The Bulletin (June/July 2010)

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Issue 22 - June/July 2010

To keep on top of your game, there’s no substitute for training

Meet your trainers on pages 8 and 9

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DG calls for change and for Government to work more closely with our industry As I began writing some weeks ago, the election was in its last throes and I was pondering what the outcomes might be.

There had been a few pressing meetings with the DoH pushing industry for cost-efficiency ideas and policy, with BHTA working for you, trying to create better trading conditions and opportunities.

What had become clear in the last days of the administration was that at last the authorities seemed to have recognised the importance of the sectors you all operate in and can see the collateral value your products and services bring.

Prevention, keeping people out of nursing homes and secondary care, improving life quality is our game. We do it well and I believe we have a major contribution to make.

And now, when I returned to writing this, we have a new government which I am sure is surprising us all daily as to

Director General’s diary how political opponents can be brought together for the public good.

I hope we will see the same desire to work with industry in the interests of improving the provision of Assistive Technologies and a willingness to listen to our calls for change!

You will all have seen our position paper on cost efficiencies - a real attempt to bring about a better way for patients to receive Assistive Technology products and services.

Yes that is all about change that both David Cameron and Nick Clegg wish to see.

By encouraging the new government to recognise the impact you can all bring,

understanding how your technology improves lives and maybe spending a little more, the results will bring about the cost-effectiveness that is clearly going to be required.

I have listened to many of you expressing concerns at the potential for a negative impact on the sector that NHS Supply Chain potentially might have such as rationalisation, a failure to recognise services and the long term needs of people, and how this will be disastrous for innovation, choice and profitability of the sector.

We must convince them of the merits of widening choice and taking up new innovative

ideas and not the least a new way of doing things.

Your Trade Association, I trust, is well positioned to interface with the new administration in the interests of bringing about a positive change.

The Prime Minister, I am sure, is sincere in his pleas for change but that will only come about by listening and us pushing forward our case.

Sky high satisfaction!

The overall service from BHTA members just keeps getting better and better. The analysis of the customer satisfaction cards for the past year (to March 2010) shows that 99% of customers rate the overall quality and service as Very Good or Good. That’s up from 97% in the previous two years.

Contents Business Barometer Naidex exhibitions Members’ News Life as an ILDA winner Working together can make a difference BHTA Training

3 4&5 6 7 7 8&9

Hearing Care companies Meet the new Auditor What the Code means in practice ATP Society Welcome to the new BHTA members 60-second interview Who’s who at the BHTA Section Chairmen

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10 10 10 11 12&13 14 15 15

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Gauging the prevailing mood We asked owners and directors of companies exhibiting at and visiting Naidex to help us get an accurate feel about the mood of the industry by taking a couple of minutes and answering, honestly, 8 simple questions.

The survey was completed on a totally anonymous basis.

The results are based on 144 completed questionnaires. Of these, 124 of them were completed by suppliers and 20 by retailers.

The Business Barometer was produced in association with THIIS (The Homecare Industry Information Service)

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Naidex - taking that

Lorna Charlish from Naidex organiser Emap presents the awards to the New Product of the Year prize winners.

Julian Cobbledick, Gerald Simonds, Ray Hodgkinson MBE and Graham Collyer on the BHTA/ ATP Society stand.

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Naidex 2010 took place in April (20th22nd) and was the biggest success the show has seen in its 35 year history.

With visitor numbers of 11,500, an increase of 6% on last year (subject to ABC Audit) and 380 exhibitors, including 100 BHTA members, it was clear the show had reached a new height of success.

Increased exhibition space and the introduction of new features meant that there was great anticipation prior to Naidex 2010 and both old and new features ensured there was something for everyone.

The CPD Seminar Theatre offered CPD accreditation for healthcare professionals, while the new Car Zone saw a strong following of support, as did the Communication Village, showcasing assistive technology from leading companies such as BT and Toby Churchill.

The New Product Showcase was as popular as ever with a record number of over 100 entries this year.

Winning the majority of votes was BHTRA member Mangar International who were presented with the New Product of the Year Award, for its innovative Mangar Back Saver.

This product was designed to make getting a wheelchair into the back of a car a less arduous task.

Anothe BHTA member, Etac UK came second with the Etac E800 range of powerchairs, and SpaceKraft came third with the Interactive BubbleWall Panel.

Voting was done by visitors to Naidex via an interactive polling station at the show.

“There was a fantastic turn out at Naidex 2010, and we couldn’t have asked for more support from members of the trade, healthcare professionals and members of the public,” commented Event Director Liz Virgo.

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next step together ...

New London show unveiled Disabled model Shannon Murray opened the show and spoke to exhibitors and visitors

Naidex South will take place at London’s ExCeL from 29-30 September 2010 with the aim of providing an ‘all under one roof’ location for those who are living with disability where they can see, touch and compare equipment, resources and information that can make their lives more independent and enjoyable.

