THIIS Trade Magazine • Issue 217 • October 2016
Issue 217 • October 2016
Providing news and views in the trade since 1999
TRADE MAGAZINE
For everything new
Providing news and views in the trade since 1999
Retailers have fun doing business NEW TO THE TEAM RETAILER SUCCESS
BETTERLIFE TARGETS B2B
UNVEILED AT TRADE DAYS
LATEST PRODUCTS JOBS ON OFFER
Why sell a stairlift when you can sell a real lift? ●
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…from the editor
Don’t be shy, why not get in touch...
Trade Days took place for the third year a couple of weeks ago and once again provided the right environment and atmosphere for the trade to do real business over the two days. There were some excellent seminar sessions too and we have coverage of one of them in this issue, with more to come in future magazines. As always we have plenty of news about what’s happening in the marketplace from both retailers and suppliers. Remember, if you have news of something that you are up to, then send it to us. We have now had over 25,000 people read the magazine online, we tweet out news items to over 5,000 contacts, the email news Round Up is received by more and more people each week and the monthly magazine increases in circulation all the time too. In short, you can be sure that your news will be seen by the vast majority of the industry.
David N Russell
Editor David N Russell Tel: 01536 710050 E-mail: info@thiis.co.uk
Assistant Editor
Editor
Calvin Barnett 01933 278086 newsroom@thiis.co.uk
On the front... Retailers compete at Trade Days – see page 14
Advertising Enquiries You can find THIIS on Twitter at: wwwthiiscouk
Lauren, 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
“We have a unique product that all our trade partners love selling”
Ageing Mods provide exposure Page 10
“It is now crucial for our facilities to become more multi-purpose”
“It is extremely heartwarming knowing that Guy would be proud of the new Hudson range”
“This development is set to change things quite significantly”
Contributors this month...
Alastair Ronaldson Ross Care
Angus Long Impression Marketing
4 www.thiis.co.uk
InTHIISissue...
“We are now looking to replicate our B2C success through new wholesale opportunities”
£70,000 up for grabs Page 12
Unusual retail twist Page 20
B2B sales target Page 22
New to the team Page 26
Going the extra mile Page 42
Retailer of the month Page 46
Turning on the sales tap Page 48
WE LOOK FORWARD TO SEEING YOU NEXT YEAR TH TH ON 8 & 9 OCTOBER
Join us again at Europe’s sole trade only event for the mobility, living aids and assistive technology industry.
Stiltz in USA expansion Stiltz Lifts has continued its rapid growth by expanding its operation in the USA. The domestic lift manufacturer set up its stateside headquarters in Pennsylvania in 2013 under the leadership of experienced home accessibility specialist, Mark Blomfield. Now Stiltz Lifts USA has moved its facility to Bethlehem, which is more than double the size of the previous offices in Allentown. The company says that the move will enable it to increase its inventories and deliver more of its unique range of lifts to customers across the country, faster than ever before and that the business will also improve service levels and offer superior training and demonstration areas for its trade partners. Mark is President of Stiltz Lifts USA and the company has substantially increased his workforce since 2013. He told THIIS: “We always figured on three years being around the time we would need to move from our first location. Although we typically deliver our home lifts quicker than most manufacturers, we want to improve on our service levels further and we can only do that if we can hold the additional stock that growing demand requires.” Stiltz Lifts USA, like its UK-based parent company, saw significant sales in 2016 and has
5 Banner Waranty.indd 1
already surpassed what it achieved in 2015. Mark added: “We have a unique product that all our trade partners love selling. With more and more people needing a floor-to-floor accessibility solution, and a tendency to avoid going for a stairlift, demand for our product is growing and growing. As we continue to expand our USA distribution and “We have a unique product installation network, that all our trade partners love demand for technical training will grow, so it selling” is also important that we offer the training facilities expected by our partners. The new location allows us to train on more products in a comfortable environment. We should be good here for a while, but the goal is to outgrow the new place as quickly as possible!” The website for the company is at www.stiltz. co.uk. The website for the USA operation is at www.stiltzlifts.com
year warranty on mobile hoists
6 www.thiis.co.uk
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
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Does advertising in THIIS work? Does advertising work in THIIS magazine. This is what Julian Cobbledick of Assistive Partner thinks… “We supply a range of software for healthcare. Since our company’s formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in). Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment. And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several
sales. So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts. I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.” Julian Cobbledick, Director, Assistive Partner
Naples Swivel Memory Foam Recliner Walking Stick Stand & 25 Soft Grip Walking Sticks
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Ageing Mods give retailer more exposure Earlier this year we featured the unique promotion created by Brighton based retailer, Essential Aids. The ‘Quadrosenior’ campaign caused quite a stir and generated the retailer a good deal of publicity. It has led to further exposure as Polly Eden, head of Essential Aids’ PR, explained: ‘We were contacted by the director of a threepart comedy series who had seen our ‘Quadrosenior’ campaign and loved it. He was very keen to borrow our Mod and Rocker walking frames to use during a fight scene on Brighton beach. We were delighted that our campaign had had such far reaching appeal and was going to appear on national TV.” In July the Essential Aids’ products appeared on the screen, assisting actors Simon Callow and Bill Paterson in a UKTV production called ‘The Rebel’ about an ageing Mod living in Brighton. The Essential Aids team were also invited to watch some of the filming, which took place in February. Polly added: “Our ‘Quadrosenior’ models were also enlisted as extras, so Essential
10 www.thiis.co.uk
Aids MD Alex Wrenn and myself met the actors and crew who were all really friendly.” Polly was asked by the production team not to publish any photos until after the first episode had transmitted, so Essential Aids had to wait five months before releasing photos on their Facebook page or Twitter feed. Polly says: ‘When the “Our ‘Quadrosenior’ models programme was finally were also enlisted as extras” aired we had a minipremier with the whole of our team which was great fun. We’re so pleased that our ‘Quadrosenior’ campaign has appeared in all media forms: online, in print, on the radio and now on TV!’ The website for the company is at www.essentialaids.com
FIRST SENIOR AT TRADE DAYS 2016
What a great two days at this year’s event! Why Did So Many Dealers Visit Our Stand……….
NO NEED FOR A CONSUMER CREDIT LICENCE TO USE OUR FINANCE! Contact First Senior Group for more information.
info@firstsenior.com
round up
Dave Jepson of AKW with Nick Knowles
AKW helps DIY SOS AKW has helped Nick Knowles and his DIY SOS team meet the accessibility needs of a 17 year old and her family in a new episode of popular BBC show. AKW worked alongside the DIY SOS team to ensure
the bathroom was safe and fit for use. The company used its experience in revising the plans to enhance bathroom accessibility. The website is at www.akw-ltd.co.uk
Industry loses senior figure We are sad to report that Rod Blacka, CEO of Platinum Stairlifts has passed away suddenly. Tim Frear, Chairman of Platinum Stairlifts said: “It has devastated us all, we have lost a dear friend and valued colleague. Rod had been with us for 7 and a half years and during his time he led the company to record breaking sales levels and was a key figure in the growth of Platinum. Much more than that he was a strong leader and a good friend, it is heart-breaking for us to contemplate we won’t see him again. Rod worked tirelessly in this business and he set high standards by his example. His knowledge and skill helped Platinum immensely and his legacy is well founded within the company. Those of you who met him or had dealings with him will appreciate what a huge loss he is for us.”
12 www.thiis.co.uk
“I use my RollerScoot for 8 hours a day at work , much easier to get around than in my scooter or wheelchair”
£70,000 up for grabs as 2016 Stelios Award announced Sir Stelios Haji-Ioannou and Leonard Cheshire Disability have announced the 2016 Stelios Award for Disabled Entrepreneurs in the UK. In 2012 Cyclone Mobility won the first prize of £50,000. Now in its tenth year, new criteria have been added to the award. All forms of entrepreneurship / planned business activity including start-ups which are operated by disabled people or for the benefit of disabled people are eligible to apply. The Charity is also keen to hear from employers who employ significant numbers of disabled people or supply products or services for disabled people. Sir Stelios said: “To celebrate our 10th anniversary I have decided to increase the cash prizes to £70,000 and make it more inclusive so even people with a worthy business plan can apply before they have a real business.” The new criteria is for a company owned by a person with a disability, a company which predominantly employs disabled people or a company that supplies products or services to disabled people. Applications are now being accepted online at the Stelios Philanthropic Foundation Facebook page: www.facebook. com/steliosfoundation Or with Leonard Cheshire: www.leonardcheshire.org/stelios
Mr A. Kent, Cambridge
“The RollerScoot has transformed my life!” Mr P Souther Corby
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Looking for a great, new, all-yearround seller with high profit margins? Look no further – here it is! Due to a very successful year and with around 100 RollerScoots now sold...we are looking for more dealers to distribute our Award-Winning, Patented new mobility vehicle. Interested? Give us a call on 01803 558888, email info@rollerscoot.com or visit our website www.rollerscoot.com
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Healthy orders at Trade Days TGA report receiving healthy product orders at the third Trade Days show. The company gave exclusive trade deals to winners of its Minimo car boot loading competition.
