Tradepoint jan feb 17

MAGAZINE

ISSUE 16 JANUARY/FEBRUARY 2017

KEEPING YOU CONNECTED

TOP TRUMP? MAINTAINING COVER

WHAT DOES TRUMP’S VICTORY MEAN FOR THE MARKETS?

Understanding the Insurance Act 2015

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WHAT CAN YOU EXPECT FROM THIS YEAR’S SHOW?

PLANNING 2017 Setting your sights on the year ahead

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S T Y L E I N N O VAT I O N C H O I C E MORGAN POWERCHAIR The Morgan powerchair is an excellent product for both indoor and outdoor use. It’s small turning radius allows the users to manoeuvre freely at home whilst the powerful motors are great outdoors. It also offers superior handling over rough terrain due to its all-round independent suspension.

The modern sleek design available several seating configurations and colour options make the Morgan a versatile solution.

a Mid-wheel drive ensures a turning radius of only 65cm for great indoor control.

a Narrow width of just 60cm makes it easy to navigate through doorways, into lifts and around confined spaces.

a Six wheel independent suspensions deliver a smooth ride.

For further details please call 0845 630 3436 or visit www.karmamobility.co.uk.

Karma Mobility Ltd Unit 6 Target Park, Redditch, Worcestershire B98 8YN T: 0845 630 3436 E: info@karmamobility.co.uk www.karmamobility.co.uk

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welcome

I

Welcome to TradePoint Magazine

will begin with wishing you all a happy new year and trust that the festive period was successful for you and your business.

Over TradePoint’s Christmas break, our editor, Ros, welcomed a new addition to her family and I’m sure you will join me in wishing her and hers the very best. I hope to continue to deliver the high standards in my acting editorship that Ros held in such high regard until her return in the autumn of 2017.

As we usher in the new year, we are exposed to great uncertainty.

After arguably the most important and controversial election in modern history we are left facing the very real concern that an overhyped, misogynistic reality TV businessman is president of the most influential and powerful countries on the planet. We explore what this could mean for world trade on page 19.

Lisa Mitchell Editor

This issue will also feature tips and advice for planning out your company’s 2017 that will hopefully aid you to grow and improve in your industry, find out more on page 14.

We also have highlights from The OT Show 2016 that took place last November. We get you into the spirit for the Naidex event in March and Adam Bernstein talks numbers and cover when it comes to insurance and much more.

We love to hear from our readers. If you have any comments, queries or anything of interest to the industry please feel free to email me at lisa@2apublishing.co.uk.

It is with this that I wish you a very prosperous and rewarding 2017 and I hope that you enjoy this issue as much as we enjoyed bringing it to you.

Follow us on Twitter @TradePoint_Mag

WELCOME TradePoint Magazine, Acting Editor

The Team Editor Lisa Mitchell Designer Stephen Flanagan

Member of PPA Scotland

Sales Robin Wilson

January/February 2017

Marketing Assistant Sophie Scott Contributors Colette Carr Niki Tennant Adam Bernstein Mike Glynn

Contact details

Caledonia House, Evanton Drive Thornliebank Industrial Estate Glasgow G46 8JT T. 0141 465 2960 F. 0141 258 7783 E. enquiries@2apublishing.co.uk www.tradepointmagazine.co.uk

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.

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contents

CONTENTS January/February 2017

07 Industry news

All the latest from the independent living sector

13 Guest column

Mike Glynn, director of MG Retail Consulting talks of the future of health retailing

14 Planning 2017

Things to think about for the year ahead

19 Top Trump?

Adam Bernstein explores just what the US Election could mean for world trade

23 60 Second interview

We take a minute to talk to Peter Scullion, Managing Director of Lewis Reed

30 Meet the Manufacturer

We find out more about Monarch Mobility

32 Naidex 2017

We preview this year’s event

39 Maintaining cover

Looking at what the Insurance Act 2015 could mean for you

FEATURED PRODUCTS

The latest products to enter the marketplace

43 All Terrain Wheelchairs

Read how the Extreme X8 Powerchair has helped Abbie Hunnisett get back to the great outdoors

44 The OT Show

Reflecting on another successful OT Show

46 Ottobock

Prosthetic giants Ottobock praise Government green light for the Clinical Commissionary Policy: Microprocessor-Controlled Prosthetic Knees

25

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industry news

INDUSTRYNEWS SPECIAL 2017 offer from repose furniture

NEW TEAM MEMBER AT ALL TERRAIN WHEELCHAIRS

A

ll Terrain Wheelchairs is delighted to announce the appointment of Mark Weston to the role of Sales & Maintenance Engineer.

In his new role, Mark will be involved in meeting potential customers around the country and demonstrating the powerchair in which they have expressed an interest. Mark will also be responsible for visiting existing customers to service and maintain their ATW powerchair. “I am very excited about joining Cheryl and Richard at All Terrain Wheelchairs.

The company has a fantastic range of products and seeing the difference they make to people’s lives is amazing,” commented Mark.

Away from work, Mark enjoys spending time with his family and in partnership with

As part of its ongoing commitment to its UK retailers, Repose has announced that every home chair ordered in January 2017 will come with a free ‘care kit’. The ‘care kit’ consists of a pair of arm caps and a head cover, giving you a promotional opportunity for your customers.

L-R: Mark Weston, Richard Kusnierz, Cheryl Thomas and David Thomas

Richard he volunteers his time to run a local kids football team Lawley Lightmoor Comets under-8s. They have been doing this for two years now, and describe it as both challenging and rewarding in equal measure!

“We are very excited about Mark’s appointment. He brings with him a wealth of customer service experience having spent 15 years in retail and myself and Richard believe this will be hugely beneficial to us as a company and to our customers,” commented Cheryl Thomas, Sales Co-ordinator.

For more information on the full range of powerchairs available from All Terrain Wheelchairs or to book a demonstration call 01952 471255, email info@allterrainwheelchairs.co.uk or visit www.allterrainwheelchairs.co.uk

To qualify for this special offer, retailers need to quote code JAN17 when placing an order.

“We are very aware that from a retailer perspective January is not always the easiest month following on from Christmas and hope that this special promotion will help. I would also like to take this opportunity to thank all our UK retailers for their continued support in 2016 and wish them all the best in 2017,” said managing director Lisa Wardley.

Repose is a family-run business, with over 100 years of combined experience in designing innovative seating solutions that deliver quality and comfort for the home, health and care markets. Working in partnership with healthcare professionals and through intensive research and development, Repose continues to refine its seating solutions to conform to the rigorous standards of the UK healthcare market.

For more information on the full range of bespoke adjustable furniture available from Repose and retailer opportunities call 0844 7766001, email info@reposefurniture.co.uk or visit www.reposefurniture.co.uk

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industry news

JOHN PRESTON HEALTHCARE TO DISTRIBUTE MOUNTAIN TRIKE IN NORTHERN IRELAND The Mountain Trike Company, who manufacture all-terrain wheelchairs have just signed John Preston Healthcare Group as distributor of their products in Northern Ireland.

with Irish Wheelchair Solutions who have been distributing our products in Southern Ireland since 2013 – so we now have a great network for customers wishing to see our products in Ireland.”

The John Preston Healthcare Group specialise in the supply and distribution of medical, homecare and mobility products to the public and private sectors. They supply direct to the public via their showrooms or their online store.

A sixth generation family business, it has been established in Ireland since 1846.

Aidan McCormack, Group Marketing Manager at John Preston Healthcare Group, says, “We are continually looking to expand our product offering to customers and look for innovative products that can help with the care and mobility issues some of our customers face. The Mountain Trike is a fantastic product and there is nothing quite like it out there – a manual wheelchair that can travel over any terrain whilst the user’s hands stay clean and dry is so unique! The plan is to have a demo model in our showroom so we can offer customer demonstrations, but in the meantime we are marketing the product through our website and customers can contact us for further information. I have no doubt that for those wanting to access the outdoors in comfort and safety that the Mountain Trike is the perfect solution and the team at John Preston Healthcare are delighted

Talking about the new distributor, Tim Morgan, Managing Director at Mountain Trike says, “The Mountain Trike Company is a fairly small UK business and having established mobility companies who can distribute and demonstrate our products in their region is of huge benefit to Mountain Trike. Getting our products seen by more potential customers is key to our success. John Preston Healthcare is a long established mobility business who can offer customers the confidence that they are dealing with knowledgeable professionals within this sector and I’m thrilled to welcome them as our distributor in Northern Ireland. We already have an established relationship

to have the Mountain Trike available in our product range for our customers.”

For further information about John Preston Healthcare please visit their website www.johnpreston.co.uk or call 028 92677077 or email enquries@johnpreston.co.uk.

