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OFT warning for suppliers and retailers A very different ramping solution New show targets North-West

it to ON! p e e k t ’ Don S IT S A P f yoursel CIRCULATION LIST

Lateral Support Back

Button Back

The Senydd single motor tilt-in-space rise and recline chair. 25 stone maximum user weight as standard.

And don’t forget to follow me on Twitter @Wil_Dragon



Size Chart Seat to floor Seat width Seat depth Back height



3 sizes, 4 back designs, 1 great price Also available in 2 motor versions. Bespoke sizings and multiple additional options available.




16" 18" 18" 27"

18" 20" 20" 30"

20" 23" 22" 30"

2002 - 2013

0 YEARS 1 “Raising the standard”


02 20



02 20

StoCk itEm for SamE day ShippiNg

Follow us on twitter: @wilcarewalesltd

Manufacturers of Bespoke & Contract Rise & Recline Chairs Call our Sales Hotline on 01446 772227 Wilcare Wales Ltd, Vale Business Park, Llandow, Cowbridge, Vale of Glamorgan CF71 7PF Telephone: 01446 772227 Fax: 01446 772226 Email: Web:

Proudly made in the UK

CE Marked products. Motor actuator/electrical systems conform to all known EU-CE requirements for low voltage and EMC levels. All fabrics conform to BS5852 parts 1&2 test procedures for the fire retardancy levels 0, 1 and the majority to woodcrib5.

The Senydd

Cushion Back


NEW Wilcare ‘Comfort Sprung’ seats available on this model.

Waterfall Back


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contents OFT warning for the trade........... 4 Readers thumbs up for AT Today.................................... 8

From the Editor

Adapting to housing changes... 12 Research highlights pressure reduction.................................. 16 Design and testing funding....... 20 Retailer package opportunity.... 22 35 year milestone..................... 26

And so, the tinsel is hanging from various parts of the showroom, the tree is sparkling in the corner and the carols are on pretty much every radio station that you might like to have on – and they will be for the next few weeks.

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Yes, it’s definitely Christmas again and for a number of retail organisations on the high street, as always, its make or break. For our marketplace, Christmas isn’t such a big thing and, generally, businesses don’t tend to go out of the way to use it to promote in a different way. Maybe that’s a mistake? The next couple of weeks are all about shopping and buying and whether you are the largest company in our industry, or the smallest, there are opportunities if you want to package them up and offer them to potential customers. If you are a retailer, then maybe now’s the time to get the tinsel into the showroom window, highlight the products you have that could be bought for gifts and see whether you can get some of that Xmas cheer that happens when the tills start ringing! As always, a very merry Xmas, a prosperous New Year and a big thank you to all our advertisers and readers for supporting THIIS in 2013. We really appreciate it.

Award for Olympic efforts......... 32 USA trials for UK product......... 34 More success for Sidhil ............ 36 New north west show............... 40 New style showroom sale boost........................................ 46 Special support for product...... 48 Filling the investment gap......... 58 Ramping solution...................... 60 Jobs on Offer............................ 66

on the front New colour options for Dycem. More details on page 28.

Help us to get the message through You can find THIIS on Twitter at wwwthiiscouk

Just a reminder again, even though you might be getting the weekly trade email bulletins through fine just now, to ensure that you get them in the future, it would be useful to ‘whitelist’ on your server so that it is recognised as an email address that is allowed to send you mail. If you have fallen off our list for delivery, then it may be because we are being identified as being ‘spam’ by your server, so white listing our address should help us to get through.

David N Russell AD4

Tel: 01536 710050 E-mail:

v3 12-11 Flash ad Thiis Mag:200x40



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Find out why on page 11 & 15


Transparency and Fairness in the Mobility Aids Sector By Cavendish Elithorn. Executive Director – Office of Fair Trading The Office of Fair Trading rulings against a couple of the suppliers and a number of retailers in our industry have been the cause of much discussion over the past few months. Here, the Executive Director of the OFT Cavendish Elithorn gives an overview about the OFT position… The mobility aids sector can help improve the lives of many vulnerable people, and firms have a special responsibility to treat their customers fairly. The Office of Fair Trading and Trading Standards Service have produced material to help companies comply with the law, and we have taken clear and strong action against those firms causing consumers harm. Mobility aids play a vital role in the lives of millions of elderly and disabled people. Whether enabling users to go on their daily shopping trips, travel to their workplace, or simply to continue living independently in their own homes, these appliances quickly become a necessity which people cannot live without. Naturally, many users of mobility aids may have limited ability to shop around for the right product and best deals. It is important therefore that they should be given access to all relevant information, treated justly by sellers, and that there is effective price competition in the marketplace, with the internet being an increasingly vital source of information. However, a 2011 market study by the Office of Fair Trading (OFT) found evidence that this may not always be the case. Our research found unfair sales practices targeted at vulnerable consumers, particularly through doorstep sales. More than 4,000 complaints were made to Consumer Direct in each of the three years leading up to the publication of the report. People also found it difficult to shop around for alternative offers, especially online, and as a result may have ended up paying higher prices and buying products that do not suit their needs. For example, we found at the time that the price of identical scooters could vary by over £1,000, and we even saw price differences of £3,000. Following the study, we took action to address consumer and competition concerns in the

sector. Over the past two years we have used the full range of tools available to us, and worked closely with local Trading Standards Service Cavendish Elithorn spells (TSS), to take action against specific businesses. out what the OFT position In August 2013 we announced that Roma is and the action that has Medical Aids Limited, a manufacturer of mobility been taken so far scooters, had breached competition law by entering into arrangements with seven UK-wide online retailers which prevented them from selling Roma-branded mobility scooters online and from advertising their prices online. A further investigation against another manufacturer of mobility scooters and eight of its retailers in relation to suspected breaches of competition law is ongoing We have revoked the “We have taken clear and strong consumer credit licence of action against those firms causing one trader who used highly pressurised and aggressive consumers harm” sales tactics We have pursued the directors of another company through the courts and obtained orders to prevent them from engaging in unfair and misleading sales practices again The OFT and our partners take a very serious view of businesses breaking the law and causing consumers harm. We have sent clear messages to the sector that we will follow up with enforcement action wherever credible evidence of wrong-doing is “We found at the time that the price found or provided. of identical scooters could vary by Most companies of over £1,000, and we even saw price course wish to comply differences of £3,000” fully with the law, and if you would like further information and guidance on how to do so please visit our website at To make sure your terms and conditions are fair, please visit our unfair terms hub at http://www. You can also get additional information from the BHTA. It is important to emphasise however, that both the OFT and TSS have also engaged constructively with individuals and companies. In one particular case, we were able to work closely with a mobility aids company to improve the

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December 2013

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If you have a festive need for mobility spares before Christmas, just give us a bell. Don’t forget if you need mobility spares - right up to the last minute, we’re open all the way up to the Monday before Christmas Eve. So if you or your customers need those urgent mobility spares then we’ve got everything to fulfil those Christmas wishes. From tyres, solid tyres and castors, through to ramps, chargers and batteries (oh heck, don’t forget the batteries at Christmas!) there’s something for every bulging, weirdly shaped stocking.

Power4 from Flexel - a -superb range of high quality batteries, Power4 from Flexel a superb range of high quality batteries, offering best products forfor your customer’s So the whythe notbest put Santa’s little helpers to the test needs andneeds give us a call on 01280 704141 and place your order. offering products your customer’s And, MORE CHOICE MORE CHOICE

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From From hoistshoists and lifts scooters and power AGMAGM to MKto GEL and more beingSee, added the and get itchairs, to chairs, you for the itall was andtolifts to scooters and power MK next GEL andday! more being added alltime, theworth time, the choice of batteries is continuing to grow. So rest we will the right product to meet youryour the choice of batteries is continuing to grow. Soassured rest assured wehave will have the right product to meet customer’s requirements now and in the future customer’s requirements now and in the future

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fairness of its terms and conditions for consumers and to improve its standards of customer care. As well as working with the companies involved, we know that consumers also need to be better educated. Together with TSS and specialist charities such as Age UK and the Disabled Living Foundation, we are reminding everyone of their rights when buying mobility aids and when dealing with doorstep traders. We have offered practical tips and advice to ensure that people receive full value for money and get a fair deal. This advice includes reminders to: • shop around, including online, to compare products and prices • think twice before buying, and not feel compelled to purchase • double check facts and Terms & Conditions • being wary of time-limited or exclusive offers that need to be signed on the spot. If customers spend more than £35 with a trader on the doorstep, they usually have seven days in which to cancel (subject to certain conditions)

Put simply, we are taking significant steps to improve how this market works by ensuring that buyers of mobility aids are aware of their rights and that all manufacturers and retailers meet their legal obligations. We will continue to keep a keen eye on whether the market is working well for consumers, since tackling practices that may harm vulnerable consumers remains a strategic priority for us. NB: From 1 April 2014, responsibility “We have sent clear messages to for competition law the sector that we will follow up with enforcement transfers enforcement action wherever credible to the Competition evidence of wrong-doing is found or and Markets Authority provided” (CMA). Responsibility for credit licensing will transfer to the Financial Conduct Authority (FCA). The CMA will continue the OFT’s work partnering with local authority Trading Standards Services to enforce consumer protection law.

New arrivals due from Slovenia Timo UK was formed earlier in the year to provide a range of Hi-Lo Shower Trolleys, Hi-Lo Changing Plinths and Wall Mounted Benches. The products are being sold in the UK through a network of distributors. According to the company, the products are available in a range of sizes and colours and will suit almost any showering situation. The products are distributed by the Timo UK team in the North West or can be supplied direct from the manufacturing base in Slovenia. Paul King, Director of Timo UK told us: “We can tailor our service to meet the needs of the retailer. Products can be delivered direct to their customer or delivered to a showroom or your warehouse. We have the flexibility to deliver in bulk or on an individual basis.” Paul has just returned from the Slovenian company. “Having just visited the Timo head office

in Slovenia, we can announce the imminent arrival of new wall mounted shower stretchers and changing plinths. They are due for release to the UK market in January. For more information, call 01257 472255. The website is at www.

More recognition for Park House Does any company in our industry win more awards than Park House Healthcare? The business seems to pick up new trophies consistently – they must have a rather large mantelpiece in the reception area! This time the company has been awarded the “Investing in the Future” Award at the Reporter Series Awards Dinner. The awards are presented to local firms in recognition of their hard work and business excellence. One of Park House Healthcare’s strongest commitments is encouraging staff development, by offering qualifications across a variety of disciplines and undertaking professional training. Managing Director Stephen Owens was presented with the award, he said: “The true winners tonight are the Park House Healthcare staff, with many employees working for the company for a good number of years.” The Park House website is at www.

Have you won an award recently? If so, why not let us know...


December 2013


PORTLAND Dual Motor Rise & Recliner

“Outstanding comfort with its memory foam seat” FEATURES » New luxurious Sofia fabric. » Memory foam seat cushion provides exceptional comfort. » The footrest can be elevated and the backrest can be reclined independently. » Ergonomically contoured seat & back. » User friendly four button hand controller. » Reclines to an excellent snooze position. » Excellent quiet and smooth actions. » Built in convenient storage pockets. » Battery back up facility * » New 2 year warranty ** * Batteries not included. ** Warranty conditions apply, for more information please contact your Drive Medical dealer. Colour Options





Superb Comfort, Style & Performance... The New Portland Riser Recliner has been designed with comfort in mind. It features a memory foam seat and the dual motor mechanism enables the user to find their perfect comfort position.


Readers thumbs up for AT Today magazine The new issue of AT Today magazine has just been published and is available to read online on the AT Today website. be of interest to a number of key groups of people working in the marketplace. Most of the items are short pieces which give brief details of a new product or development and signpost the reader to more information. In the online version, many of the editorial items carry live website links to take readers straight to the source for more details. In short, it’s an easy and interesting read. And it seems that professionals like the magazine. The BHTA exhibited recently at the conference for OTs in Independent Practice, where copies of AT Today were very popular with delegates. BHTA Commercial “Many OTs commented on how Director, Tracey Lloyd told they looked forward to reading the us: “Many OTs commented magazine” on how they looked forward to reading the magazine as it was great to see all the latest innovations in one publication. They found it useful when considering new aids for clients. OTs also mentioned that the easy to read format made a refreshing change to other journals they receive.” Why not take a look yourself. The website is at

This is the sixth issue of the magazine that is published by BHTA Engage and is produced for anyone interested in the latest developments in the Assistive Technology marketplace. The magazine was distributed from the BHTA stand at the new OT Show that took place recently at the NEC. It is also mailed to a range of influential professionals including: Head OTs, Moving & Handling Specialists, Loan Store Managers, Private OTs, Community Loan Store Managers, Disabled Facilities Grants Managers, Tissue Viability Nurses and Paediatric OTs. Together they represent some of the most influential professionals working in the marketplace, with real budgets or the ability to influence buying decisions. There are two new features in the magazine too – one for Pressure Care and another for Paediatric products. Companies using AT Today to get in front of a wide range of professionals have their adverts active for a long time. The first five issues of AT Today are online for people to read through a page reader system or to download as a PDF. Each of the issues stay online giving advertiser’s on-going exposure and each advertisement has a link to the company’s own website too. There is also links to the magazine on the home pages of both THIIS and BHTA websites. The magazine is different to anything else published in the sector both due to the wide coverage of different types of professionals and the content in the magazine. Although there are plenty of ‘professional specific’ titles, there isn’t anything apart from AT Today that is designed to

Interested in using AT Today to promote your company? The next issue of the magazine will be published in April. For full details call 01536 710050 or email

Stairlift ranges to suit most homes

USA trials for UK products Mangar International has announced that it has partnered with Richmond Ambulance Authority (RAA) in Virginia, USA with the objective of undertaking longer-term trials on the effects of the Authority using its Camel and Elk product. As well as being one of the busiest EMS systems per capita in the USA, Richmond also has one of the most advanced. RAA already uses two Mangar Elks which are held on supervisor vehicles and has done so for a number of years. The trials will look at areas such as usage, operational performance, as well as the impact on reduced musculoskeletal injuries and patient injury claims and including all associated cost savings. This follows on from other successful trials most recently with Ambulance Victoria in Australia. The Mangar website is at www.mangar.

