Also inside... Rise & Recline: How the firm is supporting retailers Expert-recommended seating and cushions ISSUE 290 NOVEMBER 2022
TRADE MAGAZINE
Let’s Get It Clear: Joystick alternatives explored
Open for business
Find out how the mobility trade is gearing up for winter
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WELCOME
Inside...
From the editor Welcome!
26 52
14 Features
Regulars
14 Trade Talk: Apollo Healthcare Technologies 16 Retailer Spotlight: Seacroft Mobility 26 Supplier Spotlight: Rise & Recline 34 Trade Thoughts
04 News, deals and people 08 Retailers’ Choice: Seating and cushions 38 Let’s Get It Clear 40 Buyers’ Guide: Seating and cushions
With many of the big trade events seeing good visitor numbers in the past couple of months there’s no doubt that many in the industry are keen to get back to meeting face-toface again. For some retailers it offers an opportunity to find out about new products and pick up enticing show offers, but have they seen a return back to normality back in their own stores? Are retailers liaising with sales reps as they did before the COVID-19 pandemic, or has this relationship changed? Read our Trade Thoughts feature on page 34 for some interesting responses. This month, we meet Andy Robinson, Sales Director for Apollo Healthcare Technologies (p14), a British pressure care manufacturer which has been coming out with a raft of new products lately, all while keeping on top of the latest regulatory standards for all of its products. THIIS also meets Daniel Swain, Director of Seacroft Mobility, a retailer which recently opened two new stores simultaneously, adding to its other seven stores in the eastern part of England. Don’t miss the latest expert-recommended seating and cushions in the Retailers’ Choice (p10) and Buyers’ Guide (p40) features. Keeping with the theme, Nigel Morley, Director of Rise & Recline, talks about how the firm’s focus on research and development is reaping positive results, as well as its plans for 2023. In this month’s Let’s Get it Clear (p38), Dr Barend ter Haar explores alternative controls to a standard joystick on powered wheelchairs. As ever, if you are a retailer with any news to share then please don’t hesitate to get in touch, using the contact details below. Enjoy the issue!
Editor
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Editor / Liane McIvor 07917 784929 / liane@thiis.co.uk Advertising / Joe Fahy 07384 258 372 / joe.fahy@bhtaengage.com Sub-editor / Millie York
linkedin.com/company/thiis-magazine THIIS is produced by BHTA Engage, Office 404, Tower Bridge Business Centre, 46-48 E Smithfield, Whitechapel, London E1W 1AW BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.
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NEWS, DEALS & PEOPLE
News, deals & people
A round-up of the key trade stories for business leaders to digest
Fred Mill eyes up functionality and style Mobility equipment supplier Fred Mill has launched into the UK market with an aim to target house-proud customers after betterlooking products. While the firm is launching the brand with its Signature Commode Chair, it plans to release a range of shower seats and grab rails over the next 12-18 months. Fred Mill was established after its creator Freddie Tomblin saw a family member complain about the lack
of good-looking commode chairs available on the market. To them, everything looked too clinical, and nothing seemed to blend in with the furniture they loved. This inspired him to partner with a group of occupational therapists to design a new kind of commode chair that combines all the essential functionality with best-in-class design. Fred Mill’s Signature Commode Chair is designed to look like a
modern and stylish armchair. Available in a range of colours and sizes, the product is designed to blend in almost anywhere.
Ottobock confirmed as Motability supplier
in brief...
Mobility equipment specialist Ottobock has confirmed that it is now a supplier of powered wheelchairs via the Motability Scheme. The Ottobock products available on the scheme include the Wingus, which offers a high level of driving comfort combined with reliable
functionality and a minimalist design, and a range of the Juvo B4, B5 and B6 wheelchairs, which are available in different drive types to offer a great deal of flexibility, both indoors and outdoors. Prices for the Ottobock range start from £25 a week to Motability scheme users.
PRESSALIT DEMOS ASSISTED LIVING TECH Accessible bathroom solution manufacturer Pressalit has been demonstrating how assisted living technologies can transform lives at the National Robotarium, a new centre for robotics and artificial intelligence in Edinburgh. The Ambient Assisted Living Lab (AAL) is a recreation of a home setting which shows how assisted living care can be delivered using robotics and AI. Featured in the AAL is the Pressalit Plus configurable track system, which allows vertical and horizontal adjustment of bathroom products.
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ALBA ROBOT LAUNCHES AUTONOMOUS VEHICLES Mobility device manufacturer Alba Robot launched two models of autonomous vehicles at the Gulf Information Technology Exhibition recently, a trade fair in Dubai dedicated to information and communication technologies. Designed to be used by people with limited mobility for indoor spaces, the vehicles integrate advanced technology with modern designs and sustainable materials. Keen to find an alternative to manual pushing, Alba Robot aims to transform the indoor transportation of people with limited mobility, allowing people to move easily within facilities, such as hospitals and airports.
Five Mobility wins top supplier award Bariatric and specialist equipment supplier Five Mobility has been recognised in the 2022 Center Parcs supplier awards, winning the title for ‘Best Newcomer.’ The annual awards, which was this year held at Center Parcs Sherwood Forest earlier this month recognised and celebrated the best of over 2,000 suppliers with 15 category nominations. Established in 2019, Five Mobility provides beds, mattresses, seating, toileting and hoisting aids and equipment to the acute, community, long-term care and home care
sectors. With depots in the north and east of England, its specialist team assists healthcare professionals and patients with emergency equipment. Greg Wingate, Sales Director for Five Mobility, commented: “We are delighted and overwhelmed, not just
to be recognised through nomination but to actually pick up the award for Best Newcomer. “It is a testament to the first class service we provide, not just to Center Parcs but to the NHS and our end users as a whole.”
Cool Crutches launches festive glitter range Walking aid company Cool Crutches has launched a real glitter range of walking sticks and crutches in time for the festive season. Launched in 2006, Cool Crutches was created to fill a space for practical and comfortable, yet stylish crutches and walking sticks. Designed to be silent, functional and safe, the walking aids have been specially designed with a mould to the natural hands, helping to prevent blisters.
The crutches and walking sticks come with adjustable heights to maintain a stable and safe walking gait, while functional wrist straps and detachable cuffs prevent the crutches from clicking as the user walks or from falling to the floor when users open doors. They are available in a wide range of colours and prints with the option to personalise them with a custom design. Stars such as Jamie Laing, Amanda Holden and Olly Murs have
APP MAKING HEALTH PRODUCTS ACCESSIBLE Consumer health giant Haleon and Microsoft have collaborated on a new app to make everyday health more accessible for people who are blind, have low vision or have difficulty reading product labels due to low literacy. The companies are expanding functionality in the free Microsoft Seeing AI app to provide visually-impaired consumers with detailed labelling information for over 1,500 Haleon products. Users can hear packaging information through Seeing AI by scanning the product barcode. This provides an audio read-out of label information, such as product name, ingredients and usage.
all ordered bespoke designs from Cool Crutches for special occasions.
AKW LAUNCHES QUICK-INSTALL SHOWER CUBICLE Bathroom accessibility provider AKW has announced the launch of the AKW Onyx Care Pod standalone cubicle, that enables safe showering and toileting to be achieved more quickly than a traditional wet room or level access solution. It promises to offer an ideal option for those looking to clear adaptation backlogs, for hospital discharge and palliative care cases and as a future-proof solution for housing stock. Designed with style and functionality in mind, the Onyx Care Pod can be installed within two to three days, making it up to 60 per cent faster to fit than traditional wet rooms.
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NEWS, DEALS & PEOPLE
Ableworld appoints new Buying & Marketing Director Mobility retailer Ableworld has appointed Senior Manager Tony Leavy to Buying & Marketing Director as it continues its investment in staff. Having started with the Cheshire-based company in 2014 as Assistant Store Manager at the Ableworld Northwich store, Tony has shown passion and determination to progress through the ranks at the company. Throughout his eight years at Ableworld, Tony has held the positions as Store Manager, Buying Manager, Group Buyer and Senior Group Buyer. According to Ableworld he has excelled in all of these positions and will now take the position as Buying & Marketing Director.
Remembering Barry Pearson Mobility retailer Ableworld has confirmed the sad news that Barry Pearson, business owner of seven Ableworld stores, has suddenly passed away aged 55. Barry was renowned for his enthusiastic personality and his creative passion for his businesses, as he often saw opportunities and was not afraid of working hard to achieve them. A true ambassador of his businesses, he was seen as a true ‘star’ at Ableworld and within the mobility industry as a whole, and he will be deeply missed by many. Since joining Ableworld in 2014 with his first store opening in St Helens, Barry soon saw potential for growth, and his teams went on to open a total of seven Ableworld stores across the North West area, with his latest launching last year in Blackpool. Ableworld are currently confirming plans to ensure the continuing success of the business that Barry and his team have worked so hard to build, to ensure his legacy is a permanent memory in the company.
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Seating and cushions
Wondering which seating and cushion products are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that is standing out for them and why…
Retailer’s Choice: The Concerto rise and recliner from Recliners Retailer’s Choice: Gel Comfort Cushion by Aidapt “There are lots of cushions on the market and one that is a reliable budget cushion is the Gel Comfort Cushion. It has a removable gel bag inside the foam cushion, which moulds to the user’s shape, but will help keep the user cool too. “The removable cover is reversible – one side is easy-clean black polyester and the other is a luxurious soft fleece fabric. The cover is easily removable and can be machinewashed at a low temperature. “As well as wheelchairs this cushion can be used in the home or even in the car. “The dimensions are 385x35x45mm with a maximum user weight of 20 stone.”