London Councils estimate that there are 1.4 million disabled people in the Capital and independent research carried out on behalf of the organisers showed that there is a strong need for a London exhibition to support those who are unable to commit to such a long journey.

BHTA members who exhibit will have the opportunity to be part of a

Naidex provided an opportunity for visitors to learn more about new equipment 5

new and exciting London disability and healthcare event, which will allow them to reach a market that has been relatively untouched in recent years.

The exhibition will include a CPD Seminar Theatre, Lifestyle Theatre, Car Zone, KideQuip Area, Communication Village, DLF Information Point and a new feature, Naidex Heart.

This will be located centrally to the exhibition acting as a hub for visitors to get help and advice from charities and pick up magazines and information.

For more information on space availability, or to book a stand contact Liz and the team on 0207 728 3723 or visit www.naidexsouth.com

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MEMBERS’ NEWS In the Bulletin, we include articles about what some of our many member companies are up to. So here are articles about Careflex’s grand opening, Uniscan scooping a prestigious award as well as feedback from a couple of the one hundred or so member companies who took space at Naidex.

Uniscan’s caring side is rewarded BHTA member Uniscan, who manufacture walking frames out of their factory in Basildon, has proved that you don’t have to be a big company to care about the environment.

At the 2010 Essex County wide business awards Uniscan were award winners in the Environmental Awareness category.

Over 300 Essex based companies contended to be short listed, the highest number of entries in the competitions 13 year history.

A total of 80 companies were selected as finalists competing for 33 awards in 14 categories.

Applications in the Environmental Awareness category were whittled down to just 9 finalists.

Recycling, energy saving and zero land fill in combination with a commitment to utilise local suppliers thereby reducing delivery mileage and emissions convinced the judges that Uniscan’s environmental policy was of the highest calibre.

Geoff Morris, sales and marketing Director receives the award from County Councillor Sandra Hillier and Keith Smith from Basildon District Council Green Forum

TGA unveils four new products Careflex moves to new facility Member company Careflex, makers of specialist rehabilitation and support chairs has expanded to new facilities in Newton Abbot.

Jo Grant, a spokesman for the company, which has 42 employees, said “Over the last few years as we have increased our market share and introduced new products to the market, we realised we needed to move to new custom built facilities.

“This means we can plan for expansion and give our workforce much needed space within the modern working environment.”

The company is also hoping to expand into a range of paediatric chairs. It was founded in 1995 in Torquay and moved to a 10,000 square foot unit in 1998.

At Naidex this year, TGA successfully launched four new products, increased sales by 57% compared to Naidex 2009 and welcomed celebrity model Shannon Murray to its stand.

The whole event was a huge success which can be attributed to several factors as explained by Daniel Stone,

TGA Operations Director: “Our complete portfolio has always attracted large amounts of interest in the trade due to our marketleading reputation for quality and service. The commitment of dealers to purchase and pre-order units in such large quantities, must be the result of our 2 and 3 year standard

warranty packages, which gives the dealers the ability to maintain excellent margins and the peace of mind in selling such a sound investment to end users. It’s all about added value these days and I can confidently say that the whole TGA product range delivers just that.”

Portaramp welcomes BHTA members at Naidex relaunch Following the restructuring of the organisation in 2009 and the subsequent acquisition by Mandy Lancaster and Nigel Browne, Portaramp is once again delivering access solutions that lead the marketplace.

Portaramp now designs and manufactures all products at its new facilities near Thetford.

All ramps encompass the latest in light weight, yet robust aluminium composite construction, enhanced by unique slip resistant technology.

Each ramp is assembled by hand and bespoke specifications can be offered

Nigel and Mandy at Naidex to commercial and domestic clients alike.

Mandy Lancaster commented “We felt the time was right to re-launch ourselves at Naidex 2010.

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“We welcomed members of the BHTA onto our redesigned stand.

“Portaramp always has and will continue to value its relationship with the BHTA.”

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Life as an ILDA winner After our telephone call from Stephen Rigg announcing that Trabasack Curve ‘Connect’, lap tray travel bag, had been selected as a finalist for the BHTA Independent Living Design Awards, we knew that our business Equip-able Ltd had made a great leap forward on the path of growth.

The award winning Trabasack Curve with a 'connect' surface is a new wheelchair or buggy tray that can also be used as a bag.

It has a soft tray surface covering that you can attach things to using 'hook' tape.

It is light weight and easy to attach to chairs and we were confident it had impressed the judges.