Jolene Brumby, Director, North East Mobility Warehouse with Gareth Allmark, TGA Area Sales Manager (North)
TGA says that, for the third successive year, the event provided an excellent number of sales enquiries and invaluable networking opportunities. The time trial challenge involved retailers testing their skills at folding and loading TGA’s compact and lightweight Minimo mobility scooter into a mocked-up car boot. All retailers who entered and finished in the top five won further Minimo and Minimo Plus discounts in addition to the impressive range of TGA deals on offer. They also won a pop-up graphic banner to assist with point-of-sale promotion. The fastest time to load the Minimo was an amazing 3.52 seconds and was recorded by Dan Griffiths from Easy Living Mobility. Tim Ross, TGA “Our Area Sales Managers National Sales were busy throughout the two Manager told us: “We have seen trade days” orders increase by 45% this year.” On the challenge, he said: “There was a large number of times recorded under 10 seconds which proved how easy it is to fold, lift and load our Minimo into a car boot. Well done to Dan from Easy Living Mobility for recording the quickest time, faster than we ever thought possible!” Tim added: “Interest was high with our limited edition Breeze S4 and the new winning combination of our lightweight StrongBack wheelchair and established powerpack range. Our Area Sales Managers were busy throughout the two days networking with business contacts and talking to existing and potential scooter dealerships. Our structured range of early-bird show discounts worked well and helped us achieve significant orders on the morning of day one. All-in-all a good show meaning we will be back for 2017.” The website for the company is at www.tgamobility.co.uk The time challenge proved good fun and showed just how easy it was to fold and load the Minimo.
14 www.thiis.co.uk
FIRST SENIOR AT TRADE DAYS 2016
Did you miss First Senior’s seminar at trade days? Let us talk to you about what you have missed!
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round up
Acorn acclaimed international business of the year Winning ‘International Business of the Year’ at the UK Private Business Awards 2016 is the latest milestone in the rise of Acorn Stairlifts. where it is now the clear market leader for stairlifts, an accolade which few British companies can lay claim to. In addition Acorn has wholly-owned subsidiaries operating in Ireland, Belgium, Italy, France, Germany, South Africa, Australia, New Zealand and Canada, all selling direct to the public and organising rapid installation and aftercare. The photo shows Acorn Stairlifts Company Secretary Dave Belmont (third from left) receiving the award from event host and ITN News presenter Nina Hossain.
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About to celebrate its 25th year, the success story was recognised at the awards where Acorn overcame strong competition from six other eminent businesses to win. Sponsored by the world’s largest professional services firm Pricewaterhouse Coopers (PwC), this year’s awards attracted 1,268 entries. Judges were impressed by Acorn’s rapid and continued growth in international markets over the past decade. With an annual turnover approaching £150 million, two-thirds of its revenue now comes from export sales. In particular Acorn has targeted the USA
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Online success for THIIS magazine The online version of THIIS magazine reached a milestone recently as the 25,000th reader logged on to get the latest news. At the time of going to press, the actual total was 25,225. The number of impressions is now over 285,000. The average reading time for the magazine online can be as long as just over 8 minutes and we are read by people all over the world. Apart from the majority of the European countries, THIIS is read in countries such as United States, Canada, India, Japan, Taiwan, South Africa, Australia and New Zealand. Visit www.thiis.co.uk for the online issue IVANHOE HALF PAGE ADVERT 2014 V1_Layout 1 15/10/2015 12:08 Page 1
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.
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The new Terry Lifts Lead Referral Scheme can earn you
a reward of up to £1,250 for each Lifestyle Lift referral you provide Terry Lifestyle Home Lift
A Lift to Future Proof a Home 3 Winner of the Independent Living Design Award 2015 – BHTA Awards
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Send us a sales lead today and earn up to £1,250 for a confirmed Lifestyle Home Lift order or 5% of the quoted price for other Terry Lifts products. All you need to do is send us the contact details of the lead and we will do the rest for you.
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Focus
Success in Mobility Retail Alastair Ronaldson, Marketing & Sales Manager at retailer Ross Care presented a different angle when it comes to developing your business at his Trade Days seminar. Using the successful story from the world of hiphop, his message had an unusual twist. Here’s his take on what it takes to create and maintain success…
What does a successful individual look like in mobility retail? A sharp suited business person… a gift-of-the-gab salesman… or perhaps a highly trained clinician? Few would have singled out Ben Haggerty as the shrewd talent he would later become. Ben Haggerty, aka hip hop sensation Macklemore, with producer Ryan Lewis, have become household names for breaking the mould in their genre and achieving global chart success. This comparison may seem a million miles away from being relevant to us. However, there was genius in how they achieved their success. Initially fuelled by online success, ‘Thrift Shop’ was the first independent song (i.e. not released on a major record label) to reach the top of US charts for almost 20 years. Pop music is typically produced by the raw creativity of a small group or individual, who are later picked up by a record label. The label then applies their well-trodden formula combined with a lot of capital investment to translate this raw material into a neat package - widely available and consistently reproducible. The problem is, in return for this they require ownership of the music & quickly begin to apply heavy influence on the creation of any new music. So the goal for any musician with aspirations of big success is to court the attention of a major label. However, Macklemore and Ryan Lewis brazenly ignored this conventional path and yet achieved a success that any musician would be envious of. So what did they get so right? In fact, they took a string of smart steps; They possessed a clear understanding of their own unique offering & stuck to it. They tested and perfected their ‘product’ in a small setting, they had a firm grasp on new technologies that enabled their productions to spread rapidly. However, their master stroke came from
having a clear understanding of their industry and most importantly, how it was changing. They persuaded Warner Brothers to hire out their marketing services whilst not being a signed band. This provided them with a mechanism to respond to the scale of their YouTube success whilst maintaining full control and ownership of their music - all the benefits without the drawbacks. We too must also recognise that we are operating in an environment that is undergoing significant change. There are significant challenges developing in Health Care, Social Care & Local Government. NHS Providers are reporting significant deficits; Local Authorities are being required to take on new measures to compensate for reduced central funding; And we are all very aware of the increasing demands as a result of our aging population. These pressures require a significant change in response. Most significantly for us, this change is being driven by the introduction of the Care Act in 2014. The Care Act is designed to improve care for adults who need support in conducting their daily lives. In short, it addresses four key areas; 1) Promoting wellbeing 2) Reducing the need for increasing care. 3) Giving individuals greater freedom and control of their care 4) Highlighting the choice of services available. And whilst the Care Act predominantly talks in terms of care providers, it is clear that the provision of assistive equipment plays a key role. Take a moment to think about how the mobility products and living aids that you provide support these objectives. It’s clear that, in many ways, the care act points at you! I suggest we all need to have an appreciation of this, like Macklemore did in his industry, to
“It is now crucial for our facilities to become more multi-purpose”
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The Walking Stick Specialists
Fine quality workmanship and fashionable, elegant designs distinguish the Classic Canes range of traditional and contemporary walking sticks, folding canes, orthopaedic canes, seat sticks and umbrellas. © pitpony.photography/CC-BY-SA-3.0
guide us in making good decisions for our businesses. At Ross Care, having assessed what we ourselves are uniquely equipped to deliver, we are taking a number of steps to support these changes. These include being proactive in gathering representatives from Local Authorities to consult on how we can better support their work and enable them opportunity to shape our plans. Another is to develop a location that is much more than just a mobility shop. We are incorporating a centre that provides a full range of facilities designed to support therapists in making assessments and running clinics. This centre supports individuals in whichever way they are accessing equipment, whether through the Local Authority, as part of a Care & Support Plan or through a typical purchase. More than just a sales outlet, it is a hub that supports individuals in being informed and accessing the services they need. It is now crucial for our facilities to become more multipurpose whilst developing an ability to operate with a broad perspective. Given the nature of our sector, it is important to recognise there is more than just a commercial opportunity here, we also have a social responsibility. Developments in the delivery of care provide an opportunity to make a positive impact on the success of Health & Social Care provision in our country. And if we are to accept that our businesses have an increasing role to play in this, then there is also an increasing responsibility on us all to contribute to making it a success. And therein lies an additional measure for our success, one that we all share. A challenge that I hope each of us, in our different ways, will accept.
www.classiccanes.co.uk
Orchid Medicare –
Providing comfort & safety in medical healthcare
Shower Trolly
q
Orchid Medicare rise and fall shower trolley is designed to provide safety and comfort for both carer and client, for washing and personal care and provides a dignified and efficient showering experience. The trolley has both end rails and side rails for patient safety, with the side rails designed with a drop down lowering mechanism to allow for efficient posture and safer transfers. The market leading 400mm height adjustment allows the carer to position the trolley at the optimum position for safer handling. The waterproof removable mattress, made from easy clean 600gm PVC lacquered and polished polyester provides comfort and support while allowing easy cleaning.
