Tradepoint - November / December 2017

Page 1



 Keeping you connected in healthcare

Issue 21 • November/December 2017

The wheelAIR has landed The launch of Staels Designs’ revolutionary product


Stocking Fillers

Work Smart

A round up of REHACARE and Trade Days 2017

Take advantage of the season of impulse and gift buying

Maximise your business with productive time management tips

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HD Version Now Available 170KG (26 1/2 STONE) MAX USER WEIGHT SEAR WIDTHS 20”, 22” AND 24”

S T Y L E I N N O VAT I O N C H O I C E The Flexx is a highly configurable wheelchair that looks great and is built to the durable standard you would expect from a Karma wheelchair. Adjustments can be made the wheelchair set up to provide the optimum comfort and performance for the user, these include:

* The Flexx is now crash tested.

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a Backrest angle a Seat to ground height 15” to 20” a Backrest height a Seat depth a Rear wheel position a Castor angle


Karma Mobility Ltd Unit 6 Target Park, Redditch, Worcestershire B98 8YN T: 0845 630 3436 E:

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to tradepoint magazine Our team Editor: Rosalind Tulloch Staff Writer: Colette Carr Staff Writer: Katie Campbell Staff Writer: Niall Christie Designer: Stephen Flanagan Sales: Robin Wilson Marketing Assistant: Sophie Scott Contributor: Adam Bernstein Contributor: Derek MacHale Contributor: Mike Glynn

Contact us Caledonia House, Evanton Drive Thornliebank Industrial Estate Glasgow G46 8JT T. 0141 465 2960 | F. 0141 258 7783 E.

Disclaimer TradePoint Magazine is published by 2A Publishing Limited. The views expressed in TradePoint Magazine are not necessarily the views of the editor or the publisher. Reproduction in part or in whole is strictly prohibited without the explicit written consent of the publisher. Copyright 2017 ©2A Publishing Limited. All Rights Reserved. ISSN 2056-4368.


ollowing a blissful nine months off on maternity leave, it feels good to be back in the driving seat for TradePoint Magazine and I must thank the team for holding the fort in my absence. My return coincided with a busy time in the industry, with REHACARE and Trade Days taking place a few weeks ago. We hear from Trade Days show manager, Derek MacHale on the success of this years’ show and we take a look at how REHACARE celebrated their 40th anniversary. Our cover showcases the new wheelAIR, the latest innovation from Staels Design. This discreet and stylish product acts as a cooling system for wheelchair users to help regulate their temperature. We spoke with Corien Staels to find out more about this revolutionary device. Turn to page 24 to discover the process behind the wheelAIR’s production, from inception to launch. We also look at time management and explore the ‘work smarter, not harder’ ethos to improve productivity within your company. As you prepare for the festive season, we take a look at some appealing stocking fillers that you can use to tempt shoppers into impulse buying, as well as a wider selection of products displayed throughout the magazine. Osprey Healthcare give us an insight into the inner workings of the company on page 28, we find out more about the UK trade sales manager of Stiltz Lifts, Gino Farruggio and we bring you all the latest industry news to keep you abreast of what’s going on in the sector. It seems a little premature to wish you a merry Christmas, but I will wish you a successful season and look forward to seeing what 2018 brings.

Our cover showcases the new wheelAIR, the latest innovation from Staels Design.

TradePoint Magazine, Editor I 3

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NOVEMBER / DECEMBER 2017 News 07Industry

and Demand 31Supply

Smarter, Not Harder 15Work

40th Anniversary 34REHACARE

All the latest from the independent living sector

Top time management tips to help you maximise your business

Second 1960Interview

We take a minute to talk to Stiltz Lifts’ UK Trade Sales Manager, Gino Farruggio

Products to help boost your Christmas gift sales


46Trade Days 2017


47Electric Mobility

Staels Design’s Corien Staels speaks to us about the launch of their wheelAIR

Meet The Manufacturer


Mike Glynn talks accessibility

Fish launches new mobility retailer insurance scheme

We find out more about Osprey Healthcare


Your Business 40IsOpen To Everyone?


A Breath Of Fresh Of Air

The latest products to enter the marketplace

A look back on Rehacare 2017


Fish Insurance


Adam Bernstein brings us up to speed on retailers’ obligation to supply

‘Tis The Season

Reflecting on Europe’s sole trade-only show

We look at Electric Mobility’s exclusive new power chair

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The new range to

Pride Mobility Products® Ltd

The Tucson

The Westminster Just some of the features available with the Tucson Comfortable pillow back design new to the U.K

Operate the Tucson via a wireless remote

Just some of the features available with the Westminster 10” Powered headrest and powered lumbar

New USB ergonomic handset

Smart advancements from Pride Mobility Products® Ltd new range of products, Viva Lift!TM Power Recliners. Renowned for bringing new innovative products into the mobility industry, Pride Mobility are proud to offer a new selection of ground breaking lift chairs to their portfolio, the ‘VivaLift!TM Power Recliners’ range. Their new range starts with the 3 - position Tucson Lift Chair, which is built in the US and features a premium furniture grade laminate/ Hardwood frame, simplistic USB handset control, additional fibre fill for added comfort and a wireless remote control so that the chair can be operated at an optimum range of 15 ft. Finally there is the Westminster, a new dual motor chair which features a powered lumbar support and a unique 10” power positioning headrest and comes a standard with an ergonomic USB handset control. With a generously filled high back cushion and an exquisite seat base, The Westminster has been designed to bolster comfort and relaxation.

Bringing new innovative products into the mobility industry, Pride Mobility are proud to offer a new selection of ground breaking lift chairs to their portfolio the ‘VivaLift!TM Power Recliners’ range.

Paul Clayton, Senior Pride® Sales Manager pictured above commented on the positive success of the Tucson and Westminster:“We have taken both these chairs to just a handful of our dealers across the UK, and the feed back and interest has demonstrated how popular our new VivaLift! Line is going to be!” For further enquires please contact your local Pride area sales manager, or go to:

32 Wedgwood Road, Bicester, Oxon, OX26 4UL | Tel: 01869 324600 | Fax: 01869 323070 Web: | Email: Tucson and Westminster 6advert.indd 1 adverts_novdec17.indd

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industry news Abacus Healthcare appoints new area sales manager for the North


bacus Healthcare, a leading specialist in power-assisted baths for disabled bathers, is delighted to announce the appointment of Duncan Latimer as its new area sales manager for the North. Duncan brings 13 years of healthcare sector experience to Abacus and its customers. By working previously for a well-known patient handling equipment manufacturer and a mobility dealership in the North East, Duncan has gained a vast network of contacts in the professional and domestic market. He has a proven reputation for delivering on promises and is a diligent individual who is committed to making a difference. Duncan will now be responsible for serving and supporting customers in the North of

the UK and Ireland. He joins an established and caring team of Abacus Area Sales Managers who work closely with families, healthcare professionals and disabled individuals so that safe and effective accessible bathing solutions are provided. The Abacus range Duncan will be supplying includes the popular hi-lo Gemini bath with integrated bathing, drying and changing platform. The Gemini is unique in the marketplace as it is the only heightadjustable bath that includes a double lift

action. This functionality combined with the in-built platform provides safer moving and handing for semi-ambulant bathers and carers. Duncan commented: “I am delighted to be onboard with Abacus as it is such a well-respected brand. Its caring and understanding approach ideally suits my ethos as I believe in building long-term relationships through close co-operation. As a family-run business, Abacus takes pride in delivering a personal touch to its services which sets it apart from large corporates. This reflects my persona as I always focus on delivering the most positive outcome through an adaptable and flexible approach.”

Lewis Reed recognised as an official Volkswagen vehicle converter


ewis Reed is delighted to announce that it has received recognition as one of only three official Volkswagen WAV converters in UK. To achieve this certification from Volkswagen, Lewis Reed underwent an extensive audit to ensure it complied with VW’s Commercial and Technical Standards all of which it passed with flying colours. Covering all aspects of the conversion process from the initial design and build through to after-sales support the VW audit ensures every converted vehicle meets

the exceptional standards for which all Volkswagen vehicles are synonymous. Lewis Reed has converted a wide range of VW’s over the last 18 years and now also convert the Mercedes-Benz V-Class and Vito and Seat Alhambras. High quality unique conversions and style are what sets Lewis Reed apart from the competition and have made the company so successful in the wheelchair accessible vehicle market and is at the centre of the Lewis Reed ethos. I 7

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industry news End of the road for Mobility Roadshow Mobility Roadshow to close after 34 years


he Mobility Roadshow has sadly come to a close. The event, which was a regular on many independent living companies calendars each year was something of an institution as it was established in 1983 and has enjoyed success in many locations across the UK.

offered to find out if they are able to begin driving. “We are in discussion with Driving Mobility, the charity representing the UK’s mobility centres, and with Disability Driving Instructors, about opportunities for them to organise local events under our ‘Get Going Live!’ banner which focuses on driving opportunities for young and newly disabled people.