For further detail about The Mountain Trike Company please visit their website www.mountaintrike.com.

Patterson Medical to be renamed Performance Health Patterson Medical has recently made the acquisition of Performance Health, the manufacturer of some of today’s leading rehabilitation, recovery and sports medicine brands, including Theraband®, Biofreeze® and Therapearl.

Bringing these two great companies together has created the foremost multichannel supplier to the global rehabilitation, recovery and sports markets.

We are now pleased to announce that Performance Health will become our new

combined company name.

Under our unified brand, we will have a common purpose and vision to galvanise our activities as we capitalise on the core strengths of both organisations to bring you an unparalleled range of products and brands supported by industry leading expertise, knowledge and service, helping you to achieve the highest levels of performance.

Our new company name reminds us every day of our collective passion: ‘Enabling

People to Feel Good, Perform Better and Live Great’. For now, this exciting news is for your information only, as we plan our transition to Performance Health in early 2017.

There are no changes today to the way we work with you so you will continue to receive invoices and make payments to Patterson Medical as normal, and we will keep you informed of the timing and changes to come in the months ahead.

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industry news

PACK IT IN TOPRO LIMITED TO LAUNCH NEW ROLLATOR AND EXPAND UK RETAILER NETWORK IN 2017 Topro Limited, the UK importer for the Topro range of rollators is delighted to announce the launch of the Odyssé rollator and plans to expand its presence in the UK by appointing new retailers in 2017.

The company has a comprehensive portfolio of independent living solutions including three Rollators - the Troja Classic, the 2G and the Olympos. Complementing the range of rollators is the Taurus which assists people to move from a sitting to standing position and the Forearm Walker with gutter arm supports.

Completing the range is the hugely popular Rollz Motion which is a combined wheelchair and rollator in one. All rollators come with a seven-year warranty and additional options include a one sided brake and the drag brake.

There is also a wide selection of additional accessories available.

“Over the last 10 years Torpo Limited has grown to its current position as one of the

UK’s leading providers of independent living solutions with retailers across the UK. In 2017 we are looking to increase this presence and would like to hear from anyone who is interested in becoming a Topro retailer,” commented Paul Briggs, Sales Manager.

The Topro ethos is based on the importance of testing and obtaining international approval of its rehabilitation products. All Topro products are tested and approved at official independent test institutes (TÜV in Germany and HMI in Denmark) in accordance to relevant international standards and EU directives.

For further information on the full range of products available from Topro and potential retailer opportunities please call 0115 8465406, or visit www.topro.co.uk.

BIONIC WHEELCHAIR Researchers at the Technical University of Munich (TUM) have developed a brand new self-stabilising stairclimbing wheelchair.

TUM scientists decided that for a wheelchair to climb stairs effectively, it must operate the chassis with one axis to allow it to move backwards, forwards and rotate around the axis simultaneously and be stabilised by the inverted pendulum principal.

To ensure that it provides a user with independence of use, a bionic concept was decided upon, with two ‘feet’ that have a similar configuration to human legs attached to the wheelchair. When ultrasonic sensors detect stairs ahead, the wheelchair reverses itself into the stairs until the two back wheels have met the first step. The

‘feet’ are then extended and the wheelchair is raised onto the step. The electric motor allows the feet to then push it up again, while a camera makes sure that it is firmly and fully on a step. Once at the top, the legs are retracted and it is swung around into forward drive mode.

Professor Bernhard Wolf of the Heinz Nixdorf Chair for Medical Electronics at TUM said: “We want to give people a truly viable mobility alternative with this wheelchair.”

Poorly designed packaging in the mobility sector can cause problems for many older and disabled people. It’s not just difficult to open, it’s potentially dangerous too.

At Welwyn Garden City-based charity HAD’s equipment centre, many of the smaller mobility aids are packed so tight a non-disabled person would struggle to break into them unscathed. For a one-arm amputee or someone with arthritis, MS or a skin condition like psoriasis or eczema, it can be almost impossible to open these products.

HAD occupational therapist Jonathan Hill explained: “Heat sealed packaging is an industry problem and not the fault of one manufacturer. It’s ironic that in our sector all products need to be easily accessible, and at the moment they are not.

“Disabled people need help not hindrance when buying mobility products and they are not getting it from some mobility product suppliers.”

Jonathan is also concerned that many people might destroy the packaging in order to get the product out, and then be unable to return it if it’s not suitable.

But it’s not all bad news. The Multi Grip by Able2, formerly Pro Medics, is an example of good, thoughtful packaging. The plastic cover has a wraparound design that is simple to unclip from the back.

Whilst this is encouraging news this global infatuation with plastic packaging needs a drastic re-think. It’s a problem for everyone and has far reaching ecological implications too.

Perhaps it is time for manufacturers to come up with an alternative to plastic.

For more information on HAD visit www.hadnet.org.uk

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industry news

SIMPLE STUFF WORKS HELPS CHILDREN IN BANGALORE Simple Stuff Works recently donated equipment to The Unit of Hope in Bangalore.

The Unit of Hope was set up in 2004 to provide comprehensive, multidisciplinary care for children with special needs, providing subsidised care for those who cannot afford it or do not have access to it.

Julie Hudson, a children’s physiotherapist for South West Yorkshire partnership NHS Trust recently returned from Bangalore where she was working with The Unit of Hope and saw the benefits of the donated equipment for herself, as she explained. “The donation of postural management equipment was really appreciated by The Unit of Hope. It enabled

us to demonstrate and teach postural management to professionals, carers and families of children with complex needs.

Although we are aware that such equipment cannot be sourced in the region that we were working in, it provided parents and staff with valuable information about what is required to help to support the children.

One thing we really learnt from our visit is how resourceful everyone was and how they would go away and adapt or produce similar items from more readily available materials”.

“I am delighted to see what a difference our donation has made to the children, parents and staff at The Unit of Hope. Here at Simple

Stuff Works we pride ourselves on supporting charitable organisations when possible and hearing such positive feedback from Julie and seeing the pictures of the children using our equipment is brilliant,” commented CEO Sarah Clayton.

Simple Stuff Works is an award-winning organisation. The therapeutic positioning system won the British Healthcare Trade Association Independent Living Design Award in 2011 for its simplicity and ease of use. In the last 12 months Simple Stuff Works has gone on to win the British Healthcare Trades Association Best Established Product

MOTABILITY SCHEME DEALERS CELEBRATE NATIONAL AWARDS WIN Recognition for outstanding scooter and powered wheelchair dealerships Scooter and powered wheelchair dealerships around the UK are celebrating winning a national award for outstanding service to customers of the Motability Scheme. The winners in each category were all rated as 9.66 out of 10 or over. Ability Plus, the winner in the small category, received the maximum 10 out of 10 score.

Tim Newbery, manufacturer and dealer services director, Motability Operations Ltd, commented: “Delivering exceptional service to our customers is one of the key objectives of the Motability Powered Wheelchair and

Scooter Scheme. We have made a number of enhancements and improvements to the service our customers enjoy, and it is fantastic to see our dealer partners continuing to support our commitment to excellence.”

The awards recognise commitment to high standards of care, going above and beyond and achieving phenomenal feedback from customers. With 15,000 scooter and powered wheelchair customers throughout the UK, the Motability Scheme offers a worry-free leasing option to disabled people with insurance, breakdown assistance and servicing included.

Anyone who receives the Higher Rate Mobility Component of the Disability Living Allowance, the Enhanced Rate of the Mobility Component of Personal Independence Payment, War Pensioners’ Mobility Supplement or Armed Forces Independence Payment can exchange their weekly payment to lease a new scooter or powered wheelchair through the Motability Scheme.

For more information please visit www.motability.co.uk and to see a video showcasing one the winners please visit www.youtube.com/ watch?v=PSxDHi45fEw.

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industry news

Award in 2015, the Tamworth Business Awards 2015 for Manufacturer of the Year and was a finalist in the Staffordshire Chambers and Commerce Business Awards 2016 in the International Trade category, a huge honour as the final winner was the Staffordshire ceramics giant Portmerion.

For more information on the full range of therapeutic positioning solutions and training available from Simple Stuff Works call 01827 307 870, email admin@simplestuffworks.co.uk or visit www.simplestuffworks.co.uk

AWARD WINNERS The winning and commended awards were based on direct customer feedback and are split into three categories based on their fleet size:

LARGE CATEGORY (FLEET SIZE OVER 200) • Winner: Millercare, with showrooms throughout the North-west • Commended: Parkgate Mobility and Chartercare Mobility

MEDIUM CATEGORY (FLEET SIZE BETWEEN 100-200) • Winner: Scootermart Mobility Centre based in Berkshire • Commended: RKS and Mobility Direct

SMALL CATEGORY (FLEET SIZE BETWEEN 25-100) • Winner: Ability Plus with showrooms in Kent • Commended: Optimum Mobility and Active Mobility

CUSTOMER CARE SUPREMO STILTZ LIFTS SCOOPS PRESTIGOUS AWARD Home lifts specialist Stiltz Lifts is on the up after being named Team of the Year 2016 for exceptional customer service at the British Healthcare Trades Association (BHTA) Awards in London. This coveted award is voted for by consumers who complete and return feedback cards to the BHTA throughout the year.