New brace is a winner for Harry Chaneco manufacture a range of footwear and custom orthotics as well as supplying a wide range of stock orthotics. One of the newest products in the range is the DUO Knee Brace. The brace acts as an ‘off loader’ for knee instabilities making it ideal for someone suffering from a knee ligament injury, someone with Osteoarthritis or someone who has recently had knee surgery, just like QPR boss, Harry Redknapp. Harry used the knee brace to aid his recovery after a recent knee operation. Call 01604 709999 or visit the Chaneco website at

NEW Wilcare ‘Comfort s Sprung’ seat available on this model.

Waterfall Back

Cushion Back

Shedding new light on therapy


3 sizes, 4 back designs, 1 great price Also available in 2 motor versions. Bespoke sizings and multiple additional options available.

And don’t forget to follow me on Twitter @Wil_Dragon




Size Chart

Luminette was developed by researchers specialising in sleep and has been used by more than 12,000 in Belgium. It is a practicalPetite and effective Regular luminotherapy Grande solution to treat sleep problems and seasonal depression. to floor 18" 20" Luminette is aSeat highly technical pair of glasses 16" that by using a combination of a width 18" increased the 20" number of light 23" light source andSeat a hologram with a patented matrix, Seat depththe retina, mimicking the 18" 20"light. It attaches 22" rays that pass through effects of natural Back height 27" 30" to the forehead above the eyebrows, so it can be used by those30" who wear glasses or contact lenses and combines an optically concentrated mechanism that minimizes loss of light between the source and the retina along with light emitted by 8 LEDs, providing the same therapeutic effects as a luminotherapy device using 10,000 lux, which is stationary and much bulkier. The manufacturers say that wearing Luminette for 20 minutes is the same as 30 minutes of exposure to the morning sun. For more information, visit

2002 - 2013

10 YEARS “Raising the standard”


02 20



02 20

StoCk itEm for SamE day ShippiNg

Give us a call to find out more about one or all of our ranges

Follow us on twitter: @wilcarewalesltd

Manufacturers of Bespoke & Contract Rise & Recline Chairs


Wilcare Wales Ltd, Vale Business Park, Llandow, Cowbridge, Vale of Glamorgan CF71 7PF Proudly made in the UK Telephone: 01446 772227 Fax: 01446 772226 Email: Web:

AT Today Dec 2013.indd 4

14/11/2013 14:54

AT Today Dec 2013.indd 7

December 2013

World’s first posture sensor DLF launch AT product library


The world’s very first posture sensor and mobile posture coach appeared in the UK recently. The LUMOback posture belt utilises smart sensors and the very latest in mobile software. Worn underneath or over clothes, when the user slouches, the sensor in the attached belt pack gently vibrates to remind them to sit or stand up straight. The suppliers claim that the LUMOback will help to correct posture over time and can even help to combat a number of ailments that are associated with poor posture and stance. The LUMOback is available from

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The Disabled Living Foundation (DLF) has set up an “Assistive Technology Library” for potential purchasers. The Library project, funded by Department of Health, is being piloted in selected areas this year before going national from 2014. The DLF says that it has found that those who could potentially benefit from using AT, whether people with disabilities or carers, can be deterred from buying electronic AT aids as they are uncertain whether the device will work for them, or they may lack confidence in their ability to operate it. The Assistive Technology library will stock equipment which can be borrowed for two weeks free of cost, with no obligation to buy. For more details, go to www.livingmadeeasy.

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Smart Card launches A brand new product which could help to save the lives of any of the millions of people who find themselves in emergency situations every year has launched. Emergency PAL is a medical smart card with an embedded NFC chip and a QR code, which can immediately transmit all emergency medical details of a patient to first medical responders and paramedics on the scene, making treatment much easier, faster and potentially saving a life. The card is the perfect size to be kept in a purse or wallet; the first place a paramedic would usually look to find personal information on a patient who was unable to speak for themselves. The service works 24 hours a day, 7 days a week, 365 days a year. For more information, please visit


14/11/2013 14:54 ATtoday skyscraper 82x297 SEPT 12.indd 1


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Call our Sales Hotline on 01446 772227 0845 225 3121 4


Button Back The UK’s largest range of stairlift solutions

The Senydd single motor tilt-in-space rise and recline chair. 25 stone maximum user weight as standard.


Neurobiologists from the University of Leicester have shown that insect limbs can move without muscles – a finding that may provide engineers with new ways to improve the control of robotic and prosthetic limbs. Their work helps to explain how insects control their movements using a close interplay of neuronal control and ‘clever biomechanical tricks. Dr Matheson, of the Department of Biology, said: “We hope that our work on locusts and grasshoppers will spur a new understanding of how limbs work and can be controlled, by not just insects, but by other animals, people, and even by robots.”

Lateral Support Back

The Senydd

Insect research link to prosthetics

CE Marked products. Motor actuator/electrical systems conform to all known EU-CE requirements for low voltage and EMC levels. All fabrics conform to BS5852 parts 1&2 test procedures for the fire retardancy levels 0, 1 and the majority to woodcrib5.


AT Today Dec 2013.indd 22

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28/09/2012 12:41


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New communications device produced after price shock Voiceonics is a newly launched company aiming to bring innovations in the design and manufacture of communication aids. The TTS100 is an augmentative and alternative communication (AAC) device which is portable and battery operated. Male or female speech can be selected, with the spoken word being English. The designer of the new device is Mike Leppard. His background is as an electronics engineer with 25 years industrial experience and ten of those in a highly regulated medical industry. He says that he started to look at designing an alternative when he came across an existing product. “I was very impressed with the device, but shocked at its price” he said. “I wondered if I could make something as good but more affordable.” “Eight years later” he told us, “five years of development, two years of handling study and a year of setting up the company I’m ready for orders. The development of the device took much longer than expected, the biggest difficulty making the device waterproof and the handling study was very useful, highlighting the need for predictive text. I’m now at the marketing stage and the journey continues.” There is a QWERTY Keyboard for text input, LCD display for visual confirmation of text

Mike says that he

developed the new input and loud speaker for speech output. The product after being keyboard has adjustable key-press sensitivity to surprised at the cost of the alternatives on the help people with conditions such as hand tremor. market at the time The device is re-charged via a supplied charger. One charge will give sufficient life for 3 days typical use. The device is water “I was very impressed with the resistant and can be device, but shocked at its price” cleaned in soapy water. Further cleaning can be performed by soaking in the sterilizing agents of Milton Fluid or Ethanol (70%Bv). For more details, call 01243 850539 or visit the website at

ReWalk expansion ARGO Medical Technologies has partnered with robotics experts Yaskawa Electric Corporation as it continues the global expansion of its ReWalk exoskeleton device. According to the company, Yaskawa has made a significant capital investment into the ReWalk technology and will also serve as the exclusive distributor for the product in Japan, China, Singapore, Taiwan, Thailand, and Korea. Yaskawa is a world-leading manufacturer of industrial robots, servo and inverter drives. ARGO CEO Larry Jasinski said: “This strategic partnership will bring significant value through the synergy of Yaskawa’s technology in the general field of robotics combined with our expertise in treatment of spinal cord injuries.” The Yaskawa move is the largest single investment as ARGO closes its most recent round of fundraising, its largest to date. The new funding and partnership is aimed at advancing the ReWalk


December 2013

infrastructure and technology for users and support company growth with the expansion of research and development and enhanced design to streamline manufacturing. Yaskawa CEO Junji Tsuda said: “Robotics has the potential to change the world of healthcare and rehabilitation, and ARGO’s knowhow in the field will allow us to contribute to quality of life improvements of people around the world.” ARGO currently offers two ReWalk models – the ReWalk Personal, currently available in Europe and Israel and pending FDA review in the US; and the ReWalk Rehabilitation which is now available in Europe, Israel and the United States. The website for ReWalk is at

The company behind the ReWalk has signed a deal that takes the product to another part of the world



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Adapting to a changing housing market Terry Lifts have more than 40 years of experience designing and manufacturing disabled platform lifts for the domestic and public access markets. Their latest innovation is a home lift, designed not for wheelchair users but for homeowners of a certain age who would prefer to stay in their family home rather than make the move to a bungalow or retirement village… Staying ahead of the game means adapting to changes in the marketplace and for Terry Lifts, it meant looking at designing a different kind of product. “The housing market is changing”, says Terry Lifts’ Sales and Marketing Director, John McSweeney, “Empty nesters are staying for longer in their family homes, delaying or even eliminating that ‘final move’ to a bungalow or a retirement village. More and more retirees are choosing to stay where they are rather than relocate.” Terry Lifts saw a gap in the market for a new kind of home lift. Most houses that exist today were not designed to cope with the changing needs of their long-term residents. Narrow hallways and staircases make life difficult for those who develop mobility problems later in life, and with this in mind the company has launched a home lift with a difference. John says, “Most people in the UK see home lifts as a prohibitively expensive luxury. Traditionally, home lifts have been big, bulky,




December 2013

impractical and unaffordable for most. At the other end of the spectrum are wheelchair platform lifts and stair lifts, but a lot of people don’t want this type of product in their homes.” John says that the Lifestyle Lift responds to this niche gap in the market. “It is an attractive product with a remarkably small footprint for a lift that can carry two people. Another design feature “More and more retirees are choosing that makes it different from to stay where they are rather than other home lifts on the relocate” market is that it is selfsupporting and does not require a lift shaft or enclosed structure, meaning no major building work is necessary and it can be fitted practically anywhere in the home.” “Ultimately, the Lifestyle lift offers a simple and relatively inexpensive alternative to unwanted relocation to another property for those who are starting to struggle with the stairs, yet don’t want The new lift has been to move house” says John. developed with the changing needs of The company says that interest in the Lifestyle

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Call 01536 710050 or email for more details and a sample copy.



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! or call 01535 669604 Email us on *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.

has been strong since its launch in October 2012. Terry Lifts have exhibited at the National Homebuilding & Renovating Show, Grand Designs and the Interlift Trade Fair in Germany. They also have a permanent stand at the National Self Build & Renovation Centre in Swindon. According to John they have seen a really positive response towards the Lifestyle Lift, not only from elderly couples but also from younger self builders looking for ways to future proof their homes. “Architects and property developers are interested in the lift as a solution to coping with the changes in the housing market. They are recognising the need to find new and innovative ways to build homes for life in line with design criteria such as Lifetime Homes.” John adds: “At exhibitions, visitors to our stand have been impressed with the design of the Lifestyle. Even if they don’t have a need for the lift themselves, they make a mental note for the future and many say it would be a great solution for elderly parents or relatives.” John said they are commonly questioned on the safety features of the lift. “We are often asked, ‘what happens if a family pet or Grandchild is under the lift when it’s coming down’ or ‘what if there is a power failure when I’m in the lift’. As with all our products, the lift has been created with safety at the forefront of the design process.

The lift is targeted at

‘empty nesters’ It has pressure sensitive safety edges that stop the lift gently if an obstruction is detected either above or below. The lift meets the requirements of BS 5900:2012 where applicable; the latest British safety standard for through floor lifts and offers important fire protection between the upper and lower floors, whether the lift is parked upstairs “Most people in the UK see home lifts or downstairs. This is a as a prohibitively expensive luxury” vital safety feature and all through floor lifts installed in the UK should meet this standard. The lift also has battery backup, which means the user returns safely to the ground floor in the event of a power failure.” For more details, contact John at jmcsweeney@ Visit the website at

More about the National Self Build & Renovation Centre The National Self Build and Renovation Centre in Swindon is a one-off visitor centre and the only such facility in Europe, designed specifically to meet the needs of self- builders, renovators and home improvers. The aim is to inspire, educate, and provide impartial advice for visitors, as well as offering services and products from a wide range of selected Partners.. At 67,000 sq. ft. the Centre houses one of the largest permanent exhibition areas where thousands of products and services, from hundreds of manufacturers and suppliers, are on display. More details at




December 2013

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New seating research highlights 88% pressure ulcer reduction The University of Ulster and Seating Matters research team met with Her Royal Highness Princess Anne, the patron of the College of Occupational Therapy recently as a new research study was published with some a significant reduction in pressure ulcers. The event celebrated the cooperation between the College of OT, the University of Ulster and industry and marked the launch of the Seating Matters research project, ‘The effectiveness of specialised seating provision for nursing home residents’. The research project, carried out over the last two years, examined the effect that seating assessments and provision of Seating Matters chairs had on a large group of patients in real-life care settings when compared to a control group using existing chairs. A team from the University of Ulster independently carried out the study and recorded what the company described a ‘some fascinating results’. The study showed that pressure ulcers reduced by 88% in the group using Seating Matters chairs

and rose by 5% in the control group. The group using Seating Matters chairs also experienced increased functional ability, decreased staff time in postural correction and significant increases in blood oxygen levels. Economists from “They could save 80% of their the University of Ulster pressure ulcer costs” Business School then studied the impact this could have on healthcare budgets. They calculated that if a hospital or care home were to provide a Seating Matters chair and replicate these results with every patient, they could save 80% of their pressure ulcer costs. You can sign up to order a copy of the study by emailing

The Seating Matters team with some of the group involved with the new research. From left to right, Olivia McVey OT, Seating Matters, Jackie Casey OT, Researcher and Lecturer, University of Ulster, Professor Richard Barnett, Vice Chancellor of University of Ulster, Martina Tierney OT, Seating Matters, Dr Suzanne Martin, Researcher and Lecturer, University of Ulster and Orlagh Daly OT, Researcher

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 |


December 2013



Slim design inspired by OT Impey Showers has introduced what the company describe as a revolutionary new shower seat in association with a leading UK occupational therapist. According to the company, it had been inundated by requests from customers of all ages and abilities for an accessible yet stylish shower seat. The new SlimFold shower seat bears weight of up to 40 stone. When folded, the SlimFold shower seat has a profile of 111mm and the shower bench has a profile of 55mm. The thin profile enables the shower door to fold fully inwards without colliding with the seat. The Impey team worked with occupational therapist and interior designer, Elaine Hollerhead, to design and produce the SlimFold. They say that Elaine had been troubled about the lack of a modern, inclusively designed shower seat available on the market for a number of years. Elaine told us: “In my capacity as an occupational therapist, I have been concerned with of aesthetics, functionality and safety of most products available to the disabled and grey markets for many years, especially in relation to shower seats.”