The night of the BHTA Awards was one of the highlights of an exciting year for us. We really enjoyed the atmosphere and camaraderie of the BHTA members who were all very friendly to us ‘new kids on the block’. Hearing Angela Rippon’s anecdotes and meeting Ade Adepitan were also unexpected pleasures.

Since the event the award has enhanced our credibility and given respectability to our product within the industry.

It moved our product from possibly being perceived as a ‘new idea that might work’ to ‘endorsed by the industry’s top assessors’.

We also benefited from the networking opportunities the award gave us. We now have business with a previous year’s award winner, and have been helped by other finalists.

We had regional press and national industry trade press coverage following the award and networking helped us reach new retailers and markets.

As a young company we are quick to take advantage of new media.

As well as busy facebook and twitter pages, we achieved the advertisers’ dream of a viral video. Two young musicians created a quirky You Tube video featuring Trabasacks. The video shows how an ipod can be attached securely, just as many of our customers use the

Trabasack founders Clare and Duncan Edwards with Ashley Puckering at the Naidex exhibition connect surface for attaching switches and communication aids. The video has been watched over 250,000 times in less than a month. It also featured on American TV and the website of Hollywood superstar Justin Timberlake.

At Naidex this year our stand and product packaging were enhanced by the ILDA award logo.

We found the process and winning of the award hugely beneficial, and we intend to try for another one in the future!

Clare Edwards

David N. Russell considers the effectiveness of a coalition in testing times

Working together can make a difference ...

Like many people I imagine, election night was a pretty long one for me.

businesses do very well and that some don’t take much interest in.

I managed to drag myself away from the TV in the early hours of the Friday morning.

It’s one way to gauge the strength of a business.

Unfortunately, each time I thought it would be a good idea to get to bed, something else happened that was either interesting, unusual or just plain remarkable.

Almost certainly, by the time this item is being read, a deal will have been done by a couple or more of the parties and they will be working together.

They might not have envisaged it, they might not have wanted it, but they will be working together.

Working together is something that some

organisations to work with locally.

They could range from the local Arthritis and MS group, the local plumber of builder.

Just how many relationships exist and what do they bring to the party?

The one thing that applies to each, is that they are face to face with potential customers every day.

It’s easy to plough a lonely furrow and ‘keep yourself to yourself’, but networking and finding areas of common interest can be the trigger for additional growth in any business.

Spending time building relationships and working together can be one of the most powerful ways of gaining an advantage in testing times.

Of course, BHTA member companies have a real advantage in the ‘networking’ stakes if they want to get involved and be pro-active.

Our political parties have just had the opportunity to discover that for themselves, but it’s an option open to businesses at any time.

I suppose the simplest example of ‘working together’ would be for a retailer to find businesses, groups and

David is publisher of THIIS magazine and website www.thiis.co.uk 7

David N. Russell

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Julia Blundell, BHTA Education and Training Manager

The BTEC Professional Certificate in Healthcare and Assistive Technology (Level 4) has been secured by dozens of staff from BES, Handicare, Mangar and Totally Active, plus many others from NRS, Mountway, Special Orthotic Services and Theraposture over the years.

Why companies send their staff Handicare’s UK Marketing Manager, Eddie Peacock, says “we think it’s absolutely perfect for our industry… we’ve sent all of our people as it gives them an ideal grounding”.

Christine Turner

Francesca Garman, Director of Personnel, Mangar International says, “We send all members of the sales management team as well as our customer care infield engineers on these courses.

“They have been excellent and provide a thorough and professionally high standard of contribution towards our on-going sales training process”.

BTEC Certificate Learning Outcomes This carefully structured 3-day BTEC course covers a host of topics including the principles of a holistic person-centred assessment, asbestos awareness when installing AT into homes, mental health issues and dementia, as well as the principles of safe moving and handling, to name a few.

To secure the BTEC Professional Certificate attendees are required to sit an end of course exam and must demonstrate they have understood all of these key learning outcomes:

Steven and Ilona Rigby

Christine Turner, an extremely experienced Occupational Therapist leads the group through the factors that influence the holistic principles of an in depth person centred approach to assessment.

Meet the Speakers Naturally on day one we meet the customer to learn more about their personal needs and expectations.

Steven Rigby, a wheelchair user and his wife and carer, Ilona share in a moving and powerful way the realities of living with a disability and how AT products and services can make all the difference.

Maurice Rand Senior Medical Device Specialist, Maurice Rand from the MHRA kicks off day two, by helping us identify the regulatory requirements applicable to manufacturing and selling Assistive Technology whilst clearly unpacking the role of the MHRA for this industry!

Ability to conduct a Person-Centred Assessment for Assistive Technology Understand Anatomy and Physiology, and Neurological and Arthritic Conditions Understand and implement Infection Control stand precautions Understand the Regulatory and Statutory Requirements involved in the provision of Assistive Technology.