The Stiltz Lifts team scored highly - both in terms of the quantity and quality of comments from customers - with many describing the company as friendly, helpful, professional, customer-focused and care-driven.

Customers specifically commented that Stiltz Lifts team members were ‘extremely helpful and courteous’, had ‘great product knowledge’ and were ‘very polite, punctual, well-organised and confident’.

“Not only is it our objective to offer customers the highest quality home lift product on the market, but also to ensure we provide the best sales and after-sales support.

“From the moment a customer first contacts the Stiltz sales team, they need to feel looked after. Our sales advisors have demonstrated that they make it their job to listen to specific customer needs and provide them with dedicated support during the site survey phase.

“Our installation teams take huge pride in fitting Stiltz home lifts in customers’ homes and likewise, our after-sales support team have shown they are always available to answer any queries once the lift has been installed.

The domestic lift manufacturer’s firstever BHTA award was accepted on behalf of the company by Stiltz Lifts Chairman Mike Lord and Trade Sales Manager (UK) Gino Farruggio at the glittering awards ceremony, which was hosted by TV personality Penny Smith.

“This BHTA award proves we really do care about our customers and we are delivering on our promises.

We’ve received outstanding reviews from customers and we thank them for taking the time to complete the feedback cards. As Chairman of Stiltz Lifts, I am very proud of the whole team.”

Mr Lord said: “Everyone at Stiltz Lifts is thrilled that we have won our first BHTA award, especially for something as important as customer service.

Making sure we provide customers with the best possible service is at the root of everything we aim to achieve at Stiltz Lifts, and it’s fantastic that this is what we have been recognised for.

Steve Perry, Marketing and Communications Manager at the BHTA, said: “This is great news for Team Stiltz as the award is based purely on the feedback from customers.

It illustrates the commitment the company has to supplying excellent products and delivering the highest service levels to its customers.”

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Hundreds of Chairs in One NHC launches the NEW TailorMade high back chair range A high back chair with a range of options to get the perfect fit and style for your customer.

With a single chair, demonstrate in store with your customer: •

4 different back styles

•

Different heights and widths

•

3 different arm styles

•

Matching 2 seater sofa

•

With or without integrated foot stool

•

Quality – made in the UK to fit your customer

•

Over 40 fabrics to choose from

If you would like to join our growing retailer network then get in touch with the team on 0800 037 3108 or email sales@nhc-technology.co.uk V06161016000817

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health retail

HEALTH RETAIL IS CHANGING

By Mike Glynn, director of MG Retail Consulting

S

omeone recently commented that there would be no need for shops in 20 years time. So with that in mind how does that look for today’s retailer.

Whilst some may be fortunate and astute enough to own their buildings, many will be paying rent, and tied into a term agreement.

The flip side of ownership however is resale and flexibility of use, which of course is dependent upon location. I don’t subscribe to this but believe that the future store isn’t far away.

Next is the rising price of product due to outside influences such as Brexit and the American Presidential election which have affected currency values and ultimately the cost of goods traded. Then behind all of that lies the politics of trading agreements and debt management of the NHS namely cuts.

So how does the traditional retailer compete? Your life plan is in your business and to make matters worse you are now competing with Amazon and Argos who bring with them massive brand awareness and distribution efficiency. These are two things that the industry isn’t well known for.

The whole area of health independence and a growing population in this market makes it also the fastest growing market segment, and therefore more attractive to mainstream retailers as a niche. The future of product delivery is changing. Wherever the human element can be removed by

technology it is then replaced by something that is working 24/7. The way in which they capture information isn’t by written forms when the customer contacts you. It’s by the customer’s behaviour, not only through their own companies but through wholly owned sub companies looking at different buying patterns.

The question is how are you going to compete with an online superpower that is just starting to make inroads into the health retail market? And let’s not forget our homegrown competition Argos, which much of the target segment will be familiar with and trust. It’s not all about 24/7 service and delivery within 24 hours but in a world where we are constantly on the go. Anything that makes our life easier to cope with at the click of a button we will welcome and embrace.

This is the first of two columns

by Mike. Be sure to catch the March/April issue of TradePoint Magazine.

Just a few things about Amazon: • Amazon has a turnover in excess of £71.1bn and is the biggest global retailer online.

• The companies owned include Goodreads, IMDB, Audible, Woot, Lovefilm, Twitch TV, and one that brings them all together on TV recently is Alexa.

All of these businesses collect data on our spending habits and buying patterns.

“The question is how are you going to compete with an online superpower that is just starting to make inroads into the health retail market?

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grow your business

PLANNING

2017

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grow your business

The new year always brings about a sense of a fresh start, but resolutions are thrown about with little regard for actually keeping them for more than two weeks tops. But it’s not a bad idea to apply these traditions to your business and go back to basics to plan for 2017. You have probably already drawn up your business plan for 2017, and maybe even 2018, but there are still things you can have a think about for 2017 now.

REACQUAINTING KNOWING YOUR YOURSELF WITH MARKET AND YOUR BUSINESS – WHERE IT IS GOING As previously stated, knowing your LOOK BACKWARDS business year inside out is crucial TO LOOK FORWARDS last to a successful 2017. No business – Before you really think about forecasting and advanced planning, it’s wise to reflect on the past year to ensure you don’t make the same mistakes, and know what direction you are taking.

In business, the past can often be your future’s best friend, so sit down and get to know your business again.

Have a look over the past year’s ups and downs, revisit your goals and objectives, and figure out what you want and need to do.

By realising how you could have done better and knowing what went wrong, you can save time and energy by avoiding these mistakes in the future and know how to solve these problems quickly and efficiently should they ever arise again.

Where possible, re-evaluate your business’ original goals, objectives and priorities, see if these have changed at all (even if only slightly) in the past year and then rewrite them in order to provide an up-to-date and coherent direction.

and especially not retail or consumer businesses – can survive or grow without a willing market which buys into your product and vision.

Knowing your market well can be half the battle in forward planning and ensuring your organisation goes from strength to strength.

What worked particularly well for you in 2016? What didn’t? Identifying what brought in the most interest and revenue and capitalising on it well, and brushing away the cobwebs from what may have taken a dip or getting rid altogether will give a clearer focus and direction, and allow more time to develop your big money-spinner.

The fast-paced world we now live in though means we are distracted easily and our heads are turned by the new products and technology that pop up every day. Understand that consumers are more fickle than ever and that keeping up with the modern world requires close attention.

Pinpoint gaps in the market to improve or increase production, or add more products or services. 2017 may finally be the year that you venture into the big bad world of the internet, or it may be the year where an idea that has been lingering can come to fruition. Knowing what your market wants isn’t enough though.

You must know where they are and how you can reach and bring them in.

It’s no secret that we live in a digital age that is affecting the retail sector.

TLT Solicitors’ Retail Growth Strategies in 2017 document outlines that sales in physical stores are predicted to drop by 15%, while online sales via a desktop or laptop are expected to rise by 20%, and online sales from mobile devices are projected to go up by a whopping 78% - numbers to give plenty of food for thought.

Use this to your advantage and look closely at your online presence and strategy in order to build a growing online market and keep connected with consumers, and in turn, think of ways to make the most of any shop floor space you may still have instore.

With mobile sales rapidly growing, think about making your website not only mobile friendly, but mobile centric. 

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grow your business

“Your time and money management may be something you want to brush up on as we start the new year.”

Ensure your website is easily accessible, simple to navigate through and is straightforward to purchase from – or even develop an app.

TLT also report that the top five investment areas for those in the retail industry are related to e-commerce, such as consumer-facing technology and IT systems and logistics necessary to support customers throughout the process.

It seems like a no-brainer, that knowing your market is one of the simplest areas of business, but complacency can be costly, so the new year may be the perfect time to take stock of how you are catering for those who keep you in business.

EXPANDING AND PLANNING If steps one and two have you thinking about going down new avenues, you may need to think now about the workforce behind it. If you don’t have the funds to expand your staff, think of ways to get the most out of your employees.

Cut out tasks that may be too time consuming and irrelevant in the bigger

picture, or look into getting freelancers on board short term to get the job done.

