THIIS Trade Magazine - August 15

Issue 203 • August 2015

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Giving sales a lift with YouTube STOCKSHOP

IN THE SHOP WINDOW

DEAL ON OFFERS

SILVER SCREEN DEBUT

NEW PRODUCTS TRADE DAYS UPDATE

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 As we head towards the second year for Trade Days, we have details of an interesting and varied free seminar programme in this issue, along with a story about why a shop fitting business is using the show after working with one of the retailers in the marketplace.

If you haven’t done so already, then now is the time to register for the show so that you can plan your visit. The exhibition is larger this year, with a list of suppliers that is likely to include the majority of the companies that supply into retail showrooms and so there is going to be plenty to do over the two days.

On that subject, quite a few people found that just one day at the show last year wasn’t long enough to have all the business discussions they wanted to have and to take in some of the seminar sessions, so now’s the time to plan an overnight stay so that you get the most from what promises to be time well spent in October.

6

“The days of the old style corner shop for mobility products are long gone”

20

“The £9,595 GTE powerchair is by far and away the best seller”

35

“It’s a good example of how product development can attract a different type of customer”

48

David N Russell

“Anyone who doesn’t change with the times is in serious danger”

Editor

Don’t be shy, why not get in touch...

On the front...

Editor

Building sales through YouTube.

See page 18.

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

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

Mark, Able2

Daniel, TGA

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 150 suppliers

Linda, Freerider

Network with 1,500 of your colleagues and friends Take advantage of the exclusive trade deals and save £££ Tom, Flexel

Elaine, Electric Mobility

David, Primacare

Matt, MK Battery

Choose from a packed programme of free business, sales and marketing seminars all designed to grow your business “Trade Days has been extremely informative for me in my role and being a trade only event means the exhibitors have time to talk to you and answer any technical questions you may have. There has been loads to see!!”

Elwin Harker, Service Engineer, Burnham Mobility

Supported by:

Mark, Karma

Register for your FREE place now

We guarantee you’ll see all the suppliers you need at TRADE DAYS this year…

A & D Instruments Ltd Able2 UK Ltd Ableworld Franchise accentu8 Access Needs Active Living by Paroh Aidapt Bathrooms All Batteries UK amplicomms Assistive Partner Ltd Autochair Ltd BATHEX (Bathroom + Shower Accessories) Ltd Beauty & Brows BES Rehab Ltd BHTA Bibbleplus Dignity Bibs Blue Badge Company Brig-Ayd Control Camelot Furniture Capatex Medical Care Designs CEDAB Cefndy Healthcare & Manufacturing Classic Canes Cosyfeet COTSSIP Courtney Associates CPC Battery Services Dartex Coatings Drive Medical Ltd Easy Move Sheets Easylink UK Eazy Beds Electric Mobility Euro Electric-Trikes-N-Bikes Embryonyx Ltd Enable Access Etac supplied by R82 UK Ltd Eurocastors Experia

F A Parkes/STABILUS UK First Senior Group Flexel UK Ltd Flexyfoot Forever Living Freerider UK Ltd Furmanac Geemarc Telecom Ltd Globaleather.com Guy-Raymond Engineering Company Haze Batteries UK Ltd Healthcare and Assistive Technology Society Healthcare Distribution Direct Ltd Healthcare Matters Here To Help Mobility Company Ltd Hertford Shelving Shopfitters HMS Pharmaouest Horizon Mobility Ltd Hospital Direct Incy Wincy - Specialist in Incontinence Swimwear Isagi Ltd Ivanhoe Trading Ltd Jetmarine Karapharm Karma Mobility Kinetic Media Limited Kymco Healthcare UK Langham GE Leoch Battery Shenzhen Corp Lifemax Limbo Products Loxfield Innovative Products Mackworth Healthcare Manbat Mark Bates Limited Medequip MG Retail Consulting MK Battery Mobility Choices

Monarch Ontex Healthcare UK Ltd OPPO Osprey Healthcare Patterson Medical Ltd PDS Hygiene Platinum Batteries POTS Global Primacare Primacare Prestige Recliners Redwood TTM Repose Furniture Ltd Rika Care Rise and Recline Ltd Roma Medical Royams Sandpiper Scooter Pac Scootertech Ltd Sidhil Limited Simplantex Healthcare Ltd Spearhead Trade Special Kids Co Steroplast Healthcare Ltd Sunrise Medical Ltd Swallow Evacuation and Mobility Products Limited Symmetrikit Tap2tag Tente Castors LTD TGA Electric Leisure Ltd The Kirton Healthcare Group The Ramp People The Sticker Haus UK Ltd Topro Ltd Uniscan Van Os Medical UK Ltd Z-Tec Mobility

…and many more

at www.tradedays.co.uk/thiis

Shop fitting experts looking to put themselves in the shop window at Trade Days

The 1st Call Mobility shop that was fitted out by Hertford Shelving

Retailers visiting Trade Days this year will find a number of companies on the exhibition floor that are there to promote services that will support the development of their businesses.

One example is Hertford Shelving Ltd. The specialist shop fitting company has experience in our marketplace after working with Harlow based 1st Call Mobility and has been in business for more than 20 years, working on all types of retail outlets including Garden Centres, Pet shops, Reptile and Aquatic outlets, Supermarkets, Post Offices and Stationery and Card Shops.

1st Call Mobility became a customer when its first retail outlet opened, has used the services a number of times and has been very happy with the results as Managing Director, David Davison, told us: “Going back over 10 years, when we were looking for someone to fit out our shop in Harlow, we found Hertford Shelving. The company did a great job for us and provided us with the slatted timber system which is very flexible and enables us to display both the small products and the larger items too. We have found it to be a very versatile system and we have always found the company to be very competitively priced too. What’s also important is that they have always been very efficient when they have been doing the work and they can turn around a job quickly.”

David added: “They have done all our work as we have moved retail premises and have also fitted out our entire warehouse too. In the team there are people who can do whatever jobs need doing during a re-fit, from plumbing to electrics and you don’t have to have expensive or very detailed plans either as they can work with the ideas that you give them. They are very good at interpreting what you want.”

The latest 1st Call retail outlet is located in a 6 www.thiis.co.uk

shopping centre and David says that the re-fit that took place was vital to securing the space.

“It’s vitally important these days that your retail premises look right and are able to attract the customer. When we opened in a major indoor shopping centre, part of the deal to get the space was that we spent the money on the refit.”

“The days of the old style corner shop for mobility products are long gone” he told us.

“Customers expect you to give them the same shopping experience that they would find anywhere else on the high street. To do that, you have to use the experts to get the look right.”

Steve Lodge is the “The days of the old style Managing Director of Hertford Shelving corner shop for mobility and he told us more products are long gone” about what they can offer to retailers in our marketplace. “We can work from design drawings or floor plans supplied by retailers using the materials of their choice and we can source most products and materials to meet the image or finish that they may have seen in magazines or on the high street.”

Steve says that the range of projects the company takes on is extensive. “Our projects range from the installation of basic shop shelving and retail displays to partial shop refits or full shop refits including the rip out of the redundant interior. We also carry out new total interior fit outs including all small building works. We can construct or remove walls, install suspended

CR

TES T E SH

170Kg (26 1/2 STONE) MAx uSEr wEIgHT SEAr wIdTHS 20”, 22” ANd 24”

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

* The Flexx is now crash tested.

CR

D TE

A S H T ES D TE

CR

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

A S H T ES

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

For further details please call 0845 630 3436

A

HD Version Now Available

CR

D

TES T E SH

D

A

ceilings, flooring, and counters and install all types of display equipment either supplied by us or by others.”

On his decision to take space at Trade Days, he explained: “We have worked with David at 1st Call Mobility for a number of years and so we have experience of the marketplace that they are working in. We know the products that need to be displayed effectively and we know how to do that well and so we felt it was time that we started to speak to other retailers looking for a fresh approach and to make their showroom space work better for them.”

Matthew Butler, Show Director for Trade Days says that seeing companies like Hertford Shelving on the exhibition floor highlights just how the show is developing. “We are seeing

The company will be showing design options at Trade Days

more companies like this getting interested in Trade Days and we are sure that retailers visiting this year will find a number of new and interesting contacts that will make a difference to their businesses in the future. The tight ‘trade-only’ focus is “We know the products that a real attraction for need to be displayed effectively companies looking to become better known and we know how to do that in the industry as they well” know every single visitor that walks past their stand could use the products and services they have on offer.”

The company will be on Stand C70 at Trade Days (18-19 Oct, NEC – www.tradedays.co.uk)

Does advertising in THIIS work?

Does advertising work in THIIS magazine.

This is what Julian Cobbledick of Assistive Partner thinks…

“We supply a range of software for healthcare.

Since our company’s formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in).

Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment.

And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several 8 www.thiis.co.uk

sales. So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts.

I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.”

Julian Cobbledick, Director, Assistive Partner

Earn up to an amazing

£1,000 through the Stiltz Lift referral scheme:

• Exciting and unique product offering; an easy referral.

• Great commission structure.

• Various sizes of eye catching point of sale.

• Simple process, just collect the client details and we do the rest.

Introducing the new Stiltz Lifts

Lead Referral Scheme • Smallest footprint of any home lift.

• A neat and discreet alternative to a stairlift.

• Surprisingly affordable lift options, prices start from just £8,999.

• No load bearing walls required; it can fit almost anywhere, even in a small cupboard.

• Aesthetically pleasing; a lift to be proud of.

• One day installation, with minimal disruption.

For more information call

0844 870 9087

www.stiltz.co.uk

Things we like The subject of this month’s ‘Things we like’ feature is a case study that has been put together by Felgains and is being used to show just how effective the Vendlet V5 turning and repositioning system is.

These days you need a lot of tools in the box to justify money being spent and producing a case study like this one is a powerful way of getting the message across.

The text below is from a poster that the company produced at the recent NAEP Conference, where influential contacts from Community Loan Stores were gathered.

What we like about it is both the design of the poster, which really gives a clear message and the use of very specific figures. For example, the total savings of £30,927.00 in the first year is very eye catching and much more powerful than if ‘around £30.000’ had been used.

Here is the full text of the case study which is a great example of how to put together something that could produce you a lot of business in the future Challenging the Financial Burden of Care in the Community In the mid-eighties John developed depression and was diagnosed with Bi-polar disorder (Timms 2012). He now has ongoing severe depression and anxiety. He is a very large gentleman, currently 22.5 stone, although previously was 28 stone. He has a very large abdomen and legs. He has type 2 Diabetes and peripheral neuropathy.

Having given in to the effects of his depression, he had not left his bedroom for 3 years. John and his wife Mary were unwilling to engage with any authorities or health providers apart from his

own GP, and John continued to have fear and anxiety related to hospital admission.

At time of intervention he had faecal burns and his skin integrity had deteriorated considerably. The District Nurses had intervened and started a care regime which involved four carers rolling him onto his side three times a day to attend to his personal care and to treat his skin. The District Nurses had also expressed concerns over the overall situation and safeguarding was discussed. After a few weeks his “The personal budget has now skin integrity had reduced to £13,576.44 per showed significant improvement and annum; a saving of £104,534.68 Social Services were over a three year period” approached to take over the case. Prior to this episode Mary had attended to all his care needs herself and had done so for many years. However, she was now reporting that she was unable to carry out that level of support on her own.