To help them achieve this we have a team of highly qualified knowledgeable speakers delivering the course.

Martin Austin This is followed by Martin Austin who explains the differences between the medical model and social model of disability.

Diane Howell

David Carrington-Porter, RNIB, was born with congenital cataracts leading to total blindness.

He explains how visually impaired customers may prefer to communicate to overcome communication barriers.

Similarly, speakers from RNID join us to explain the preferred communication style for many hearing impaired people.

Physiotherapist, Diane Howell, then skilfully brings to light the Anatomy and Physiology of a Well-Functioning Person.

She explains the progression routes of common debilitating neurological and arthritic conditions, and then how to analyse the resulting impairments of these conditions to facilitate correct purchase of assistive technology.

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What the delegates thought Kay McArthur Occupational Therapist, Kay McArthur, considers the many effects physical disability can have on an individual’s life and the inevitable psychological effects.

This session covers depression, anxiety and dementia.

Two of last year’s attendees, Elizabeth Hobson, Mountway, said “I found the course to be extremely informative overall. Both social and medical aspects were very well covered.

“My perception of disability has significantly changed as well as my understanding of various conditions”.

Her colleague Laura Davies, commented “I now have a much more holistic view of the industry and a better understanding of how my role and activities impact on the end consumer”.

If you would like to be amongst the many working in this industry who have been excited, enthused and empowered by securing this qualification in Healthcare and Assistive Technology, then please do join us on the next course running in Banbury this autumn!

Helen Ingram On the third and final day, Helen Ingram a Specialist Moving and Handling Trainer, talks us through the legislative requirements of Moving and Handling before beginning a more practical session demonstrating safe moving and handling techniques.

Many who secured the BTEC qualification went on to attend BHTA’s Community Equipment Assessor Day using the opportunity to gain a further Certificate to prove themselves competent as Community Equipment Dispensers!

Forthcoming course dates Sarah Lepak Frances Kent Frances Kent, Equipment Resource Clinical Nurse Specialist, covers Decontamination and Infection Control explaining how to prevent and control the spread of infection, and discusses best practice in transporting and collecting equipment.

BHTA staff end the course lectures with Julia Blundell explaining the current statutory initiatives for the provision of Assistive Technology, followed by Sarah Lepak, Assistant Director, explaining the BHTA Code of Practice and Individual Code of Conduct and its commitment to ethical behaviour and consumer protection.

BTEC in Healthcare & Assistive Technology – Level 4 Banbury: 28th – 30 September 2010 Community Equipment Assessor Day Exeter: 8th July 2010 Shrewsbury: 28th October 2010

Another course Edexcel accredited We are delighted to announce that Edexcel have fully accredited another BHTA course this spring, which is now officially “The BTEC Advanced Award in Stoma and Continence Customer Support, Level 3”.

The award is very timely with the new arrangements for Provision of Appliances under Part IX of the Drug Tariff coming into force on the 1st April 2010.

The new arrangements

got great value for money as it was very informative, and all my staff gained invaluable knowledge which helps them when dealing with our customers.

“But also by gaining this BTEC Advanced Award it helps us on the way to compliance with the Clinical Governance Framework, which all DACs need to adhere to.”

BHTA would especially like to thank the PIPs Forum

stipulate that all Dispensing Appliance Contractors must have arrangements in place for ensuring appropriate training for all staff in respect of any role they are asked to perform.

For this reason the two-day course has been extremely popular and attended by over 40 DACs customer service staff already!

Karen Clokey, Director, Labont Ltd says “I’ve sent four key people on this course already and feel we 9

and all the member companies who worked with Julia Blundell in pulling this qualification together.

We particularly acknowledge the contribution from Salts Healthcare, Wilkinson Healthcare and Labont Ltd. Forthcoming courses: Banbury on 8th & 9th September 2010, Nottingham on 26th & 27th January 2011.

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Association offers aid to hearing care companies A new sector for hearing care specialists has been launched by the BHTA and already membership is growing.

This latest expansion for the association comes following a reorganisation of the way both hearing aid dispensers and the companies that employ them are regulated.

From April 1st this year the Hearing Aid Council was abolished as part of a Government review of quangos, and the Health Professions Council – which regulates a variety of healthcare professionals

body, The British Society of Hearing Aid Audiologists, took the lead and investigated setting up an OFT approved Consumer Code.

However BSHAA quickly discovered that this was not a project that could be completed in time and in any case such a code already existed through the BHTA. Talks took place between the two bodies and it quickly became clear that the hearing care sector faced much the same issues as many of the businesses represented in the BHTA membership and it

including physiotherapists took over regulation of the dispensers.

Unlike the HAC the HPC doesn’t regulate companies, and during the negotiations which accompanied the winding-up, it became clear some demonstration was needed that these Companies could, and would become self-regulating.