Many businesses at the turn of the new year are thinking of employing new core staff. Creating new roles and reinvesting in hiring may be the answer to your expansion prayers. Just make sure you can afford to expand financially and have enough faith in your new venture for it to pay off.

TIME AND MONEY Possibly the two most important things in your business. Your time and money management may be something you want to brush up on as we start the new year. Make it your New Year’s resolution to manage your time and money better.

Cashflow is often heralded as the ultimate factor in running a business – no cash, no business.

Cash is key in everything, from production to salaries to budgets. Cash controls most decisions you will make, so keeping on top of all things money will allow you to run your business more efficiently and allow time and space for any potential growth in the future.

Being aware of your time and how you spend it is also something that can sometimes get away from even the most organised of business people.

Being aware of time frames and important retailing calendar dates (Black Friday, Boxing Day sales, etc.) means that opportunities won’t be missed.

Again, like with money, keeping your time under control will allow you to set time aside to venture into new projects, develop new plans, or even simply find time to employ and train up a new member of staff.

Budget both your time and money wisely and your bank account and stress levels will thank you.

These hints only scratch the surface of tips for planning your new year.

Keep up-to-date with the latest industry news and advice in our next Grow Your Business installment.

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Happy New Year to all our Dealers!

1 2 WE ARE HERE TO SUPPORT YOU 3 & " EXPER 5 ISE F * RA / * 5 / & XT DAY DELIVERY " 3 # : 4 GREAT SERVIC & ) * 1 C

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MY

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sales@electricmobility.co.uk electricmobility.co.uk 21/12/2016 14:31

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01869 32600 sales@pride-mobility.co.uk www.pride-mobiity.co.uk 22/12/2016 27/10/201612:06 10:00

TOP TRUMP?

By Adam Bernstein

The Founding Fathers could not have envisaged it; a rank outsider - Donald J. Trump - has beaten the establishment at its own game with a campaign of rhetoric and, as some would see it, insult and mudslinging. Whatever your view he took an anti-establishment, pro-US, prochange, and protectionist line. He polarised the electorate in a way not seen in decades. ď ľ

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Trade and the markets

W

ith the announcement that Trump had won the election the financial markets understandably reacted – but not in the way that many expected. The pound rose against the euro and the dollar; and the Mexican peso fell to its lowest rate on record against the dollar.

the US and EU will go no further either. Citi economists have cautioned that the result of any rising US protectionism may send exports from emerging markets towards the EU which will only serve to strengthen the hand of protectionists in the EU. For the UK, this could mean a much tougher time at the EU negotiating table.

As David Johnson, director at Halo Financial, notes, “Those selling US dollars headed for the safety of the Japanese Yen and gold. While the dollar has stabilised, Trump does not officially begin his term as US President until January 2017, so market uncertainty and volatility will surely continue in the coming months.” A situation made more so following the defeat in the recent Italian constitutional vote.

On a parallel tack, Trump’s administration will target what it sees as violations of trade agreements that harm US workers.

The election result also caused an initial intake of breath on global markets, says Laith Khalaf, senior analyst at Hargreaves Lansdown. However, his view is that the initial drop and subsequent recovery indicates that the US political system has a limited effect on the markets.

So where will President Trump take the US? First off, the Trump administration would withdraw the US from the Trans-Pacific Partnership, a new trade agreement between 12 pacific rim nations; he’s not keen on its goal of reducing barriers to trade, lowering of tariffs and the removal of protectionism.

Similarly, analysts at Investec think the Transatlantic Trade and Investment Partnership trade deal between

China is particularly in Trump’s sights. He considers the country a currency manipulator, is unhappy with its alleged misuse of state subsidies (giving Chinese producers an unfair advantage) and would pursue trade disputes with China if it does not “stop its illegal activities.”

The biggest weapon in the armoury, as Trump sees it, is the application of trade tariffs – duties. Johnson notes that this could slap an extra 45% on the cost of US imports – China won’t be happy. While on first blush this appears to be a Sino/US issue, the squabble has the potential to go global. Why? China produces so much and if it can’t sell it to the US it may well ‘dump’ it elsewhere. That could result in other countries imposing tariffs on imports and as Johnson puts it, could contribute to a global economic slowdown.

We could see a full-on trade war.

“Trump’s administration will target what it sees as violations of trade agreements that harm US workers.”

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top trump?

Going The UK popular I

O

ne populist thrust of the Trump campaign was the addition of 25million new jobs to the US economy; this requires America to do more domestically and it will be interesting to see as the country is thought to have full employment.

In December Trump warned US firms wanting to send jobs overseas that they’d pay a steep price to do so.

The Wall Street Journal has also noted that the Trump administration plans to spend $1trillion over the next 10 years on infrastructure projects. Others, including the FT, see a potential for global price rises in areas related to construction which although tangential, may affect costs for those building or refurbishing elsewhere.

Interestingly, there’s no hint of any planned tax hike to pay for this investment. In time the US will become saddled with more debt which it will find hard to service.

Analysts at Moody’s foresee interest rates rising to entice the money in that the US government will need for this investment. And where the US Federal Reserve leads on interest rates, the world follows. Further, some reckon that the Trump plans for the economy and trade will backfire and put the US economy into recession by 2018 – that’s the view of Megan Greene from Manulife Asset Management.

There are others, including Larry Hatheway, chief economist at GAM, a global asset management firm, who think that Trump’s spending plans could also lead to a jacking up of inflation in an economy that’s already close to full employment, especially if he carries out his threat to deport illegal workers while choking off the supply of workers from overseas.

In other words, expect the export of inflation.

t’s quite clear that Donald Trump as president could further fuel global economic uncertainty if he carries through on his trade and economic policies. However, for the UK, in the short term, the impact could be muted. Indeed, Capital Economics has left its forecasts for UK growth unchanged: 1.5 per cent in 2017 and 2.5 per cent in 2018. That said, mortgage experts are now talking about increases of around 0.25% in five and 10-year fixed rates in the short term, with more rises to follow, as City rates have leapt since Trump’s win.

Sure, the US is the UK’s biggest export market, with a fifth of UK goods and services sent across the Atlantic, but Capital Economics thinks that Brexit might actually prove to be an insulator. Firstly, the rapid drop in the pound since the Brexit vote has made UK exports more competitive (despite a rebound in December). Secondly, the UK has had its revolution leaving eurozone states more open to attack as the Italian vote has shown.

However, it’s worth noting that before the Brexit vote, President Obama said that the UK would go to the back of the queue when it came to negotiating a post-Brexit trade agreement. However, Trump has said that it makes no difference to him if the UK is in or outside of the EU. Indeed, his trade advisor Dan DiMicco has gone on record as saying that he “absolutely” wants to strike a trade deal with the UK, possibly before Article 50 is triggered.

To conclude So while, to an extent, it’s true that when the US catches a cold we all sneeze, if the US economy grows then the afterglow could spread around the world – but only to the extent that any new tariffs allow. We’re headed for interesting times.

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Spare parts Demo models Sales tools Supervised installations Fast design drawings Localised landing pages Dedicated partner portal Technical training Express delivery Sales training International training facilities Multilingual customer support Product videos On-site training Industry-leading products Marketing support Product photography Sales leads Regular sales visits

Industry-leading stairlifts and platform lifts, with service and support to match.

Find out how you can become an Access BDD partner by visiting www.accessbdd.com or call us on +44 1642 853 650

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interview

60 THE

SECOND INTERVIEW

We take a minute to get to know one of the leading figures within the independent living sector a bit better. This issue, we spoke to Dr Peter Scullion, Managing Director at Lewis Reed.

How long has Lewis Reed been established?

Lewis Reed was incorporated in 1999 having previously been trading since 1993 as part of Lewis Reed Motor Dealer Group with conversions initially being carried out in a small unit behind the dealership.

What does your job role involve?

Name: Dr Peter Scullion Job title: Managing Director Company: Lewis Reed

It is my responsibility to set the direction the business needs to go in and the strategy needed to support that. Probably my most important function is to ensure I support my senior management team by trying to ensure they have the resources to meet their departmental and collective objectives. Everyone at Lewis Reed is highly customer focused; our ‘Different by Design’ culture means that we are always looking for new and different ways to add customer value to our products and service.

offered conversions based on Renault and Nissan vans, but in the intervening years it has evolved to offer a wide range of mainly luxury MPV based conversions.

People looking to purchase a WAV now want far greater choice and levels of comfort more in line with a family saloon rather than a converted van and Lewis Reed aims to provide this with every vehicle it supplies. Our customer offering revolves very much around a commitment to ‘Fit Function and Finish’. Our investment in design has achieved a seamless fit between the original vehicle and conversion as well as greater functionality in terms of access, wheelchair and seating positions. The finished vehicle is aesthetically pleasing and of a high level of quality delivered to the customer’s door which we always aim to do on-time and fault-free.

