THIIS October 2019

THIIS Trade Magazine • Issue 253 • October 2019

THIIS Issue 253 October 2019

TRADE MAGAZINE

Specialist success story Providing news and views in the trade since 1999

How one South East retailer is using time, space and knowledge to deliver a stand out specialist service TO POACH OR NOT TO POACH

RETAILER SPOTLIGHT: Lifestyle and Mobility

also inside...

WINTER BUYERS’ GUIDE

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welcome

…from the editor

Don’t be shy, why not get in touch...

What impact did Brexit have on Rehacare?

S

panning three halls, this year’s Rehacare – often referred to as the ‘off year’ in comparison to its bigger counterpart that takes place every other year – could be argued to be one of the German exhibition’s most important shows to date for UK importers and exporters.

This is obviously because Brexit still looms large and uncertainty remains rife regarding the EU’s and UK’s trading relationship come the 31st October, leading many in the industry to question whether all the political ambiguity had a negative impact on trade discussions during the show.

Visiting mainly in search of new products that are not yet available in the UK to inform our readers of potential distribution opportunities, we had the chance to speak to a wide array of European manufacturers and suppliers and the vast majority said they were very interested in reaching the UK market.

Additionally, many of the UK suppliers we spoke to that made the trip over to Germany also highlighted that the eagerness of European visitors to find out more about their products had not waned, with companies saying that they enjoyed promising and valuable conversations with potential distributors.

I am sure many of you are ‘Brexit-ed out’ by now but it was refreshing to see that despite the political turmoil that seems to have embroiled the UK over recent months, people are still as ready, willing and – hopefully – able to do business if the product is right, regardless of the potential hurdles that spring up.

Also, this would be a good time to remind companies that are involved in any EU import or export activities to ensure you made all the relevant preparations in the event of a no-deal Brexit. All the information needed can be found on www.gov.uk/brexit Enough about Brexit, as this month’s magazine is focused on helping ensure mobility retailers are prepared to keep sales warm during the coming winter cold. That’s right, winter is coming and we have compiled a comprehensive mobility buyers’ guide featuring products that may be worth introducing over the frosty period.

Also, THIIS takes an in-depth look into the high street and asks whether relying on a high street retailing model is still a sustainable business model for dealers in the sector, with some very interesting and opposing views from various retailer leaders.

As always, we are always interested to hear your news, stories or thoughts on a particular trade topic. If you would like to contribute or be included in the publication, just get in touch.

Editor

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

Advertising

Joe Fahy 07384 258 372 joe.fahy@bhtaengage.com

Sub-editor

Calvin Barnett

Sarah Sarsby sarah@thiis.co.uk

Editor

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THIIS is produced by BHTA Engage, 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH • 01933 278 086 • newsroom@thiis.co.uk BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.

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contents

16 All doom and gloom for the high street?

Features 10 Thriving by specialising 40 To poach or not to poach?

50 THIIS Winter Buyers’ Guide

Regulars 7 To poach or not to poach?

22 Trade talks…

24 Trade thoughts…

26 Trip down memory lane 36 Retailers’ Product of the Month

37 Retailers’ picks

44 Retailer Spotlight 64 Let’s get it clear 68 Recruitment 70 Training Diary 4 | www.thiis.co.uk

8 Community pride

22 Trade talk: Daniel Griffiths

TO POACH OR NOT TO POACH? It is a controversial topic, the idea of poaching quality staff from a competitor, however, in a niche industry such as mobility and healthcare, it is not uncommon. When companies find themselves in a pinch and quickly need the right candidates, then pinching staff from rivals can seem to be an effective solution. Discussing some of the benefits and pitfalls associated with employee poaching, Anthony Elkington, Managing Director of Trusted Recruiter, outlines some of the pros and cons companies should consider before looking over their competitor’s talent pool.

by Anthony Elkington

W

hen it comes to a specialist industry such as mobility, finding the right candidates with the right skills, experience, knowledge and contacts can be particularly difficult, especially when time is short and the time available for training & development is tight.

It can make the idea of hiring someone that has experience of working with similar products or services to your own with the right contacts that can instantly hit the ground and make a difference to your business an irresistible prospect, but is it really the best option?

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PROS NO TRAINING REQUIRED Having someone with industry knowledge and contacts means you need to spend less time on product training, which can be extremely important when there is a key role that needs filling quickly.

I would, however, suggest that any company considering hiring from a rival makes sure that the candidate is well aware of your processes & procedures, as well as ensures that

person is able to adjust their way of working in line with your business and your company’s culture.

EXISTING CONTACTS AND RELATIONSHIPS The old adage of ‘it’s not what you know, but who you know’ does have some weight for specific positions in the mobility industry, especially if you are trying to reach sectors of the market that may prove difficult for someone without the contacts, such as the NHS or local authorities.

“You can’t poach without breaking some eggs.”

ANTONY ELKINGTON

Candidates who have worked with a similar market may mean they have existing contacts which can help to grow your business immediately, providing your company with access to individuals and relationships previously out of reach.

Good in theory, there is always the risk that wearing a different hat could be difficult for the poached employee, especially if they have previously dismissed your products or services to those same contacts.

IMPROVE REPUTATION A candidate from a rival firm may have an exceptional reputation in the market, which, in turn, could improve the reputation of your business, both with clients and other stakeholders within the industry.

This could mean that not only could your business attract new customers but also potentially more high-quality candidates of a similar nature.

For example, bringing in a wellrespected, knowledge and efficient sales director from a rival could enable your company to enjoy a domino effect, with other sales staff keen to work for that individual.

CAPITALISE ON WEAKNESSES Acquiring exceptional staff or talent from a competitor can also have a strategic benefit of weakening that rival business.

By taking a competitor’s top performer, it could leave a gap in their business that they would struggle to fill and potentially weaken their position in the market, enabling your company to capitalise on the opportunity.

CONS POSSIBLE CONTRACTUAL RESTRICTIONS There are some companies that are aware that they could lose pivotal employees to a competitor which could be harmful or detrimental to their business, both in the short and long term.

To combat this, your competitors may have non-compete or non-

solicitation clauses in place with their employees, particularly relating to those with important responsibilities or top performers.

It is important that before offering a contract to poached candidate, you ensure that these contractual restrictions are not in place.

OLD HABITS As the expression goes, ‘old habits die hard,’ and as mentioned above, one of the major issues when hiring from a competitor is that that the person is unable to adapt to a new company, processes and culture.

They may have done a similar role and worked for a similar company, but this does not mean you should lose the things that makes your company stand out from your competitors.

There is potential for a candidate to bring in old habits and traits which could rub off onto your other staff and be difficult to forget.

UPSET CURRENT OR FUTURE RELATIONSHIPS You can’t poach without breaking some eggs. We are in a small sector and pinching from a competitor can cause difficulties and feelings of bad sentiment.

There is a very good chance that at some point, your company will be required to interact with your rivals and shake their hands, be it for joint training sessions, industry exhibitions or trade association meetings.

If you are likely to meet a competitor or need to maintain some sort of healthy relationship, permanently burning a bridge over a single hire may prove to be more damaging that beneficial in the long run.

Also, you may also be opening the

doors for competitors to attempt to steal your most valued employees.

A QUESTION OF LOYALTY When recruiting for roles that may be vitally important to the success of your business, loyalty is an important factor to consider. If the competitor’s employee is readily happy to jump ship, then there will inevitably be the question of whether they are susceptible to being pinched again.

For positions that have a high degree of responsibility or long-term importance to your company, it might not be worth the risk.

TO POACH OR NOT TO POACH? There are valid arguments both for and against, but ultimately, the decision very much depends on the circumstances. In the short-term, it can seem like the answer, however, it is always important to bear in mind what the fallout of such a decision could be in the long-term and if it may prove to have costly negative impacts down the line.

Importantly, at Trusted Recruiter, we will only ever headhunt candidates that are working for companies we have no existing relationship with. www.trustedrecruiter.co.uk Working with manufacturers, retailers and distributors in the mobility, independent living and assistive technology sector on a ‘no placement, no free basis’, Trusted Recruiter generally recruits for sales, marketing, operations, manufacturing, servicing, customer service and senior management.

www.thiis.co.uk | 7

PRIDE IN THE COMMUNITY Inspired the establishment of a mobility scooter user group in the small Oxfordshire town of Wantage by a local Fire & Rescue Service, Pride Mobility has worked with retailer Shire Mobility and Oxfordshire County Council Fire and Rescue Service to create a similar set up in Bicester.

S

tarted by Pride Mobility’s Digital Marketing Manager Nycole Scourfield, she highlighted that it was after coming across the story of the Wantage scooter group that she saw an opportunity to bring the successful model to Bicester.

“I saw a newspaper article about the Wantage Mobility Scooter User Group, which had been put together to spread a message of road/fire safety and act as a social group in the local community. I knew immediately that this was something Pride should be getting involved with,” Nycole explained.

“Mobility scooter safety has recently hit the headlines and more needs to be done about ensuring both scooter users and pedestrians are staying safe on the roads. It seemed like a great opportunity to give back to our local community by offering our help and support to expand the group to Bicester. We got in touch with one of our local supplier Shire Mobility who

Pride’s new scooter group champions safety and community

safety advice, a practical activity that focused on an area of driving a mobility scooter - this time was reversing at an appropriate speed and doing slalom-type course - and finishes with tea/coffee and cake!” outlined Nycole.

“It not only promotes safety for users, but also acts as a social group and allows the Fire Service to spread their awareness.”

“It’s our responsibility to ensure both at the point of purchase and later down the line that the customer is aware on the operational side of the scooter, as well as the legal side…”

NYCOLE SCOURFIELD

also offered their support on the day and began planning!”

Hosted at Bicester’s fire station at the end of August, the mobility supplier, retailer and Fire and Rescue came together to provide valuable mobility scooter usage tips and fire safety advice to local mobility scooter users in an enjoyable, social setting.

“A session consists of some fire

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With mobility scooter accidents continuing to make headlines amidst serious injuries and even fatalities, Nycole says that it is vital that the industry works with local authorities to proactively tackle the growing issue.

“It’s so important to ensure retailers, manufacturers and council-led services join hands in promoting scooter safety – we all should

recognise the importance of ensuring our customers and members of the public remain safe using mobility scooters and powerchairs alike,” she stressed.

“It’s our responsibility to ensure both at the point of purchase and later down the line that the customer is aware on the operational side of the scooter, as well as the legal side… i.e. only certain class scooters should be driving on roads etc. The best and only way to achieve this by collaborating and educating people whenever we can.”

Following its first successful session, Pride is now considering taking the scheme further afield, alongside holding additional meetings in Bicester.

“We’re in the very early stages of running this one but could absolutely see us branching out further afield in the near future,” finished Nycole.

“We would like to offer our thanks to the Oxfordshire Fire & Rescue Service and Shire Mobility for their support and look forward to hopefully holding another session before the end of the year.” www.pride-mobility.co.uk

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MERGERS, ACQUISITIONS AND INVESTMENTS Trailblazers to receive millions for innovation

C

ompanies in the industry that may have a pioneering product or service idea can now apply to receive up to £6 million in funding to turn the concept into a reality.

The new Trailblazer competition, led by UK Research and Innovation (UKRI) and funded by the government’s Healthy Ageing Challenge Fund, is offering to financially support big ideas that can transform ageing in the UK. With £40million set aside for the new competition, the Trailblazer scheme is open to UK businesses wishing to develop new innovations that will enable people to enjoy at least five additional healthy, independent years of life.

The focus is on organisations that can create and rollout game-changing products and services at scale, with the competition consisting of two stages – the Discovery stage and the Implementation stage.

Discovery will see up to £100,000 available for 15 ‘trailblazer’ applicants to develop their business case and design for their ideas.

The Implementation stage is a closed competition that is open to Discovery projects, with organisations receiving up to £6 million of 50:50 matched funding per application.

“The Trailblazer Competition is an exciting opportunity for businesses to deliver products and services which over-50s will actually want to use and buy.” said Dr Anna Dixon, Chief Executive of the Centre for Ageing Better and a member of the Industrial Strategy Challenge Fund Programme Board.

“Many developers, designers and marketeers treat everyone aged 50+ the same, and there’s a sorry selection of products and services on offer as a result.”

The Discovery stage is now open, with the deadline for applications closing at midday on the 27th November 2019.

What’s the big idea?

To be in with a chance of securing the funding, applicants will need to demonstrate how their ideas will tackle one or more of the following challenges of older life: •

Sustaining physical activity

•

Maintaining health at work

•

Design for age-friendly homes

•

Creating healthy, active places

•

Supporting social connections

•

Living well with cognitive impairments

•

Managing common complaints of ageing

https://apply-for-innovationfunding.service.gov.uk/ competition/440/overview

MEDEQUIP EXPANDS TELEHEALTH OPERATIONS Community equipment provider Medequip Assistive Technology has acquired County Careline Services, expanding its operations in the Technology Enabled Care (TEC) sector.

Providing telecare assistance and support to over 10,000 older and disabled people nationwide, County Careline Services will now be rebranded to Medequip Connect.