End rails and side safety rails provided, side rails with fold away mechanism. Waterproof removable mattress provides comfort and support two metres of 02“ flexible waste pipe for ease of drainage. Buffer wheels for added protection.
The trolley comes complete with a 2 metre of 02” flexible waste pipe easy drainage. The trolley has four total lock brake castors which are tested to 100 hours salt spray corrosion test fitted as standard.
Four total lock brake casters tested to 100 hours salt spray corrosion test fitted as standard.
Orchid Medicare Copenhagen Road, Sutton Fields Industrial Estate, kingston Upon Hull, East Yorkshire, HU7 0XQ. E - sales@orchid-medicare.co.uk T - 01482 820333
www.orchid-medicare.co.uk
www.thiis.co.uk 21
Betterlife targets B2B sales
The company is offering an extensive range at competitive trade prices
A decade ago, when Internet sales first started to develop, the jury was out when it came to how successful a route to market it would be in our industry. One of the real success stories has been Betterlife, which was one of the first companies to grasp the Internet nettle. So much so, that the business found itself on the radar of Lloyds Pharmacy and was eventually sold to the powerful retail outfit in 2010. That was a few years ago now and initially the focus stayed firmly on internet sales. However, a couple of years ago the first Betterlife store opened in Leeds with a fresh, innovative approach to how customers experience a typical independent living store. The store’s impressive design caught the eye of Retail Week and the brand won the ‘Store Design of the Year’ award in 2015. There are now 8 stores nationwide with flagship models in Leeds, Birmingham and Arbroath and further growth expected throughout the next 12 months. The business focus has widened recently as a number of retailers who have spotted the Betterlife advertisement in this magazine will be aware. The company that was very much about consumer sales is now looking to build its B2B portfolio; supplying retailers with what it believes are popular, new products with high retailer margins. Brett Dawson, Business Account Manager, explained more. “The original online business was set up in 2004 and that has grown very successfully over the last 12 years. We are now looking to replicate our B2C success through new wholesale opportunities within the industry by offering our own extensive range of products at competitive trade prices.” He added: “We are continually investing in the development of new and innovative products that we believe will make great additions to our B2B product range. We have spent the last 22 www.thiis.co.uk
few years ensuring that we can deliver the best product, at the best price for our customers. Our bricks and mortar link has provided us with a strong insight into commercial product data which in turn has allowed us to develop a successful range of Betterlife own brand products. With a robust forecast model in place for significant “We are now looking to purchase volumes, replicate our B2C success we are able to secure the best possible through new wholesale prices for our business opportunities” account customers to help grow their own retail margins.” As well as the standard products that you would expect to see, Betterlife is also developing additional products that the company believes will be sought after in the near future, such as digital health and app-linked products. “Our demographic is an ageing population and consumers are looking more and more to technologically advanced solutions so we need to be prepared for this as part of our new product development scheme.” Brett explained: “Our message to the retailers is to have a look at what we can offer and see whether we can save them some money. Our large range of products covers many different sectors across the industry and we can also help with additional services such as drop shipping and setup delivery. Our trade application process Brett Dawson is very simple and we can help setup your believes the account today in matter of minutes.” company can save For more details, call Brett on 03303116498 or retailers some money. email Trade@betterlife.co.uk
New Mini Comfort – only in the best showrooms! The new Mini Comfort from KYMCO Healthcare, now in stock. Enhanced with a new suspension system to provide improved levels of comfort & 2 new metallic colours, Glossy Bronze & Metallic Mink, this new model will really bring some excitement back to your showroom. Avoid disappointment, call your Area Sales Manager now to order your showroom models, they’re going fast!
new to the team Do you have a new team member? Why not let the industry know? Just send us a short news item and photo.
Senior Training Officer appointed As part of its ongoing expansion, Simple Stuff Works has appointed Simone McCarthy to the role of Senior Training Officer. Simone will be responsible for the administration and development of the company’s accredited training provision and supporting the team of trainers with access to material, advice and administrative support. Simone has spent 11 years as a physical disabilities co-ordinator at a mainstream high school where she was involved in supporting children with varying levels of disabilities. The company’s therapeutic positioning system won the British Healthcare Trade Association Independent Living Design Award in 2011 for its simplicity and ease of use. Call 01827 307 870 or visit the website at www.simplestuffworks.co.uk
New Senior Production Manager at Bespoke Stairlifts Bespoke Stairlifts has appointed Kevin Young as Senior Production Manager. The company says that the appointment brings a wealth of experience within the engineering sector. In his previous role as Operations Manager Kevin oversaw the running of various multimillion pound projects, growing and developing a highly skilled, dynamic team. Kevin told us: “Quality is fundamental to any production process and the products we provide our customers are what we are inevitably judged by. I am looking forward to utilising my skills to enable Bespoke Stairlifts to effectively grow.” Director Gavin Finn added: “This is a big step for Bespoke Stairlifts, having someone of the calibre of Kevin who has a proven track record in delivering large scale production to the highest standards.” Kevin, who holds an Engineering Degree, has ascended rapidly to senior roles in his previous appointments, this he put down to “understanding what the role requires and ensuring everyone involved throughout also understands the complete process and how one procedure affects the next.” Call 01484 516 777 or visit the website at wwww.bespokestairlifts.com
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new to the team New Director for BES Rehab BES Rehab Ltd has appointed Ian Bickerton as Director of Rehab. Ian joins BES to assist in the continuation of the company’s growth and development in the area of assistive technology and rehabilitation. With the acquisition of DCS Joncare, BES Rehab has broadened its range of solutions for people with disabilities, especially for children. Having reviewed the respective strengths of the ranges supplying positioning and pressure care solutions, the company has merged the sales and marketing teams of BES Rehab and DCS Joncare, which is under Ian’s management. Ian, who has over 25 years’ experience in sales and marketing, has worked in the healthcare industry for 15 years with Invacare and MSS, during which he has been responsible for increasing international sales and distribution of posture and pressure care solutions. He has supported international customers across Europe, Asia Pacific, Middle East, and the US, and trained and supported sales teams. The website for the company is at www.bescorporate.net
Handicare unveil new National Sales Manager Handicare Stairlifts has appointed Paul Stockdill as its National Sales Manager. Paul joins from Acorn Stairlifts where he held roles in Customer Services, Sales and latterly as their National Sales Manager. Mike Bennett, Sales & Marketing Director told THIIS: “We are delighted to welcome Paul. His industry knowledge and personal qualities will compliment those of the existing team and will help us on our journey to the next level of our business’s development.” Paul told us: “This role is just the career progression I have been looking for. I was attracted to Handicare, not just because of their great reputation for quality and service, but also because of their terrific range of lifts.” Paul’s role will cover trade partner and government sales. The website is at www. handicare.co.uk
New director, Ian Bickerton (left) with MD Barend ter Haar
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 26 www.thiis.co.uk
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Langham Steps in new posture trial Langham is supporting the charity ARCOS with a groundbreaking trial, using the Langham K40 step to improve the lives of people with neurological conditions, such as stroke and traumatic brain injury. Speech and Language Therapist Kay Coombes, Director of ARCOS said: “The pilot is interdisciplinary. It will involve rehabilitation centres of excellence in London and Birmingham trialling the use of K40 steps instead of wheelchair footplates, when people are sitting. An upright posture of the upper body can be a tremendous help in function, including swallowing and the coordination of breathing and swallowing.” Marty Brookes, who delivers Langham’s training programme for Occupational Therapists
said: “The position of footrests on a wheelchair can encourage people to lean back, instead of having a comfortable upright sitting position. When sitting still in the wheelchair, resting both feet on a K40 step allows their feet to be positioned directly beneath their knees. This better posture should help with breathing and eating.” Langham is a division of Gordon Ellis & Co. The website is at www.gordonellishealthcare. co.uk
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Kay Coombes, ARCOS SLT with David Silverwood of Langham
round up
Handicare Group confirm acquisition The Handicare Group has confirmed its acquisiton of Prism Medical Ltd. Not to be confused with Prism in the UK, the business is located in Toronto, Canada and St. Louis, USA and is a significant player in the ceiling lift and patient handling market in North America. Prism Medical’s products are marketed under the brand names of Prism Medical, ErgoSafe, Waverley Glen and Nightingale in the homecare, acute care and long-term care markets throughout North America. Asbjörn Eskild, CEO of Handicare Group, told THIIS: “We have been searching for a company that can support Handicare’s growth strategy in North America: a healthy company that also shares our values and puts the customer and client in focus. We look forward to sharing details of the new products that will be on offer
to Handicare’s UK customers as a result of this acquisition.” The photo shows members of the team celebrating the deal in Sweden. From left to right: Hardy Brännström (Handicare), Rozz Scavuzzo (Prism Medical), Steve Clark (Prism Medical), Asbjørn Eskild (Handicare) and Peter Lindquist (Handicare). The website is at www.handicare.co.uk
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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 October 31st 2016 unless otherwise stated.