“The Concerto offers a great option for someone looking for a rise and recline solution with a modern and aesthetically-pleasing look and feel. “We have been working with Recliners for 10 years now and enjoy having access to many of its value-adding and aesthetically-pleasing chairs. The Concerto stands out and is very popular amongst the team and our customers. “If mobility and clinical needs are mild to moderate, this chair will deliver benefits. It will work across either a domestic or care environment and offers scope for the consultant to prescribe various levels of pressure care. “The clever combination of a removable seat wrap and seat insert can accommodate gel and air pressure care solutions. This also helps when cleaning is required. “Postural management options are available, with a fantastic foam lateral support back, which positions the user centrally without being overly restrictive. Another key feature is the zipped rear access which also allows fibre adjustment which can deliver more positional and postural options to the customer. “All of these features are built on a beautiful dual- or single-motor, tilt-andspace mechanism.”
Billy Finnie Operations Manager of Mobility Scotland
www.peoplefirstmobility.co.uk
Karen Sheppard Managing Director of People First Mobility
8 / www.thiis.co.uk
www.mobilityscotlandltd.co.uk
RETAILERS’ CHOICE
Retailer’s Choice: Ergoform Cushion from Harley
Retailer’s Choice: The Brecon chair from Primacare “There are few retailers that do not offer some form of rise/recline electric chair in their portfolio. The quality and specification of these can vary dramatically and as we are often working with healthcare professionals it is important to take onboard the phrase of ‘do no harm’. “The science of seating is well documented, and the wrong specification of a chair can have significant impact and possible longterm damage to the user if we get it wrong. “For this reason, we use the range of chairs from Primacare that has all the dimensional and pressure care features needed to get the functionality and comfort necessary to get it right for the individual client. “Add to that, exceptional reliability and durable quality that collectively make this an easy decision to stock. I would also add that good training on these products is never wasted. The Brecon is the most popular with our customers.” tpg-disableaids.co.uk
Alastair Gibbs Managing Director of TPG DisableAids
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“One of our most popular products in our seated cushion range is the Harley Ergoform Cushion. “All our seated cushions are designed to provide support and protection for those who sit for long periods, whether in a wheelchair or any other chair. “The Ergoform Cushion is designed for those who may be in the defined ‘medium risk’ category. “Being seated for extended periods may increase the likelihood of of pressure sores or other complaints associated with being relatively immobile on a regular basis. “The Harley Cushion is moulded from cold-cast polyurethane for increased postural control, with pressure-relieving visco-elastic foam inserts protecting the “sitting bones”. “The lateral and posterior raised sides help to stabilise the pelvis in the correct position. The central pommel is designed specifically to improve positioning. There is little doubt that sitting correctly aids discomfort. “The shaped thigh area allows air to circulate freely and reduces pressure. “The Ergoform Cushion is supplied with a multistretch waterproof cover as standard, although there are different optional covers available, too. “Overall, the Harley Ergoform Cushion is great for encouraging correct posture and has temperatureregulating properties due to its nodular panels, which allow air to flow freely. It’s a design that helps people retain body heat in winter. In the summer, this same Julia Phipps technology prevents moisture from getting trapped.” Owner of The Ability Superstore abilitysuperstore.co.uk
Retailer’s Choice: Sensaflex Foam Cushions from Alerta Medical “We have chosen this range of static foam cushions from Alerta Medical. The cushions offer a costeffective solution to pressure care needs and range from medium to very high risk, as well as a high risk bariatric version. “Although only available in one size (43x43cm) we have found them to be suitable for many clients who require a low cost solution. The removable antimicrobial cover can be machine-washed and also tumble dried. The retail packaging is great and takes up minimal space Lauren within the showroom.” Bromfield Director of Classic Mobility www.classicmobility.co.uk
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RETAILERS’ CHOICE
Retailer’s Choice: Sitting Pretty Riser Recliners from Pride Mobility
Laura Hays Director of Thistle Help
“During the lockdown of 2020 we decided to look for a new riser recliner chair supplier and took a chance on the Sitting Pretty range of chairs from Pride Mobility. This was the best decision we ever made! Our customers love this range of chairs. “The most popular chair in our showrooms is the Dorchester Premier Dual Motor Lift & Rise Chair. “This chair comes in three different sizes – petite, standard and grande. It can be ordered in either fabric, faux or real leather and there is a wide variety of colours to suit your décor. “This chair has a classic but stylish design and comes in a waterfall back or a lateral back. The lateral back is perfect if you suffer from back pain as it gives you more support.
“Another popular chair in the range is the Hereford (left). This chair features elegant wooden knuckles. “The chair comes in standard and grande sizes, and again, a wide range of fabrics, faux and real leather for customers to choose from. “You can complete it with fixed furniture to match in the same colour. There are also accessories available to match the chairs whether it be arm caps, a head roll cushion, an antimacassar or scatter cushions. “This really is a great range of chairs, which is manufactured in the UK and all of the products come with a five-year warranty on the frame and mechanisms.” www.thistlehelp.co.uk
Retailer’s Choice: Chicago Anti-Microbial Riser Recliner chair by Drive DeVilbiss Healthcare “The Chicago Anti-Microbial Riser Recliner is perfect for those who are looking for a comfortable and practical seat with a smooth and quiet motor operation. It features a distinct rise and recline operation, as it lifts users onto their feet, which we love as it makes sure the user doesn’t strain their body when getting out of the chair. “With an excellent full snooze position and a soft and comfortable back design, it makes it the perfect choice for anyone who likes that softer seating position. “The Chicago features a number of safety features including a safety key-in-the-hand controller and a built-in battery back-up system, which means the chair will still work in the event of a power cut. This feature makes it even more of a certain favourite for our lovely customers. “Manufactured from an anti-
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microbial PVC fabric, this helps to minimise the build-up of harmful bacteria, making it easy to clean for improved infection and hygiene control and therefore making it perfect for nursing and care home environments as well as for everyday use within the home. “As one of our best-selling riser recliner chairs, we are confident that this will continue to be one of our staff and customers favourite chairs throughout the cooler months.” www.ableworld.co.uk
Ellie Emerton Senior Marketing Manager at Ableworld
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TRADE TALK
Trade Talk
Q&A with Andy Robinson, Sales Director for Apollo Healthcare Technologies… PLEASE CAN YOU TELL US A LITTLE BIT ABOUT HOW YOU CAME TO WORK AT APOLLO HEALTHCARE TECHNOLOGIES AND WHAT YOU WERE DOING BEFORE? “I joined Apollo Healthcare Technologies in June 2020. My first experience was with Parkhouse Healthcare as Head Technician for five years. I then moved to Harvest Healthcare for 13 years where I oversaw all the PAC manufacturing, along with ISO13485, as Quality Manager. Following this, I moved into sales and spent four years with Ultimate Healthcare as National Sales Manager.” WHAT HAVE BEEN THE STANDOUT PROJECTS FOR YOU AT APOLLO HEALTHCARE TECHNOLOGIES SO FAR? “The implementation of ISO13485:2016 and MDD / MDR certification. We set out our road map for this back in June 2020. Our first stage was to achieve ISO13484:2016 and MDD Annex V before 26th May 2021. Following this, stage 2 was to complete article 120 for our transition over to MDR for our ISO13485:2016 system for June 2022. Our final
stage of MDR and UKCA is set for completion in June 2023. We set the road map due to the extensive work for completing all technical files and clinically evaluating every product.” HOW IMPORTANT ARE TRADE EVENTS FOR APOLLO HEALTHCARE TECHNOLOGIES? “Following Covid restrictions being lifted Arab Health was a very important event for us in finally being able to do face-to-face meetings with our export partners and customers, especially with having Apollo Healthcare in Hong Kong and Australia.” CAN YOU PROVIDE SOME DETAIL ABOUT ANY NEW PRODUCTS THAT HAVE COME OUT RECENTLY? “These are the Olympus Folding Bariatric bed, Aura II Range of low air loss mattress systems and the Morpheus Air Zero hybrid mattress. “The Olympus Electric Folding Bariatric bed is a 60-stone bariatric bed which can be installed by one
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Now in its 10th year, Apollo Healthcare Technologies is thriving as a manufacturer of pressure care products, beds, hoists and chairs. As well as working on ensuring its products consistently meet customer and applicable regulatory requirements, it has also been working on new products to bring to the market...
The Morpheus Air Zero hybrid mattress
person within 60 seconds, hence it’s promoted ‘60 stones in 60 seconds’. “The Aura II Range of low air loss mattress systems includes standard width 90cm and bariatric 120cm wide and turning models. With the ever increasing costs of electricity costs the Aura II is able to provide very high-risk pressure relief and immersion therapy through its innovative electronic technology. This can be delivered at a third of the cost of other systems on the market. “The Morpheus Air Zero hybrid mattress is now available as a powered and unpowered system for very high-risk patients, behaving like a dynamic system unpowered. It is also the choice of equipment in
environments for smokers, or when patients refuse or cannot tolerate dynamic systems.” CAN YOU TELL US A BIT MORE ABOUT HOW APOLLO HEALTHCARE TECHNOLOGIES PRODUCTS ARE DISTRIBUTED IN THE UK? “Apollo Healthcare Technologies sells into the NHS, community and nursing home sectors, as well as an increasing number of international markets.” IS APOLLO HEALTHCARE TECHNOLOGIES LOOKING TO EXPAND ITS DEALER NETWORK IN THE UK? “We are always looking at new partners to work with in the UK, Apollo Healthcare Technologies prides itself on the long working relationships we generate with our customers.”