According to Medequip, the acquisition will secure the future for users of the TEC service, as well as for almost 40 people employed by the company at its four service centres in

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the North West, Cumbria, Suffolk and Oxfordshire.

“Alongside our recent move into the wheelchair services market, this acquisition strengthens our foothold in telehealth, expanding our footprint

in the UK and complementing our core community equipment business,” stated Peter Gaunt, Operations & Commercial Controller for Medequip. www.medequip-uk.com

What is Technology Enabled Care?

TEC is a broad term that covers telehealth, telecare, telemedicine and telecoaching and refers to a number of different assistive tech services and devices, such as telecare alarms, keysafes, tracking devices and more. It provides remote care which enables people to maintain their independence safely in their own homes.

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Next gen of homelifts Having recently gained a Master’s degree in Industrial Systems, Manufacture and Management from the University of Cambridge, John Alimi has joined Stiltz as its new Product Manager.

Based at the company’s Kingswinford HQ, John’s experience includes working in healthcare, building services and audio technology sectors.

Discussing his appointment, John commented: “One of my core objectives is for customer insight and human behaviour trends to inform the next generation of Stiltz Homelifts.

“This, together with embracing technology to drive effectiveness and efficiency will mean we continue to provide customers with the best product experience possible.”

EX-HANDICARE DIRECTOR JOINS CIBES LIFT GROUP Cibes Lift Group has appointed former Marketing and Sales Director David Harrison to the newly created position of Group Marketing Director, following a period of intense geographical expansion in recent years.

Starting life as a local Swedish company, Cibes has grown its global footprint substantially in the last decade, establishing sales offices and subsidiaries in Asia, Europe and the Middle East and now employing more than 600 staff in 15 countries.

Now responsible for leading the Group’s marketing and lead generation strategy, David will aim to deliver profitable growth in line with the company’s global ambitions.

Spending 16 years with stairlift specialist Handicare, David played an integral role in developing its direct sales arm Companion, helping it to achieve rapid growth, as well as sharing best practice across the supplier’s retailer network.

NEW UK TRADE SALES MANAGER Following its recent senior management restructure, Handicare has promoted Jason Skelding to UK Trade Sales Manager.

Previously Handicare’s business development manager for the Midlands, Wales and Ireland, Jason will now assume responsibility for all trade partner sales, including Handicare’s Trade Partner Scheme and Companion’s Accredited Partner Referral Scheme.

“I’m looking forward to working across our entire UK partner network to maximise growth for Handicare’s business, as well as those of our customers,” commented Jason.

“My priority will be to create a clear strategy for the needs of our dealers and accredited partners to ensure sustainable growth for the Handicare brand.”

The appointment follows a recent senior management restructure at Handicare, with Paul Stockdill promoted to UK Sales & Marketing Director and Patrick Dignan to Customer & Field Service Director.

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GRADUATE TO HELP IMPLEMENT KTP PROJECT As part of its collaboration with the University of Wolverhampton, Repose Furniture has appointed graduate James Hewlett to help implement the university’s Knowledge Transfer Partnership (KTP) project.

KTPs are designed to allow manufacturers to utilise innovative technology and research within the academic sector to bring about cuttingedge change within UK industry.

The project will see Repose adopt the latest in digital engineering and design technology to assist with the development of its bespoke rise and recliner chairs, as well as bring about improved productivity and growth.

As part of the KTP, James will join Repose on a threeyear internship as an industrial designer, alongside receiving support from internal expertise at the university, with additional staff working on the project to provide input on implementation and development.

new to the team

New faces at Rise & Recline Rise & Recline UK has made a number of new senior appointments, headed up by new co-director John Lougher, who joins the company (From left): Co-directors Nigel Morley following senior roles at GDA and John Lougher with Chartered Accountant Robert Matusiewicz Hotpoint, LG Electronics & AHT Cooling UK. A fully trained Six Sigma engineer with extensive experience in process management and business change, John will now help the Nottingham-based furniture manufacturer to grow in the expanding seating and bed market.

Sales Director Nigel Morley remains with the business and will now be supported by Craig Negri, who joins as the company’s new Sales Manager.

In addition, Leanne Bowen has been selected as Rise & Recline’s new Financial Controller, after previously holding the position of Group Financial Controller at Staffline PLC. “We are also recruiting new people into our production team to enable us to meet the increasing demand for our products and to ensure we continue to strive to be the ideal partners for Rise & Recline furniture stockists,” commented John.

Ms Samantha Langtree, the company’s former director, has now left, with Rise & Recline UK thanking her for her past service.

Sales Manager Craig Negri can be contacted on 07940 513246 from the 7th of October or email info@riseandrecline.co.uk

MOTOR INDUSTRY EXPERTISE FOR NORTHERN RETAILERS Entering the mobility sector having gained considerable experience with a well-known automotive group, Scott Brooker has been appointed as TGA’s Business Development Manager in the North.

Purposely selected from outside the mobility industry to bring a fresh perspective and new ideas to the role, Scott will be working with northern dealers to provide more support and increase growth.

Highlighting that his knowledge from the motor industry will prove invaluable, the new BDM says he is keen to get out and meet retailers.

“I believe a healthy rapport cultivates greater results for all,” said Scott. “This is why I will be spending as much time as possible visiting dealers – face-toface engagement is critical for a clear understanding of National Sales Manager Tim customer needs.”

Ross with Scott Brooker

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TOP LEVEL CHANGES AT HERIDA HEALTHCARE Herida Healthcare’s co-founder and managing director Neil Smith has passed the reins over to a new MD as he steps into the role of chairman.

With extensive experience leading organisations, including spells at wound care brands such as Smith & Nephew and Molnlycke, John Bentley has joined Herida as its new managing director.

Joining him is David Emmerson, who has been appointed as Herida Healthcare’s Head of Operations.

Discussing John’s appointment, Neil commented: “His significant skills in managing diverse teams and his familiarity of business integration, post-acquisition, will become a useful attribute in the future. He is the leader that Herida needs to take our business and its team to the next level and I’m delighted that he has chosen us to apply his skillset with us.”

Established by entrepreneurs Neil and co-founder John Kay three and a half years ago, pressure care and moving & handling manufacturer Herida Healthcare has grown significantly in its short time.

The Leeds-based company is now preparing to move to new, bespoke and larger manufacturing facilities to enable it to keep pace with growing demand.

Dave Emmerson and John Bentley

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Anti-shock technology

Have traditional shopping hubs had their day?

IS THE END NIGH FOR THE HIGH STREET? The plight of the UK’s high streets continues to make headlines, with new research in September revealing record numbers of stores closures in the first half of 2019. Whilst fashion retailers and chain restaurants being some of the hardest hit sectors, the mobility industry has also not been immune, with a number of dealers shutting shop in recent months. With a vast number of high street mobility shops however managing to survive and thrive, is there still a place for high street retailers?

16 | www.thiis.co.uk

W

ith the modern retail landscape shifting, fuelled by the internet and a change in shopping habits, the sustainability of traditional retail hubs such as the high street and town shopping centres are being called into question.

It seems that former pillars of the high street and town centre seem to be crumbling on almost a weekly basis, with the recent Bathstore rescue and the disappearance of Thomas Cook’s 600 travel agencies as the latest examples.

Seemingly impacting all sectors, the mobility market also has had its share of high street causalities, with East Anglian-based Beactive Mobility announcing at the start of September

in Great Yarmouth and Norwich, alongside its headquarters in Lowestoft, remaining.

The mobility dealer confirmed that the town’s current customers will now be looked after by its branches in Lowestoft and Norwich, as well expressed its sadness having to close the local branch.

A SIGN OF THE TIMES The closure follows a number of mobility retailers that have made the tough choice to close stores, often with running costs and business rates being key considerations.

Earlier in the year, THIIS spoke with More Than Mobility’s Managing Director Jemma Dunn after the

“As consumers continue to change the way they shop and spend their leisure time, the reality is that we may need fewer high streets in the future.”

LISA HOOKER

that it had taken the difficult decision to shut the doors of its Diss branch for good.

Having sold mobility aids and provided its services to the people of Diss for over a decade, David Smith, Managing Director of Beactive Mobility, told the Diss Express: “Part of the reason is the costs involved in running a store in Diss,” he said.

“We have to go out to see customers a lot and, with deliveries, it’s become very difficult to park in the town since the council changed all the parking rules for the rear of the store and the car park in Chapel Street.”

The closure of its Diss outlet has reduced the mobility retailer’s store portfolio to three, with its branches

company announced it was to shut its Sidmouth store on the South West Coast.

The company, which also has stores in Plymouth and Northampton, shut the doors of the branch for the final time at the end of March.

“Unfortunately, we’ve had to close our Sidmouth store due to rising rent

and rate costs,” said Jemma at the time.

“The lease is due to finish in the next month and as the Sidmouth store has not been selling as well as our other stores and with the costs going up, we decided that we would shut that store.”

Throughout the last 12 months, a string of mobility retailers high street and town centre-based operations have shut shops or ceased trading, including Derby’s Mobility At Home and Southborough’s Tunbridge Wells Mobility.

RECORD CLOSURES According to research by the Local Data Company (LDC) and PwC, store closures are on the rise, with the first half of 2019 seeing the highest rates of shops shutting since analysis began in 2010.

A total of 2,868 chain stores disappeared from Britain’s top 500 high streets in the first half of the year, whilst only 1,634 stores opened, resulting in a net decline of 1,234 stores.

“The record net decline in store numbers in the first half of 2019 shows that there’s been no let-up in the changing ways that people shop and the cost pressures affecting high street operators,” said Lisa Hooker, Consumer Markets Leader at PwC. “While retailers need to keep investing to make sure their stores and propositions are relevant to

Easy Living Mobility’s new store...

9 Lamb Street, Hanley, Staffordshire, ST1 1LT

Not all doom & gloom on the high street, as Easy Living Mobility launch new store in Hanley

www.thiis.co.uk | 17

today’s consumers, it’s also critical that all stakeholders find ways to ease the burden on operators, keep investing in the high street, and encourage new and different types of operators to fill vacant space.”

Fashion retailers, chain restaurants such as Jamie’s Italian, estate agents and pubs were among the hardest hit say PwC and LDC, with experts citing rising high street operating costs as a fundamental underlying cause.

As more stores retrench from the UK’s high streets, the issue of falling football is likely to compound, with less reasons to visit the high street negatively impacting those remaining retailers.

ambitious store opening programme, focusing on large retail spaces situated in retail parks, where the company can enjoy ample free parking and larger retail space to stock and display more products.

In addition, Ableworld, the UK’s largest mobility retailer, is preparing to launch more mobility outlets in the coming year, based on this out-oftown model.

“We are excited for the forthcoming year so watch this space for more large stores on retail parks,” commented Mike Williams, Ableworld’s Managing Director.

“Between ourselves and franchises, we are aiming to open at least

“We are excited for the forthcoming year so watch this space for more large stores on retail parks.”

MIKE WILLIAMS

A MOVE OUT OF TOWN The rising rates of high street closures has led to some in the industry to pursue a bricks and mortar offering focusing on out of town locations, often set in retail parks.

Recently, Middletons has embarked on an

Retailers such as Ableworld are focusing more on retail parks as the preferred locations for setting up shop

18 | www.thiis.co.uk

another three to four stores in the coming twelve months and we intend to carry on being the leading mobility and stairlift retailer in the country.”

BUCKING THE TREND Flying in the face of the doom and gloom surrounding the high street however, there are many retailers in the industry that continue to enjoy success on the high street, along

Mobility and Lifestyle’s new store...

5 Jubilee Crescent, Coventry, CV6 3EX with new mobility stores springing up on the traditional shopping hubs across the country.

In the last three months, leading mobility retailers Parkgate Mobility, Mobility & Lifestyle and Easy Living Mobility have all launched new high street mobility stores.

Opening its new branch on Retford’s high street, Tracy Simmons, Parkgate Mobility’s General Manager, explained the thinking behind the new location.

“We have a great pedestrianised location that is next to complementary shops including the Post Office and charity stores in the town, so we expect to see a good amount of footfall,” commented Tracy.

“Anyone arriving into the town by bus will have to walk past our new store and we have a major carpark next to the store as well.”

In addition, Tracy mentions that by embedding the store into the heart of the town, it positions Parkgate Mobility as part of the community, presenting the company with the opportunity to establish relationships with rlocal residents.

“Retford itself is a small but busy town that has a great community feel to it and it also attracts people from surrounding areas because it is a nice place to visit, so it is a great location,” he noted.

“We have already had interested residents stopping when passing by to ask us what the store will be so it is already generating interest before we have even opened the doors.”

With many retailers opting for smaller high street stores to keep costs manageable, a common criticism of operating on the high street is the inability to hold significant stock in store. Through strategically choosing the locations of its stores however, Parkgate Mobility is able to operate a central warehousing,

reducing the need to store stock in-store and affording the company the opportunity to maximise space to merchandise its ranges.

Similarly, in this month’s Trade Talks, (page 22) Daniel Griffiths, Managing Director of Easy Living Mobility, justifies his decision to open a new high street outlet on the small town of Hanley’s high street.