The decision has been taken by the board of the charity, Mobility Choice, which has run the event since 1998, in light of falling exhibitor numbers over recent years. In “We would like to say that we are particular, the growth of the Motability enormously grateful to Motability for their One Big Day and other events, which many generous sponsorship of the Mobility of the Mobility Roadshow Roadshow and Get Going exhibitors can attend free of Live! events over the years, We are charge, has had a significant both in terms of financial immensely impact on the viability of the support and the provision of sad that we have to Mobility Roadshow. close the event. We vehicles for adapted Ann Frye, chair of Mobility Choice commented: “We are immensely sad that we have to close the event. We still believe that there are many disabled and older people, outside the remit of Motability, who need the unique opportunity we

still believe that there are many disabled and older people, outside the remit of Motability, who need the unique opportunity we offered to find out if they are able to begin driving.

test drives.” More details will be available in due course from Driving Mobility on For all queries please contact info@mobilityroadshow.

Half price Repose offer As the year draws to a close so does Repose Furniture’s retailer support programme for 2017. One of the highlights of this campaign has been the monthly retailer discount which has been designed to provide support to Repose retailers across the UK. The November promotion which Repose is offering its retailers is a half price five-year all-inclusive warranty on selected products

(terms and conditions apply). To qualify for this special offer, retailers just need to quote November2017 when placing an order between 1 November and 30 November 2017. There will be examples from the range of bespoke seating solutions available from Repose on show on stand B19 at The OT Show. Visit

TRIKEs head down under Mountain Trike Company expand distributor network into New Zealand Total Rehab Plus, based in New Zealand, is the latest company to become a distributor for the all terrain wheelchair company, Mountain Trike. The company manufacture and produce award-winning, off-road wheelchairs in the UK. Mountain Trike have been expanding their territories by finding suitable worldwide business partners to work with to help grow their network. Total Rehab Plus offer occupational therapy and rehabilitation and is run by husband and wife team Greg and Kirsty Dodunski from their premises in Morrinsville located on the North Island in New Zealand. The couple established Total Rehab in January 2007 after identifying a need to provide assessment and treatment for people within the community for whom daily activities were becoming increasingly hard. Greg explained: “There is so much potential and we have lots of exciting things planned for the coming months - we are working on our 2018 trade show calendar across New Zealand where we’ll be demonstrating the Mountain Trike to potential customers. We already have bookings for demonstrations - so lots going on! We know that Mountain Trike will be very well received here in New Zealand - we are renowned for our fantastic outdoor activities and the Mountain Trike products will fit right in and enable users to enjoy their freedom and independence once again.”

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industry news Julia gets you outdoors TGA Mobility and ‘The Outdoor Guide with Julia Bradbury’ to showcase accessible walks


GA Mobility is delighted to announce it is working with the outdoor online resource ‘The Outdoor Guide’, cofounded by TV presenter Julia Bradbury and her sister Gina, to showcase more wheelchair-friendly walks using the WHILL powerchair. Julia and Gina commented: “We are absolutely delighted to be working with TGA Mobility. They are a likeminded family business and together we are confident that we can really help each other to promote wheel-friendly walks for all abilities”. WHILL from TGA is a pioneering new PEV (Personal Electric Vehicle) which is revolutionising powered wheelchair design and since its

launch has generated significant media interest. This high-level press coverage is set to continue through The Outdoor Guide (TOG) which is affiliated with Julia Bradbury. Her latest series on walks around Britain, generated impressive viewing figures. Julia’s walks are featured on The Outdoor Guide which is an informative and engaging website spearheaded by Gina. This online community provides a platform for sharing stories, outdoor intelligence and knowledge regarding safe and memorable walks. Part of this is the ‘Mobility and Access The Outdoor Guide’ (AccessTOG) which catalogues accessible walks for wheelchair and powered wheelchair users, their families and friends.

New head for Ottobock Kevin Green named head of orthotics for Ottobock UK


ttobock is delighted to announce that Kevin Green is head of orthotics for Ottobock UK, reporting to Andrew McLean, sales and marketing director.

Kevin has ten years of experience in the field of orthotics, having graduated from the University of Strathclyde in 2007. He joined Ottobock in January 2009 as an orthotist, servicing clinical contracts throughout the Midlands before developing his role as

business and clinical development manager, followed by head of orthotics in 2015. In his newly-expanded role, Kevin will lead Ottobock’s orthotic business unit including clinical service, manufacture and product sales, including responsibility for the sales for group manufactured products. Phil Yates, managing director at Ottobock UK said: “Kevin has shown outstanding performance in his current role in profitably growing the business and I am therefore pleased to expand his responsibility to now include orthotic product sales.”

Able2 acquires anti-slip specialists Isagi Isagi, an award-winning family firm which provides unique anti-slip products, has been acquired by Able2, a leading distributor and manufacturer in the mobility sector. The deal, finalised on 25 August, comes just ten years after Isagi was started in 2007 by husband and wife team Andrew and Jayne Guilbert. They began working on their kitchen table from their home in Chesham, Bucks, before expanding into one of the best-known suppliers of anti-slip materials and products. The couple have decided to pursue other interests and have sold Isagi to Able2, which operates throughout Europe from its base Blackburn, Lancs. Mr Guilbert said: “We have loved the journey and loved dealing with all our many customers who became good friends. However, the time felt right to move on and allow the Isagi brand to flourish under new ownership. “Able2 has been a customer of ours for the last four years and we feel the Isagi products and StayPut brand fits in extremely well with the rest of their products. We know they are dedicated to maintaining the quality of support and service that customers have come to know from Isagi.” For more details visit or I 9

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industry news Holborn joins Fish Insurance

Lifetime Warranty from CareFlex CareFlex announces a market-leading Lifetime Warranty on the steel frames of their chairs. After recognising that the problems with the frames of their chairs have been minimal over the years, they took the decision to offer a Lifetime Warranty on them. They have also been awarded an ISO 9001:2015. Starting on 1 October, all CareFlex chairs are now supplied with a Lifetime Warranty on the steel frame and a one year warranty on the upholstery and all other parts. All parts and functions which are proven to be faulty as a result of manufacture or materials failure, which have occurred despite the chair being used as intended, will be repaired or replaced at no charge during the warranty period. CareFlex chairs are Class 1 Medical Devices. This means that their design, manufacture and use are closely monitored to ensure they meet industry standards for durability and safety.


ish Insurance has appointed Mike Holborn to its business partnership team as it expands its service to companies operating in the disability sector. Mike joins Fish Insurance as business partnership manager and brings with him over 30 years of experience in the mobility and assistive product sector. He joins the business from First Senior Group where he was group sales and compliance manager. Prior to that Mike was managing director of Bison Bede Stairlifts, Tendercare and more recently Eurocare Showers, which specialised in the design and manufacture of assistive equipment. He also sat on the board of Walker Greenbank PLC and ran the Care and

Comfort Division of Fogarty PLC. At Fish he will be responsible for development of the Authorised Representative service offering and the roll out of planned new products. Speaking about his appointment, Mike said: “Fish is a well-respected insurance business and it is always looking to innovate and deliver insurance related products that resonate with customers. Focus and commitment to putting the customer first is something that chimes with me and I look forward to working with the rest of the team to deliver innovative insurance products to customers via our important business partnerships.�

Mark Bates expands


ark Bates Ltd is pleased to welcome two new members to their busy road team in Kevin Humphrey and Nathan Smith. Seasoned sales professional Kevin is returning to the company while Nathan joins the team in November bringing many years of experience within a regulated sales background. By expanding the road team from five to seven sales executives, they aim to both grow their network and sales. Mark Bates Ltd has also launched a number of new schemes to support their core mobility offering and help partners generate new revenue streams. Their dealer network can now take advantage of their brand-new finance scheme with one of the biggest lenders in the UK. This fantastic scheme offers a market-leading 17.9% APR with

flexible terms and instant lending decisions. Their competitive Home Insurance product is specially designed for the over 50s, with customers currently taking advantage of their promise to beat any existing renewal quote for customers with a minimum of three years no claims. Furthermore, Mark Bates Ltd has partnered with a leading provider to offer Funeral Plans for the over 50s, protecting customers from ever-increasing funeral costs and ensuring peace of mind, all for an affordable monthly cost. Premier Care is a trading name of Mark Bates Ltd who are authorised and regulated by the Financial Conduct Authority, F.R.N.308390