Aims and Objectives Was it possible in this case to reduce the reliance of this large care package as well as reducing the physical and mental strain on family members and improve tissue viability?

A Range Of Quality Non-Slip Products

Isagi’s Official Distributor Into The Homecare Market E-mail: enquiries@able2.eu 10 www.thiis.co.uk

Tel: 01254 619000

www.able2.eu

Methods The Vendlet V5 turning and repositioning system was installed on a trial basis. This system fits to a profiling bed and can turn a service user from side to side and can also transport back up the bed. Without this the care package would have consisted of three carers three times daily, making a total of 6 carer hours per day with Mary as the fourth carer. The personal budget was £50,380 per annum following the crisis intervention and prior to the installation of the equipment.

www.movingandhandlingpeople.co.uk

Results Mary reported that the system was working well and that after two days of getting used to it, she was able to reduce the care package from three carers three times a day to one carer twice a day. John initially said that he did not like lying on his side, but that the system meant that he only had to be turned onto one side now for all care to be completed, and did not need to be rolled onto one side and then the other, which he found much better.

Within 4 weeks, John was reporting that he was very happy with the system and his mood had lifted considerably. Mary reported that she

MHP16_Ad.indd 1

was also much happier and felt more in control of their lives which has resulted in reduced stress levels.

John’s general mental and physical health has shown marked improvements and his dignity, respect and well-being have been restored.

John and Mary are now happy to engage with the authorities. The care package, which originally consisted of three carers, three times a day, has now been reduced to one carer twice a day and is sustainable for the foreseeable future, with strong contingency plans in place.

The personal budget has now reduced to £13,576.44 per annum; a saving of £104,534.68 over a three year period.

The total saving in the first year was £30,927.00.

Conclusion and Outcomes When we look at the positive outcomes for John and Mary, why are we not utilising this approach on a wider scale? Is there a tendency to reserve ‘specialist’ equipment for the ‘problem’ cases only and could we be improving outcomes for so many more service users? The Vendlet V5 meets the needs of a diversity of service users.

‘Care in Action’

Safe Routes to Best Practice Tuesday 2nd & Wednesday 3rd February The Human Rights Action Centre, London EC2A 3EA

The essential CPD-certified learning event for anyone moving and handling people in healthcare • Practical, interactive workshops using the latest equipment • Peer-to-peer networking and problem-solving • Topics include single-handed care, dementia and touch, and ‘Trial by Jury’ • Focus on the new Care Act Limited places so book now at www.movingandhandlingpeople.co.uk Early bird discount available Disabled Living Foundation

Tel 020 7289 6111 Email mhp@dlf.org.uk Web www.dlf.org.uk Reg Charity No 290069 6/30/2015 10:55:36 AM

Storage Basket and Flip-Up Footrest

RENO II Powerchair

Also available in Blue

Easily Dismantled Without Tools

RENO II Special Features Unique frame locking system (Patent Pending) Easily dismantled without tools Large storage basket Maximum user weight 21 Stone (133kgs) Available in Red & Blue

August offer price

ÂŁ549.00 each

(Offer Code – HCP/R8)

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

in the frame Two export awards for Acorn

Ableworld staff go on the run A group of Ableworld Head office Staff along with their families took part in a 5k ‘Run or Dye’ Charity Run recently, while a shower of eco-friendly, plant based powdered dye was pumped out covering them in a multi coloured dye.

The team were running for DeafblindUK which supports people with both a hearing and sight loss.

A visit from the Doctor Autochair was one of the companies to receive a visit from Dr Hilary Jones at the Mobility Roadshow, when the Dr opened the event. The company launched TurboSlide, which projects from the side of a car seat to give drivers or passengers unable to bear their weight on their legs a supportive platform to slide across as they transfer to and from their wheelchair.

Surprise Surprise for Sunrise Sunrise Medical appeared on the ‘Surprise Surprise’ TV show recently when the company supported someone who needed a number of specialised bikes and wheelchairs for a new project. As you can see, the products received a good deal of coverage.

14 www.thiis.co.uk

Acorn Stairlifts has lifted the ‘Made in the UK’ award for Exports from UK Trade & Investment. The company won the ‘Made in Yorkshire’ export award last year.

The company says that, in the last five years, it has invested more than £8m in new plant and machinery, manufacturing over one million components each year.

Exports saw an 80% increase in value from 2011 to 2014. Acorn says that one of its stairlifts is installed every 9 minutes somewhere in the world and close to £80m of stairlifts are exported.

The company was also recently named in The Sunday Times HSBC International Track 200 as one of Britain’s top 200 private companies with the fastestgrowing international sales.

The picture shows, from left to right: Allison Wear, Acorn’s Factory Manager in Shipley, Andrew Longthorne, Acorn’s Factory Manager in Steeton and Kevin McGlone of UKTI.

in the frame

Prism sponsors wheelchair rugby team Prism Medical UK is to be the shirt sponsor of the Yorkshire Lions Wheelchair Rugby Team for the 2015/16 season. Yorkshire Lions is a newly created team participating in national competitions coordinated by Great Britain Wheelchair Rugby.

Wheelchair rugby has gained popularity over the past three years as a result of the successful 2012 Paralympic Games in London. The Lions’ base is at the Yorkshire Regional Spinal Injuries Centre in Pinderfields Hospital, close to the Prism headquarters.

THERE IS NO SUBSTITUTE FOR THE...

VISIT US AT STAND

D57

TRADEDAYS

DEALERS WANTED to sell the market leading range of folding boot scooters

Indi-lite

Lightweight Lithium Powered Wheelchair

Unique & Innovative

www.monarchmobility.com Call 01422 323888 trade@monarchmobilty.com

Brand Manager named in ‘influential list’ Embryonyx Brand Manager and founder of International Wheelchair Day, Steve Wilkinson, has been named as one of the world’s most influential wheelchair users. Top of the list, unsurprisingly, is Professor Stephen Hawking, but in third place is Steve, who is affectionately known as “WheelchairSteve”.

Steve created International Wheelchair Day which takes place in March. Since it was first launched in 2008 the annual celebration has grown in popularity year on year and events now take place all over the World including in Australia, Nepal, Senegal, South Africa, the UK and the USA.

S MA R T CH A R G E R •For use with AGM, Gel & Calcium batteries •Optimises battery cycle life •Rejuvenation mode to reduce sulphating •Suitable for all Mobility applications

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

Giving sales a lift with YouTube Home Lift manufacturers Stiltz has produced a new video promoting the lift that the company says is growing in popularity all the time.

Business Development Director, Lachlan Faulkner, told us: “It’s exciting times for us at Stiltz. Sales are growing significantly in all markets, we are expanding overseas and investing heavily in research and development.

A key priority for us to maintain this growth is the development of our global partner network.

To attract the right partners it is imperative that our brand and sales collateral matches the quality of our unique and versatile range of domestic lifts.”

He added: “We knew that to stand out from the crowd and to add value to our partners we needed to develop a corporate video that showcased our domestic lifts in action. It needed to complement our innovative brand – it had to be friendly, informal and fun as well as work on a global level and clearly communicate the key messages of our products.”

Mark Blomfield, President of Stiltz USA, explains more: “It was important for us to develop a video that engaged the audience; a

18 www.thiis.co.uk

traditional video with various shots of the actual product in use just wouldn’t cut it. We also knew that a video that laboured on features and benefits would be just as boring.”

He added: “Here at Stiltz we are proud to be different - there is not enough product innovation and “Sales are growing creativity within the significantly in all markets” industry and we pride ourselves on being the market trailblazers.

For us the video had to be all about giving partners, viewers and our customers a sense of enjoyment, as well a sense of the convenience, safety and value of our products, which come as standard. We are thrilled with the result.

You can see the video at www.youtube.com/ watch?v=Sl4SImh1DIE The website for the company is at www.stiltz. co.uk

TOP OF THE RANGE

The Vision of the Future New stock has recently arrived!

Be the first to order yours today Colours available Black or Silver

What’s new? Latest improvements USB power outlet to enable the charging of electronic devices from the scooter Fully variable Gas Strut Tiller for ease of tiller angle setting With 2 x 80Ah batteries as standard & the option to upgrade to 2 x 100Ah batteries

0800 252 614

sales@electricmobility.co.uk electricmobility.co.uk

Silver screen spotlight for Trekinetic A Trekinetic chair will be getting a good deal of exposure soon when a new film is released.

The manufacturer of the rather unique, but increasingly popular, on and off road Carbon Fibre manual and power wheelchairs was showcasing the first trailer and exclusive interview for the new blockbuster Sci-Fi movie ‘DXM’ on its Mobility Roadshow stand. The film is due for release early next year.

The movie features a Trekinetic K2 as the plot surrounds an injured Parkour (freestyle) runner. Starring Sam Neil and set a few years into the future, it also focuses on a group of bio engineers, who make a discovery that could point the way to restoring motor functions to damaged spinal cords.

“The £9,595 GTE powerchair is The company has by far and away the best seller” had more valuable exposure recently too as MD and founder of the business, Mike Spindle, told us: “Santander Bank, a major sponsor of Formula 1, saw an opportunity to show that their investment in the high octane technology has far wider reaching benefits. Because Trekinetic is based on F1 technology, they flew a film crew over to our factory for the whole story.”

Talking about the Mobility Roadshow, Mike told us: “As in previous years, the show was successful for us, because it’s a way for us to meet the end user. Although the show was smaller, we had quality visitors.”

He continued: “Many had done their research and some were ready to place orders. Directly off the stand we sold one K2 and 2 GTEs, one to Malta. To us that’s almost £28,000 worth of orders and we know there will likely be more to come in due course.”

According to Mike, the £9,595 GTE powerchair is by far and (Top & middle) away the best seller. “It’s not that we have ignored the manual From the new film K2, there are plenty of orders for those, it’s just that finally people (courtesy Terra Matter Studios) have heard that the power GTE model, with its built in off-road ability, weighs a third of some other models.”

(Above) On the stand at the You can see the both the videos on the THIIS website – just Roadshow search for Trekinetic on the home page. For more information, call 01442 252700. The website is at www.trekinetic.com

20 www.thiis.co.uk

Insurance, Finance & Warranty Available The Professional Dealers Choice

Call for more information:

01476 513789 sales@markbatesltd.com

SPECIALIST INSURER

www.premiercare.info

Mark Bates Ltd are authorised and regulated by the Financial Conduct Authority FRN 308390

new to the team Do you have a new team member? Why not let the industry know?

Just send us a short news item and photo.

Tony joins the Kirton Healthcare Group Kirton Healthcare has announced that Tony Mercer has joined the Executive Management Team as Business Development Director.

The company says that Tony will be responsible for driving the company’s business to business retail strategy and working with the dealer management team to devise effective operational plans for accelerating business growth.