What do you enjoy most about your role?

In 1993 we moved from the dealer premises to larger premises in Birkenhead before relocating to our current factory in 2003. From a standing start of two employees, me and my wife, we now employ almost 50 staff and have produced thousands of converted vehicles.

One of the most rewarding things has been watching Lewis Reed grow from a small workshop to its current 25,000 sq. ft. location in Birkenhead. In that time, we have helped thousands of people enjoy greater mobility and nothing is more rewarding than hearing from our customers that we have made a difference in that area of their lives. It makes all the hard work worthwhile.

In the early days, Lewis Reed

Are there any exciting

How has the company grown?

developments in the pipeline?

We are continually researching and designing new vehicle conversions and in 2017 we will be launching our new Mercedes V-Class Grande which will be available from early Spring.

This latest addition will make the levels of comfort and luxury the V Class offers available to taller wheelchair users who previously have been unable to access this vehicle. The V-Class Grande will be available in two models: the Sport and AMG line in extra-long wheelbase.

Outside of work, what are your personal interests?

As you would expect running and owning a business is pretty time consuming but I do enjoy spending time with my wife, children and now also grandchildren. I am a keen golfer and in 2018 I will be captain of my local club Vicars Cross in Chester.

I am an active member of my local parish council which I find extremely rewarding, unlike golf when I am having a bad round.

For more information on the full range of wheelchair accessible vehicles available from Lewis Reed call 0151 343 5360 or visit www.lewisreedgroup.co.uk You can also follow Lewis Reed on twitter @lewisreedgroup and Facebook: Lewis Reed Wav Ltd.

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28th, 29th & 30th MARCH 2017 NEC, BIRMINGHAM

WELCOME TO THE NEW

INNOVATIONS FOR THE FUTURE OF INDEPENDENT LIVING Over 250 Innovative Suppliers 150 Expert-Led Seminars Packed Into a New Conference 12,000 Visitors Across the 3 Days Interactive Live Demos and Hands-On Areas A Dedicated OT & Professional Zone The Most Comprehensive Event of it’s Kind

IT’S BACK AND BIGGER THAN EVER!

REGISTER FOR FREE TICKETS WWW.NAIDEX.CO.UK @NaidexShows

#Naidex43

for sponsorship & exhibiting equiries contact the team at 0117 930 4927

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what’s new

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.

REPOSE HARLEM FEATURES PORTER CHAIR The Harlem Porter chair which was launched by Repose Furniture at The OT Show has been designed to offer a versatile solution for patients with Huntington’s. Kate Sheehan, one of the UK’s leading independent occupational therapists oversaw trials of the Harlem Porter chair at Rapkyns Care Home with Mike Wooldridge. The Harlem Porter is a highly-engineered chair designed with safety and comfort in mind and robust enough to absorb uncontrolled movements.

As part of its ongoing commitment to offering occupational therapists the best possible seating solutions for their clients, Repose has developed a CPD training programme with Kate Sheehan which will be launched in early 2017. If you require further details email keith@reposefurniture.co.uk.

For more information on the range of bespoke adjustable furniture and training available from Repose or to find your nearest retailer call 0844 7766001, email info@reposefurniture.co.uk or visit www.reposefurniture.co.uk.

Available in three sizes, small, medium and large the Harlem Porter has a maximum user weight of 20 stone.

Standard features include: • Independent Back Rest recline with range of angles • Seat Angle Adjustment to reduce the risk of a patient falling out due to severe involuntary movements • Padded seat for additional safety and comfort with a specifically chosen cushion material that reduces friction and shear caused during excessive movement • A choice of six interchangeable back styles facilitating different pressure management and posture solutions to meet the demands of long term and changing needs • Four different seat cushion options to accommodate different comfort and pressure management solutions • High arms designed to provide a feeling of safety and security • Sliding and padded footplate for ease of patient movement with central castor for additional safety • Leg block support for additional comfort and support options • Four heavy duty lockable castors • A range of specialist health fabrics to choose from

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what’s new

KARMA ERGO TRAVELLER The Karma Ergo Traveller combines a number of features to offer an ideal folding electric wheelchair. Ideal for both indoor and outdoor use due to its great manoeuvrability and lightweight, compact design the Ergo Traveller also features a quick release seat and batteries, a durable aluminium frame, dual control, attendant control and depth adjustable footrest hangers.While being powerful enough to endure outdoor environments, the Ergo Traveller doesn’t compromise comfort, and breaks down into three pieces so it is easy to transport and store when necessary.

For more information and for details on potential retailer opportunities call 0845 630 3436 or visit www.karmamobility.co.uk.

EZ SHOWER The EZ Shower hair washing aid allows hair to be washed at the bedside. The water supply and basin’s portability allows for hair to be washed without an individual needing to leave their bed, and can be hung on a bed post or IV pole. The waterflow is controlled by a switch and the equipment holds 11.3l of water and is fed through a 60cm hose and out of a shower head.

Essential Aids Tel: 01273719889

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what’s new

FURMANAC MIBED VERITY The new Verity MiBed has been designed to put a user in control of their own comfort. With 50mm of memory foam above reflex foam, the mattress provides pressure relief, moulds to your body shape allowing the natural spinal curvature support to come into play and absorbs energy so the movement of others should not cause disturbance. The mattress is also non-slip and soft to touch. The 1000ct Pocket Spring Unit ensures that your weight is evenly distributed and provides an increased amount of air circulation through Adaptive technology to keep the temperature of your bed comfortable. The five-part adjustable bedframe offers unique, customisable support for different parts of the body and the sliders can set a suitable level of support for the lumbar region.

Furmanac MiBed Tel: 01384 408844 sales@furmanac.com www.furmanac.com

STARFISH BATH CHAIR This Starfish Bath Chair provides safety and ease of use for both child and carer when bathing. The height adjustable chair features an angle adjustable backrest and leg guard to provide a practical and comfortable position for the child, and the aluminium lightweight frame is easy to position and carry. Hip and chest harnesses and non-slip pads offer extra security and the seat is made from breathable mesh. The seat comes in extra-small, small, medium and large.

Essential Aids Tel: 01273719889 www.essentialaids.com

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AN_p29 freerider_02_AN107.qxd 21/09/2016 14:01 Page 1

www.freeridernetwork.co.uk | 01535-669604 | sales@freerideruk.co.uk

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what’s new

FEATURES

COSI CHAIR

• Manufactured in the UK, to the highest British quality craftsmanship standards • Meets FIRA Tested regulations • Weight limit 20 Stone / 127 Kgs • Overall width 69 inches / 175.3 cm • Other seat measurements identical to matching Riser or Fireside • Features pocket sprung foam filled seat cushions & fibre filled back cushions • Available on ‘Made to order’ in a range of back options - Waterfall, Button Back, Lateral & Mini-Lateral

Electric Mobility now offers two-seater sofas in the Cosi Chair range in a variety of upholstery fabrics along with matching two-seater sofas & a selection of complementing footstools.

A sofa is a prized possession & plays a major role in updating and coordinating the look and seating in any living room, these sofas now provide their Dealers with more choice for their showrooms and their customers.

ROTA STAND PATIENT TURNER The Rota Stand Patient Turner ensures a safe and secure transfer from one seating position to another. Incorporating the frame with the shin pad and turntable a safe transfer can be made, and it includes a foot pedal brake to secure the turntable. It is height adjustable and can handle heights from 31” to 50” and weights up to 25st. The central wheels allow the Rota Stand to be rolled up to the user even after their feet have been positioned upon it.

Complete Care Shop Tel: 0845 5194 734 www.completecareshop.co.uk

SMIRTHWAITE JUNI HI LO BASE A complementary Hi Lo Base for the Smirthwaite Juni seat offers height adjustment to increase the chair’s height to 570mm. Fitting under most classroom desks due to the slimline footprint, the adjustable push handle and lockable castors make it easily manoeuvrable. It features an adjustable footrest and is lightweight and aids in transfers. It is available for the size 1 and 2 Juni chair.

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profile

MEET THE MANUFACTURER MONARCH MOBILITY Jamie Holmes tells us more about one of the UK’s leading mobility specialists, Monarch Mobility What was the inspiration behind establishing Monarch Mobility?

Monarch Mobility was established in 2001 by the current directors, Lee Calvert and David Leach. The business was born out of frustration at the poor levels of service provided by other retailers in the industry including unnecessary high-pressure selling tactics.

Can you tell us a bit about the background of the company?