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industry news Acquisition of Freedom Innovations expands market share in the USA


he German global market leader in technical orthopaedics continues to build on its leading position in the field of prosthetics. Ottobock HealthCare GmbH is taking a key step forwards by acquiring Freedom Innovations from its previous owner, private equity company Health Evolution Partners (HEP). The two parties signed a binding purchase agreement on 22 September in Irvine, California. “Unique opportunities simply have to be

taken. Together, Ottobock and Freedom Innovations – the number one and the number three on the American market – will benefit from their combined sales power and portfolios. Integrating the company into the global Ottobock family offers significant advantages; we will be able to generate synergies and take Freedom Innovations to the next level thanks to the strength of our global sales network,” says Professor Hans Georg Näder, President of Ottobock

HealthCare GmbH. “Users will benefit from an even broader spectrum of innovative systems in prosthetics and a full pipeline of new products, thanks to our combined development expertise. Employees at Freedom Innovations will become part of a large, successful company. And our growth strategy will be bolstered by a great brand that will also further strengthen our presence in North America.”

New touchscreen powerchairs Invacare launches new touchscreen control technology for powerchairs


nvacare, the global market-leading medical device and disability equipment manufacturer is revolutionising the controls market with its full range of new LiNX control technology, featuring the first touchscreen remotes for powered wheelchairs. LiNX has harnessed the touchscreen technology to offer innovative remotes featuring 3.5” LCD displays, Bluetooth connectivity and wireless programming.

reducing assessment and handover times. With LiNX, any adjustments made to driving set up, however minor, can be made wirelessly via Bluetooth while the chair is being driven, providing instant feedback. Everyone can experience a more interactive and personal service tailored to suit individual driving abilities.

The technology has been developed after extensive research involving healthcare professionals and consumers. LiNX is an ‘insight inspired’ control system that provides an unrivalled drive performance and with its intelligent technology, the system will learn and adapt to driver habits over time to give a consistent performance for the lifetime of a powerchair.

An exciting first for Invacare is the MyLiNX web portal and app. The cloud-based portal provides access to diagnostic data available from every LiNX powerchair using the app. Access to this software will enable retailers, providers and healthcare professionals to have complete visibility of a powerchair’s performance data such as usage, fault history, battery charging patterns and much more.

LiNX features wireless programming for quick and simple control set up, dramatically

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Managing your time more effectively Ever-expanding and customer-centred, the independent living sector provides products and services which look to make the lives of millions easier. But what about the working lives of those employed in this sector? How can their jobs be made easier? ď ľ I 15

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grow your business


ew and interesting time management techniques can be found in any number of self-help books, but with much of the work done by employees in the independent living sector relying on cooperation with clients, it could prove difficult to provide some opportunities like the chance to work from home. Here we examine possible opportunities for employers and how these changes could be implemented. The concept of working smarter is simple, by streamlining the way we work we can improve productivity in the workplace and the happiness of staff in one fell swoop. While this sounds like a cure-all, by nature, humans are not mechanical creatures. Their needs must be individually managed, meaning that what works for some may not for others. But with the development of new time management systems in the workplace, non-traditional working practises are becoming increasingly widespread. Studies dating back to the beginning of the 20th century observed the non-linear nature of effort input and the rewards. First observed by economist Vilfredo Pareto, the Pareto Principle, or 80/20 rule, states that 80% of outcomes stem from 20% of causes. This can be applied to workplaces, where 20% of effort input accounts for 80% of the financial output, with these modern adaptations now recognising the potential benefits of working fewer hours and better managing your time.


“THE CONCEPT OF WORKING SMARTER IS SIMPLE – BY STREAMLINING THE WAY WE WORK WE CAN IMPROVE PRODUCTIVITY IN THE WORKPLACE AND THE HAPPINESS OF STAFF IN ONE FELL SWOOP.” However, given the nature and importance of the independent living sector and the roles carried out, are moves towards more flexible working practises feasible? Long have we been told that hard work and graft are the secret to sustained success in business. The daily grind has been extended, with many workers now putting in more than the ‘standard’ 40-hour work week that has become the norm across the UK. However, following on from a willingness from many companies to maximise output and streamline workflow, as well as a growing discontent amongst workers at working long hours, many are now taking the ‘work smarter, not harder’ approach. Three or four-day working weeks, out of hours working, working from home, all have been suggested as possible ways of bringing in the very best workers and retaining them if their situations change. Research has shown that staff retention

is much better in flexible conditions, but the independent living sector could face some roadblocks. The nature of much of the work for many companies in this line of work needs to be flexible, with client’s individual needs put primarily. As such, many businesses struggle to offer any great deal of flexibility in working hours for their employees. Deviations from ‘normal’ working hours aside, there are several ways to make sure you are getting the best out of yourself, your business, and your employees without necessarily working harder. Minor changes can often be the difference between profit and loss, and these small margins, as discussed above, could be responsible for a large amount of your company’s output. Whether it is implementing a ban on checking work emails outside of office hours or limiting other online distractions such as social media, the development of technology in the workplace can prove to be as much a hinderance as they can be a help. Ideas to combat these issues vary. In France, workers now have the right to not reply to work emails after hours as part of a bid to ensure that employees at large companies have the ‘right to disconnect’ from technology. Born from the idea that it could be beneficial for staff to be able to switch off and not always be thinking about their job, this legislation came in at the beginning of the year and has proved popular, with the hypothesis that time away from their work screen will improve a worker’s productivity.

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Likewise, approaches to social media in the workplace are beginning to change. With workers wasting more than three hours a week on social media, some are turning to a wholesale ban on social media. But in some offices, this has been met with revolt, with staff being driven to find ways to circumvent the censored social media. Alternatively, regular social media breaks throughout the day have been tested by some businesses. With time now available to recharge and switch off, these employers claim that their staff can now work more effectively and productively, even with the reduced number of active working hours. Slowing down away from technology is also popular. With many companies now taking inspiration from the Spanish siesta, businesses are now encouraging employees to have a midday snooze. Global leaders such as Google have already embraced this by including ‘nap’ pods in their offices with research showing that small sleep breaks throughout the day could significantly increase productivity in the ranks, with the creative and memory capabilities of staff much improved after 40 winks at work. Taking in some green space and breaking up your day with some fresh air are also key tactics for working smarter and improving

“MAKING A QUICK PHONE CALL TO SOMEONE TO HAMMER OUT A DEAL CAN OFTEN BE MUCH QUICKER THAN SENDING A STRING OF EMAILS.” the way you work. Whether it is on your own or with a work friend, taking some time during the day to clear your head or have a chat with a friendly colleague can be beneficial and improve your mindset, ensuring you are ready to face the rest of the day head-on. By taking some time out of the office during the day you could save yourself some time and make a real improvement on your output. While flexible working is increasingly commonly offered and finding the time during the day to take a walk or head to a park can sometimes prove difficult, small organisational changes can also make a huge difference. Making a quick phone call to someone


to hammer out a deal can often be much quicker than sending a string of emails. Designating time during the day for calls when you shouldn’t be disturbed can both focus you and could eventually lead to people knowing to contact you during this time. Height-adjustable desks can help with back pain and posture, meeting the individual needs of your employees and increasing productivity. These are small ideas which can have a big impact. With mentions of large scale ideas like rolling back working hours or making changes to the structure of your working days, one simple idea could be more impactful than the rest. While implementing change might work for some businesses, it is key to remember that you know your company and staff better than anyone else. It is because of this that you must remember that doing nothing can be just as effective as knee-jerk changes. The power of saying “no” is often understated. You may be about to start a big project when another employee interrupts with a distraction, and it is perfectly OK to say that you are already too busy. If you are in the middle of something and don’t want to lose concentration, close your office door, and get your head down. Knowing your own capabilities and those of your business are just as important as tweaking your model to improve productivity. The morale of you and your staff will be much improved by the feeling of being in control of your own workflow. By combining this focus with some of the previous tips on improving productivity you could see your business flourish and the morale in your office remain high. I 17