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Right Handed Ergonomic walking stick – £3.49 each or box of 10 for £29 Free delivery Quote: ‘this sticks’ Call us on 0330 311 6498 or email at trade@betterlife.co.uk
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Introducing the TailorMade; a high back chair with a variety of options providing a comfortable yet stylish chair to suit any customer. You can choose the back style, arm styles, size, fabrics and an optional foot stool. For more information please contact us on 0800 037 3084 or email at us sales@niagarahealthcare.co.uk 32 www.thiis.co.uk
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3 months free available! Did you know we offer 3 months mobility scooter and powerchair cover completely free of charge! Our Mobility Scooter insurance ensures customers are covered for compensation claims and 24/7 breakdown recovery with no excess to pay should they need to make a claim. Call now on 01476 512 190 sales@markbatesltd.com www.markbatesltd.com
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Tribute to Guy as new range launches In a touching tribute that is probably a first for our industry, Pride Mobility has named a new range of lift chairs after one of their longest serving sales representatives who sadly passed away last year. The new Hudson range of chairs has been named after Guy Hudson. Guy passed away from a rare form of cancer and for a preliminary period, Pride will also be donating a percentage from each sale to the Alan Morement Memorial Fund (AMMF), the UK’s only Cholangiocarcinoma Charity that helped support Guy and his family. Manufactured in Britain, the chairs feature a choice of three separate back supports, a number of different fabrics and are named after Guy’s favourite places to visit. Retailers from across the country came together for the official launch day of a range of new products, including the new chairs, whilst getting the chance to grab some bargains and raise money for a good cause. Paul Everett, Managing Director of Pride Mobility, told us: “The Open Day was not only a great chance for us to show our new range of products, it was also an opportunity for us to discuss the new direction we are heading in.” On show were a number of new products including the re-engineered Go Chair, the new Jazzy Air with a focus on social mobility and the new Hudson range. Paul added: “The British manufactured Hudson range demonstrates our new way of thinking and creating innovative products, which 34 www.thiis.co.uk
have been designed through feedback from “It is extremely heart-warming our dealer network. knowing that Guy would be It is extremely heartwarming knowing that proud of the new Hudson Guy would be proud range” of the new Hudson range and it perfectly complements our approach to not only business but also product design.” At the launch, retailers were given the opportunity to bid against one another in an auction and some great bargains were secured. Once the auction had finished Pride drew the raffle in aid of AMMF, with a variety of prizes, including an iPad Mini won by Bristol Mobility. £155.00 was raised for the charity. Paul explained: “The Open Day was a fantastic success, as it allowed our retailers to get a better idea of the inner workings of Pride Mobility and for us to grow further business relationships. The compliments we received during the day about our new range of products were exceptional and extremely encouraging.” To find out more about Pride and any of the Guy Hudson has new ranges, visit the website at www.pridebeen remembered by Pride mobility.co.uk
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round up
Luxury retirement community chooses BaKare BaKare Beds Ltd has recently supplied Battersea Place in London’s Battersea Park for its prestigious new 30 bed development which is described as the first luxury retirement community concept to hit London. 30 purpose-built nursing suites offer the perfect environment for patients in need of short-term convalescence, post-operative care, long-term nursing and palliative care. The beds, mattresses and furniture have been supplied by BaKare Beds.
Ainslie Sutherland, general manager for Battersea Place was impressed and has given the company a glowing recommendation. He said: ‘It’s the most positive experience I have had so far. Beds are so important to wellbeing, it’s a huge responsibility to buy someone’s bed as sleep is integral to wellbeing and repair. I would recommend BaKare in a heartbeat.” The website for the company is at www. bakare.co.uk
Phil’s success as superhero fundraiser Phil Grant has worked at Astor-Bannerman since 1999 in various warehouse and shop floor roles, but he also has another role which has seen him raise thousands of pounds for the charity Muscular Dystrophy UK over the past 25 years. Phil’s son Christopher is 29 and was born with Duchene Muscular Dystrophy and since the age of four, his father has spent countless weekends and evenings fundraising. Although Phil has lost track of exactly how much he has raised, in the last four and a half years alone he has raised over £16,000 and all of this has been done while dressed as Wonder Woman! Phil was recently invited to an official reception at St James’s Palace which was hosted by HRH The Prince Philip, Duke of Edinburgh who is the patron for Muscular Dystrophy UK. The website for the company is at www.astorbannerman.co.uk 36 www.thiis.co.uk
WARRANTY
5YRS Y WA R RANT
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New to the Pride Mobility family is our range of British manufactured lift chairs. Teaming up with a UK Manufacturer has allowed us to bring you a range of highly adaptable chairs, with that classic unmistakable British quality. Featuring a choice of 3 separate back support’s: Lumber, Lateral and Waterfall, the Hudson range offers out of the box comfort, allowing every user to find their perfect position.
Made in Britain
Tel: 01869 324600 | Email: sales@pride-mobility.co.uk Web: www.pride-mobility.co.uk | Ver: 1.0
From the Trade Days showfloor
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ADVERTORIAL FEATURE
Women in business accolade for Companion’s MD Companion Stairlifts managing director Clare Brophy has been shortlisted in this year’s Forward Ladies Women in Business Awards for her role in driving the success of the business. Now in their seventh year, the Forward Ladies Women in Business Awards have grown from being purely regional into one of the most prestigious events in the calendar for professional women. The organisation, founded in 1999, supports women in their professional lives and celebrates and champions the role of women in the workplace. Clare co-founded Companion Stairlifts in 2003. She says it was a gamble to take on the big names in the market, but 13 years on the company is now one of the major players – thanks to the team’s passion for what they do, a commitment to excellence and a strategic partnership with the UK’s largest charity working with older people, Age UK. Ms Brophy and Companion Stairlifts have been shortlisted in two categories: Retail and SME Growth. “It’s a real honour to be shortlisted in this year’s Women in Business awards and I’d like to thank my team for the part they have played in the success of Companion. I think it’s hugely important that women have the right role models to inspire them and to give them the courage to chase their dreams, whatever they may be. I knew from an early age that I wanted to make a difference, and I hope that I can share my experiences with others and inspire them to achieve their ambitions,” said Clare, a mother of four who started her first business – a dance 40 www.thiis.co.uk
school – at the age of 13. This year’s Forward Ladies National Women in Business Awards, sponsored by HSBC, has attracted the highest number of entries ever received. In announcing the results for Yorkshire & Humber, North East and Scotland, Griselda Togobo, MD of Forward Ladies said: “This has been a fantastic year for women; we continue to start, grow and run high profile successful companies. We have been surprised and delighted by the number and calibre and diversity of the applications we have received, and look forward to celebrating their success. “The award categories are a reflection not only of the types of businesses with which women are involved but also industries which need to attract and encourage young women to join for future growth and prosperity.” Clare will join the other shortlisted applicants at the regional final at the Crowne Plaza Hotel in Newcastle upon Tyne on 14 October. The winners from this and the other regional finals will then be invited to appear before a live judging interview panel in November, followed by the national final in Leeds on 1 December.
Senior management team (seated l-r) Karen Stockdill, David Harrison, Clare Brophy and Ian Dysart with the rest of the Companion Stairlifts team.