The dispenser’s professional

made sense for BHTA to introduce a hearing care sector.

Because BSHAA already has a complaints resolution process it was agreed that they would also resolve any complaints made against hearing care companies through the BHTA Code of Practice.

It makes good business sense for companies to join the BHTA not least because, as existing members will already know, the OFT approved Code gives a distinct competitive advance in a very crowded market place.

Meet the new Auditor ...

Since the beginning of the year Rob Hill has been conducting audits of our Members in the South West to check that they are complying with the terms of our Code of Practice.

Hopefully far more a friend than an ogre, he has found that generally Members are keen to show that they take the Code very seriously and that they are more than happy to accept his suggestions of ways in which they might do even better.

After all, there is little point in

belonging to our Association and displaying the logo on your windows unless you are committed to the aims that the Code demonstrates.

Rob has come to our industry late in life as he is a retired Bank Manager.

“I was one of the last of the proper Bank Managers who were there to help and advise and set you up with the right facilities without selling you everything under the sun,” says Rob. “I spent several years auditing Bank Branches and Departments

and this experience has stood me in good stead in my present role.

“I’m hoping that Members will accept me as an advisor who fully supports the aims of the BHTA and is not someone just ticking the boxes for the bureaucratic side of the Office of Fair Trading.

“I am enjoying getting out and about and meeting the many lovely people who populate this diverse industry.”

Rob Hill

What the Code means in practice Every member company of the British Healthcare Trades Association supports and abides by the BHTA Code of Practice.

This is the only code to have full Office of Fair Trading approval in the healthcare and assistive technology sectors.

This means that they are committed to treating you, the customer, courteously, fairly and professionally, every step of the way: A guarantee of good customer service.

All the products sold will be of suitable quality and will meet your genuine needs. If

Their selling techniques are ethical and staff members carry out only those tasks for which they are trained.

All relevant legislation will be complied with.

They will behave in a manner to justify public trust and confidence.

They will provide a clear explanation of any applicable cooling-off period.

They will adopt an ethical approach to sales conducted in a customer’s home.

They will give a high standard of after sales service and ensure prompt service and/or repair.

your product needs regular servicing, explanations and likely costs will be given.

All communications, including contracts, will be written in plain, understandable language.

They will only make honest and truthful claims and the information will be clear and jargon-free.

The individual needs of each customer will be respected.

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Operating to higher standards of customer protection than the law requires means: They are committed to treating you fairly if problems arise.

They offer a responsive and user-friendly procedure for the resolution of complaints.

They offer free or low cost dispute resolution and access to arbitration via BHTA if agreement can’t be reach with you on how to sort out a problem.

You can download the Code at www.bhta.com

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Welcome to new BHTA members BEDS AND SUPPORT SURFACES Kinderkey Healthcare Ltd Unit B, Advance Park, Park Road Rhosymedre, Wrexham LL14 3YR Tel: 01978 820714 Email: contact@kinderkeyinternational.co.uk Website: www.kinderkey.co.uk Prius Healthcare UK Ltd Unit 28, Longfields Road, Carlton Barnsley S713HT Tel: 01226 770225 Web: www.priushealthcare.co. uk CHILDREN’S EQUIPMENT Jenx Limited Wardsend Road, Sheffield, South Yorkshire S6 1RQ Tel: 0114 285 3376 Emasil: info@jenx.com Website: www.jenx.com CUSTOM SEATING Mobility Scotland Ltd Unit 28, 3 Campsie Road, Campsie Business Park Kirkintilloch, Glasgow G66 1SL Tel: 0141 775 0396 Email: info@mobilityscotlandltd.co.uk Website: www.mobilityscotlandltd.co.uk DISPENSING APPLIANCE CONTRACTORS Surecalm Healthcare (incorporating Alphamed, BCA Direct, Homestyle Positive) The Coach House, 1 Hedge Place Road Horns Cross, Dartford, Kent DA9 9JZ Email: info@surecalm.com

Acousticare Limited 7 Marline Road, Poole, Dorset BH12 2HB Tel: 01202 718563 Email: enquiries@acousticare.co .uk Website: www.acousticare.co.uk

Coloplast Ltd Nene Hall, Peterborough Business Park Peterborough PE2 6FX Tel: 01733 392000 Website: www.coloplast.co.uk eCAT

Ascent Hearing Care Pinnacle House, 2 Oakwood Square, Cheadle Royal Business Park Cheadle, Cheshire SK8 3SB Tel: 0161 495 3650 Website: www.ascenthearing.co.uk

Ability World Ltd 43 Svenskaby, Orton Wistow Peterborough PE2 6YZ Tel: 0845 4747 245 Website: www.ability-world.com FAME

