra mile without being asked • Give 100% day in, day out

• Controlling your own diary, making your own daily and weekly appointments

You will also need

• Finding new customers for Astor-Bannerman’s products within your area by contacting Social Service departments, hospitals and other potential customers

• Strong research and strategic analysis skills

• Developing new sales, within children’s and adults social services

• The desire to succeed • Proven presentation skills • Good computer knowledge (Microsoft Office and associated programs)

• A full driving licence • Excellent organisational skills • A positive and happy outlook on life with a good sense of humour A degree in a mechanical, sports science, or life science subject is preferable but not as important as the right outlook and the ability to fit in with our existing team. Full training will be given. If you are looking for a challenging and exciting job opportunity where you are able to make a difference to a client’s life and you are prepared to go the extra mile for both your client and AstorBannerman, then this job could be the one you for you. This is not an office based job but is a fully hands on, road based career with considerable personal independence. Ideal Candidate must live within the M25 London Area. Please e-mail or post your full CV to; Helen Laird, HR Manager, Astor-Bannerman (Medical) Ltd Unit 11F, Coln Park, Andoversford, Cheltenham, Gloucestershire, GL54 4HJ. Email: helen.laird@astorbannerman.co.uk Tel: 01242 822942 Competitive package with uncapped bonus. Closing date for applications: 18th March 2016. Strictly no agencies.

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training diary

Doing any training? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have. MARCH 2016 Invacare Ltd – Kuschall - 16 March 2016 – Pencoed - FOC Invacare Ltd - Bed Servicing & Maintenance - 17 March 2016 Pencoed FOC MediLink - Social Media skills training two day course – March 16-17 2016 - Radisson Blu, Leeds - £995 for large companies and £495 for sector SMEs. JCM - Specialist Seating Workshop – March 22nd 2016 – Peterborough – FOC. Invacare Ltd - Pressure Ulcer Awareness & Mattress Care - 22 March 2016 – Pencoed - FOC JCM - Car Seat Clinic – March 24th 2016 – Peterborough - FOC Pride Mobility – March 23/24 Introduction to Pride Mobility Products Technical Trouble Shooting - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

APRIL 2016 Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – April 6th 2016 Ilminster. FOC including Lunch. Pride Mobility - Introduction to Pride Mobility Products Technical Trouble Shooting – April 20/21 2016 - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended. Invacare Ltd - Invacare Manual Wheelchairs - 20 April 2016 - Pencoed - FOC JCM - Technical Training Workshop – 70 www.thiis.co.uk

April 21st 2016 – Peterborough – FOC JCM - Car Seat Clinic – April 26th 2016 – Peterborough – FOC

MAY 2016

Pride Mobility - Introduction to Pride Mobility Products Technical Trouble Shooting – May 18-19 2016 - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Invacare Ltd - Scooter Servicing & Maintenance - 10 May 2016 – Pencoed – FOC BHTA - Stoma and Continence Support - May 10 & 11 2016 – Wellingborough - BHTA/H&AT member £449+VAT. Non Member £562+VAT JCM - Car Seat Clinic – May 17 2016 – Peterborough – FOC MediLink - Social Media skills training two day course – May 17-18 2016 – Manchester - £995 for large companies and £495 for sector SMEs. Invacare Ltd - Pressure Ulcer Awareness & Mattress Care - 18 May 2016 – Pencoed - FOC JCM - Specialist Seating Workshop – May 19 2016 – Peterborough – FOC

CONTACTS FOR BOOKINGS Invacare – Call Joan James on 01656 776283 or email jjames@ invacare.com Global Training by Silvalea – +44 (0)1626 331655 info@silvaleaglobaltraining.com or visit www. trainingbysilvalea.com Quantum Rehab – Call Debbie on 01869 324600 or email sales@ quantumrehab.co.uk Pride Mobility – Call Dave on 01869 324600 or email service@ pride-mobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Electric Mobility – Call Tiffany Mockridge on 01460 258100 or email tiffany.mockridge@ electricmobility.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk MediLink – Contact Emma Lister, Medilink Skills Coordinator, on 0114 232 9277 or email e.lister@ medilink.co.uk BHTA - Contact Philip Woodward on philip.woodward@bhta.com or call 0207 702 2141

Scooter Accessories

For any further information please contact us below or visit www.able2.eu Tel: 01254 619000 Fax: 01254 619001 Email: enquiries@able2.eu Head Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB

ATTENTION. TO DETAIL To ensure reliability every TGA mobility scooter receives a 33-point Pre-Delivery Inspection before dispatch. Saving time, hassle and money for you and your customers. Does any other scooter supplier do this? TGA does.

01787 882244 SALES@TGAMOBILITY.CO.UK WWW.TGAMOBILITY.CO.UK

Team of the Year 2011 & 2015

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