THIIS Trade Magazine - Feb 15

Issue 197 • February 2015

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Retailer turns supplier – how do the products measure up? £250 REFERRAL ON OFFER

SUPPORT FOR RETAILERS

DEAL ON SPECIALS RETAILER NEWS JOBS ON OFFER LATEST PRODUCTS

making life better by design the NEW rise and recline range by accentu8 designed by angela gidden MBE

accentu8 Vale Business Park Cowbridge Wales t: 01446 776111 www.accentu8.net

…from the editor

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This month we have details of how the Industry found itself in hot water again as a Which? survey highlighted what it described as ‘dodgy sales techniques’ in the Stairlift sector.

24

We have more trade deals this month in our ‘Deal On’ section and so take a look to see if you can save money and generate yourself some useful additional margin.

We also find out what retailers are looking for in terms of support from their suppliers, catch up with a retailer that has taken the substantial step to become a supplier themselves and help a supplier dispel a few myths about their business.

There are details of new products on the market, new team members’ and we find out what professionals such as OTs are looking for when they click through to your website.

If you have a news story or new product that you would like to see in the March issue of the magazine, then just send through the details to info@thiis.co.uk

“In my first month I made £90 and had worked more hours than I cared to remember”

“How easy is it for OTs to use your website?”

32

“From the off we were met by concerns that everything would change; products, prices, service”

36

“Around three years ago, we had a close look at all our suppliers and graded them”

On the front...

A retailer has branched out with its own product range.

See page 18.

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

You can find THIIS on Twitter at: wwwthiiscouk

www.thiis.co.uk 3

INDUSTRY TAKES ANOTHER BASHING WITH NEW SELLING SURVEY RESULTS We’ve been here a number of times before of course, but suppliers in the marketplace have again been accused of poor practice as a result of a new survey conducted by Which?

This time it’s the stairlift sector and according to Which? a survey of 530 stairlift customers found that 43% experienced what the organisation described as ‘at least one dodgy sales technique’.

Which? says that it surveyed people who had got a stairlift for themselves or - in around eight out of 10 cases - for a loved one, and found that 13% of stairlift owners* had felt under real pressure to buy.

However, it seems that a higher proportion experienced what were described as sharp sales tactics, with 43%** having been subjected to pressure-selling, pressure to choose a more expensive model and/or an excessive number of sales calls.

The survey says that some stairlift brands exhibited better sales practices than others.

The survey results show that nearly one in five (16%) of those surveyed experienced large amounts of sales calls about the stairlift, with 14% describing these calls as ‘high-pressure’.

The Which? stairlift brands review reveals which manufacturers were the best and worst

for sales practices and also reliability, comfort, quality and value for money.

It suggests that people are paying an average of £2,084 for a product and there was evidence once again, as in a number of previous “43% experienced at least one reports that stairlift salespeople often quote a dodgy sales technique” high initial price and then offer a discount. Which? says that anecdotal evidence suggests that they might ‘phone their manager’ and then offer a greater discount for a same-day purchase. Some will withhold prices until the end of the discussion “13% of stairlift owners had felt or visit. under real pressure to buy” The survey found that a quarter (24%)* of people successfully negotiated a reduced price. *Excludes those who got their stairlift through the council or from a private individual **Includes anyone who obtained at least one quote prior to buying

It’s likely that some of your customers will own an accessible vehicle. It’s also likely that a number of them will be actively looking to buy a vehicle in the future.

Retailers can generate useful commissions by introducing their customers to Sirus Automotive, a leading supplier of drive from wheelchair, and wheelchair passenger up front solutions.

The company is offering retailers £250.00 for a referral that becomes a sale with a range of rear access vehicles to suit all budgets, all of which are available on the Motability Scheme. Finance packages are available as well, with a three year warranty provided on all new vehicles. In addition, the company offer a range of approved used vehicles.

For information about the referral scheme, call 0121 505 7777. The website is at www.sirusautomotive.co.uk 4 www.thiis.co.uk

r fo rn ns s Ea sio ale is s m le m hic co ve

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• beautifully handcrafted adjustable chairs and beds • bespoke designs • unparalleled retailer support • UK manufactured and delivered within 7 days

Tel: 0115 913 3572

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If you sell to customers with MS… If you sell products to customers who have MS, then a new study gives some pointers when you are supplying a powered wheelchair.

A study from Brunel University in London has found that people with MS need to be holistically assessed.

The study found that 15% of the trial group had problematic pain, showing the need for a much more professional assessment. It also noted that chairs with a tilt-in-space (TIS) function had the potential to relieve some of the pain should they replace older wheelchairs without TIS.

Overall, 30% of the study group had health conditions prone to aggravation by constant sitting – sores, clots, osteoporosis and severe swelling.

The study is available at http:// informahealthcare.com/doi/full/10.3109/096382 88.2014.949356 You can also access the study through the THIIS website by using the search facility on the home page and entering ‘wheelchairs for MS’

Lorraine De Souza, one of the authors of a new study that deals with wheelchair provision for people with MS.

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

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

THIIS also has a strong readership online too.