Beverly Lawrence, CEO, told us: “Tony has a tremendous pedigree and joins us with a wealth of experience, including his work alongside our Chairman, Mike Lord, to successfully grow the Minivator stairlift business.”

Tony added: “The challenge of growing a business always appeals to me. I look forward to working strategically with our B2B partners and to share my knowledge and experience with retailers so they get the most out of being part of the Kirton A J Way network.”

Tony can be contacted at tonymercer@kirtonhealthcare.co.uk or call him on 07584635522.

New National Care Home Sales Manager for Active Bathing Clare Long has joined Active Bathing as National Care Home Sales Manager. Active Bathing is part of the Astor-Bannerman (Medical) Ltd group of companies.

The company says that, having spent more than ten years in the industry, Clare has gained a vast amount of knowledge and industry experience in bathing, hoisting and showering products.

With the team at Active Bathing having already secured contracts with major Care Providers, Clare and the team are keen to demonstrate that Active Bathing are set to become a serious player in the marketplace.

Clare can be contacted on 01242 820820 or clare@activebathing.co.uk

22 www.thiis.co.uk

WHEELCHAIR SPECIAL NEW COLOURS Escape Lite

NEW

RACING GREEN

Great value for occasional usage

Key features • • • • • • • • •

Ultra lightweight Folding frame and backrest for compact storage Generously padded flame retardant upholstery Choice of seat widths Puncture-proof tyres Full length armrest Attendant-operated cable brakes Swing-away and detachable footplates Seat belt included

Now with Heel Cups

Swift

NEW

Designed for occasional usage

TURQUOISE

Key features • Designed for indoor or outdoor occasional use • Lightweight aluminium frame, which easily folds and dismantles without tools • Fixed mid-length armrests • Available as self-propelled or attendant propelled with cable brakes • Compact design makes it very easy to use indoors

• Choice of two seat widths and padded upholstery as standard • Robust punctureproof tyres ensure low maintenance for outdoor use • Quick-release removable wheels on the self-propelled chairs guarantee portability • Half-folding back for compact storage

WANT TO RECEIVE EXCLUSIVE OFFERS?

Have you got your

BROCHURE?

Order your NEW leaflets 09 155 6208 09 155 6216

Escape Lite Swift

NEW

BURGUNDY

Email retail.sales@pattersonmedical.com

Now with Heel Cups

CONTACT YOUR LOCAL AREA SALES MANAGER FOR FULL PRICES OR PLEASE CALL CUSTOMER SERVICES: 08444 124 330 RETAIL.SALES@PATTERSONMEDICAL.COM WWW.PATTERSONMEDICAL.CO.UK AW01192 Is18

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 July 31st 2015 unless otherwise stated.

Z-Tec August Offers ZT-031 Over Bed Table normally £25.00, price for August £17.00, SRP £55.99 ZT-699 Folding Commode normally £29.50, price for August £15.00, SRP £62.99 To order at these prices call 01384 481111 ask for Dan quoting ‘DAN OFFERS’

FREE van or parcel nationwide delivery On all Haze branded battery orders over £100 Contact sales@easystartbatteries.co.uk or call 01536203030 for more details.

First come first served offer!!

ST4E Scooter Product Code – ST4EBE • Top speed of 4mph* • Luxurious fully adjustable captains seat • Delta bars as standard *Subject to conditions of use **Anthracite Grey Only RRP £1720 Trade £860 Offer Price £650 Only 5 available at this price Call Drive Medical on 01422 314488 or email info@ drivemedical.co.uk

KYMCO Healthcare’s Innovative Scooter & Powerchair Accessory!

3 months free!

• • • • • •

Utilising DC/DC converter technology Fuse protected to 2amps (24 watts) Allows on-board mobile phone charging Simply plugs into any KYMCO Healthcare charging socket Can also be used on detaching battery boxes on the K-Lite & Mini LS Universal car power socket outlet – Compatible with 2 amp auto accessories Buy 1 for only £15 during the month of August 2015 Part No: GH-1426-A0 “Excellent showroom promotional gadget” Available while stocks last call us on 01656 645755 and quote DCDC08

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.

Wheelchair & Scooter Bags From Able2 Uk Ltd.

Cosi Chair STOCK CLEARANCE on selected Riser Recliners!

BUY 1 BAG & GET A SECOND AT HALF TRADE PRICE Wheelchair Bags – ONLY £9.25 Scooter Bags – ONLY £12.30 Crutch/Walking Stick Bags – ONLY £16.75 Black Bags Only and Normal T & C’s Apply To Order Or For Further Information Please Contact Able2 below and quote DEALON/4 T: 01254 619000 enquiries@able2.eu www.able2.eu

24 www.thiis.co.uk

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

Single & Dual motor – offer applies to selected sizes & fabrics only. Available while stocks last!

• Ambassador Waterfall & Button Back • Comforter & Comforter Elite • Monarch Take advantage of the low, low prices on offer and have a mid-season sale in your showroom!

To place an order call Electric Mobility on 0800 252 614 or email sales@electricmobility.co.uk

FREE Postage on all www.silvalealtd.com UK Website orders over £50!

Silvalea – The Original Replacement & Specialist Sling Manufacturer.

•

Extensive Range of Paediatric through to Bariatric Sling Solutions

•

FREE Online Live & Interactive Sling Awareness Training & Assessments

•

Problem solving for complex transfer scenarios

Contact sales@silvalealtd.co.uk or call 01626 33 22 18

Trade Fair and Congress

£150 off the new Folding Maximo Mobility Scooter from TGA Folded in seconds, the larger version of the bestselling Minimo provides an enhanced driving experience and increased user weight capacity – without any loss of transportability.

It also includes next generation adjustable armrests, pneumatic tyres and an ultra-lightweight lithium battery.

Self-determined living

01787 882244 sales@tgamobility.co.uk

Two Free Home Delivery Smartphone Apps (worth £750)* UNIQUS® iRetailer. Stock & barcode management software specially designed for the complexities of mobility retailers.

Affordable subscription. No big initial outlay. Fully integrate your quotation, sales, purchasing and stock process on one platform.

Cloud based and paperless, iRetailer will help you gain efficiency, save money and increase sales time. See our advertisement in this issue or www.assistivepartner.co.uk/iretailer.aspx. *Requires Windows Mobile.

Order before end July 2015 to qualify.

Düsseldorf, Germany 14 – 17 October 2015 www.rehacare.de

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

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?

For further information contact ITSL Ltd _ Ramsay House _ Marchmont Farm Link Road _ Hemel Hempstead _ Hertfordshire _ HP2 6JH Tel 01442 230033 _ Fax 01442 230012 info@itsluk.com

Transferring ideas into reality

By Guy Smallman, commercial development director at Coventry University Health Design & Technology Institute (HDTI).

Helping to transform ideas for innovative healthcare products into reality is our main area of expertise and an introduction led to HDTI becoming involved in a novel foot inspection product called SoleSee. Lisa Preston owns ShoeMed, an orthopaedic footwear business with shops in Stratford-uponAvon and Cheltenham. Looking to develop an easy-to-use, shatterproof mirror device to enable people with diabetes and other medical conditions to check the soles of their feet, Lisa commissioned HDTI to come up with creative design ideas to help her.

It is particularly important for people with high-risk foot conditions to check their feet daily to spot any signs of skin damage or abrasions which could lead to more serious conditions such as ulcers. However, this can often be difficult for older or disabled people who might struggle to bend over and twist their foot to inspect it.

Initially, we secured funding from our European Regional Development Fund Assistive Technologies and Community Healthcare Development Project to produce concept designs for the SoleSee product.

We then developed these, produced a number of prototypes and sourced a manufacturer to

Guy (right) trying out the Solesee product with Lisa Preston and David Smyth

make a small batch of products for a group of Lisa’s customers to assess.

We are continuing to work with Lisa and David Smyth, from TOLP Consulting, to work with them on further developing the product and are in the process of setting up a field trial with end users and organising an expert assessment with a group of podiatrists and clinicians.

These usability studies are extremely important as they minimise the risk of new product development by providing informed, constructive criticism and independent evidence that can be used to support product marketing claims – critical when selling a new product to the NHS. The importance of preventing foot ulcers in diabetic patients cannot be overstated from both a clinical and economic point of view. So much can be achieved by doing something as simple as checking your feet every day.

For more information on the product, go to www.solesee.com Contact Guy at guy.smallman@coventry.ac.uk

Largest acquisition to date for Drive In the USA, Drive Medical has completed its largest acquisition to date, acquiring DeVilbiss Healthcare. The acquisition provides Drive, with what it describes as ‘one of the most valued brands in the respiratory and sleep categories in the healthcare industry’.

DeVilbiss is a global manufacturer of respiratory and sleep products distributed in more than 80 countries. Distribution centres are located throughout North America, as well as in France, Germany, the Netherlands, UK, Australia and China.

The company says that, in the short term, Drive and DeVilbiss will operate independently and that the new company will be known as Drive DeVilbiss Healthcare, Inc. In the rest of the world, Drive and DeVilbiss will continue to operate as independent entities.

Harvey P. Diamond, Chief Executive Officer of Drive said, “DeVilbiss has a long history of innovation in respiratory, going back to the 1880s. While their products enjoy considerable market share, we plan to build upon the DeVilbiss brand and product line, especially since the sleep market is the fastest-growing segment in the industry.”

26 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

tweet... tweet

Tweet... Tweet... Who’s there?

Here’s another set of ‘tweets’ that we like…

Bundling products is a good way to produce an offer.

A nice touch from an engineer about his first installation

Showing how a couple of products can work together

If you have any sort of building work or development taking place, then showing the progress is always a good move

Another example of an installation tweet, showing the products in a real customers home.

There nothing like featuring one of your customers outside your showroom

Remember that you can follow THIIS at @wwwthiiscouk 28 www.thiis.co.uk

The world’s first fold-away mobility scooter canopy Looks Turned out like rain? sunny? fold out the user-friendly canopy for protection...

fold it back easily for a breezy ride.

Its all in the fold…

Speedy

No long waits for a canopy to be made, and with the added benefit of it fitting virtually every scooter - instantly!

Versatile

From the largest 8mph scooters through to the smallest car-transportable, the ScooterPac’s clever design means one size fits all.

Robust

Aluminium construction for long term durability and no chance of rust! And state-of-the-art cover material too!

Call 03301 241733

scooterpac.com

StockShop StockShop is where you’ll find special trade offers. If you are a supplier and have some stock that you would like to shift, at prices below your normal trade prices, then simply send in the details to info@thiis.co.uk. All we need are product descriptions, a photograph, the normal trade price and the special offer price and contact details.