The idea of selling to customers without pressure, at a fair price, with a full demonstration and offering the goods on the day of the assessment is paramount. The continuing inspiration comes from seeing how people can have their lives so drastically improved when using a powered wheelchair or mobility scooter. The job satisfaction gained from providing someone with their independence, freedom and mobility still provides that buzz and is the reason why

people continue to work within the mobility industry.

Monarch Mobility then took the decision to become a manufacturer to try to further this idea. We now work with the aim of finding and progressing niche, technologicallyadvanced and innovative products which our customers can use to enhance their mobility and widen the possibilities of the destinations which they can travel whilst keeping their independence.

How would you describe your product range to trade customers?

The products currently available to our everwidening dealer network include marketleading innovative products. For example the Smarti is an automatic-folding car-boot scooter which with its lightweight design and option to travel on most airlines provides the potential for some disabled users to travel and visit places that even just a few years ago might not have been possible!

Our portable folding scooter range has not stood still since the launch of the Mobie in 2011. The Genie with its superior carry-weight capacity followed shortly after and now the market leading Smarti scooter!

This range has proven to be a real winner for dealers across the UK and our product range now also includes break-apart scooters, folding power chairs, medium-sized pavement scooters and Class 3 road-legal scooters. We also have of range of specially manufactured superlightweight manual wheelchairs.

We have several new products which will be available in 2017 so you will have to make sure

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profile

you visit us at Naidex to see these for the grand unveiling.

Have you recognised any specific turning points in the business in the last few years?

Monarch Mobility now has a network of more than 120 dealers covering the length and breadth of mainland UK and Ireland. We are currently looking for more mobility specialists who share our ethos of great customer service as a back-bone for all sales that we can partner with.

What dealers experience by becoming a Monarch approved dealer is innovative products, strong brand awareness created across the UK through advertising and good customer service and after-sales support.

What makes Monarch Mobility stand out as a company?

In our opinion it is paramount that our dealers consider the needs and requirements of every individual, on an individual basis and the only way to do this is a face-to-face demonstration and assessment to make sure the chosen product is completely suitable.

What does 2017 hold for Monarch Mobility?

2017 will be a significant year for Monarch Mobility. We hope for closer ties with our Motability dealers as we add to our range and we will continue to push the boundaries on innovation with our lightweight portable scooter range.

Contact Ian or Chris at Monarch Mobility to discuss the product range by emailing trade@monarchmobility.com or telephone 01422 323675.

“2017 WILL BE A SIGNIFICANT YEAR FOR MONARCH MOBILITY. WE HOPE FOR CLOSER TIES WITH OUR MOTABILITY DEALERS AS WE ADD TO OUR RANGE AND WE WILL CONTINUE TO PUSH THE BOUNDARIES ON INNOVATION...�

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naidex 2017

NAIDEX 2017

O

n the 28th - 30th March, 12,000 visitors including some of the most progressive minds in the independent living and disability trade will be descending on the NEC Birmingham for three of the most enterprising days the industry has ever seen. Naidex is Europe’s biggest event dedicated to the care, rehabilitation and lifestyle of people with a disability or impairment, and will return with a stronger trade focus than ever before. Expect to see specialised zones, acclaimed expert speakers offering fully CPD accredited seminars and live demo arenas in this year’s unmissable edition. And did we mention that it’s completely free-to-attend?

Attracting a variety of 250 ambitious exhibitors showcasing the products and services that will shape the industry for years to come, Naidex promotes progression and

expansion across the board. In the current economic climate, it is simply not possible to remain static. Businesses must continuously innovate and evolve in order to stay relevant in the mind of the consumer and vying in the mind the competition. In order to achieve this there are a number of practices a business – start-up or established - can undertake in order to grow and emerge in the marketplace.

The first and foremost method of aiding expansion in a business is undoubtedly networking. It may seem like an antiquated answer to expansion, however its effectiveness must not be underestimated.

A traditional method of exchanging ideas, forging new leads and creating lasting relationships, networking is arguably the most efficient path to expansion available to a business. This simple process is an extremely low risk - high return form of

growing your business. Put yourself in a room with thousands of like-minded individuals and watch the possibilities literally present themselves to you. And just to absolutely guarantee networking success, Naidex will be running the popular and effective Naidex Connects: a designated area in which traders are able to schedule 1-2-1 business meetings. These intensive meetings ensure that connections made over the three-day show are translated into lasting business alliances, and attendees get the greatest possible return on their time spent at Naidex. This is in addition to the networking areas and interactive features encouraging contacts new and old to talk, exchange ideas and do business.

The second approach to supporting and expanding a business is to get to know your audience. The ability to forecast what consumers will need - before they even

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naidex 2017

know, is an unparalleled skill only obtainable through time spent with the people who are buying your products or using your services.

It really is as simple as that. Take advantage of the opportunity to get amongst thousands of consumers, talk, ask questions, get to know them, test products and receive direct feedback from the very people who allow your business to exist.

Only once you know your audience is it possible to acquire new products or services that will not only meet, but stay ahead of ever changing consumer needs, thus granting an aggressive competitive advantage. This is never more relevant than in an industry such as this, where constant advancements in research and technology create market space and continuous unmet consumer needs. The inception, creation and distribution of ground-breaking products and life changing services is therefore a sure way to continued expansion and evolution in business. But not to worry, we have done the legwork for you and have sourced 250 quality suppliers at the forefront of their fields, who are ready to trade. The NaidexTrade Zone is the place to come to do business.

Getting to know your audience and offering the most progressive, cutting-edge products and services go hand in hand with a business’s ability to stay prevalent in the current market. It is absolutely essential for a

business to stay current and up to date with advancements in technology, new products and services available on the market, industry trends and consumer behaviour, to name just a few elements that a successful business must bear in mind in order to avoid becoming obsolete. And what better way to gain priceless insight than by listening to industry pioneers wax lyrical about all things disability? Across the three days of Naidex, 150 thought provoking and inspiring seminars will take place, so prepare yourself to be thrust into the future of disability.

The final factor vital to the expansion of almost all businesses, however challenging to obtain, is investment. Acting as fuel for an idea that is being restricted simply by lack of capital, investment can change an idea into the next industry shaping innovation. Sound familiar? Well now is your opportunity to talk to our expert panel of judges into investing in your business. They have years of industry

knowledge and real money to invest, making this an unmissable component for any budding entrepreneur with the next revolution in disability up their sleeve. The Pitch is Naidex’s very own Dragons’ Den and is a completely unparalleled opportunity.

Setting no limit on potential, Naidex is the only place that gathers innovation, information, cutting edge suppliers, and the most inspirational speakers from around the world to one venue, over three unforgettable days. Presenting opportunities and introductions previously unconsidered, this year’s event will be unbelievable. Awash with activity with unmeasurable benefits for traders, Naidex begs the question, can you afford to miss out?

For sponsorship and exhibiting enquiries please contact Event Director Paige Lewin directly today on 0117 990 2092 or at paige.lewin@prysmgroup.co.uk

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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 www.ottobock.co.uk for more information and to see Sammi’s story

Ottobock · 01784 744 900 · www.ottobock.co.uk

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daily living aids

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 will find an array of just a few products that could tempt your customers into spending a bit more with you.

OBJECT LOCATOR KEY FINDER Misplacing items is part of everyday life, but for those living with dementia or Alzheimer’s the situation can be all the more frustrating and distressing. This remotecontrolled object locator key finder can help eliminate this disappointment and confusion by attaching bleepers with keyrings or velcro rings to items like handbags, keys and wallets, etc. With an activation range of up to 50 metres and battery life from two to four months dependent on use, the loud bleeping noise can help find the lost item. The finder is also ideal for those living with sight loss or with other visual impairments.

Unforgettable Tel: 0203 322 9070 happytohelp@unforgettable.org www.unforgettable.org

ANGLED CUP This angled cup’s design makes drinking easier and far more comfortable. Ideal for those who can’t tip their heads back whether that be due to decreased mobility, lack of neck strength and control or dementia, the angled cup means people affected by these issues can avoid any pain, discomfort and frustration associated with tipping their head back to have a drink. Easy to grip thanks to its large handle, it also comes with a lid, and is microwave and dishwasher safe holding up to 200ml.

Unforgettable Tel: 0203 322 9070 happytohelp@unforgettable.org www.unforgettable.org

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daily living aids

KEEP WARM BOWL Buy someone who needs it some extra time to enjoy their food with this Keep Warm Bowl. The bowl keeps food hot or cold for longer to allow those who require more time to eat to enjoy their food for longer due to the openings at the sides which are easily filled with either hot water or crushed ice and are concealed by the non-slip grip pads to activate the thermal function, and the non-slip base provides grip to the surface while eating. The bowl is dishwasher safe and made with break-resistant plastic, holds 300ml and is available in five different colours: red, green, yellow, blue and blackberry. They also carry different types of dishes in the range including plates and cups.

