THIIS Trade Magazine - April 15

Issue 199 • April 2015

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Tweet…Tweet…who’s there?

NEW TO THE TEAM

SIX MORE FOR SIMPLYHEALTH

200 FREE MAILERS ON OFFER

NEW ON THE MARKET DEAL ON OFFERS RETAILER SPOTLIGHT

making life better by design “We decided it was time to introduce contemporary design and new levels of comfort to furniture for the independent living sector. We also wanted to make it choosing style, functionality and fabric selection simple.

We created accentu8 - British designed and made rise and recline chairs, engineered and crafted with care and so easy to select for every need. We look forward to the introducing you to accentu8, a world where we redefine motion furniture.�

Angela Gidden MBE, Consultant Creative Director & Designer, accentu8

explore accentu8 today and receive our brochure www.accentu8.net t 01446 776111

…from the editor If you’ve ever wondered about setting up a Twitter account for the business but aren’t really sure what sort of things you can ‘tweet’, then you may get some ideas from one of the new features in the magazine that looks at some of the most creative ‘tweets’ from our marketplace during the past few weeks.

We also have a look at a couple of market sectors that you could get involved with in the future and have an interview with the retailer that has just added another six outlets to its operation.

Incredibly, next month will be the 200th issue of THIIS – that’s probably around 3 million words written about our industry and the companies and people in it.

If you haven’t been mentioned yet, then perhaps the 200th issue might well be a good time to start? If you have something happening, then let us know about it

9

“The professionalism shone through and it is our view that it is a very well run business”

37

“There weren’t too many others around when we started”

44

“We didn’t have walkers in the range and so that opens a lot of new doors for us here in the UK”

66

“I only ever buy top end products. That’s because of my John Lewis experience”

David N Russell Editor

Don’t be shy, why not get in touch...

On the front...

Some of the best industry tweets revealed.

Editor David N Russell Tel: 01536 710050 E-mail: info@thiis.co.uk

See page 20.

Assistant Editor

Advertising Enquiries

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

Ed, Jayne or Sue 01536 317000 advertising@thiis.co.uk

You can find THIIS on Twitter at: wwwthiiscouk

www.thiis.co.uk 3

18th & 19th October 2015 / NEC Birmingham

Ellen, Blue Badge Company

Kim, Sidhil

Rebecca, Capatex

Angus, Happy Legs

Trade Days was a resounding success for Drive Medical; with entry restricted to Trade customers, it was conducive to good, constructive business discussions - we were delighted to rebook for 2015.

Richard McGleenan,

Sarah, Helping Hand

As far as we are concerned you “nailed it”, we had an excellent show! We saw exactly the audience we wanted to see. We had enough time with them and they didn’t feel pressured and overcrowded on the stand.

Mark Diaj,

David, Gordon Ellis

Mark, Able2

Elaine, Electric Mobility

Join us again at the UK’s sole TRADE ONLY business to business event for the mobility, living aids and assistive technology industry.

Meet over 130 suppliers Over 3500 visitors expected at the show: Trade Days unique retailers plus buyers from the co-located Pharmacy Show

Supported by:

Take advantage of the special trade deals and save £££ Choose from a packed programme of free business, sales and marketing seminars

95% of the show floor is now booked. Speak to Clare Johnson on 01962 736989 or c.johnson@closerstillmedia.com for more information on exhibiting this year.

Still 6 months to go, but we guarantee you’ll see all the suppliers you need at TRADE DAYS this year…

A & D Instruments Ltd

First Senior Group

Ontex Healthcare UK Ltd

Able2 UK Ltd

Flexel UK Ltd

OPPO

Ableworld Franchise

Flexyfoot

Patterson Medical Ltd

accentu8

Freerider UK Ltd

Platinum Batteries

Active Living by Paroh

Furmanac

Primacare

Aidapt Bathrooms

Geemarc Telecom Ltd

Redwood TTM

All Batteries UK

Globaleather.com

Repose Furniture Ltd

amplicomms

Guy-Raymond Engineering Company

Rika Care

Assistive Partner Ltd

Healthcare and Assistive Technology Society

Rise and Recline Ltd

BATHEX (Bathroom + Shower Accessories) Ltd

Healthcare Distribution Direct Ltd

Royams

Healthcare Matters

Sandpiper

BES Rehab Ltd

HMS Vilgo - Pharmaouest

Scootertech Ltd

Blue Badge Company

Horizon Mobility Ltd

Sidhil Limited

Camelot Furniture

Hospital Direct

Spearhead

Capatex Medical

Isagi Ltd

Sunrise Medical Ltd

Cefndy Healthcare & Manufacturing

Ivanhoe Trading Ltd

Classic Canes

Jetmarine

Swallow Evacuation and Mobility Products Limited

Cosyfeet

Karma Mobility

Symmetrikit

COTSSIP

Kymco Healthcare UK

Tap2tag

CPC Battery Services

Langham GE

Tente Castors LTD

Dartex Coatings

Leoch Battery Shenzhen Corp

TGA Electric Leisure Ltd

Drive Medical Ltd

Limbo Products

The Kirton Healthcare Group

Easy Move Sheets

Mackworth Healthcare

The Ramp People

Electric Mobility Euro

Manbat

The Sticker Haus UK Ltd

Electric-Trikes-N-Bikes

Mark Bates Limited

Topro Ltd

Embryonyx Ltd

Medequip

Uniscan

Enable Access

MG Retail Consulting

Z-Tec Mobility

Etac supplied by R82 UK Ltd

MK Battery

Autochair Ltd

Roma Medical

…and many more

Register for your FREE place now at: www.tradedays.co.uk

Big fines and suspended sentence for stairlift prosecution A company that claimed to sell new Stannah stairlifts actually sold them lifts which were made up of second hand parts, and in some cases were unsafe.

Warwickshire County Council’s Trading Standards Service brought a successful prosecution after receiving complaints from consumers.

The lifts J W Mobility supplied were made up of second hand parts of old Stannah stairlifts, with rails supplied by another manufacturer.

Paul Nicholson of Classic Stairlifts Ltd, who supplied and fitted the stairlifts, also claimed to be a member of the BHTA and a signatory to their code of conduct when he was not.

In the case an independent expert revealed a series of faults including the fact that the stairlift track system had been designed and built too large for the staircase so that the lower end of the hinged rail dug into the hall carpet, preventing it from rising properly; the hinge motor no longer lifted hinged rail track up and had to be assisted and lifted by hand to start the procedure; and the track obstructed the front door whenever the stairlift was downstairs and also whenever the hinge failed, which seriously impeded emergency access.

The expert also found that critical track joint bolts had been omitted at installation on every track joint; and the track had been cut and rewelded with poor quality welding.

J W Mobility Ltd, trading as Mobility & Lifestyle pleaded guilty to three consumer protection

offences and were ordered to pay £9536.24.

The company’s director, Richard Smith, was personally charged with falsely describing one stairlift for which he personally had been the salesman as new when it was made up of second hand parts, some of which dated back to 1999. He was ordered to pay £2322.08.

J W Mobility Ltd employed a subcontractor to supply and install the staillifts but did not carry out proper checks on his qualifications or supervise the work and had no written contract to prove “Critical track joint bolts had what was agreed between the two traders. Further, been omitted at installation on the installer was not an authorised Stannah Dealer. every track joint” The installer, Paul Nicholson, the sole director and owner of Classic Stairlifts Ltd, pleaded guilty to one offence under the General Product Safety Regulations and received an eight week prison sentence suspended for 12 months. He also pleaded guilty to a further three consumer protection offences and was ordered to pay a total of £4663.32 in fines and costs.

Classic Stairlifts Ltd also pleaded guilty to four consumer protection charges and were ordered to pay a total of £11,536.24.

Entrepreneur award for Blue Badge MD Ellen Green, managing director of the Bristol-based Blue Badge Company, has been named Young Entrepreneur of the year at the 2015 Bristol and Bath Women in Business Awards.

Ellen, who we have featured in the magazine before, has grown the manufacturer of stylish Blue Badge holders and other accessories from a small back-bedroom operation into a thriving venture.

After brokering deals with some of the UK’s largest retail outlets, including Boots and the Post Office, Ellen has continued to grow the company making 2014 a record-breaking year. She currently employs more than 20 members of staff, 40 per cent of whom suffer with disabilities themselves.

The company has also joined forces with specialist disabled insurance company Fish Insurance. They will be offering 5,000 new customers Blue Badge wallets. For more information on Blue Badge Company go to www. bluebadgecompany.co.uk 6 www.thiis.co.uk

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Six more for Simplyhealth

The six Care and Mobility stores strengthen further the Simplyhealth network

In a recent item we carried the news that Simplyhealth Independent Living had acquired Care and Mobility, a wellestablished mobility business based in the West Midlands. The acquisition adds six more stores to the seven it already owns.

Steve Gates, Managing Director of Simplyhealth Wellbeing Services said: “Care and Mobility has an excellent reputation and a talented workforce. We will be bringing the businesses together over the next six months.”

Simplyhealth entered the marketplace in 2008 and since then has built a retail network of stores in Andover, Bristol, Burnham, Droitwich, Leeds, Norwich and Salford. The latest acquisition means it will now take on six more in Telford, Wolverhampton, Sutton Coldfield, Northfield, Kenilworth and Willenhall.

Clearly the acquisition signals one of the more significant moves in the market for a couple of years and so we talked to Steve in more depth to find out what the drivers were for the move and how it fits into the overall plans for the company going forward.

“We had seven locations around the UK and our stated strategy is to grow” Steve explained.

“For the last couple of years we have alternated between opening brand new start-up stores and acquiring existing businesses. When we were approached by the management at Care and Mobility we identified that there were a couple of really attractive benefits that we could see for our existing business.”

Steve explained what they were: “The staff that are part of Care and Mobility are absolutely in line with the high calibre people that we would hope to employ in our business and that goes right 8 www.thiis.co.uk

across value wise, expertise wise and training wise. These are team members who really do know their stuff and it was clear that they would complement the stores that we have at the moment.”

And Steve has been impressed when he’s been into the stores. “I have to say that, having travelled around to meet most of them, the professionalism shone through and it is our view that it is a very well run business.”

The move also fills in a gap geographically too. “In terms of the area, it allows us to cover an area that we are not currently present in and “We identified that there were so we are now working a couple of really attractive in a much broader area and able to get in front of benefits that we could see for our many more customers.” existing business” Steve had mentioned that he felt that the company and the people working in it were good at what they do and so we wondered what he meant specifically?

“There are two things that spring to mind” he told us. “The first is the care and attention that the staff give the customers and that comes from the way that the business has been run by the owner and the support that the staff have received. It’s clear that they are very much focussed on making sure that the customer has the right solution rather than simply hitting

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targets and that’s in line with our culture too.”