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second interview

Gino Farruggio UK Trade Sales Manager, Stiltz Lifts

We take a minute to get to know one of the leading figures within the independent living sector. This issue, we spoke to Gino Farruggio, UK trade sales manager at Stiltz Lifts. When was Stiltz established? Stiltz Lifts was founded in the UK in 2010. Summarise the work the company does and the market it serves. We manufacture a unique range of homelifts and wheelchair lifts for the mobility sector and are very proud to be able to say that the Stiltz lift is unlike any other domestic lift currently available on the market. It can be installed in less than a day with no load bearing walls or hydraulics required. The lift plugs straight into a normal domestic power socket using minimal power as it travels quietly between floors on selfsupporting rails. How has the company evolved over the years? We were ranked as one of Britain’s fastest growing SME exporters this year after being listed as seventh in the SME Export Track 100 which tracks the fastest-growing international sales for SME’s over the past two years. We installed our innovative homelifts in more than 20 countries and increased exports by 146% per year to £3.2million in 2016 with the company recording total sales of £8.4million. Last year, we moved our headquarters to a new 16,000 sq ft space in the West Midlands, quadrupled our manufacturing warehouse

space by moving to a new factory in China and opened a new dedicated Northern sales office in West Yorkshire. We also now employ more than 100 staff. This summer, we launched the new Stiltz Trio+ HomeLift which is a life-changing solution for wheelchair users. What does your job involve? My role is to build strong relationships with our existing trade partners and set up new ones. This includes working with partners who, through the Stiltz Lead Referral Scheme, can earn up to £1,000 for each lead referral they provide. Alternatively, trade dealers can learn how to install the lifts themselves by enrolling in our Stiltz Home Lift Training Academy enabling them to be responsible for almost the entire customer journey, making Stiltz business far more profitable for them.

My ultimate objective is to establish a network of partners that are strategically placed in every major part of the UK. What do you enjoy most about your role? I love working with a dynamic and dedicated team who have big ideas about improving the lives of others with a range of products which have been designed to offer end users fantastic alternatives to stairlifts, hydraulic lifts or traditional wheelchair lifts. What is the most difficult aspect of your role? As the business continues to grow, we must ensure we continue to have the resources to provide a strong dealer support team, which includes training, customer service and marketing, so the dealer has that reassurance that they have the back-up of a manufacturer who can help them every step along the way and ultimately grow their business for them.


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What’s NEW

Every issue, TradePoint Magazine brings you the latest products to enter the independent living sector. Take a look through the following pages to find out what’s new in the marketplace.


0330 223 1320 |

The dechoker is a simple, manually operated device used to help remove something obstructing a person’s airway. Research from the Office of National Statistics has shown that 91% of people who die from choking are actually over the age of 45, with the number rising significantly in those over the age of 60. Adults and children who struggle with swallowing are at a higher risk of choking and owning this device could be a genuine lifesaver.

Salisbury Airflow Mattress Overlay

03330 160 000 |

This alternating overlay pressure mattress is specially designed to prevent and treat pressure ulcers in high risk patients or those with limited mobility through its series of inflating cells. Supplied with a pump, the system operates quietly and reliably, and comes equipped with a lowpressure indicator and CPR facility.

Leon Sling Seat

08454 856 398 |

Ideal for indoor and outdoor use, the Leon Sling offers speed and comfort without compromising stability or control. The rear wheel drive provides increased stability and security while the narrow wheelbase and full suspension makes manoeuvring indoors easier than ever. Other features include: power tilt, power recline, centre mount footboard and elevating leg rests.

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Troja Classic

0115 846 5406 |

Topro’s original rollator still offers all the functionality and ease of use required in a sturdy and reliable rollator. Take it back to basics with this original that comes in extra-small, small and medium and with a seven-year warranty.

Walton Commode 01332 810504 |

The brand-new Walton Commode is Gordon Ellis’ most discreet commode chair yet. The stylish weave design makes it look just like a regular chair, with seat pad and cushion cover designs helping it blend in with the home. Height adjustable legs and a strong plastic and aluminium construction make it a secure and stable commode, with the ideal seat height for the user. Featuring the Burton Pan with lock and lift lid for the easiest and cleanest disposal, it can hold up to nine litres. Available with either a brown or white weave, it suits a range of homes and styles.

Drive Sport Rider 8mph Mobility Scooter 0333 305 3297 |

Designed to resemble classic American chopper motorcycles, the Drive Sport Rider is a dependable, stylish scooter, which is both road and pavement legal. A suspension system borrowed from the automotive industry provides smooth ride quality and handling, while simple to use controls and excellent manoeuvrability make it ideal for road or pavement. I 21

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Voyager Evo

Elegant • Durable • Individual

The Voyager Evo is a robust, rigid frame wheelchair for active use with a uniquely individual construction Visit for more information and to see Sammi’s story

Ottobock · 01784 744 900 ·

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fish insurance

Fish launches UP TO mobility retailer £10M insurance scheme employers’ liability insurance cover


against theft of stock in the open and equipment on hire



public liability insurance


against interruption to your business following an insured property loss


£250K legal expense cover


protects your buildings contents and stock, including material damage protection for goods in transit with seasonal increase for stock in trade

Fish Insurance has teamed up with its sister company, PIB insurance, to launch a new insurance product for mobility retailers.


obility Plus will be an ‘all-risks’ product that provides cover for buildings, contents and stock, including damage protection for goods in transit. Andy Mellor, head of business operations at Fish Insurance, said: “We have a 40-year pedigree, which means we can offer unrivalled insight into the mobility and care sector, and because we have strong partnerships with retailers, we have an advanced understanding of what they need to protect and safeguard their business.” The extensive product, which was launched at this year’s Trade Days exhibition in October, will also cover Employers Liability and Public Liability cover, including loss of income. Andy added: “As you’d expect from an innovative insurer, we’ve developed

a commercial insurance policy designed to support a wide range of mobility businesses. The cover will be available to retailers, manufacturers and distributors ranging from sole traders to national multi-million pound suppliers.” In addition to launching the new policy, Fish also boast a new suite of benefits for mobility retailers including an awardwinning finance solution, an enhanced appointed representative programme and a ground-breaking theft deterrent. Fish Insurance provide insurance products for those with pre-existing medical conditions, mobility issues and disabilities. They can provide cover for the car, home, travel, carers, wheelchairs, prosthetics, mobility scooters and funerals.

“We have a 40-year pedigree, which means we can offer unrivalled insight into the mobility and care sector...” Andy Mellor, head of business operations at Fish Insurance

If you would like to find out more or receive a free, no obligation quote call 0333 331 3770 or visit fishinsurance. @FishInsurance Fish Insurance I 23

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Breath of fresh air Following much industry anticipation, the wheelAIR has finally landed. We get the inside track from Corien Staels, director and founder of Staels Design, and the creative mind behind this revolutionary product.


heelchairs can be uncomfortable, warm places to sit for extended periods of time, especially in hot weather, or while exercising. This is something Corien Staels, director and founder of Staels Design, hopes to tackle with her revolutionary new wheelchair cushion, the wheelAIR. The idea to create the wheelAIR came while Corien was at university in Amsterdam, where she became friends with one of her lecturers, who was a wheelchair user. “She ended up being the supervisor for my dissertation,” said Corien, “and as we were brainstorming the issues of the wheelchair user, she told me, ‘well, a lot of people have overheating issues, why don’t you try and solve that?’” It was this question which took Corien on a journey across the Netherlands, speaking to Paralympians and wheelchair users, where she discovered how much of an issue regulating body temperature can be. Seeing wheelchair users having to spray themselves down with hoses, or wearing ice packs to cool down, Corien knew there must be a simpler way to stay cool. Out of this, the wheelAIR was born. In its current form, the wheelAIR is an ergonomic backrest with a battery-operated fan which allows the user to regulate their body temperature with ease. It works by taking in air at the base and evenly dispersing it over the back to create a gentle sense of cooling. It’s especially useful for those with spinal injuries, which prevents them from sweating below their injury and makes extreme temperatures or extended periods of physical activity quite dangerous. The wheelAir can be attached to almost any manual wheelchair on which the back rest can be removed. Corien created the first prototype of the wheelAIR with a company in Belgium with whom she was already familiar, based on a bulky car battery. When she finally came to Scotland, Corien had to redesign the wheelAIR. With her background in textiles, Corien had little knowledge of how to create the integral inner workings of the wheelAIR.