HOW HAS APOLLO HEALTHCARE TECHNOLOGIES MANAGED TO NAVIGATE CHALLENGES IN THE PAST YEAR, SUCH AS GLOBAL SHIPPING DELAYS? “We have always been forward thinking as a team. So far, we have not been impacted or letting customers down. We have an excellent procurement team in place who have navigated around the shipping delays and chemical shortages for products, along with the constant price increases.” WHAT’S NEXT FOR APOLLO HEALTHCARE TECHNOLOGIES OVER THE NEXT 12 MONTHS? “Customer satisfaction is our major goal which we pride ourselves on, we have a portfolio of products with our New Product Development team
The Aura II is able to provide very highrisk pressure relief
which are currently being clinically evaluated for release in 2023. We are currently working on our next generation of turning mattresses. “We are extending our quality team for the new challenges for MDR and we are preparing now for Arab Health 2023 at the end of January following a successful exhibition at Rehacare in Germany.” www.apollo-ht.co.uk
The Olympus Electric Folding Bariatric bed can be installed by one person within 60 seconds
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RETAILER SPOTLIGHT
Inside the spacious store in Grantham
Seacroft Mobility: Riding the wave of opportunity 16 / www.thiis.co.uk
East England mobility retailer Seacroft Mobility has been busy recently opening up two new branches simultaneously. Both boasting a fresh and modern look, Daniel Swain, Director of Seacroft Mobility, talks to THIIS about his growing business in Lincolnshire and Nottinghamshire…
RETAILER SPOTLIGHT Based in Skegness, Lincolnshire, Seacroft Mobility is a family-run business which has been providing products for mobility and personal care for over 25 years. Quickly taking over the eastern part of England with stores in Skegness, Boston, Ingoldmells, Lincoln, Nottingham, Mablethorpe and Spalding, the business recently added two new stores in the Lincolnshire market town of Grantham and in the Norfolk port town of Kings Lynn. Dan Swain, the Director of Seacroft Mobility, purchased the business in 2008. At that time the business consisted of four shops in Lincolnshire. As Dan recalls, it was a profitable but small business, with lots of scope for growth. He commented: “As a family we have extensive experience of running businesses. We had never worked within the mobility sector but when we took over the business, we were lucky to have an experienced staff group who were able to work with us to grow the Seacroft brand. “We are proud to say that many of those staff are still with us and we are looking forward to celebrating 30 years of Seacroft Mobility next year.” NEW STORES Seacroft Mobility has nine shops covering Lincolnshire and Nottinghamshire, with its two most recent branches in Grantham and Kings Lynn.
An array of walking aids on display in the Grantham branch
Explaining his decision to open up in these two areas, Dan explains: “We already had a well-established branch in Arnold, Nottingham, and as such, Grantham falls in between our Lincoln and Nottingham branches. We had a strong Motability presence in Grantham and felt that a bricks and mortar store would be beneficial to our customers. It was a similar story with the Kings Lynn store, which already had a strong Motability presence both in the town and surrounding area. Dan adds: “We had intended to open a branch in Kings Lynn for a number of years but were halted by lockdowns
The Grantham store, which has a strong Motability presence
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and a lack of suitable premises.” In fact, the new Kings Lynn branch is Seacroft Mobility’s largest store at 200 square metres and is located in a prime position on Kings Lynn High Street. Dan adds: “It is our intention for our Kings Lynn branch to become our specialist wheelchair hub. With having the space, we will be able to offer a range of prescription-built manual wheelchairs. “We are in the process of providing comprehensive staff training.” Dan remarks that both of its new stores have been remodelled with a new fresh and modern style. Dan explains: “We have removed desks in favour of customer seating and compact sales units creating a more welcoming environment for our customers. Seacroft has always welcomed people in for a chat and a cuppa and we wish to continue that
“It is our intention for our Kings Lynn branch to become our specialist wheelchair hub. We will offer a range of prescriptionbuilt manual wheelchairs”
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RETAILER SPOTLIGHT
Outside the Kings Lynn store, branch manager John with sales assistant Ian.
but with extra space and comfort. “Both branches have large ‘cosy corners’, a specialist seating area where customers can try out different seating options at their leisure.” Dan is thrilled with the results and says that it is the business’s intention to roll out its new look across its
remaining seven branches. Already the response to both stores has been very positive. The Kings Lynn branch, Dan says, is located on a busy High Street so it has a lot of customers popping in to have a look. At the Grantham branch the demographic is similar to Seacroft
A large selection of mobility scooters ready for customers to try at the Kings Lynn branch
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Mobility’s other branches, which are seaside resorts and tend to be busier in the summer months. It is, however, very early days with both branches. BESTSELLING PRODUCTS Talking about the bestselling products at Seacroft Mobility, Dan explains that this really depends on time of year. He comments: “Because of the seasonal aspect to our business and our strong presence in seaside resorts, car-portable scooters are always a strong seller for us during the summer months. During the winter months we see an upturn in 8mph mobility scooter and rise and recline chair sales.” Earlier this year Dan explains that
“We have a team of administrative and management staff offering back-office support to our retail branches”
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RETAILER SPOTLIGHT
“Our mobile engineer service has gone from strength-to-strength and continues to grow”
Seacroft Mobility has a centralised warehouse and repair centre in Skegness
Seacroft Mobility partnered with Motion Healthcare, as the mobility equipment supplier’s emphasis on lightweight travel scooters sat well with its own customer base. Dan adds: “This has proved advantageous for both parties, seeing sales increase exponentially. “We continue to grow our prescription built powerchair offering, having mobile specialists available in Nottinghamshire, Lincolnshire and Norfolk.” With family values and customer care at the heart of its operations, Seacroft Mobility has a centralised warehouse and repair centre in Skegness alongside mobile engineers to ensure that it can respond quickly to customer needs. Dan states: “We have a team of
administrative and management staff offering back-office support to our retail branches and ensuring that customer needs are responded to swiftly and efficiently.” The business also happen to operate the largest mobility hire fleet in the country and is proud to partner with Butlins Skegness, seeing to the holiday camp’s mobility hire needs. GOING FROM STRENGTH-TOSTRENGTH Dan explains that he feels “strong and optimistic” moving into 2023, while ever mindful of changes in the economy and the energy crisis. “We are more aware than ever that strategic management is key,” he comments. During the Covid pandemic,
Staff are looking forward to celebrating 30 years of Seacroft Mobility next year
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Seacroft Mobility closed its branches but continued to work behind the scenes to ensure none of its customers were stuck or without support. Dan explains: “The changes we made to our working practices at that time led to the origins of our mobile engineer service, which has gone from strength-to-strength and continues to grow. “We are currently recruiting for a mobile engineer in the South Lincolnshire and North Norfolk area.” Despite the setbacks of the pandemic, Dan explains that it did give him some opportunity to make changes to the business which have subsequently resulted in 2022 being its “best year ever”. Taking a wider view of the mobility sector and the cost-of-living crisis, Dan says that he intends for his business to continue to offer high quality products at affordable prices.” Apart from this, Dan states that it is his intention to continue to expand the business into other areas. He finishes: “We are an ambitious team working hard to provide the best for our customers and staff and we are open to new opportunities to grow.” www.seacroftmobility.com
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SUPPLIER SPOTLIGHT
The Admiral lateral dual motor tilt-in-space chair
Rise & Recline: Supporting retailers all the way 26 / www.thiis.co.uk
Nottingham-based Rise & Recline manufactures a range of bespoke and adjustable chair and beds. The company works hard to ensure that all of its products meet the latest medical device regulations. It also invests heavily in research and development, and has launched a number of new products over the last 12 months. THIIS chats to Nigel Morley, Director of Rise & Recline, to find out more…