“The second thing is that they have a great stairlift business and that’s something we haven’t had so far and so that’s a really important capability that they bring to us. On the other hand, we have expertise with some of the more specialist prescriptive wheelchairs and seating that we can introduce into the Care and Mobility stores. In short, it was a case of the right staff, the right culture and the right fit in terms of us both learning from each other too.”

Now with 14 locations, it means that Simplyhealth joins a small group of retailers that have substantial networks. Steve says that the company hasn’t got a number in mind when it comes to how many locations could eventually form the group. “We’re not saying that we are going after a certain number, our goal is just to make sure that we have effective coverage across the UK and we can provide the right service to customers wherever they might be. There’s no doubt that we would like to think we will be one of the larger top two or three in the UK eventually.”

As Steve mentioned, the development process so far has included brand new locations and taking over existing businesses but he doesn’t see that as an issue. “Of course, some of our stores have been opened as start-ups and in those cases we can design in the model that

we feel works best. In the case of the Care and Mobility outlets, we aren’t looking to go in and change a great deal. The message we have given to the staff in Care and Mobility is that they are a very successful business and that’s what attracted us. We only want them to become more successful and we don’t have a ‘lift and shift’ model which states that it is done in a certain way as we don’t believe that works.”

With so many more outlets, will the company have to add more management layers? “We’ve invested quite heavily in the management structure for our existing stores and so we Steve Gates of believe that we have the capability for the Simplyhealth says that the company is existing management team to be able to handle looking for further the new stores too.” growth And, talking of experience, the founder of Care and Mobility has been around in the industry for many years. Will he be sticking around to oversee “The professionalism shone future development?

“Lance Hickman has through and it is our view that it many years’ experience is a very well run business” and he will be around for a six-month handover period to help us get through the transition stage.”

The Care and Mobility website is at www. careandmobility.co.uk

About THIIS Magazine THIIS has been providing the trade with all the latest news since 1999 and is read by anyone who either sells or supplies disability, rehab and homecare equipment.

Sent to over 3000 companies each month, the magazine has an estimated readership of 10,000 each issue.

THIIS also has a strong readership online too.

A recent issue had 1093 readers in the first three days after online publication.

For details of our advertising packages for product or recruitment, email info@thiis.co.uk

“The results of the advertising have exceeded our expectations and we have virtually reached the level of retailers we had initially hoped to attract. The magazine has proven an extremely cost effective medium to get to the trade.”

The online readership of the magazine is growing each month and read all over the world

10 www.thiis.co.uk

Graham Billcliffe, Horizon Mobility

Read more about it…

You’ll find more news on the THIIS website. Here are just a few of the news items you can read more about at www.thiis.co.uk in the newsroom section.

Drug-free pain relief product doing well Offering a drugfree alternative to pain relief, Niagara Healthcare’s Cyclo-Therapy system has been adopted at all twelve of the UK’s spinal cord injury centres.

Following a successful trial of the therapy at the NHS London Spinal Cord Injury Centre at the Royal National Orthopaedic NHS Trust (RNOH), the portable hand held units and circulation stimulation pads that deliver the Cyclo-Therapy have been donated to all NHS spinal cord injury centres across the UK, with Occupational Therapists at each centre having been trained on how to use both devices.

To read the full story, visit the Newsroom section of THIIS and enter ‘Niagara’ in the search facility.

Complex care centre chooses Clos-o-Mat The first NHS Trust in the UK to open a dedicated neuromuscular complex care centre has installed Clos-o-Mat automatic shower (wash and dry) toilets with Aerolet toilet lifters, and height adjustable washbasins in the ward WC facilities. The new Centre is at the National Hospital for Neurology & Neurosurgery in London.

To read the full story, visit the Newsroom section of THIIS and enter ‘Complex Care’ in the search facility.

Jenx recognised as an Investor in People Jenx Ltd has been awarded the prestigious Investors in People Silver standard, demonstrating their commitment to realising the potential of their people. To achieve the initial status, Jenx had to meet 39 tough standards over the way it trains, develops and invests in its people. To achieve the Silver standard, the company had to meet a further 76 requirements, showing its commitment for the highest quality service to its customers both in the UK and abroad.

To read the full story, visit the Newsroom section of THIIS and enter ‘Investor’ in the search facility

12 www.thiis.co.uk

Repose supports Birmingham Children’s Hospital Birmingham Children’s Hospital has unveiled a new £1,300 specialist chair, donated by Repose Furniture. Parents and visitors to the hospital’s renal ward can now enjoy a comfortable overnight stay with patients with the Stargazer chair, a product that is already a regular fixture at hospitals across the UK. To read the full story, visit the Newsroom section of THIIS and enter ‘Birmingham Hospital’ in the search facility.

Call to industry and designers in first Alf Morris lecture The inaugural Sir Alf Morris lecture was given by the renowned journalist and historian Sir Harold Evans who certainly didn’t hold back when talking about the rights of the disabled. Sir Harold’s lecture was followed by a speech by Lord Owen during which he encouraged all politicians to make the NHS a priority issue in the forthcoming election.

To read the full story, visit the Newsroom section of THIIS and enter ‘Alf Morris’ in the search facility.

AKW_iCareAd_THIISmag_April_275x185.indd 1

13/03/2015 14:16

Freebie direct mail offer In a recent issue of the magazine we ran an article that asked the question – Is email marketing dead in the water?

The article suggested that returns from email marketing has been reducing for some time and that if you want to achieve better results when you contact your customers, then you need to take a look at more traditional methods like direct mail.

Now a new service has been launched

by Stannp.com, offering companies and organisations the opportunity to create their own postcard mailings direct from their own computer system.

Customers just need to supply an image for the front and a message for the back along with the address data. A logo can also be added.

The costs are as little as 30p per card (for 4,000) or more and 40p a card for smaller volumes and the price includes 2nd class postage. The company also offers A5, A6 and DL sized cards and are working with a variety

of companies from big brands such as Barclaycard, Pitney Bowes and Crabtree & Evelyn to small companies and organisations sending out just a few hundred at a time.

Darren Stepsky from the company told us: “Clients are reporting excellent responses, particularly where email marketing is no longer having the desired effects.”

For more information and to take advantage of the 200 free postcard offer, call Darren on 01992 633667 or 07939 039101 or email him at Darren@stannp.com Just mention THIIS magazine to get your free trial, which includes postage. The website for the company is at www.Stannp.com

FREE TRIAL

of 200 pos tcards for THIIS readers

New trade-only LinkedIn Group launches We have just launched a trade only LinkedIn group where anyone in the trade can freely and openly share best practice, discuss industry topics and network with others in the sector.

The group attracted 82 members in the first 72 hours and, at the time of going to press, had close to 174 members.

The private group is only accepting membership of those in the trade and is moderated by two managers who will post new discussion points, with members being able to submit their own discussion points for approval.

All members are able to participate in discussions by commenting on discussion topics with their own anecdotes and views.

If you are a LinkedIn user, then you can find the group by searching for ‘THIIS’

14

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Tel: 01254 619000

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New shower chair partnership Kirton and Osprey Healthcare have announced a new partnership which provides Kirton with a range of shower chairs.

Paul King, Sales & Marketing Director of Osprey Healthcare told us: “We underwent a massive redesign of the whole range and had made particular improvements to our electric Tilt in Space range which we felt might be a perfect complement to the existing range of dynamic seating supplied by Kirton.”

A full scale marketing campaign has been devised, with Osprey and Kirton working together to redesign and update their website, and a mini brochure to complement their current literature.

“One key area that Kirton felt they wanted to expand was their range of Paediatric bathing equipment” Paul says. “Our petite TIS range was a perfect fit and the Kirton team were very happy to be able to introduce a new product line to their existing customers.”

Mark Fowkes, Sales Director at Kirton commented; “The Osprey products are a great complement to our specialist seating range. With our knowledge of posture and pressure care we are confident that the tilt-in-space shower chairs will provide our customers with the comfort and support they need as well as good value for money.”

The new website can be viewed at www.kirton-healthcare.co.uk/showerchairs

A tall story from Roma

(Left) The worlds’ tallest man with his new crutches (Above) Roma Director John Pitt with the finished product

Roma Medical were handed an unusual challenge recently when the company was asked to produce a set of crutches just a little larger than their usual stock items.

The company was asked by Guiness World Records to manufacture a pair of crutches for the worlds’ tallest man. Sultan Kösen, who was born in Turkey in 1982 is 8ft 3 in. The part-time farmer was the first man over 8ft to be measured

by Guinness World Records in over 20 years.

The photograph shows Roma Director, John Pitt, who himself is over 6ft, with the specially produced pair.

The website for Roma Medical is www. romamedical.co.uk

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New Karma chair claims international award Karma Mobility has achieved international recognition at the recent 2015 IF Design Awards for its Evo Lectus Powerchair which is due to be launched in the UK later this year.

The 2015 Awards received over 5,000 entrants from 53 countries. The Evo Lectus was assessed for a wide range of criteria including aesthetics, practicability, execution, innovation, usability, ergonomics, brand fit, safety, environmental impact and target group fit.

General Manager Mark Duffield said: "This latest award is further recognition of the ongoing investment into research and development that is put into every wheelchair and powerchair."

On the Evo Lectus, the centre of gravity tilt ensures pressure relief and there is a power backrest recline and leg rest adjustment. The 'sky-high' seat lift ranges from 480mm - 880mm.

The new product will be on Karma Mobility's stand at Trade Days in October.

For more information, call 0845 630 3436. The website is at www.karmamobility.co.uk

Things we like…

In this new feature, we’ll be highlighting examples of what we consider to be clever, powerful, different or just plain common-sense marketing and promotions that are happening in the industry.

Our first ‘subject’ is a competition that Ottobock is running for their C-Leg users. The company was the manufacturer of the world’s first completely computer-controlled lower limb prosthesis and the new competition gives their customers the chance to win up to £600 by submitting an image of them using their C-Leg on social media using the hashtag #mycleg.

The company says that images could range from sporting achievements right through to the challenges that amputees overcome every day.

The competition, which launched at the beginning of March, runs for three months across Facebook, Twitter and Instagram. A monthly finalist will be chosen and awarded 18 www.thiis.co.uk

£100. An overall winner from the three monthly winners will be voted for by Ottobock’s Facebook followers.

We like it because it’s relatively simple to produce and also pretty cost-effective too. It’s also sure to create the company some additional PR material when they generate the entries.

If you are doing something clever, interesting or different to promote your business, then why not let us know about it.

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Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : sales@romamedical.co.uk www.romamedical.co.uk

tweet... tweet

Who’s there?... (this month) Social media - whether you like it or hate it, one thing is for sure, you can’t ignore it.

With over 288 million active users, Twitter is one of the world’s most popular platforms out there, giving businesses a greater chance to engage with their customers.

But, with over 500 million tweets posted per day, it’s more important than ever for companies to make sure their tweets are interesting, different and engaging. In this new feature, we’ll be keeping an eye on some of the industry tweets from both suppliers and retailers that we think have ticked the boxes...