Going the extra mile… or the extra few hundred! How far are you willing to go to provide good customer service? The team at Walsall based Motus Medical had their commitment put to the test when they received a rather unique call from France. The company’s co-founder Chris Taylor received a call from the brother of a British owner of a Quickie Salsa M2 who has Motor Neurone Disease (MND). The chair had been purchased from a dealer in France, but it became apparent that there were aspects of the chair that were not suitable for his condition. Chris explained: “The customer was finding it very difficult to swallow and breathe properly in the chair and the situation was becoming desperate. It seems that the seating position was not comfortable and they had contacted the original supplier to get the product adjusted or changed. Unfortunately, they felt that the French company wasn’t reacting in the way that they had hoped. With the need for a solution becoming more pressing, they tried contacting different French dealers looking for assistance. However, they referred the pair back to the dealer they purchased it from.” It was at that point that the Sunrise office in the UK received a call as Chris told us: “They decided to contact the Sunrise Medical UK office who provided some helpful customer service, including advice on adjustments they could make on the chair to help immediately alleviate some of the issues. When the customer asked Sunrise for a service provider with seating knowledge in the UK who could help, we were recommended.” Chris got a call shortly afterwards and began to work on a solution. After receiving a detailed description of the issue, along with images, Chris and his colleague Tom Dobson decided 42 www.thiis.co.uk
on a number of products that would provide the solution. Just a short time after being contacted, Tom was on a flight to France to meet the pair and make changes to the chair. The company provided the solution by placing support at the pelvis with a new Jay Balance cushion and two-point hip belt, fitting a Whitmyer headrest and raising “When the customer asked the backrest higher, amongst other Sunrise for a service provider changes. with seating knowledge in the Tom left France with the brothers both UK who could help, we were satisfied and relieved, recommended” Chris added: “We are still in contact with the client, as he has a progressive illness and we have told him we can go back for any future issues. He even mentioned that he was travelling to Saigon in Vietnam and the plane they had chartered could not accommodate the chair. Instead, he asked if Tom could accompany them, strip the chair and reassemble it in Vietnam! Luckily they found a plane with a larger door to get the chair on so Tom is off the hook for now.” The website for the company is at www. motusmedical.co.uk
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round up £50,000 award for Blatchford team Blatchford has been awarded the MacRobert Award by the Royal Academy of Engineering for its Linx prosthetic limb. The award is regarded as the leading prize recognising innovation in UK engineering. The Linx Development team, comprising Professor Saeed Zahedi, Dr David Moser, Nadine Stech, Rob Painter and Andy Sykes collected the Gold medal and a £50,000 cash prize which is to be shared amongst the team. Stephen Blatchford, Executive Chairman said: “Linx is the first prosthetic leg where information from the foot and knee sensors is used together as Linx evaluates how best to support what the user wants to do and react accordingly.” The website is at www.blatchford.co.uk
Fund-raising mission accomplished We reported recently that James Robertson of Assisticare was attempting his first Sprint Triathlon event in memory of his brother Ian. The event was supported by the Brownlee brothers. James raised close to £500 for St Gemmas Hospice, Leeds. His Step Father, Mother and Brother all went through palliative care at the hospice. He told us: “I managed to complete the course in 2 hours 6 mins and while that won’t trouble any record books, I enjoyed it thoroughly, except for the swimming as the water was so cold! James would like to thanks everyone who supported him. 44 www.thiis.co.uk
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Retailer of the month award presented
From left to right, Yvonne Pay, Senior Sales Assistant; Lenny Bibby, Engineer and Sales Assistant; Aaron Sverdloff, Managing Director; Martyn Simpson, TGA Area Sales Manager (Central); Darren Macey, Business Development Manager.
Lifestyle and Mobility, with showrooms in Basildon, SouthendOn-Sea and Salisbury, picked up the TGA Regional Retailer of the Month Award for July. The company receive exclusive trade discounts for a month, free PR support and a bottle of champagne. Darren Macey, Business Development Manager for Lifestyle and Mobility told us: “We are extremely pleased to win this award from TGA. We have a lot of faith in their brand as TGA products are excellent quality and engineered really well and our businesses have a strong, trusting relationship.” He added: “Focusing on every little detail can make a big difference across a whole business. We ensure every aspect of our showrooms deliver a proper retail experience like stepping into Next or Peacocks, not a dark and cluttered old-fashioned mobility shop. Our service levels are equally as diligent which makes us stand out from competitors and continues to generate word-of-mouth recommendations, so important for business development.” 46 www.thiis.co.uk
Tim Ross, TGA National Sales Manager said: “Lifestyle and Mobility are a growing company who offer excellent levels of after sales service. The fact that one of their partners, Simon Greenway, used to be a TGA Area Sales Manager “We ensure every aspect of our helps to cement showrooms deliver a proper our relationship. They have a great retail experience like stepping understanding of into Next or Peacocks” who they are, where they are going, and feel that TGA is a perfect partner to help them achieve growth.” The website for the company is at www. lifestyleandmobility.co.uk
Trade Days 2016
We were overwhelmed by the response to our sponsorship of the VIP lounge at Trade Days this year. Thank you to everyone who made our weekend a success and we look forward to seeing you in 2017. Still want to find out why partnering with Mark Bates Ltd is the smart choice?
Call: 01476 513789
Visit: markbatesltd.com/our-dealers Mark Bates Ltd t/a Premier Care are authorised and regulated by the Financial Conduct Authority, F.R.N. 308390.
Focus
Social media campaigns Using social media to generate awareness and ultimately sales is a great idea…if you have the time to do it properly. Here, Angus Long of Impression Marketing explains about a support system that aims to help small businesses get more ‘social’ savvy…
Turn on the TAPPS to more sales Social networking sites such as Facebook and Twitter started off as a way for people to keep in touch and share trivialities with friends and family near and far. They quickly caught on and today there are 1.7bn and 1.3bn Facebook and Twitter users respectively, generating 4.5bn likes a day and 6,000 Tweets a second. It is probably fair to say, these social media sites have come a long way from the preserve of banal frivolity to now being major media sites that are often the preferred place for breaking world news and comment. Naturally, the size, power and reach of such sites offer businesses a huge potential for marketing and promotional practice. Indeed, most companies, businesses and organisations all have company Facebook and Twitter accounts, but given the sheer size of the on-line traffic a few lone Facebook updates and tweets a week is simply not going to get the coverage needed to generate sufficient website visits or enquires to create enough sales opportunities because, like most things in sales and marketing, it’s simply a numbers game. Take Twitter for example, if the account has a few followers and only generates a few tweets a week, it’s simply not going to get seen by many people, these are known as impressions. However, there are some things that can help and one of those is TAPPS, the acronym stands for Tweets About Places, Products and Services. TAPPS is the brainchild of Steve Wilkinson; THIIS readers may be more familiar with his nickname ‘Wheelchair Steve’. Essentially TAPPS is aimed at drafting, and sending out quality tweets with the aim of increasing exposure, likes, re-tweets and raising followers; all of which inflate the number of impressions your account gets and in turn drives more traffic to your website. The more visitors a website gets the greater the chances of being contacted for a sales enquiry. It
works from day one. A typical business twitter account generating a few hundred impressions a month can rise to over 100,000 a month using TAPPS in just a few weeks. To generate this number of impressions a business needs to send out around 3,000 tweets a month, every month. That’s a lot of tweeting and even a well-staffed marketing department would be hard pushed to find the time and energy to do that much tweeting, which is why I really recommend using TAPPS. The service includes, drafting the content, sending out over 3,000 tweets a month, plus a comprehensive report including, number of tweets, impressions and new followers. That’s over 100 tweets a day for less than the price of a Costa coffee. Furthermore, there are no minimum periods either, so you can start and stop whenever you like. It’s good news for BHTA members too. I’ve struck a deal with Steve and TAPPS so BHTA Members can access the service at a specially reduced rate. So, time to turn on the TAPPS and let sales opportunities flow. To find out more about TAPPS call 0845-3082745, email info@impressionmaketing.co.uk or visit the website at www. impression-marketing. co.uk
“A typical business twitter account generating a few hundred impressions a month can rise to over 100,000 a month using TAPPS in just a few weeks”
48 www.thiis.co.uk
Frontier Medical Group acquires Genie Care Frontier Medical has added to its pressure care portfolio with the acquisition of Genie Care. One of the products in the Genie Care range is ToTo, which the company says is recognised as a revolution in helping clinicians and carers in the regular turning of patients. The unique turning platform is placed under any existing mattress and designed to gently turn patients at regular intervals, supporting carers and offering a new approach to “Two Hourly” or “Night Time” turning. Simon Jackson, Managing Director at Frontier Medical Group said: “Pressure injury is a major issue in the global healthcare profession, and increasing our range of products will further allow Frontier to improve the lives of individuals who are at risk in both the acute and community settings.”