NOT ALL DOOM AND GLOOM “The good news is that there are green shoots, as new entrants are entering even embattled sectors such as fashion. Our research tells us that consumers still want to spend their money in well located and invested stores and leisure venues on the high street,” finished PwC’s Lisa.

Parkgate Mobility’s new store...

1 Spa Lane, Retford, DN22 6EA

Penny for your thoughts?

Turn to page 24 to find out what some leading mobility retail leaders thought about the sustainability of the high street for mobility businesses.

“However, as consumers continue to change the way they shop and spend their leisure time, the reality is that we may need fewer high streets in the future.”

Despite the research reinforcing that the high street will continue to face difficulty adjusting to the modern retail environment, established mobility retailers are still seeing the opportunity to make the former community shopping hubs work for them, suggesting it may be too soon to write the high street off just yet.

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Q&A

WITH DANIEL GRIFFITHS, MANAGING DIRECTOR OF EASY LIVING MOBILITY TELL US MORE ABOUT THE NEW HANLEY STORE? “The new store will be medium-sized, around 2,000 sq. ft, with a prominent high street position fronting the Intu potteries shopping centre and offering our full range of all Easy Living Mobility products & services. This includes a dedicated engineer and an in-store workshop.”

WHY DID YOU CHOOSE HANLEY AS THE NEXT LOCATION TO LAUNCH YOUR NEW STORE? “It’s complementary to the current stores we have in Newcastle-underLyme & Leek, which on a daily basis serve customers from the whole of the Stoke-on-Trent area.

“We believe it will bring great customer service to the local area of Stoke and our business as a whole.”

WHAT ARE THE KEY FACTORS EASY LIVING MOBILITY CONSIDER WHEN LAUNCHING A NEW STORE? “A key consideration for any new Easy Living Mobility store is locating the right store position, followed by the store itself being of the right type to trade effectively and efficiently on a daily basis!

“Competition is always considered and our new store brings competition from the get go to national retailer Ableworld, having traded in Stokeon-Trent for 10+ years, along with a handful of independent retailers too.

“We strongly believe competition is healthy it drives and ultimately delivers a better overall experience & service to consumer, all of which

22 | www.thiis.co.uk

Easy Living Mobility are first and foremost about!”

YOUR NEW STORE IS A GROUPOWNED STORE AND FOLLOWS YOUR FIRST FRANCHISESTORE LAUNCH. HOW IMPORTANT IS IT TO EXPAND YOUR GROUP OPERATIONS ALONGSIDE YOUR NEW FRANCHISE MODEL? “We believe that’s it paramount to our business as a whole to expand our group-owned stores, as much as it is for our franchises too, with local knowledge & people being extremely important.

“On another note though, developing our own stores allows for us to move forward our in-house trained staff and also to offer our products & services to a broader customer base without losing anything of what shopping at Easy Living Mobility is truly about.”

ARE YOU BRINGING IN A NEW TEAM TO RUN THE STORE OR BRINGING IN EXPERIENCE FROM ONE OF YOUR OTHER STORES? “The new store has brought additional employment to the area, as we have taken on a new trainee manager and engineer, who have both been in training with us now for many months. As well as this, we have

developed and progressed additional team members that have shown exceptional progress working in our existing Easy Living Mobility model.”

WHAT DO YOU THINK IS KEY TO SUCCESSFULLY LAUNCHING A NEW STORE IN A NEW AREA? “Making sure we deliver everything that is Easy Living Mobility to new potential customers.”

THE WEST MIDLANDS REGION IS BECOMING INCREASINGLY COMPETITIVE – HOW IS EASY LIVING MOBILITY DISTINGUISHING ITSELF? “Everything that is Easy Living Mobility is distinguished in every way.

Customers and potential customers come to us for help and help is what we deliver, giving the greatest customer experience possible!”

ARE THERE ANY PLANS TO EXPAND FURTHER AFIELD OR WILL YOU CONTINUE TO FOCUS ON WEST MIDLANDS? “We have further plans to deliver more Easy Living Mobility Stores within the Midlands as a whole, as well as nationally. The main point for us all at Easy Living Mobility is this is done our way!”

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TH UGHTS…

TRADE

IS THE HIGH STREET STILL A SUSTAINABLE RETAIL MODEL IN THE MOBILITY SECTOR? The question comes as high street store closures have reached record highs in 2019, according to PwC, whilst recent figures released by the BRC have suggested high street footfall is seeing a sustained decline. Five mobility retail leaders share their thoughts…

24 | www.thiis.co.uk

Mike Williams Managing Director of Ableworld

“

I suppose I’d turn the question around and ask: “Was the High Street ever a sustainable retail model in the mobility sector?”

“As in all trades, a busy high street is great for customer flow.

The issue is once the larger stores come into (or out of) town with larger ranges and better prices, the high street retailers can start to struggle, whatever the trade.

“I see the main issue as being the style of the mobility shop that is situated on the high street. If they can offer a more specialised service and a more diverse range of products away from the norm, then I believe there is every case for it. Offering a restricted range of standard products will not work ultimately.

“When I first came into the trade, I was told ‘nationwide out of town stores won’t work in this trade’.

As in any other industry, if you can offer the full range, best prices and ample car parking, it definitely does work and we and others like us are here to stay. But that doesn’t mean there is not room for innovative mobility stores on the high street.

”

Daniel Griffiths Managing Director of Easy Living Mobility

“

Yes and no - I believe each high street has to be taken on its own merit.

“As we see in the press daily, there are certain high streets up and down the country that are in a really bad way but there are other’s not so - well that’s my take anyway.

“We have 12 stores currently and out of these stores, until this year, it was a 50/50 split of out-of-town & high street branches. This year, we have opened two stores on the high street, making seven high street stores and five out-of-town.

“So, can the industry continue on the high street? Yes, I believe it can. Can there be a mobility store on every high street? Probably not and I have to go back to my first comment and say every high street has to be taken on its own merit.

“This doesn’t mean though that there can’t be a store in or around every town, if that’s on a main road around a town or a retail park - there’s clearly a need and a growing need for eldery people to want enjoy their lifestyle more by using every day equipment and the same goes for the disabled community too.

”

DO YOU HAVE A TRADE THOUGHT YOU WOULD LIKE TO SHARE WITH THE INDUSTRY? GET IN CONTACT WITH CALVIN BARNETT AT CALVIN@THIIS.CO.UK TO SHARE YOUR INDUSTRY OPINION

Alastair Gibbs Managing Director of TPG DisableAids

John Payne Managing Director of Kent Mobility

Justina Nurse Managing Director of Stuart Mobility

“

“

“

For us at TPG, we have never believed the high street is the right place to be in the mobility sector. There are a number of reasons for this, not least the need to offer a complete service to the client.

“To sell mobility products effectively, any retailer should have space to demonstrate and to train the customer. This requires outside space that is not crowded with pedestrians and also has the space for parking.

“Additionally, in our view, there should be sufficient covered space to offer complimentary products and offer an in-house repair facility. This amount of space in a high street location would be prohibitively expensive when the cost of each square foot has to produce a return.

“Out of town or trading estate locations allow far more flexibility with the only downside being visibility. This location awareness can be overcome with signage, advertising and then, ultimately, word of mouth - plus the cost of doing that is covered by the reduced rent and rates.

“Small aids and ADLs that are easy to carry may have a place on the high street but they alone cannot make a sustainable business.

”

I believe there will be a few closing this year and next.

For small to mid-retail outlets, the going will be tough as there is not enough margin selling rehab equipment and the odd scooter to cover all high street outlet costs, although this depends on the town and where the shop is.

“There has to be a good reason for customers to come into the towns, especially with high parking fees (if they have no blue badge) and the lack of parking generally means high streets are less accessible.

“Also, most of the shops I have seen are overcrowded with products, with no area to demo and trial products e.g. scooters/ powerchairs. They can only demo up and down the pavement outside and with all the press attention about mobility product accidents, it begs the question if this type of assessment is acceptable. I feel high street owners will need to have a good think how they operate.

“I have not seen any shop that has private assessment areas for customers with complex disabilities or hoists for transfers and while there may be some, it is not usual.

“With the high street filling up with charity shops - ours has eight now - and councils looking at turning the empty shops into houses, it will drive more customers to out-oftown retail parks. The other problem is we all standalone, trying to fight our own corner; there are no groups supporting the independent retail outlets.

”

Yes, I believe the high street is sustainable and is still very important to customers.

However, I believe that retail companies need to think outside the box as more and more people are shopping online and comparing prices whether it’s a scooter, rise and recliner, fridge or caravan!

“The important thing is getting the balance right, where you can offer a good price but also a great service with aftercare. Our customers are often vulnerable and usually spending a lot of money on products that they need to try or be assessed for. So, simply buying from an online store without the care and knowledge of trained staff will create issues for both the consumer and the reputation of the seller.

“However, I think a lack of price transparency with some online companies is not helping and equally bricks and mortar stores are only looking at their immediate town or city which gives them a limited market.

“We can no longer sit back. It’s time to embrace the new shopping culture that is only going to grow and think about prices, online combined with a shop, and a change in marketing strategies that includes social media and online marketing.

”

www.thiis.co.uk | 25

20 years of THIIS

A TRIP DOWN MEMORY LANE The Homecare Industry Information Service (THIIS) is 20 years old in 2019!

For the last two decades, THIIS has been keeping the trade in the know with the latest news, views, products and jobs in the industry. Over 2019, THIIS is looking back at some of the interesting, impressive or surprising stories featured in past issues that have shaped the industry into what it is today.

OCTOBER

2009 CRACKING THE CODE In October 2009, THIIS covered a turning point in the mobility industry, with the British Healthcare Trades Association (BHTA) introducing its Code of Practice.

Successfully securing approval under the then Office for Fair Trading’s Consumer Codes Approval Scheme, the launch of the Code was the culmination of years of work, with the BHTA originally submitting its code for assessment in May 2003.

The first trade body within the health industry to have an OFT approved code, the Code of Practice acted as a badge for BHTA retailers to prove to consumers that they were an ethical trader, as well as committed the company to avoid practices such as pressure selling and cold-calling.

Still going strong today, the BHTA’s Code of Practice (now CTSI approved) continues to provide customers with reassurance that they are dealing with a trustworthy company.

SMALL FISH CHALLENGES IN BIG POND With the stairlift market being dominated by a number of big brands, THIIS spoke with smaller challenger Powerdrive Mobility to discover how the company was trying to gain a foothold in the sector.

Launched in 2005 as a division of Leamington Spa-based power transmission manufacturer Powerdrive PSR, Powerdrive Mobility’s Business Development Manager Martin Thurlow told THIIS that company was growing its customer base with its limited curved Liberator stairlift range and had moved to a larger base to cope with increasing demand.

Confident about the future of the company, Martin said Powerdrive Mobility was working on developing a new product to add to its small portfolio.

Having been in business since 1977, Powerdrive PSR was placed into administration in 2013 after it ran into cash flow difficulties and accrued debts of almost £1.7 million. In June 2015, the company was dissolved.

OCTOBER

2011 26 | www.thiis.co.uk

OCTOBER

2012 MOBILITY INDUSTRY ON THE PODIUM

Following the end of a memorable Paralympics in London, THIIS reflected on the impact the event had on mobility companies in the sector.

The 14th Summer Paralympic Games were heralded as the most successful Paralympic Games ever held, with more athletes from more countries competing than ever before, as well as being the first sell out.

The Games also saw a number of suppliers from the industry involved, with high-end wheelchairs, sports chairs and other equipment used by the athletes gaining coverage and attention.

Ottobock, an official partner to the Paralympic Games since the Seoul 1988, saw three Paralympians using its equipment secure medals, whilst other companies including Quest 88, Meyra, Silk Mobility and more worked with teams and individual athletes during the event.

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20 years of THIIS

OCTOBER

2013 OT EVENT ENTERS THE INDUSTRY With six years under its belt and its seventh show taking place next month, the OT Show feels like it has always been in the industry, however, in October 2013, THIIS covered what the debut show was aiming to offer.

At the time, questions were raised regarding the need for another show in the sector, with Naidex and College of Occupational Therapists’ Conference already in existence. A month before the launch however revealed the show had managed to secure over 100 exhibitors for its debut, as well as thousands of OTs registering their attendance.

Six years on, the show has gone from strength-to-strength, carving out its place in the busy exhibition arena.

“Obviously it’s too early to say how successful the event will prove but at this stage, you couldn’t have asked for more.”

PHIL NELSON, CLOSERSTILL DIRECTOR, IN OCTOBER 2013

OCTOBER

2014 PARK HOUSE HEALTHCARE TURNS 30 In October 2014, Park House Healthcare celebrated 30 years in business, with founder Stephen Owens praising the team’s commitment over the years.

In 2007, the pressure care equipment, hospital bed and moving & handling manufacturer moved from its original premises to a purpose-built, state-of-theart facility and by 2014, the company had 180 employees and operated out of nine technical service and training centres.

In April 2015, Park House Healthcare was acquired Drive Medical as one of eight acquisitions Drive would make over a short 12-month period.