Christian Hearing Services Ltd PO Box 128, Leeds, West Yorkshire LS10 9BN Tel: 0800 917 7678 Email: info@christianhearingservices.co.uk Website: www.christianhearingservices.co.uk

Healthmed Supplies JDI Business Centre, 1-11 Merseyview Brighton-le-Sands, Liverpool L22 6QA Tel: 0151 931 4636 Email: enquiries@healthmedsupplies.co.uk Website: www.healthmedsupplies.co.uk

Devon Hearing Care 4 Victoria Place, Promenade, Kingsbridge, Devon TQ7 1JG Tel: 01548 852852 Email: info@devonhearingcare.co.uk Website: www.devonhearingcare.co.uk

Lewis’s Medical Supplies (Pleskark Ltd) Bankside House, Bankside Business Park Coronation Street, South Reddish, Stockport SK5 7PG Tel: 0161 480 6797 Email: sales@lewis-plast.co.uk Website: www.lewis-plast.co.uk

Digital Hearing Care Solutions Ltd Mantra House, South Street, Keighley, West Yorkshire BD21 1SX Tel: 01535 606350 Email: help@digitalhearingcare.org.uk Website: www.digitalhearingcare.org.uk

HEARING CARE 21st Century Hearing Ltd 12 High Street, Brompton, Gillingham, Kent ME7 5AE Tel: 01634 848441 Email: info@21stcenturyhearing.com Website: www.21stcenturyhearing.com

The Hearing Care Centre Ltd 5 The High Street, Ipswich, Suffolk IP1 3JZ Tel: 01473 230330 Email: reception@hearingcarecentre.co.uk Website: www.hearingcarecentre.co.uk 12

Help In Hearing Ltd Southmead Surgery Annexe, Blackpond Lane, Farnham Common, Bucks SL2 3ER Tel: 01753 642687 Email: mail@helpinhearing.co.uk Website: www.helpinhearing.co.uk Lotus Hearing Healthcare 20 Wentworth Road, Golders Green London NW11 0RP Tel: 020 8731 6070 Email: info@lotus-hearing.co.uk Website: www.lotus-hearing.co.uk Mills & McKinney Practice Ltd The Portland Hospital, 234 Great Portland Street London W1W 5QT Tel: 020 7390 8057 Email: info@mmhearing.com Website: www.mmhearing.com J. N. Murray Ltd 68 Dalton Road, Barrow-in-Furness, Cumbria CA14 1JB Tel: 01229 823516 Email: jnmurray.fm897@cegedimrk.net Website: www.murrayspharmacy.co.uk C Stanley Hearing Aids Ltd 1 Offington Gardens, Worthing, West Sussex BN14 9AT Tel: 01903 262850 Wight Sound Hearing Ltd 12 High Street, Shanklin, Isle of Wight PO37 6LB Tel: 01983 865959 Email: hearing@wightsound.co.uk

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MOBILITY GROUP DISTRIBUTORS Discount Mobility Direct Ltd Mercur House, Wells Farm, Ivy Barn Lane Ingatestone, Essex CM4 0PU Tel: 01277 356822 Website: www.discountmobilitydirect.co.uk Eden Mobility Ltd 16-20 High Street, East Scunthorpe N. Lincolnshire DN15 6UH Tel: 01724 855500 Website: www.edenmobility.co.uk Gowrings Mobility Group Ltd Bone Lane, Newbury, Berkshire RG14 5UE Tel: 0845 608 8020 Email: info@gowringsmobility.co.uk Web: www.gowringsmobility.co.uk Ledger Mobility 24 Cadeby Road, Sprotborough Doncaster, South Yorkshire DN5 7SD Tel: 01302 311119 Email: ledgermobility@hotmail.co.uk Website: www.ledgermobility.co.uk Mobility Buy Ltd 15 Church Street, Conisborough, Doncaster South Yorkshire DN12 3HL Tel: 01709 862 581 Email: sales@mobility.com

The Mobility Superstore Ltd Devonshire House, 582 Honeypot Lane Stanmore, Middlesex HA7 1JS Tel: 0845 5055111 Email: info@themobilitysuperstore.co.uk Web: www.themobilitysuperstore.co.uk

ORTHOTICS SoleCam 7 Youngs Road, Kinson, Bournemouth BH11 9EW Tel: 01202 574797 Email: info@solecam.co.uk Web: www.solecam.co.uk Healthcare UK Limited Millennium House, Peak Business Park Foxwood Road, Chesterfield, Derbyshire S41 9RF Tel: 01246 454682 Email: info@healthcare.uk.net Website: www.healthcare.uk.net