50 www.thiis.co.uk
Mike Wilkinson, Managing Director at Genie Care said: “This integration with Frontier Medical Group is the logical next step for Genie Care. Combining Frontier’s “This integration with Frontier best-in-class pressure Medical Group is the logical area care products with Genie Care’s ToTo next step for Genie Care” patient turning system will provide patients with the most complete pressure area care range in the market.” The website for the company is at www. frontier-group.co.uk
From the Trade Days showfloor
There was plenty going on at the third year of Trade Days. Here are just a few examples of what retailers came to see…
World-first launch at Trade Days Scooterpac, the company that introduced the world’s first convertible canopy that will fit virtually any scooter, now has another first-of-its-kind in the way of the Cabin Car. The company describes it as being the closest to a car a mobility scooter has ever got. The company chose to keep the new product ‘under wraps’ for the first morning of the show and so the Cabin Car was hidden underneath a black veil, with a grand unveiling a few hours into the show. Boasting high-end features that you would find in a modern car, the Cabin Car has toughened glass windows, remote central locking and a built-in heater and fan. Perhaps the most impressive feature of all is the reversing camera and parking sensors it comes with as standard, all in what the
52 www.thiis.co.uk
company describes as an incredibly comfortable interior. At the launch, the Sales Director of Scooterpac, Dane Lawrence said: “We are always striving to develop and innovate. With the Cabin Car, I truly believe we have achieved this – it’s a product that not only provides the extra comfort and security that a car does, it also brings style, fun and excitement with it.” For more details on the new product, call 0330 124 1733 or visit www. scooterpac.com/thecabin-car
! NE W
Made t o Meas u re
ROMA MURCIA FEATURES Split battery pack. LED front light. Non marking puncture proof tyres. Comfortable adjustable height seat and flip up and width adjustable armrests. Adjustable angle tiller with delta handle. Easy to use controls and front shopping basket with carry handle. Maximum user weight up to 21 stone with a range of 19 miles. Available in Red & Blue.
www.romamedical.co.uk | 01656 674488
| sales@romamedical.co.uk
From the Trade Days showfloor
New scooters launch at Trade Days Z-Tec Mobility is launching a new range of scooters at Trade Days. The West Midlands based company has decided to release a colourful range of travel and pavement scooters into the marketplace. According to the company, the ZT-IMP and ZTIMP deluxe 4 mph travel scooters are available with a beautiful metallic finish in both Cherry Red and Jet Blue. The IMP comes with 12V 12Ah batteries which provide a range of 10 miles whereas the Imp Deluxe comes with a 12V 10Ah LITHIUM batteries and boasts a range of 15.5 miles and all the associated benefits of Lithium technology. Replacement Lithium batteries will
New competition from Repose Repose launched a new competition at the show which will also be run at the OT Show later in the year. Retailers picked up their free Selfie Sid and Posing Polly pens and then have until the end of October to tweet or Facebook pictures of the two pen friends together when they are out and ideally in the most unusual location. The winning entry will receive a night away with the runner-up receiving a Hotel Chocolate hamper. The company also launched its new retailer training programme which has been developed in conjunction with The OT Service to provide a detailed and insightful training resource to support retailer’s skills. Call 0844 7766001 or visit www. reposefurniture.co.uk
54 www.thiis.co.uk
be available to Z-Tec customers at a substantially reduced price. The ZT-CIAO 4 mph pavement scooter comes with a large selection of available colours and a definable colour coded seat. The Ciao comes with 12V 20Ah batteries which provide an impressive range of 20 miles. With modern styling, large shopping basket, easy to use controls and a large LED headlight this scooter represents something a little different. Z-Tec Mobility is on stand TF110. The website is at www.z-tec.co.uk
From the Trade Days showfloor
Success for Topro Topro, one of the UK’s leading manufacturers and suppliers of rollators enjoyed another successful Trade Days. Katie Tomlinson told us: “As we sell through a network of retailers, a trade only event is great for a company like us. Over the two days we were able to meet up with many existing retailers and also engage with a high level of potential new ones. Having so many business contacts together under one roof is great as it
represents a very cost effective way for us to grow our UK network, showcase our portfolio of rollators and discuss our plans for the future in a relaxed yet business like environment.” For details of retailer opportunities, call 0844 739 1617.
License to trade as reps get the power On the Drive DeVilbiss Healthcare stand the company was offering retailers the Licence to Trade. Following on from the integration of Drive Medical, DeVilbiss Healthcare and Park House Healthcare at the beginning of August 2016, this year’s Trade Days Exhibition was the first show attended by the new Drive DeVilbiss Healthcare. The company gave its sales people the Licence to Trade….with the ability to offer any price they wished, to help develop business with retailers. Of course, there were also the popular free breakfast butties, hot drinks and snacks available throughout the day. 56 www.thiis.co.uk
“Trade Days 2016 was a great success for Drive DeVilbiss Healthcare. Thanks to all our customers and visitors for coming to see us, we had a fantastic show and look forward to 2017” Sally Wright, Marketing Manager
OCTOBER IS ARTHRITIS AWARENESS MONTH
MORE THAN 10 MILLION PEOPLE
in the UK are affected by Osteoarthritis Facts & figures - Arthritis Research UK 2014
We have produced an Arthritis Patient Guide, offering product suggestions. Offer this to your customers to help with their everyday life. Here’s a selection of our October Promotion... Days Walker Trolley
Axcess Suitcase Ramps
Dycem Jar & Bottle Opener
109
(1.5m/5ft) 09 116 9788
AA5004
Savanah Raised Toilet Seat 10cm Without Lid AA2114Y
Throughout October all products within this guide will be on promotion! For your copy of the full promotion and the Arthritis Patient Guide please contact your Sales Representative details below.
Please contact your Patterson Medical Sales Representative
FOR FURTHER INFORMATION
Tel: 03444 124 330 Email: retail.sales@pattersonmedical.com www.pattersonmedical.co.uk
round up
Setting the Gold Standard with Motability Gold Medal winning Paralympian and MBE Jessica Jane Applegate took the time just before jetting off to the Rio Olympics, to join Beactive Mobility and Freerider at the Embracing Motability Day in Lowestoft, where she handed over the keys to a brand new Freerider FR1 scooter. The event hosted was by Beactive Mobility, and sponsored by Freerider. Jessica joined
Shaun Green, Beactive Motability Manager, and Richard Aldridge, Regional Sales Manager at Freerider, to present a new customer with his FR1 Scooter. Beactive Mobility’s website is www. beactivemobility.co.uk or call 01502 568848.
British Made
British Design
Free Display Stands - Premium Packaging
FREE Trade Pack 58 www.thiis.co.uk
No Minimum Order - Lengthy Guarantees
HANDCRAFTED FURNITURE C O M P L E T E LY T A I L O R M A D E T O F I T Y O U R E X A C T R E Q U I R E M E N T S
Manufacturers of bespoke rise and recline chairs and handcrafted adjustable beds for the mobility and healthcare market
For furniture offering comfort, independence and a higher standard of care, contact;
Tel: 0115 913 3572
email: info@riseandrecline.co.uk www.riseandrecline.co.uk
NEW
round up
Significant new sling launch promised by Silvalea Silvalea is planning the reveal of a ‘top secret’ new sling innovation which the company believes will change the patient sling industry. The new product will be launched at the OT Show in November. What the innovation actually is, the company will not say. However, MD Pauline Guilfoyle (pictured) has told us that the innovation, which has been developed over the last 3 years, will be a significant advance in providing a more hazard free sling solution. Pauline said: “There are always hazards with slings, fitting, fixings, and inadequately trained individuals can all contribute to potential accidents. If we can remove just one of these potential hazards, then we are doing our job.
60 www.thiis.co.uk
This development is set to change things “This development is set quite significantly and to change things quite solves a potential hazard which has long significantly” been inherent in sling fixings.” The company will be on stand G50 at the OT Show 23rd – 24th November. The website for the company is at www. silvalea.com
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· Will fit all standard “Flange type” tow bars. · All aluminium construction Only 16 kilos. · Powder coated finish · Available in Black or White finish · No tools required for fitting or removal. · Folds in half for easy boot storage. · Extra discount for stockists. · Will carry scooters up to 90 kilos depending on vehicle. · Comes complete with full lighting. · Recommended retail price £699.00 Inc VAT. Or sell VAT free £599.00 · Stockist trade price £399.00 plus VAT. · £200.00 Profit per rack
For sales enquiries please ring 01935 479453 or email sales@space-rack.com
@UniqusiRetailer
The Healthcare and Assistive Technology Society is the professional body for individual practitioners in assistive technology Why not join the Society today and become part of a growing community of trade professionals who work to a Code of Professional Conduct, giving confidence to customers and colleagues that you are working to ethical standards of best practice.