Cervical collar offer The Bodytonix Foam Cervical collar from Algeos is a comfortable collar maintaining posture and supporting injuries. Made from lightweight foam, Velcro allows a custom fit and the anatomical shape maintains the neck in neutral position. A natural stockinet cover provides excellent comfort. Designed to relieve the pain of mild neck injuries The collar is available in a number of models: • Soft Foam Small – BT0232, Soft Foam Medium – BT0234, Soft Foam Large – BT0236, Soft Foam X Large – BT0238 • Medium Foam Small – BT0242, Medium Foam Medium – BT0244, Medium Foam Large – BT0246, Medium Foam X Large – BT0248 • Firm Foam Small – BT0252, Firm Foam Medium – BT0254, Firm Foam Large – BT0256, Firm Foam X Large – BT0258 All products are available at £2.95 each. Call Algeos on 0151 448 1228 or email sales@algeos.com. The website is at www.algeos.com

iRetailer

NEED TO CUT COSTS?

NEW SOFTWARE THAT SAVES YOU MONEY

GEL WHEELCHAIR & WALKING AID ACCESSORIES 100’s of quality instant solutions to your pressure care problems that are affordable and easy to fit.

We take away the pressure… …so YOU feel the comfort

Point of Sale Barcode Automation Paperless VAT Records Purchasing Management Inventory Management Customer Relationship Tools Online Sales Options Service and Delivery Apps Free ne tpho Smar ps p A rl Offe SpeciaSee On Deal

01454 285071

E: info@gelovationseurope.com

www.gelovationseurope.com

Modernise now:-

Web: www.assistivepartner.co.uk / Tel: 0844 335 6791

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

Baroness in a barrow as Alliance calls for wheelchair services improvements Baroness Grey-Thompson (right) posed in a wheelbarrow alongside former anaesthetist Dr Jean Waters (left) and patient champion Fiona Carey (middle) in front of the Houses of Parliament to highlight the importance of the right chair as the Wheelchair Alliance launched a couple of weeks ago.

The group brought together MPs and clinical commissioning groups (CCGs), as well as other healthcare professionals at a launch event, highlighting the issues facing wheelchair users in getting the right chair at the right time and launching a wheelchair charter and national improvement campaign.

The Alliance says that that there are no set standards for budget per user and there is no current clear idea of what is spent on wheelchair services in NHS England, leading to widespread confusion and varied levels of service for users across the country.

It believes that public money is being wasted by supplying incorrect equipment or by delays in supplying the right equipment and says that, for every 182 wheelchair users not able to work, the benefits bill can increase by up to £1m, whereas the

32 www.thiis.co.uk

positive economic contribution made when in work can be up to £4.7m.

Research by Muscular Dystrophy UK found that wheelchair users with muscle wasting conditions often face severe delays “Public money is being to receive their chair, with 70% waiting wasted by supplying incorrect more than three equipment or by delays in months, 30% facing a delay of more than supplying the right equipment” six months and 15% waiting more than 12 months The charter is a 10 point document which outlines the key principles that wheelchair services should aspire to. It can be accessed through the website at www.rightwheelchair.org. uk.

Case study highlights homelift market opportunities “No-one really wants to buy the products that we sell”. You hear that quite a lot in our marketplace and maybe in the main it’s true.

But maybe also, things are changing and as products are developed that don’t carry the stigma that some have been labelled with in the past.

Better and more attractive design helps of course and a good example of that is the emergence of the homelifts, another option to a stairlift, albeit a good deal much more expensive.

One of the products introduced is from Stannah. the Salise has been available for a while now and is proving to be an option for customers who want to be able to access a higher floor, but don’t want to consider the more traditional solutions.

A case study produced by the company highlights the potential for sales to customers who have a degree of mobility but choose to install a lift.

Normally you would expect people with mobility issues to be moving from a house to a bungalow, but the couple featured have turned that around and have moved the other way as a result of the lift being available.

There are a number of similar lifts available these days and it’s a good example of how product development can attract a different type of customer. In this case the couple certainly wouldn’t describe themselves as being disabled, rather just having a few mobility issues.

The subjects of the case study are Bob Tanner and his wife Maggie.

According to Bob, the Salise was the key to enabling them to move to the property of their dreams. “We just couldn’t have moved without it,” Bob said. This is our dream home in the country, but without a lift it would have been unfeasible.”

For most of his career, Bob was an accomplished structural engineer, working on projects as diverse as Virgin Atlantic’s new headquarters, to horse stables for the rich and famous, multi-storey car parks and residential homes. He lost a leg in a motorbike accident at the age of 18, and had a prosthetic limb fitted.

Bob Tanner and his wife Maggie are In the old property, the distances between rooms typical of the couples who are now were considerable and the walking involved was starting to plan for the future and taking a look at options such as the new style lifts. becoming progressively harder for both.

“I still use the stairs” Bob says, “and am not

OPEN UP A NEW WORLD OF SALES: THE FOLDING FAMILY FROM TGA

MAX NEW MAXIMO

LARGER SIZE • PNEUMATIC TYRES • EXTRA PERFORMANCE • ULTRA-LIGHTWEIGHT LITHIUM BATTERY • FOLDS IN SECONDS

0943TGAad.newstripAug15v1.indd 1

34 www.thiis.co.uk

New National Sales Manager for Mangar

The new lifts are being given the label ‘lifestyle lifts’ and, according to Stannah, enquiries are growing.

dependent on the lift, but it makes life just that little bit easier when I am tired.”

Initially Bob and Maggie were sceptical about getting the Salise installed, as they were concerned it could become an eyesore in their period cottage. However, it seems that the couple were pleasantly surprised: “It sits really well in our home and didn’t require any major structural work to install, so was easy to fit.”

Maggie explained.

Stannah say that the company’s sales consultants have seen an interest in the lifestyle lift for all sorts of reasons: to carry shopping, to help with a baby or toddler, to replace a dumbwaiter and even to reach a helicopter pad! The company also says that users tend to live in a variety of style of home and are not in their 70s or 80s but rather in their 40s and 50s. They do not ‘need’ a homelift but like the freedom and ease one brings.

The 4x3 feet lift, which can carry two people, only requires an aperture in the ceiling of the same dimension and can carry a weight of 250kg. The cost is around £16,000.

The Stannah website is at www.stannahstairlifts.co.uk

Mangar International has announced the appointment of Andrew Macphail to the new role of National Sales Manager in the UK. It is the latest role for the sales team, created to manage the sales force and drive future revenue.

Andrew joined Mangar in 1999 and, according to the company, has built invaluable experience in both sales and marketing during his time with the organisation. In his previous role as a Business Development Manager he helped advance growth in the ambulance service market as well as with important local authority customers.

Andrew said, “My 16 years of experience with Mangar International means I have a good strategic understanding of our markets and can support our Area Sales Managers to achieve sales targets.”

The sales team doubled in size over the last 12 months in order to target new business in the UK, Europe and America.

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

“It’s a good example of how product development can attract a different type of customer”

MIN MINIMO

ENHANCEDMINIMOPLUS NEW ARMRESTS • NEW REMOVABLE SEAT NEW HEADLIGHT• LITHIUM BATTERY

FE AS AT ON URE TV D !

COMPACT, FOLDS IN ONE MOVEMENT • TOP SELLER • 12 MILE RANGE • LIGHTWEIGHT

01787 882244 SALES@TGAMOBILITY.CO.UK WWW.TGAMOBILITY.CO.UK

24/07/2015 12:44

www.thiis.co.uk 35

5

®

Introducing more exciting designs to leave our UK production line this year - SILVA COMFI® Replacement Sling Range . . .

“Quite simply . . . . . Silva Comfi® Slings are an exclusive combination of quality, style and support!”

This innovative range brings a touch of class to some of our most popular sling designs

incorporating woven labels, stylish and contemporary comfy Pearl Blackberry Polyester fabric complemented by Windsor Wine soft binding and tapes.

AVAILABLE DESIGNS: • High Easy with D-anserclip®

• High Easy Toileting/Dress with D-anserclip®

• Fastfit Loop Fixing

• High Easy Loop Fixing

• Dress Loop Fixing

Skilfully designed to provide additional support and optimum comfort for the client whilst being safely transferred with the added benefit of cushioning to pressure points and

COOLMAX® freshFX® to the Dress Sling - SCAN our website for full details!

SILVALEA

SILVALEA LIMITED SALES LINE: +44 (0)1626 33 22 18 SCAN ME!

E: sales@silvalealtd.co.uk

GLOBAL TRAINING by Silvalea

Offering a completely FREE live and interactive ONLINE Product Awareness Training Program to help support our valued customers and meet with the growing demand for WORLDWIDE

Sling Training and E-Assessments.

Providing a unique and immediate lifeline for Healthcare professionals across the world assisting problem solving in real time ensuring fast response to any geographical location via a Laptop, iPad, Tablet, PC or Mobile!

Ask about our SLING CLINIC ROADSHOWS too, highly skilled and knowledgable Sling Trainers and Assessors in your area!

CONTACT US NOW - 01626 331655

E: mikeb@silvalealtd.co.uk

For further details see our website for your copy of the

FREE GLOBAL TRAINING SESSION PROSPECTUS

www.trainingbysilvalea.com

SEE SILVALEA’S VAST RANGE OF MOVING & HANDLING PRODUCTS ON OUR WEBSITE

FORTHCOMING EVENTS

2nd & 3rd September 2015 WOUNDS EXPO 2015 Silvalea & Dan Medica Stand 10 Exhibition Centre - Liverpool 17th September 2015 KIDZ SCOTLAND Silvalea & Fastaid Stand D13 Highland Hall - Edinburgh 28th to 30th September 2015 NBE CONFERENCE Silvalea Stand 7 Hinckley 25th & 26th November 2015 OT SHOW Silvalea Stand F30 NEC Birmingham 2nd & 3rd February 2016 Silvalea Sponsoring MOVING & HANDLING PEOPLE Shoreditch

◊

FREE TRAINING

THIIS Training Diary See full details of all Global Training by Silvalea sessions at the back of THIIS magazine Accessible to all FREE On-Line Interactive

Product Awareness Sessions Via a PC, iPad, Laptop or Tablet!

◊

ian@silvalealtd.co.uk Tell us products you would like to know more about!

www.silvalealtd.com GLOBAL TRAINING

GLOBAL TRAINING BY SILVALEA BOOKING LINE: +44 (0)1626 33 16 55 SCAN ME!

E: ian@silvalealtd.co.uk

◊

Business boosters as Trade Days seminar programme unveiled

The Trade Days seminar programme includes a wide variety of business sessions designed for anyone working in a business in our marketplace.

This year’s two-day seminar programme for the trade-only show, Trade Days, offers businesses both small and large a wide variety of 30 minute sessions on subjects ranging from how to close sales, building high performance teams, no cost marketing and how to get more business from your existing customers.

This year’s two-day seminar programme for the trade-only show, Trade Days, offers businesses both small and large a wide variety of 30 minute sessions on subjects ranging from how to close sales, building high performance teams, no cost marketing and how to get more business from your existing customers.

Along with a comprehensive programme of seminars aimed to help small businesses increase profits, presented by a range of people with years of experience in the industry, this year there is also a new programme of sessions with a general business theme, designed to provide visitors with valuable tips on a range of issues such as managing staff absences, dealing with disciplinary and grievance procedures, how you can get the most out of different characters in the business and making the most of your time.