OCTOBER

2015 PASSING OF AN INDUSTRY PIONEER

In October 2015, THIIS reported on the passing of Uniscan’s pioneering founder Tom Morris.

A gifted and promising footballer in his younger days, including representing his regiment during his National Service in an overseas cup final that took place in Germany, Tom revolutionised the walker market in the UK and globally.

28 | www.thiis.co.uk

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OCTOBER

2017 PRECIOUS TIME

PRIDE’S TRIBUTE TO GUY HUDSON

OCTOBER

2016

In a touching tribute to one of its longest serving sales representatives who sadly passed away in 2015, Pride launched a new range of chairs named after Guy Hudson.

With each model of the British-manufactured range named after one of Guy’s favourite places, Pride for a preliminary period also donated a percentage of each sale to the Alan Morement Memorial Fund (AMMF), the UK’s only Cholangiocarcinoma Charity that helped support Guy and his family.

“It is extremely heart-warming knowing that Guy would be proud of the new Hudson range and it perfectly complements our approach to not only business but also product design.”

PAUL EVERETT, MANAGING DIRECTOR OF PRIDE MOBILITY, IN OCTOBER 2016

OCTOBER

2018 NRS HEALTHCARE ACQUIRES COMPLETE CARE NETWORKS In October 2018, THIIS covered the acquisition of online retailer Complete Care Networks, expanding NRS Healthcare’s B2C retail reach.

The terms of the deal were undisclosed, however, CCN’s advisory firm Gambit was reported as stating that the deal included a multi-million-pound payment, together with an earn-out based on the future trading performance of the CCN business.

“Their product range complements ours well and their access to the consumer provides us with exciting options for the future.”

JERRY BENSON, CEO OF NRS HEALTHCARE, IN OCTOBER 2018

30 | www.thiis.co.uk

Aiming to stand out in the crowded mobility retail space, Newcastle Upon Tyne-based Dependable Mobility introduced what it called the ‘ultimate home test drive.’

The company allowed customers to try out a scooter for 24 hours, giving them all the time needed to try out a product and ensure it is right for them before making the decision to buy.

Highlighting that there was no catch, MD Paul Cookney explained that the company would drop the product off to a customer, give them a full demonstration to ensure they understood how to use it, and then leave them to get acquainted with the product before collecting it at a prearranged time if the customer decided it’s not for them.

“We are confident that this approach will gain us more sales than we will lose and will enable our customers to feel very confident that they are buying the right product.”

PAUL COOKNEY, MANAGING DIRECTOR OF DEPENDABLE MOBILITY, IN OCTOBER 2017

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32 | www.thiis.co.uk

Ceri Dixon, Marketing Manager of Ableworld

Pick of the month: Jazzy Turn Zero from Pride

“

We often get customers asking for a boot scooter with great manoeuvrability and suspension and the Jazzy Zero Turn ticks all of the boxes.

“This stylish fourwheel scooter has the turning radius of a three-wheel scooter, at only 38 inches, making it ideal for small or tight spaces, without compromising stability.

“The Jazzy ZT also features bright LED lighting, dual motors and CTS

suspension, making this a great looking, comfortable and practical scooter. It also includes under seat storage, a front basket and USB charger built into the tiller, all as standard.

“The Jazzy Zero Turn is a comfortable scooter designed for pavement use and can travel at up to 4mph. Having an incredible turning radius means this scooter is perfect for around the home or for taking apart and popping it into the car for a day out. Driving around a shopping centre, town centre or supermarket and negotiating small spaces has

never been so simple on a mobility scooter.

“This scooter is one of our favourites because of all the added touches and benefits it gives to our customers.

As always our scooters come with free six months insurance and a free highway code.

”

www.ableworld.co.uk

Karen Sheppard, Managing Director of People First Mobility

Pick of the month: Bridgit Crutch Holder from Able2

“

A lovely, clever little gadget that I have found this month is the Bridgit.

I ordered one to try and was amazed at how it actually did what it says.

“When users require their hands for another activity, holding a stick or crutches can be

FOLDS IN SECONDS

a difficult task. The Bridgit crutch and walking stick holder joins two crutches or sticks together in a stable ‘X’ shape that can be rested against any convenient surface and is much safer than leaving them on the floor.

“This means your customers’ sticks won’t fall on the ground, which prevents you from having to bend down and pick them up.

“It lets users hook single sticks over

the back of a chair or on a table top which can help prevent trips and falls and is suitable for sticks 19-22mm in diameter.

”

www.peoplefirstmobility.co.uk

Call to find out more

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www.thiis.co.uk | 33

pick of the month

Darren Macey, Business Development Manager for Lifestyle & Mobility

Pick of the month: SMOOV One power assist from Invacare

“

Alastair Gibbs, Managing Director of TPG DisableAids

Pick of the month: Azalea Tilt In Space Wheelchair from Invacare

“

We often find that a person in need of a wheelchair will have a set of criteria that they wish to fulfil and often at the top of that list is comfort.

“You can achieve a certain amount of comfort with a folding standard wheelchair but its limitations are obvious due to its positioning constraints.

“For long-term comfort and functionality, you need to move up to a tilt in space adjustable chair that can accommodate many different size users and have multiple size and angle adjustments to achieve total comfort for longer periods of time.

“Whilst there are several on the market, and we do stock a selection, our lead in product is the Invacare Azalea as it has both an affordable price and the heritage of one of the biggest wheelchair suppliers in the UK. “It is therefore attractive to a range of customers from private individuals to Nursing Homes and to NHS establishments.

”

34 | www.thiis.co.uk

www.tpg-disableaids.co.uk

Whilst walking around Naidex, we kept a keen look out to what customer were buzzing about at the show. There was one stand in particular that had a swarm of people around it.

“It was like watching bees trying to protect their Queen! After breaking through the crowd to try and see what all this buzz was about… Pete Hubbard, Invacare UK Mobility & Rehab Sales Manager, was stood there giving demonstration after demonstration of a revolutionary product called the SMOOV One. “It is a power add-on product which is pretty much compatible with most ridged & folding wheelchairs. Its easy bracket system enables the end-user to clip it on and off in seconds, even whist situated in the chair. The SMOOV is also very lightweight and so very easy to transport.

“German-built and engineered, the power assist is packed full of features and comes with a downloadable app where you can change things like speed, check the battery, as well as change the performance and driving modes.

“The most remarkable thing however that is built into the app has to be the navigation feature. The function enables start-and-end-point navigation with primarily wheelchair-accessible route guidance, voice output and offline map coverage.

“You can tell that this product has been built around the needs of end-user as it is such an easy-to-use product and user-friendly. This is truly the latest and greatest technology and that’s why its Lifestyle and Mobility’s pick of the month!

”

www.lifestyleandmobility.co.uk

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pick of the month

Elaine Ferguson, Mobility Services Manager of Fortuna Mobility

Pick of the month: Armon Zero Gravity Dynamic Arm Support

“

At Fortuna, we’re constantly searching for innovative products from around the world to make sure our customers have the best options.

Therefore, we were delighted to recently add Armon Zero Gravity Dynamic Arm Supports to our range.

“A dynamic arm support is an assistive technology product which helps people with limited arm and shoulder function to move their arms and hands freely, and, therefore, makes it easier to conduct daily activities. The benefits are often life

36 | www.thiis.co.uk

changing. While in the workplace, Armon can be used to promote comfort plus facilitate prolonged arm activity for professionals including surgeons and dentists.

“These arm supports have a unique mechanism that compensates the weight of the user’s arm making it feel weightless. However, unlike a normal armrest, the Armon will dynamically ‘follow’ the position of the arm through space, providing full support in any position.

“Generally, the less strength the user has, the more advanced the arm support should be. Our range consists of four different supports - each has a different level of functionality, while all of them can be mounted on a floor

stand, office chair, work chair (such as The Bambach Saddle Seat), manual or electric wheelchair.

“We’re very pleased to work with Armon, providing demonstrations and assessments, along with installation and maintenance of these life enhancing products.

”

www.fortunamobility.com

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round-up

A RECORD YEAR

A

bleworld has reported record sales for the financial year ended in August, with a 17.25 percent increase in sales and 15.79 percent increase in likefor-like sales.

With 35 stores across its portfolio consisting of a mix of group-owned and franchise-owned operations, the national mobility retailer says it saw similar sales growth across the board.

Mike Williams, Managing Director of Ableworld, commented: “Even though stronger competition is coming into the market place, we still achieved some great figures and once audited, we expect our profits to grow by similar or larger percentages.”

Confirming it is to launch a minimum of three new stores in the coming 12 months, Mike stressed that the company will continue to operate as it has done in the face of growing competition.

“I know others are opening stores, sometimes at a slightly faster pace, however we intend to carry on with our model, which in the main, has around three times the space of our main competition, so presently we are retailing out of well over 100,000 sq. ft.”

Alongside the promising results, Ableworld confirmed it is investing substantially in upgrading its accounts, CRM and retail systems, having signed a £500,000 contract for a SAP system overhaul which will be introduced at the end of the calendar year.

Helping ensure holidays happen With the demise of travel giant Thomas Cook severely disrupting the travel plans of thousands of holidaymakers due to fly out, Ableworld has confirmed that it will personally ensure any of its staff affected will receive financial support to ensure trips can go ahead stress-free.

The retailer says it has set aside a fund to help employees that may be facing additional costs to rebook flights or hotels, reducing concerns of short-term financial implications on individuals and families.

38 | www.thiis.co.uk

LENDERS BACK DRIVE DEVILBISS HEALTHCARE Following a report by the Wall Street Journal in September that Drive DeVilbiss Healthcare in the US was in talks with senior lenders to restructure its $600 million debt ahead of “an expected liquidity crunch,” the mobility giant has agreed in principle to receive $35 million in new capital, alongside a reduction in cash debt service obligations from its current lenders.

The new transaction secured broad support across Drive’s capital structure, says the company, including from a substantial majority of Drive’s first and second lien lenders and new capital from the company’s primary equity holders.

Bob Gilligan, Chief Executive Officer of Drive DeVilbiss Healthcare, commented: “We are pleased with the strong demonstration of support that our stakeholders have shown to our business and strategic vision.

“The new capital and associated capital structure enhancements will enable Drive to continue to invest in improving our infrastructure to deliver high quality service to our customers, while also providing additional runway to execute on our business plan supporting continued growth.”

Formed in July 2015 when Drive Medical acquired DeVilbiss Healthcare, its largest and final acquisition following a run of eight acquisitions over just a 12-month period, Drive DeVilbiss Healthcare was purchased by private equity firm Clayton, Dubilier & Rice (CD&R) for a speculated $800 million in August 2016.

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retailer spotlight

LIFESTYLE AND MOBILITY

THRIVING BY SPECIALISING For many bricks and mortar retailers in the mobility sector, working with products in the more specialist market can prove elusive, requiring the time, space and expertise to effectively assess and provide the right solutions to meet complex needs. The reward for those companies that can distinguish themselves as mobility specialists can be significant however, enabling retailers to operate in a market where price is not the main consideration and knowledge is key. Working hard over the last few years to establish itself as a specialist provider of active wheelchairs and powerchairs, THIIS caught up with Lifestyle and Mobility to discover how this unique side of its business is developing.

I

ncreasingly, the mobility industry is seeing a polarisation between larger, national retailers dominating the more lifestyle-orientated end of the mobility market, compared to smaller, often independent retailers focusing on the specialist-end of the spectrum.

The divergence seems to be a natural progression for many in the industry, with larger retailers using their buying power to negotiate lower prices and sell in quantity, whilst smaller retailers concentrate their efforts meeting more complex needs, specialising in bespoke products that are less susceptible to price competition, particularly online.

One retailer that is successfully walking the tightrope between both lifestyle and specialist however is

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South East-based retailer Lifestyle and Mobility.

A growing success story, the familyrun mobility company was founded by Ron Sverdloff in 2002 and has been growing steadily since coming onto the mobility scene.

Now managed by Managing Director Aaron Sverdloff and supported by a highly engaged and capable team, the company boasts modern retail branches in Basildon and Southend-on-Sea, as well as preparing to launch a new 7,500 sq ft. superstore on Harlow’s high street.

Alongside focusing on developing its bricks and mortar retail operations to offer a modern retail experience, the company has also significantly invested in its specialist capability,

building its reputation as one of the leading active wheelchairs and powerchair specialists in the region.

INVESTMENT IN ASSESSMENT Having gradually developed its specialist offering over the years from its physical retail stores, the company decided in October 2016 to launch a new specialist unit away from its bricks and mortar operations.

“Traditionally, we focused on creating industry-leading retail stores that provided the widest range of mobility equipment possible and so the specialist side of our retail stores grew naturally,” explained Darren Macey, Business Development Manager for Lifestyle and Mobility.

“We found however that there were

Successfully leading the specialist operations is business development manager Simon Greenway

challenges in running this specialist activity from our retail stores.”

The biggest challenges were time and space. For the majority of retailers, time and space are often in short supply, however, these are the two factors that are crucial for providing the right specialist service.