3Installers 3Fitters 3Technicians who assesses 3Anyone or advises on products
Every member of the Society is committed to a Code of Conduct and to keeping their knowledge and skills up-to-date. /Healthcare-Assistive-Technology-Society @hatsoc
www.hatsoc.org
Supporting staff, giving customers confidence
www.thiis.co.uk 61
Senior appointment at Companion Companion Stairlifts has strengthened its senior management team with the appointment of Karen Stockdill to the newly created position of Senior Office Sales Manager. Karen has over 18 years’ experience in the industry and joins the Companion team to provide coaching and mentoring to the sales team as the company embarks on a drive to grow its share of the market. Turnover in 2015 was £19.7m and the company is on target to achieve £21m this year. Managing director Clare Brophy said: “These are exciting times for Companion and I’m delighted to welcome Karen to our team. She is perfect for the organisation and her appointment will help us take the business to the next level.”
Karen added: “I’m looking forward to working with this very ambitious and professional young team to further improve the sales journey for its customers.”
20 YEARS OF HAND-BUILT QUALITY • • • •
UK manufacturer, established in 1996 Curve & Straight lifts to suit all staircases Innovative, adjustable ERGO chair Award-winning reconditioned scheme
www.platinumstairlifts.com 62 www.thiis.co.uk
• • • •
Space seat for narrow staircases Fastest lead times in the industry for a hand-built, custom-fit, curved rail Outstanding service and aftercare
Freephone 08000 355 591
Illuminated Footplate
Active Seat
Slidre Track
Voice Connect
on the market
Fully collapsible shower cradle Orchid Medicare has developed a fully collapsible shower cradle that is easy to carry and takes up minimal space when stored. The space saving Voyager Travel Shower Cradle enables users to be showered in a reclined position with full support. It weighs only 14kg, which the company says is well within the European guidelines for the safe manual handling of loads. Sales Director Shaun Caddick said: “The Voyager cradle will enable hospitals, care homes and individual users to make the most of available space because it folds to compact dimensions. Because it is small and relatively light, it also enables users to travel more easily for holidays or short breaks.” Measuring 56 x 131 x 25cm when folded, the Voyager cradle comes with a travel bag with pockets to carry accessories such as head supports and side panels. For more information call 01482 820333. The website is at www.orchid-medicare.co.uk
WE DELIVER YOUR PROMISES We are a nationwide delivery company based in the heart of Yorkshire. We specialise in the delivery, installation, demonstration, handover and testing of all types of healthcare products.
Our services include: • • • • • • • •
Delivery and Installation of ALL Healthcare Products Engineering Call Outs Removal and Disposal of Old Products Honour Manufacturers Warranties Customer Service Management Full Annual Services Inbound Receipt and Warehousing LOLER / PUWER Testing
CONTACT US TODAY ON 0330 445 0099 SPECIALISTS IN HEALTHCARE LOGISTICS
Visit us at www.hdd-ltd.com @HDDltd
/HDDLtd
Come rain or shine... it’s fine out with Scooterpac®
The folding canopy which fits virtually EVERY mobility scooter An excellent up-sell product with FREE marketing material available.
scooterpac.com
A5 Premium Brochures
A2 Framed Poster
6’ Pop-up Banner
Call us on 0330 124 1733 today for more information
on the market
New Bluetooth IR joystick module Curtiss-Wright’s Industrial division, PG Drives Technology showed the recently-launched CJSM2-BT joystick module at Rehacare. Integrated Bluetooth technology enables wheelchair users to control personal computers, Android tablets, iPhones, iPads and other smart devices from the joystick module. The infra-red communication is widely used to remotely control household appliances such as TVs, DVD players and multi-media systems, as well as some home-automation equipment. For more information visit www.cw-industrialgroup.com or call 01425 271444.
For More Info... Phone Email Web
01254 619000 enquiries@able2.eu www.able2.eu
66 www.thiis.co.uk
The Infinity Powered Swivel Bespoke Stairlifts has released a new powered swivel option. The company says that it believes it is the quietest, smoothest powered swivel available on the market. The new option is available on the Infinity Stairlift. Director Gavin Finn told us: “We feel we have created a unit with near silent operation, effortlessly smooth transition, ensuring the user feels safe and confident at the most critical part of their journey. We have developed a built in resistance within the unit protecting against any arm trapping should the user encounter any obstacle during the swivel operation.” The company says that the new unit is unique in the fact that when installed does not increase the height of the seat; this is because the components are cleverly positioned within the unit enabling smaller users to continue to feel safe when exiting the stairlift. Call 01484 516 777. The website is at www.bespokestairlifts. co.uk
Made in the UK
Be the best… Buy the best… Support GB
Follow us: @SidhilLtd
Tweet of the month Using a tweet simply as an advert can be an effective way to get the message across, just as B&M Supplies have done in this example...
Book your place... ...with the best in Britain’s Healthcare Industry at The British Healthcare Trades Awards Dinner 2016. To book your table or place, E-mail Nigel Woods at: nigel.woods@bhta.com
Thursday 1st December 2016 etc.venues, 155 Bishopsgate, London EC2M 3YD
Contact us at: 9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE Tel: 01733 391900 • Fax: 01733 391551 Email: mail@shineinternational.co.uk
NEW PRODUCTS Plastic Handle Button Hook
Long Handle Hair Wash Brush
Weighted Bendable Fork
DA-5135 • £1.35
BA-7154 • £4.80
HA-4395 • £9.75
Available in Black, Blue and Red
Weighted Bendable Tea Spoon HA-4392 • £9.75
Bottom Wiper
Tumbler
BA-7254 • £5.60
HA-4267 • £4.95
Supplied with Travel Bag
A Non Tip Tumbler 250ml capacity. Available in Green, Red and White
Weighted Bendable Spoon HA-4391 • £9.75
Weighted Knife Female Urinal with Lid
Luminous Tumbler
BA-7245 • £1.75
A Non Tip Tumbler with a Luminous base, easy to find at night. 250ml capacity. Available in Blue only
HA-4390 • £9.87
HA-4268 • £5.49
Each utensil is supplied with weights in the handle. Weight can be adjusted from 20 grams to 200 grams. Dishwasher safe to 70°C.
diary dates
Exhibition Diary 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 & Dementia Show – NEC. www. careshow.co.uk November 1-3 2016 – Medtrade, Atlanta. www.medtrade.com
November 17 2016, EventCity, Manchester - Kidz to Adultz Up North -www.disabledliving.co.uk/Kidz/North
February 28 – March 1 2017 – Medtrade Spring - Las Vegas - www. medtrade.com
November 23-24 2016 – The OT Show – NEC – www.otshow.co.uk
March 28-30 2017 - Naidex National – NEC – www.naidex.co.uk
December 7 2016 - (OTAC) Occupational Therapy Adaptations Conference - Hilton Hotel, Newcastle Gateshead, Newcastle Upon Tyne. www.otac.org.uk
April 26 2017 OTAC (Occupational Therapy Adaptations Conference) -St David’s Hotel and Spa, Cardiff. www. otac.org.uk or call Sally on 02921 900402
January 30-February 2 2017 - Arab Health, Dubai. www.arabhealthonline. com
September 20 2017 OTAC (Occupational Therapy Adaptations Conference) - Hilton Hotel, Drake Way, Reading. www.otac.org.uk or call Sally on 02921 900402
February 15 2017 OTAC (Occupational Therapy Adaptations Conference) - Osprey Hotel and Spa, Dublin, Ireland. www.otac.org.uk or call Sally on 02921 900402
www.movingandhandlingpeople.co.uk
November 14-17 2016 – Medica – Dusseldorf. www.medica.de
MHPS17_Ad.indd 1
December 13 2017 OTAC (Occupational Therapy Adaptations Conference) - Sheraton Grand Hotel, Edinburgh. www.otac.org.uk or call Sally on 02921 900402
Inspiring excellence in manual handling Wednesday 1st & Thursday 2nd February 2017 Croydon Conference Centre 5-9 Surrey Street Croydon CR0 1RG
The essential CPD-certified learning event for moving and handling people in healthcare y seminars on cutting-edge issues led by the UK’s best speakers y practical interactive workshops using the latest equipment y topics include bariatrics, dementia, falls prevention and paediatrics y focus on new legislation and CQC assessments Limited places so book now at www.movingandhandlingpeople.co.uk Early Bird discount available Disabled Living Foundation
Tel 020 7432 8006 Email mhp@dlf.org.uk Web www.dlf.org.uk Reg Charity No 290069 8/17/2016 10:45:02 AM
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.
Telephone: +44(0) 1422 314488 Email: info@drivemedical.co.uk Follow us on Twitter @drivemedicaluk Like us on facebook /DriveMedicalUK www.drivemedical.co.uk
jobs on offer
Experienced Stairlift and Mobility Engineer We are looking for an experienced stairlift and mobility engineer to work as part of our engineering team. The ideal candidate must be self motivated and have the ability to work independently. We are a small company, which requires flexibility regarding work assignments. Duties include:
• • • • •
Installations and site visits for stairlifts and ideally ceiling hoists and vertical home lifts.