Trade Days Show Director, Matthew Butler, believes that the seminar programme will provide anyone who visits with some great advice and that they will come away from the show with plenty of useful tips to help grow the business in the future. “We had some great feedback from the seminar programme last year and we 38 www.thiis.co.uk

have developed that further this time by adding a number of general business sessions that we know, from the feedback we have had, will be popular. We would encourage anyone planning to come to the show to take a good look at the seminars on offer as it may well be worth bringing more team “It may well be worth bringing members to sit in more team members to sit the sessions and take advantage of in the sessions and take what will be valuable advantage of what will be free educational opportunities.” valuable free educational Matthew also opportunities” suggests considering a two day visit. “Last year we know that a number of visitors got caught out and ran out of time when they came for just one day as they were spending a lot more time with the exhibitors having detailed meetings and didn’t get to sit in some of the seminars that they wanted to go to.

As it’s a trade only event, there are a lot more meetings going on for a lot longer than you’ll

THE LUXURY SCOOTER

THAT RIDES LIKE A CAR Introducing the luxurious, Class 3, Freerider FR1 steers and “ridesDrives, like a car, with looks you can take pride in ” 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.

see at other shows and with an exhibitor list that is almost certainly going to include the majority of most people’s existing suppliers, with plenty of new one’s too, there will be a lot to do at the show. With seminars running each day, all day, we believe that anyone spending both days at the show will find it very worthwhile.”

Some of the titles of the other 30 minute sessions taking place are: • De-mystifying company accounts – what to keep an eye on when you are looking at your figures, or your competitors!

• Creating a powerful and profitable brand – a fascinating insight from the experts •

Tops tips for building export sales around the world

•

Marketing in a changing market – How one retailer has moved with the times

•

How to get professional or celebrity endorsements without breaking the bank

Shortlist for £50,000 design award announced Ten designers, developers and entrepreneurs have been named finalists in the Inclusive Technology Prize - a competition intended to help unearth new products, technologies and systems for people living with a long term illness or disability in the UK. More than 200 ideas were entered. 25 semifinalists each received £2,000 to develop their ideas. Ten finalists will receive £10,000 and tailored support to develop a prototype, conduct user testing and create viable business plans.

The winner will be awarded £50,000 in March 2016 to help bring their product to market.

Finalists for the prize include HandyClix, a one handed wheelchair lap belt designed to allow the user to attach and tighten it themselves, How do I?, an application that links instructional videos to NFC stickers attached to household objects.

When you hold your tablet or smartphone over a sticker, the app will launch a video for that object, e.g. How do I make a cup of tea? on the kettle. How do I get dressed? on the wardrobe.

Also on the short-list is ‘Affordable Hands’, 3D printing of bionic hands that will be sold to amputees for £1,000 directly.

For all the details, go to www. inclusivetechprize. org

40 www.thiis.co.uk

•

Making your business more retail savvy - Learn what’s working now if you want business to be one that the customer wants to deal with.

•

How an effective business plan can steer you towards greater profits and a more certain future.

•

Why you need to build a relationship with an Independent OT. How a healthcare professional can help you build your business.

Trade Days takes place on October 18-19 at the NEC. Register for the show and receive up to date details of Tom Courtney is an experienced Business Trainer with 30 years’ experience who has advised over a 1000 what’s happening over SME’s throughout his career. Tom will be presenting the two days at www. a series of 30 minute sessions at Trade Days on tradedays.co.uk subjects such as what makes different people tick, time management and how to build high performing teams.

Independent OTs looking for business focus Independent occupational therapists will soon have the opportunity to benefit from a special business clinic designed for therapists who run their own practices.

The business clinic is being provided by MG Retail Consulting. Run

by Mike Glynn, the company has provided consultancy for a number of companies in the marketplace and is now looking to deliver courses for established independent occupational therapists that are ready to take their practice to the next level.

The sessions have been commissioned by COTSS-IP, the College of Occupational Therapists’ specialist section for independent practitioners.

COTSS-IP’s Chairwoman Lynda Niles says: “The collaboration will bring valuable business proficiency to occupational therapists who are looking to improve their business knowledge and grow their practices in the rapidly changing healthcare economy.”

The business clinic will take place at the annual COTSS-IP conference in Stratford-upon-Avon on 12th October 2015.

Mike will be presenting seminars at Trade Days in October focussing on what retailers need to be doing to stay competitive in the marketplace.

Lynda will also be presenting at Trade Days too. Her session is titled ‘Why you need to build a relationship with an Independent OT. How a healthcare professional can help you build your business.’

VISIT US ON

STAND B31 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

Naidex set on course to target all sectors The exhibition world in our marketplace has seen some big changes over the past couple of years. What once was the ‘only show in town’, Naidex, has seen a number of new events emerge that are looking to attract the visitors that would have traditionally spent time at the long-established show.

The series of Kidz shows took away a good number of the companies specialising in paediatric products, along with the visitors who would have come to source products for children. The OT Show will run in November for the third year and has grown considerably over that time. Also, the Mobility Roadshow made a comeback this year, something that many people didn’t expect to happen. And Trade Days launched successfully last year too.

All in all it adds up to a very different exhibition landscape to that of a few years ago.

With 41 years of history, Naidex can rightly claim to be the ‘daddy’ of all the shows and you would have to go a long way in the world of exhibitions to find a show with such an impressive pedigree. The fact that the show has run successfully for so long is testament to the loyalty that people feel for it. However, it is now clearly under pressure from those new events looking to attract specifically targeted audiences.

We spoke to the people leading the Naidex team, Alison Willis and Matthew Tingey, on the back of the most recent show to find out how they thought it went and how they see the next few years panning out.

The pair were very upbeat. Matthew told us: “We believe that the show this year was a success on a number of different levels. The focus this year was to improve the quality of the attendee and so things like the investment we made around bringing more trade visitors such as those from the Community Equipment Services sector and Home Improvement and Technical Officers to the show was a positive step for us. We also had an audience of Commissioners at the show which we had never really engaged with before.”

42 www.thiis.co.uk

Alison Willis and Matthew Tingey of Naidex believe that targeting a wide variety of visitors is the right approach for the show

Matthew’s point about the targets for the show poses an interesting question – just what constitutes a ‘trade’ visitor?

For show like Trade Days, it’s a very clear and precise group – anyone in business who is buying and selling products.

For Naidex, it seems, the terminology is different and a lot of other groups are included into the ‘trade’ category – visitors with job titles such as Architects, Grants Officers, Housing Case “The focus this year was to Workers and a number of others are improve the quality of the included in the ‘trade attendee” visitor’ figures for Naidex.

There’s nothing wrong with that if that’s how Matthew and his team choose to categorise their visitors, but it does put a slightly different complexion on the figures that are used for ‘trade’ visitors, which, according to Matthew, were 10% up on the previous year.

Matthew told us: “In terms of a trade audience, then we definitely view visitors from sectors such as Community Equipment as part of the trade, as we do with the Home Improvement Agencies and the Technical Officers from those agencies.

Trade for us is far more than just retail. I’m sure that our exhibitors would be equally pleased to see a buyer from a retail outlet or a senior person from one of the specialist educational facilities that came to the show.”

Alison added: “We are very transparent when it comes to our visitors. They all have badges with their names and job titles and so whether you classify a certain person as being in the trade or

Scooter Package Offer NE W

ST

YL E

GK10: SHOPRIDER VALENCIA NEW STYLE - Shoprider Valencia Black non-marking low profile solid wheels Adjustable angle tiller Split battery pack Dismantles easily for storage and transportation

New Style Valencia

Now Available in Red & Blue S740: ROMA ALCORA Compact mobility scooter Detachable battery pack for off board charging.

Non marking puncture proof tyres.

Adjustable height seat.

Flip up and width adjustable armrests.

Adjustable angle tiller.

Quickly dismantles without tools for easy transport and storage.

August Scooter Package offer price:

1 X GK10 Valencia 1 x S740 Alcora

ÂŁ999

Offer Code – A15/SCT

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

not is simply an opinion.”

Although the new shows have come along and are promoting themselves as being very specific events for very specific audiences, Naidex continues to see itself as the event that attracts visitors from all the sectors involved in the marketplace.

It’s clear that the team at i2i have a vision for the show and that they believe in the direction that they are going. However, the reality is that attendances and the size of the exhibition floor have reduced year on year and so do they believe that the exhibitors and visitors share that vision, or is there a dis-connect somewhere?

Alison told us: “The big thing for us is the quality of the attendees that we believe has increased. For example, we had 101% more decision makers at the show. Our focus isn’t just about the numbers of attendees, we could definitely get more people through the door, but our focus is getting those that will be buying products from the exhibitors.”

A number of people believe that Naidex should be much more about the end-user, as it was when it started. Last year Matthew presented to exhibitors at the show and told them that the public was going to be a key focus.

However, as Alison told us, the show will

remain targeting everyone as opposed to just one particular sector. “We’ll listen carefully to all the groups involved in the show to be able to deliver something that they want. At that the moment, that’s for the three different buying groups. There’s work to be done about how those different groups are communicated through with a more targeted marketing approach and also “We could definitely get more a more targeted people through the door, but floorplan so that we have a clear vision for our focus is getting those that each buying group will be buying products from and the visitor journey will be very well laid the exhibitors” out for each group.

We will be covering all three if our post-show survey results come back to tell us that’s what we should be doing. Everyone is part of the process as it is the industry show.”

She added: “We are committed to the industry and we have the investment to develop the Naidex brand as the industry needs the show to evolve.”

The website for the show is at www.naidex. co.uk

Safe and Sound Products added to Gordon Ellis range Gordon Ellis & Co has acquired Safe and Sound Products (SASPL), adding new hearing and visual impairment products to the range.

Fiona Ellis-Winkfield, Managing Director of Gordon Ellis & Co says that she is excited to be taking on this new business venture: “We are thrilled with this acquisition. There is so much potential to expand the range and grow the business further, thanks to the new technological innovations which are starting to come into this sector. The business is a perfect fit for us and complements our existing healthcare range.”

SASPL was founded by Roy Clegg and current products include TV listening devices, talking clocks, and alerting systems for smoke alarms, telephones and doorbells.

Roy said: “With my planned retirement from 44 www.thiis.co.uk

Roy Clegg (left) with Chris Davies of Gordon Ellis.

the business, it was important to me that my existing customers continue to receive the high level of service they have come to expect.

I am very pleased that “The business a long established for us” company such as Gordon Ellis & Co is taking over the reins.”

Chris Davies is the contact for new and existing customers. For more information, call 01332 856 022 or email info@ safeandsoundproducts.net

is a perfect fit

by primacare A collection of rise and recline sofas and chairs for the discerning quality conscious customer

Do you need your chair quickly?

It could be made and delivered to you within days!

Without comprimise on quality or options, choose from; 2 styles, 3 sizes, 4 fabrics and 3 different actions to make the chair you need now!

Ask your Prestige by Primacare Dealer for full details.