Neil Whitehead, marketing manager at Impey Showers, said: “We firmly believed that existing shower seat design needed to be evolved and improved to provide the healthcare market with an exciting, aspirational and safe product. “This product has been designed with anyone in mind due to its look and feel. We’ve had extremely positive feedback from end users, retailers and healthcare professionals and we are positive that the SlimFold will change the shower seat market.” The new SlimFold shower seat and bench “I have been concerned with of is available in 10 colours aesthetics, functionality and safety has been engineered to of most products available to the ensure maximum strength, disabled and grey markets for many support and durability. The years” products include a double curvature wall mount, cross bracing support and triangular structure. SlimFold has an RRP of £175 (plus VAT) and can be fitted from heights of 417mm which ensures safe transfer between standing and sitting or from a wheelchair. There is no maximum height restriction. Call 01460 250 090. The website is at www. POTS-Nov-Ad-FINAL1.pdf 1 25/11/2013 19:15:42

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£683,000 funding for product design and testing Coventry University Health Design & Technology Institute (HDTI) has announced the confirmation of further funding specifically for product design and usability testing in our marketplace. It’s an 18 month extension to its existing successful Assistive Technologies and Community Healthcare Development Project, supported by the European Regional Development Fund (ERDF). Aimed at small and medium sized enterprises, entrepreneurs and inventors based in the West Midlands region, the fund provides qualifying companies with up to five days product development consultancy free of charge, which can be used to provide product design and/or usability testing. The value of the ERDF grant is £341,500 and the total project value is £683,000. Norman Price, Deputy Chair of the West Midland ERDF Local Management Committee said: “Phase 1 of this project demonstrated the success that can be achieved when you support businesses that have new concepts and ideas with access to high quality research, development and expertise. Allowing businesses to develop and test their ideas out before launching them on the market helps to reduce the risks and increases the chances of success.” Companies such Abianco have already benefited from HDTI’s support. The design and usability teams at HDTI have worked with entrepreneur Ian Jones, owner of Abianco, to develop a series of innovative walking aids and accessories. New materials and manufacturing processes were used to create comfortable and stylish handles for crutches and walking sticks together with a shock absorbing ferrule. HDTI provided expertise in ergonomic design, prototyping and a user evaluation led by an expert in occupational therapy research to help develop these products ready for the market. Abianco has now received orders for the ferrule from the USA and Germany. Ian Jones explained: “I had been developing a number of mobility aid ideas for some time but was very concerned about talking to product development companies without any intellectual property protection and not being in a position to present a finished product. I approached HDTI looking for support and was delighted to find funding for consultancy, product development

Guy Smallman, HDTI’s Commercial Development Director says that funding has had a very positive impact so far

and usability testing was available, allowing me to take my ideas to the next stage.” Guy Smallman, HDTI’s Commercial Development Director says, “At HDTI we have worked with a variety of innovative businesses and entrepreneurs working in the “Allowing businesses to develop and community healthcare test their ideas out before launching sector, supporting the them on the market helps to reduce development of new the risks and increases the chances and innovative products. of success” Focusing on the ageing population, people with disabilities and chronic health conditions, we provide design, prototyping and user-centred product evaluation services to entrepreneurial companies and individuals developing new technologies in this area. We are delighted to have been able to support Ian in developing his product range and presenting his products to the market. This project illustrates the positive impact these funds have had, and will continue to “I was very concerned about talking have on innovative product to product development companies development.” without any intellectual property The extended funding protection and not being in a position available may include to present a finished product” design research to identify market opportunity and product trends, sketching and modelling to quickly develop embryonic ideas into feasible concepts, design visualisation to support product marketing and presentations for peer review or to attract potential licensees and investors, and 3D CAD modelling and prototyping to test and evaluate a device for manufacture. HDTI is keen to hear from Midlands based inventors and SMEs who are looking to develop new products in the healthcare market. For more information, go to www.coventry.

(Above) One of the products that has benefited from the development programme (Left) The Health Design & Technology Institute offers businesses a good deal of support


December 2013


More for less Introducing the new Handicare 2000 Simplicity More legroom With a reduced back to wall measurement the Handicare 2000 Simplicity suits more staircases and users than ever before More value and choice Offers your customers a wider range of seat options


Handicare 2000 Simplicity curved rail stairlift system To find out more how this system can help you help more customers than ever before, contact your Business Development Manager or Dealer Support Team on 0844 225 3121.

Retailer package for sensory products It’s probably not an area that many retailers have looked at so far, but the sensory product marketplace is growing and specialist company, SensoryPlus has produced a package for the retail network that they hope will prove interesting…. Sensory equipment has long been associated with the development of those with disabilities such as learning difficulties, along with Autism and Asperger’s syndrome. SensoryPlus is a specialist provider of sensory equipment from individual items through to complete room designs for adults and children with special needs. Now they want to hear from retailers who want to get involved in introducing sensory equipment to those it would benefit. SensoryPlus is part of the Kirton Healthcare Group and supplies equipment and creates sensory rooms in domestic and various care settings from schools and nurseries through to care homes and nursing homes. The equipment is purchased by everyone from local authorities to parents and carers of those with special needs, making it an extremely rewarding market to be part of. Now the company is offering a retailer lead fee for referrals which turn into sales, creating further opportunities for retailers to become a part of the 30-year-strong business. One retailer who has recently taken advantage of this scheme is East Sussex-based Wightman & Parrish Ltd, who recommended SensoryPlus and its products to its client, a group of care and nursing homes. The referral turned into a sale, resulting in Wightman & Parrish benefitting from the recommendation. Alison Minter, Wightman & Parrish’s Group Business Sales Manager told us: “All I had to do was introduce my client to SensoryPlus and they did everything from there on in. It did not take much of our time at all; I would have been at my client’s base to discuss appropriate products


December 2013

and services anyway, and all I did was interlink those visits with SensoryPlus’ name. The team at SensoryPlus then did all the leg work with the site survey and quotations, along with designing and installing the room. It is a brilliant scheme for retailers to get involved in, the team at SensoryPlus are extremely easy to work with and the products are fantastic. We would definitely recommend it to other retailers.” David Payne, SensoryPlus Product Manager, said: “We are delighted with Alison’s positive feedback. We believe in rewarding everyone we work with, whether it is our staff members or retailers, “It is a brilliant scheme for retailers to and this is a way for us to get involved in” say thank you for being a part of the SensoryPlus team and generating the lead whilst raising awareness of the brilliant products that have helped hundreds of end users over the years.” To find out more about the retailer lead fee scheme or to get involved, please contact Laura Adkin on 01440 765026. The website for the company is HERE www. Just some of the products that could produce retailers an introductory fee


Pride Mobility Products Ltd introduces the new Front and rear CTS suspension

18 Ah batteries come a standard

Increased leg room

Introducing the latest travel scooter from Pride Mobility Products Ltd, the Apex Rapid. Unique features of the Rapid include front and rear ‘Comfort Track Suspension-CTS’, 2 x 12-volt 18AH batteries, a larger footbase for increased leg room and many more helpful standard features. The Apex Rapid is light, versatile and easily fits into a car boot, which makes the Rapid a highly versatile scooter.

Scan the code for more information

Contact us on: Tel: 01869 324600 • Email: •

Invacare take welsh award Invacare was named ‘Company of the Year’ as the best of Welsh businesses were recognised in a prestigious awards ceremony recently. The Institute of Welsh Affairs (IWA) in conjunction with the Western Mail news honoured companies across 10 different categories that were judged on achievement, leadership, innovation, vision and enterprise. Invacare won the award for outstanding performance in the category for organisations that exceed £10million turnover. Judges were looking for evidence of a strong knowledge base together with present and future creation of new jobs, the company’s endorsement of high technology as well as future growth prospects. Also taken into consideration were the company’s market performance and its overall commitment to business in Wales. Mark Prosser, Managing Director said: “We are absolutely delighted to be named Company of the Year and to receive such a prestigious award, especially in the face of today’s tough economic conditions. As a manufacturer we have achieved fantastic and continued growth over the last few years and it’s a great accolade.” Invacare has also just launched a new Oxygen




December 2013

Therapy Newsletter, designed for Healthcare Professionals working in the field of Respiratory Care, and includes NHS product trials, inspirational stories from those living with COPD and updates on innovative oxygen therapy products. It is estimated that up to 6 million people in the UK are living with some sort of respiratory disease. This illness; regularly referred to as Chronic Obstructive Pulmonary Disease (COPD) whilst often debilitating, can be treated with a range of clinical interventions, including a wellmanaged supply of oxygen. Invacare’s oxygen therapy products focus on helping individuals live as active a lifestyle as possible whilst using supplementary oxygen. The range includes Oxygen Concentrators, flexible Self-Fill oxygen products and portable devices. The company achieved a turnover in excess of £60m in 2012.

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The company has just introduced a newsletter for an important part of the business

Huw Roderick, Business Development Manager Respiratory (left), Debbie Williams, UK Marketing Manager and Leyton Stevens, Global Product Development Manager PAC, collect the award

the THIIS website. Call 01536 710050 or email for details of the Website Partner option.


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35 year milestone for Joncare We are seeing plenty of 20 and 25 year anniversaries in the industry, with quite a few 30 year milestone’s being reached. Here’s news of a 35th celebration. In the Autumn of 1978 John Prout formed Joncare Ltd, having left his position as General Manager of the AC Daniels Division of GD Searle. He was soon to purchase the Amesbury range of pioneering paediatric products from AC Daniels, incorporating them into his own range of products and establishing Joncare as a major player in the paediatric market. The company continued to add exclusive products from other manufacturers, and purchased both the Bean Bag Company and Malden Mobility Products Company in the 1980`s, significantly widening the range from its popular seating, standing and walking products. 1990 saw Joncare become part of Possum Controls with John its International Marketing Manager. In 1992 John left Possum, soon to be reunited with Joncare, renamed as DCS Joncare Ltd. The past 20 years have seen the Joncare brand grow in both its core paediatric product range and its Mobility Matters Showroom, which was established in 1998. The business now provides a range of products that stretches from small ADL’s to stairlifts and car adaptations through Motability.

John is still the DCS Joncare Chairman / Managing Director and, over the years, has John has seen the been a strong supporter of the BHTA. He was company through many presented with a Lifetime Achievement Award by different periods of the BHTA a few years ago. development He told us: “I am proud to have achieved the 35 year milestone and to have seen the business through a number of ups and downs with “I am proud to have achieved the 35 pressures from both the year milestone and to have seen the UK economy and the business through a number of ups healthcare marketplace. and downs” I am especially proud of our many long service staff who makes it easier for us to provide our customers with the high level of customer service they deserve and demand.” The website for Joncare is at

(Right) A couple of the products from today’s range (Below) John Prout in the early days of the company and a stand at one of the early Naidex events


December 2013


Independent Living – Installing a home lift The revolutionary new Lifestyle Lift from Terry Lifts has been designed especially for the home to make life that little bit easier. Maintaining independence in the home is vital. All too often, people who experience mobility problems are forced to consider moving to a bungalow or care residence because living independently in their own home has become too difficult. However, there is another way. For those who find that the stairs are becoming too much of a struggle, a home lift may provide a simple and relatively inexpensive alternative to expensive adaptations, or even unwanted relocation to another property. Terry Lifts have recently launched the new space-saving Lifestyle Lift that will add a touch of luxury to the home without breaking the bank. The Terry Lifestyle Lift combines all that you would expect in quality and comfort at home with the latest technological advances to help enable independent living.

A lift to enable

independent living

The Lifestyle home lift will make life easier and will help those suffering with arthritis or other mobility problems to maintain the freedom of their own home. Key features of the Lifestyle home lift include: Space-saving footprint A range of colours and finishes available No lift shaft required 30 minute fire protection between floors Battery back-up in the event of mains failure No major structural work & easy installation Complies with BS5900:2012 where applicable See the Lifestyle lift at the National Self Build and Renovation Centre in Swindon on stand TV115.

To find out more and request a brochure contact us on:

0800 247 1229 email: or visit:

Five day despatch move

Two of the chairs that are now available through the new service

A J Way and Co is offering a five day despatch service on selected specialist seating products. The firm’s Dunster, Chatsworth and Blenheim riser recliners are all part of the offer which sees the chairs being despatched within five working days from when retailers place the order. General Manager Barbara Douglas believes the new despatch times have been greatly helped by the installation of a £100,000 Assyst Bullmer PremiumCut computerised fabric cutting machine, at the factory earlier this year. She said: “The new cutting machine means we can now cut stock fabrics quicker than ever before, and this, together with other efficiencies, has led to us being able to implement the quick despatch service.” The offer covers the whole of the UK. According to Barbara, the move has been welcomed by retailers and feedback has been positive: “Our retailers are delighted with the new service because it means customers have to wait less time to receive their product, the numbers of orders we have received has increased significantly as a result. In addition, operational efficiencies have meant we have not even had to

increase staff numbers or working hours, which is great.” Barbara says that the plan now is to extend the offer to other popular chairs subject to customer demand: “We will try our best to include other models in this offer in line with what customers are “The new cutting machine means we requesting. In any can now cut stock fabrics quicker case we always endeavour than ever before” to accommodate our customers’ requirements and can almost always improve on standard delivery times, which range from two to five weeks depending on the specification ordered. For more information call 01494 471821.

New colours for non-slip range Dycem, specialist manufacturer of non-slip material, has launched two new colours to their Non-Slip reel and mat ranges. ‘Pink’ and ‘Lime’ will be available for the very first time from the beginning of December. The Non-Slip mats and reel material, which can be cut to any size or shape, provide a non-slip surface to any item which would benefit from extra grip, hold and stability - such as mixing bowls, trays, crockery, chopping boards or reading stands. Eva Paraskevaides from Dycem told us: “The inspiration for the new colours comes from a desire to expand on the current range of primary colours and introduce something new and fresh to the market. The feedback from industry, therapists and customers for the new colours has been very positive.” OT Jen Cave-Ayland said: “I can see these colours being particularly popular with young people. They will also be of huge benefit to those with visual problems that need colour differentiation on surfaces.  We wouldn’t all choose the same colour of jumper so why should we all have the same colour of small aids?” For a free material sample please contact or call the free advice line 0117 9548 701.

0 28

The amount of coverage you’ll get in the magazine if you never send us any

December 2013

news of what you are up to. It’s easy, just email


Big in performance , small in size..... Introducing the Travelux Quest compact power mobility. Superb multi use powerchair, fitted with 2 battery packs (2 x 18ah and 2 x 12ah) this will give the user the confidence to use the full range of the chair without worrying about lack of power. The Quest offers excellent maneuverability, with a tight turning circle it can be operated indoors and on even outdoor ground. Easily disassembled and extremely robust the Quest can be transported around and simply fits into most vehicles.