Ornamin Tel: 0121 717 4724 team@ornamin.co.uk www.ornamin.co.uk

MEN’S MAGNETIC SHIRT This Men’s Magnetic Shirt is a classic button front shirt that has tiny hidden magnets down the front panel and at the cuffs, allowing it to be opened or closed with ease helping those with dexterity issues. False buttons give the appearance of a traditional shirt and is available in black checked or blue checked and come in small, medium, large, extra-large and extra extra-large. It is machine washable but not suitable for pacemaker users or those living with Deep Brain Stimulation.

Unforgettable Tel: 0203 322 9070 happytohelp@unforgettable.org www.unforgettable.org

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dailywhat’s living new aids

SEAT BELT HELPER Daily living aids are designed with supporting those living with disabilities in even the simplest of tasks in mind, as this seat belt helper proves. Suitable for those with weakened hands or wrists or stiffness in the back, neck, shoulders or hips this supports a user and promotes independence by helping them plug themselves in, in the car. It removes the need for twisting and stretching as the clip attaches to both right-handed and left-handed seat belts to allow a user to pull the belt across their body with minimal movement.

Living Aids Direct Tel: 0800 999 6659 info@makerfield-ltd.co.uk www.livingaidsdirect.com

MULTIPURPOSE WALKER ORGANISER Keep all your essentials safe and close with a handy multi-purpose walker organiser. Attaching to almost any walker or zimmer frame, the seven-compartment organiser has two zipped sections for extra security.

Store your phone, wallet and other essentials with ease, keep your keys on a lanyard, and even a water bottle in the mesh pocket. Fastening easily with velcro, this organiser provides a perfect fit.

Stress No More Tel: 01482 496931 sales@stressnomore.co.uk www.stressnomore.co.uk

www.tradepointmagazine.co.uk I 37

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22/12/2016 13:03

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22/12/2016 12:02

insurance

maintaining COVER

By Adam Bernstein The Insurance Act 2015 came in on 12 August 2016 and brings the most significant reform to insurance law in more than 100 years. Insurance is essential because a large claim or loss could have catastrophic consequences for a business. With the new legislation it’s never been more important to ensure that you have adequate insurance in place and you understand the obligations which you owe to your insurers. ď ľ

www.tradepointmagazine.co.uk I 39

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insurance

1/3

of all financial services jobs are in the insurance industry*

NEW DUTY TO MAKE A FAIR PRESENTATION OF THE RISK When taking out an insurance policy, a business is obliged to disclose to the insurer all ‘material facts’. According to Simon Brooks, a Partner and Head of Insurance at the Eversheds Insurance Group, these are facts which the insurer would want to know in deciding whether to accept the risk and, if so, on what terms. “If not disclosed when the policy is taken out, an insurer may be entitled to ‘avoid’ or cancel the policy, leaving the claim uninsured.”

Clearly this can be difficult for businesses to comply with as they have to consider what information is likely to be relevant to the insurer.

Under the new Act, there is now a duty governing the information that a business must disclose before the policy is taken out – the ‘Duty of Fair Presentation’. Brooks emphasises the need to get the disclosure right: “It is very important that businesses understand the practical implications of the new duty, as failure to comply with this duty may provide insurers with grounds to refuse to pay a claim or reduce the amount they are required to pay.”

However, the legislation goes further as one of the most important changes introduced by the Act is that a business will now need to disclose not only information which it knows, but also information which it ought to know. “This is a new concept,” says Brooks, “and, essentially, businesses will now need to disclose material information which should have been revealed by a ‘reasonable search’”.

To comply with this part of the duty, those individuals

responsible for arranging insurance within a business will have to consider where material information could be stored, and search for this information to the extent it is reasonable to do so.

Interestingly, and a point many will miss, the Act says that it may be “reasonable” in certain situations to make enquiries of suppliers or professional advisers with regard to certain risks.

NEW “PROPORTIONATE” REMEDIES The good news for purchasers of insurance is that the ‘old’, automatic remedy of avoidance of a policy in the event that a business fails to disclose material information to an insurer, has been replaced by a range of ‘proportionate remedies’ based on what the insurer would have done had a fair presentation been made.

Nothing has changed if a failure to comply with the Duty of Fair Presentation was deliberate or reckless - the Act says that this may give an insurer grounds to avoid the policy.

However, as Brooks notes, if the failure was not deliberate or reckless, the insurer may: • Still avoid the policy, if the insurer would not have written it had a fair presentation been made; • Amend the terms of the policy to those it would have agreed had a fair presentation been made, and apply those terms to the claim; or • Pay only a proportion of the claim if it would have charged a higher premium had a fair presentation been made.

40 I www.tradepointmagazine.co.uk

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£1.8 Trillion The amount that the insurance industry brings into the economy per year*

£

insurance

Source: www. insuranceoctopus.co.uk

CHANGES TO HOW WARRANTIES WORK

above, in declining a flood claim; it could generally speaking only be relied on in declining a fire claim.”

Insurance policies frequently contain various terms such as ‘warranties’ and ‘conditions precedent’. These are conditions an insured business must comply with - for example, a buildings policy may contain a warranty that the fire alarms need to be fully operational.

CONTRACTING OUT

“Under the ‘old’ law, a breach of warranty automatically permitted insurers to refuse to pay a claim,” says Brooks.

However, and this is a change for the better as policyholders are concerned, the Act has the effect of transforming warranties into ‘suspensory conditions’.

“This essentially means that, the insurer will not be liable to pay any claims while the insured business is in breach of warranty, but if the business later remedies the breach (if possible) then the insurer is generally liable for subsequent claims.” Previously, it might typically have been the case that a property damage/business interruption policy required that the insured have a working fire alarm at all times. In the event of a flood, to the extent a working fire alarm was not in place, the insurer would have been automatically entitled to decline cover, even though the absence of a fire alarm may not necessarily have caused the loss. Under the ‘new’ law, this is no longer the case.

“A further change introduced,” says Brooks, “is that an insurer will only be allowed to rely on a breach of a warranty or condition precedent in declining a claim if the loss is connected to the breach. For example, an insurer will not be able to rely on a breach of the fire alarm warranty, referred to

In business contracts, the parties to a policy are free to contract out of any part of the Act, apart from those relating to basis clauses - the declaration on an insurance proposal form or policy contract stating that representations made by the policyholder are true and accurate. As Brooks notes, “contracting out removes the rights that the new Act has conferred on policyholders.”

However, the right to contract out isn’t simple and the insurer must overcome two hurdles. First, the insurer must take sufficient steps to draw the term to the business’s attention before the contract is concluded; and second, the term must be drafted so that it is clear and unambiguous as to its effect.

In essence, this requires the insurer to explain the effect of the term.

SUMMARY Overall the Act should be welcomed by purchasers of business insurance. However, Brooks offers this advice to businesses. “Sit down with your insurance broker or lawyer when taking out or renewing policies to ensure that you fully understand what information you are required to disclose to insurers and what searches need to be carried out to reveal this information.”

www.tradepointmagazine.co.uk I 41

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21/12/2016 16:38

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21/12/2016 15:25

case study

EXTREME X8 FROM ALL TERRAIN WHEELCHAIRS HELPS ABBIE GET BACK TO

THE GREAT OUTDOORS

Abbie Hunnisett, one of Britain’s hopes for a gold medal at the 2020 Tokyo Paralympics is now able to truly enjoy the outdoors thanks to her Extreme X8 Powerchair from All Terrain Wheelchairs.

21

-year-old Abbie was born with quadriplegic ataxic athetoid cerebral palsy, which affects all her limbs and her speech. The family home backs onto woodland and when she was young her father, Mark, used to carry her there as it was impossible in a buggy or wheelchair due to the ground being so wet and uneven.

As he explained, “Abbie used to love going into the woods but as she grew it became impossible to carry her. However, the Extreme X8 powerchair from All Terrain Wheelchairs has reopened this world to Abbie and she loves it. Even getting around the garden was not possible unless the ground was hard and dry as her wheelchair would sink but thanks to the Extreme X8 Abbie can now get outside as often as she wants and wherever she wants”.

It is not only Abbie and her parents who are now enjoying more outdoor fun thanks to the Extreme X8, but also extended family. When Abbie visits her grandparents’ home she is now able to travel across the nearby fields and feed the horses – something she has not been able to do for many years. Family holidays have also been changed by the Extreme X8. The Hunnisett family often go to Spain and stay close to the beach. In previous years, Abbie

has been unable to travel onto the sand as she would have sunk in her powerchair. But now she can be seen racing off across the sand and having a fantastic time. “This means we can now all enjoy a family holiday without Abbie feeling frustrated that she could not join in the fun on the beach with other families,” commented Mark.