IT HAS BEEN A BUSY YEAR FOR RISE & RECLINE WITH A NUMBER OF NEW LAUNCHES. CAN YOU GIVE OUR READERS A RUNDOWN OF THE LATEST PRODUCTS? “In the last 12 months we have launched the Infinity adjustable chair and Sherwood adjustable bed. The Infinity was launched at Naidex and features three motors and a superb range of positioning options with an independent direct-drive foot section, back recline and lift-and-separate recline. “Users can use the Infinity as a pure tilt-in-space recliner with no movement on the footrest or headrest. For users who prefer to maintain a seat-to-back angle while reclining and elevating their feet above their hips there is a single motor tilt-in-space function. For enhanced comfort, the Infinity also has a dual motor tilt-in-space for independent backrest adjustment. “Featuring a bespoke design for every customer, the Infinity comes with a comprehensive range of fabric finishes. It is available with a 25-stone weight capacity and 15-stone leg lift or a 40-stone capacity with a 25-stone leg lift, seat heights from 18” to 21” and widths starting at 18” up to 30”. We believe the Infinity is a fantastic addition to our range of adjustable chairs. “With the launch of the Sherwood we wanted to add a new bed to our portfolio that had more of a contemporary look and feel to it. The Sherwood single electric bed is a stock item to assist with improved delivery times and has been developed to offer dealers and their customers a single adjustable care bed that will blend effortlessly into a domestic environment thanks to its high-end design. “Featuring our most popular 400H Reflexion Memory Foam mattress, which is wrapped with a heat-reflective cool max cover, the Sherwood is finished off in the new Bison Steel upholstery. With a fivepart, four-movement adjustable bed action, the Sherwood can be easily adjusted using the integrated six button handset to meet the needs of the individual while the raised sides ensure the mattress will not slip
if used with moving and handling equipment. “To further accommodate transferring, there is the option of a hoist access beneath the bed at no additional cost. Luxury padded sides have been specifically designed for carers to ensure their comfort when assisting the user by protecting their shins and knees. “We have also launched a range of reading lights and USB charging points which can be fitted to chairs and beds along with infra-red handsets. We now offer five different arm styles, six back styles for bespoke chairs and our knuckle arms are now available at no extra cost.” WHAT DO YOU THINK HAS BEEN THE REASON FOR THIS NEWEST RAFT OF PRODUCTS? “We have always substantially invested in R&D to ensure we can
“With the launch of the Sherwood we wanted to add a new bed to our portfolio that had more of a contemporary look and feel to it” offer our retailers a comprehensive range of adjustable seating and bed solutions. We have been known for providing bespoke solutions and this ongoing investment ensures we maintain this reputation even during what has been a very challenging couple of years for us all. “We pride ourselves on sourcing 99 per cent of our materials from UK based manufacturers and all chair and bed assembly is undertaken at
Royal Waterfall single tilt-in-space chair with knuckle arm
www.thiis.co.uk / 27
GUEST ARTICLE SUPPLIER SPOTLIGHT our Nottingham site. We are also ISO 9001 and 1401 accredited.” WHAT OTHER PRODUCTS ARE PLANNED FOR IMMINENT RELEASE? “We are working on a new chair and bed, both of which are in the advanced stages of R&D, and we hope to launch in the second quarter of 2023. We have always worked closely with our retailers and value their feedback, along with feedback from occupational therapists and physiotherapists, and this plays an integral role when we are working on new product designs.” HOW HAS THE FIRM NAVIGATED THE IMPACTS FROM EXTERNAL FACTORS, SUCH AS THE GLOBAL SHIPPING CRISIS AND THE COVID 19 PANDEMIC? “We immediately recognised with the pandemic that there would be supply chain issues so we contacted all our suppliers to reassure them that we would be staying open during lockdown and continue to place orders. “We also told them that we would ensure all invoices would be paid every month or sooner if possible so that gave them peace of mind which also generated greater loyalty between us. This meant we were in a good position when restrictions were lifted, and businesses started to re-open. “We told all our retailers we would be staying open, and many thanked us. If it hadn’t been for the constant supply of chairs and beds they would have run out of products as many items started to dry up quickly due to lack of supply chain and therefore a lack of stock. “We also reinvested in the business during the pandemic. As there was the two-metre rule we had to furlough a certain amount of staff, but to ensure we could maintain as much production as possible we installed a new mezzanine floor at our Nottingham manufacturing centre which doubled our production capacity and enabled staff to work a safe distance apart from each other. We have also bought the adjoining unit to further increase our
28 / www.thiis.co.uk
The Infinity triple motor bariatric adjustable chair
production capacity. “I would like to take this opportunity to thank our Chairman and Director John Lougher and our Chartered Accountant Robert Matusiewicz along with every member of the Rise & Recline team for their support during such a challenging time.”
PPC, or as we call it, R2, which is a purpose-built computer programme that links all the workstations in our manufacturing department. “The information is updated every day in the office so each member of the production team can then view their work schedule in the morning.
RISE & RECLINE SOUGHT TO CREATE A PRODUCTION, PLANNING & CONTROL (PPC) SYSTEM A COUPLE OF YEARS AGO. HOW HAS THIS SYSTEM BEEN HELPING TO STREAMLINE YOUR PRODUCTION PROCESSES? “In the past, all order details were manually inputted onto our production system which was quite time consuming. To streamline this process, prior to lockdown we installed
“We pride ourselves on sourcing 99 per cent of our materials from UK based manufacturers and all chair and bed assembly is undertaken at our Nottingham site”
Integrity Static Cushions are a new range of cushion! At an affordable price, Integrity Static Cushions are suitable for all types of users from entry level to people that are at very high risk of developing Pressure Ulcers. Integrity Static Cushions are comfortable, lightweight, low maintenance and can be used on most seating surfaces such as wheelchairs... Entry level for comfort only Low risk low risk of pressure damage Medium risk medium risk of pressure damage
All risk levels are colour coded to clearly identify which risk level cushion you have. Integrity Static Cushions also come with 3 cover types: • Spacer Fabric • Wipeable • Towelling
High risk high risk of pressure damage Very High risk very high risk of pressure damage
There are also 3 different weight limits for our cushions: • 17st: all risk levels • 28st: all risk levels except very high risk • 50st: only low and medium risk level Integrity Static Cushions all come with a non-slip base and can be packaged in either a box with a handle or a polythene bag with a handle. There is 3 YEARS WARRANTY on the whole range and prescription forms are available to make it a little bit easier when placing the order. www.sumedinternational.com sales@sumed.co.uk 01457 890 980
SUPPLIER SPOTLIGHT
“We made the decision to work with our customers and not compete with them. The strategy is to promote our customers’ business and pass on leads directly to them”
“This investment has without doubt improved our manufacturing process and enhanced our quality control and ISO accreditation as the entire build process of every chair or bed is available to view on the system from order to despatch.” HOW IS RISE & RECLINE SUPPORTING ITS MOBILITY RETAILER NETWORK?
“Firstly, I would like to thank every one of our retailers for their support during the pandemic. Without our retailers we would not have a business, so we are always looking to support them and regardless of whether they are an independent high street shop or part of a national chain we will offer the same support to all. “In addition to product training and point-of-sale material we have
All chair and bed assembly is undertaken at Rise & Recline’s Nottingham site
30 / www.thiis.co.uk
recently launched a new retailer binder which has everything they need to know about our product portfolio from start to finish. “We offer our retailers a White Glove Delivery Service which means we will deliver the chair or bed direct to the customer, unpack it, set it up and take any packaging away. This proved extremely popular during lockdown (during which time all our delivery teams used full PPE) as many retailers were working with reduced staff levels so were unable to undertake a huge number of deliveries. We have also launched
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SUPPLIER SPOTLIGHT a range of product cards so the retailer has all the necessary product information to hand when they are talking to a customer. “We made the decision to work with our customers and not compete with them. We understand that many manufacturers sell direct alongside their B2B sales website. “The strategy adopted by R&R is to promote our customers business and pass on leads directly to them. We know how much this is valued by our retail partners and we are proud to have such a positive name in the industry.” IS RISE & RECLINE SEEKING TO EXPAND ITS RETAILER NETWORK? HOW CAN POTENTIAL PARTNERS FIND OUT MORE? We have a comprehensive UK retailer network but as with any business, we are always looking for new business partners. If anyone would like to discuss retailer opportunities our UK Sales Manager Craig Negri can be contacted on 07940 513246 or by e-mailing craig. negri@riseandrecline.co.uk. A NEW RISE & RECLINE WEBSITE WAS UNVEILED IN 2020, ARE ANY FURTHER TWEAKS PLANNED FOR IT? “We are in the process of updating our website to increase the functions for dealers and end users and we hope to launch it in early 2023.” WHAT’S NEXT FOR RISE & RECLINE IN 2023? “2023 promises to be an exciting year in the Rise & Recline story with new products in the pipeline along with our new website. “We are looking to take Rise & Recline back to the seven-to-10-day delivery time. Following the success of Naidex this year, we are looking forward to seeing our customers at the 2023 event. “For more information on the full range of adjustable chairs and beds available from Rise & Recline or to discuss retailer opportunities call 0115 913 3572 or email info@riseandrecline.co.uk.” www.riseandrecline.co.uk
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Trade Thoughts Have you noticed a reduction in the amount of sales personnel interacting with your shop? The Covid pandemic forced many sales reps in the mobility industry to liaise with retailers remotely. This month, we ask retailers if they have noticed a return back to normality. And, how would they prefer to intereact with sales professionals?