“Although our retail stores are fully equipped and have full knowledge of prescriptive products, we identified the need to provide a more dedicated service without the retail hustle and bustle,” continued Darren.

“For example, in-store, we could be trying to leave for a specialist appointment but get stuck with someone that needed a new tube fitted or wanted to try on slippers.

“As important as all that business is, we knew if we wanted to give customers the correct support and attention that they required, we had to set up a specialist centre.”

Establishing its dedicated specialist team in Potters Bar, the new unit focused predominantly for the assessment and supply of prescriptive powerchairs and active manual chairs.

The products range from fairly basic specifications to highly bespoke powerchairs requiring specialist head, chin, and environmental controls, enabling users to get the most out of their devices in their environments.

Working to supply solutions to meet complex needs required the company to perform full assessments, spending the time to learn about users’ needs, wants and environments.

Rather than attempting to carry

The company is focusing on becoming known as the specialist provider of active wheelchairs and powerchairs

such in-depth assessments in its bricks and mortar premises, the retailer’s specialist team to move these operations out to its modern offices in Potters Bar. “Clients are welcome at the depot,” said Darren, “however, most assessments are carried out in the comfort of the client’s home or at clinical centres.”

Proving quick and easy access to several major motorways and roads, the specialist centre has enabled

essential to each other, as the retail stores provide a fantastic shop window and brand awareness for our specialist offering, as well as the level of service we provide.”

With a carefully curated product offering of unique, highend equipment on display in its showrooms, alongside more lifestyleorientated products, Darren highlights the advantages of the specialist centre in the long-term, enabling the company to continue to service

“Our plans for 2020 is to upscale the business to larger premises, increase staff levels again and review the business model in 12 months.”

DARREN MACEY

Lifestyle and Mobility’s specialist team to fully cover London, Hertfordshire and all surrounding areas.

SUPPORTING THE ‘MOBILITY JOURNEY’ According to the successful mobility retailer, this remote specialist set up has delivered a better experience for all customers, as well as better commercial efficiencies for Lifestyle and Mobility.

“Our specialist centre is developing very well and is complementing growth within our retail arm. Both are relatively independent of each other but strong within their own rights,” said Darren.

“Both arms of the business are

customers as their needs evolve.

“The link between our retail and specialist business is important as a lot of clients have what I like to call a ‘Mobility Journey,’” he elaborated.

“They might start off just needing a walking stick and then a scooter, before possibly a powerchair or specialist seating.

“If this is the case, then this is where we may refer them to our speciality centre, so they continue their mobility journey with us, receiving the same consistent level of expertise and service throughout their journey.”

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retailer spotlight THE SEARCH FOR SPECIALIST SKILLS Whilst space and time are important factors needed for its specialist business, Darren notes that above and beyond all else, having the necessary specialist knowledge is essential.

Unlike finding the right offices to set up shop however, finding the right expertise is a far more complex challenge and in such a niche area, it can be like trying to find a needle in a haystack.

Fortunately for Lifestyle and Mobility, the company had an ace up its sleeve which allowed it to move ahead with its specialist plans.

“When we decided to launch the new unit, we knew it had to be led by Simon Greenway, who has over 22 years’ of experience in the industry,” he stressed.

“Since opening in 2016, we have seen continuous and significant growth and this is mainly down to Simon Greenway’s focus and energy to make it a success, backed up with our strong brand and reputation.”

Spearheaded by Simon, who has assembled a team with more than 50 years of combined sector knowledge, expertise and experience, Lifestyle and Mobility’s specialist business has continued to develop rapidly in the last three years.

All the more impressive is the organic nature of the specialist centre’s growth, which evolved from the existing relationships Lifestyle and Mobility had built up over time.

“Before the opening of our specialist centre, we already had good relationships with various charities and care homes, as well as a large number of private clients,” said Darren.

“With regards to marketing spend, we have spent very little as well. Growth and expansion have come from word-of-mouth and strengthening previous relationships with our new added focus.”

The increasing success and demand for the specialist centre has led to the challenge – albeit a good challenge – of finding the expert staff needed to grow whilst still ensuring high levels of service are maintained.

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The team at the specialist Potters Bar depot boast a substantial amount of industry experience between them

“From day one, we were taken back by the demand for our services,” emphasised Darren.

“Over the past three years, our ongoing challenge has been to manage this growth, as finding the right people to join the team can be tricky.”

Recruiting the right people in a relatively restrictive pool of viable candidates has led to the retailer adopting a different recruitment process to that of its bricks and mortar stores.

“Typically, within our retail stores, we often look to train and mould new employees in line with our company ethos and standards,” emphasised Darren.

“However, with our specialist centre, we are fully focused on providing the highest levels of product knowledge and experience so we can achieve the best solutions for our customers. This drives the need for recruitment from within the industry.”

In addition to finding staff with the relevant knowledge, the retailer says it works hard to make sure its specialist team maintains and develops this high level of product knowledge.

“While we have recruited highly experienced staff from within the industry to continue the expansion of the centre, we still prioritise continuous development,” pointed out Darren.

“Ongoing training provided by our suppliers is a regular feature in our diaries to be sure we are at the forefront of the latest specialist products. This knowledge is then passed on at the point of our

assessments, so we give our clients the most up to date information.”

EXPANSION IN THE PIPELINE With Lifestyle and Mobility preparing to launch its largest-ever store in Harlow imminently, the retailer also has big plans for its specialist centre, building on its recent appointment of industry veteran John Whitaker to its specialist team.

“We have a serious eye on further expansion,” outlined Darren.

“Our plans for 2020 is to upscale the business to larger premises, increase staff levels again and review the business model in 12 months.”

Suggesting next year will prove to eventful for the retailer, the company says the expansion will continue to be built on the strong foundations that have seen Lifestyle and Mobility continue to distinguish it in the industry, with a particular emphasis on strong relationships with the industry’s suppliers.

“Ongoing development of our centre will continue to be built on the strong relationships that we have with our suppliers,” finished Darren.

“We rely on them to constantly innovate products and to create the very best solutions for our clients. I don’t like to look at our key partners Permobil, Invacare, Sunrise Medical, and Quantum – as just suppliers as we are in this together.

“Our business relationships with them are just as important as those with our customers.” www.lifestyleandmobility.co.uk

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round-up

HAVE YOU SEEN THE SMARTI SCAMMER? A suspected chargeback fraudster has been targeting mobility retailers trying to buy Monarch’s Smarti folding scooter.

The scammer has been reported to have frequented a number of retailers in the UK, including Mobility Solutions’ Glasgow branch and various Ableworld outlets.

With the individual seemingly interested exclusively in this model of folding scooter, it has led some in the industry to suspect that the man is somehow connected to the trade.

Retailers are being urged to remain extra vigilant amid the growing threat of fraud.

Special seating offer to heat up dealer sales In the latest phase of its ongoing retailer support programme, Repose Furniture is offering its UK retailers a Relaxor heat and massage system for just £99 (normal trade price £165).

Helping soothe tired and aching muscles with gentle vibration and warmth, the Relaxor heat and massage system’s separate handset controls different vibration zones built into the chair, massaging upper back, lower back, upper and lower thighs and calves.

The user can choose their own intensity and speed of each of the pairs of pads, with the heat pad in the bottom lumbar of the back cushion completing the relaxing process.

“We have offered our retailers a special discount every month in 2019 and the response to this initiative has been extremely positive,” commented Managing Director Lisa Wardley.

“We have decided to offer the heat and massage system in October as we know many of our end-users benefit from the positive effects of warmth as we head towards winter.”

To benefit from this offer, retailers must quote October2019 between the 1st and 31st of October. www.reposefurniture.co.uk

GOING FOR GOAL

WHAT IS CHARGEBACK FRAUD? Chargeback fraud occurs when a customer files a chargeback instead of trying to obtain a refund from a retailer. The customer disputes the charges made to their credit cards, resulting in the bank issuing a refund under the impression that the retailer has made an error.

In this scenario, the customer receives a refund and keeps the goods, all at the retailer’s expense.

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Glasgow-based Mobility Scotland has agreed a sponsorship deal with Scottish professional football team Partick Thistle FC, becoming the club’s back of shirt and short sponsor.

The deal will see the mobility retailer’s logo featured below the squad numbers on both the club’s home and away kits throughout the rest of the 2019/20 season, as well as appearing on its shorts.

Alongside the mobility company’s logo being seen by thousands of Partick Thistle’s fan weekly, Mobility Scotland will also benefit from having its logo reach wider audiences when the Scottish club’s games are televised.

Established in 1876, Partick Thistle FC currently play in the Scottish Championship, the second tier of Scotland’s professional football league.

CLEARWELL GRANNIES TAKE TO THE WATER A costumed team of ‘Gangsta Grannies’ from Clearwell Mobility took part in Tilgate Park’s 17th annual Dragon Boat Festival to raise vital funds for St Catherine’s Hospice.

Wearing wigs, thief masks and pearl necklaces and inspired by the character of David Walliams 2011 book Gangsta Granny, the team competed against 34 teams in a bid to win the Dragon Boat Festival Crown.

Taking part in three dragon boat races, Clearwell Mobility managed to raise over £1,200 for the hospice which helps support terminally ill people in West Sussex and East Surrey. www.clearwellmobility.co.uk

NEW DESIGNS FOR AUTUMN/WINTER 2019 The Pharmacy Show: Stand PB70 or please contact us for our trade catalogue: www.classiccanes.co.uk

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buyers guide

THE THIIS WINTER BUYERS’ GUIDE The busy summer trading period for the mobility sector has now passed and the colder, winter months are shifting consumers’ thoughts from outdoor pursuits to more indoor considerations. For mobility retailers, October presents the perfect time to prepare for the shift in consumer wants and needs by bringing in new ranges and products to keep sales steady during the during the frostier, quieter period. The question is, which products should you stock? Aiming to ensure retailers are aware of the various products out there ready to potentially bring in those all-important winter sales, THIIS’ Retailers Buying Guide to Winter shines a spotlight on different products to consider to prevent sales from turning frosty.

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SEATING PRODUCTS

THE LATERAL RISER RECLINER CHAIR FROM RISE AND RECLINE With comfort being a key priority in the winter, Rise and Recline’s Lateral Riser Recliner Chair boasts a supportive design that is easily adaptable to individual requirements. Made in Britain, the fibre-filled pillow back with removable panels provides enhanced comfort, whilst the velcro attachments allow for individual adjustments to be made. The filling can also be personalised to meet a customer’s specific requirements, as the panels have zipped access.

www.riseandrecline.co.uk

HEAT PAD SYSTEM FROM REPOSE FURNITURE With the colder weather presenting health risks for older people, as well as financial pressure with rising heating costs, Repose Furniture offers retailers a unique heat pad system with low running costs to help customers ward off the cold this winter. The system comes with two heat modules, one of which is fitted into the seat area of the chair while the other comes as a loose cushion heat pad that the user can position for their own comfort - behind their back, on their lap or to the side. Offering flexibility to the user as it can be unplugged and stored with the handset in the chair side pocket when not in use, both pads are controlled independently with a simple to use handset which has two temperature settings - just press once for low and twice for high. With running costs as low as 2p an hour the heat system offers an economic way of providing a little more warmth on cold days.

www.reposefurniture.co.uk

PENARTH CHAIR BED FROM PRIMACARE With customers’ thoughts turning to comfort inside the home, the Penarth offers a solution that allows an older adult the comfort of a chair, as well as a bed. Created for those who want to enjoy the benefits of a rise and recliner chair but also need the option to lay flat or sleep in the chair, the Penarth Chair Bed is a relaxing comfy chair that can be tailored to specific requirements. Boasting rising and reclining functions, allowing the chair to be tilted backwards with the legs raised and forward to help when standing, the chair comes with an easy-to-use handset to enable users to find their ideal position stressfree. For users after a little extra comfort, the chair bed also allows the armrest drops down, enabling more space when moving from sitting to lying down or when assisting an older adult.

www.primacare.co.uk

THE NEW AMBASSADOR FROM ELECTRIC MOBILITY With its heat and massage upgrade available, extending what it describes as an already premium Dual-motor Tilt-in-Space Cosi Chair, the New Ambassador is tagged as the ideal winter purchase. The chair’s mechanism elevates with ease and reclines users into comfort with the waterfall back design and supportive seating position with a hybrid pocket sprung base. Available in three standard sizes (plus petite) and 12 stocked fabrics, Electric Mobility states that the New Ambassador is the all-round premium Riser Recliner to keep stocked in showrooms during the colder months. In addition, retailers and customers investing in the New Ambassador receive peace of mind, with the chair meeting strict FIRA regulations and benefiting from being British Made, backed up with an extended five-year guarantee. A tip from Electric Mobility is to pair the New Ambassador with a matching suite in the showroom for that wow factor, enabling customers to really envision it in their home.

www.electricmobility.co.uk

BRECON RISE AND RECLINE CHAIR FROM PRIMACARE With seating being a staple of many mobility retailers’ offering, Primacare’s Brecon rise and recline chair is one of the seating manufacturer’s most popular models. The British-made chair is designed to be stylish yet robust says the company, with its tilt-in-space feature allowing users to sit in the position that most suits them. With a wide array of fabric choices to suit a variety of tastes, the chair’s foam-filled seat cushions, as well as soft adjustable waterfall back cushions, combines style with support and comfort when and where it is required. Available for quick delivery, the chair comes with a range of options available for customers to make the chair their own.

www.primacare.co.uk

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SEATING PRODUCTS

buyers guide THE WESTBURY FROM CELEBRITY FURNITURE The Celebrity Westbury has a three-tiered waterfall back, providing enhanced lumbar support plus quality, real wooden grab handles for additional assistance. Fabric Westbury models are fitted with Mammoth Medical Grade Foam Seating Technology to assist with pressure relief and support, as well as improve circulation and the air flow channels help reduce sweating and reduce allergen build up. Available in sizes Grande, Standard and Petite and five action options, the Westbury chair is a popular choice which can also be fitted with an adjustable headrest or a 10-motor massage system with a heat pad to keep away the winter chills. All Celebrity Riser Recliner models are manufactured in the UK to British Standard BS EN 8474:2013, up to 160kg/25 stone and every model comes with a five-year guarantee on frames, motors and actions. In addition, Celebrity also offer a range of crib five fabrics and a customer own cover service is also available.

www.celebrity–furniture.co.uk

THE VALENCY FROM ELECTRIC MOBILITY Providing a new chair to excite dealers’ customers this winter, Electric Mobility is offering a three-motor chair for the first time. Joining the company’s well-established CosiChair range and expanding into a new market, the Valency benefits from independent control of the backrest and leg rest, plus it offers additional head and neck support with the fully adjustable powered headrest. Offering support to watch TV, sit up and have a drink, or simply join in with conversation at a more natural angle, the Valency simultaneously supports the neck and head while elevating the legs to help reduce swelling. Including an easy-to-use, six-button handset, this Cosi Chair naturally offers greater levels of comfort, says the company, as well as aiming to provide greater postural support.