TGA has always been active on social media and they also produce quality images for their tweets. This one is all about a radio interview.

A nice idea from the Etac team to tweet when they are delivering a new product.

If you’ve got a customer testimonial, or in this case, a case study, then it’s an opportunity to get the message out.

A simple way to promote a special offer – in this case a free service with a new product.

20 www.thiis.co.uk

BATTERIES WITH THE EX FACTOR!

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Haze Batteries UK Ltd Tel: 01536205952 Website: www.hazebattery.com Email: sales@hazebatteryuk.com

tweet... tweet

Another easy way to promote products from a retailer.

A posh tweet! It also shows the value of high class photography too.

Another retailer tweet that was retweeted. Anything slightly ‘off the wall’ is going to get noticed.

And, if you wanted to use a bit of humour, then what better way could there be than getting involved with Comic Relief.

Remember that you can follow THIIS at @wwwthiiscouk

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ORBIT Special Features

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Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : sales@romamedical.co.uk www.romamedical.co.uk

Usability study helps Handsteady development Guy Smallman, commercial development director at Coventry University Health Design & Technology Institute (HDTI), talks about how the organisation has helped.

At HDTI, we help entrepreneurs, inventors and SMEs develop innovative products and services which help the ageing population and people with disabilities and long-term health conditions to maintain and enjoy an independent life.

One such product is the handSteady cup which has a unique rotatable handle designed to help people who might otherwise struggle to drink independently from a cup without spilling the contents. handSteady is targeted at people who have a range of conditions including tremor, limited dexterity, slow movement, swallowing difficulties, a weak grip caused by a stroke, Multiple Sclerosis or ageing, rheumatoid arthritis, joint or muscle pain and stiffness. handSteady, which looks like an everyday cup rather than a disability aid, also features a large handle and a hidden lid.

We have just completed a usability study for inventor and handSteady Managing director Chris Peacock which should prove extremely useful in forming future designs of the product.

The company was able to benefit from five

days of free consultancy support through HDTI’s Assistive Technologies and Community Healthcare Development Project from the European Regional Development Fund (ERDF) available to SMEs based in the West Midlands region.

The study analysed the opinions of a group of people aged over 60, who find drinking from traditional mugs challenging, and who used the handSteady cup over a three week period. The study provided some interesting insights.

Around half of the participants in the study found handSteady helpful and said they would continue to use it because they it helps them to drink easily. They felt safe even when having hot drinks and it reduced the risk of spillages particularly when drinking in bed.

Chris is now aiming to raise ÂŁ10,000 from a crowd funding scheme at http://igg.me/at/cuppa with the aim of receiving pre-orders to place a large manufacturing order to reduce the retail cost of the cup.

For further information about the handSteady cup or to find out more about usability studies, please contact guy.smallman@coventry.ac.uk

Guy Smallman from HDTI (left) with Chris Peacock and the handSteady cups

24 www.thiis.co.uk

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For information on commercial opportunities

Tel: 0845 3008823 info@embryonyx.co.uk

www.embryonyx.co.uk

Embryonyx Ltd, The Grainger Suite, Dobson House, Regent Centre Business Park, Newcastle upon Tyne, NE3 9PF

HORIZONSTANDARD

straight and simple The new HORIZON STANDARD straight stairlift boasts the essential features of the Platinum Horizon, now at a lower price point. Easy to install and featuring a compact seat, the Horizon Standard can accommodate users up to 120kg (19st).

• Folding seat pad, arms and footrest

• Manual lever-linked seat swivel

• Maximum user weight 120kg (19st)

• Manual footrest with safety edge

• Rail angles 25° to 55°

• Key lockable for security

• Joystick control

• Lap seat belt

• Digital diagnostic display in carriage

• Optional powered hinge rail

• Infra-red remote controls

• Optional Horizon outdoor kit

www.platinumstairlifts.com

For more information call +44 (0)1535 Call us to find your nearest stockist 01535631177 631177

News & views from the commercial team at DLF We were delighted with the success of the first Alf Morris Lecture held on March 10th at London’s Shaw Theatre. The venue location certainly helped produce a strong turnout from the worlds of politics and media and the venue itself was suitably accessible. We also welcomed a number of disability campaigners and VIPs from Lord Morris’s extensive networks.

The star attraction Sir Harold Evans certainly didn’t hold back when talking about the rights of the disabled, he declared: ‘It’s a waste of talent when we don’t enable people who are disabled to give what they can give.’

One of the key themes of Sir Harold’s talk was the call to industry, planners and designers commenting that ‘It’s not the wheelchair that’s the disability – it’s the stairs! The environment should respond.’ He provided a number of examples of inconsistent design such as adapted cars but inaccessible parking meters and went on to ask ‘Why should the world be designed for people who have two legs, two arms and the usual bits and pieces? Why?’ His talk advocated a different way of thinking for technologists, product designers and planners in which they consider carefully every person who wishes to interact within the environment and community.

Sir Harold also tabled the importance of the atmosphere in which debates are conducted and raised concerns about current bias in the media. He stressed the value of language and transparency in statistics especially in periods of significant change such as now. He urged attention to the demise of the Independent Living Fund and its locally-devolved successor; he alerted the audience to the backlog in processing the new PIP allowance and asked the question about whether funding for older and disabled people is yet at the level needed.

In his after dinner speech, Lord David Owen repeated advice given to him by Barbara Castle

that ‘in politics, guts is all’ as he encouraged politicians on all sides to make the NHS the fundamental issue in this Election campaign and beyond. ‘I must take up this issue of ‘we cannot afford it’. I really feel that this is fundamentally wrong,’ he asserted, making the case that overall NHS funding is not currently sufficient to tackle the needs of overall healthcare and disabled people. Reflecting on the work of Lord Morris, he recalled ‘Alf was a fighter with tenacity that I’ve not seen in anyone else. You felt things zing.’

Lord Owen went on to repeat Sir Harold Evans’ call to technologists and environmental designers to think differently to encompass people of all abilities and ages. He said that more progress needs to be made in these areas and that charities and voluntary groups can have a great impact.

The launch was attended by many leading names from the disability world and plans are already underway for the second Alf Morris Lecture.

Launched by the Disabled Living Foundation, the Alf Morris Fund for Independent Living was set up to honour a man who made a difference to the most vulnerable members of society.

This Fund will help people find out about the resources available to keep them independent, and to help them make choices. Its purpose echoes Alf’s vision, in his own words, “adding life to years” rather than just years to life.

Sir Harold’s speech along with a number of interviews with VIPs interviewed on the night can be seen on DLF’s facebook page at https:// www.facebook.com/dlfuk

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 26 www.thiis.co.uk

Telephone: + 44 (0) 1422 314488 I Web: www.drivemedical.co.uk I Email: info@drivemedical.co.uk

The New Easy Rider from Drive Inspired by the success of the Sport Rider, the design team got to work on a new model that would continue to redefine the typical luxury scooter.

www.drivemedical.co.uk

top trade deals

DealON! Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage...

All offers are valid until May 15th 2015 unless otherwise stated.

Ongoing deals throughout 2015 On Sitting Pretty’s Zip speed 48hr delivery dual motor lift & recline chairs: Brinsley, Lambley, Tuxford in sand fabric at just £450! Bridgford fully upholstered adjustable beds...

With deluxe memory foam mattresses in Cocoa or Sand fabric; 3ft single bed £425 / 5ft dual operated double bed £685.

Please quote “Deal on” on any orders placed to receive these fantastic trade discounts.

Call 01773 811610 to receive fabric samples and our new 48 page 2015 trade brochure

Order online at www.able2.eu and receive a free chocolate gift Orders must be over £50 net Unique online login details for trade customers allows you to: • View your own trade prices • Check stock availability – updated hourly • View detailed product information and images • Place orders online with your own trade prices To request your own login details or for any further information contact Able2 UK Ltd. 01254 619000, enquiries@able2.eu, www.able2.eu

10%

Discount Got Winter Sales Blues?

Cure it selling ‘B-Warm’ Heated Seat Covers Contact Embryonyx on 0845-3008823 or info@embryonyx.co.uk

28 www.thiis.co.uk

Free Bluetooth Barcode Scanner (worth £500)* UNIQUS iRetailer. Specially designed for the complexities of mobility retailers. Affordable (used on subscription).

Fully integrate your sales and stock process on one platform. Cloud based and flexible, iRetailer helps small businesses gain the efficiency advantages enjoyed by their larger competitors. *Order by 1st June 2015 to qualify.

Call Assistive Partner on 0844 335 6791 or email Info@assistivepartner.co.uk

3 months free!

Did you know we offer 3 months mobility scooter and powerchair cover, including new and reconditioned scooters, to all customers completely free of charge! Our mobility scooter cover ensures customers are covered for compensation claims and breakdown recovery with no excess to pay should they need to make a claim.

Call now on 01476 591104 www.premiercare.info sales@markbatesltd.com

Free offers from Rise & Recline FREE Arm caps and Head Covers with ALL chair orders (excluding premier range).

FREE Headboard with ALL bed orders Quote DealON to get this amazing offer Call 0115 9133572 to place your orders or enquire about any other deals we have running at the moment.

Deal expires on the 31st May 2015.

For a limited period – a special offer!

Z-Tec Mobility, ZT Lite SP18 lightweight folding selfpropelled wheelchair.

Normally £145.00. Now available for £127.00 each until May 1st 2015 or until stocks last Call Karen, Judy or Dan on 01384 48 11 11 or go to www.z-tec.co.uk to order, or contact your Key Account Manager, Peter or Graham

The Walking Stick Specialists Walking sticks, folding canes, orthopaedic sticks, quad canes and seat sticks

Hygiene & mobility equipment designed for people

From Hygiene to Mobility products, TR Equipment can offer a solution...

Hi-Lo Baths with TMV2 & TMV3 Shower Trolleys Mobile Bath Lifts Shower Chairs – Extensive Range Walkers with assisted rise function

Contact Ian Lester on 07776 498246 or info@trequipment.co.uk for further information.

Please contact us for a trade catalogue:

www.trequipment.co.uk

Warren House, Hinton St George, Somerset TA17 8TQ Tel +44 (0)1460 75686 www.classiccanes.co.uk

Contact us today on

01274 735041

We are your perfect partner for all Healthcare Product Logistics.

We are a nationwide delivery company based in Bradford City Centre. We specialise in the delivery, installation, demonstration and handover of all types of healthcare products.

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Visit us at www.hdd-ltd.com

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top trade deals

Free travel bag offer TGA is offering all retailers a FREE travel bag with every foldable Minimo mobility scooter ordered before the 30th April 2015. This high quality, durable bag protects a Minimo when folded either during storage or in transit.

Worth over £99 RRP, this stylish accessory will help you wrap-up a Minimo sale everytime.