VISIT US ON

STAND B59 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

Seating Experts in Assistive Technology

Prestige by: Primacare Ltd Unit 26, Heads of the Valleys Ind. Est. Rhymney, Tredegar. NP22 5RL telephone (01685) 845900 info@primacare.co.uk

June saw the publication of DLF’s programme for next year’s Moving & Handling People conference and as part of our work we interview workshop leaders to find out more about their material and the issues they plan to address.

Susan Clayton will lead a new workshop ‘Assisting People using Wheelchairs’ along with Jillian Moule and a team from TCR Training in Essex and she has some interesting things to say about the limitations of current wheelchair assessments. In this specialist workshop the TCR team will focus on hazards and risks that they feel are often overlooked leaving the wheelchair user and handler at risk of injury.

They aim to reduce the likelihood of the handler developing a musculoskeletal disorder and potentially injuring the wheelchair user.

The team plan to explore REBA (Rapid Entire Body Assessment) which involves the biomechanics, postural constraints and forces required whilst manoeuvring a wheelchair in various positions and locations. They will look at

curbs, slopes, turning, ramps and small lips and aim to identify the safest movement.

“I have always wanted to spend proper time on this” said Susan when we interviewed her, “we’ll be tackling a topic that is often not given the attention it deserves.” She feels that the task of assisting people in their wheelchairs is associated with numerous musculoskeletal injuries within the health and social care industry and she will share material about these at the conference.

DLF will keep a close eye on the development of these issues and report back.

The website for Moving & Handling People is at http://movingandhandlingpeople.co.uk The website for TCR Training in Essex is at / www.tcrtraining.co.uk

HORIZONPLUS STRAIGHT. SIMPLE. BETTER THAN EVER.

Linked footrest levers now on both sides of chair, plus new & improved powered swivel Lever Linked Footrest

Our Horizon Plus now comes with a footrest lever on both sides, making lowering and raising the footrest safer and easier than ever.

Whether you board the stairlift from the top of the stairs or the bottom, a footrest lever is always within easy reach.

Powered Swivel

Another improvement which isn’t so obvious from the outside, is the introduction of a new powered swivel mechanism. Designed to make your stairlift ride smoother and more comfortable, the new swivel boasts enhanced reliability and is easier to service.

www.platinumstairlifts.com

Forus more information call stockist +44 (0)1535 177 Call to find your nearest 01535 631 631177

VISIT US ON

STAND C12 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

Barcode update and what it means to both retailers and suppliers Here’s a question for you – what strange alpha-numeric organisation is common (and mandatory) within Amazon, eBay, the NHS and the United States FDA? The answer is GS1. That’s the organisation which is in control of most globally unique identifiers such as barcodes and RFID chips (Radio Frequency Identifiers).

The terms of trade of all four of the above named organisations (to say nothing of most supermarkets and high street retailers) insist that products (and services) supplied to them must carry a GS1 registered machine readable identifier – (barcode or similar).

Julian Cobbledick of Assistive Partner is the Chairman of the Barcoding Group and Industry Technical Advisor. He told us: “Our industry is changing, growing up and going mainstream.

Anyone who doesn’t change with the times is in serious danger.”

Of course, one of the key reasons that Amazon or the NHS insists on globally unique GS1 barcodes (known as GTIN or EAN) on everything is to make accurate price comparisons. Like for like – with no ambiguity.

“In retail they have done that for ages” Julian says, “In healthcare it is all new. Also there are teething problems and some procrastination.”

Julian says that the BHTA has built a special relationship with the Department of Health and GS1 UK. As a threesome, these organisations are really trying to demystify the issues and help those who have to apply barcodes get on with it.

He explained: “Those who read those codes are really seeing the benefit too. It is saving money and time throughout the supply chain. It is improving accuracy, saving lives, enhancing safety and ensuring records are in real time and don’t contain incorrect information. In short it is a must for everyone.”

48 www.thiis.co.uk

According to Julian, there is lots of advice available, both in written formats and on-line.

The BHTA has some specialised documents specifically written to help understand the requirements and processes as applied to medical devices. These include drop dead dates and timescales, but many suppliers are already doing it – and gaining competitive advantage.

So, the message is not to wait until the 2016 legal deadlines and act today.

The BHTA is also running various awareness days and seminars and GS1 is also conducting webinars. You can also buy fixed priced consultancy to help “Anyone who doesn’t change you directly – but it with the times is in serious is something which many companies can danger” get on with on their own, using the welldocumented advice and guidance sheets which can be downloaded from the BHTA. Julian also mentioned the retailer’s role in all this. “When retailers ‘go e-commerce’ and introduce barcode scanning, as most of them are now doing, they need the barcode detail - what codes are on what products - for their reader’s database. It is often like pulling teeth to get that from their suppliers and so there is now a central database – run by the BHTA – where all suppliers can store their information, excluding price data. The NHS, loan stores or retailers can download the detail they need for free.”

You can check the central database at www. healthhubcodebank.org.

NEW Trade Catalogue NOW AVAILABLE...

Trade e Catalogu

17

2015 - 20

In

www.able2.eu

ing

r easier liv

roducts fo novative p

To request a copy of our New Trade Catalogue please contact us now : Tel: 01254 619000 Fax: 01254 619001 Email: enquiries@able2.eu Head Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB

New seating concept aims to save budgets The team at Rise and Recline have been working with healthcare professionals to develop a new seating product designed to solve issues faced by community equipment loan stores and the contract sector.

The company describes the new addition as ‘an ingenious and simple modular design of chair that guarantees to reduce cost and significantly improve the recyclability of the majority of an adjustable chair fleet.’

‘Versatility’ is a modular design of chair that enables a vast number of size variations to be created from one chair.

Managing Director Samantha Langtree told us: “there are a number of significant issues that have been highlighted to us by Loan Store Managers and clinicians ranging from limited longevity to poor recyclability.”

Width variations on the chair vary from 18” to 22”, with the simple addition of a patented width adjustment system. The company says that this, teamed with seat height variations of 18” to 20”, with a simple height pod system, makes the chair a first of its kind that can be altered on site within a matter of minutes. In addition, the inner contact surfaces section of the chair is fully detachable for replacement. The simple, front accessible, lift up duvet enables pressure seating changes to be made on-site as with the postural support, which is also interchangeable.

The modular design enables every part of

50 www.thiis.co.uk

the chair to be changed, without the need for tools in a matter of minutes. With all of the parts being universal, any damaged sections can be interchanged “We believe it is a truly unique to create a complete chair that is ready concept which help customers for use, significantly to save money on annual reducing down time of stock and budgets” only the damaged parts needing to be returned for repair.

Samantha added: “This ensures reduced repair costs as only the damaged part of the chair is being fixed instead of the whole product.

We believe it is a truly unique concept which help customers to save money on annual budgets.”

Call 01159 133572, email info@ riseandrecline.co.uk or visit the website at www.riseandrecline. co.uk

Summer

Mobility For Life

WILMSLOW

Dual Motor Fabric Recliner

ZT-TRI WLK NB

£255.00 each

Folding Steel Tri-Walker

(normal price £299.00)

10 at £25.00 each

320-0147-BE

(normal price £32.00) 130-3023

Available in Beige, Chocolate or Terracota Fabric

Available colours: Blue

Red

STAR BUY UK-WALKER

ZT-702E

Folding Lightweight Aluminium Rollator

£37.00 each

(normal price £42.00 each)

Extremely portable due to ‘Double Fold’ mechanism

£59.00 each

ZT-NUEVO

(normal price £72.00)

Folding Lightweight Compact Aluminium Rollator

130-4809

2 at £38.00 each

130-4800

(normal price £48.00 each)

Available colours: Blue

130-4804

Red

Available colours:

Silver

ZT-LITE ROLLATOR

Blue

Red

Folding Lightweight Compact Aluminium Rollator

ZT-FALCON

2 at £36.00 each

(normal price £45.00 each)

Lightweight stylish rollator

130-4803

£59.50 each

(normal price £65.00 each)

Available colours:

130-4802

Available colours: Blue

Red

Blue

Red

Silver

White

ZT-600-601 AE HB

Folding Aluminium Transit Wheelchair with attendant handbrakes

ZT-699

Folding Commode

2 at £66.00 each

(normal price £90.00 each)

3 at £16.00 each (normal price £29.50) 210-0110

160-0207

Available colours: Blue

Red

ZT-LITE TR 18

Lightweight Folding Aluminium Transit Wheelchair

£125.50 each

(normal price £140.00 each) 160-0210

more fantastic offers available online at www.z-tec.co.uk SUMMER OFFERS (valid 29th June 2015 - 28th August 2015)

The best choice for your quality mobility products T: 01384 481 111

F: 01384 480 050

new on the market New therapeutic mattress system The AeroSpacer from Medstrom Healthcare is described as a revolutionary reactive therapeutic support system comprising 3D spacer textiles, which are shown to assist in the prevention and treatment of moisture lesions and category I & II pressure ulcers and improve a patient’s microclimate and comfort levels.

Medstrom says that AeroSpacer is a clinically effective and cost effective new alternative to hybrid foam and powered mattress systems that actively manages microclimate by reducing temperature and moisture at the skin/surface interface. It absorbs external and internal shear strain, reducing tissue distortion over bony prominences and provides effective pressure redistribution by partial immersion and envelopment.

For more information call 0845 371 1717 or visit www.medstrom.co.uk/ aerospacer

Update for Vision scooter The Rascal Vision now available with a fully variable Gas Strut Tiller for ease of tiller angle setting. According to Electric Mobility, the smooth action of the lever is easy to set the re-positioning which enables the customer to find the perfect ‘Tiller angle’.

The Rascal Vision has 2 x 80Ah batteries as standard and there is now the opportunity to upgrade and have the option of 2 x 100Ah batteries.

Call 0800 252 614 or visit the website at www.electricmobility.co.uk

Simple platform for transfers Autochair has launched the TurboSlide which the company describes as ‘a product of straightforward ingenuity rather than sophisticated electronics and engineering’.

Projecting outwards from the edge of the car seat, it gives users a platform to slide across as they transfer between the car seat and their wheelchair. It folds behind the seat when it is not in use.

Call 01773 830222 or visit www.autochair. co.uk

52 www.thiis.co.uk

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.

K U b a eh R on i m t u a t m n for ua n I Q e r @ uk o l w e M o l v l r e o l o F F #i

‘?!’ Tel: 01869 324600 Email: sales@quantumrehab.co.uk Web: www.quantumrehab.co.uk

new on the market New luxury sling range

Super Grip Comfort Tape Dycem has developed a range of multipurpose comfort tapes which create a superior built-up grip. The super grip comfort tapes feature unique grip properties, a thick cushioned surface and are ideal for wrapping around utensils and mobility equipment handles.

The new range comes in red, blue and black and can be cut to any size and applied onto surfaces where a comfortable and stabilized grip is required. The grips are super absorbent and have an extralong life which makes them ideal for use on items such as crutch handles where continued pressure from the hands is applied to the surface.

Call 0117 9548 701 or visit www.dycem. com

“A cut above and quite simply an exclusive combination of quality, style and support” … is how Silvalea UK describe its new Comfi replacement sling range.