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

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

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

Graham Billcliffe, Horizon Mobility The online readership of the magazine is growing each month and read all over the world

6 www.thiis.co.uk

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Drive acquires SOS and moves into UK specialist seating sector Drive Medical has acquired Specialised Orthotic Services Ltd (SOS), the manufacturer and distributor of specialised seating products.

SOS was established in 1980 by its founder and current Managing Director, Gordon McQuilton MBE. Harvey P. Diamond, Chairman and CEO of Drive Medical told THIIS: “The acquisition extends our already significant presence in Europe and expands our portfolio of products in the specialised seating and rehabilitation market.

This is a strategic acquisition for the Drive family of companies, and complements Drive’s U.S. Wenzelite line of mobility and seating products for children and adults.”

Richard McGleenan, Managing Director of Drive Medical Limited said, “SOS was the first dedicated specialised seating company in the U.K., and its reputation for providing innovative products and quality of service was a strong factor in Drive’s decision to acquire the company.

Products such as the ‘P’ Pod, Nessie and the wide range of postural seating systems will enhance our global product offering in this market segment. We are confident that we will achieve additional growth in this area through the introduction of Drive’s complementary product lines to the SOS customers. We look forward to working with Gordon and his team to develop our business in this specialised area.”

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Gordon McQuilton added: “We are very proud of the excellent reputation we have achieved over the past 30-plus years. We are absolutely thrilled to be starting a new and exciting chapter as part of the Drive Medical family of companies.

We believe the partnership will allow our organisation to thrive in new and current markets with the additional resources that Drive will provide, ensuring our customers’ expectations are always exceeded.”

Terms of the acquisition were not disclosed.

Page 1

ENERGISE YOUR LIFE • Power assist wheels for active people • Silent and lightweight just 6kg • Bluetooth connectivity to remote control • Speed: 6km/h or optional 10km/h t: 01656 8 www.thiis.co.uk

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

Skype for grannies goes for crowdfunding Circly (known as Pieni piiri in Finnish), nominated as the best mobile service for the elderly in Finland, has now opened a crowdfunding round on FundedByMe. The round is expected to close at least €50 000 equity from private investors. €18 726 has been raised already from Finland, Sweden, Italy, Luxembourg and Spain.

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

UK agreement signed for unique AT products Beamz Interactive, Inc. a leading developer of state-of-the-art interactive music products, has announced that it has signed an agreement with RSL Steeper Ltd, a leading manufacturer and supplier of innovative prosthetic, orthotic and assistive technology products and services.

As part of the agreement, RSL Steeper will promote and supply the Beamz Care Facility bundled solution specifically configured for use within UK residential care facilities through its Assistive Technology Division.

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

10 www.thiis.co.uk

New LOLER Approved Code of Practice published A new LOLER Approved Code of Practice and guidance has been published by the Health and Safety Executive (HSE).

The context and examples have been expanded with new examples from the health and social care sector.

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

More intermediate care beds planned The Scottish Government is planning a 40 per cent rise in intermediate care beds, with a further 200 intermediate care beds in communities are to be created across the country.

Intermediate care beds support older people or those preparing to leave hospital and are part of the government’s plans to develop new models of care built around treating more people in their own communities.

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

read more about it...

New resource highlights accessible toilets Clos-o-Mat has created a country-wide ‘accessible toilet’ map, unlike any other available. The quick and easy to use facility, enables bespoke searching of ‘away from home’ toilets that go beyond conventional Document M type accessible WCs. To read the full story, visit the Newsroom section of THIIS and enter ‘Accessible toilets’ in the search facility.

Posture, Seating and Wheelchair Skills Course launches Sunrise Medical has teamed up with the National Spinal Injuries Centre, Stoke Mandeville Hospital to offer a two-day Posture, Seating and Wheelchair Skills Course in March. The course will take place at the Midlands Centre for Spinal Injuries in Oswestry, Shropshire.

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

12 www.thiis.co.uk

First ever Changing Places Conference Changing Places and Official Sponsor Aveso are holding the very first Changing Places Conference, which will take place on February 21st at Chesterfield FC’s Proact Stadium.

There are now over 700 Changing Places registered in the UK which include major Airports, Premiership Football Clubs, Supermarkets and Hospitals as well as a range of Changing Places successes overseas in the USA and Australia.

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

The world’s smallest folding walker EZ FOLD-N-GO WALKER Because your walker can be stylish, lightweight and portable

4 Incredibly lightweight, weighs only 3.2kg (7lbs) 4 Height adjustable and supports upto 180kg (28 stone)

4 Easily folds to be conveniently portable, ideal for travel and storage

4 6� Swivel wheels and rear easy-glide feet ensure trouble free manoeuvring over all surfaces

4 Fitted with a two pocket carry pouch 4 Available in three stylish colours; Regal Rose, Walnut Black and Cobalt Blue

To view this Rollator visit

www.able2.eu

For any further details please contact us below: Tel: 01254 619000 Fax: 01254 619001 Email: enquries@able2.eu Head Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB

read more about it...