POWERED MOBILITY PRODUCTS AND ACCESSORIES

MOVING AND HANDLING AIDS

www.electricmobility.co.uk

THE MACKWORTH ESSENTIALS 180 MOBILE HOIST FROM PRISM MEDICAL UK Representing the greatest value mobile moving and handling hoist available to the market, the new hoist from Prism Medical UK could open up a new sales avenue to mobility retailers as powered mobility sales cool off during the winter. The hoist boasts an impressive 180kg lifting capacity, powered leg opening and Linak actuators and motors. The ultra-low lifting position, rising to 174cm (5.7ft) allows ease of patient lifting from the floor upwards. The reduction in cost is achieved by only including “essential” components and features to reduce manufacturing complexity without sacrificing quality, says the company. The Mackworth Essentials mobile hoist also benefits from the same rigorous ergonomic design procedures and quality checks as the company’s other trusted Mackworth products and are constructed from high-quality powder coated steel to provide years of reliable service.

www.prismmedical.co.uk

ROADSTER DX8 DELUXE FROM VAN OS MEDICAL Following on from the success of the Roadster DX8 mobility scooter, the Deluxe version more than lives up to its name, says Van Os. Boasting a brand new four-pole technology motor, the Deluxe version also includes new contoured sports captain seat, oversized 11-inch wheels with durable pneumatic tyres and a pair of 55AH batteries for increased range as standard. Available in four striking colours and with its modern two-tone shroud design with full LED lighting, the Roadster DX8 Deluxe is sure to turn heads in dealers’ showrooms.

www.vanosmedical.co.uk

CABIN CAR MK2 PLUS FROM SCOOTERPAC When the colder weather sets in, it can be a challenge for those with mobility needs to tackle the inclement weather, however, the Cabin Car Mk2 Plus from Scooterpac aims to change that. Cutting a striking figure in mobility dealers’ showrooms, the Cabin Car Mk2 Plus incorporates many of the creature comforts found in cars, plus some enhanced extras, including a luxury captain seat, alloy wheels and even windscreen washer and wipers. Not stopping there, the Plus model also has door kick plates, follow-mehome lights and interior lighting all now featured as standard. In addition, the scooter comes with 20 optional extras, such as heated seats, lithium ion batteries and a wireless handsfree system.

www.scooterpac.com

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POWERED MOBILITY PRODUCTS AND ACCESSORIES

buyers guide THE VISTA AND VISTA DX FROM ELECTRIC MOBILITY The powerful mid-size 4mph scooter duo with a transportable edge are proving popular choices for dealers and an attractive offering to customers seeking to enjoy the outdoor in autumn and winter. Ideal for longer & more comfortable days out, the pair include full suspension, a comfort or captain’s seat, generous turning circle, as well as quick release features, dismantling into six easy to manage parts. Dealers can offer customers standard solid tyres or the option of pneumatic tyres at no extra cost, confirmed Electric Mobility, and can further tailor the sales experience by offering two battery options based on the user’s intended use. For a lightweight feel when transportation is a priority, the Vista 34Ah battery model is the preferable choice, whereas users that desire an increased range for longer periods of can opt for the Vista DX 50Ah battery.

www.electricmobility.co.uk

SMARTI PORTABLE AUTO FOLDING SCOOTER FROM MONARCH MOBILITY Capable of being opened both manually and electronically in seconds, using either the manual bar or an electronic key fob, Monarch Mobility’s Smarti is a popular, auto-folding scooter on the market. With the company calling it a leading product in folding scooters for many years which it states many others have tried to copy, in both function and reliability, the Smarti will ensure to keep customers coming to a retail store as the days grow shorter. Available on Motability, the Smarti includes a range of nine miles and carrying weight of up to 21 stone, with Monarch stating that the design not only bears the end-user in mind but also provides dealers with a strong product that delivers a significant return.

www.monarchmobility.com

HAZE BATTERIES – HZB-EV12-33EX FROM EASYSTART BATTERIES With colder and harsher winter conditions making it all the more important end-users can travel to their destinations safely, a reliable battery is essential. The Haze HZB-EV12-33EX is one of the leading AGM batteries in the mobility industry thanks to its unique formation, allowing it to achieve 41.1Ah in the standard 33Ah box size. Widely known as the most commonly fitted battery size in the industry, the 33EX ensures both end-users and retailers have peace of mind that they are installing a battery that will exceed any of its competitors in the market place, says the company. The extra amps provide the user a longer battery life and therefore a greater travelling range per charge. According to Easystart, the Haze EX battery range allows Haze to surpass all other manufactures with higher specifications and reliability all in the same box size as standard batteries.

www.easystartbatteries.co.uk

HAZE BATTERIES – HZY-EV12-80 FROM EASYSTART BATTERIES Haze are one of very few manufactures worldwide to make a genuine 100% Gel battery, confirms Easystart. With the winter seeing temperatures fall, Gel technology is great for the mobility industry, allowing a deeper discharge with the same recovery capability, a greater number of cycles, as well as optimum performance in a greater variation of temperatures. The Haze HZY-EV12-80 comes in what is traditionally know as a ‘75Ah’ box size, however it’s rated at 87.9Ah. A battery for the larger powerchair user, the HZY-EV12-80 gives customers reliability through its quality and specification, typically lasting up to a third longer than AGM batteries if maintained correctly, offering both value for money and added dependability.

www.easystartbatteries.co.uk

EZI-FOLD POWER CHAIR FROM MONARCH MOBILITY With an enhanced aesthetic look, folding ability, range and light weight, the Ezi-Fold is one of several new products supplied by Monarch Mobility which is already available on Motability. Boasting an ultra-light design capable of carrying up to 23.6 stone in user weight, the Ezi-Fold’s simple folding mechanism makes it easy for the end-user to transport into a vehicle. Also featuring brushless motors and electronic regeneration disk brakes for a smoother and safer ride, the powerchair offers dealers an attractive option to show to customers.

www.monarchmobility.com

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THE SMARTI

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POWERED MOBILITY PRODUCTS AND ACCESSORIES

buyers guide BREEZE S4 + HARD TOP CANOPY FROM TGA MOBILITY Offering mobility dealers’ customers all-weather independence this winter, the proven Breeze S4 has a reputation in the industry for performing on and off road and is now available with an optional, rigid canopy. Unlike vinyl canopies, the TGA hard top canopy is highly durable and provides exceptional visibility, says the company. In addition, it can be supplied or retro fitted with optional vinyl sides for added weather protection. Preventing inclement weather from affecting the pleasure of mobility outdoors during the winter, TGA highlights that stocking the impressive TGA Class 3 Breeze S4 with hard top canopy is a must for all dealers during the colder season.

www.tgamobility.co.uk/trade

MANTIS 8MPH FROM MONARCH MOBILITY Promising more power to tackle less favourable winter conditions, the Mantis is an 8-mph road legal scooter that seems to go almost anywhere due to its high torque motor. With its lithium batteries enabling the scooter to achieve up to 21 miles in range says Monarch Mobility, the Mantis is also designed to fold down and detach to allow for easier transportation in most large cars for those who still want to get out and explore in the colder months. Carrying up to 21 stone in weight and available on Motability, it comes available in three colours: red, blue or grey.

www.monarchmobility.com

UNIVERSAL CANOPY FROM SCOOTERPAC An absolutely imperative accessory for when the weather turns wet and cold, Scooterpac’s Canopy fits virtually every scooter states the company, as well as folding out in seconds to offer quick protection from all weather conditions. Described as light, quick and easy to fit, the Canopy enables people to maintain their independence, regardless of the weather, with end-users able to fold it out from behind the seat to form a top and side canopy. According to Scooterpac, the scooter accessory uses adjustable arms, allowing it to securely fit the vast range of scooters, including car transportable models, whilst its compact design and lightweight frame mean users can easily transport the Canopy.

www.scooterpac.com

ATLAS 4 HOIST FROM MONARCH MOBILITY As the less favourable weather sets in, scooter users will be keener to transport their scooters in their car to a destination instead of tackling the wet and the cold. Getting a scooter into a car boot however, can prove particularly challenging for the elderly and less mobile. To this end, Monarch has produced the Atlas4, a portable hoist designed to lift most folding scooters and fit into a range of cars. Lifting up to 40kg, the easy-to-assemble device requires no drilling or screwing down and features an automatic operation, swinging boom, as well as a folding and removable boom with a various of power options.

www.monarchmobility.com

THE P327 MINI SEAT LIFT FROM ELECTRIC MOBILITY Boasting durable full suspension, augmented manoeuvrability and impressive range, the P327 Mini Seat Lift (SL) make for a compact 4mph powerchair with big capabilities. Using its mid-wheel drive technology to comfortably drive users with power, while the seat lift mechanism allows the seat to rise up to 7.5 additional inches, the P327 Mini SL has a more compact base and seat compared to the standard P327 option. Due to its size, the petite P327 Mini SL works well as an indoor powerchair and at the same time, remains a fully capable outdoor powerchair for winter adventures, with an extended range of up to 22 miles.

Not forgetting to mention the other P327 models in the family- P327, P327 XL and P327 XL Seat Lift, Electric Mobility says it is confident the Rascal range will have something to offer all dealer’s customers. The company recommend stocking at least one model and highlighting the differing options using the supporting marketing materials.

www.electricmobility.co.uk

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N D

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WALKING AIDS AND WHEELCHAIRS

buyers guide OLYMPOS ROLLATOR FROM TOPRO Designed to handle all seasons, the Olympos enables users to tackle terrain unsuitable for most rollators due to its larger wheels and option of off-road wheels. Not just suited for the outdoors however, the rollator is equally at home in a domestic environment. The recently developed Topro IBS (Interior Braking System) enables the user to change between several types of wheels, such as standard wheels, off-road wheels and studded tyres if required in more wintry conditions. As with every model in the range, the Olympos can also be modified for one-sided brake use and is available in sizes small and medium with a maximum user weight of 150kg and user height of 170cm and 195cm respectively.

www.topro.co.uk

NEW AUTUMN/WINTER 2019 RANGE FROM CLASSIC CANES With the release of its new A/W collection, Classic Canes has provided a contemporary and unique variety of cane designs to enable mobility retailers to inject life and excitement into their showroom during the darker and drabber months of winter. Designed for users who care about their appearance and fashion says the company, the new cane selection enables the walking aid to be seen as an extension of a customer’s personal sense of style. Allowing stockists to have fun matching Classic Canes’ products to customers’ new autumn and winter outfits, the new selection also includes in-season designs such as skulls and bats, ideal for a Halloween treat.

www.classiccanes.co.uk

THE ICE BOOT ATTACHMENT FROM FLEXYFOOT With winter looming, savvy mobility retailers would be wise to keep an eye out for products that keep customers safe, active and mobile in the event conditions turn arctic. Many stick and crutch users find themselves housebound when snow starts to fall or ice sweeps in and maintaining an active lifestyle can prove treacherous, however, Flexyfoot has a range designed to tackle such conditions. Working with the company’s range of ferrules, the Ice Boot attachment is a simple “pop-on” accessory that can easily be removed when stepping back out of the cold. It easily fits in a user’s pocket or bag so to enable customers to maintain their independence, whatever the weather. Also, prices have recently been reduced so there has never been a better time to stock up, says the company.

www.flexyfoot.com

THE LIGHTWEIGHT ERGO LITE 2 FROM KARMA MOBILITY With the winter months seeing people travelling to stay with friends and family, particularly in the festive season, storage and transportation are important factors to take into consideration for customers purchasing a wheelchair. The Ergo Lite 2 is one of the lightest manual wheelchairs available from Karma Mobility, weighing from just 10.4kg (23lbs) and only 6.4kg (14lbs) once the wheels and footrest hangers have been removed.