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Benefits • Cools the back and core within seconds • Reduces heat and moisture build-up • Offers extra lateral support • User-friendly and rain proof • Indicates battery level But a more serious issue remained – how was she going to pay for all of this?

• Easy to attach and detach with velcro

The decision was made to crowdfund the project through Kickstarter. For Corien, it acted both as a means to raise money, and to bring attention to the project. As her market research had uncovered, crowdfunding disability products was rarely met with success, but she was happy to risk this if it meant more people would become aware of the wheelAIR. A goal of £30,000 was set, and on 1 June, Staels Design launched the campaign.

• Made to fit all active lightweight wheelchairs

“I think we learned a lot from it,” Corien said. “We did a lot of analysis beforehand on how disability products did on Kickstarter platforms and generally they reach very low amounts, more like in the region of £10,000. It was quite an expensive product to put on there. But I feel it was a very positive experience.” While they managed to raise only a third

In its current form, the wheelAIR is an ergonomic backrest with a batteryoperated fan, which allows the user to regulate their body temperature with ease...

of the amount they had hoped, it was still a positive experience for Corien. The Kickstarter allowed them to reach a whole new audience, all over the globe, who provided positive and encouraging feedback about the project, remarking how much they, as wheelchair users, felt the wheelAIR could change their lives. “I think, for me, it was a very good way of raising awareness” Corien said, “and even though we did not make our Kickstarter goal, we did create a lot of publicity, and had a lot of people reaching out to us for it. “It was just a way of testing the market, because we had a lot of investment

offers, but I found that it was better to do crowdfunding first, then go for an investment offer in a later stage where I could get a better valuation at that point. It was winning the Young EDGE and Scottish EDGE grants, as well as the Converge Challenge, which made a huge difference to the funding of the wheelAIR. The money from these organisations funded the project many times over the Kickstarter goal, and came at the perfect time - just as the wheelAIR was about to enter manufacture. “As I started winning competitions, I had enough money that I was able to go to different design houses, and I ended up  I 25

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Tech Specs • Four cooling levels • Up to 20h battery life • Rechargeable with USB port • Machine washable at 40ºC • Weighs under 1kg • Uses viscoelastic foams and breathable, anti-bacterial fabrics which are sweat and urine resistant • Fits frames of 300mm 400mm height and available in 4 widths: 300mm, 330mm, 360mm, 390mm

choosing STEP 3D, a Glasgow-based design company. Then a couple of days a week, or once a week, I would go there, and we would try a couple of things, all different types of heating and cooling and see what worked best, and we basically started from scratch before coming back to air flow being the best one.” Design was at the forefront of Corien’s mind when creating the wheelAIR. Her aim was to create something sleek, stylish and functional, which did not prioritise saving costs in productions. While many disability products focus purely on the function of the item, it was Corien’s desire to create something sleek and stylish, which would also fulfil a purpose: “For me, a lot of designers start with the idea of, ‘how am I going to make this, and how can I make this as cheap as possible.’ I found that there are big gaps in nice looking mobility products - I feel this is changing, but still, an awful lot of products just don’t look nice enough. We don’t buy clothes just because they’re functional, we buy nice clothes. “But for wheelchair users there’s often not the option to buy something nicer. I wanted to do something that looks really stylish, which only uses the highest quality materials; I wanted it to be sustainable, and obviously I wanted it to work, so we’ve been designing it for quite a while, and went through all these designs for heating, cooling and what works best, and I came up with the current wheelAIR.” It’s obvious how important design is to Corien – the wheelAIR is attractive and discreet, focusing on an unobtrusive design, which provides additional lateral support in addition to its primary purpose - regulating the user’s temperature. Rainproof and user-

friendly, it’s a product that’s simple to attach and detach from the wheelchair. It’s clear that the user was at the forefront during the design process. With the wheelAIR’s launch on 2 November, where will Staels Design go from here? Expanding the wheelAIR is a definite. Making the product more widely available and creating versions for more types of wheelchairs, such as powerchairs, are already in the works. Corien has a number of ideas: “I’ve got a whole product strategy on where I want to go with WheelAIR. I want to become a centrel of expertise in the wheelchair industry, so I’ve got a lot of ideas on how to get there. And I think we’re going to be growing quite rapidly this year. We have four people in the core team and I hope to expand this. “I’m a pretty global person myself, I’ve lived everywhere, we’re a pretty global brand, and there’s so many people all over the world who could benefit from it. We have a pretty international distribution model from the start, so the future is very exciting.”

wheelAIR Ambassador Michael Kerr, double Paralympian, former team GB wheelchair rugby captain and founder of the Michael Kerr Foundation is the brand ambassador for the wheelAIR cooling backrest cushion for wheelchairs. “I am delighted to officially be the brand ambassador for wheelAIR. When I first learnt about the benefits it could have for a huge number of chair users and especially for those with spinal cord injuries, I just had to get involved. It ticks all the boxes.”

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New ! ct u d o Pr

The Stabilo Smart Cradle We’re super excited to announce the launch of our new Cradle at this year’s OT Show! The Stabilo Smart Cradle has been developed to offer an extra level of comfort and support for those users who need it. The special posture cushions can be moulded and reworked without the need for special tools or training. A perfect fit every time!

Come and see us on stand F44

We’ll also be showcasing our full New Aspire Range alongside our classic Tilt in Space and Standard Shower Chairs. adverts_novdec17.indd 39

01257 425 623 03/11/2017 12:59

Meet the Manufacturer


healthcare We find out more about the inner workings of Osprey Healthcare from director, Paul King.

Paul King

Director, Osprey Healthcare

When was Osprey Healthcare established? Osprey Healthcare was established along with our sister company ‘The Osprey Sling Company’ in May 2009.

Can you describe what the company produces? Osprey Healthcare produces a range of stainless steel shower chairs alongside a range of Tilt in Space Chairs and Cradles. Our products have a modular design which means we are able to create ‘bespoke’ designs within the standard options of our products. We also cater for the extraordinary, having manufactured many special items which could not have been sourced anywhere else.

How many people does the company employ? We currently have 12 employees at the Osprey Healthcare branch, including the four directors. We’ve recently expanded the team having recruited an apprentice in the last month who we hope will rise through the ranks along with the rest of our excellent team.

How has the company evolved over the years? We have continuously looked to develop our range of products, to

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ensure they are of the best quality and work perfectly for our users. The team has more than doubled in size since our opening, now boasting a full team of product specialists, a busy workshop and a thriving office.

Has there been any specific turning points? The introduction of the Timo Shower Trolleys to the range in 2011 opened us up to a completely new market sector, one that we previously hadn’t gone for before. It took some time but the trolleys are now well established and one of our bestselling ranges. The top-level quality and mid-range prices have seen us compete with the much bigger players in the marketplace and the results have been great both for us, our distributors and the end users.

What is the company’s ethos? To provide products of the highest possible quality alongside impeccable customer service.

What sets you apart from your competitors? We like to think that the level of service we offer and the standard of the products we produce set us aside from our competitors. We are constantly in contact with our customers to ensure that we are meeting their needs and the needs of the end users.

What exhibitions/events do you attend and which work best for you? This year we have/will be attending: Naidex, Trade Days, Kidz to Adultz North and The OT Show. We find that different shows work well with different products. Naidex, for example, has been the best show for the Wheelable Folding Shower Chair. Whereas Kidz to Adultz North works brilliantly for our children’s/petite adult range of chairs and shower trolleys.


What is next on the horizon for Osprey Healthcare? As we continue to grow we are looking beyond the UK market, with opportunities available in North America and throughout Europe. Along with the other companies in the group we are expanding our sales and marketing teams and breaking into areas that we have traditionally never dealt with. Despite the austerity measures of the last few years, we have been able to diversify our product range and tap into new and exciting marketplaces. One of our key new products is the award-winning Wheelable, a product which is opening up new travel experiences for wheelchair users, and allowing clients to travel to venues that would have previously been inaccessible. I 29

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At ACCESS BDD BDD, we like to do things differently…

Tel: +44 1642 853 650 Email:

Access BDD Unit E3 Eagle Court, De Havilland Avenue Preston Farm Business Park Stockton-on-Tees TS18 3TB, United Kingdom

adverts_novdec17.indd 30

03/11/2017 14:35

Words by Adam Bernstein

A retailers obligation to supply


hen a retailer makes a contract to supply, for example, a motorised wheelchair, neither party expects anything other than smooth and plain sailing. However, serious problems can occur when the suppliers go bust, or can’t meet production – leaving retailers mollifying expectant customers. So where do retailers stand when they cannot continue supply? I 31

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supplier’s obligation

Contractually obligated? E

ve England, principal associate in the commercial department of Eversheds Sutherland, says that in essence, where a contract has been formed with the end user, the retailer will be obligated to deliver the goods ordered, unless there is a specific provision within the relevant contract that allows him to terminate the arrangement if that item becomes unavailable. The problem, as she sees it, is that where a contract has been entered into for the supply of specific goods, the retailer will be contractually responsible for delivering the items ordered by the customer. “The fact that the ‘supply chain’ has resulted in the retailer being unable to source the relevant item will not usually provide a right for the retailer to end the contract.” Her advice, in the first instance, is that the retailer should look to source the item elsewhere, allowing it to fulfil its obligations to the customer.