First come first served offer!

Ambassador 8mph Scooter – Order Product Code AMB8 •

Available in Dark Blue, Spirit Red and Bronze

•

Full suspension with excellent ground clearance

•

One touch hydraulic tiller adjustment

RRP £2899 – Trade £1299 – Offer Price £949

To quality, order a Minimo from TGA and quote ‘free bag’: 01787 882244 sales@tgamobility.co.uk www.tgamobility.co.uk

Only 5 of each colour available at this price.

Go-Go ES8 offer

Now THIIS advertisers get even more exposure at no extra cost...

The small yet versatile Go-Go ES 8 mobility scooter from ‘Pride Travel Scooters’, delivers exceptional performance and economy. The lightweight Go-Go ES 8 is quick and easy to disassemble, and enables simple frame separation. Designed for exceptional durability, the Go-Go ES 8 provides reliability and longevity.

Price: Any quantity £290 per unit (inc delivery).

Call 01869 324600

Mangar backs new voluntary registration scheme Mangar has signed up all its public-facing staff to HATS (The Healthcare and Assistive Technology Society) and is part of the growing momentum to offer customers even more assurance when buying assistive technology products and services.

A voluntary registration scheme for people working in the healthcare and assistive technology sector is to be launched by Government, which has made it clear that it expects health and social care to be regulated by a series of Accredited Voluntary Registers (AVRs) in the future.

The Healthcare and Assistive Technology Society (HATS), supported by the British Healthcare Trades Association (BHTA), already has 400 members and has submitted its application to hold an Accredited Register.

The website for HATS is at www.hatsoc.org

30 www.thiis.co.uk

Call Drive Medical on 01422 314488 or email info@ drivemedical.co.uk

Advertisers in THIIS magazine get the option to take up a free of charge spot every month in the ‘Deal On’ section.

Fancy a spot next month?

Five centuries and counting This year, Sidhil is celebrating 500 years! No, the company hasn’t been developing healthcare solutions for quite as long as that – although it has been around for more than a century.

The special 500 years reflects the company’s people, many of whom have been with them for more than 20 years. When THIIS carried some news highlighting long service awards in a recent issue, the company decided to do a quick tally of people who have been with them for more than 15 years, and the surprise total was 500 years of loyal service.

Director Clive Siddall told us: “We really are a family business; not only fourth generation family-owned, but also employing fathers and sons, mothers and daughters, brothers, sisters and cousins – it makes for a close-knit and stable workforce.”

Clive added: “Congratulations to everyone concerned, from Richard Hanson at 39 years to Alistair Fry at 15 years – we’re hoping everyone stays around for many more.”

The website for Sidhil is www.sidhil. com

New Alliance aims for the right chair at the right time A new national alliance aimed at ensuring a better deal for wheelchair users has been set up under the leadership of Baroness Grey-Thompson.

The new Alliance says that thousands of wheelchair users face long delays for provision of wheelchairs that are often unsuitable for their needs which can lead to further medical complications. The Alliance brings together senior, influential people and representatives of key stakeholder groups to ensure that people get ’the right chair at the right time right now.’

The work of the Alliance will include the development of a national awareness campaign and the creation of a wheelchair charter. The campaign and the charter will be formally launched during the summer this year.

Baroness Grey-Thompson said: “We seem to know how long everyone has to wait in A&E every week, yet there is not even a single national data collection on how many people need wheelchairs in this country, let alone how long they have to wait for one, or whether it is the right chair.”

According to the Alliance, current statistics

32 www.thiis.co.uk

reveal that 70% of wheelchair users are waiting more than three months, 30% face a delay of more than six months with 15% waiting more than 12 months. The Alliance suggests that up to half of all people who use a wheelchair will develop a pressure ulcer at some point during their life caused, in part, by ill-fitting or ill-equipped “70% of wheelchair users are chairs. The cost of treating waiting for more than three the worst cases of a pressure ulcer can be as months” much as 16 total hip replacements.

They say that public money is being wasted by supplying incorrect equipment or by delays in supplying the right equipment: for every 182 wheelchair users not able to work, the benefits bill can increase by up to £1m, whereas the positive economic contribution made when in work can be up to £4.7m.

THE LUXURY SCOOTER

THAT RIDES LIKE A CAR Introducing the luxurious, Class 3, Freerider FR1 ves, st steers tee eers rs and “ridesDrives, ccar ar, with looks ar, ooks like a car, take ke prid pridee iinn you can ta ” ELEGANT HANDLING The height-adjustable, fixed tiller design gives car-like handling, while independent 4-wheel wishbone suspension makes for a smoother ride.

SPORTY LOOKS Take to the road or pavement with rugged good looks, a 35 mile range* and a maximum legal speed of 8mph.

If you’re looking for a mobility scooter that’s earned its right to take its place on the road, look no further than the FR1.

REASSURINGLY SAFE With fixed twin mirrors, LED lighting and indicators and LCD dash, you can see and be seen all the way around.

A pleasure to drive, with looks to take pride in, plus a host of comforting safety features and handy extras you’ll find useful every day, the FR1 is the next-generation scooter for anyone who takes pride in their ride.

HANDY EXTRAS Including an easy access captains seat, double carry bags, and even a USB plug for mobiles or tablets!

www.freeriderfr1.co.uk or call 01535 669604 Email us on sales@freerideruk.co.uk *Varies with user weight, terrain type, battery charge, battery condition and tyre condition.

We reserve the right to change specifications without prior notice.

Freerider UK Ltd, Unit 2C, Acre Park, Dalton Lane, Keighley, West Yorkshire BD21 4JH, UK.

Prevention strategy enables retailers support a growing marketplace Claire James is Campaign Director for Your Turn, a pressure ulcer prevention and education organisation. Your Turn is a national campaign committed to reducing avoidable pressure ulcers through education and awareness.

It works with organisations all over the UK delivering training and helping to plan effective community strategies to increase general understanding of the prevention of pressure ulcers and understanding the risks for our elderly population.

Here, Claire talks about a ‘shift’ in the marketplace and how retailers can develop business in the pressure prevention sector.

Reducing avoidable pressure ulcers has been big news in acute care for the last 5 years but now this focus is shifting into primary care.

There are more ‘at risk’ people being cared for in our communities than there are in our hospitals but the lack of understanding when it comes to how to prevent pressure ulcers occurring in a care home or care at home setting is alarming.

Your Turn has been working for the past three years to increase the overall knowledge base that exists in communities in the area of pressure ulcer prevention. Working with organisations such as Clinical Commissioning Groups, residential care home groups and primary care clinicians such as GP’s and district nurses, the campaign is aiming to provide knowledge and resources for those people who are most at risk in our communities.

What does that mean for you? As retailers, providing a service to these markets it is important that you understand both the opportunities and the potential pitfalls that pressure ulcer prevention equipment can provide for you. Gone are the days when clinicians would recommend that an individual uses a rubber ring to sit on to alleviate pressure. There are far more complex and comprehensive ranges of equipment now available to help reduce risk.

There are some key actions that retailers can take to make the most of this opportunity: • Increase your own knowledge on pressure ulcer prevention. Your Turn’s website is a good place to start but then consider looking for locally run education courses or if you would like Your Turn to educate your staff, we can run programmes specifically for you to help increase your overall knowledge of the subject.

34 www.thiis.co.uk

•

Familiarise yourselves with the products that are available from the market leading companies in the UK – the products vary in price and in what they are designed to do. Everything from specialist beds and mattresses to cushions and barrier creams are available to help people manage their risk of developing a pressure ulcer. All of these products are an opportunity for you to provide a local service where the NHS is failing to meet the demand.

• Dedicate an area in your store to pressure ulcers – prevention and relief – which would include some basic information for all visitors to your store. By “We can run programmes increasing overall specifically for you to help knowledge of the subject you increase your overall knowledge will increase of the subject” the number of customers who start to think about prevention of pressure ulcers as being their responsibility and therefore open their eyes to the need for specialist equipment.

• Think about your existing customers – can you introduce them to pressure ulcer prevention and education, ensuring that you gain new business where relevant.

• Understand the cross over from other areas of business such as people requiring walking aids, help to get up from sitting or out of bed – all of these people will be at a greater risk of developing a pressure ulcer and therefore should receive information about pressure ulcer prevention and may also need specialist mattresses or cushions.

If you are interested in learning more about pressure ulcer prevention and the products that are available for retailers in the UK please contact Your Turn who can put you in direct contact with some of the leading specialist companies in the UK. You can contact us at info@your-turn.org.uk The website is at www.your-turn.org.uk Claire can also be contacted on 0161 2828661

Patterson Medical will be at Naidex 2015 Stand B83 - 28th, 29th & 30th April Show Exclusive Offer* Focusing on Falls Prevention

& Management

•

Spend over £350 get a FREE Tri-Wheel Walker (exc VAT) RRP £112.00

• 100 Series Rollator Range • Enhanced Deltis Bathmaster • Dementia Care Range

•

Spend over £500 get a FREE Rollator (exc VAT) RRP £179.00

•

Spend over £750 get a FREE Escape Lite Wheelchair (exc VAT) RRP £328.55

Escape Lite

*Terms & conditions will apply

Don’t miss the StairSteady Demo at Naidex 2015

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A Step Towards Independence

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Contact your Area Sales Manager today or call Customer Services on 08444 124 330

Word of mouth builds a lasting business This year sees a major milestone for Warwickshire based retailer Wenman Healthcare as the company will be celebrating 30 years in the marketplace.

W

70 O SO ,00 RL L 0+ D D W ID E!

The business was founded by David Wenman and his wife June as Wenman Mobility. Sadly David passed away nearly 20 years ago, but June is still involved in the family business along with her son, Ian. David first became interested in what was at the time a fledgling mobility marketplace while he was working for a company that produced small vehicles for postmen and during the course of his work, he came across wheelchairs. After completing a business course at Birmingham University, he went on to work with Electric Mobility, helping to set up the first retailer network for the American company – in those days, of course, the businesses were not called retailers, but dealers.

June told us a little about those early days.

“David went all over the UK setting up the network for Electric Mobility. He also travelled to the various shows too, including Rehacare in Germany and he must have been one of the very first from the UK to go to that. It was at one of

the show that he met the manufacturers of the Sportster and shortly after that he became the first company in the UK to import them.”

David also spent a good deal of time and effort working with the various government departments to deal with some of the issues that cropped up as scooters became more popular and people started to see them on their local pavements and roads for the first time as June “David spent a lot of time in remembers.

“The Sportster was an London talking to the authorities.

8 mile an hour vehicle and He spent a good deal of time with of course, that wasn’t legal in those days and so people like Lord Ingelby, Edwina David spent a lot of time Curry and Peter Bottomley” in London talking to the authorities. He spent a good deal of time with people like Lord Ingelby, Edwina Curry and Peter Bottomley, who was the Transport Minister at the time.” From his dedication to the cause the Class 3 category, as

Proven to perform Your best-selling choice for customer peace of mind Designed and made in the UK. Often copied but never equalled

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36 www.thiis.co.uk

(Far left) In the very early days. An electric truck came before the scooters.