Safe Hands Mobility Ltd (Gemini Domestic & Shopping Services Ltd) Compass House, 347349 Cheriton Road Folkestone, Kent CT19 4BP Tel: 01303 274574 Email: Folkestone@safehandsmobility.co.uk Web: www.safehandsmobility.co.uk

REHABILITATION PRODUCTS

Wheel Freedom Ltd Unit 40, Spaces Business Centre Ingate Place, London SW8 3NS Tel: 0845 258 1461 Email: info@wheelfreedom.com Web: www.wheelfreedom.com

Chiltern Invadex Ltd 126 Churchill Road Bicester Oxon OX26 4XD Tel: 01869 365500 Website: www.chilterninvadex.co.uk Morris & Alexander Ltd Wymans Way, Fakenham Industrial Estate Fakenham, Norfolk NR21 8NT Tel: 01328 855669 Email: info@morrisandalexander.com Web: www.morrisandalexander.com

MOBILITY GROUP MANUFACTURER Equip-Able Ltd Trading as Trabasack 3 Thompson Close, Quorn Leics LE12 8UY Tel: 01509 413236 Website: www.trabasack.co.uk

James Leckey Design Ltd Kilwee Business Park, Dunmorry, N. Ireland BT17 0HD Tel: 02890 602277 Website: www.leckey.com

STAIRLIFTS AND ACCESS Eden Mobility Ltd 16-20 High Street, East Scunthorpe N. Lincolnshire DN15 6UH Tel: 01724 855500 Website: www.edenmobility.co.uk Freedom Senior Living Ltd Unit B, Boyatt Wood Centre, Shakespeare Road Eastleigh, Hants SO50 4QPO Tel: 023 8061 4654 Lighthouse Healthcare & Maintenance Services 15 Heath Park, Brixham, Devon TQ5 9BJ Tel: 01803 858587 Email: nd.lighthousehealthcare@tesco.net Terry Lifts Ltd Unit 1, Longridge Trading Estate Longridge, Knutsford WA16 8PR Tel: 0845 365 5366 Email: sales@terrylifts.co.uk Website: www.terrylifts.co.uk STOMA AND CONTINENCE PRODUCT MANUFACTURERS Coloplast Ltd Nene Hall, Peterborough Business Park Peterborough PE2 6FX Tel: 01733 392000 Website: www.coloplast.co.uk

For more information and details on how your company or you as an individual can join the BHTA, just fill out your details on the form below. Postage is pre-paid, so all you have to do is cut out this form along the dotted line, pop it in an envelope and send it to the freepost address below.

Name..........................................Position...................................................................

Company.....................................Address................................................................. ...................................................Postcode................Phone.......................................

Mobile...........................................Email.....................................................................

FREEPOST RLXL-UTAH-CKKC, British Healthcare Trades Association, Suite 4.06, 101 Back Church Lane, London E1 1LU

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60-Second Interview

Insurance It’s not all about cost

Howard Clark, chair of the Stoma and Continence Product Manufacturers Section

Sailing, singing and having a long term view 1. What’s the biggest change you've seen in the industry?

There has been a proliferation of products which has resulted in individual patients having options which more fully meet their needs.

2. How do you get new ideas?

Usually when I’m half asleep and not thinking about work.

3. What has been your biggest challenge or regret?

The biggest challenge was seeing Pelican through from a start-up swallowing significant investment capital to a profitable concern.

Fortunately I was surrounded with talented individuals who remained committed through the hard times.

4. How have consumer requirements changed over the years?

Our industry has excelled at improving products and services which in turn has raised customer expectations.

5. What’s the strangest/ funniest question a consumer has ever asked?

Why did it take an articulated lorry to deliver my 10 bags?

6. How did you get started in the business?

Through squash. Nick Hale and his brother Paul played at the same club.

Paul needed a general manager at the same time as I needed a job.

7. What’s your best holiday?

Sailing my boat with a gentle breeze in the sunshine.

8. How do you unwind?

Sailing, golf, woodwork and playing music.

9. If you could make one recommendation to take the industry forward what would it be?

Continue to make developments that better match product specialisation with individual patient needs so that we can never be branded as producers of generic goods.

10. Who gave you your first break?

Alcan in 1979 - took me on after university.

11. Is there any one characteristic you need to work in this industry?

A long term view.

12. In public life who do you most admire and why?

Mandela – I could never have been so forgiving.

13. What’s the best piece of advice you have ever received?

When I had my first management job and was really lost in how to behave.

I read a book which basically said ‘just pretend to be a manager-say things that managers say and do what they do’.

So I acted my way through the first week, everyone accepted me and it all worked out.

14. If you weren't in the industry, what would you be doing?

Sailing.

15. What makes you angry?

Disorganisation, unpreparedness, taking people for granted.

16. What do you sing in the shower?

Light opera or pop from the seventies.