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Where an alternative source cannot be found, a retailer may look to rely on termination provisions included in their terms and conditions to ‘get out’ of the contract. However, in standard terms and conditions of sale, this is rare, and there will not usually be a provision that will account for this scenario. England points out that any such termination rights will be subject to an assessment of fairness under the Consumer Rights Act 2015 (CRA). In any event, she says that where a retailer is unable to meet its obligations under the contract, “the consumer will be entitled to terminate the contract. They will also be entitled to statutory remedies as well as being entitled to bring a claim for damages against the retailer.” Could a force majeure (unforeseeable circumstance) term apply which allows a retailer to terminate? England thinks it unlikely and even if it did, it would have to be fair.

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supplier’s obligation

Where an alternative source cannot be found, a retailer may look to rely on termination provisions included in their terms and conditions to ‘get out’ of the contract...

Protective moves A retailer’s options are limited but one way to manage the risk is if it does not ‘accept’ a customer’s order until the item is in stock. Alternatively, if the retailer wants the right to terminate a contract, including terms to provide consumers with a full and timely refund when a retailer terminates a supply of goods contract is likely to considerably mitigate against any potential risk of the term being seen as unfair. If there are any doubts about supply, retailers should also consider appropriate credit checks on suppliers, ensure it has relevant insurances in place, and avoids over-reliance on certain suppliers. Should a dispute arise it is important for retailers to note their obligations under the Consumer ADR Regulations 2015. From 1 October 2015, all traders selling to consumers need to give the consumer details of a certified ADR provider and inform the consumer about whether they intend to use that provider. See consumers/support-advice.

One option for a retailer is to supply more expensive goods (which may take longer to arrive). But as England notes, “unless the retailer can agree with the customer to pay more, then this difference in cost will be the retailer’s liability and not the consumers.” And unless otherwise agreed, a contract will be treated as including a requirement that the retailer will deliver the goods to the customer within 30 calendar days, unless a longer period has been agreed expressly by the customer. Failure here means a customer may have an immediate right to terminate the contract. England advises that where the customer terminates the contract in this way, the retailer must reimburse all payments made under the contract without undue delay. This period is not defined and includes delivery and other costs paid. England points out one serious risk to retailers: “If the undelivered goods form what is known as a ‘commercial unit’, the customer cannot reject or cancel some of the items without rejecting or cancelling all of them.” That could prove expensive. And if the replacements are inferior to what was ordered, unless agreed, the customer will have a claim against the retailer for the item either not meeting the relevant description, or the item failing to comply with the statutory guarantee of being of suitable quality. (Where the

retailer substitutes the product knowingly, it may face criminal sanctions under the Consumer Protection from Unfair Trading Regulations 2008.) The natural question to ask is - can a retailer increase prices to cover any extra costs? Here England says a term which has the object or effect of permitting a trader to increase the price of goods without giving the consumer the right to cancel the contract, is very likely to be considered unfair (and therefore unenforceable) – “it could even be a criminal act.” But what happens where a customer makes a call on a manufacturer’s guarantee but the manufacturer has since gone bust? England says the position is clear: “Notwithstanding the existence of any manufacturer’s guarantee, consumers will still have the protection of statutory guarantees against the retailer - these guarantees are not to be paid for.” She says it’s important to remember that manufacturer’s guarantees are in addition to a consumer’s specific rights against the retailer – “additional guarantees are legally binding on the person offering the guarantee, rather than the retailer from whom the goods are purchased.” She adds: “a retailer may also offer enhanced warranties or guarantees, but again, these must not look to prevent the consumer from benefiting from their legal rights.” I 33

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REHACARE Celebrates 40 Years A

round 39,000 professionals, people with additional needs, and their friends and family visited Europe’s leading trade fair for rehabilitation and care. REHACARE INTERNATIONAL ended after its four-day run on Saturday 7 October and drew great interest for the products on show, with intelligent, high-grade aids and comprehensive advisory services for people with disabilities, older people and those with chronic illnesses, on offer. Revellers travelled from over 70 countries to see around 780 exhibitors from over 39 of those nations, with around 100 being associations and organisations from sectors which work to encourage independence and the social work sector. These 100 organisations, along with all other exhibitors, presented innovative products and services, provided advisory services, and tackled current questions on disability and health politics. One of the big topics at REHACARE 2017 was mobility. International exhibitors are increasingly using REHACARE as a platform to present futuristic product concepts and to showcase prototypes that will soon be ready for the market. Wheelchairs, scooters, walking frames or specially converted or

We were immediately able to see how much our technology can help people with disabilities today and what it needs to be able to do in the future... fitted out vehicles were all on display, the exhibitors showed the entire range of the latest technology which facilitates daily routines for disabled people. Wheelchairs that can be steered using smart glasses alone, robotic exoskeletons and cars whose gas, braking and steering functions can all be easily controlled by digital systems linked to a joystick were just a few of these innovations.

One particular highlight at this year’s event was the CYBATHLON Experience, presented by The Swiss Federal Institute of Technology in Zurich (ETH Zürich). In exciting competitive games, people with physical disabilities battled it out to see which intelligent technical assistance system was the best. The competitors ran two different obstacle courses, one for wheelchairs and one for robotic exoskeletons. Professor Robert Riener, the founder of CYBATHLON and the director of the Department for Health Sciences and Technology at ETH Zürich, said: “It’s great to be able to discuss our technology with potential users and their friends and family as well as the medical experts and industry professionals here in Düsseldorf. This exchange meant that we were immediately able to see how much our technology can help people with disabilities

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The amount of countries Visitors CAME from exchange platform for rehabilitation and aid provision has been proven once again, and impressively so.“

today and what it needs to be able to do in the future. It’s the ideal platform for our mission: improving technology for day-today life.” Meanwhile, the Registered Association for Independent Living for People with Disabilities, Chronic Conditions and their Relatives (BAG Selbsthilfe) celebrated its 50th anniversary this year. It has been present at REHACARE since the very beginning, 40 years ago, providing specialist knowledge in Düsseldorf. Dr Martin Danner, managing director of BAG Selbsthilfe, was particularly impressed by the multitude of new innovations in aids. “On the 40th anniversary of the trade fair, we can see that great advancements have been made in rehabilitation and aid provision both over the last few years and over the centuries,” Dr Danner said. “This year, it was once again clear that many innovation opportunities are currently on the market. Digitalisation, autonomous driving, new advances in material development and in product usability are the most noteworthy of these. The importance of REHACARE as an

The accompanying programme of REHACARE was also met with great approval this year, with a huge range of conferences, sporting events and forums on offer. Many visitors made the most of this opportunity to try out sports such as athletics, archery, table football for blind people and wheelchair basketball, whilst experts from independent living, social care, political and cost-bearer sectors focused on the topic of people with disabilities in the working world. In the REHACARE Forum, the Living with Care@ Home forum from the Lower Rhine Care Academy offered a diverse range of further education opportunities and information, intended for both care professionals and caregivers. “It is clear that skilled care workers and caregivers made time to come to this forum specifically and had a lot of time for our presentations,” said Heike Senge, managing director of the Academy. “The ‘Wound Day’ event was particularly popular, as it addressed the topic of bedsore prophylaxis and care, which affects almost everyone who cares for someone. I hope that the knowledge that was discussed here will be taken on board by the experts in management. If prophylactic measures are implemented in good time, both physical pain and financial cost can be reduced.” The next REHACARE INTERNATIONAL will take place from 26 to 29 September 2018, once again at the Düsseldorf Trade Fair Centre.


THE AMOUNT OF countries Exhibitors cAme from

39,000 visitors

780 exhibitors

40th anniversary I 35

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What’s NEW

Daily Living Aids Having a good selection of smaller products can boost sales in your store, especially when they are strategically placed. Here you’ll find a few products that could tempt your customers into spending a bit more with you.