(Above) The company was involved in the early days of the Disabled Drivers Association and donated a cup

it’s now called, was created to allow 8 mile an hour scooters to be used legally on British roads.

Although everyone in the industry is aware of the scooter categories many aren’t aware of David’s hard work that helped create them.

The business has been located at Debden Farm just outside the village of Barford in Warwickshire for some years now. It’s very much what retail consultants would call a ‘destination location’ and there certainly isn’t any ‘passing trade’. There can’t be too many retail businesses in our market that can boast a quarter mile long, tree lined driveway and a showroom with fields of sheep and horses around it. But the customers visit the showroom and the vast majority are coming because of word of mouth recommendation that has been supporting the company for many years.

June says: “I think we are kind of unique really as there weren’t too many others around when we started. There’s a lot of history in the business.

For example, we were involved in the early days of the Disabled Drivers Association, now known as the Disabled Ramblers Association. In fact, David donated a cup for them, the Wenman Cup, and it’s still used to this day.”

When David and June’s son Ian joined the business, he changed the name to Wenman

• 3-4mph, range up to 10 miles • robust, yet light-in-weight

‘Solo’

It may be many years since David was involved in the business but he’s still very much a part of it

Healthcare and recently David James has joined and is looking to develop a marketing programme that includes a new website, an e-commerce platform and raising the profile further.

June is still very much involved in the business and you’ll find her in the showroom most days.

Asked if she had ever considered letting the business go she simply says: “No, it was David’s business and so I have always stayed involved.”

June says that their ethos is to give the best advice and service based on years of experience and never to pressure sell or misguide.

There are plenty of newcomers joining our “There weren’t too many others marketplace, but it’s good to see long-established around when we started” companies, with a story to tell, still around and changing with the times. You would imagine that David would be delighted to see the business still proving the sort of service to its loyal customers that he did all those years ago.

Call 01926 624432 or visit the website at www.wenmanhealthcare.co.uk

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+44(0)1787 882244

The UK’s leading range of mobility products since 1985

22/10/2014 17:50

Isagi celebrate silver winning streak Non-slip specialists Isagi are celebrating after scooping a national silver award – for a product that coincidentally contains a key silver ingredient.

The company won the silver award in the Best Hardware Product category for its StayPut antimicrobial bath and shower mats at the Totally DIY: Totally Tools show.

The mats are manufactured from the firm’s unique PER material combined with an antimicrobial ‘Silver’ additive which actively inhibits mould and bacterial growth.

MD Andrew Guilbert said: “We had to laugh at the coincidence of our silver additive winning us a silver award. Next time perhaps we will work out a way to put gold in our products so we can win first prize.”

The website for the company is www.isagi.co.uk

Steve Collinge Managing Director Insight DIY, presents Isagi Managing Director Andrew Guilbert with the award

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MOBILITY BUSINESS

FOR SALE Due to retirement, a thriving family mobility company in the centre of a bustling market town is for sale.

The business has a large customer base in the West Suffolk area with a well-stocked showroom and experienced staff.

The premises are available leasehold or freehold.

The owners are happy to work with buyer to ensure smooth hand-over.

CALL 07810 484343 FOR DETAILS

new to the team Have you expanded the team or maybe promoted an existing team member into a new role? If so, why not send us details so we can introduce them to the trade? Just send through the details to info@thiis.co.uk

New Trusted Assessor for Theraposure Theraposture has appointed Steve Keetley as its new Trusted Assessor for central England, covering the Midlands to the east coast.

The company says that Steve, from Grimsby, brings a wealth of mobility and healthcare experience. During his career, he has held the positions of Product Development Manager and Regional Sales Manager at Sunrise Medical for over six years and was responsible for growing the business across Europe and achieved significant success in Northern Ireland.

The website for the company is at www.theraposture.co.uk

New appointment for Ottobock’s expanding mobility division Ottobock has announced the appointment of Adrian Widger as Key Account Manager covering the North of England and Scotland.

Adrian joins Ottobock with over ten years of experience in the mobility industry, including his most recent role as Business Development Manager for a power chair manufacturer. The company says that he brings a wealth of experience, including extensive knowledge of static manual and power wheelchairs.

Adrian can be contacted at adrian. widger@ottobock.com or on 07500 772 484

New Trade Sales Manager at Lifemax Paul Stachura has joined Lifemax Ltd as Trade Sales Manager.

According to the company, Paul brings with him over a decade of experience in Account Management and Business Development, drawing from his experience in various markets including Textiles and Real Estate.

Paul will be responsible for managing the majority of accounts for Lifemax and the company says that his role is pivotal to a drive to increase sales and create more awareness around the Lifemax brand.

Paul can be contacted on 07825634803 or the company can be contacted on 01635874323.

The company also have a new website at www.lifemaxuk.co.uk

More sales staff at Sitting Pretty Sitting pretty has recruited more sales staff as the brand continues to show healthy growth, not just in the mobility sector but strongly in the soft furniture market too.

Managing Director Jim Henderson MD explains: “Over the last three years it’s been well documented that we have pushed our brand into the wider market area for lift recliners and we have grown considerably into our target areas.”

Jim says that Martin Henry has just joined the company and has brought a good deal of experience with him.

“Martin now joins us to help strengthen our position in both markets.

With his wealth of experience and knowledge on board we are excited about pushing our brand further this year.”

The company now has five agents covering England and are looking to recruit more later in the year.

The website for the company is www.spchairs.co.uk

40 www.thiis.co.uk

The

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New chair packed with new features Invacare has introduced the Pronto M41 Modulite, a mid-wheel-drive power chair packed which the company says is packed with a host of new features designed around a compact base, making it ideal for environments pushed for space.

Many features are standard such as Invacare’s Modulite seating system and 30º COG (Centre of Gravity) tilt in space, low seat to floor height and a full range of seat adjustments. SureStep technology means all six wheels remain in contact with the ground at any one time.

The Invacare website is at www.invacare.co.uk

20 years for longest serving employee For the first time in Electric Mobility’s long history, an employee, Kevin Smith, has celebrated 20 years working for the company. Managing Director, Jonathan Hearth presented Kevin with the longservice award and two tickets to the British MotoGP in Silverstone.

Kevin owns five motorbikes has been a keen fan of MotoGP since he was 9 years old, and has raced Motocross since he was 10. He started working for Electric Mobility as a Warehouse Technician in February 1995 shortly after celebrating his 18th birthday. His first role involved building the gearboxes and assembling the mobility scooters from scratch on a production line.

With a staff size bigger than it has ever been, Kevin has trained all the new employees in the warehouse as Assistant Warehouse and Parts Manager.

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...designed for you

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Swedish range on look-out for retailers Two Swedish companies are working together and looking for retailers to build a UK distribution network.

TR Equipment has a turnover globally of around $20million and employs over 75 people in its manufacturing facility. A recent agreement with fellow Swedish outfit Gate has resulted in a joint venture to increase the business over here.

The man heading up the UK business is Ian Lester. He has been with TR Equipment for around two and a half years and has a background of working with medical equipment businesses.

“I run the UK subsidiary” Ian told us. “TR Equipment has been in the UK for around 10 years and all the products are manufactured in Sweden in a facility between Stockholm and Gothenburg. The company has been focussed on bathing and hygiene products in the past with a range of hi-low baths and showerchairs.

However, recently we formed an alliance with Gate, another Swedish company and we now have an exclusive arrangement to distribute the Gate range of products here in the UK.” “Gate products have been promoted in the UK before” Ian explained, “but I don’t think the company had found a suitable long-term partner to work with and we were looking to extend the range of products that we could offer. There are synergies between the two companies in Sweden and so it was a good fit. For example, although we carried showerchairs, we didn’t have one at the pricing levels that Gate have, ours is more hi-end.”

TR also took on the Gate range of walkers too.

“We didn’t have walkers in the range and so that opens a lot of new doors for us here in the UK.” The company is working with a small number of retailers in the UK right now but is looking to add more to the distribution network. “We have more specialist retailer working with us at the moment and we are keen to talk to businesses that are interesting in adding good quality walkers to their range. We have some unique products including a walker that also enables people to be lifted from a chair. We are also developing a new product for Stroke patients too which I believe will sell well in the UK and 44 www.thiis.co.uk

so I think we have a good range of new products that will suit Gate walkers have been added to the businesses in the range the company mobility sector.” is offering to retailers Although Ian is on his own at the moment, he sees that as a real benefit to the retailers he will be dealing with.

“From a retailer point of view, the security that we give is that we have to sell through retailers “We didn’t have walkers in the as I am working on my own. We won’t be selling range and so that opens a lot of any other way. We carry demonstration stock in the new doors for us here in the UK” UK and spares, but the products are sent directly from the factory directly to retailers in the UK and that works well.”

Ian can be contacted on 07776 498246or email info@trequipment.co.uk. The website is at Ian Lester with some www.trequipment.co.uk of the products in the TR Equipment range

new on the market Anything new? If you have a new product that you would like to have featured in THIIS and seen by 3000 companies next month, then send details to info@thiis.co.uk. All we need is a short product description and hi-res jpg image

New improved Multistander frame Jiraffe has introduced an improved white Multistander to its popular range of products from Jenx Ltd. The new product features a fresh new white coloured frame and an upgraded knee block support bracket to improve and simplify the overall adjustability and functionality of the accessory. The Multistander is a highly versatile first standing frame suitable for children from around nine months right up to six years standing in prone, supine or upright.

For more information visit the website at www.jiraffe.org.uk

New Dropfoot solution DM Orthotics have launched the DMO E-step which combines Dynamic Movement Orthoses (DMO) and Functional Electrical Stimulation (FES) technology to aid the management of adult and child Dropfoot.

The DMO E-step is a hybrid neurostimulation unit, which improves users walking gait, whilst providing greater ankle stability.

Call 01209 219205. The website is at www.dmorthotics.com

New Hybrid Mattress System Sidhil has launched the Acclaim Flow, a non-powered hybrid designed around Sidhil’s intelligent Air Flow Technology, a self-regulating air displacement and intake system which uses the patient’s own body mass and weight to provide the correct surface to optimise tissue viability.

The Acclaim Flow consists of ten robust, interconnected air filled cells, encased in a foam shell and topped with a special foam layer featuring a unique castellation programme, designed using pressure mapping techniques to give optimum results.

Call 01422 233 000 46 www.thiis.co.uk

New light scooter from Pride The new Quest from Pride provides a comfortable ride and a simple easy-fold system. It adjusts to fit perfectly inside any small space. According to the company, the Quest is sleek, stylish and extremely easy to operate.

Call 01869 324600.