To organise a demonstration today please call our product specialist team at: 01977 681400 Van Os Medical UK Ltd Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire

LS25 6PJ T: 01977 681400 E:

EXCEL® is a registered trademark of VAN OS MEDICAL B.V. TRAVELUX® is a registered trademark of VAN OS MEDICAL B.V. Minifigures are trademarks of the LEGO Group. ©2013 The LEGO Group. We are not affiliated with the LEGO group, directly or indirectly.

On The Website New seating option from Leckey The new Comfee seat from Leckey is a secure, supportive and practical seating system for children and adults of all ages and abilities, designed specifically for leisure time in the home, school or respite care. For more details visit the THIIS website or call 0800 318265

New 3 Wheel Scooter from Drive Medical The Scout has many features which are normally only found on larger scooters. The Scout 3 Wheel option provides increased manoeuvrability and it is the first Drive Mini Scooter to include Delta Bars as standard; it also features next generation Drive splitting Mechanism. For more details visit the THIIS website or call 01422 314 488

New scooter from Pride Mobility The Apex Rapid with CTS Suspension (Comfort-Trac Suspension) delivers luxury and convenient features like a wraparound delta tiller with a high level charging port, LED kerb light and a storage basket together with a compact, easy to transport design. For more details visit the THIIS website or call 01869 324600

New washbasins from Pressalit Care Pressalit Care’s new range of Matrix washbasins have been designed with integrated support handles, a shallow bowl for wheelchair access and easy reach of the tap. Every tiniest detail has been taken care of in this new range for the home. There are four styles in the new Matrix range. For more details visit the THIIS website or call 0844 880 6950

See all the latest at


December 2013


French company use Trade Days to build retail French company Hms Vilgo is using the new Trade Days event to build a retail base in the UK. Julien Potez, Export Manager UK for Hms Vilgo explained why the company will be at the new event in October. He told us: “After seven years of trade and partnership development in Great Britain, Trade Days will be a very important step for us and will allow our innovative products as well as our complete range of devices to be seen by the right people.” Over the past couple of weeks Camelot Furniture, Shine International, Amilly International, Easy Move Sheets, Buckingham Healthcare, BES Rehab and Kirton Healthcare have also booked spaces. Beverly Lawrence, Group Managing Director at Kirton explained: “Our valued trade partners are key to the success of the Kirton and A J Way businesses. Our hope is that Trade Days will provide us with an opportunity to really ‘talk business and network with our partners.” Show Director Matthew Butler explained that the show floor won’t get a great deal larger. “The support from exhibitors has been amazing and we now have very little space left on our original plan. We’ll add more, but it won’t be a huge amount.

There’s going to be lots going on for retailers and other members of the trade apart from what’s on With 10 months to go, the exhibition floor and so we are confident that exhibition space is very visitors will find it a very worthwhile and profitable limited indeed event to be at.” He added: “From the discussions we have had so far, it’s clear that a number of companies are putting together interesting and useful content for their retail customers. We have a number of educational space options, but it looks like there will “We will add more space, but it won’t be a heavy demand for be a huge amount” them and so we would encourage any of our exhibitors to talk to us sooner rather than later if they would like to gain additional exposure at the show.” For exhibiting details, contact Clare Johnson on 01962 736 989 or email c.johnson@

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Ottobock awarded for Paralympic efforts Last year we carried details of the extensive involvement that Ottobock had in the Paralympics. Now the company has been rewarded for the time and investment with a series of awards. Ottobock and the Science Museum have collaboratively received two silver and two highly-commended awards for best charity collaboration, best collaborative approach, best combined partnership and best activity relating to the London 2012 Olympics categories at the Corporate Engagement Awards. The winners were announced at a gala dinner at Hotel Russell in London. The awards were received for Ottobock and the Science Museum’s partnership during the museum’s Summer of Sport exhibition. The show ran from April to November 2012. The partnership aimed to find out how science and technology contributes to performance at sporting events and inspired visitors to think differently about science, disability and how the two meet in sport. The award coincides with Ottobock’s 25th anniversary as a Partner to the Paralympics Games, and as the company prepares to provide technical service and educational programmes in Russia for the Sochi 2014 Paralympic Games. Ottobock collaborated with the Science Museum on the following pieces: Technology Topic Zone within the interactive ‘Antenna’ gallery - Prosthetic legs were displayed and demonstrated whilst an interactive screen displayed interviews with various people including Paralympians and prosthetists. A three day live and immersive event in the


December 2013

Antenna gallery - Visitors were able to touch and try the equipment used by Paralympic athletes and speak to the technicians who provide the technical service at the Paralympic Games An interactive ‘Learning’ activity - Visitors were taught how carbon fibre is used to make running blades and recreated the process with papiermâché. This activity was created to be used by schools as well as the Science Museum A private three day interactive exhibition - Showcasing Ottobock technology and its Paralympic role to key stakeholders including government, the national and international sport “Visitors were able to touch and try community and media. the equipment used by Paralympic Over seven months, athletes” Summer of Sport reached a total audience of nearly two million people. This included 1.2 million people visiting the Topic zones in the Antenna Gallery; 3755 people visiting a mock Technical Service workshop set up in the Museum for three days; and 240 people participating in the learning activity to build their own running blade. For more information on Ottobock’s range of The huge investment in innovative solutions that restore mobility go to both time and money that Ottobock put into the Paralympics has been rewarded


USA trials for Camel & Elk Mangar International has announced that it has partnered with Richmond Ambulance Authority (RAA) in Virginia, USA with the objective of undertaking longer-term trials on the effects of the Authority using its Camel and Elk product. As well as being one of the busiest EMS systems per capita in the USA, Richmond also has one of the most advanced. Its Chief Operating Officer Rob Lawrence is a Brit and a former Director of Operations at the East of England Ambulance Service as well as being a long term advocate of the Elk. RAA already uses two Mangar Elks which are held on supervisor vehicles and has done so for a number of years. The Mangar team were recently in Richmond to undertake training just as the required shipment of Camel and Elk product arrived. These additional units mean that both Camel and Elks will be deployed throughout the RAA fleet thereby enhancing its bariatric and safe patient handling capabilities. The trials will look at areas such as usage, operational performance, as well as the impact on reduced musculoskeletal injuries and patient injury claims and including all associated cost savings. This follows on from other successful trials most recently with Ambulance Victoria in Australia. Managing Director Andrew Barker gave us

more details on the Ambulance Victoria deal. “We are very excited to announce that the contract for the supply of patient lifting cushions and associated services for Ambulance Victoria in Australia has been awarded to MobilityCare, a Melbourne based supplier of mobility and rehabilitation products.” He added: “We will be supplying MobilityCare with the Mangar Elks (Emergency Lifting Cushion) to fulfil the contract. Using the Mangar Elk will assist the state wide paramedic teams in the lifting of patients from ground to chair, wheelchair and/or stretcher level. The contract runs until February 2016 with an option to extend for a further two years. Ambulance Victoria has a strong and on-going commitment to the supply and support of manual handling equipment to paramedics. The objective of introducing lifting aids for paramedics in the manual handling of patients is to gain a mechanical advantage in patient manoeuvring rather than a physical lift, thus improving staff safety.” The Mangar website is at

BHTA Pavilion plan at new show BHTA Engage, the commercial arm of the British Healthcare Trades Association (BHTA) has announced that it is producing a Pavilion in the new IIC show for BHTA member companies. Both suppliers and retailers are being given the opportunity to take space in the Pavilion with a cost-effective option. The Pavilion is in a prime location on the show floor, right at the very front of the event, guaranteed to generate visitor traffic. The Pavilion has a number of spaces available, with a minimum space requirement of just 3x2m. As well as the prime position, the Pavilion includes carpeting and strongly branded BHTA signage. All Pavilion members will have additional exposure on the IIC website with a special dedicated BHTA Pavilion page. For more details on the Pavilion, email


December 2013


December Special Offers Valid 1st December 2013 to 31st January 2014

Rollator with bag & basket

Bath Rail

£5.90 (was £8.19)

Zipper Aid


Lite Touch Pen

£0.69 (was £0.93)


£29.50 (was £34.68)


£1.05 (was £1.37)


Economy Weekday Pill Dispenser Easy Sole Cleaner

Norage 18” Wheelchair

£2.52 (was £3.52)

£1.85 (was £2.30)


Terry Cloth Sock Aid


Grab Reacher 31” 80cm


£55.00 (was £210.94)


Adjustable Cup Holder

(was £5.05)


£2.05 (was £2.25)


Adjustable Curved Walking Stick

Barbey Wheelchair

£3.20 (was £3.89)


Contact us at: 9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE 16” £55.00 (was £126.14) 18” £55.00 (was £126.14)


£2.85 (was £3.20)


Tel: 01733 391900 Fax: 01733 931551

Changes and more export success for Sidhil According to Sidhil, continued expansion of the product range, combined with significant domestic and export sales growth over the past five years, has led the company to reevaluate its current processes for bringing product to market. Playing an important part in this development is new Sales & Marketing Director Graham Turner, who brings to Sidhil a wealth of experience in sales and marketing management roles within the healthcare industry. Clive Siddall, who has held the position at Sidhil for some years as the business has grown and prospered, moves to a more strategic role within the organisation as he prepares for retirement. Trained and qualified as an electronics engineer, Graham began his career with the NHS before moving to sales with Vickers Medical, then successfully bringing to the UK market a range of Finnish products for anaesthesia and critical care. In this role he served initially as a product specialist, moving on to work as product manager and, latterly, Sales & Marketing Manager for the brand. From here, he joined Bison Bede as Marketing Manager, where his responsibilities included management of the national sales team. Sale of the company led him to leave the mobility industry to further develop his experience in pharmaceuticals with Norbrook, where he was employed as Group Marketing Manager with overall responsibility for global strategy, marketing product through distribution channels and direct to users. He was instrumental in the establishment of a new business developing and marketing medical and e-learning programmes for the pharmaceutical industry. When this business was successfully sold after four years, he returned to the mobility industry as General Manager of Freelift, part of the Handicare Group. With Handicare, Graham set up a new division selling moving and handling products into the UK, developing a sales team and building the business to increase turnover more than tenfold within three years. He joined Sidhil in September and told us: “Working for a flexible and innovative company like Sidhil, with all the advantages of a UK manufacturing facility, means we really can focus

on making it better for the healthcare market and the people who need and use our products. We are facing great challenges and fantastic opportunities, and I look forward to making a real contribution to one of our industry’s on-going success stories.” Sidhil’s brand new Innov8 iQ hospital bed continues to win market share. The company says that the success is underpinned by the products clinically focused design in terms of assisting staff in optimising tissue viability, infection control and improving health and safety around “We are facing great challenges and manual handling and falls fantastic opportunities” prevention. Alongside major new contracts with leading hospital Trusts in the UK, the Innov8 iQ is now being specified in a number of export markets with the first significant project win in Nigeria now being prepared for delivery. 58 Innov8 beds will be delivered to The Rivers State University of Science and Technology (RSUST) Port-Harcourt Medical Centre. The Rivers State University of Science and Technology (RSUST) Port-Harcourt Medical Centre is one of the major tertiary health institutions in the oil-rich Niger Delta region of “We have found that Sidhil beds Nigeria, catering for a large cosmopolitan population of represent real value for money” indigenous and expatriate oil-sector employees and providing advanced levels of modern medical care. Alongside the iQ beds, the contract also calls for a number of Innov8 6000 high dependency beds, Inspiration paediatric cots, mattresses and accessories as well as Doherty treatment chairs, stools, couches and cabinets for clinic areas within the hospital. The Sidhil equipment has been sourced by Health-Allies Ltd, a company with offices in Port Harcourt, RiversState, Uyo in AkwaIbomState, of the Niger Delta and Kaduna, in KadunaState

CCelerATe yoUr bUSineSS with the exclusive TGA A-Class Dealer Scheme 36

0026TGAad.newstripJun13v1.indd 1

December 2013

Team of the Year


in the north. The company specialises in medical project management, and specifically in equipment procurement, installation, maintenance and training, and is an experienced player in the healthcare industry in Nigeria and Africa. Sidhil’s Export Manager Paul Hampton explained: “Health-Allies researched the products available on the market very thoroughly before selecting this product mix. They wanted to work with a reputable UK manufacturer capable of delivering both the right levels of service and product quality and also with the resource to meet delivery deadlines.” The deal followed an extensive manufacturing plant review, at the headquarters of Sidhil, by a team from Health Allies Ltd, headed by the CEO, Dr Ekere Essien He said: “We source a full range of medical equipment from around the world and have previously procured British manufactured beds. However we have found that Sidhil

beds represent real value for money. In particular, the Innov8 iQ, which enables us to provide a very high quality ‘state of the art’ product in a market place with high expectations and demands which helps us maintain our position at the forefront of African health procurement specialists.” Sidhil can be contacted on 01422 233022. The website is at

Irish Show announced Medcare Events has announced the launch of The Care and Mobility Show, taking place at the RDS Exhibition Centre, Dublin on Friday 13th and Saturday 14th June 2014. The organisers say that the new show will be Ireland’s biggest event of its kind. According to Medcare Events, there are over half a million people aged over 65 in Ireland, with nearly 250,000 over 75 and nearly 200,000 people provide unpaid care and assistance. There are close to 600,000 people in Ireland with a disability and, of these, approximately 250,000 have difficulty with basic physical activity.

In addition to free seminars for the public, there will also be professional CPD training for Occupational and Physiotherapists with a one day course delivered by Sharon Pratt, PT. The course will run on both days of the show. The exhibition arena also a Professional Services Pavilion and a Private Therapists Pavilion. For more details on the new Irish show, call Philip on 087266 6568 or email The website is at www.




A-Class Dealers receive significantly preferential purchase prices.

Standard 2-year warranties are extended to 3 on selected TGA scooters.

receive products fully prepared and un-boxed right into your showroom at no extra cost.




benefit from Free priority ordering until 2pm for next day delivery.

Claim £90 per call out on selected TGA models.

Support from TGA’s own specialist Public relations consultant to raise local awareness.



receive a free business review every quarter to help achieve great sales.

TGA products are subject to rigorous testing before dispatch to ensure quality.


Graham Turner is the new Sales & Marketing Director at Sidhil. Outside work, he enjoys a range of active sports including scuba diving, hill walking, kayaking and mountaineering. He is also a qualified mountain leader.