The wheelchair features a foldable backrest and frame and removeable swing in/out footrest hangers, ensuring it can be easily folded down to a manageable size for transportation and storage when not being used. In addition, the Ergo Lite 2 has the strong build quality synonymous with every wheelchair and powerchair from Karma Mobility and boasts the S-Ergo seating system, promoting good posture, assisting pressure relief and helping stop the user sliding down the seat. Available in two widths (16inches and 18inches) and with maximum user weight of 100kg (220Ibs), the Ergo Lite 2 is a popular lightweight wheelchair option for many dealers.

AIDS FOR DAILY LIVING

www.karmamobility.co.uk

GRIP STRIPS & ROLLS FROM TENURA For retailers looking for potential stocking fillers to catch customer’s eyes ahead of Christmas, Tenura grip strips & rolls offer a DIY alternative to the manufactured range of Tenura daily living aids. Providing bespoke solutions to anti-slip and grip issues, the non-toxic and chemically inert silicone material, is extremely flexible and can be cut to size for any dry non-slip or grip enhancing application. Capable of being wrapped around objects and utensils such as cutlery to improve grip and comfort, Tenura grip strips help those with impairments to grip strength and are available in pre-cut 1cm x 2cm strips. Tenura rolls can be easily cut to size and moulded or wrapped around objects and handles for additional grip and comfort, or, alternatively, can be used on flat surfaces for increased anti-slip properties. Available in red or blue, the rolls come in various sizes and adhesive/non-adhesive options.

www.tenura.co.uk

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“It’s been unbelievable... We’ve been selling containers of Scooters before they even hit the docks.”

Grant Abrahams Retail Director

?

Have you enjoyed the

HUGE SUCCESS

of Folding Scooter sales in 2019?

Folding Scooter Sales have rocketed in 2019 and customers report a record level of demand.

?

Stock Now In! Don’t Miss Out!

?

Order NOW while stocks last!

Karen Clarke: 01274 475 118 / Sandra Conlan: 01274 475 121 Email: sales@drivedevilbiss.co.uk

drivedevilbiss.co.uk

Battery Charging Docking Station / Battery Bag with ACCESSORIES Strap NOW AVAILABLE

STAIRLIFTS, HOMELIFTS AND ACCESS

AIDS FOR DAILY LIVING

buyers guide UCCELLO KETTLE FROM ABLE2 Helping ensure retailers’ customers can safely enjoy a warm cuppa this winter, Able2 has recently begun exclusively revolutionary kettle designer Uccello. Invented by Andy De Petr, a coffee lover whose arthritis diagnosis meant he struggled to lift a kettle of boiling water to make his morning brew, the unique kettle-tipper’s circular shape and rotating cradle moves around the body of water to assist the flow of the pour. Safeguarding users from having to dangerous lift, strain or balance boiling hot water, the product’s strikingly modern design also ensures it will stand out on the showroom shelf and catch customers’ eyes.

www.able2.eu

HANDICARE 1100 FROM HANDICARE Described as a dream for dealers looking for a versatile and stylish model that can give them a competitive edge by the company, Handicare’s 1100 offers a solution to quick to install, good-looking, reliable and easy to use. wwThe newest straight stairlift from the manufacturer and the slimmest on the market, it features smooth and quiet friction drive technology and a toothless rail with no oil or grease, allowing for easy cleaning. Non-handed, the 1100 is available with manual or powered seat and footrest options, enabling dealers to hold the 1100 in stock and respond quickly to customer demand, whatever the installation requirements. An additional selling point is the ability for the 1100 to be upgraded once it has been installed, making it ideal for end-users whose needs are likely to change in the future.

www.handicare-stairlifts.co.uk

DUO+ HOMELIFT FROM STILTZ With winter seeing more people seeking the comfort of their home, Stiltz’ space-saving Duo+ is a two-person homelift that could prove popular during the autumn and winter seasons. Designed as an ideal alternative to stairlifts for the more mobile end-user, the homelift gives retailers the opportunity to present customers with a chance to experience what the company describes as the “most innovative domestic lift currently available.”

Moving away from the clinical appearance of existing mobility aids with an elegant and attractive design, Stiltz highlights the Duo+ has easy-to-use intuitive controls and is packed full of safety features. Together with the rest of the Duo range, the top-of-the-range Duo+ is a freestanding homelift which can be installed in less than a day. The lift plugs straight into a standard domestic power socket using minimal power as it travels quietly through the floor on self-supporting rails. Highly versatile, the Stiltz Duo+ allows retailers to offer customers a wide range of installation position options in their home, at a competitive price.

www.stiltz.co.uk

FEATHERWEIGHT PORTABLE ACCESS RAMP FROM SECRET ACCESS With winter often being a time when those with reduced mobility arrange to visit family and friends during the festivities of the season, often being able access to homes where they are planning to stay presents an issue for wheelchair users. The Featherweight portable access ramp from Secret Access provides an ideal solution. Available with a width of 75cm and four lengths ranging from 75cm to 200cm and weighing between 2.6kg and 6.8kg, this ultra-lightweight, non-slip ramp features a simple open and close mechanism and is easy to transport and store, making it ideal end-users who may be concerned about the accessibility of buildings they are planning to visit or stay in overnight.

www.secretaccess.co.uk

TRIO+ HOMELIFT FROM STILTZ A spacious domestic lift which fits comfortably and stylishly into the average home, the Stiltz Trio+ Homelift looks attractive and discreet. Stating that retailers can steal a march on competitors and offer wheelchair users an alternative to the traditional and utilitarian ‘box’ style lift, Stiltz says the Trio+ offers a gently-sloping ramp as standard to enable easy wheelchair or walking frame access. In addition, an automatic door is available as an option to make entering and exiting the lift even easier and its carrying capacity of 250kg makes the Trio+ suitable for a wide range of customer needs. Now available with the option of 6M travel distance, spanning three floors in a standard property, local authority means-tested Disabled Facilities Grants are also available for this product if needed.

www.stiltz.co.uk

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BEDS AND MATTRESSES

buyers guide VISCOFLEX EVOLUTIVE STATIC MATTRESS FROM HARVEST HEALTHCARE Described as extremely comfortable and ideal for bedding down on cold winter nights, the Viscoflex Evolutive static mattress provides enhanced pressure redistribution. Designed with specialist foam inserts in key areas, this healthcare mattress can be used for patients at ‘very high risk’ or less of pressure ulceration. Not only do the inserts provide extra pressure relief under the heels and sacrum, they also allow the pressure re-distribution to continue equally even when the bed is profiled.

www.harvesthealthcare.co.uk

APOLLO SATURN ROTATE FROM APOLLO HEALTHCARE The Apollo Saturn Rotate electrically-powered rotating profiling chair bed offers greater independence and mobility to users who are weight bearing but struggle to transfer unassisted between standing and sitting.

Featuring all the usual functions of a profiling bed, the Apollo Saturn Rotate also enables the user to rotate and then tilt the chair to aid the transfer between standing and sitting. In addition, the Apollo Saturn Rotate also boasts an auto-regression function, ensures minimum pressure is placed on the sacrum region when the bed is profiled. The Apollo Saturn Rotate can be set to allow transfers to either the left or to the right and includes a ‘Very High Risk’ mattress with a vapour permeable, multi-stretch, high-frequency welded cover offering outstanding pressure reduction, comfort and ease of cleaning.

www.apollo-ht.co.uk

SANDRINGHAM ACTIVE MATTRESS FROM HARVEST HEALTHCARE Sadly, the onset of winter and the Christmas season often leads to an increase in hospital admissions, especially in the elderly population. This means a predictable increase in demand for pressure care mattresses. The Sandringham active mattress is a superior lightweight mattress for patients at high risk of pressure ulcer development. Easily rolled for storage and with fully-interchangeable cells for ease of repair & cleaning, the Sandringham provides a great solution to pressure care demand all-year round.

www.harvesthealthcare.co.uk

THE RICHMOND ADJUSTABLE BED FROM RISE AND RECLINE Designed for less mobile customers, the highly popular Richmond combines luxury and supreme comfort with practicality, says the company. Its double arch design permits easy hoist and over-bed table access and the bed also comes complete with a padded surround, decorative cording and a stylish footboard.

Made in Britain, the bed offers what Rise and Recline describes as ultimate comfort with a specialist design.

www.riseandrecline.co.uk

MORPHEUS AIR REPLACEMENT MATTRESS FROM APOLLO HEALTHCARE The Morpheus Air replacement mattress consists of a single set of support cells encased in a foam mattress, manufactured with gel-infused revo cooling foam (by Vitafoam) giving 30 times greater airflow. The High to ‘Very High Risk’ mattress can be used as both a static support surface and a dynamic system. The pump is quiet, efficient and easy-to-use, reducing the need for complex training. The ‘Extreme Strikethrough Resistant Cover’ is made from a chemically resistant polyurethane polymer making it much more resistant to abrasion and damage. After cleaning, the material reverts to its natural state very quickly, thus the time in which the cover is more prone to physical damage is significantly reduced. The cover material incorporates the key features required in a mattress cover. It is multi-stretch, vapour permeable, waterproof and highfrequency welded, reducing the opportunity for accumulation of dust and liquid residues.

www.apollo-ht.co.uk

58 | www.thiis.co.uk

A FIXED RATE INSURANCE PACKAGE RETAILER ESSENTIALS Exclusive to Retail Members of the BHTA

COVER INCLUDES ✔ ✔ ✔

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Option 1: Excluding Employers Liability - £224 including 12% Insurance Premium Tax

REQUEST INFORMATION For more information on our insurance packages, please contact Grant Pye, our Business Development Executive E: Grant.Pye@icbgroupuk.com T: +44 (0) 20 8282 8510 W: www.icbgroupuk.com

Option 2: Including Employers Liability - £280 including 12% Insurance Premium Tax Cover provided by AXA XL

ABOUT US ICB Group is the approved insurance broker for the BHTA Insurance Scheme, which is available exclusively to BHTA Members. ICB Group is part of Verlingue, one of Europe’s largest independent insurance brokers employing over 1000 people and placing premiums in excess of €1.8 billion.

Authorised and regulated by the Financial Conduct Authority

LET’S GET IT CLEAR:

MYTH: PRESSURE MAPPING IS ONLY USED TO COMPARE CUSHIONS Pressure mapping is a technology that has been in use for more than 30 years and over that time, the technology has evolved so that now it is as easy to use routinely as measuring blood pressure.

And, like the latter, the technology provides clinical information that cannot normally be accessed without the technology.

A

s the technology has advanced, mats have become more flexible (more easily following the contours of the body), able to provide data in real time (reflecting that sitting is a dynamic activity), able to transmit data wirelessly (allowing remote monitoring – even across the internet), and costs have come down (what cost £12000 10 years ago, costs as low as £2000 now).

WHAT CAN WE USE PRESSURE MAPPING FOR? One can indeed use pressure mapping to view how one cushion compares with another in dispersing

‘Let’s Get it Clear’ by Dr Barend ter Haar One in a series of occasional resumés of aspects in the world of posture and mobility where there are common misconception and myths to be addressed to promote better practice.

Further items can be found at www.beshealthcare.net. If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net

60 | www.thiis.co.uk

Devices such as the BodiTrak2 pressure mapping systems have become far more accessible over the years

...designed for you

DA

Y

S

beautiful handcrafted adjustable chairs and beds bespoke designs delivery in just seven days unparalleled retailer support

To find out more about becoming a Rise & Recline Ltd retailer call us on

0115 913 3572 info@riseandrecline.co.uk

www.riseandrecline.co.uk

DELIVER

Y

distortion of the skin tissues. In figure 2, the left hand picture is the pressure map, and the right hand picture the pressure gradient map for the same reading. The latter shows higher gradients around the tail bone – an area of thin skin tissues and poorer blood supply – indicating where seating intervention would be most beneficial.

Figure 1. Demonstration of offloading pressure from under the pelvis by leaning forward)

Figure 2. Pressure vs pressure gradient views

the forces applied by the seated person – but please do so with the user carrying out the activities they would normally do, and not in an artificial 90-90-90 position (in which no-one normally sits).

Also, bear in mind that the picture will change with time as the cushions adapts to the user, and the user’s tissues adapt to the cushion.

However, pressure mapping has wider applications.

A valuable use of pressure mapping is to visualise whether the pressure has been redistributed as a consequence of seat and positioning adjustments. Back in the ‘90s, Professor Ian Swain reported that the simplest way to get better pressure redistribution of pressures away from the boney parts of the pelvis (the ITs), was to adjust the foot position (through the height of the foot supports) to have more pressure distributed under the thighs.