The website is at www. pridemobility.co.uk

www.dlf-data.org.uk

Are you part of the UK’s leading source of equipment information and advice for older and disabled people?

• Over 11,000 products listed in-depth • Used to support 25,000 telephone enquirers in 2013 • The data source powering www.livingmadeeasy.org.uk targeting 1 million visitors in 2014 Enhanced profiles, premium listings and other sponsorship options help to fund DLF’s work in developing and maintaining these trusted services. To find out more about getting involved with ‘the industry’s charity’ please phone Janet Seward on 020 7432 8011 or email janet.seward@dlf.org.uk

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Newly available to the UK but with historical sales into Europe, Aktiv Mobility say that the Cloud riser recliner range is a tried and tested quality product available with single or dual motor, handset removable at the armrest, and optional additional pressure relief in the seat area for a contract price.

For more information, call Andy Haines on 01384 429700 or email sales@aktiv-wheelchairs.co.uk

Kymco has a new ‘Agility’ scooter on the market at the end of April. The 8 mph, Class 3 Midi-size scooter has 12” pneumatic low profiles alloys and what the company describes as ‘superior ground clearance for varied terrain and rougher surfaces’.

There are five modern attractive metallic colours to choose from Sapphire Blue, Cherry Red, Metallic Mink, Glossy Black and a new Glossy Bronze.

The Agility has smoked lenses and low consumption LED lighting with a backlit waterproof LCD dashboard and full odometer.

Kymco will have the new product on the stand at Naidex For more details, call 01656 645 755

New products from Lifemax The Cooling Seat from Lifemax uses sealed gel packs that react to a body’s heat creating a ‘dry’ cooling sensation.

Immediately effective and requiring no pre cooling in the fridge or freezer, the cooling seat comes with a convenient carry handle and strap for secure fixing to a chair or seat. The company says that it is excellent for wheelchair users or those who may be sat for prolonged periods.

The Medical Safe provides a subtle way to store and protect medication. Cleverly disguised as a book, it safeguards against a curious child or protecting a confused dementia sufferer. It can be used for a few pills or for expensive medical equipment.

For more details on the new products, call 01635 874323

48 www.thiis.co.uk

New Platform Lift The new Terry Melody 3 wheelchair platform is a solution to the problem of short-rise vertical wheelchair access up to 3 metres. Special emphasis has been placed on the needs of both the lift user and building owner in facilitating compliance with the current disability legislation.

It can be installed inside or outside of a building and is designed to travel up to 3 metres.

For more information, call 0845 365 5366

Coming Soon to Quantum

A new and exciting addition to the Quantum Range...

The Q6 Edge 2.0 Mid-Wheel Drive power chair from Quantum, offers a great range of enhanced features and benefits. With new innovative drive controls and exceptional powered options available.

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new on the market New cushion from Invacare The new Matrx Libra cushion combines an anatomically contoured, high resilient foam base with a dual layered fluid overlay using Flo–tech technology to provide optimal positioning and skin protection.

The foam base conforms and supports the person comfortably for maximum pressure redistribution and stability, while the fluid sac counteracts the negative effects of pressure and shear.

Call 01656 776200 or visit the website at www.invacare.co.uk

Dutch rise and recline chairs in UK Cavendish Healthcare has introduced a new range of riser recliner chairs, designed and manufactured in Holland.

The Doge Collection features a triple motor action including a ‘tilt in space’ relax mode. The company says that they will appeal to consumers preferring a higher degree of positioning options than are currently available and have contemporary designs and choice of fabrics providing an attractive alternative for modern living spaces.

The chairs will be on display at Naidex on Stand A42. For more information, call 01803 220378 or email sales@cavendishhealthcare. co.uk

Improved Trail Rider The Da Vinci Mobility Trail Rider now has a new easy to use docking clamp system and stand. This allows the Trail Rider to be put on and off easily in seconds. The upright stand makes the Trail Rider easier to move around and store when detached.

Call 0151 548 1999 for more details.

50 www.thiis.co.uk

Scooter now with USB The Rascal Vision Scooter now has a USB power outlet which can charge a dead battery in a phone, ipod, or tablet. Other key features include an emergency braking system, modern LED lighting system, articulated tiller adjustment, advanced LCD panel and twin mirrors. The scooter is available in either black or silver.

Call 01460 258100 for more information. The website is at www.electricmobility.co.uk

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UK distribution agreement for German crutches A UK distribution agreement has been signed between Mobility Choices Ltd and Ossenberg GmbH. It means that after discussions between Rob Davies, the Managing Director of Mobility Choices and Maria Doerr, Ossenberg’s Head of International Sales, the full range of Ossenberg crutches will be available to the trade in the UK. Ossenberg GmbH is a modern, successoriented company with a long tradition. For over seventy years it has been one of the leading German manufacturers of forearm crutches, walking sticks, orthopaedic equipment and rehabilitation products.

The crutches are available in a wide variety of designs and striking colours. The elbow crutches are available in both open and closed cuff designs and also a unique folding carbon fibre crutch.

Mobility Choices is headed up by three school friends, Rob, Gavin and Duncan. Rob told us: “We are delighted to have agreed this new partnership with Ossenberg. To be able to bring such a tremendous range of products to the UK market is fantastic and we are looking forwards to this exciting new chapter in our company’s history.”

For more information, email Simon Allcroft at Ossenberg@mobilitychoices.co.uk or call 0161 220 9946.

vent e n io t a c u d PD e C d n a e d a r t est ts The UK’s larg r Occupational Therapis om just fo ts all in one ro BOO YOU K STA R TOD ND AY

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2,400+ delegates were Occupational Therapists and Case Managers including Lead, Head and Band 6 or 7 OTs +50% increase in attendance growth from 2013

25th and 26th Nov 2015 NEC Birmingham theotshow.com

CALL CARMELA RODIA ON 0207 348 5767 OR PANAYIOTA DAMIANOU ON 020 7348 4909, ALTERNATIVELY EMAIL THEOTSHOW@CLOSERSTILLMEDIA.COM

Just 4 minutes tells the trade-only story On the front of the magazine this month you should have found a DVD with the video of last year’s Trade Days Show.

Trade Days launched last October to enthusiastic responses from both the companies that exhibited and the retailers who visited.

Matthew Butler, Trade Days Show Director explained why organisers CloserStill Media had taken the decision to distribute the show video: “We had a very successful launch show which has given us a great platform for the future. The number of exhibitors who signed up for the 2015 show during the launch event was very impressive indeed, with one exhibitor signing up after just an hour or so of the first day. Because many of them have taken larger stands for their second year, we have limited exhibition space available at the moment, even with some 6 months to go and so we are very positive of producing an even bigger and better event this year.”

He added: “We’ve had some very positive feedback about the show video and both

exhibitors and retailers have told us that it is a great ‘snapshot’ of what the two days were all about.

For anyone who didn’t visit last year, it’s a very simple and very quick way of getting a ‘feel’ for what happened and what people liked so much about it. There are plenty of exhibitors and retailers featured in the four minute video who will be well-known to many in the industry.”

Trade Days takes place on Sunday October 18th and Monday October 19th at the NEC. If the video has already disappeared from the front of the magazine, then you can watch it on the Trade Days website. Just go to www. tradedays.co.uk/video

Exhibition & Event Guide April 22-23 2015 – Care & Mobility – Dublin www.careandmobility.ie April 28-30 2015 - Naidex National – NEC – www.naidex.co.uk June 16-17 2015 – NAEP Conference - Chesford Grange Hotel - www.naep.org.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www.mobilityroadshow.co.uk September 17th 2015 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 October 14-17 2015 – Rehacare – Dusseldorf – www.rehacare.com October 18-19 2015 – Trade Days – NEC – www.tradedays.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 19th 2015 - Kidz Up North – Manchester - www.kidzupnorth.co.uk November 16-19 2015 – Medica – Dusseldorf. www.medica.de November 25-26 2015 – The OT Show, NEC. www.otshow.co.uk November 25-26 2015 – Therapy Expo – NEC – www.therapyexpo.co.uk November 3-4 2015 – The Care Show – NEC. www.careshow.co.uk January 25-28 2016 - Arab Health, Dubai. www.arabhealthonline.com January 31- February 1 2016 – IIC Show – Manchester Central – www.iicshow.co.uk 54 www.thiis.co.uk

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training diary

Doing any training?

If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have.

APRIL 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. April 1st & 2nd – Block 1: Mechanical, April 15th & 16th – Block 2: Technical, April 29th & 30th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Global Training by Silvalea – Walking & Standing Harness Solutions - 15th April. Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions - 16th April. Interactive Online Training. FOC.

2015 – West Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – Sizing & How to Measure - 22nd April. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1 - 23rd April. Interactive Online Training. FOC. Sunrise Medical Limited - The JAY Portfolio - a Clinical Perspective (CJAY) - Thursday 23rd April 2015 – West Midlands – FOC to Sunrise Medical Account Holders

Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Clinicians (CSEA) - Wednesday 22nd April

MAY 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children - 6th & 7th – Block 1: Mechanical, 13th & 14th – Block 2: Technical, 27th & 28th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block.

JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 7th May 2015 - Free of charge Peterborough, JCM Head Office.

Global Training by Silvalea – Complex Sling Solutions 2 - 13th May. Interactive Online Training. FOC. Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – 13th May 2015 – FOC including lunch - Ilminster.

56 www.thiis.co.uk

Sunrise Medical Limited - Power Mobility: Matching Technology to Need (CPOW) - Wednesday 13th May 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Sunrise Medical Limited - Power Wheelchair Assessment (CPDE) - Thursday 14th May 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Global Training by Silvalea – Manual Handling Products - 14th May. Interactive Online Training. FOC Quantum - Powerchair training programme - Thursday 14th May 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Quantum training. This will be returned to you once the specific training has been attended.

>>Visit our website: www.sidhil.com

T. 01422 233 000 / E. sales@sidhil.com

training diary Pride Mobility Products - Introduction to Pride Mobility Products Technical Trouble Shooting. May 20-21 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Sunrise Medical Limited - Power Control Systems and Programming (TPSM5) - Wednesday 20th - Thursday 21st May 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Global Training by Silvalea – An Introduction to Slings - 20th May. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions - 21st May. Interactive Online Training. FOC JCM Seating Solutions Ltd - Technical Training - 21st May 2015 - Free of charge - Peterborough, JCM Head Office.

JUNE 2015 Sunrise Medical Limited - Powerchair Control Systems and Programming - Practical Training (TPSM5/P) - Wednesday 3rd June 2015 – West Midlands – FOC to Sunrise Medical Account Holders

Children. 10th & 11th – Block 1: Mechanical, 17th & 18th – Block 2: Technical, 30th & 1st – Block 3: Clinical.City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

Global Training by Silvalea – Amputee Sling Solutions - 11th June. Interactive Online Training. FOC Global Training by Silvalea – Walking & Standing Harness Solutions - 18th June. Interactive Online Training. FOC

Pride Mobility Products Ltd Training - Introduction to Pride Mobility Products Technical Trouble Shooting. June 17-18 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for

Global Training by Silvalea – In-situ Sling Solutions - 19th June. Interactive Online Training. FOC.