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George Ruddick
Billy Finnie
Managing Director of Thistle Help
Operations Manager of Mobility Scotland
Laura and I have definitely noticed a reduction in not only sales personnel visiting our showroom, but many do not even contact us by telephone any more. It has always been Thistle Help’s policy to purchase from reps who show an interest in wanting to deal with our company. “It is sad to say that many of the companies we dealt with pre-Covid have lost interest and our relationship with them certainly has deteriorated. Undoubtedly, this has meant our purchases are going to suppliers who are keener to both contact us and visit our showrooms. “I recently visited Naidex and our showroom manager has brought in new suppliers from this visit. Many of these new suppliers are in constant contact by telephone and visits. “This saddens me that suppliers we have dealt with for years, seem to have lost their focus on current dealers for one reason or another. “I fully appreciate suppliers have streamlined their staffing levels and the remaining staff have extra workload to keep on top of things, but I believe they could at least telephone and keep the relationship going. “On a more positive note, one of our suppliers in particular have kept in touch with us both by telephone and monthly visits to our showrooms. Referring back to Thistle Help’s policy of purchasing from reps who visit, our account with this supplier has grown exponentially. This has taken sales away from other suppliers. “In conclusion, Thistle Help prefer face-to-face meetings and reps who make the effort to visit, reap the rewards of obtaining sales from us.
www.thistlehelp.co.uk
The Covid pandemic was the catalyst for the rapid escalation in digital communication for both retailers and B2B sales organisations. It quickly became the norm for a period and the only way for B2B engagement. What started as a crisis response measure quickly became the new normal in how we both interacted and still do. “The field sales model has traditionally been very much part of how we’ve done things in the mobility industry, with sales personnel visiting dealers showcasing and demonstrating their products and the retailer being able to make an informed opinion and decision on the values and benefits of stocking. “This approach is still integral to the way we do business, but we have noticed a reduction to faceto-face visits because of this new behaviour and circa 50 per cent of meetings are now done remotely, which has its pluses. Fundamentally it is maximising everyone’s time and operational costs as they can be arranged quicker and involve a wider group of key personnel. Impact topics like lead-times, making changes to processes and updating pricing or supply chain developments can all be communicated more efficiently and responsively on a virtual call. Even general updates and product enhancements could also be handled better remotely via Teams and other platform’s. “However, equipment and product demonstrations still require the human touch and always will, so the blended approach is my preferred model for the future.
www.mobilityscotlandltd.co.uk
Alastair Gibbs
Mike Williams
Karen Sheppard
Managing Director of TPG DisableAids
Managing Director of Ableworld
Director of People First Mobility
Without doubt there has been a shift in recent times in the level of support offered to retailers of mobility products. The Covid pandemic has perhaps accelerated this change, encouraged by the increasing costs of keeping staff mobile out on the road. “It would appear that some of the larger manufacturers have teamed up with volume suppliers into NHS wheelchair contracts to mop up not only the NHS supply, but the retail supply via those contractors under PWB or voucher schemes. It is quite clear that the cost to support these companies is significantly lower than supporting high street retailers. “However, retailers are often resilient types that will then look elsewhere for their supply of mobility equipment and support. They will not just lay down and stop trading, they will effectively turn into competition for the bigger manufacturers. In the long run this is likely to damage British manufacturing (most small suppliers are imports) and ultimately restrict choice to the private buyers. “The strength of local representation and multidiscipline retailers should not be underestimated. Larger manufacturers are at great risk of becoming remote, impersonable corporate suppliers that lose touch with the needs of the common people, who are actually the consumers. “In the short-term those counties that use the larger contractors for their NHS contracts will be restricting choice for the end user and smudging the lines between what should be NHS supply and what should be private purchase. We should ask ourselves if this is the model of the future, or should user choice be more important? www.tpg-disableaids.co.uk
Over the last two years I must have had around 15 Zoom/ Teams meetings and I can look back and say all of them have been a total waste of time, so much so I won’t do any now. I don’t agree that suppliers have been ‘forced’. It has been there business decision. “Yes, often you need to communicate and it’s not face-to-face, so in my mind I’d prefer the telephone and not see what the breakfast fashion is from our contact or what their cat or home looks like, but concentrate on the call. “However, for a sensible business meeting or training you need to be face-to-face, I certainly won’t make decisions via Zoom etc though as all issues aren’t covered. “We are always analysing the price increases that have happened over the last two years and how much ‘additional costs’ have gone on with some. “Of course, some suppliers have saved costs with people and hotels but I’ve never yet seen that cost saving passed on in any correspondence we’ve had, after mentioning carriage and the pound! “Certainly in the last 18 months there has been no reason why people can’t travel and in my mind if people want our business they will visit us (or of course sometimes the other way round). “Both with training and business discussions there is no replacement for face-to-face.
www.ableworld.co.uk
Several years before Covid, mobility manufacturers and suppliers were already trying to cut costs by having fewer sales reps on the road with only one or two to cover the whole of the UK. “My business is on the east coast, and we already found there were only a few companies who would travel out to us, with most sales reps wanting to stay inland. “Previously, trade shows were held through the year and making a visit to them was worthwhile, to view the new products and to take advantage of show offers. When Covid came, the reps couldn’t travel, the trade shows were cancelled, and communication seemed to be non-existent. To some extent this is still true. The support from suppliers and manufacturers is the worst I have witnessed in 20 years. “Businesses adapted and started to use video meeting applications, but I have not had one Zoom meeting with any rep. A few have telephone sales but they rarely get in touch. “Dealers are not kept aware of new products. This was proved when this summer I saw a customer with a new scooter from one of my existing suppliers that I had never seen or knew about. “Trying to get through to technical departments for advice is impossible. Even the training courses the suppliers used to hold for the repairs seem to have stopped and they haven’t taken the opportunity to do webinars. “In an ideal world it would be great to go back to area reps, who can offer advice and demonstrate new products. Suppliers should look at ways of keeping in touch with the dealers more, use Zoom for monthly meetings and go through the new products. Webinars for fault-finding or online workshops would also be useful. www.peoplefirstmobility.co.uk
www.thiis.co.uk / 35
TRADE THOUGHTS
Julia Phipps
Carol Elliot
Owner of The Ability Superstore
Director of City Mobility
Before the pandemic, we used to get three or four reps visit each month. Now it is just about zero. In fact, since the pandemic, we have literally had three rep visits in total. One of these, recently, was from one of our major suppliers. We have experienced a number of issues recently with their supply and the new rep (employed in May, it’s now October) decided to pop in to meet the team and discuss the problems. “She stated that the reps at this company now do not have access to company cars and with the reps having to use their own cars, the pence per mile they were paid simply did not stack up. “It appears to me that very many suppliers have cut sales reps almost completely from their payroll since the pandemic, replacing them instead with ‘in house’ teams who are available via email and occasionally on the phone. “For us, this is a backward step. We are not being kept up-to-date with new products or items being discontinued, and we are having to battle through countless emails and phone calls (and online tracking systems which rarely work) when there are issues, which before, our rep would deal with and sort. “Furthermore, many sales reps used to run ‘promotions’ or special prices based on volume purchases. The disappearance of the sales rep has resulted in very, very few promotions or special pricing. “Sales reps usually left our premises with strong orders, so it’s difficult to see why our suppliers have been so short sighted and cut out this layer of personnel. Only time will tell but I can’t see regular visits from reps being reinstated.
www.abilitysuperstore.co.uk
36 / www.thiis.co.uk
Our preferred method to liaise with supplier representatives will continue to be face-to-face. The relationship established with a dedicated supplier representative is stronger when built initially face-toface, but also needs to be backed up with ease of online access/information and instant telephone availability. “Because we are based in the far north of Scotland it takes a fair amount of travelling to visit us. No one uses the: “I thought I would pop-in because I was passing” line. Most of the suppliers we have longestablished relationships with have resumed regular visits as before. One or two suppliers haven’t yet gone back to pre-Covid visits but it is likely they have changed their business models or have reduced staff. “Business relationships established during Covid when travel was restricted have been built on a different foundation but are equally valued as they took a chance on us and filled supply chain gaps when others couldn’t. Given the amount of good relationships we have with these suppliers we return their loyalty. “If we get a call from a wouldbe supplier now who wants to do business with us (they can’t claim to have a dealer network across the whole of the UK without us on-board) we have started to insist they visit at least once. This helps persuade us that they are committed to doing business with us. “We need to see/try their products and scrutinise their business ethos to make sure they uphold the same high standards of customer service as we provide to our customers. We also need them to understand the distances involved for us to support their products in the most remote areas. www.city-mobility.co.uk
Darren Macey Business Development Manager of Lifestyle and Mobility I believe our industry was most effected by the pandemic. We sadly lost a portion of our customers due to deaths from Covid-19. On top of that, due to government guidelines our customers were told to stay in. When they were finally allowed to go out, so many had the fear of catching the disease, which also impacted footfall. “We knew very early on that we had to diversify. We firstly started by contacting all our customers just from a welfare point of view. Seeing if they needed any shopping done for them and to let them know we were always there for a chat. This also led to extra business and loyalty from our customers when things became back to normal, as they remembered us being there for them through the tough times. “We started a YouTube channel, doing virtual demonstrations, which allowed customers to connect with us via our social media channels. “We also started to carry out video assessments via WhatsApp and FaceTime. This is something that we still offer customers today for a first visit, this is also better for the environment and wasted time in multiple visits. We have invested in state-of-the-art HiHi phone systems, which allows video calls to customers no matter what video platform customers use on there devices. “Technology will always have a place in our business, but there’s still nothing better than face-to-face and personal experience with customers and suppliers.
www.lifestyleandmobility.co.uk
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Lightweight and easy to use thanks to its quick coupling and release systems, Tarta® Emys is more rigid than Original, to meet the needs of those who require greater stability. There are 21 models in the Emys range and 24 basic models for the Original, both which can be adjusted to suit the customer’s needs. The Emys is distinguished by its attractive design resembling the shell of a turtle and its 100 per cent customisable structure with airbrushed and painted designs. Whereas the Original is made up of vertebrae and ribs just like the human skeleton.