The UK’s leading range of mobility products, since 1985

23/05/2013 15:35




1993 - 2013 2013 has been another busy year for SILVALEA and we would like to take this opportunity to thank all our customers and colleagues in helping to make 2013 one of our most productive and successful years. We started the year developing a new boardroom with telecommunication links and a new reception area. Alongside this we also doubled the floor span of the existing packing/checking room area, allowing us to meet increased demand and reduce our lead times for off-the-shelf items. This year has also seen the re-launch of the main SILVALEA website - a complete refresh means we are able to showcase many more product ranges and offer more information than ever before on-line.

The Silvalea Team collecting our Innovation Award on behalf of Pauline Guilfoyle

Pauline Guilfoyle, our Managing Director was presented with an ʻInnovation Awardʼ in the South West Woman of Achievement Awards earlier this year and more recently SILVALEA has been shortlisted as ʻExporter of the Yearʼ in the South West Business Awards (result pending publication). SILVALEA was honoured to be chosen for two case studies this year. The first, being recognised for our export success with the (UKTI) UK trade and investment team at the London embassy and the second case study highlighted development of our manufacturing systems and was carried out by (MAS) the Manufacturing Advisory Services. This year has also see the launch of Guilly P by SILVALEA, a range of trendy and stylish adaptive clothing for children and small adults. The collection includes adapted trousers, jeans, jackets and polo shirts all available in ʻon-trendʻ colours and designs. Our On-Line platform for Guilly P by SILVALEA can be found at

The team at SILVALEA would like to wish all our colleagues the best of seasons greetings and we look forward to working with you again in 2014. THE SILVALEA GROUP Units 1 - 4, 7 & 12 Silverhills Buildings, Decoy Industrial Estate, Newton Abbot Devon TQ12 5LZ Telephone: +44 (0)1626 331655 Fax: +44 (0)1626 335171



Sales: +44 (0) 1626 332218 Helpline: +44 (0) 1626 333793 email:


Managing Director & Chairperson: Pauline Guilfoyle



BUSINESS DEVELOPMENT MANAGERS SILVALEA are delighted to welcome on board two new regional business development managers. They both bring a wealth of knowledge and expertise and are on hand to help assist you in their areas.

Exhibitions 2014 30th & 31st January 2014 MOVING & HANDLING PEOPLE 2014

Islington, London.

17th & 18th June 2014 NAEP 2014 CONFERENCE Kenilworth, Warwickshire.



GLOBAL TRAINING FREE On-Line Interactive Product Awareness Sessions On your computer, laptop or tablet!

PRODUCT SHOWCASE SILVALEA are pleased to introduce our new paediatric colourways for the ever popular Silva® Manual Transfer Sling. This product is ideal for schools, travelling, the theatre and lots of other transfer scenarios where a hoist is not immediately accessible and it is lightweight and easy to carry. Simple to apply with a wedge strap for additional security and grab handles strategically placed for optimum safety of both client and carer. Now available in bright blue or pink Silva-Superfine® PLUS (Spacer) fabric for additional comfort with funky patchwork design. Find out more on the Manual Transfer Products Page of our website

JANUARY 2014 15th January - 10.30 & 2.30 In-Situ Sling Solutions 16th January - 10.30 & 2.30 Sizing & Measuring Slings 22nd January - 10.30 & 2.30 Complex Sling Solutions 23rd January - 10.30 & 2.30 Toileting Sling Solutions ◊ FREE On-Line TRADE Agents & Distributorʼs Sling Awareness Sessions Email: Tell us products you would like us to focus on!

◊ THIIS Training Diary See full details of all our Training Sessions until April 2014 at the back of THIIS magazine!

GLOBAL TRAINING BY SILVALEA Unit 12 Silverhills Buildings, Silverhills Road, Decoy Industrial Estate Newton Abbot Devon TQ12 5LZ UK GLOBAL TRAINING


BOOKING LINE: +44 (0)1626 331655 SCAN ME!


Show aims to satisfy North West demand A few months ago another new event popped up. IIC Show (which stands for inclusion, independence and choice) is taking place at Manchester Central on 14-15 February next year. As a number of readers will remember, Naidex has taken in place in Manchester before and at the same location and the Independent Living was run for a couple of years in the Manchester area too, but it’s been a while since the industry has seen a major event in this neck of the woods and so we found out a little more about the organisation behind it…. The IIC Show is looking to become the North of England’s largest disability and healthcare event. It takes place at Manchester Central (which was Gmex) from 14th to 15th February next year. That’s a Friday and Saturday. The event organised by UKFE, a company that has grown over the past few years after starting off providing marketing support. The show is aimed at a wide audience, from end users to professionals. The organisers have a number of partners on board, including HCPC, COT, Neuro Support, ETAC R82 UK, The Walton Centre, SEN Magazine, Enable Magazine, Access Magazine, Manchester City Council, NHS North West, Carers Trust and Care Talk. There is also strong charity support for the new event. Elena Doyle is Group Show Manager for the company. She explained the background to the launch and told us more about the company behind it. “UKFE started life as a marketing and events company a couple of years ago” she explained. “Our Managing Director is Sarah Brown. She has a strong retail background and has worked for a number of blue chip organisations such as Matalan Ltd, Arcadia Group and Marks & Spencer, where she held senior manager and director roles overseeing retail operations, marketing and HR. She has also held senior NHS marketing roles.” Elena says that there are 12 members of the team at UKFE which has been around for 6 years and that the business was initially set up as a marketing and events consultancy firm which worked with key shopping centres in the UK such as the Bull Ring and Mailbox in Birmingham. The

According to the organisers, there is a strong demand for the new IIC show

business also did consultancy work with the NHS. The event side of the business grew from strength to strength, with the business delivering boutiquesized shows – small sized events with visitor numbers up to 5000. Elena added: “Our Baby & Toddler Show started out as one of those smaller events and that has now grown to an annual show which “UKFE started life as a marketing and is a full sized consumer events company a couple of years show and for 2014 is in ago” association with Channel 5’s Milkshake.” Elena explained that the events management side of the business was now the key focus. “We are still involved with marketing support but the event side has grown a lot quicker and that’s what we are concentrating on.” So what are the existing events that Elena and the team are involved with? “The UK Baby & Toddler show ran last year in February, at the Liverpool Echo Arena, with 150 exhibiting companies and upwards “The UK Baby & Toddler show ran of 15,000 visitors over two days. We are also working last year in February, at the Liverpool on the Venue Expo, which Echo Arena, with 150 exhibiting is a business to business companies and upwards of 15,000 event for people to meet visitors over two days” the UK’s top venues and event suppliers and which takes place at Event City in Manchester. In addition, Running Expo is another event that the company is working on and so there is a varying range of different events in the portfolio.” I wondered what had triggered the move into our sector. “There are a few reasons” Elena told me. “It’s personal to Sarah and she has

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December 2013

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Still 10months months exhibitor list keeps on growing... Still 13 to to gogo andand the the exhibitor list keeps on growing‌

Confirmed exhibitors so far: Classic Canes Drive Medical Classic Canes Patterson Medical Drive Medical Handicare Patterson Medical First Senior Handicare Flexel First Senior Gerald Simonds Flexel Primacare Gerald Simonds Suite Options Primacare Assistive Partner Suite Options Uniscan Able 2

POTS Blue Badge Company Karma Mobility Kymco Rise & Recline Aidapt Innahome Assistive Partner TGA HappylegsUniscan GordonParoh Ellis Needs Jetmarine MK Battery ChilternAccess Invadex Able 2 Etac CefndyCareshop Karma MobilityTimo UK Ableworld Sidhil WilcareEasymove Sheets Rise & Recline Carebase Electric Mobility Aidapt The Helping Hand Co Happylegs HMS Vilgo Dartex Gordon Ellis Blue Badge Company MK Battery Redwood Distribution Sitting Pretty Chiltern Invadex KymcoSwitch Sticks Bartrams Cefndy Etac NRS Healthcare TGA A&D Instruments Wilcare Sidhil Capatex Sunrise Medical The Helping Hand Co

Roma Medical Kirton Healthcare Jetmarine Nordic TimoCare UK Mybility Ableworld BES RehabMobility Electric Buckingham Healthcare Dartex Amilly International Sitting Pretty The OT Practice Bartrams DLF NRSInternational Healthcare Shine Sunrise Medical National Rehab Z-Tec

front of people who want to do business, call Clare Johnson on 01962 736989 or

Here’s what some of our exhibitors have to say about Trade Days: We look forward to a professional and productive trade show and hope that our retailers will take up the opportunity to attend and support it fully. James Nicholls, Group Sales and Compliance Director, The First Senior Group

This is the first event I have been aware of dedicated to trade and as such is one we are keen to support. We have jumped at the opportunity to book a stand at this Make sure you book your diaries now for this not to miss

For more industry feedback, visit

Clare Johnsonon 01962 736 989. Or email us at

experience of the disability world as do many of our team members. We had also been approached by exhibition venues in the North West that had suggested that a show of this kind would be a good idea. We have connections within the NHS who we talked to about the idea and they gave us a good indication that it was worth developing.” However, Elena told us that Manchester Central was chosen for a different reason. “The arena that contacted us about the opportunity wasn’t in Manchester, but we took a look at all the possible venues in the North West and none of them were as accessible as Manchester Central. We thought that it was totally appropriate in terms of the accessibility. We wanted to ensure that the visitor experience was as good as it could be.” “We are not looking to compete with any other shows” she emphasised, “we have our own strategy and we are clear about the IIC Show proposition and what it will deliver for the visitors. The fact is that the North West has the highest concentration of disabled people in the UK, with 1.8 million and there just isn’t anything like our show for them to go to right now. We are all about raising the awareness of inclusion, independence and choice (IIC) and if we are able to do that we will provide a couple of days that will give visitors comprehensive resources to take away with them.” And it’s very much a case of thinking big. “We haven’t started off with small plans for this event, we are confident enough to have gone in at a sizeable level so that we produce a large credible event that we will build on each year.” With a lot of new events launching recently, Elena is acutely aware that some members of the trade are cautious. “We realise that people

in the trade are wondering where we have come from and who we are and we know, after talking to potential exhibitors, that there have been instances in the past when companies have appeared, attempted to run events targeted at this marketplace and then disappeared again after the events have been disappointing. We “We had been approached by understand that, but exhibition venues in the North West our message is that this that had suggested that a show of is something we have this kind would be a good idea” experience of and we know how to produce this type of event. We also know how to market it to ensure that the companies spending the money get themselves in front of enough visitors to make it work for them.” Finally, Elena says that she is confident that the show will be well received by the visitors and that there will be plenty of them. “We are aiming to deliver a balance in terms of the visitor audience between end users and professionals. It’s true that “The fact is that the North West has we have had a great deal the highest concentration of disabled of support from a number people in the UK, with 1.8 million” of high profile organisations and that is excellent news for the show, but we also have plans to attract the professionals too with their own CPD training programme as well as many other features.” For more information, call 0151 709 4034. The website is at You can see the video for the last UK Baby & Toddler Show at watch?v=pz9qPOnF4E0 Manchester Central, which used to be known as Gmex is the venue for the new event


Wet Weather Wear from Able2 E-mail: 42

December 2013

Tel: 01254 619000




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Hats off to Meditek Stairlift manufacturer, MediTek, has supported the Innocent Big Knit. The Big Knit is a joint campaign between Age UK and Innocent drinks to help vulnerable older people. MediTek Managing Director, Phil Rice, explained what the Big Knit is all about; “As many as 25,000 older people may die needlessly in winter because of the cold in England and Wales. Spread the Warmth is Age UK’s campaign to prevent these deaths. Big Knit is a great way to bring people and communities together as well as helping to raise muchneeded funds for the Spread the Warmth campaign.” He added: “Quite simply, people knit little hats and send them to Age UK or Innocent Drinks. The hats are then placed onto bottles of innocent Smoothie’s and then sold via major retailers such as Tesco, ASDA, Waitrose and Boots and for each one purchased 25p is donated to Age UK. The target is 1 million hats for November, so that means a potential £250,000 could be raised to help vulnerable old people.” Customer Service Manager, Anne Handy, explained why the company decided to get involved. “MediTek has a tradition of supporting worthy causes, particularly those aimed at the

disabled and elderly. So it wasn’t difficult to get staff to join in and the customer service team gladly took up the challenge to knit some hats. All in all, we managed to create and knit 148 different little hats.” The Meditek website is at

Free cushions in time for Xmas Kirton Healthcare is offering its customers and retailers free Intelli-Gel Integral cushions in all Kirton and A J Way seating for products quoted for and orders received up until December 31 2013, offering a saving of £130 per chair. Intelli-Gel offers unique pressure management through a soft elastomer, honeycomb structure that contours gently to large surface areas, helping to distribute weight evenly and providing the right support and pressure relief. IntelliGel cradles “hot spots” to give superior relief, support and stability when seated. Incorporating Intelli-Gel Integral into seating provides pressure management to those at high to very high risk of pressure related problems, and for those who have pressure ulcers up to Grade II (EPUAP). Mark Fowkes, Sales Director at Kirton, said: “We are delighted to offer our customers and retailers a £130 saving per chair on all Kirton


December 2013

and A J Way specialist seating products. Our customers and retailers make up our business, so this is our way of saying thank you for all their support and custom throughout the year.” For more information about the offer, call 0800 212709. The Kirton website is at

Are you producing a Xmas promotion? If not, there’s still time to do something that could generate interest and additional sales.