• • • • • •
Customer focused attitude Strong organizational and administrative skills Excellent time management skills Excellent communication and social skills Ability to work under pressure and handle more than one responsibility at the time Full UK current driving license
Assisting customers with technical issues over the telephone
The position entails work both in our head office in Wrexham, North Wales and around the North West area.
Being on call some evenings and weekends
Salary negotiable depending on experience.
Delivering and set up of mobility equipment
Includes pension and company van.
Repairs to scooters, wheelchairs etc
Please send your CV with a cover letter to dslmobility@btconnect.com
The ideal candidates should possess the following but ongoing training will be given:
•
5 years experience within the stairlift industry on installations and maintenance
Invacare is one of the world’s leading providers of mobility and homecare equipment due to growth, we currently have a vacancy for:
Area Sales Manager London & South East The ideal candidate will be someone with hands on experience in accessing people for seating and positioning. A clinical background in either Occupational Therapy, Physio, Rehab Engineering or Tissue Viability Nurse would help or experience in Mobility sales industry would be preferred but working experience and knowledge would be considered The successful candidate will be expected to deal with NHS Rehabilitation, Occupational Therapists and Sales Professionals to develop new business opportunities together with the retention and development of existing customers Experience required: • Knowledge and experience in specialist rehab and seating
• The ability to speak and present publically
• Experience of working with community equipment services and wheelchair services
• Self-motivated to achieve budgets/ targets
• Proven ability to build and maintain strong business relationships and work as part of a strong team
• The ability to analyse information
• Strong customer service skills
• Proven organisational skills
• Excellent communication, presentation and negotiation skills
• Good technical understanding
• Strong IT skills • First class attention to detail
Mobility requirements: The role is field based as such a full driving licence will be required and a DBS check will need to be completed. If you feel you can match up to this specification, please send a covering letter and an up-to-date CV to the HR department at: Invacare Limited, Pencoed Technology Park, Pencoed, Bridgend, CF35 5AQ or e-mail recruitmentuk@invacare.com NB: This recruitment will be handled directly hence no agency contact is required
Sales Superstar required! £18,500 basic salary uncapped bonus OTE £25K/£30K P/A – based in Rugby Warks
Do you have a proven track record in Sales? Do you want a rewarding career with opportunities? If the answer is yes then please read on... We are looking for a Sales Superstar to join our Team at our recently relocated Rugby store. The successful candidate will have a minimum of 5 years proven sales experience and have a clear understanding of excellent customer service. Although experience is not essential in the Mobility industry for this position it would certainly be advantageous. We will provide defined training on our BHTA approved code of practice and comprehensive training will be provided on the equipment, services and processes we supply. The position is for 40 hours per week/5 day week to include Saturday as a regular working day (a day off during the week will be provided)
Check the ‘Jobs On Offer’ section of the website for more opportunities Take a look at the recently added positions Regional Product Specialist Contracts/Bid Writer Manager Operations Manager Area Sales Manager Product Specialists
The package: £18,500 basic salary (dependant upon experience) Bonus structure Comprehensive industry training 28 days holiday P/A (includes Bank Holidays) Company pension scheme Long term career prospects Call us on 0800 043 3342 or email us at jobs@mobilityandlifestyle.co.uk to register your interest for this position
www.thiis.co.uk
CR
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S T Y L E I N N O VAT I O N C H O I C E LEON POWERCHAIR The Leon is designed to exploit the advantages of a rear wheel drive chair for outdoor use. It is geared for speed without compromising on stability or control. The exceptionally narrow wheelbase allows for agile manoeuvrability. It is available in a range of colours that make the chair a real eye catcher. The Leon is a superior powerchair for even the most active users.
a Full suspension a 8 mph maximum speed a 450W 4 pole motors a Optional 75Ah batteries a 62cm overall width a Crash tested For further details please call 0845 630 3436
Karma Mobility Ltd Unit 6 Target Park, Redditch, Worcestershire B98 8YN T: 0845 630 3436 E: info@karmamobility.co.uk www.karmamobility.co.uk
training diary
Doing any training? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have. OCTOBER 2016
Mobility Products – November 9th 2016 – Ilminster - FOC including lunch.
Medilink - Innovation strategy course - Two-day Innovation and Business strategy course – October 11-12 2016 – Leeds - £995 for large companies and £495 for sector SMEs.
JCM Academy - Specialist Seating November 10th 2016 – Peterborough
Global Training by Silvalea – October 12th 2016 – How to measure and complete the custom made form - Interactive Online Training - FOC.
Global Training by Silvalea – Understanding basic sling shapes and their uses - November 16th 2016 Interactive Online Training - FOC.
Global Training by Silvalea – October 13th 2016 – Rehabilitation Aids Interactive Online Training - FOC.
Global Training by Silvalea – In-situ slings - November 17th 2016 Interactive Online Training - FOC.
BHTA - Healthcare and Assistive Technology - October 19-20 2016 – Wellingborough. BHTA/H&AT member £465+VAT, Non Member £590+VAT
BHTA - Decontamination and infection prevention – Wednesday 23rd November 2016 - BHTA Wellingborough - £72.00 (£60 + VAT) per person including lunch
Pride Mobility - Introduction to Pride Mobility Products Technical Trouble Shooting – October 19/20 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. Global Training by Silvalea – October 26th 2016 – Amputee Slings Interactive Online Training - FOC. Global Training by Silvalea – October 27th 2016 – Safe use of transfer aids Interactive Online Training - FOC.
NOVEMBER 2016 BHTA - Stoma and Continence Support - November 8-9 2016 – Wellingborough - BHTA/H&AT member £449+VAT. Non Member £562+VAT Global Training by Silvalea – Overview of paediatric sling – November 9th 2016 Interactive Online Training - FOC. Electric Mobility – Servicing / Maintenance & Fault finding for Rascal 74 www.thiis.co.uk
Global Training by Silvalea – Specialised and bespoke slings - November 10th 2016 - Interactive Online Training - FOC.
Pride Mobility - Introduction to Pride Mobility Products Technical Trouble Shooting – November 23/24 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.
DECEMBER 2016 Global Training by Silvalea – Toileting slings and their safe use – December 7th 2016 - - Interactive Online Training - FOC. Global Training by Silvalea – Understanding clip fixing slings – December 8th 2016 - - Interactive Online Training - FOC. Global Training by Silvalea – How to measure and complete the custom made form - December 14th 2016 - Interactive Online Training - FOC. Global Training by Silvalea – Rehabilitation Aids - December 15th 2016 - Interactive Online Training - FOC.
JANUARY 2017 Repose Furniture – Half day seating training – January 18th 2017 - Repose offices, Cradley Heath – 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@pridemobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82. com Electric Mobility - Call Hayley Acton on 01460 258158 or email hayley. acton@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 Nigel Woods at nigel.woods@bhta.com or call 0207 702 2141 Repose Furniture – Contact Keith Fairhurst at keith@reposefurniture. co.uk
Excel Sportrek The Excel Sportrek is our latest, 8mph class 3, mid-size mobility scooter
Height adjustable headrest
Easy to adjust captain seat. Adjust the height, depth and backrest angle to suit your needs.
Our fully adjustable tiller section coupled with our depth adjustable seat means the optimum driving position is only a moment away
The existing foot board, plus the newly added anti-scuff rubber matting on the front shroud means the legs can be extended for total ride comfort.
Bright, modern LED lights use less power while increasing visibility.
Front independent & rear mono-shock suspension systems means the Sportreks ride quality is unparalleled.
All new dashboard with multi-function LCD screen showing speed, time, distance travelled, temperature, maintenance reminders and remaining battery level.
Total width: Total length: Seat width: Seat height: Speed: Batteries:
65 cm 120 cm 46 cm 41.5 - 46.5 cm 8 mph 4x 22 Ah premium batteries
www.vanosmedical.com
Charger Wheelbase: Ground clearance: Total weight: User weight:
The battery location means the Sportreks balance and stability are greatly improved
5 Ah 88 cm 12 cm 127 kg Max. 136 kg
Colours:
Complies with: EN12184
Due to the battery location we have been able to add a lockable under seat storage compartment.
Van Os Medical UK Ltd. Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire LS25 6PJ 01977 681400 sales@vanosmedical.com
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SALES@TGAMOBILITY.CO.UK
WWW.TGAMOBILITY.CO.UK
Team of the Year 2011 & 2015
The UK’s leading range of mobility products since 1985
23/06/2016 14:46
THIIS is produced by BHTA Engage: 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH Tel: 01933 278 086 E-mail: newsroom@thiis.co.uk Providing news and views in
the trade since 1999 BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.