LET’S GET IT CLEAR
Alternative controls to a standard joystick In the August issue of THIIS this year, we looked at the choices available for positioning a driving control joystick in order to facilitate better control of the joystick, apart from the somewhat conventional position of placement at the end of the arm support. In this article we look at alternatives to a joystick for those who cannot use an off-the-shelf joystick to drive their powerchair – for example, by the use of switches linked in through relevant software. With the application of a little bit of ingenuity to the choice and positioning of the available alternatives, anyone should be able to operate an electric
‘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 misconceptions, and myths to be addressed, to help promote better practice. Further items can be found at www.beshealthcare.net If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating standards.
38 / www.thiis.co.uk
The convention for driving a powered wheelchair is to have a joystick positioned at the end of an arm support by which means the occupant can drive and steer their electric wheelchair. However, not everyone has the facility or the control to manipulate a joystick. So what alternatives are there?
wheelchair and its accessories, and manage their environment. POSITIONING Often it is the experience and ingenuity of the assessor that is needed to find the best solution to meet the client’s need. At the more simple level: If someone cannot use their hands, can they use their elbows? If someone cannot use their hands or arms, can they use their knees or toes? For a person who is a paraplegic, and has no lower body control, what can be done with the head – e.g. a mini-joystick operated by the chin (Figure 1), switches at the side of the head that need the smallest of neck movement, sip-and-puff switches operated from the mouth, sensors picking up eye movement. Where there’s movement, there’s a possibility. SWITCHES In addition to the joystick, electric wheelchairs already have a number of switches to manage other functions on the wheelchair, the simplest of which is the on/off switch. Switches come in several functional guises: it is this choice that allows for an appropriate selection according to specified needs. For some users who cannot manipulate a joystick, multiple switches may be the best or only solution. LATCHING SWITCHES Latching switches are those which switch from one mode to another, e.g. from on to off, and vice versa. Some of these, such as a light switch, have a very obvious position between the two (although in the US, on is in the opposite direction from what we are accustomed to in Europe). Others
Figure 1. A centrally mounted chinoperated joystick
toggle the activity from status A to status B, but return to the original physical position. A good example of the latter is an ‘egg switch’ (Figure 2) where touching any part of the surface toggles the switch. These are ideal for operation by head, elbow, knee, etc movements. There are variations of specialist switches. One example is the use a light beam that is carried through a fibre optic cable. A small movement
Figure 2 Egg switch
of, say, a finger, to block the beam, can be transmitted to the electronic switching controls. The amount of light that gets reflected back means that these can be used as proximity switches as well (see below). These take very little space, and could be mounted in a mini-tray, for example. Eye-blink switches are another option, which can be linked to controls to give latched, timed (say, 1 to 120 seconds), or momentary (see below) output. The internal circuitry can be set to activate with each eye blink, or with every double eye blink, to ignore normal eye blinking. MOMENTARY SWITCHES Momentary switches are those which only provide a ‘signal’ while they are being pressed, and then return to their off (or on) position. A door buzzer is an example of such a switch. In wheelchairs, using an array of momentary switches, one momentary switch could be used to drive a wheelchair forward, a second switch to veer left, a third switch to veer right, a fourth for reverse, etc. For those with limited movement elsewhere in the body, sip and puff switches may be the solution. Sip and puff devices are switches that are managed by a lung inhalation or exhalation resulting in movement of air up or down a tube. These can be calibrated for four separate activities, a hard or soft sip, and a hard or soft puff. A typical set-up to drive a wheelchair might be: an initial hard puff to enable the wheelchair to move forward, while a hard sip will stop the wheelchair. Conversely, an initial hard sip will enable the wheelchair to move backward, while a hard puff will stop the wheelchair (these are latched switch activities). A continuous soft sip or soft puff will enable the wheelchair to move left or right respectively, depending on how long the user blows into the tube, straw, or ‘wand’ – these would be momentary switch activities. (A sip and puff device could also be used to perform computer mouse activities.) PROXIMITY SWITCHES The disadvantages of the types of switch described above is a binary I/O driving activity for the wheelchair. It’s
PROXIMITY SWITCH TECHNOLOGIES CAPACITIVE: Suitable for sensing of short distances (up to 35 mm) and responds to all materials – thus very suitable for applications covered in this article INDUCTIVE: Range up 60 mm, but respond best if there’s ferrous material in the object controlling it, so not as suitable as a capacitive sensor OPTIC: Range up to 30 mm provided the object is not translucent: can be as good as a capacitive sensor for applications covered in this article MAGNETIC: Range up to 80 mm, but the object has to be made of magnetic material, so not ideal for our purposes ULTRASOUND: Designed for larger spaces (up to 1000 mm), vibration sensitive, and high cost, so not suitable for our purposes either forward or back, left or right, moving or not, all of which provides for jerky and unrefined movement. The use of proximity switches with appropriate software can overcome this challenge. Proximity switches can come with different technologies (see box): the signal through them can be modulated by how close to the switch the part of the body being used to activate it is – the closer to the switch, the larger the signal e.g. to make the wheelchair go faster. If you add to this software that takes the signal from both a leftturning and a right-turning switch, small adjustment of the positioning between the two switches can achieve the net direction and speed of travel required. An ideal set-up could be in a head array (although an array on a tray or on the foot support might suit the client better), where a pair of left
Figure 3. The iDrive head array system
and right proximity switches control the direction of travel, and a proximity switch behind the head controls the speed (and with a double movement toggle between forward/backward/ stop). An egg switch could be placed as an on/off switch, and/or to switch modes to alternative programmes available from the wheelchair. Stealth Products was one of the pioneers for producing software with the iDrive (Figure 3) to integrate the signals, at high speed, from different proximity switches: the result is a system that is very intuitive to use. The iDrive is also supported by their Loonz gaming software package to train the potential user to use head arrays to good effect. Other combinations are possible – for example, see Figure 4. CONCLUSION There are so many options out there, combined with modern software, that it should be possible for most wheelchair users to manage their environmental controls, their computer, and their mobility, provided that they have some movement somewhere. All that’s needed is a little lateral thinking from the provider.
Figure 4. Head array combinations with Sip and Puff for forward and reverse, Fibre Optic for mode change/reset, Proximity sensors for left and right turns.
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RETAILERS’ BUYING GUIDE
Buyers’ guide to Seating and cushions
Each month, discover key products from a different segment of the mobility market to consider offering to customers
Polyair Cushion Range from Sumed International Polyair cushions are medical cushions used to help prevent pressure ulcers. Polyair uses air-cell technology which is widely recognised as one of the most effective ways of preventing PUs in seated patients. Polyair can be used for patients at any level of risk and also for people who have already developed a PU. The cushion is suitable for use on wheelchairs, riser recliner chairs, care seats and most other types of seating surfaces. Polyair has excellent immersion levels and envelopment, which are key features in reducing interface pressure and avoiding development of pressure ulcers. Polyair can be single or dual compartment, with dual compartment cushions allowing for each side of the cushion to be inflated to the correct level to suit the patient’s needs. www.sumedinternational.com
The Adjusta rise and recline chair from Wilcare
Introduced in 2021, this new rise and recline model is Wilcare’s first reconfigurable chair. Available in petite, standard or grande sizes the Adjusta features in-built depth adjustment and a removable back, duvet and seat section to allow for user-specified active air cushion. Also available is an optional height-adjustment kit. Featuring an adjustable length footboard as standard this tilt in space chair also features built in pressure care cushioning with healthcare fabric options. Designed for users weighing up to 160kg, the Adjusta is available in three sizes – petite, standard and grande – and can be specified with factory preset multiangle lifting options of high, low or vertical. The Adjusta is available made to order and dispatched from the Wilcare factory in 15 working days. www.wilcarewales.com/adjusta
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Integrity Static Cushion range from Sumed International
The Medina riser recliner from Electric Mobility
Integrity Static Cushions are a new range of cushion. At an affordable price, Integrity Static Cushions are suitable for all types of users, from entry level to people that are at very high risk of developing pressure ulcers. Integrity Static Cushions are comfortable, lightweight, low maintenance and can be used on most seating surfaces such as wheelchairs. There are five risk levels: entry level, low risk, medium risk, high risk and very high risk. All risk levels are colour-coded to clearly identify which risk level cushion you have. Integrity Static Cushions also come with three cover types: spacer fabric, wipeable and towelling. www.sumedinternational.com
The Medina is a mid-range independent dual-motor riser recliner, upholstered and manufactured in the UK, boasts availability from stock in contemporary fabrics, a selection of three sizes, plus three back options to choose from: Waterfall, Button or Full Lateral Back. This FIRA-tested riser with a five-year guarantee supports the clients’ needs and personal choice. As an independent dual motor chair the Medina allows the client to lift their legs without the back moving at all. It is designed with dementia clients in mind, who do not like the sensation of back movement in conjunction with leg movement. This riser allows the client to independently adjust the back if required for total comfort. www.electricmobility.co.uk
Tarta Backrest System from Pride Mobility The core of the Tarta Backrest System is the central column made up of ‘vertebrae’ connected by spring bands. The modularity of the vertebrae and the specific characteristics of spring steel allow the column to flex and twist when stressed and to return to its starting position once the stress is over. This type of steel ensures maximum elasticity and lightness, and guarantees strength and durability. In addition, the column can be blocked either completely along its entire extension or only in certain parts, thus alternating zones of support and flexible zones. pride-mobility.co.uk
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RETAILERS’ BUYING GUIDE
The Ambassador and Jubilee riser recliners from Electric Mobility Premium, traditional styling and quality British craftsmanship unite the Ambassador and Jubilee Dual Motor Tilt In Space riser recliner chairs in the CosiChair Collection by Electric Mobility. Retailers can utilise the 24-hour despatch delivery availability to stock the showroom with confidence, to purchase products manufactured in
the UK, upholstered in Ultraleathers, domestic fabrics and Crib 5 Healthcare fabric colourways. Tested by FIRA and backed by a five-year guarantee, both chairs feature a Variable Angle Lift (VAL) on the medium and large models, which have 25-stone weight limits. The small has a 20-stone weight limit, enabling the option to achieve lower seat heights as both models can be made fully bespoke with seat heights from 16”. Ensuring trust and product confidence, Electric Mobility use the premium Seminar TIS mechanisms which give a smooth lift and recline with the footrest pulling in towards the end of the recline, which has a unique feature that relaxes the knee. By design, the chair has a longer than standard leg length and offers a very high leg lift which can lift the ankles above the heart and help blood circulation whilst keeping the client in a relaxed and comfortable position. The Ambassador and Jubilee riser recliners comes with two new colours added, Kilburn Sky and Zinc. www.electricmobility.co.uk
Royal Tilt-in-Space Chair from Rise & Recline From Rise & Recline’s Bespoke range, the Royal Single Motor Tilt-In-Space mechanism chair has a 25-stone weight capacity and features a waterfall back and knuckle arms which are designed to help with grip when the user is standing from the chair. The single motor tilt-in-space mechanism is a great seating solution for anyone that needs to elevate their legs while maintaining a fixed hip position. With a bespoke made-to-measure design and a wide choice of arm styles, back styles, sizes and finishes, the Royal will be a popular addition to any showroom and comes with a five year warranty. A free upgrade to a trio (VAL) lifter is available on chairs with a seat height of 18” and over. www.riseandrecline.co.uk
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FormAlign Ignite Backrest from FormAlign The FormAlign Ignite Backrest is designed for the active user as well as the single shell backrest market. It has an aluminium shell and “bubble foam” offering breathability and comfort! The backrest features a reversible design for lateral height adjustment. It is available in paediatric and adult sizes.