New style showroom boosts sales One of the criticisms of the retail sector in our marketplace is that showrooms are sometimes not given the attention that maybe they should be. Some retailers see little value in spending a lot of money on a space that doesn’t attract a great deal of footfall. But, changes can produce results as this item proves… Dolphin Mobility in Manchester opened the doors to its refurbished Salford showroom 12 months ago and is celebrating a year of increased footfall and a larger customer base. The company is anticipating a 20 per cent yearon-year increase in turnover thanks in part to the new showroom. The refurbishment was made possible by a regeneration grant from Salford City Council as part of the redevelopment of an area in Eccles. Dolphin Mobility then matched the council’s investment which enabled the company to substantially enhance the premises, with the most significant change being to the shop front which was bought forward in line with the pavement on the busy road. As part of the on-going redevelopment, the shops in the area are being refreshed through a building front improvement scheme. According to Salford City Council, since the scheme commenced in 2008, over 80 building frontages have already benefited from a ‘face lift’, with 95 local jobs being safeguarded, 14 units having been brought back into use and shop owners, including Dolphin Mobility, reporting increased trade. Clair Wilkinson, Business Development Manager, told us: “The difference the refurbishment has made is incredible. Where previously people would often walk past the building as we were set back from the main road and would often get missed, new customers and clients are visiting us and actually asking how long we have been open! They are incredibly surprised when I tell them we have been open since 2001.” According to Manager Dave Barratt, they


December 2013

A newly styled showroom

has made a lot of are now able to invite more potential customer difference and professionals alike into the showroom for demonstrations and open days: “The showroom is much more bright and airy. The refurbishment has given us the space to be able to display our products better and carry out demonstrations when needed, enabling people to see the complete portfolio we have on offer.” Dolphin Mobility’s Chris Nicholas added: “The refurbishment has enabled us to offer healthcare professionals, such as Occupational Therapists and Physiotherapists, the “Where previously people would often facility for CPD (continued professional development) walk past the building as we were set by way of training sessions back from the main road and would on our stairlifts, hoists and often get missed, new customers and specialised equipment.” clients are visiting us and actually Another high point asking how long we have been open” of 2013 has seen the company being awarded a place on Salford City Council’s framework partnering project, making it the only nonmanufacturer on the scheme. The framework helps the council to send out strictly approved contractors on various jobs around the area based on cost, quality of their work, the products they stock and their ability to complete time sensitive projects. Craig Dunnage, Director of Dolphin Mobility commented: “We are incredibly grateful to Salford City Council for giving us the opportunity to be included in their framework as an approved contractor. This will allow us to continue to provide the people of Salford and the surrounding areas with top quality products and services.” “A customer who used our services Most of Dolphin nearly a decade ago recently Mobility’s business comes by way of word-of-mouth recommended us to a consultant at thanks to the company’s Trafford Hospital” professional yet caring approach. Clair added: “When I joined the company nearly 20 years ago I was struck by what an incredibly compassionate organisation it was and that ethos is still here today. We always go the extra mile when working with a customer and refuse to be beaten by even the most unique request. It never fails to amaze me how loyal our customers are; for example, a customer who used our services nearly a decade ago recently recommended us to a consultant at Trafford Hospital.” Call 0161 7079995 or visit the website at www.


‘Premium comfort & safety’ ‘They say you cannot reinvent the wheel’ - We didn’t even try to, but we did incorporate it into our new Galaxy Plus steering system. You drive a car with a wheel, now drive your mobility scooter with something you know has worked for just over 100 years in the automotive industry. With extra suspension, large range and superb manoeuvrability. We give you the Galaxy Plus – not a new invention, just using what works best for a new innovation.

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Powerpack gets specialist support Powerpacks have been around for some time now and they become more and more popular. Now one company is putting more resources behind their particular product…. TGA has appointed Eric Cooper, a highly experienced product specialist, to develop provision of its Wheelchair Powerpack and have secured the backing of a leading OT Practice too. Eric has joined as TGA’s dedicated Product Manager for the Powerpack and, the company says, brings a wealth of experience to the business. Over the past 25 years, he has developed extensive contacts and he is already working with RKS, a leading Occupational Therapist Practice in Chester. RKS has offered clinical endorsement of the TGA Powerpack and is now actively prescribing it to suitable wheelchair users in the community. According to TGA, the Powerpack is the first choice for many leading healthcare professionals, community carers and end users looking for the easiest and most reliable powered solution that helps propel a wheelchair. Daniel Stone, TGA Managing Director explained: “The Powerpack has been totally designed and built in the UK for over 20 years and has evolved into a market leading product that is trusted worldwide. Currently over 50,000 have been supplied in the UK and internationally to countries including Holland, Spain, Denmark, Germany and Australia.” Eric began his career in the wheelchair industry at Bencraft where he was Quality Control Manager for six years. When Invacare acquired the business, he continued his focus on wheelchairs. However, his role developed towards field sales that he freely admits was initially out of his comfort zone. He told us: “As my experience up until the acquisition had been in manufacturing, my first role in sales at Invacare was a real challenge. I had to change my mind set, and become more ‘sales aware’, however in the end, my less commercial style in pitching paid dividends and I

Daniel Stone, TGA Managing Director (left) and Tim Ross, TGA National Sales Manager welcome Eric to the team


December 2013

managed to achieve far better results than I Eric Cooper is TGA’s ever expected.” new Powerpack Product Manager. He is working After selling to retailers, Eric became one closely with Ailsa Reston himself, explaining: “Having sold wheelchairs (centre) and Bev Kelly, OT’s and owners of RKS to mobility retailers for five years, I could see Occupational Services. an opportunity to set up a retailer focused on configured wheelchairs and the NHS voucher scheme. In 2000 I decided to leave Invacare and set up my own business, which was really successful and led to an offer that I accepted, after which I returned to Invacare.” Eric’s next stop was at Remploy and then “Currently over 50,000 have been Days Healthcare. “After supplied in the UK and internationally a further five years I was to countries including Holland, Spain, approached by Remploy to join them and help Denmark, Germany and Australia” develop the wheelchair range, which is still proving successful today. In 2006 Days Healthcare asked me to join them, again to help with the development of the powered wheelchair range, which established the company as a major supplier to both the NHS and mobility retailers.” And now Eric is at TGA. “Earlier this year I joined TGA as the plans for its Powerpack and especially the development of a new 24v extra heavy-duty version was a very attractive opportunity to develop my career further. The role perfectly suits my skill set. It calls upon all my healthcare, therapist and sales-related knowledge along with being able to leverage established “The role perfectly suits my skill contacts to clearly set. It calls upon all my healthcare, promote why the TGA therapist and sales-related Powerpack is far superior knowledge” to cheaper copies. I have only ever being involved with supplying quality products and will only recommend a solution if I fully believe in its integrity.” “The Powerpack is one such product and through its proven reliability, adaptability and design, many leading healthcare professionals have recognised its value. RKS is a prime example of a private OT Practice that understands the clinical benefits of the Powerpack for wheelchair attendants, which can often be more exacting than those of the wheelchair user. Protection against back injury, muscle strain and poor posture is essential for all carers these days and the TGA Powerpack delivers a solution to these issues.” Eric is a member of the PMG (Posture and Mobility Group) and is responsible for


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communicating the benefits of the TGA Wheelchair Powerpack to Wheelchair Services, retailers and private OT Practices. One of those OT Practices is RKS Occupational Therapist Services based in Cheshire. The team is led by co-owner Ailsa Reston who qualified as an OT in 1986 from St Andrews School of Occupational Therapy. She initially worked in the NHS in the field of adult physical medicine and then specialised in the field of neurology and the treatment of Stroke. In 1999, alongside fellow OT and COTSSIP member Bev Kelly, she set up the independent OT Practice providing assessments and reports for various organisations and individuals. RKS works in wheelchair provision, seating assessments as well as carrying out assessments and reports for insurance companies, case managers, housing associations and charities. RKS also has a mobility showroom with a comprehensive range of products. Ailsa says that she is very confident when offering the Powerpack. “In addition to our work for the NHS, Social Services and elsewhere, we operate a showroom and we receive countless visits and enquiries from people with disabilities and their carers who are looking for powered assistance with propelling a wheelchair. It is critical that wheelchair attendants in the community can manoeuvre immobile people in a strain-free manner and without affecting posture. When we prescribe the TGA Powerpack we have confidence it will deliver this and provide real ‘life value’ for both wheelchair user and carer. It is clear from a clinical point of view, its ergonomic design has been carefully considered to ensure unhindered walking which is further enhanced by smooth start-stop technology. Its 4mph top speed is a comfortable pace to walk with and uneven obstacles do not result in over exertion.” She added: “A key advantage of the TGA design is that it fits further under the wheelchair whilst its UK-based manufacturing, means an


December 2013

RKS is a leading

infinite range of fixing brackets can be provided. Occupational Therapist Practice and with a This resolves a common problem we encounter showroom in Chester with wheelchair compatibility and also helps my technicians when it comes to fitting. It doesn’t surprise us that over 50,000 units have been sold worldwide especially when you consider the worrying global trend towards obesity.” The Solo, Duo and Heavy-Duty models will drive almost all types of wheelchair, including many “Protection against back injury, tilt-in-space models. The muscle strain and poor posture is three versions are supplied essential for all carers these days” with a two-year warranty. Daniel added: “Eric is developing into a real asset for us and the fact that a highly respected Private OT Practice such as RKS has endorsed our Powerpack, is testament to the product’s quality and reliability. The TGA Powerpack is regularly copied but never equalled.” Over 50,000 units of For more information on the Powerpack, call the three models have been sold worldwide. 01787 882 244 or visit

The Powerpack is manufactured in the UK.


New team members at Careflex As Careflex continue to grow the company has made two key appointments to their team. Jon Riglar joins as Operations Manager and Tony Cole as Business Development Manager. The company says that Jon, based at Head Office in Newton Abbot, brings a wealth of skills and experience to the business having worked for many years in world class design and manufacturing organisations. He told us: “I am looking forward to building on the solid foundations already in place, through a joint focus on manufacturing excellence and further product innovation to meet the needs of our customers.” Covering the South and East of the country, Tony is, the company say, a welcome addition to the Business Development team. Having spent over 10 years at Kirton Healthcare, he already has an in depth knowledge of the Specialist Seating market.

Managing Director Lindsey Townsend told us: “I’m so pleased to have recruited both Jon and Tony. We have a great team of people here at Careflex all working towards achieving our vision to be the industry leader in specialist posture and pressure management solutions. It has been a milestone year for us following the launch of our revolutionary new chair, the SmartSeat. The new additions to the team come at an important time to help the company push forward in the specialist seating market, with 2014 looking set to be an even more exciting year.” For more information about CareFlex, call 0800 0186440 or visit the website at www.careflex.

Tony Cole joins as Business Development Manager

Jon Riglar is the new Operations Manager

Website News Items £1.2 million to set up businesses

An innovative London-based project, the Livability Enterprise Agency, has received a 1.2 million funding boost to help around 1,700 more disabled people realise their dream of becoming self-employed over the next 15 months. The project, set up in 2011 by national disability charity Livability, has so far supported over 250 people to successfully start their own business.

A beautifully crafted chair delivered in just 10 days* .

GP’s to be personally accountable for over 75’s

Giving millions of elderly people a dedicated GP personally accountable for their care around the clock will bring back the era of the old-fashioned family doctor, Health Secretary Jeremy Hunt has announced. Under changes to their contract with the NHS, GPs will ensure the four million patients aged 75 or over will get all the treatment they need for physical and mental conditions.

Long term condition patients issue

Patients with long-term conditions are forced to battle their way through without appropriate self-management support, says not-for-profit organisation self management UK. Despite strong rhetoric, evidence and policies around self-management, patients are being let down by the system. A recent survey revealed that nearly 50% of those diagnosed with a long-term condition wait five years or more before being referred to a self-management programme.

Delivering better joined up care

According to the Government, Fourteen pioneering initiatives are transforming the way health and care is being delivered to patients by bringing services closer together than ever before. The pioneers have been selected by a renowned panel of experts, including international experts drawing together global expertise and experience of how good joined up care works in practice. Results from these approaches in the pioneer areas include 2,000 fewer patient admissions over a two and a half year period, achieved through teams of nurses, social workers, occupational therapists and physiotherapists working together to prevent crises. NOTE - The news item on the website includes details of all 14 areas

Meticulously Designed Bariatric Seating Our Design and Development team have created a perfectly crafted bariatric chair that caters for patient care, safe handling and dignity alongside the safety of both patient and carer which are fundamental to modern healthcare. The chair combines exceptional functionality and high carrying capacity to suppor t the treatment of bariatric patients.

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Recliners Old Griffin Field, Windsor Street, Pentre, Rhondda Cynon Taff, South Wales, CF41 7JJ Freephone: 0800 37 37 02 | E:

Stunning new

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stand G 1

Contemporary in design the Cromwell is available as Lift & recline (5 sizes!) Recliner (electric or pull clip manual operation) Or as a static three piece suite All of our County Collection of motion furniture will be on show with some great show offers!

• Loxley • Southwell • Wollaton • Newark • Kelham Not to mention a fabulous dual motor deal on offer “4 Sale” Buy 4 Kedleston lift recliners for just £425 each!

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Association Update Here’s an update from the BHTA, with details of some of the latest initiatives from the trade association... NEW MEMBER INDUCTION EVENT – 14 JANUARY 2014 Our first new member induction event, held in Birmingham in October, was a great way to welcome some of our recent members to the BHTA. As well as having the opportunity to meet other new members and the Secretariat over an informal afternoon tea, members heard from BHTA staff, Amit Jain of DLF and David Russell from BHTA Engage about how to get the most from their membership. The next of this rolling series of induction events will be held on 14 January 2014 at the National Motorcycle Museum – invitations will be sent out shortly to members who’ve joined over the last few months.


Exhibition & Event Guide

In the same week as David Cameron and George Osborn visited Beijing, Director General Ray Hodgkinson was also there, representing members’ interests at an ISO TC173 WG11 Seating Standards meeting. The key outcome of the meeting is that the Chinese standards authority has decided to change its status at ISO from observer to a participating nation. This has real significant for manufacturing


in China which will impact on world markets in a number of ways: • Quality improvement in their own manufacturing which they recognise is variable. • Access to standards groups to test facilities • Will impact positively on China’s own developments and Innovation • China is poised to become an innovator as opposed to a copier in the healthcare and AT Market (known in China as “Devices and AT Products for Elderly”). Ray also managed to pack into his trip a meeting with the joint ISO/Chinese standards authority forum, a briefing with FCO officials at the UK Embassy in Beijing and meeting Chinese official to discuss the Healthcare and Assistive Technologies market in China. He also attended CREXPO (China Rehabilitation Exhibition), a trade show slightly larger than Naidex, which incorporates Hearing Care, Vision, Orthotics & Prosthetics sectors. As far as UK businesses are concerned, there is a real opportunity to work with Chinese manufacturers, of which there are around 100, making 5 million wheelchairs and scooters a year.

the time is right to explore new career opportunities which will enable her to take on new challenges and build on her existing experience. We are sure members and the industry will join us in thanking Julia for her contribution to the sector and in wishing her every success for the future. Bookings are open for our 2014 Professional Development courses, including: • BTEC in Healthcare and Assistive Technology • BTEC in Stoma and Continence Customer Support • BTEC in Pressure Care Awareness • Community Equipment Assessor Training Our courses are industry-specific and delivered by experienced trainers with a thorough knowledge of the assistive technology business. The BTEC in Healthcare and Assistive Technology is an excellent introduction for any members of staff new to the industry, or an ideal refresher for the more experienced. For details of all BHTA Professional Development Courses, new dates as they’re announced, or to book your place, please visit

BHTA CPD COURSES, 2014 After 8 years with BHTA, Training Manager Julia Blundell has decided that

January 27-30 2014 - Arab Health, Dubai. January 29-31 2014 - Moving & Handling People, Business Design Centre, London. February 14-15 – IIC Show, Manchester Central. 0151 709 4034. March 10-12 2014 – Medtrade Spring, Las Vegas. March 27 2014 – Kidz in the Middle, Ricoh Arena, Coventry. April 1-2 2014 – Tissue Viability, York University. April 29 – May 1 2014 – Naidex National, NEC. June 3-5 2014 – OT Conference. Brighton. June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 July 7-9 2014 – Posture & Mobility Group Conference. October 5-6 2014 – Trade Days, NEC. November 26-27 2014 – The OT Show, NEC.