Insurance is seen as a necessary evil which companies accept they have to buy but too often little thought is given to what they are actually buying.

Many companies concentrate on cost when “value for money” is a better consideration.

If you are buying a car and two marques cost around the same, you would consider the added extras/creature comforts that are included in the price. The BHTA Insurance Scheme is no different.

One member company recently asked NBJ to arrange cover.

Not only did they get cover at a lower premium but they had

Christian Kaye, Business Development Manager

to test the cover as they incurred some damage.

Fortunately for them, the damage was covered under the scheme but had the member been insured elsewhere they would have suffered an uninsured loss of about £20,000.

We would suggest that the best way to determine which Insurance is the better “value for money” is to ask your current broker if the cover that they are offering includes the following: FREE Goods in Transit insurance - £5,000 any one vehicle FREE Product Recall cover with a limit of £250,000) FREE Fidelity Guarantee (theft by employee) cover £50,000 per claim Automatic cover for: Equipment on loan or hire Property at Exhibitions Exports to the USA Efficacy cover included Vendors Liability Business Interruption cover that AUTOMATICALLY includes Transits Suppliers extension Customers extension Failure of Public utilities Denial of Access

For the best “Value for Money” insurance take advantage of the EXCLUSIVE benefit to you as a member of the BHTA by contacting Christian Kaye on

020 8282 8670 or email christiankaye@nbj.co.uk 14

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Who’s who at the BHTA Ray Hodgkinson MBE Director General

Stephen Rigg Communications co-ordinator

Susan Burberry Finance and member services administrator

Karim Uddin Administrator

Section chairmen 2010 The BHTA is the largest trade body in the healthcare field in Britain representing nearly 400 companies, small, medium and large, organised in one or more of 14 sections covering most sectors of the industry.

This unique sectional structure provides a platform for all companies to have an effective voice within BHTA and, through the Association, to influence the development of healthcare policies in the UK.

Sarah Lepak Assistant Director

Chairman: Phil Isherwood, NRS Tel: 0845 121 8111

Julia Blundell Education and Training manager

Vice Chairman: Mike Lord Minivator Ltd Tel: 01384 408700

The Sections and the Section Chairmen are: Beds & Support Surfaces Chairman: Mick Clancy, Frontier Medical Tel: 07793 012014

FAME Chairman: Andy Pear, Reliance Medical Tel: 01260 297292

Sue Curtis Business development manager

Childrens’ Equipment (NEW) Chairman: Kieron Slocombe R82 UK Ltd Tel: 0121 561 2222

Mobility Group Chairman: Simon Biddulph, Days Healthcare UK Limited Tel: 01656 664700

Ali Hussain General administrator and secretary

Custom Seating Co-chaired by Richard Earl, Chas A Blatchford & Sons Tel: 07736 116295 and Alan Wombell, RMS Ltd Tel: 01634 578881

Orthotics Chairman: Ian Eaves, Patterson Medical Tel: 01536 527201

Six things you may not know about ...

Lynda Keen

Dispensing Appliance Contractors Chairman: Mike Sawers, Hollister Ltd Tel: 07711 498310

My first full-time job was gap year voluntary work, long ago in the days before gap years were considered respectable.

I love computers. My flat is a breeding-ground for laptops.

There are three permanently in residence and a fourth currently being fostered. However, one of these, I should have drowned at birth because it’s been nothing but trouble since three weeks after its warranty period ended.

My favourite holiday destination is anywhere that involves travel to get there, museums, art galleries and meeting people I know and love when I get there.

I still do voluntary work, developing and editing the London Internet Church community forum.

I don’t have a favourite TV programme because I never watch TV. My weakness is for ice-cream but I haven’t yet found my favourite flavour – Black Forest Gateau – here in Britain.

Decontamination and Infection Control Chairman: Nigel Heales, Joerns Healthcare Ltd Tel: 01384 446622 eCAT Chairman: David Weatherburn, Ability World Ltd Tel: 0845 474 7245

The British Healthcare Trades Association At the heart of healthcare since 1917.

New Loom House, Suite 4.06, 101 Back Church Lane, London E1 1LU Telephone: 0207 702 2141 Fax: 020 7680 4048 Email: bhta@bhta.com Website: www.bhta.com 15

Pressure Care, Seating & Positioning Chairman: Philip CharltonSmith, Sumed International Tel: 01295 270499 Prosthetics Chairman: Michael O’ Byrne, Opcare Limited Tel: 01235 552828 Rehabilitation Products Chairman: Joe Cavanagh, JFC Consultants Ltd Tel: 07747 862728 Stairlifts & Access Chairman: Angus Long, Embryonyx Limited Tel: 07968 421 428 Stoma & Continence Products Chairman: Howard Clark Great Bear Healthcare Ltd Tel: 02920 747770

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