The company says that the range is ergonomically designed to provide additional support and optimum comfort for the client whilst being safely transferred offering cushioning to pressure points.

Handles for ease of positioning and the contemporary colourway of Pearl Blackberry Polyester fabric complemented by the Windsor Wine Soft Binding and Tapes ensures the slings offer not only a safe and comfortable transfer but are stylish too.

Call 01626 331655 or visit www. silvalealtd.com

Posture control with new seat Nimbus is a new modular seating system from Blatchford.

According to the company, the unique, fully adjustable and attractive seat provides optimal posture control for patients with neuro-muscular conditions who are unable to sit upright on their own.

The modular seat can be configured quickly and a lightweight, streamlined chassis covers all three seat sizes to fully adapt as the user grows or their postural needs change, offering a longer seat lifespan and value for money.

For more information visit www.blatchford.co.uk/seating/ products/nimbus or email seatingsales@blatchford.co.uk

Retail Mobility Insurance For flexible commercial insurance tailored and competitivley priced for your business, call us now on...

Email: sales@markbatesltd.com 54 www.thiis.co.uk

01476 513789

SPECIALIST INSURER

Visit: www.premiercare.info

Helping users cope with the day’s ‘ups and downs’

This development supports the user when getting on or off their stairlift, reducing strain on the upper body and providing a greater sense of security when sitting down.

Available to order now

Feedback from the healthcare professions has been enthusiastic, highlighting this feature can also take the strain off a carer assisting a user and that, because use is controlled by the user, it is ideal for conditions where physical ability varies on a daily basis as it is on hand to provide help when needed.

Handicare’s unique and patented Active Seat is now available to order with new Elegance and Alliance seats, or as an upgrade kit for either seat too. Only available from Handicare, its retrofitability means that you can offer an add on to users who already have an Elegance or Alliance seat today or in the future.

To find out more contact your Handicare Business Development Manager.

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

Roadshow returns with plenty of buying customers The Mobility Roadshow took place at Donington Park a few weeks ago. The event took a ‘year off’ in 2014 after what was a disappointing few days at Telford in 2013 and so it was always going to be interesting to see what would happen this time around.

The organisers estimated 4,000 visitors attending on the opening day, the vast majority of them being the traditional Roadshow audience – the end user, making it very much a consumer event.

One company that benefited from the strong consumer audience focus was Embryonx. MD Angus Long told us: “When it comes to meeting the end user customers the Mobility Roadshow is, in my view, by far the best event of its kind in the UK. Day one was so busy we literally did not stop and things were pretty much the same for the rest the show. We sold all our Happylegs stock by day two and had to get more delivered first thing on day three.”

Angus added: “I’ve always said that Happylegs is best promoted by demonstration and is therefore ideal for any retailers that operate showrooms or do home visits. We did a lot of demos at the event and sold over 30 machines, with many more expected to purchase post show.”

Angus wasn’t the only exhibitor to find the Roadshow a useful few days. Elaine Leighton, Marketing & Communications Manager at Electric Mobility said: “We had a great show and made many sales on the day with plenty of qualified leads to follow up.”

Sales of the larger products were good too.

56 www.thiis.co.uk

The re-launched event attracted plenty of buyers

Sara Movery, Sales & Marketing Director at Lodgesons Ltd said: “It was a great success for us and I had similar feedback from fellow exhibitors.

“I’ve never had a show that We had customers successful before at any venue visit us from many countries including and at any time” France, Germany, Denmark, Norway and Australia.”

And in another indication that people were there to spend, Graham Lloyd Sales and Marketing Manager at Sirus Automotive Ltd said: “The Mobility Roadshow was excellent – the best one I’ve ever been to in terms of customers wanting to More stock onto the buy cars. We’ve sold stand for Happylegs at least 5 from the show already, 4 over the three days we were there. I’ve never had a show that successful before at any venue and at any time.”

The website for the show is at www. mobilityroadshow. 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.

Our services include: • Engineering Call Outs • Deliveries of ALL Healthcare Products • Removal & Disposal of Old Products • Honour Manufacturers Warranties • Customer Service Management • Full Annual Services • Inbound Receipt & Warehousing

Visit us at www.hdd-ltd.com

Follow us @HDDltd

Join us /HDDLtd

vent e n io t a c u d CPD e d n a e d a r t t es ts The UK’s larg r Occupational Therapis just fo room ists all in one BOO YOU K STA R TOD ND AY

nal Therap io t a p u c c O 3,000+

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

Goodness… how times have changed

Geoff Morris of Uniscan started working at the company in the same year as THIIS launched

A couple of months ago we celebrated the 200th issue of the magazine. In the same year that we started publishing, a new team member arrived at Uniscan, which was already a wellknown company at the time. Geoff Morris joined to work with his father, Tom. Since he started working in the company the same year as the first magazine popped through letterboxes, there can be few people better placed to give an insight into how far the marketplace has moved on.

So, we asked Geoff, who had previously been involved in marketing within the motor industry, to paint a picture of what the marketplace he joined was like back then and how it has changed over the years.

He is the first to admit the change of scene was something of a culture shock, as he explains: “What hit me first was the lack of information and the difficulty I had in accessing what was available. There were very little hard-core statistics in terms of sales figures, market size, sources of industry information etc., so I initially undertook some in-depth market research to establish our position. I put together an incentivised questionnaire which was distributed to the Uniscan retailer network and I was stunned to receive an unprecedented 85% 58 www.thiis.co.uk

response rate, which made me realise retailers wanted to engage with manufacturers.”

That wasn’t the only thing to surprise him as he told us: “Back in 1999 we advertised in magazines such “I was stunned to receive an as Peoples Friend and Yours but I was unprecedented 85% response somewhat surprised rate, which made me realise to find there were no trade and very few retailers wanted to engage specialist magazines, with manufacturers” particularly having come from a market that had more than its fair share of both.”

When he was contacted about the launch of THIIS, he was very positive: “I was very excited because I knew it was something our industry desperately needed, as was the case with the recently launched Trade Days exhibition. I thought the magazine would help us engage

MOBILITY

• Competitive Pricing • Brand Name Synonymous With Premium Performance, Quality & Reliability • 99% + Range Coverage • 24hr Next Day Nationwide Delivery • No Minimum Order Quantity • Own Delivery & Collection Fleet • Scrap/Warranty Collection; Any Quantity • Online Cataloguing & Marketing Collateral

Become A Platinum Battery Stockist Today • Call Now On 0161 876 3372 Come And See Us At 18th & 19th October 2015 / NEC Birmingham

Stand E35!

with the magazine from day one.”

“Over the past 16 years both the magazine and our market have evolved - and only for the better” Geoff says. “After all, in 1999 the internet was very much in its infancy and its eventual arrival certainly changed the market, but not always in a positive way. Retailers have also had to move with the times and embrace new technology and business practices. At the time I joined Uniscan, retailers would often be unreceptive when, as a manufacturer, we suggested visiting them to talk about our range of products. It was as if we were going to march in all guns blazing and do the big ‘sales pitch’ to them, which was never the case.”

“The emergence of the magazine enabled us to engage with retailers through advertising and editorial, making them more aware of us as a company and the people involved in the business. This helped organisations such as ourselves provide a ’human face’ to its company, without travelling hundreds of miles a week visiting individual mobility shops, which was essential when most communication was done by telephone or even by fax in those days.”

Geoff says that the way manufacturers engage with end users has also drastically changed since 1999. “Back then” he says, “it was only the larger

companies of the world that had in-house marketing departments and there were practically no specialist marketing or PR agencies offering a service to the marketplace. As times have changed so has the attitude to marketing and thankfully most manufacturers now have someone in-house managing their marketing activity - or use an external agency as we have done by appointing C.A.S Marketing Communications.”

Geoff believes that another change has been the increased awareness of disability and accessibility issues.

“TV and radio programmes are now featuring disability related stories on a daily basis, but this was not the case 16 years ago and whilst the phenomenal success of the 2012 Paralympics played a massive part in this, the momentum and more importantly acceptance, had been growing for many years.”

Geoff has no doubt about the changes: “I think it is fair to say that the disability and independent living market is in a far better position now than in 1999 - and the launch of THIIS has certainly helped us all. Here’s to the next 200 issues.”

The company has featured in the magazine a number of times over the years

Patterson Companies to sell medical business Patterson Companies, Inc. has announced an agreement to sell its medical business (Patterson Medical) to Madison Dearborn Partners (MDP), a private equity firm based in Chicago, for gross proceeds of approximately $715 million in cash. The sale is expected to close in the fiscal second quarter.

Madison Dearborn Partners, based in Chicago, Illinois, is a leading private equity investment firm in the US. Since forming in 1992, the firm has raised six funds with aggregate capital of over US $18 billion and has completed approximately 130 investments.

According to Scott P. Anderson, chairman and chief executive officer of Patterson Companies,

“Patterson’s strategy for growth is to focus our resources and investments on building our dental and animal health businesses. We believe that the medical business will thrive under the new ownership that is dedicated to driving growth in the rehabilitation market.”

The business will continue to operate as Patterson Medical for a transition period before rebranding as part of its independence from Patterson Companies.

You can read more on this story on the THIIS website. Just use the search facility on the homepage and enter ‘Patterson’. www.thiis. co.uk

mmende co over by

Re

d

The Extra Roomy footwear brand that 0 really gives your business extra oomph! 900 s

alth l ProHe a fession

Cosyfeet is the brand for Extra Roomy footwear, socks and hosiery.

Cosyfeet brings more customers to your store - for you to sell more!

Cosyfeet offers a one width fitting which means less complication.

Cosyfeet products encourage repeat business, bringing customers back to your store again and again.

Cosyfeet customers ask for our product by name.

Cosyfeet offers impressive stockist support.

Want to know more? Potential stockists should call John Negus on 01458 449075 or email: johnn@footshopltd.co.uk CF038_V2.indd 1

60 www.thiis.co.uk

www.cosyfeet.com 16/06/2011 09:58

It’s that

SIMPLE Companion Referral Scheme for Stairlifts and Bathing • Indoor and outdoor, straight and curved • Track options available including the slide track • XXL straight stairlift taking up to 31.5 stones • Easy Payment Plan available • Keeping you updated on lead progress – it’s your client every step of the way.

• Prompt commission payment upon installation

Call today on

0800 019 7797 If you would like more information please contact the Companion Office on 0800 019 7797 or e-mail enquiries@companionstairlifts.co.uk

jobs on offer

We are looking for dedicated and experienced individuals to play a major part in the next chapter of a young, dynamic and rapidly growing organisation.

We are Ultimate Healthcare, part of the Millbrook Group of companies, a dynamic fast moving manufacturer and supplier of Assistive Daily Living Aids which has more than doubled in size in the last twelve months and is continuing to experience substantial growth. We are constantly looking at ways to expand further, improve our product lines and deliver innovative services to our customers and, ultimately, the users of our products ‘mi-life’ is the new, rapidly developing retail arm of Ultimate Healthcare; selling assistive daily aids direct to the general public. In the last twelve months we have opened five stores which have raised the bar in the market and have more in the pipeline.