Pressure mapping allows you to see

62 | www.thiis.co.uk

the optimum set up of the different parts of the chair – foot supports, arm supports, back support, etc – for optimal pressure redistribution. (Note: The iShear product, in combination with pressure mapping, can be used to provide further information as to the distribution of forces arising from different positions of the individual.)

Pressure mapping is a great educational tool for use with carers and users. It’s a great way of showing in colour what the effects are of good vs poor positioning. It’s a great tool to show a user how far forward the user needs to lean to offload their ITs (see Figure 1) In recent years, the greater impact of shear strain, rather than pressure alone, on tissue integrity has become appreciated. Using the ‘gradient’ view that pressure mapping systems offer, allows one to visualise where the greatest rate of change of pressure is occurring: the greater the pressure gradient, the greater is likely to be the

AND HOW DOES A PRESSURE MAPPING SYSTEM PAY FOR ITSELF? Apart from the benefits around clinical outcomes, pressure mapping has financial benefits. Often a lower cost solution can be shown to be as effective as a requested higher cost item. Documentation of the effects of different solutions assessed in clinic, and the justification based on these assessments, cover the clinician and their employer where the user later prosecutes for clinical malpractice based on the solutions provided.

For further advice around pressure mapping, visit the PMG’s Best Practice Guidelines pages: www.pmguk.co.uk/resources/ best-practice-guidelines-bpgs/ best-practice-guidelines

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

Launching at the OT Show The Flyta Active Shower Chair Designed with the dynamic asthetics of modern wheelchairs the Flyta Active is a real game changer.

See it on stand G50

www.ospreyhealthcare.com

01257 425 623

recruitment

events diary

RBF Healthcare Ltd, based in Essex, is a brand trusted by healthcare professionals nationwide Established for over 40 years and leaders in our field, as a company we pride ourselves on providing the best quality solutions with cutting edge innovation. We have been developing and marketing a range of client centred products for sale direct to end users or via the NHS, social services, private hospital, care homes and the distributor markets.

We are now seeking to expand, and require Field Sales Agents as part of our continued drive for growth and improvement.

Care or NHS/Hospital sector or have sales experience within a similar healthcare environment.

RBF Healthcare will supply you with business generated leads from time to time however you will also be expected to generate your own leads.

In addition, you will be an excellent communicator, methodical, target orientated, and self-motivated, with the determination to succeed in a competitive market sector.

You will be selling state of art healthcare products into the private, professional and B2B market sectors and successful candidates will take responsibility for their local geographical territory. Opportunities exist to represent this exciting range of products in areas all across the United Kingdom.

Full product and demonstration training will be provided.

As part of the role you will provide product training and advise healthcare professionals on product suitability for their clients.

Visiting customers within an allocated territory, the successful candidate will be familiar with the healthcare market sector, have experience within the Social

October 9-10, 2019 The Care & Dementia Show – NEC Birmingham www.caredementiashow.com October 22, 2019 Hilton Hotel, Newcastle – OTAC www.otac.org.uk or 02921 900402 November 6, 2019 Mercure Maidstone - Great Danes Hotel, Kent – OTAC www.otac.org.uk or 02921 900402 December 4, 2019 Llechwen Hall, Cardiff – OTAC www.otac.org.uk or 02921 900402 January 22, 2020 Midlands – OTAC

As this role is for a ‘Sales Agent’, this is an commission only role, effectively you will be self-employed.

www.otac.org.uk or 02921 900402

OTE £60,000-£80,000 dependent on selfgenerated appointments booked.

January 27–30, 2020 Arab Health - Dubai World

Available products to sell are...

Trade Centre www.arabhealthonline.com

Burnett Vacuum Support Posture Range Seating, Bathing, Sleeping, Lumbar, Head, Therapy, T-Cushions Bath Buddy Inflatable Bath Lift Interested parties should contact Rachael Bacon at rachael.bacon@rbfhealthcare.co.uk

February 5, 2020 Llanelli, Wales – OTAC www. otac.org.uk or 02921 900402 March 3-5, 2020 Medtrade Spring - Mandalay Bay Convention Centre, Las Vegas

01268 983842

www.medtrade.com

RBF Healthcare Ltd, Unit C1A The Nore, Hovefields Avenue, Basildon, Essex, SS13 1EB

March 4, 2020 Kidz to Adultz Middle – Coventry

DESIGN ENGINEER Calne area SALARY TO BE DISCUSSED + 21 DAYS HOLIDAY WHICH RISES WITH SERVICE + BANK HOLIDAYS + PENSION Design Engineer position available within a well-established OEM who supply to a global market and offer a stable and varied role for the successful candidate.

The role would suit candidates from an industrial design or product design background who have at least 2 years experience in engineering along with 3D mechanical design. You must be able to demonstrate knowledge of mechanical engineering principles, along with a thorough & analytical attitude toward quality issues as well as new product development. Our products are not overly complex, but still require a good knowledge of mechanical engineering principles.

The role will involve 3D mechanical design using a range of solutions to produce products used primarily in the medical industry. The role will include 80% modification of existing designs and 20% of design from scratch. The role will also include resolving technical issues from customers & colleagues alike. A good Mechanical Engineering background would be desirable.

Working alongside a small team in the UK, you will report to the engineering manager and liaise closely with the company’s manufacturing site in China. If you can speak Chinese, this would be a great advantage.

This is a fantastic opportunity to join a successful manufacturer who offers a varied role and stability within a small and friendly environment.

THE ROLE 3D Mechanical design using SolidWorks Premium 2019 80% modification of existing products 20% design from scratch 08:00 to 17:00, an hour lunch break (Other hours are negotiable) Travel to China & possibly USA on a regular basis Unloading shipping containers on a regular basis Creating reports THE PERSON Must be from a mechanical design background.

Must have 2 years experience in an industrial background.

Must be confident with SolidWorks and 3D design.

Be able to travel to & move freely in China on a regular basis.

Be able to solve technical problems with an analytical attitude.

Work under high pressure when required.

Must be physically fit.

Able to work within a small company, being flexible with regards to sometimes filling in when necessary, for other members of staff.

Have a very good working knowledge of all Microsoft Office software.

This is a full-time permanent position that will bring a great deal of satisfaction & benefits to the right candidate.

TO APPLY, CONFIDENTIALLY SEND A COPY OF YOUR CV TO MIKE IVES VIA MIKE@URATHON.COM

www.kidzexhibitions.co.uk March 17 - 18, 2020 Naidex – NEC, Birmingham www.naidex.co.uk April 1 – 2, 2020 Med-Tech Innovation Expo 2020 – NEC, Birmingham www.med-techexpo.com April 22, 2020 Leeds – OTAC www.otac.org.uk or 02921 900402 May 7, 2020 Kidz to Adultz South – Farnborough International Centre www.kidzexhibitions.co.uk May 13, 2020 Exeter – OTAC www.otac.org.uk or 02921 900402 June 24-25, 2019 Health+Care – Excel London www.healthpluscare.co.uk July 2, 2020 Kidz to Adultz Wales & West – Bristol www.kidzexhibitions.co.uk July 12, 2020 Disability Awareness Day 2020 -

01249 760581 URATHON.COM

64 | www.thiis.co.uk

Walton Hall and Gardens in Warrington www.disabilityawarenessday.org.uk

The Universal Water Proof Fur Lined Mobility Scooter Mittens

Universal umbrella/Fun /Sun shade for mobility scooters

This allows you to operate your mobility scooter inside the mittens

Simple fit to most Mobility Scooters (around 5 minutes)

Keeps your hands warm & dry in Cold & wet weather

Water proof on the outside

These are ideal for Mobility Scooters with normal style handle bars

Thermal reflective covering on the inside to reflect heat Front screen can be unzipped Peak cap at the front Peaks on both sides

Raincoat/ Poncho/Cover Choice of 5 Colours Mobility Scooter Thick Raincoat/Poncho/Cover Waterproof and easy to wear and take off.

4 colours (Blue Purple Pink Black) Made from light weight Fabric thermal coated on the inside Fibre rods to give it rigidity Can be simply removed when not in use

Rain cape cap with drawstring closure, stop rain from getting in.

Width 70cm Length 280cm

Hooded raincoat, water resistant and protect your body from rain.

Weight 950 grams

Zipped openings for side mirrors Universal for Mobility Scooters Ideal to store on your Mobility Scooter in case of Showers/Rain Package included: 1x Mobility Scooter Rain Coat/Poncho and 1x Storage Bag

For more information please contact

07973 788552 bubaquila@aol.com

Leg / Basket cover on the front

Folds flat for easy storage

training

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 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – 1st & 2nd Oct – County Durham – FOC (for NHS staff members) Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – 3rd & 4th Oct – County Durham – FOC (for NHS staff members) Disabled Living Foundation - Trusted Assessor: Assessing for Minor Adaptations – Level 3 - 7th & 8th Oct 2019 - Disability North, Newcastle upon Tyne - £400 Drive DeVilbiss – Improving Patient Outcomes Together – 8th Oct – Cambridge Disabled Living Foundation - Trusted Assessor: Assessing for Minor Adaptations

– Level 3 – 10th & 11th Oct - Better Living Centre, Solihull - £400 Drive DeVilbiss – Improving Patient Outcomes Together – 16th Oct – Bolton Disabled Living Foundation - Trusted Assessor: Assessing and Adapting the Home – Level 4 – 16th & 17th Oct - Better Living Centre, Solihull - £420 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – 23rd & 24th Oct – Liss, Hampshire – FOC (for NHS staff members) Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – 23rd & 24th Oct – Market Harborough, Leicestershire – FOC (for NHS staff members) Disabled Living Foundation - Trusted

Assessor: Installing and Demonstrating Minor Adaptations – Level 2 – 24th & 25th Oct - Better Living Centre, Solihull - £400 Disabled Living Foundation - Trusted Assessor Refresher – 29th Oct Wandsworth, London - £195

CONTACTS FOR BOOKINGS Benmor Medical katie.rowsell@ benmormedical.co.uk - Katie Rowsell – 0333 800 9000 Drive DeVilbiss - Email events@ drivedevilbiss.co.uk Disabled Living Foundation – Call 020 7432 8010 or email training@dlf.org.uk

Technical Sales Representative

many professionals within the industry and also individuals with specific needs. You must hold a full clean valid UK driving licence.

The South – Negotiable depending on experience

Salary – Negotiable depending on experience.

Our Client is a world-leading assistive technology company who develops and provides inclusive products for the education and healthcare markets. Our client is extremely passionate about designing and producing specialist technology products to support a diverse range of needs. As a business, they are very proud of the magical technology which has supported many individuals to improve their learning, development and interactive skills.

28 Days Holiday (including bank holiday), Company Van, mobile

You will be selling into the assistive technology environment within the education and healthcare sectors. This will include many high-quality technology products and you will be expected to demonstrate and provide consultations to be able to recommend the best technology solutions to meet the customers’ needs. You will manage your diary on a daily bases and be expected to generate new sales leads as well as current business opportunities. The environment in which you will be working will cater for vulnerable individuals. You will be required to travel throughout the south of the region and occasionally be expected to host training events.

You will possess a confident and enthusiastic attitude, and be sensitive to the surrounding environment. You will ideally be experienced within the Sensory environment and be knowledgeable on a technical level.

You must be technologically minded, with a keen interest in up and coming technologies. You must be highly organised and be able to provide excellent presentation skills. Communication and a professional manner are highly important in this role as you will be working with

Please send your CV confidentially to Antony@trustedrecruiter.co.uk

Home Demonstrator/Engineer Shropshire/West Midlands – £20k-£25k A long-standing supplier of mobility equipment which has been established for over 50 years, with operations across the UK and Ireland.

You will be demonstrating and carrying out repairs on the company’s range of mobility equipment, including electric wheelchairs, manual and powered wheelchairs and wheelchair accessories. You will cover the Midlands and North West, working with end-users and therapists.

You will also maintain equipment, conduct deliveries and set up products in the customer’s home, while offering a good level of customer service.

You will have experience of servicing/repairing mobility equipment. A good level of communication is required and the candidate should be presentable. £20k-£25k basic plus company van, SatNav, laptop, mobile phone, uniform and 28 days holiday.

To apply, please confidentially send your CV to antony@trustedrecruiter. co.uk

0333 0144 014 www.trustedrecruiter.co.uk 66 | www.thiis.co.uk

LIGHTWEIGHT

PRESCRIPTION

POSITIONING

POWER

A COMPLETE RANGE MOBILITY SOLUTIONS KARMA MOBILITY LTD UNIT 6 TARGET PARK, REDDITCH, WORCESTERSHIRE B98 8YN T: 0845 630 3436 E: INFO@KARMAMOBILITY.CO.UK WWW.KARMAMOBILITY.CO.UK

THE NEW BREEZE MIDI 4

Style, comfort and performance.

The market leading Breeze in a compact size.

To enquire about adding the all-new Breeze Midi 4 to your range

Call 01787 888 106

or email orders@tgamobility.co.uk www.tgamobility.co.uk THSA19

The UK’s leading range of mobility products since 1985