GelCube Cushion from Alerta Medical The Alerta GelCube Cushion is built with a patented dual honeycomb structure to provide optimal blood circulation and skin health, and balanced pressure distribution. The combination of flexible air-gel cells provides a non-slip surface for superior comfort over an extended period of use. Packaged and presented for retail display, it is an intelligent design for advanced pressure redistribution. The cushion comes with a non-slip and waterproof polyester cover. Its maximum load is 200kg. The cushion dimensions are 46x42x5cm. www.alertamedical.com
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RETAILERS’ BUYING GUIDE
Monza Assist Riser Porter chair from Primacare
UniLink Elbow Support from Quantum Rehab The Unilink Elbow Support, first and foremost, prevents the upper extremity (UE) from sliding back off the armrest during tilt operation. It also provides a positioning reference point to allow caregivers and users to know where the UE should be positioned on the armrest. With pad elbow steps (7.62x25.40cm) it provides lateral support to keep the forearm positioned on the armrest. It is notably useful on uneven or bumpy terrain. quantumrehab.co.uk
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The Monza Assist Riser Porter chair combines the functionality of a comfortable rise and recline chair with the added mobility of a wheeled Porter chair. It’s a very practical and versatile chair with a choice of single or dual tilt-in-space actions for comfort and support. The modern style of the Monza is narrow at the lower arm, which allows the use of an Able Assist or Sara Steddy to get patients close to the chair. Complete with compact lockable castors on all four wheels, this chair is ideal for situations where additional care is needed. www.primacare.co.uk
The Glamorgan rise and recline chair from Wilcare The Glamorgan is a three-motor rise and recline chair with separate controls for footboard and backrest with an independent function to operate tilt in space. A full range of user positions is available for users up to 120kg. This allows a tilt in space position without raising the legs or elevating the feet higher than the body, assisting clients with circulatory issues.
Offered in petite or standard sizes, the Glamorgan features a removable duvet and back cushions, with two full-length side pockets, a loop for the controller and is available in waterfall, lateral or button back. This model is available within seven working days with two fabric choices, or 15 days when it is made to order. www.wilcarewales.com
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Call 01476 513789 Visit markbates.link/partners *Terms and conditions apply to enable you to become an appointed representative of Mark Bates Ltd and offer finance for further details call 01476 513789. This leaflet is for information purposes only for prospective retail partners and is not intended to be passed onto customers. Insurance provided by Mark Bates Ltd who are registered in England No: 2946288 and authorised and regulated by the Financial Conduct Authority, FRN: 308390. Finance is provided by Snap Finance Ltd is a company registered in England and Wales. Company Number 08080202 Registered address: Snap Finance Ltd, 1 Vincent Avenue, Crownhill, Milton Keynes, MK8 0AB.
RETAILERS’ BUYING GUIDE
Bariatric Foam Cushion from Alerta Medical The Alerta Bariatric Foam Cushion is a high risk bariatric memory foam cushion which provides effective comfort, care pressure redistribution for bariatric users. It has a multi-stretch vapour permeable PU cover and it handles a maximum load of 280kg. The cushion dimensions are 45x56x12cm. www.alertamedical.com
Mobile Alternating Cushion System from Alerta Medical The Alerta Mobile is a battery powered alternating air cushion system for effective pressure relief of users at low to high risk of developing a pressure ulcer. The control unit is equipped with a rechargeable battery which gives a remote operation time of more than 24 hours. Ideal for use on wheelchairs, the Alerta Mobile allows users to leave their home and enjoy the freedom to get outdoors while still receiving constant pressure relief care. It features alternating and static modes as well as an enclosed control unit case. The maximum load for the system is 130kg, while the cushion dimensions are 45x50x10cm. www.alertamedical.com
The Millfield rise and recline chair from Wilcare Available in buttoned, lateral or waterfall back, the classically-styled Millfield rise and recline model is characterised by its wooden knuckles and designed ergonomically to help the user in and out of the chair. The standard button-back design is aimed at users who prefer a more firmer back. Offered in three sizes and single/dual motor and manual options with optional side pocket, the Millfield has been designed for users weighing up to 120kg and is available with a range of in-built pressure care options. The Millfield is available for dispatch for next day delivery from factory options of offthe-shelf chairs, seven days with two fabric choices, or 15 working days made-to-order. www.wilcarewales.com
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RETAILERS’ BUYING GUIDE
Jubilee High Seat Chair from Drive DeVilbiss Healthcare Stealth ADI Aluminium Backs from Quantum Rehab Stealth's ADI signature aluminium backs are light but tough. Available in three contour options and five heights, they are compatible with chair frames from 25x51cm width. Hardware is available to mount to many after-market chairs.
The Jubilee Chair has a compact, hand-built hardwood frame. Its classic styling will suit most room settings and the firm back and seat cushions provide optimum back, neck and head support. Classic wooden knuckles and hand grips ensure that the user can rise from the chair with ease. This chair is available in a range of colourways and the fabrics feature the Enduracare finish, that protects against the majority of spills and stains. Seat cushions are reversible and easily removed. Fine fillings ensure that the user is nestled in comfort. Manufactured in the UK, fabric colours for the chair include: Oyster, Stone, Mineral, Brick and Ochre. It has a high back and padded wings for extra support.