December 2013


Tintern Riser Porter A mobile rise and recline chair with optional single or dual tilt in space control

Flexible positioning. Please note: The chair has a 25 stone weight capacity but most carers will struggle to manoeuvre clients over 15 stone in weight.

4 large swivel castors, 2 at rear are lockable.

Optional profile head cushion Model shown in Zest Lime with black VP cushioning and visco foam quilt.

Full recline position

• Optional Single or Dual Tilt in Space actions • Optional full battery back up with freedom pack, no wires and up to 80 cycles. • Various foam/gel seating options including high risk pressure relief. • Any fabric. • Easy clean infection control option with magnetic cushions.

Call 01685 845900, and enquires to or visit us at

High leg lift position

High rise position

Filling the investment and advice gap Since leaving Handicare last year, Mike Lord has been pretty busy. As well as taking on the Chairmanship of the BHTA, he started up his own company and has also been involved in a number of investment opportunities in our marketplace over the past six months or so. Here, we find out more about his new company… For those of you not familiar with Mike’s history he is originally from Lancashire and relocated to the Midlands in 1993 when he joined Sunrise Medical as their Manufacturing Systems Manager. During his 7 years with Sunrise, Mike held a number of varying positions, including Customer Service Director, and Business Unit Director. During 2000, Mike was instrumental in the purchase of the Minivator Stairlift division from Sunrise, and formed Minivator. He was initially the Sales and Marketing Director, progressing to Chief Executive after a secondary MBO in August 2004, when Minivator Group Limited was formed. During Mike’s 10 years at Minivator, the business grew dramatically from £5m to £50m turnover, with Mike eventually selling the company in 2010 at a high multiple in a difficult M&A marketplace. I caught up with him to find out more about what he has been up to and he explained more about the company he formed, Drol Investments. “We see Drol as filling a gap in the SME sector for businesses that may be looking for investment, or support and advice or guidance when developing their businesses.” I asked him how Drol Investments helps companies and their philosophy. “Our philosophy is to keep investment and business start-up costs to an absolute minimum in the early days, when cash constraints are tight for small businesses” he explained. “We don’t charge any up-front fees for investment and often we will provide months of support prior to investment, quite often free. We will even be honest and tell you when you don’t actually need investment, before it costs you lots of money and equity. Our aim is to give your business every possible chance to succeed, at as low a cost as possible to begin with, but sharing any upside successes when the business can afford it. Also if you are thinking of selling your business we can provide a ‘grooming’ service to help maximise the sale value. We have considerable experience in both buying and selling businesses.” Currently Drol Investments is helping companies in several different sectors but because of Mike’s previous history and expertise he is now looking to offer Chairman, Finance, HR, PA and sourcing services to the mobility sector. He told me how Drol’s services can benefit a company. “We have had considerable experience of helping businesses develop a strategy plan and helping manage progress towards these strategies. We believe there are three key


December 2013

elements to any business; Products or Service, Mike says that it’s all People and Processes. We help develop strategy about keeping costs to a plans to ensure all three are the best they possibly minimum for businesses can be, and monitor progress on a regular basis. “We strongly believe that financial management and controls are fundamental to success” he added. “We very often provide FD support to ensure there is exceptional control and understanding “Our philosophy is to keep of the business, providing investment and business start-up the required business information to help you costs to an absolute minimum in the manage your business.” early days” Mike says that business culture and performance of people is one of his key focuses in any growing business. “We will help senior management teams to develop the necessary skill-set and help with recruitment of additional team members, “We strongly believe that financial as necessary. We can management and controls are even provide HR support services and one-on-one fundamental to success” coaching. Whilst this is not one of our primary offerings, there are times in a growing business when an extra pair of hands is needed to take away some of the admin burden, or simple things like organising travel or payroll support.” Mike says that the most important event for all shareholders is the eventual sale or refinancing of the business, to move it to the next level. “We try to identify at a very early stage what your aspirations are for the business, and identify any possible exit routes. This is where our expertise “We try to identify at a very early and experience in both stage what your aspirations are investing and selling businesses become for the business, and identify any crucial, ensuring best possible exit routes” possible shareholder returns. We will provide a full exit planning process and support. Normally this will have been paid for the on-going support services, and will avoid the costly corporate finance consultants. Clearly, it is in both our interests’ to maximise the value of the business.” If you think Mike and his team can help your business call him on 01562 519100, Email:mike. or visit the website


A ramping solution…but not quite as we know it. It’s always interesting to get different perspectives about our marketplace and the products in them and an opportunity arose when I bumped into Architect Ian McMillan on the Design Council stand at Naidex earlier this year…. The Design Council stand at Naidex earlier in the year featured a number of interesting projects and one that stood out was an access solution that has been created by the parents of a child with Cerebral Palsy. The parents both happen to be Architects. I found out more from Ian McMillan. Why were you at Naidex this year? We were invited by the Design Council, who had spotted that we had just built our 2 storey wheelchair accessible home In Edinburgh. We have two daughters: Bee who is eleven, and Greta, 8 who has Cerebral Palsy and is a wheelchair user. The house is based around a 28m long ramp which spirals through the house, creating different levels and spaces for everyday modern life. We had outgrown our Victorian terrace which was becoming increasingly inaccessible, and we were keen to stay within the city as opposed to being pushed to a bungalow on the outskirts. It was important that we didn’t become detached from the community where Greta is known and loved, and not to become car-reliant for everyday activities such as going to school, shopping or simply socialising. Thea managed to find a site in central Portobello, however it was too small to fit a single storey house. Designing the house on two levels, we discounted a lift as it creates an immediate inequality, and being both architects (and after studying many European exemplars) we designed a ramped house. What were your main challenges in Designing a wheelchair accessible house? We have spent so much time in hospital environments that we wanted the house to ‘feel normal’. It was important that it didn’t look or feel wheelchair accessible. When you say ‘wheelchair accessible building’ most people immediately think of bolt on metal ramps with chunky circular handrails or accessible loos with dreary white tubular ‘Doc M’ packs, where there has been little thought about design and how people feel when using them; they are just ‘tick box’ accessible solutions. We are sensory beings and the environments we inhabit and the way we interface with design, from buildings and spaces to the everyday objects we use, touch and handle, can influence the way we think and feel. Poor and bad design can have a negative impact on us, and this is now being recognised in healthcare architecture. It’s no different in product design too, and the UK seems to be about 10 years behind the rest of Europe in terms of innovation and carefully considered design.


December 2013

What is the future in accessible design? I think the market will become more mainstream. Looking at the population demographics, we’ve changed from a pyramid shaped graph of lots of young people and fewer old people to an hour glass shape with a declining birth rate and our increased longevity. The healthcare service is recognising this by keeping “When you say ‘wheelchair people in their homes and communities for as accessible building’ most people long as possible, which immediately think of bolt on metal will change the type of ramps with chunky circular handrails the products we require. or accessible loos with dreary white Having products in your tubular ‘Doc M’ packs” home which look like they belong in a hospital isn’t particularly welcoming,; they look alien and remind us of what we can’t do as opposed to what we can do. When they are industrial looking and clumsy, they certainly don’t lift our spirits and “Having products in your home which make us feel good about look like they belong in a hospital life. They can also be isn’t particularly welcoming” counterproductive in that we don’t tend to use things that are difficult to use or we don’t like. There can’t just be pragmatism in design, there must also be delight. What are your experiences of bad design? We’ve had eight year of various products from eternal feeding pumps, and mic-key buttons to hoists and wheelchairs. A lot of the medical products do have a good level of design, which

A lift wasn’t an option according to the designers and so they did something a little different


Taking you to the next level Supra (curved) • Supra Linea (straight) • Inclined Platform Lifts Versatility • Quality • Safety • Choice

To find out more about the Supra and Supra Linea inclined platform lifts, or to arrange a no obligation quote, call the UK team on 01642 853 671 Email – Website – Access Business Development Division (Access BDD) / A division of ThyssenKrupp Access Ltd. Unit E3, Eagle Court, De Havilland Avenue, Preston Farm Business Park, Stockton on Tees, TS18 3TB, England

may be a reflection of the market. Products which are Physio and more OT related seem to be less well designed. Just the other day a shower chair arrived in our home. Ignoring the white tubular clinical aesthetic, it does the job well, but it doesn’t fold up flat. So we have to store it either in a bedroom for 99% of the time when we use it only 1% of the time. This is perhaps acceptable in care homes and hospital where they have store rooms, but why can’t it fold up flat like a deckchair (there’s an idea) and go under the bed? Why can’t it be something else for the other 99% of its life rather than lurking about the house and getting in the way of normal living. This effects everyone in the family: our girls share a room, so instead of having a purely teenagers room, Bee is having to work around clunky ugly equipment. There are lots of ‘multi tasking’ products in all parts of our lives, such as the iphone which has revolutionised the way we live. Have you any examples of good design? Yes, we have a Veldink wheelchair from Holland. We were offered five options at the wheelchairs assessment centre. Three of these could only described as ex-soviet block industrial design and we didn’t even try them. The other two were competent, but who wants competent? Which parent wouldn’t ever want anything but the best

Get the BHTA Advantage BHTA members now benefit from BHTA Advantage, a range of money-saving discounts for your personal and professional life, making your membership even more rewarding.

for their child? We quickly did some internet research and found ‘the veldink pony’ and en route to our holiday visited their Netherlands factory. The difference is just night and day. We like it because it looks like an active and dynamic wheelchair, and not a passive seat. We like it because it has a split back which can Ian and his family easily adapt to Greta’s shape and form. Giving her support where she needs it, but nor surrounding her in technology where she doesn’t. We like the seating options which encourage her to engage her muscles and sit up as opposed to resting backwards. We like it as it has a Perspex tray, allowing people to “Products which are Physio and see the whole child, and more OT related seem to be less well a well- designed headrest designed” as opposed to her being ‘swamped’ and lost in the chair. We like it as it can be purple or pink or any RAL colour under the rainbow, and not just monochromatic. We like it as it offers hope, and makes her look more independent as opposed to being very dependent. The is just a standard chair that Dutch kids use, the only difference is the thought process and consideration for the user which makes it innovative and ‘normal’ as opposed to the big arrow above your head saying ‘different’. But the NHS were not prepared to even consider having it on their tender list: design and choice are not priorities for them.

Some of the ways BHTA Advantage can help you save: • Earn cashback of between 5% and 15% on your festive shopping at retailers including Sainsburys, ASDA, Currys PC World, River Island, M&S, Boots and House of Fraser. • Save an average of 38% on big Christmas movies, when you buy vouchers for participating cinemas (including Cineworld Cinemas, ODEON, Empire, and Showcase) at discounted prices. • Eat out for less this holiday season with a 2 month FREE trial of the Gourmet Society dining card that gives you 2-for-1 dining or 25% off your bill including drinks. Log onto to see how you can do more for less. Terms and conditions apply. See website for details. Offers subject to change without notice. Gourmet Society – a valid debit/credit card is required to register for the free trial.

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December 2013

21/11/2013 09:13

Can design really make a difference? Without a doubt! There are lots of examples of how the good design and more importantly thought, can make a difference to ordinary people. Why do the Dutch and the rest of the Europe invest such energy into design if there are no tangible benefits. Good design doesn’t need to be earth shatteringly different, it just needs good thought and to be well considered and more ‘outside the box’ as opposed to just ‘ticking the box’. Ian can be contacted on 0141 227 7918 or at ian.mcmillan@ There is more information on the house at


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Antibacterial Polygiene finish from Pressalit Care Pressalit Care has introduced the antibacterial Polygiene finish to its range of toilet seats. Polygiene is a 100% natural product which prevents bacteria from spreading. Made up of silver salts, which are found in our drinking water and sea water, olygiene is perfectly safe both to users and to the environment. Available to order, the treatment is added as an integrated part of the toilet seat manufacture, and so, unlike many other surface treatments, never fades. According to the company, Polygiene has been certified and tested to the highest safety standards, so Pressalit Care’s toilet seats with the added finish can be used with the highest level of confidence. The Dania, Colani and Ergosit styles are made of high-quality thermoset plastic, making them highly durable and easy to clean, and are available in a choice of colours – white, red, blue, and anthracite. The solid stainless steel hinges give a sense of security and stability, but an additional cross bar for stability comes as standard on all seats treated with Polygiene, making them ideal for more demanding environments. The three styles have been designed to suit different personal requirements, such as for those requiring sideways transfer; a large, wide surface with good support; or with a curved bowl to support and stabilise the pelvic region.

As recommended in BS8300, stability buffers come as standard on the seats, ensuring that they sit very securely on the toilet bowl, even with sideways pressure. Raised and slanted versions are also available. The Dania is relatively flat, making sideways transfer possible. When raised, the cover makes a good back support. A version with an open front is also available, making it suitable for use as a bidet using a hand shower. The Ergosit is well suited for larger adults with digestive problems and has a large, wide sitting surface with good support. The seat’s contoured surface simulates the bowels by pressing and acting on the thigh muscles and nerves. The Colani has a curved bowl shape that supports and stabilises the pelvic region with raised side edges easy to hold when the body needs to be stabilised. The seat is well suited to children (aged 6+) with muscular atrophy. Call 0844 8806950. The website is HERE

48 page brochure from Gainsborough Gainsborough Specialist Bathing has introduced a new 48 page brochure that details its range of integrated bathing solutions for the care environment. The company says that it is an essential resource for anyone responsible for care provision or construction, purchasing or specifying new equipment for healthcare projects. It includes comprehensive technical information and product specifications along with details of recently launched assisted showers, wet rooms and patient hoists. There is a useful bath selection tool and care level guide so that the most appropriate product can be quickly identified depending on task, patient and application suitability. This newly designed piece of literature also includes information regarding Gainsborough’s support services that include installation, servicing and its Aspect 3D bathroom design service. Call 0800 542 9194 for a copy. The website is at www.