Knork Cutlery Box Set | 03330 160 000

The Knork is a fork with a sharp edge which will cut food without presenting a risk of mouth injury. Designed to be comfortable to use, the wide neck acts as a finger rest. This complete set contains five stainless steel utensils, including a salad Knork, knife, spoon and teaspoon.

Plug Through Night Light | 0333 0030 523

Featuring three colour settings, this night light comes on at dusk, and uses LED technology to gently illuminate surroundings. The plug-through design allows it to act as a socket, where other items can be plugged into it. The light consumes little power and offers up to 30,000 hours of light.

Night Light with Motion Sensor | 0345 121 8111

This night light turns on automatically when it detects motion. Ideal for those who get up during the night, this night light is ideal for helping to prevent trips and falls. Its light is automatic, features a detection zone of 100°, and can illuminate up to five metres in distance.

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Daily Living Aids

Plug Tugs

0800 111 4774 |

Plug tugs take away the hassle of trying to remove particularly stubborn and fiddly plugs. By inserting these around the plugs you can easily remove plugs with one hand. Also helpful for identifying different wires, this product comes with a colour coding kit to make recognising the correct cable easy.

Gel Cushion

0800 567 7222 |

Ideal for home seating, cars and wheelchairs, this gel cushion topped with soft fleece provides a comfortable addition to any seat offering maximum support and comfort helping reduce pressure and pain. Size: 48cm x 36cm x 8.5cm

Ring Pen

03330 160 000 |

The Ring Pen is designed to take much of the pain and tremors out of writing with little pressure needed for ink to flow. By putting just one finger (or toe) through the pen’s ring you can create a comfortable and stable grip which can aid with writing or practice.


01382 250 777 |

These wheelchair grippers are designed to provide additional comfort and grip for those who self-propel. The moulded silicone grippers slide easily onto the rims of a wheelchair to improve manoeuvrability and comfort for the user and are available in a selection of attractive colours for a 24-inch wheel rim. I 37

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Daily Living Aids


01509 387030 |

Now more durable, Nimble is even better equipped to withstand tough day-to-day use around the home and on the go. They have added ‘braille bumps’ inside Nimble’s sleeve to increase grip so it stays on your finger securely. These bumps also indicate to people with visual impairments which way around they should have it on their fingertip.


01454 285071 |

The Ribcap Range of head protection are light weight, foldable and comfortable to wear. There are many styles and colours to choose from including Beanies, Baseball Caps and Child Styles. All styles are 100% washable and chin straps are also available on many styles.

Do you have an innovative product you think we should feature?

At TradePoint Magazine we’re always on the look out to get our readers the best products in the industry. If you think that your product fits the bill then please get in touch:

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Is your business open to everyone? Despite growing awareness and debate regarding open and reasonable access to public places for people with disabilities, there is still a distinct lack of access to many businesses. With reasonable adjustments required under law and a whopping combined spending power from the disabled community, it is a wonder why many corporations are still falling behind. Here, Mike Glynn of MG Retail Consulting delves into this and takes a look at one shocking instance of ignorance in particular. ď ľ

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Mike Glynn


ccessibility to services isn’t easy for the whole of the population and businesses are obligated by law to make reasonable adjustments.

Mike Glynn Mike is the director of MG Retail Consulting who bring together marketing, technical, business and retail skills to offer their clients a comprehensive service to market their business.

Preparing to open your doors to all customers may involve some form of reasonable adjustment, such as a ramp or a hearing loop.”

As the access debate rumbles on, more and more high-profile incidents are making the news. A recent article in The Telegraph newspaper told of the threat of legal action against Premier League football clubs. They had made a collective promise to meet the minimum standards for disabled fans but upon breaking this, they were told that they should “hang their heads in shame”. However, football stadiums are not the only area where access room – there was not one to begin with! is a challenge for the disabled visitor. “Believe it or not, this did actually happen With the rise in the independence and to a colleague of mine. There, he stood on mobility of the disabled community, the risk his crutches remonstrating with the duty of “hurting their feelings” for not making manager and receptionist of the hotel. As a reasonable adjustments is on the increase. way of resolving the situation, a suggestion Businesses cannot afford to exclude this was made – he could use the gym changing sector any longer when the combined rooms that had walk-in showers. Needless spending power, known as the purple to say that this as an alternative wasn’t pound, is in excess of £249bn. even considered, but nothing else was Preparing to open your doors to all forthcoming. customers may involve some form of “My colleague was attending an exhibition reasonable adjustment, such as a ramp as an exhibitor and wanted to book an or a hearing loop. It makes your business overnight stay in advance. Just like every more appealing because you have made other booking, he asked the event organiser the effort to make your services available to and the hotel independently, if there was the whole audience, not just part of. All it an accessible room available. Both parties takes is one bad experience and customers reassured him that this type of room was will vote with their feet. Here, we look at the available and so a booking with the hotel experience of a business that believed it was confirmed. had made reasonable adjustments, but fell “What makes this all the more unacceptable well short of the customer’s expectation: is the hotel was promoted as the “Can you imagine going into an recommended place to stay if attending the internationally renowned hotel chain exhibition and requiring accommodation. thinking that you had booked an accessible Even the exhibition organisers made it room and on your arrival, you find out that very clear that the exhibition was about there isn’t a room for you? disability, therefore accessible rooms were “Whilst standing there in pure astonishment a necessity both to exhibitors and visitors learning that they had overbooked, you alike. now feel disappointed and extremely cross. “Meanwhile, at the hotel reception, my Yet there’s more - you are then told the real colleague was trying to check-in on reason why you don’t have an accessible

arrival. The somewhat uncomfortable duty manager claimed that an outside agency had been responsible for the booking of the exhibition and a detailed brief should have been made available to the hotel with facility requirements and clear responsibilities defined. Obviously, this just wasn’t the case and as with all complaints, it’s the initial response of the person in charge at the time that deals with unforeseen issues as they arise. “My colleague’s tale helps to clearly indicate the complete lack of awareness from the hotel regarding the requirements under the Equalities Act. Reasonable adjustments and the injuries to feelings were not a consideration in this particular case. “The hotel in question has a slogan ‘Make it Right’, specifically focused on improving the whole visitor experience. Clearly, at this time the hotel fell far short of the mark by not understanding and providing for a growing market of more mobile and independent disabled customers. “Names have been left out of this for legal reasons, but suffice it is to say that this will not be an isolated incident.” To ensure that your business meets the necessary standards please contact and quote MGACCESS. I 41

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It’s the most wonderful time of the year... ...not just for jolly revellers and excitable children, but also for the retail and manufacturing industry. With the booming Christmas shopping market demanding more and more from companies year on year, competition to offer customers the best product and value for under their tree heats up in the chilly Winter months. Christmas presents lists are part and (neatly gift wrapped) parcel of the festive period, and here’s a peek at TradePoint Magazine’s Christmas wish list before we send it off to the North Pole.


Blue Badge Company 1 Toilet ries

Case, Make Up Bag and Eye Mask Gi ft Set Blue Badge’s to

iletry bags com e in a range of prints and ar e perfect for st oring beauty products whilst travelling or at home. Both the larger wash bags and more compact make-up bags come with a w aterproof PVC lining, are lightly padded for extra protection and have an easy zi pper closer. bluebadgecom

With Christmas just around the corner, Blue Badge Company have launched their brand new luxurious range just in time for the Christmas shopping period. Their new line of stylish independent living and travel accessories brings beauty to the everyday. With a number of Kensington leather products including notebooks, blue badge display wallets, purses and keyrings, they have also a stunning number of elegant treats to help you keep warm and pampered this winter.

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Christmas er 2 Lavend mer ar ers offer rm WheaatvableW wheat wa can

Customisab le 3 Lap Trays Blue Badges’ be

row py. Users These mic romathera o minutes a d n a t a e both h in only tw armer up d the heat the w ping the bag aroun ing a ons or ach before sh lieve tensi re rs, u to o a h r re a fo in heat targeted ta re to d e othing gn areas. Desi off a relaxing and so e iv g ent. they also lavender sc ecompan bluebadg

4 Heate d Lap B l anket This so ft h and car eated blanke t

an bag lap trays offer a practical and at tractive surface users to both w area for ork at and eat off. Customers can choose fro m a range of de signs or personalise it w ith a photo to gi ve it a personal touch. Sturdy, wipe-cl ean and durable, the tra ys are 33cm by 43cm and are perfect for prot ecting laps fro m hot plates. bluebadgecom

a feature both th daptor, makin s a main g it ide e home s al for u and car. around se in It can b should e ers or d where raped o wrapped it ver the helps p not only heat lap, s the w romot improv e rebuilding in earer, but es circu lation a jured tissue, nd relie muscle ves pain. parkin sons.o | 0333 0 030 52 3






And here are some other treats we’d love to find in our stockings this Christmas morning.