We promote and enjoy a very supportive team environment, which every colleague benefits from, so, as well as being good at your role, you will need to be a real team player.

All of the positions except where stated are based at our Southampton address. If you think you fit the bill, we’d love to hear from you. Please send a detailed CV and a covering letter stating which job you are interested in along with details of your current pay/ package to: HR Department Millbrook Industries Calmore Industrial Estate Totton, Southampton Hampshire SO40 3XJ careers@millbrookindustries.co.uk

Commercial Director As a driven and charismatic individual, you will take ownership for developing a robust commercial strategy for direct and retail sales growth, managing and motivating the team to ensure targets are achieved. You will have previous experience of developing both direct and retail sales strategies, preferably within the Healthcare Industry and you will be based in our Southampton office.

National Retail and Online Sales Manager Commercially astute and experienced in developing and delivering against national retail and online sales strategies in a similar industry, you will have an impeccable track record and demonstrable ability to manage and motivate the store managers to overachieve the individual targets for their stores, as well as growing online sales. You will be ideally based around the M4 corridor.

Showroom Managers (Abingdon & Eastbourne) Dealing directly with the public, you will have the drive, innovation and interpersonal skills to maximise the contribution from the store through profitable sales whilst controlling overheads. Previous experience in a similar role will be required.

Rehabilitation Engineer We provide wheelchair services to both private organisations and the NHS and are now looking for an experienced clinical seating specialist to join our team. This is an important role which affects people’s standard of living, so demonstrable experience as an Occupational Therapist or Rehab Engineer would be a distinct advantage. You will be ideally based around the M4 corridor.

Pressure Care Engineer Southampton based – We have our own distinctive and innovative new range of active pressure care products and are now looking for an engineer to be responsible for testing the new products before shipment to our customers. This is a position which also has direct impact on our user’s lives, so experience, skill and dedication are prerequisite.

Regional Account Manager

NATIONAL SALES 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 require a Regional Account Manager to cover the Midlands, East Anglia and the South East region. 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.

Homeadapt UK Ltd., the subsidiary of Bruno Independent Living Aids Inc., the leading American stairlift manufacturer with over 300 employees, is looking for a National Sales Manager to join our European team in the UK.

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 sales@freerideruk.co.uk

This position, which is an established role, is field based even though occasional attendance at the office on the Wirral is required.

We are looking to recruit an experienced Sales Manager with proven success in a competitive environment within the care industry.

The successful candidate will strive to exceed all sales objectives by managing a highly professional and motivated dealership base. The role-holder must have the ability to drive volumes, and maximise profitability through effective management of dealers and work effectively with the Team to ensure industry leading standards and satisfaction levels are met at all times.

The ability to identify and connect with new dealers as well as existing dealers and grow market share, long term loyalty

and profitability through high quality sales and marketing strategies will also be a fundamental requirement.

Effective performance management of the dealer network must be ensured through regular review processes, whilst developing skill sets of dealers through best practice. A good technical foundation is a must as is computer literacy.

Applicants must display high standards of professionalism and motivation, encourage beneficial change and support the Company’s strategic goals for driving excellence in everything that we do.

The position requires a full current driving license.

A competitive salary package is offered based on experience.

Please provide your CV and a covering letter detailing how you fit the role and what specifically interests you in our business to lena.jarlo@homeadapt.com Deadline for application is August 18th, 2015.

Seen in all the best places!

The BHTA logo has always been something important to look out for if you want to be sure that the company you are dealing with is setting and maintaining the right standards.

Every BHTA member agrees to abide by a Code of Practice, part of the Consumer Codes Approval Scheme, which is run by The Trading Standards Institute. The BHTA code is the only one in this industry.

Only BHTA member companies can display the two logos together and it means that you can be confident of enjoying high levels of care, courtesy and professionalism.

To find out which companies can offer you that guaranteed level of confidence, go to the website and use the member search facility.

www.bhta.net

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.

AUGUST 2015 Global Training by Silvalea – Manual Handling Products - 12th Aug. Interactive Online Training. FOC. Global Training by Silvalea – An Introduction to Slings - 13th Aug. Interactive Online Training.

FOC. Global Training by Silvalea – Toileting Sling Solutions - 19th Aug. Interactive Online Training. FOC. Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – 19th August 2015 - Ilminster. FOC including Lunch.

Global Training by Silvalea – In-situ Sling Solutions - 20th Aug. Interactive Online Training. FOC.

SEPTEMBER 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children – September 9th & 10th – Block 1: Mechanical, 15th & 16th – Block 2: Technical, 23rd & 24th – Block 3: Clinical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block.

Invacare – Alber training – September 9th 2015 – Bridgend - FOC Sunrise Medical Limited - Manual Mobility

Selection: Linking Assessment to Appropriate Prescription (CMAN) - Wednesday 9th September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Sunrise Medical Limited - Manual Wheelchair Assessment (CMDE) - Thursday 10th September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Dealers (CMDE) - Tuesday 15th September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Sunrise Medical Limited - JAY Product Training for Dealers (PJAY) - Wednesday 16th September 2015 – West Midlands – £100 but receive £470 RRP worth of JAY seating products upon course completion.

Global Training by Silvalea – Amputee Sling Solutions - 16th September 2015 - Interactive Online Training - FOC. Invacare - Servicing/Maintenance & Adjustment on Manual Chairs – September 16th 2015 – Bridgend – FOC Invacare - Servicing/Maintenance & Adjustment on Power Chairs – September 17th 2015 – Bridgend - FOC Global Training by Silvalea – Walking & Standing Harness Solutions - 17th September 2015 - Interactive Online Training - FOC. Invacare - Pressure Ulcer Awareness & Mattress Care – September 22nd 2015 –

Bridgend – FOC Invacare - Scooter Servicing/Maintenance – September 23rd 2015 – Bridgend - FOC Quantum - Quantum powerchair training programme - Thursday 17th September 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.

Global Training by Silvalea – Paediatric Sling Solutions - 23rd September - Interactive Online Training - FOC. Sunrise Medical Limited - Scooter and Powerchair Service and Maintenance (TPSM1) - Wednesday 23rd September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Pride Mobility Products Ltd Training Introduction to Pride Mobility Products Technical Trouble Shooting – September 23rd 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.

Global Training by Silvalea – Sizing & How to Measure - 24th September - Interactive Online Training - FOC. JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating 24th September 2015 - FOC - Peterborough, JCM Head Office

Grab Handle Range www.able2.eu 64 www.thiis.co.uk

Tel: 01254 619000

E-mail: enquiries@able2.eu

VISIT US ON

STAND E50 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

HANDCRAFTED FURNITURE C O M P L E T E LY T A I L O R M A D E T O F I T Y O U R E X A C T R E Q U I R E M E N T S

Manufacturers of bespoke rise and recline chairs and handcrafted adjustable beds for the mobility and healthcare market

For furniture offering comfort, independence and a higher standard of care, contact;

Tel: 0115 913 3572

email: info@riseandrecline.co.uk www.riseandrecline.co.uk

NEW

training diary OCTOBER 2015 Invacare - Servicing/Maintenance of Patient Lifters – 1st October - FOC – Bridgend Invacare - Kuschall (Dealers only) - 6th October- FOC - Bridgend 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, 20th & 21st – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists.

Halesowen. £185 +VAT per Block Sunrise Medical Limited - Powerchair Service & Maintenance – Mechanics (TPSM4) Wednesday 7th October 2015 – West Midlands – FOC to Sunrise Medical Account Holders Invacare - Power Chair Controls Set-up & Operation - 7th October – FOC – Bridgend Invacare - Fault Finding on Power Chairs – 8th October – FOC – Bridgend Sunrise Medical Limited - Powerchair Service & Maintenance – Electronics and Diagnostics (TPSM2) - Thursday 8th October 2015 – West Midlands – FOC to Sunrise Medical Account Holders

Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – 7th October 2015 - Ilminster. FOC including Lunch.

JCM Seating Solutions Ltd - Technical Training - 8th October 2015 - Free of charge – Peterborough Invacare - Introduction to Invacare Manual Wheelchairs – 13th October – FOC – Bridgend Invacare - Servicing/Maintenance & Adjs on Manual Chairs – 14th October – FOC Bridgend Invacare - Servicing/Maintenance & Adjs on Power Chairs - 15th October – FOC – Bridgend Global Training by Silvalea – Complex Sling Solutions 1 - 14th October 2015 - Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2 - 15th October 2015 - Interactive Online Training. FOC. Global Training by Silvalea – Manual Handling Products - 21st October 2015 - Interactive Online Training. FOC. Pride Mobility Products Ltd Training Introduction to Pride Mobility Products

Technical Trouble Shooting – October 21-22 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.

Invacare - Servicing/Maintenance of Mattress Pump – 21st October – FOC – Bridgend Invacare - Servicing/Maintenance of Mattress Pump - 22 October- FOC – Bridgend Global Training by Silvalea – An Introduction to Slings - 22nd October 2015 - Interactive Online Training. FOC. Sunrise Medical Limited - Mobility and Seating System Selection: A Paediatric Focus (TPSM2) - Thursday 22nd October 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Invacare - Pressure & Posture in Wheelchair Seating - 27 October – FOC – Bridgend Invacare - Robin Overhead Hoist – 28-29 October - FOC - Bridgend Quantum - Quantum powerchair training programme – 29th October 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.

CONTACTS FOR BOOKINGS Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@sunmed. co.uk, or visit www.SunriseMedical.co.uk/ STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com

or visit www.trainingbysilvalea.com Quantum Rehab – Call Hayley 01869 324600 or email sales@quantumrehab. co.uk Pride Mobility – Call Chris on 01869 324600 or email service@pride-mobility. 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

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 66 www.thiis.co.uk

Surfaces from Sidhil... ...safe, ...secure, ...supportive Acclaim Pro

Acclaim VE

Softrest

Solite Zoned Contour

ACCLAIM FLOW

From high performance dynamics to pressure relieving statics - Sidhil has a surface to match every requirement!

PRESSURE MAPPING SERVICE AND CONTINUOUS IN BED PRESSURE MONITORING SYSTEMS NOW AVAILABLE

...made in the UK >>Visit our website: www.sidhil.com

...making it better

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

MORESALES

OPENUP

MINIMO PLUSMORE SALES@TGAMOBILITY.CO.UK WWW.TGAMOBILITY.CO.UK

01787 882244

n

NEW automatic safety sensor that reduces speed around corners (optional)

n

NEW removable seat for easier lifting

n

NEW carbon fibre components – only weighs 21.85kg without seat

n

NEW adjustable ergonomic armrests

n

NEW high visibility LED light

n

Folds in a single, simple movement

n

Larger pneumatic tyres

n

Ultra-lightweight lithium battery – 2.65kg

n

Enhanced 270w motor and 70ah S-Drive controller

n

4mph top speed with extended range of up to 15 miles (24km)

n

115kg (18st) user weight capacity

0943TGAadMinimoPlusThiisAugOBC15v1.indd 1

24/07/2015 17:13

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.