December 2013


Take a look at all the latest job offers at


Primary Care Mobility Specialist (R.O.I) Healthcare 21 Ireland are currently looking to recruit a Primary Care Mobility Specialist for the Munster area. This is an exciting opportunity for an individual to join a leading and expanding Healthcare company in Ireland. The candidate should be highly motivated and dedicated with the ambition to grow and develop existing business. Key Responsibilities • Generate profitable territory sales in line with annual, quarterly and monthly sales targets • Attain sales targets and maintain accurate records for the territory • Establish strong working relationships with a range of senior health professionals • Ability to explore new business opportunities of new client and marketing potential • Prioritise objectives and schedule work to make best use of time and resources Required Skills • Highly developed interpersonal, networking and influencing skills • Excellent written, communication and presentation skills. • Excellent organisational skills • Strong personal drive

Qualifications • 3+ years experience in a Sales/ Technical Sales role is required • Experience with Seating & Mobility advantageous • Track record and experience in Sales would be beneficial • Knowledge of the Irish Healthcare market, systems and processes is preferable • Strong administrative, computing and time management skills • Full clean driving licence

Sales Agents Camelot is a well-established healthcare furniture manufacturer in the mobility marketplace. We require motivated and experienced self- employed sales agents with a proven track record or alternatively sales representatives highly experienced in mobility to expand our sales nationally in the healthcare market. This includes promoting our bespoke electric rise and recline chairs to mobility shops, charities, hospices and the NHS. If you are interested in this excellent opportunity please send your CV to Charlie Wall, Camelot Furniture Ltd, Aizlewoods Mill, Nursery Street, Sheffield S3 8GG, email: or telephone 0114 282 3353.

The successful applicant will be provided with phone, laptop and vehicle. Other benefits also apply. Please send CV and covering letter to Treasa McCarthy, H.R Officer,

Closing date for applications: 23rd December 2013

AREA SALES MANAGER SOUTH EAST Clos-o-Mat is the UK’s only manufacturer of automatic shower (wash and dry) toilets, and supplier of bathroom/ washroom mobility aids to enable everyone to optimise their personal hygiene with dignity and independence in and out of the home. The company is seeking to recruit an area sales manager to cover the South East. Key attributes are self-motivation, ability to work as part of a close-knit team, to achieve results/meet targets, and to communicate with professionals in the healthcare sector. Experience within the sector is useful but not essential. For further details contact Mark Sadler, Sales Director, email:, tel 07739 296885

Thinking of using THIIS to recruit new team members? “Simplyhealth has been successful in recruiting two sales roles from adverts carried in THIIS magazine, website and bulletin. We have found it to be a well targeted and cost effective channel and will be including it in our future recruitment plans.” Kevin Snowball, Managing Director Independent Living, Simplyhealth “I have been very pleased with the response to our recent advert on the website and magazine. It has superseded any of the other channels we have tried in the past and we will certainly use THIIS as the first port of call next time.” Tim Dines, Chunc Posture & Mobility

So, if you’re looking for someone...

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Points of view

Points of view Have your own point of view? Now you can comment yourself. You’ll find the Points of View items on the THIIS website in the Team Blog section and you can now add your won comments to the articles that our team has written. Why not take a look and give us your own point of view? Go to the THIIS website at

Public Relations – will it work for me? By Angus Long What is Public Relations or PR for short? PR means a lot of different things to a lot of different people. However, in short, PR is getting your business, company, product or brand featured in the media. PR is also used for reputation management by big companies such as Apple, BP, McDonalds etc. However, for the most of us, PR is simply about getting a snippet or two in a paper, magazine or website. It is an often overlooked part of a company’s marketing strategy but it shouldn’t be, because PR is a powerful promotional medium and an intrinsic component of effective promotional practice. Of course, unlike a paid for placement, there is no Guarantee a PR piece will be featured and it is generally only used once in any given publication. Control of the content is passed to the journalist or feature editor but, more often than not, consumers will be react more favourably and less cynically to “independent” PR than a paid for advert. What are the different types of PR? The list of ways to get publicity is more or less endless new ideas emerge every day. Key to good PR is a rich mix and variety of topics and themes. If your PR is basically banging the same old drum then journalists and editors will soon tire of it and it won’t get considered. Common types are things like Press Releases, Publicity Stunts, Charity work, Social media, Sponsorship, entering and winning Awards, Public speaking or giving ‘expert opinions’ to publications. PR is not advertising and offers benefits not always found in conventional advertising. For example: It leverages the credibility of thirdparty endorsement - it is a process rather than a product. PR builds visibility, familiarity, trust, and awareness and can convey a positive impression that shapes attitudes and perceptions and, of course, is easily accessible to smaller businesses and organisations. These are some of the basic commercial benefits, but PR can also have a positive impact upon employees and staff morale too. MediTek Stairlifts, for example, is a THIIS website partner company that embraces a




December 2013

wide range of PR activity. Their PR is generally published and the secret really does lie in the variety. Throughout this year MediTek PR has continued to follow that trend. Commercial stories included new product launches, opening a new factory and overseas expansion. Retailer interest included pieces on new marketing materials, recruitment of new sales and support staff and the introduction of an App offering the ability to place orders via Smart phones. Consumer and brand awareness was attained by human interest stories, sponsorship of sporting activities and support to local and national charities. Their latest PR was about the company supporting The Big-Knit,, a joint campaign between AGE UK and Innocent Drinks to raise money in support of elderly care. The company and brand is also boosted by Managing Director, Phil Rice, who writes regularly for a local newspaper. PR is neither difficult nor expensive to do; all you need is an interesting story and someone to write it. If you don’t have the time, inclination or confidence to draft your own press releases there are plenty of companies and consultancies that can do it for you. If the story is good enough, a bit different or just timed right the chances are a journalist from the publication will write it for you anyway.

ABOUT ANGUS Angus has spent over 26 years in the healthcare industry holding senior marketing and commercial posts with companies such as Vickers Medical, Johnson & Johnson, Bison Bede and Lift Able. He currently owns Embryonyx Ltd, the UK supplier of the revolutionary HappyLegs exercise machine. Angus has also been a section chairman and council member of the BHTA since 2008 and also sits on a North East Chamber of Commerce - procurement strategy group. A keen writer and commentator, he likes to relax with family and friends, enjoys cycling and is a keen shooter - having previously qualified for the British Clay Shooting championships.

The amount you’ll pay to see your recruitment advertisement on a weekly email bulletin, in the ‘Jobs on Offer’ section of the website and

as a quarter page in the magazine. Quite a bit less than using a recruitment consultant! Simply email your recruitment advert to


Points of view

Vision for the Future – Part 1 By Joe Cavanagh In 1980, the Queen sent 2,500 telegrams to people reaching their 100th birthday; in 2010, she sent 12,640. This statistic shows the real pressures and challenges facing the modern NHS. Around two-thirds of people who use the NHS are aged 65 or over and are living with a Long Term Condition (LTC). Over 15 million people in England have an LTC. They make up a quarter of the population yet they use a disproportionate amount of NHS resources: 50% of all GP appointments, 70% of all hospital bed days and 70% of the total health and care spend in England. People living at higher levels of deprivation are more likely to live with a debilitating condition, more likely to live with more than one condition, and for more of their lives The number of people living with at least one long-term condition is set to increase by 250% in the not too distant future. Constructing a new modern NHS will very much be determined on investing in community services like never before. The success of the NHS will be determined by winning the battle in satisfying the needs of the elderly population. That is why the Health and Social Care Integration Transformation Fund (ITF) has such relevance moving forward, the key planks of ITF are as follows; • £3.8 billion funding to ensure closer integration between health and social care • A single pooled budget • Comes into full effect 2015/16 • £200 million to be transferred from NHS to local government in 2014/15 • Business plans need to be in place by March 2014 to access the £200M • Significant expansion of care in the community I recently came across some information that a Local Authority have in their strategic plan, to run the council with only 50 staff! The vision is that all services will be outsourced, to ensure that they can meet the target of working within diminishing budgets. This got me thinking what the patient journey would be and who we all will be selling to in the future. I will cover this in a follow up article.

As a close, note that the following have expressed an interest in bidding for a contract in Cambridgeshire and Peterborough; will they be customers or competitors? • Albion Care Alliance CIC • Cambridgeshire and Peterborough NHS Foundation Trust with • Cambridge University Hospitals NHS Foundation Trust • Capita with Cambridgeshire Community Services NHS Trust, • Circle Partnership and Oxford Health NHS Foundation Trust • Care UK with Lincolnshire Community Health Services NHS • Trusts, Norfolk Community Health & Care NHS Trust, and United Health. • Interserve with Central Essex Community Services • North Essex Partnership University NHS Foundation Trust • Northamptonshire Healthcare NHS Foundation Trust • Serco • United Health UK • Virgin Care Ltd

ABOUT JOE Joe spent 21 years with corporate giant Smith & Nephew gaining expertise in Pharmaceuticals, Ophthalmology, Woundcare, and Healthcare. He then took over the UK operation for Homecraft then gaining International experience as a Rehab Sales Director based in the USA. Next was the position of MD at Sidhil and Director of Medequip, followed by Interim MD at a Chester based Infection Control Company Medipure Ltd. Setting up his own company JFC Consultants Ltd 9 years ago, currently Joe is a Director of the BHTA, Non-Exec director of BES Rehab Ltd. and Director of Ability Aware Social Enterprise in Cheshire. Joe can be contacted at or by mob: - 0774 786 2728

Got something to say?

Then we’d love to hear from you.

If you have a point of view then simply send us a short item and we’ll include it in a future issue of the magazine. Just email to


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 with any details you have. DECEMBER 2013

Global Training by Silvalea – Introduction to Slings. 11TH December. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 12TH December. Interactive Online Training. FOC. JANUARY 2014

Global Training by Silvalea – In-Situ Sling Solutions. 15th January. Interactive Online Training. FOC Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 15th January. Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 16th January. Bridgend. FOC Global Training by Silvalea – Sizing & Measuring Slings. 16th January. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 22nd January. Interactive Online Training. FOC. Invacare – Servicing/Maintenance of Patient Lifters. 22nd January. Bridgend. FOC Global Training by Silvalea – Toileting Sling Solutions. 23rd January. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 23rd January. Bridgend, FOC FEBRUARY 2014

Invacare – Servicing/Maintenance of Mattress Pump. 05th February. Bridgend. FOC Global Training by Silvalea – Introduction to Slings. 12th February. Interactive Online Training. FOC.

Global Training by Silvalea – Complex Sling Solutions 1. 13th February. Interactive Online Training. FOC. Invacare – Fault Finding on Power Chairs. 12th February. Bridgend. FOC Invacare – Power Chair Controls. 13th February. Bridgend. FOC Pride - Quantum Rehab 2014 Powerchair Training. Thursday 13th February 2014. Deposit required which will be returned once training has been attended. Global Training by Silvalea – Amputee Sling Solutions. 19th February. Interactive Online Training. FOC. Invacare – Scooter Servicing & Maintenance. 19th February. Bridgend. FOC Pride - Introduction to Pride Mobility Products Technical Trouble Shooting. February 19th-20th 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days. Global Training by Silvalea – Paediatric Sling Solutions. 20th February. Interactive Online Training. FOC. Invacare – Power Chair Controls. 27th February 2014. Bridgend. FOC MARCH 2104

Invacare – Servicing/Maintenance of Patient Lifters. 05th March. Bridgend. FOC Invacare – Servicing/Maintenance of Mattress Pump. 12th March. Bridgend. FOC Global Training by Silvalea – In-Situ Sling Solutions. 12th March. Interactive Online Training. FOC. Global Training by Silvalea – Sizing

& Measuring Slings. 13th March. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 19th March. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 19th March. Bridgend. FOC Pride - Introduction to Pride Mobility Products Technical Trouble Shooting. March 19th- 20th 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days. Global Training by Silvalea – Toileting Sling Solutions. 20th March. Interactive Online Training. FOC. Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 26th March. Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 27th March 2014. Bridgend. FOC APRIL 2014

Global Training by Silvalea – Introduction to Slings. 9th April. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 10th April. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting. April 23rd - 24th 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days. MAY 2014

Products Technical Trouble Shooting. May 21st – 22nd 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days. JUNE 2014

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting. June 18th - 19th 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days. JULY 2014

Pride - Quantum Rehab 2014 Powerchair Training. Thursday 10th July 2014. Deposit required which will be returned once training has been attended. SEPTEMBER 2014

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting. September 24th – 25th 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days. OCTOBER 2014

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting. October 22nd - 23rd 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days. Pride - Quantum Rehab 2014 Powerchair Training. Thursday 30th October 2014. Deposit required which will be returned once training has been attended. NOVEMBER 2014

Pride - Quantum Rehab 2014 Powerchair Training. Thursday 15th May. Deposit required which will be returned once training has been attended. Pride - Introduction to Pride Mobility

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting. November 19th – 20th 2014. £170 +VAT. Includes B&B and dinner for one night, and lunch for both days.


BHTA - Call 0207 702 2141 or email Invacare – Call Joan James on 01656 776283 or email Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: Sunrise Medical – Contact Kim Welsh at kim.welsh@ or visit

Global Training by Silvalea - +44 (0) 1626 331655 info@ or visit Quantum Rehab – Call 01869 324600 or email sales@

Electric Mobility – Call Sharon Newton on 01460 258100 or email R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on

Pride Service – Call 01869 324600, Fax: 01869 365467 Email:

• • •

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December 2013


Time to get carried away!

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• NEW easy access charging point • NEW integrated LED headlight • NEW & FREE accessories including: - walking stick clips - dust cover - rear storage bag

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22/11/2013 12:02

THIIS is produced by: Homecare Publishing Ltd, The Stables, 16c High Street, Rushton, NN14 1RQ Tel: 01536 710050 Fax: 01536 418280 E-mail: 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.

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