Ladies Eliza Patterned Easi Fit Slipper 6

ter a W t o 5 H ottles i B e large and min

dmad e in ttles com Their han water bo ts and are t o h d e padd ul prin f colourf help a range o h a satin bow to it w e large h d finishe eather. T mini w r te in ew the combat th s two litres while to ease ld rs o e h s u le bott allow to e tr go. li a lf e on the holds ha ains whil p d n a s k ache gecomp bluebad

This pair of bootee slippers feature a soft, cosy liner, ideal for keeping feet warm during the cold winter months. Featuring a Velcro strap and stretch fabric, the bootees will expand to accommodate for swelling, and touch fastening allows them to be individually adjusted for each foot. Strap extensions are also available for especially swollen feet. 0164 280 5050 |

7 Christmas Foam Stres s B a ll Featuring a ha

ppy, smiling Sa nta Claus, this ball is Ideal for both indoor an d outdoor play, it can be sq ueezed and sq uashed without fear of breaking. This stress ball is great for sens ory play, and ca n be used as a stress ball, or to exercise th e fingers, returning to its original shape afterwards. 0151 647 0864 | sensorytoywar I 43

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Derek MacHale talks Trade Days On 8 and 9 October this year, the industry came together for the Trade Days exhibition, with manufacturers and retailers from across the country meeting at the NEC in Birmingham to showcase new products, meet existing clients and more importantly, talk new business. With 2017’s exhibition promising the busiest, buzziest show yet, we found out what show manager Derek MacHale made of this years’ event.


t has been a really good show,” Derek said. “You can definitely feel there has been a buzz and excitement in the air which is exactly what we wanted. We know that there are still improvements that can be made and changes do not happen overnight, but I really feel that this show has proven that we have learned from previous years and have made the right moves.” Initially launched in 2014, Trade Days remains the industry’s sole exhibition dedicated to the mobility and independent living trade, setting itself apart by offering manufacturers, retailers and distributors a space where they could talk business. “It was important to us that we reinforced to the trade that Trade Days is still very much the must-do show if you operate within the industry and I hope people can see that the show is really heading in an exciting direction. We understood that adjustments needed to be made and I think given the time, we have really made our intent clear. Given a full year cycle, I am extremely confident that we will be in a great place,” explained Derek. This year’s show introduced a number of new features, including catering for attendees, a dedicated arena for practical advice and even a magician. “The reactions to the new features have been really positive and exhibitors and

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People also found the Trade Topics table useful. Getting a chance to sit down with an industry expert who is prepared to sit down, moderate a session, talk in-depth about a topic and give valuable advice is wonderful...” they had three-times the number of people visiting their sessions in 2017. “People also found the Trade Topics table useful. Getting a chance to sit down with an industry expert who is prepared to sit down, moderate a session, talk in-depth about a topic and give valuable advice is wonderful,” continued Derek. “I am a big believer in education at events, ensuring industries are sharing and learning new information, knowledge and bestpractice, so those are the features I am proudest about. I would certainly say the ‘product demo’ area worked well too and we already have ideas about how we can tweak it to make it even better next year. The funny thing is, some exhibitors told me that they were so busy on their stands, they didn’t even get the chance to use it.”

attendees alike have really appreciated that we have tried to do something different,” said Derek. “I think a big tick is the ‘how-to’ arena. In the past, the seminars have often been quite theoretical and very similar to what you find at other exhibitions. This year, the content has really been focused on practical advice that attendees can implement. That change in focus is subtle but important and the reception has been positive. Derek explained that some speakers that had given presentations in 2016 found

Discussing whether the numbers of attendees had seen a rise, Derek explained: “Numbers have been strong and we saw a 2.5% growth from last year, which is a great result for the show.” “I think everything has been well received and we just need to continue to build on that for next year. I would also like to say a huge thank you to all our exhibitors and attendees for your continued support.” You can register your interest in Trade Days’ 2018 exhibition now, which will take place on 7 and 8 October at the NEC Birmingham.

section - xxx Trade Days in numbers


delegates attended

£1.78 billion spending power of audience


of audience made up of company owners, directors and managers


of delegates have made a purchase as a result of Trade Days


of delegates met new buyers or discovered new products at Trade Days I 45

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Electric Mobility



Electric Mobility launch UK exclusive new power wheelchair with Dietz Power


he new Sango Advanced was launched to retailers at Trade Days 2017 with the support of the German manufacturer, Dietz Power. The modular electric wheelchairs will only be available through Electric Mobility as its UK distributor and their network of approved UK dealers, following the success of the Sango Advanced in German markets. The latest addition to Electric Mobility’s Rascal Rehab product range will be available in front, mid or rear wheel drive with the opportunity to specify measurements amongst a variety of other bespoke options including lift and tilt, and articulating leg rests. Jonathan Hearth, managing director said: “We saw this partnership with Dietz Power as a great opportunity to bring sturdy German technology to the ever-increasing rehabilitation market within the UK.

“We prioritise the continued growth of our Rascal Rehab collection line and are passionate about bringing this product to our specialist dealers who can help facilitate when individuals have specific needs. “The Sango powerchair range received a great response at Trade Days 2017 and we can’t wait to see this new, exciting product aiding the lives of those with disabilities in the UK.” Call Electric Mobility on 0800 252614 to arrange a demonstration or more info at


Key features Crash tested Lowest seat to floor height of 39cm/15.25” with 14” wheels Full lift and tilt functions FWD, MWD, RWD Fully configurable 160kg (25 stone) weight capacity Motability listed Super smooth driving Colours - red, blue or gold I 47

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What’s NEW

Every issue, TradePoint Magazine brings you the latest products to enter the independent living sector. Take a look through the following pages to find out what’s new in the marketplace.

Handy Pillowlift 0800 255 0498 |

Compact and easy to use, the air-filled Handy Pillowlift pillow is a comfortable option for raising users into a seated position. As well as being quiet and lightweight, meaning your partner can remain undisturbed, this pillow is ideal for use in hotels and, thanks to its batteryoperated setting, during travel.

Camel Lifting Chair 0800 111 4774 |

Offering both comfort and emergency care, the Camel Lifting Chair allows a user to fully lift themselves to a sitting position after a fall. Using a simple hand-controller compressor (included), the chair can inflate and get the fallen person back to a position from which they can get to their feet.

Corinium Owl Walking Stick 03330 160 000 |

Stylish and practical, this walking stick is handmade and can add a touch of class to any situation. Weighing less than half a kilo, this decorative and lightweight piece has a unique design, bringing together the bold owl handle with the sophistication of the hardwood shaft and gold collar.

Do you have an innovative product you think we should feature? At TradePoint Magazine we’re always on the look out to get our readers the best products in the industry. If you think that your product fits the bill then please get in touch:

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Invacare Medley Homecare Bed

0333 305 3297 |

This high-quality homecare bed features a fully electrical four-sectioned profiling frame, which allows for a range of height combinations, making it simple to find a comfortable position for treatment and posture support. The bed is available in two heights: a standard height of 40-80cm, and a low height of 33-73cm.

VIP2 Tilt in Space

0845 630 3436

The VIP2 is an upgrade of the popular VIP self-propelled manual chair but now features a tilt in space function, deeper seat and more space to fit third party backs and lateral supports. Additional features include adjustable height, flip back armrests, footrest hangers that swing in and out, ergonomic headrest and lumbar support. The wheelchair is foldable which means it can be easily transported and stored.

StrongBack Self-Propel Wheelchair 01787 882244 |

The new self-propel wheelchair from TGA is the latest version of the award-winning ergonomic StrongBack which encompasses a contoured backrest for effective lumbar support. Its sculpted seat provides enhanced postural support for a wide range of wheelchair users who can benefit from increased comfort and reduced slumping or slouching. The folding StrongBack is the ideal transportable wheelchair as it is lightweight and easy to manage with a compact shape yet has a high user weight capacity of 135kg. The new StrongBack is compatible with the leading TGA Powerpack. I 49

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