JULY 2015 Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – July 1st 2015 - Ilminster. FOC including Lunch.

Global Training by Silvalea – Paediatric Sling Solutions - 8th July. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & How to Measure - 9th July. Interactive Online Training. FOC. R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. 8th & 9th – Block 1: Mechanical. 14th & 15th – Block 2: Technical. City & Guilds Accredited and endorsed by the

College of Occupational Therapists. Halesowen. £185 +VAT per Block Global Training by Silvalea – Complex Sling Solutions 1 - 15th July. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2 - 16th July. Interactive Online Training. FOC JCM Seating Solutions Ltd – Postural Management Workshop: Specialist Seating – 23rd July 2015 – Free of charge - Peterborough, JCM Head Office.

CONTACTS FOR BOOKINGS Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com

Quantum Rehab – Call Hayley 01869 324600 or email sales@quantumrehab.co.uk

Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@sunmed.co.uk, or visit www.SunriseMedical. co.uk/STEPS

Pride Mobility – Call Chris on 01869 324600 or email service@pride-mobility.co.uk

Global Training by Silvalea - +44 (0) 1626 331655 info@ silvalea-globaltraining.com or visit www.trainingbysilvalea. com Disabled Living – Call 0161 607 8200 or email training@ disabledliving.co.uk. Visit http://www.disabledliving.co.uk/ Training/Events---Courses 58 www.thiis.co.uk

R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@electricmobility.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk

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Derby retailer takes award Mobility at Home, based in Derby, has won the Regional Retailer of the Quarter Award from TGA. In business since 1982, there is a 12-strong workforce. The Regional Retailer of the Quarter Award has earned the company exclusive trade discounts for one month, press kudos and a bottle of champagne.

Owner David Whittaker said: “I would like to thank my loyal staff for all their hard work. We are a tightly-knit team who operate like a family as we have all worked together for so long.”

David added: “Gareth Allmark, our TGA Area

Sales Manager is always extremely pro-active and we feel valued by this supplier.”

The photo shows the team receiving the award from TGA’s Gareth Allmark. Pictured from left to right: Nick Askew, Managing Director; Lucie Knight, Sales Assistant; Marie Zemacki, Shop Manageress; Jack Kozch, Engineer; Robert Berry, Special Care Advisor; Julian Atley, Head Of Engineering; Jack Lelan, Warehouse Manager; David Whittaker, Owner/Director.

New Scottish show launches

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Scottish exhibition organiser, QD Events, has announced the launch of Independent Living Scotland which will take place on the 7th and 8th of October at the SECC in Glasgow The Group Show Manager is Liz Logan. Many readers will know Liz from her time working on Naidex, which she ran for a number of years. She also ran Naidex Scotland.

Organisers i2i last ran a show in Scotland in September 2013. The Scottish Naidex event was bi-annual, but wasn’t scheduled for 2015.

QD Events is based at the SECC in Glasgow and have a number of strong shows within their portfolio including Scotland’s largest exhibition, The Scottish Caravan, Motorhome & Holiday Home Show as well as The Scottish Wedding Show and B2B exhibition, MCT-Congress.

For more information, call Lyndsey McElwee on 0141 576 3546 or email lyndsey.mcelwee@ qdevents.co.uk.

The website for the new show is at www. independentlivingscotland.org

Congratulations to our 2014 Award Winners!

TPG DisableAids 2014 Growth Award

Simply Health Select Partner of the Year

Ableworld Nantwich Elite Partner of the Year

The Team at Handicare would like to take this opportunity to congratulate the winners of our first Handicare Partner awards. Competition was tough; all three winners grew their business across our product ranges last year and worked with us to strengthen our partnerships.

We are looking forward to working with partners this year to support their growth as we continue to introduce new service initiatives and product developments to our range.

Trade Partner Resource: www.handicarepartners.com Trade Partner Support: 0844 225 3121 | www.handicare.co.uk

association update

Association Update Success of consumer awareness campaign TSI ran a consumer awareness campaign using in Spring 2015, promoting the full range of Approved Consumer Codes and increasing awareness among consumers that using code member companies helps protect them from potential rogue traders.

As members will be aware, BHTA’s Code of Practice is now overseen by the Trading Standards Institute (TSI) as part of the Approved Consumer Codes Scheme. We have already found TSI to be extremely positive custodians and far more proactive in promoting the Code to consumers than the Office of Fair Trading, who previously oversaw our Code.

Themed on property as a perennially topical area - including moving home, adapting your property, and renting – the campaign used members’ case studies and examples of how they’ve helped consumers to back up paid advertising.

The campaign drove a twenty fold increase in page views of TSI’s codes webpage and a YouGov survey shows that logo awareness has also increased significantly. BHTA has been featured several times on TSI’s blog, including in their top ten most popular posts of the year.

We’ve been delighted to see lots of examples from BHTA members of how their products and services have enabled people to stay, and be happy, in their homes. These range from a gentleman with emphysema who could no longer go up or down stairs in his house, who is now able to move around freely thanks to a stairlift, to a family whose autistic child found the stress of moving home much reduced by a Safe Space custom-made safe room.

Change to guidance on mobility vehicles BHTA has for some time been engaging with the Department for Transport regarding changing the rules on weight for mobility vehicles, and Ray Hodgkinson met with Transport Minister Norman Baker to discuss this.

New guidance “Mobility scooters and powered wheelchairs on the road – some guidance for users” has recently been

issued by the Department for Transport, which includes a maximum unladen weight of 150kg for a Class 3 vehicle. The guidance also allows for “necessary user equipment” to be carried on mobility vehicles and gives a new upper weight limit of 200kg for vehicles laden with equipment necessary “to meet specific clinical, postural, hygienic, caring or nursing requirements of the user”.

The Department for Transport says in its guidance “We recommend always going to an approved supplier who should also assess your needs and help you to choose the right vehicle” and refers users to BHTA for more information about suppliers. Member companies can be found at www.bhta.net/ find-a-member.

Barcoding working group BHTA is setting up a working group, which will meet in April, in response to the Department of Health timeline for implementing barcoding for all products supplied to the NHS. The first deadline for this process is 30 June 2015, with the expectation that Global Trade Identification Numbers (GTIN) for all products will be in place by the end of September. The goal is for all products to have GTIN barcode labels and for product and price information to be available through a GS1-compliant datapool.

The working group will be attended by representatives from the Department of Health and GS1, who are actively looking for industry views and feedback. BHTA members interested in joining this group should contact sally.edgington@bhta.com as soon as possible.

BHTA members can download our existing guidance from www.bhta.net/barcoding . This document will be revised and updated to incorporate the NHS eProcurement strategy and the resulting timescales.

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Major Charity looks for closer ties with suppliers and retailers With the explosion of the internet and social media in recent years, charities are taking advantage of these new market places to sell an ever-increasing number of products targeted specifically at their members and supporters.

With 127,000 people living with Parkinson’s in the UK, and a membership of around 33,000, Parkinson’s UK is no exception.

Sue Mills heads up the charity’s Daily Living Aids and Commercial Partnerships operation, and Sue spoke to us about how she is keen to develop mutually beneficial relationships with more suppliers and retailers.

Sue spent 23 years working for The John Lewis Partnership where she developed her passion for retail. “My last role there was Customer Service Manager at their head office.

From there I moved to a membership charity as Sales and Despatch manager for six years, where I developed and sourced all the products for sale.”

Sue was then head-hunted to join Parkinson’s UK. “The charity was looking for someone with commercial and membership charity experience.

As my husband’s aunt has Parkinson’s I was very aware of the condition so the job seemed a perfect fit for me.”

Sue has been at Parkinson’s UK since April 2013 and in that time she has extended the range of products being sold. “When I first started we had about four products in our range.

I could see the opportunities. We now have over 130 items in the range and the sales are an ever growing percentage of our trading turnover.”

One of the most popular items are ‘I have Parkinson’s’ badges. “Nearly 2,000 people have purchased badges” Sue says. “It’s a simple but powerful aid which gives people time and space in a shopping queue, or when they are getting on a bus.”

“One of our member’s told us 64 www.thiis.co.uk

Sue Mills is bringing her experience working with The John Lewis Partnership to the charity.

that the badge transformed his life. He wore his ‘please give me time’ badge before going on a cruise and wore it every day and the response from everyone on board was fantastic.”

According to Sue, another star item in the range is the Kowski extending walking stick which is branded especially for the charity. As well as buying all the Daily Living Aids products, Sue manages commercial partnerships with companies such as Stannah and MedicAlert, and is looking for more retailers to work with.

“We are also speaking to companies about having “We now have over 130 items in a page on their websites the range and the sales are an to promote Parkinson’s products - after all, we all ever growing percentage of our want the same thing in the end, to help the end user.” trading turnover” Sue has a very clear philosophy when it comes to buying. “I only ever buy top end products. That’s because of my John Lewis experience. I never want people to return something because it isn’t good enough or doesn’t offer good value for money.”

One innovative new service in development this year is a visiting optician. “Visiting the Apart from selling opticians is one of the things people with a growing range Parkinson’s find increasingly difficult as their of products from suppliers, the charity Parkinson’s progresses” Sue explains. “Opticians also has its own products too.

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are quite often in old buildings and may be up a winding staircase. It is far more comfortable to have the optician visit you in your own home at a time that suits you.”

Sue also has a clear position on pricing too.

“I won’t undercut people. If there is a market price, then that’s the price we will sell at - I won’t deflate prices. It isn’t our intention to take people out of the marketplace.”

Sue believes that trusted charities like Parkinson’s UK are a natural place for people to buy from. “People turn to their charities for solutions. If they are getting help and advice, then it’s a natural progression that they would want to buy products that help the charity to raise funds.

My job came about because our members, many living with Parkinson’s themselves, asked the charity to provide a Parkinson’s friendly service for them.”

Sue would love to see Parkinson’s UK branded merchandise in independent retailer stores and mobility shops. “It would be lovely to have a corner where people could pick up our branded items, and know that they had been developed specifically with their needs in mind.”

Sue would like retailers to become more Parkinson’s friendly, and has a few tips on how to react if they meet somebody with the condition.

• Not all people with Parkinson’s have a tremor. People with Parkinson’s can be slow in their movements such as their walking and hand gestures, so if you have someone in a showroom, be aware of that. Becoming rigid and freezing on the spot is also common.

•

Moving round a shop quickly to demonstrate a product to a person with Parkinson’s may lead to falling, as walking without a ‘cue’ means it can be difficult to stop and start again.