As a youngster, Abbie spent a lot of time taking part in dressage but as she grew older this became more difficult and after having a go at throwing a club, Abbie and her family soon realised she had a natural talent as her father explained. “In 2012 we went on holiday to France where Abbie had a few goes and was immediately throwing 12 to 13 metres.

When we got home we went to watch the Paralympics and realised that even with no training Abbie could have finished in the top 10!”

In her first year of club throwing, Abbie was selected for the British Athletics future scheme and threw over 17 metres. This was followed by the European championships where she came 4th and then onto the world championships the following year where she beat the UK number one. Abbie also took part in the Anniversary Games and broke the European

record. Earlier this year Abbie took part in the Rio Olympics where she was disappointed to finish 4th and her focus is now on Tokyo 2020.

“It is great to hear what a positive affect the Extreme X8 has had on Abbie’s lifestyle and independence and everyone here at All Terrain Wheelchairs would like to wish her the best of luck as she continues her club throwing and training for Tokyo 2020,” commented Director Richard Kusnierz.

The Extreme X8 has a top speed of 10 kph (6.2mph) while the articulated frame technology ensures all four driving wheels remain in contact with the ground as the 14” lower pressure tyres provide the necessary traction to navigate terrain that many people think is impossible in a powerchair. Every powerchair supplied by All Terrain Wheelchairs is bespoke and available with a comprehensive range of seating and control options to ensure there is a suitable model for anyone regardless of their level of mobility and independence.

For more information on the full range of powerchairs available from All Terrain Wheelchairs and to arrange a free demonstration call 01952 471 255 or visit www.allterrainwheelchairs.co.uk

www.tradepointmagazine.co.uk I 43

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22/12/2016 13:07

the ot show

“The OT Show provided us with a fantastic platform to launch our Harlem Porter chair which has been designed for people with Huntington’s and our Coolform Gel cushions. Both new products received a very positive response and having the opportunity to engage with so many OTs over the two days was invaluable as we made some great new contacts”.

Lisa Wardley, Managing Director, Repose Furniture

The Occupational Therapy Show does it again The Occupational Therapy Show has excelled once again this year, exceeding even the highest of expectations.

he careful balance of lectures, hands-on workshops and stand demonstrations held over two days and tailored for the whole occupational therapy team ensured that no one missed out, this also went for trade and businesses, delivering countless opportunities to meet OTs and see what their needs and wants were from a supplier or retailer.

Once again, the event did not disappoint when it came to the calibre of speakers.

National and international authorities, with highly respected credentials, took to the stage to share new insights, give practical tips and answer questions from delegates.

Through their extensive clinical research, collaboration with leading manufacturers and years of hands-on experience, the lectures were enticing, invigorating and informative.

44 I www.tradepointmagazine.co.uk

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the ot show

c

“Once again, The OT Show was a great event for Simple Stuff Works. To be able to launch our new Multi-Plane Stabiliser to such a targeted group of visitors was fantastic and having the opportunity to engage with so many OTs and make new contacts will be extremely beneficial to us as a company in the future” Anna Waugh, Managing Director, Simple Stuff Works

Particular highlights included Jennifer Creek’s engaging lecture on effective occupational therapy on the margins.

Her enthusiasm and expert knowledge enthralled the packed audience, as they were eager to hear from her on his most recent research and studies. The Poster Zone was also a resounding success and a great addition to this year’s show and the talk of the Network Drinks that took place after the first day of the successful exhibition that this year supported Alzheimer’s Society and Dementia Friends alongside AKW. The Occupational Therapy Show’s success is often attributed to the fact that all OTs, suppliers and retailers can benefit. Education sessions covered areas such as mental health, children and families, physical, research in practice and innovation. To add to this, there was also the opportunities for OTs to learn more about the products and

services available to them and their clients through on-stand education provided by the trade floor suppliers.

Trade professionals also found this a perfect place to launch new and innovative products that OTs flocked to, to see what they could get their hands on to improve the lives of their clients, regardless of age or disability.

New for this year and adding to the education programme was the Posture and Wheelchair Essentials Programme, brought to the show by the Posture and Mobility Group (PMG) and National Wheelchair Managers Forum (NWMF). Each session was packed to bursting and extremely well received.

On the exhibition floor, a breadth of more than 300 OT relevant manufacturers and suppliers allowed face-to-face interactions and information on the launch of the very latest innovations. The trade did not

disappoint delegates by offering exclusive promotional deals and sample giveaways, while also providing information and onstand learning to help delegates fully utilise their equipment, materials and innovations.

As for the social programme, those in attendance on Thursday may well have enjoyed a special treat from the organisers – where in the Networking Lounge a free tea and cake afternoon was held.

With all this and much more on offer, The Occupational Therapy Show met all expectations for yet another year. With firstclass education, networking and products available, alongside plenty of opportunities to have fun, delegates were certainly able to make the most of their two days!

Save the dates for next year, Wednesday 22nd and Thursday 23rd November 2017, NEC, Birmingham.

www.tradepointmagazine.co.uk I 45

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22/12/2016 13:55

ottobock

NHS to give amputees

advanced prosthetic technology

O

ttobock UK has welcomed the Government’s decision to approve the funding for the long awaited Clinical Commissioning Policy: Microprocessor Controlled Prosthetic Knees. The policy allows hundreds of amputees living in England with above-knee limb loss access, via the NHS, to a life changing Microprocessor Controlled Prosthetic Knee (MPK).

The policy regulates the NHS provision of a specific category of prosthetic knee components, the MPK. It means hundreds of amputees living in England with above-knee limb loss and those with hip disarticulation will now have access via the NHS to a life changing MPK, including one of the safest and most popular MPK on the market, Ottobock’s C-Leg. By making MPKs more widely available on the NHS it is envisaged that quality of limb loss rehabilitation will be improved at a national level.

The policy was submitted to NHS England back in 2013 to guarantee centralised funding for the treatment of above-knee limb loss. Since the submission, various organisations have campaigned for the approval of the policy and together with the Clinical Reference Group on Disability Equipment – creators of the policy – have managed to secure the centralised funding for this much needed and life changing policy.

The implementation of this policy means that prosthetic MPKs will now be funded through specialised commissioning by NHS England and will soon be available through Rehabilitation Service Centres.

“This policy has been in the making for a long time. We campaigned tirelessly for over two years to ensure the approval from NHS England of this vital, necessary and important component to improving rehabilitation and quality of life for those with above-knee limb loss,” states Phil Yates, Managing Director at Ottobock. “We believe this is a positive step forward, which

recognises that the advances in prosthetic technology can make a real difference to the lifestyle and health of amputees. MPKs allow amputees access to activities that may not have been previously achievable and in some cases enabling them to go back to work.”

MPKs are designed to help amputees walk with a much more stable and efficient gait whilst reducing the chance of stumbles and falls. For instance, Ottobock’s C-Leg 4 has a complex sensor system that captures data in real time and recognises which phase of walking the user is in. It adapts to the user’s natural gait pattern, even at various speeds, whether on level ground, going down stairs step-over-step or on slopes. The user will be able to navigate difficult surfaces such as forest floor, sand and gravel. It also has a stumble recovery function that makes it extremely reliable.

“Being able to stop and stand still without thinking, change your speed of walking, or take a step backwards should not be a luxury,” explains Rachel Neilson, Ottobock UK Academy, “and an MPK such as the C-Leg 4 provides all of those safely and predictably so that the amputee can just get on with what they want to do.”

Kiera Roche, founder of LimbPower, comments, “This is a huge win for those living with aboveknee limb loss. The application of this policy will be life changing for hundreds of people; I have met so many who have been trapped by the limited capabilities of their current prosthesis. Giving them the possibility to

be able to go out without the fear of falling and hurting themselves is priceless. This is why I have backed this policy from the start and I am just over the moon to see it come into force.”

Someone who knows the benefits of an MPK is Gillian McBain. She was a competitive swimmer for the first 10 years after having her leg amputated, back then she was only concerned about getting from her car to where she wanted to go and back again.

Gillian explains, “As long as my prosthesis got me from the house to the car and the car to the pool or gym that was all I asked of it”.

She was then offered the chance to wear a C-Leg. This was the start of her life returning to something along the lines of what she used to know and allowed her to do the things she loved doing before her amputation.

Ottobock’s C-Leg is the most frequently evaluated and most comprehensively documented microprocessor knee joint in technical and scientific studies worldwide. It took five years of development from prototype stage to initial launch and since then over 60,000 users have been fitted worldwide making it the most popular MPK to date.

46 I www.tradepointmagazine.co.uk

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21/12/2016 16:42

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21/12/2016 14:38

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