quantumrehab.co.uk
Gel-Visco Cushion from Alerta Medical The Alerta Gel-Visco Cushion is built with a contoured moulded viscoelastic foam base, connected to a polyurethane SensaGel insert with two densities, to provide effective comfort, care and pressure redistribution for users. The viscoelastic SensaGel provides maximum relief to bony areas and the shape ensures a good posture while seated and prevents users from sliding forward. Packaged and presented for retail display, the cushion comes with a multi-stretch and vapour permeable PU cover which is water resistant and machine washable. The cushion’s maximum load is 120kg, while the cushion dimensions are 43x43x8cm. www.alertamedical.com
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RETAILERS’ BUYING GUIDE
Luxury Commode Chair by Fred Mill Many elderly people who could use a commode in the home delay the recommendations of occupational therapists for an awful reason: aesthetics. As a result, they jeopardize their safety – and independence. Fred Mill wanted to make life easier for both the elderly and occupational therapists by reimagining the commode. To build a better commode, its team brought together occupational therapists and furniture designers. By offering customers a Scandinavian-style commode with best-in-class functionality, they’re less likely to delay the introduction of a commode into the home. The commode chair can be recommended for promoting the physical and emotional well-being of its users. It is available exclusively from Fred Mill. www.fredmill.com
Ohio Single Motor Riser from Drive DeVilbiss Healthcare The Ohio Single Motor Riser Recliner comes with protective, washable headrest and armrest covers as standard. Its compact design is ideal for those with a petite to standard physique and for rooms where space is limited. It is available in three fabric colours, French Grey, Claret or Caramel. Its three-way action allows the footrest to raise independently. The backrest will recline to a further lower position when desired. Its chaise is fully padded and it has a convenient side pocket. The riser recliner comes with a two-button handset while its in-built fail safe battery back-up system enables the chair to be raised and lowered in the event of a power failure. Its maximum weight capacity is 150kg. drivedevilbiss.co.uk
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Woven Air Cushion from FormAlign The all-new Woven Air Cushion from FormAlign requires no maintenance. Based on the principle of air dispersion the cushion provides high levels of pressure care. It features an adjustable quadrant design with a focus on stability. The cushion is available as component-based units for posture care. www.formalign.com
Royal Waterfall Single Motor Tilt-in-Space • • • • • R
R
ISO 14001:2015
REGISTERED COMPANY Certificate No. CAP1134EN
Class 1 Medical Device registered Bespoke made to measure Choice of arm and back styles Range of fabric options Handcrafted in the UK
ISO 9001:2015
REGISTERED COMPANY Certificate No. CAP1134CA
0115 9133572 • info@riseandrecline.co.uk www.riseandrecline.co.uk
DELIVERY l Nationwide delivery & installation l Removal & disposal of old products
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l Manufacturers warranties honoured
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l 35,000 Square foot warehouse
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l Owned & operated fleet of vehicles
SERVICING l Annual equipment servicing l LOLER testing & inspection l Bed inspections & servicing l Engineer call-outs for repairs
STORAGE l Short term storage solutions
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RETAILERS’ BUYING GUIDE
Tri-Chair range by Channel Healthcare The Tri-Chair range offers a modular approach to specialist seating and aims to make life easier for those tasked with equipment provision. It has the potential to evolve and adapt to an individual’s needs as conditions progress or indeed as users change. Each chair can be tailored in terms of size and function. With many equipment providers currently extending lead times, the Tri-chair is available for next day despatch. The new range can help equipment stores readily supply postural seating and UK distributor partners are wanted. Free ‘lunch and learns’ are now available. www.tri-chair.co.uk
Queen Anne high seat chair from Drive DeVilbiss Healthcare The Queen Anne chair offers fireside elegance with head, neck and lumbar support. It features a luxury tapered seat cushion and a supportive cushioned back to provide comfort and support. This chair is available in a range of contemporary colourways and the fabrics feature the Enduracare finish, that protects against most spills and stains, keeping the chairs looking and performing well. The seat cushions are reversible for even wear and are easily removed. Built on the sturdiest of frames for maximum stability, the chair will provide years of lasting comfort and support. It has a fully sprung seat platform and elegant Queen Anne style legs. Manufactured in the UK, fabric colours include: Oyster, Stone, Mineral, Brick and Ochre. drivedevilbiss.co.uk
Indicator Cushion from Helping Hand Pressure Care A customer’s needs can be identified after a few minutes sat on the Indicator Assessment Cushion. The retailer can immediately inform the customer if a red, yellow or green cushion would support the current level of need they have. Simple and effective, it means the correct cushion can be issued each time. hhpressurecare.co.uk
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01582 840 067 sales@firstsenior.com www.firstsenior.com Copyright ©2022 First Senior Group, First Senior Insurance Limited, First Senior Finance Limited. First Senior Insurance is authorised and regulated by the Financial Conduct Authority. All rights reserved. Registered in England Number 3504591 Registered Office: First Floor, St Giles House, 15/21 Victoria Road, Bletchley, Milton Keynes MK2 2NJ
RETAILERS’ BUYING GUIDE
The Brecon rise and recline chair from Primacare The Brecon rise and recline chair comes with a single motor tilt-in-space. It is simply designed to provide the user with adjustable and flexible positioning for refined comfort. The most popular back cushion option is the waterfall back. The cushions give adjustable comfort by ensuring your lower back is properly supported. The tilt-in-space action allows the user to find the perfect position for relaxing and that extra help when standing. With over 300 combinations of style, size, colour fabric and action the Brecon is available for quick seven-day delivery. The Brecon can also be made as a two or threeseater sofa, fireside chair and footstool for customers that want a full suite of furniture. www.primacare.co.uk
The Infinity bariatric chair from Rise & Recline The Infinity triple-motor bariatric chair has a 40-stone weight capacity and offers a superb range of positioning options with an independent 25 stone direct-drive foot section, back recline and lift. Available with seat widths of 24”, 26”, 28” and 30”, the Infinity can be used as a pure tilt-in-space recliner with no movement on the footrest or headrest. To maintain a comfortable recline position this mechanism combines all three mechanisms, single tilt-in-space, dual tilt-in-space and standard dual, to provide an infinity of seating positions with superb postural support. The Infinity is a made-to-measure chair available in a wide range of fabrics. It comes with a two-year warranty and is hand-built in the UK. www.riseandrecline.co.uk
Stealth Cushions with Coolcore Technology from Quantum Rehab Stealth Cushions are equipped with patented Coolcore technology, a proven performance fabric that adapts to its environment and regulates temperature by managing heat and moisture.
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The proprietary construction of the cushions helps manage and distribute body heat of the user, and rapidly cools through regulated evaporation. quantumrehab.co.uk
RETAILERS’ BUYING GUIDE
ForeSite SS wheelchair seating system from Sumed International ForeSite SS is a powerful, and easy-to-use system for the measurement of body surface pressures that are a key factor in the development of pressure ulcers. Designed for seating professionals, ForeSite allows therapists to record and analyse interface pressure data – providing the information they need to develop an effective pressure relief strategy. Delivered with the LX100 – a durable, cleanable, factorycalibrated sensor – ForeSite SS provides the accuracy and resolution required by rehabilitation specialists. Its key benefits include helping to improve patient safety and the ability to easily assess wheelchair users. It can efficiently collect data in minutes to assess patients. The system also allows for individual patient data to be stored and shared via email. sumedinternational.com
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MicroCell Ultra Low Profile Cushion from MediSmart Technologies Designed and made to make patients’ and users’ life easier, the MicroCell Ultra Low Profile Retro fits onto rise and recliner chairs. The innovative systems are tooled and manufactured at MediSmart’s factory in Bedfordshire.
www.medismart.co.uk
Infill Cushion from Care & Independence To enhance user comfort and support, Care & Independence recently redesigned its Infill Cushion bathing accessory. A foam-filled anti-bacterial waterproof vinyl-covered cushion base combines with a further overlay in soft and quick-drying 3D-Spacer fabric that can be easily removed for hygiene and washing purposes. Clunk-click buckle attachments give quick in-situ removal. Provided as a pair to suit either adult or paediatric sizes, customers can choose between ‘anthracite grey’ or ‘independence blue’ colours. Infill Cushions are compatible with all Care & Independence tilt-in-space chairs/cradles and all shower and commode chair variants. www.careand independence.com
handbuilt and despatched to retailers in time for Christmas!* glamorgan
NEW
2-seater sofas to match our eton, harrow and senydd models
eton
harrow
riva
senydd
millfield
order deadlines for Pre-Christmas despatch:
contact Stephen Stock: 01446 772227
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s et o mea
November
5
year
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25th
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December
20 day chairs
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15 day chairs
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December
7 day chairs
rs you ize
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next day chairs
ur choice yo
snowdon
G UA R
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www.wilcare.co.uk
*UK Mainland Only: Contact us for Northern Ireland and Republic of Ireland dates
RETAILERS’ BUYING GUIDE
The Admiral tilt-inspace chair from Rise & Recline
The Adelphi tiltin-space chair from Primacare The popular Adelphi incorporates soft cushioning and conventional chair wings to give postural support. Soft lateral support cushions are available as optional extras for extra postural support. The Adelphi has a very high leg position if needed and good tiltin-space, which allows the user to recline in comfort without affecting their hip or knee angle. The arms are removable for seat-width adjustment or to enable side transfer easier for both user and carer. The cushioning of this chair in the waterfall back and the lateral support cushioning makes this a very flexible and comfortable chair. The Adelphi is available with manual or electric controls that operate the leg rest, tilt and back angle. This is a very adaptable chair that can be tailored to suit a very wide range of clients. A new smaller version of the Adelphi is now available. www.primacare.co.uk
This organisation is a member of the British Healthcare Trades Association.
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The Admiral is a 20-stone dual-motor tilt-in-sSpace adjustable chair with scroll arms and lateral back for maximum levels of comfort and postural support, offering a great made-to-fit seating solution. The Premier range is available with two other back options, Royal Waterfall, or Hampton Button and comes in sizes petite, small, medium and large with seat heights of 16”, 18” and 20”. The Admiral’s dual motor mechanism and independent back recline allows the user to elevate their legs higher than their hips. The Premier range all come with a five-year warranty, and as with all adjustable chairs and beds from Rise & Recline, the Premier Range is hand-built in the UK. www.riseandrecline.co.uk
The updated Blazer has a number of user friendly upgrades and is now even narrower than before. It is still available with either a Sling or Captain seat and a variety of accessories.
Blazer Captain
Blazer Sling
Manual Recline No Tilt-in-Space Captain Sitting Nominal Seat Width (inch): 18 / 20
Tilt-in-Space/ Standard Seat Sling Sitting Adjustable Seat Depth Manual Stepless Recline Nominal Seat Width (inch): 17 / 19 / 20
Strongback
Award-winning and revolutionary The Strongback solves the problem of poor posture with a curved supportive backrest and an improved seat angle to prevent slipping and slouching forward, forcing the shoulders back, the chest out, opening the lungs and promoting an upright and healthy posture. An evolution from traditional wheelchair design, the Strongback solution provides contoured back support designed to provide the perfect sitting position.
tgamobility.co.uk | trade.sales@tgamobility.co.uk | 01787 888 106
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