• Speech can also be affected. A personal voice amplifier can help a person with a very quiet voice to be understood, and it is important to give a person with Parkinson’s time to finish a sentence, “I only ever buy top end products. so be prepared for long pauses.

That’s because of my John Lewis • Facial expressions experience” may not move and so it can be difficult to work out whether the person you are serving is engaged, happy or excited.

As with a lot of people living with a medical condition, a person with Parkinson’s symptoms can fluctuate during the day, depending on when their medication is starting to wear off. Another tip is, “If you are calling someone back, ask them what would be the best time of the day or night to call (sleep problems are very common with Parkinson’s so don’t be surprised to get emails overnight), and try to have the same salesperson call so that trust can be built.”

Sue would like to hear from any company or service provider that would like to talk about working together in the future. Call her on 0207 963 3909, 07964850319 or email her at smills@ parkinsons.org.uk Parkinson’s Awareness Week runs from April 20-26. You can find out more about that at www.parkinsons.org.uk/awarenessweek2015

New acquisition for Aidapt Aidapt Bathrooms has announced the acquisition of the Equiptocare business.

Equiptocare is a UK manufacturer of walking frames, crutches and walking sticks and currently supply largely to the NHS and public sector.

The manufacturing for Equiptocare will remain in South Wales, operating from Aidapts’ existing facility in Pontyclun.

For further information, please contact Rebecca Wilson on 07974 193301 or Dale Smart on 07860 369611.

The website for Aidapt is at www.aidapt.co.uk

66 www.thiis.co.uk

Power for the extra mile.

Strident Batteries from Ivanhoe.

Motivated by a history of success in providing high performance battery power to the mobility market, Ivanhoe is proud of the range of Strident batteries that has been tried, tested and proven over years of service in many vital applications.

Our passion for producing a quality, reliable product with outstanding customer service underlies the success which you can rely on every time.

Ivanhoe – where expertise exceeds your expectation.

Please contact our sales team to find out more about the full Ivanhoe mobility range of products.

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 Email: sales@ivanhoe.uk.com

Ivanhoe Trading Limited Head office address: Global House, Hall Lane, Dereham, NR20 3GG

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 | sales@ivanhoe.uk.com MOTIVATION THROUGH INNOVATIONTM

Northern office: Southern office:

Tel: +44 (0)1302 365987 | Fax: +44 (0)1302 365988 Tel: +44 (0)1362 300102 | Fax: +44 (0)1362 300103

jobs on offer

Commercial Director An opportunity has arisen with the leading trade association for Healthcare and Assistive Technology Products and Services – the British Healthcare Trades Association.

Reporting to the Director General and leading the Commercial team, the post holder will contribute towards the continuing development of membership, events, education and training during an exciting time in the Association’s history.

The successful Candidate will be able to evidence relevant strategic experience, including finance, line management and excellent communication skills gained in a trade association or commercial organisation.

Salary commensurate with skills and experience.

This is a full-time post, based at our London office. A job description for this post and Information about BHTA can be found at www.bhta.com

To apply for this post, please forward a CV and covering letter giving current salary details to: Tracey Lloyd, Director General BHTA, New Loom House, Suite 4.06, 101 Back Church Lane, London E1 1LU Or, email your CV to tracey.lloyd@bhta.com Closing date for applications Tuesday 5th May 2015.

Regional Account Manager Established in 1995 Freerider Corporation has grown to become one of the largest Mobility Scooter manufacturer’s.

In line with our growth strategy we are looking at expanding our current sales team and welcome applicants from all parts of Great Britain.

Applicants particularly welcome from those who are from a service background or are looking to make their first move into a B2B sales environment.

We are looking to recruit a Regional Account Manager to join our sales team.

Main duties & responsibilities are: • • • • •

Making appointments to meet new potential customers.

Maintaining and developing existing customers.

Identifying new markets and business opportunities.

Increase market share in existing market.

Achieving sales targets for revenue, profitability and sales growth

Skills & experience required: • • • • • • •

Proven communication and interpersonal skills.

The ability to establish and develop new and existing business.

Passion for quality and commitment to delivering a first class service.

Need a structural approach to developing your sales area.

Highly organised and able to plan and prioritise workload.

Success in achieving targets and producing results Driving licence essential

In return we offer: Basic wage + commission, expenses, company van, mobile phone To apply for this position please send your CV along with a covering letter to paul.fisher@freerideruk.co.uk

Sales Executive/Manager NEW ACCOUNTS NATIONAL/INTERNATIONAL Bespoke Stairlifts Limited are a rapidly growing U.K. based Stairlift manufacturer, currently offering our bespoke Stairlift solutions throughout the U.K. and Europe. Due the continued growth in our business an exciting opportunity has arisen for a talented, highly motivated individual to join our sales team. The emphasis of the role will be to generate new accounts both at home and abroad focusing on our new line of products, due for launch summer 2015.

The successful candidate should have strong knowledge of the international Stairlift market and be able to successfully generate and service new accounts. This exciting role would suit sales professionals looking for a new challenge, to take responsibility of the new products and drive sales to achieve results. In return, Bespoke Stairlifts are offering an excellent package to the right candidate who can demonstrate the attributes required to fulfil such a demanding, yet, stimulating role.

Reporting to the board of directors, the right candidate may have the

option to be home based and will receive all the relevant resources, training and support to enable them to effectively carry out their role.

Key skills and attributes • Previous experience of business to business Stairlift sales, international sales experience highly advantageous.

• Ability to influence and negotiate • Highly driven to achieve and exceed sales targets • Must be a self starter, organised and proactive • I.T. Literate • Marketing and product launch experience advantageous • Valid driving licence Applicants should apply with a covering letter and C.V. by post to: F.O.A. Sales Director, Bespoke Stairlifts Limited, Unit 9 Old Fieldhouse Industrial Estate, Old Fieldhouse Lane, Huddersfield HD2 1FA or by email to david@bespokestairlifts.co.uk

NAIDEX IS THE LARGEST AND MOST INCLUSIVE INDEPENDENT LIVING AND DISABILITY EVENT IN THE UK Join an unmissable showcase that brings the trade together with engaged members of the public, retailers and healthcare professionals at one time, offering a cost effective platform to catapult awareness of your brand and conduct some serious business all under one roof.

10,667 +

Public

Trade

Healthcare professionals

31%

27%

35%

or visit to source 67% authorise 61% recommend new products purchasing decisions and suppliers

unique people visited Naidex in 2014

WE ASKED OUR VISITORS WHAT SOLUTIONS THEY ARE MOST INTERESTED IN SOURCING – COULD IT BE YOUR BUSINESS THAT PROVIDES THE IDEAL PRODUCT TO THESE THOUSANDS OF CUSTOMERS? 2,295

6,263 Bathing, showering & toilets

5,304 Wheelchairs, scooters and buggies

3,664 Access – ramps, floors, doors & stairlifts

2,432

2,801 Moving & handling

Positioning, standing & walking

EXHIBIT AT NAIDEX 2015

Enquire about your stand at Naidex 2015, 28 – 30 April at NEC Birmingham To book your stand call +44 (0)20 3033 2273 or visit www.naidex.co.uk

Chairs & chair accessories

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jobs on offer

Wheelchair Technical Instructor Salary: NHS Band 4 equivalent Based in HuddersďŹ eld: Full time role (25 days holiday, pension contribution)

Whilst this position is for a permanent member of the team, we currently have fixed term roles available also, and therefore would encourage applications on this basis also.

Opcare Ltd is a market leading international healthcare services provider. The Group has a strong and growing presence in Europe s and beyond. Within the UK, the numerous and diverse partnership and relationships with the NHS are a core part of the company’s activities. Our reputation as a high quality and reliable provider of Orthotic, Prosthetic and Posture and Mobility products and services has provided a solid platform for growth and diversification.

The Technical Instructor for the Wheelchair Service is required to work as a member of the Wheelchair Team, to deliver a high quality Occupational Therapy Wheelchair Service to wheelchair users, their carers and families.

He/she will be responsible for a delegated caseload, in the implementation and evaluation of Occupational Therapy interventions under the guidance of the First Line Manager. They will be required to work with Occupational Therapy colleagues of across all programmes of care, responding to clients with range physical, sensory and learning disabilities.

He/she will provide technical information and advice relating to wheelchairs, seating systems, pressure relieving cushions and wheelchair accessories. They will be required to analyse technical problems, determine feasible adjustments and action appropriately.

They will also be required to participate in local wheelchair clinics and to deliver skills training programmes with wheelchair users and carers.

Opcare Ltd employs over 300 people who work in partnership with NHS staff to deliver prosthetic, orthotic and wheelchair services across the country. We employ occupational therapists, physiotherapists, clinical scientists, rehabilitation engineers, prosthetists, orthotists, technicians, administrative and support staff.

To express an interest please send a copy of your CV and a covering letter to james. malcolm@abilitymatters.co.uk

Southern Area Sales Manager Pressure Management The Helping Hand Company are passionate about improving the lives for those with reduced mobility.

Do you have energy, determination with the commercial skills to succeed; managing and developing our business in the NHS? Can you demonstrate confidence, drive and success in building new opportunities?

Previous experience working within the NHS would be an advantage.

Competitive salary + bonus package and benefits.

To apply, send a covering letter and CV to...

Wendy Howes, The Helping Hand Company, Bromyard Road, Ledbury, HR8 1NS or email: jobs@helpinghand.co.uk Tel: 01531 635678 www.helpinghand.co.uk The Helping Hand Company is an equal opportunities employer.

A big move as Permobil acquires ROHO In what will be seen as a major move in the marketplace, Permobil recently announced the acquisition of The ROHO Group, Inc. ROHO was founded by electrical engineer and inventor Robert H. Graebe in 1973, growing to become a global leader in customised seating and support surface solutions, sold in more than 65 countries around the world.

Permobil CEO Jon Sintorn said, "ROHO brings industry leading technology, medical expertise and top quality products to Permobil."

ROHO CEO Bob W. Graebe, said: "ROHO has been offered an exceptional opportunity to pursue its full potential on a global scale. Permobil shares our history of being a family company, with a culture of excellence .This is a perfect fit for ROHO." Larry Jackson, President of Permobil North America, added: "ROHO is a gem in our industry, dedicated to scientific and user centric solutions, just like Permobil."

Permobil and ROHO have combined sales of more than SEK 2.5 billion.

The transaction is subject to approval from competition authorities in the USA and in Austria.

The Permobil website is at www.permobil.com The Roho website is at www.roho.com 70 www.thiis.co.uk

Wet Weather Wear and Scooter/Wheelchair Accessories

To view the complete Splash Range visit

www.able2.eu

For any further details or for a product range demo please contact us below: Tel: 01254 619000 Fax: 01254 619001 Email: enquiries@able2.eu Head Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB

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THIIS is produced by BHTA Engage: 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH Tel: 01933 278 086 E-mail: newsroom@thiis.co.uk Providing news and views in

the trade since 1999 BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.