OBE for inventor of the bathlift Mangar International founder, David Garman has received an OBE in the New Year Honours, for his work in healthcare.

In 1981 David invented the first ever bath lift after seeing a relative finding it difficult to get in and out of the bath.

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

Graduate launches new online marketplace A new online marketplace has been launched after a Leeds Beckett University graduate was awarded a Vice Chancellor’s Enterprise Scholarship by the University to help him develop his business ideas.

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

Study reveals actions just by thinking A woman with quadriplegia has shaped the hand of a robot arm with just her thoughts to pick up big and small boxes, a ball, an oddly shaped rock, and fat and skinny tubes. The research describes, for the first time, 10-degree brain control of a prosthetic device.

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

RETAILERS WANTED! TO PROMOTE & SELL OUR RANGE OF AWARD WINNING PRODUCTS

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High quality and economical heated seat cover providing vital warmth during cold weather

A revolutionary exercise device that simulates the natural gait cycle (walking) for the disabled, elderly & sedentary

If you are a proactive homecare retailer looking for something different to stock and promote then we’d like to hear from you. Full sales and marketing support provided.

For information on commercial opportunities

Tel: 0845 3008823 info@embryonyx.co.uk

AWARD WINNING PRODUCTS FROM AN AWARD WINING COMPANY

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

A million reasons to do business Platinum Batteries (Europe) Ltd was formed in 2002 by Chris Taylor, who remains the major shareholder and Managing Director.

Trading primarily in the automotive sector, sales have grown annually and today the company sells over one million batteries each year to, amongst others, familiar names such as JCB and Kwik-Fit. According to Chris, the automotive sector may seem some way from homecare, but the principles remain the same. “Offer customers competitive pricing, the highest quality products, 100% availability with reliable delivery and outstanding customer service.” Or as Marketing Manager Chris Jenkins puts it “The Platinum Experience”.

From its base in Manchester, Platinum has gone on to open a further seven distribution centres and have a nationwide logistics platform, utilising their own delivery vehicles and staff; or as they call them, Platinum Ambassadors.

The company has just added four new sales executives to its team.

Chris Jenkins told us: “From day one, we’ve managed our own warehousing and transport, giving us the flexibility to meet the needs of our customers. We’re now in a position where through our network of eight distribution centres, we can offer our customers a next day delivery solution with no minimum order quantity”.

Chris says that a next day delivery service can help their customers reduce their stock holding, which in turn helps ensure their stock is fresh, not to mention the positive impact it can have on cash flow. “Having fresh stock is particularly important with batteries, as even when on the shelf and not in use, they will discharge by themselves over time.” he explains.

Chris says that another benefit of having their own transport is their combined scrap battery collection solution. “Being able to offer a legally compliant scrap collection service means we are able to offer our customers an additional revenue stream, as we pay for every scrap battery we collect.”

The company is taking positive steps to work with Platinum distributors within their exclusive territories. Part of this development includes investment in a dedicated team to help achieve 16 www.thiis.co.uk

Marketing Manager Chris Jenkins explains what the company can offer retailers

both their own and their customer’s goals.

“A huge factor in the success of the Platinum brand” Chris says, “is in having a name that is synonymous with premium quality, giving complete confidence in the product. This added to the purchasing power of buying over one million batteries, we can offer a competitive cost price for a brand that commands a premium retail price.”

“But” he adds, “we also pride ourselves on “Having fresh stock is being there to help our particularly important with distributors grow their business. By adding batteries” four sales executives specifically for this channel, we can offer our customers assistance at trade shows and care evenings or provide training to their staff. It also means there’ll be some familiar faces at events we’re attending, such as Trade Days”.

For more details call 0845 063 9999 or email info@platinumbatteries.co.uk

HORIZONSTANDARD

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

• Folding seat pad, arms and footrest

• Manual lever-linked seat swivel

• Maximum user weight 120kg (19st)

• Manual footrest with safety edge

• Rail angles 25° to 55°

• Key lockable for security

• Joystick control

• Lap seat belt

• Digital diagnostic display in carriage

• Optional powered hinge rail

• Infra-red remote controls

• Optional Horizon outdoor kit

www.platinumstairlifts.com

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

Retail Tenancy Opportunity in Partnership with the Disabled Living Centre, Manchester & Salford Disability Equipment Services An opportunity is available for an established retailer of assistive technology and mobility equipment with an excellent customer service record to acquire a lease for retail premises based within the Disabled Living Centre, in a tri-partnership with Disabled Living, a Third Sector organisation and Salford Disability Equipment Services.

The purpose designed Disabled Living Centre, ‘A Centre of Excellence for Assistive Technology in the North West’ was fully refurbished in 2011 and comprises equipment showroom, training suite together with additional assessment rooms and meeting facilities. The Centre, integrally located with Salford Local Authority Equipment Stores is a resource providing information and assessment facilities for children and adults with disabilities, older people, their relatives, carers and the health and social care professionals who support them. Clients have access to free occupational therapy, moving and handling and continence services within the Centre. In addition, our team of therapists, nurses, moving and handling specialists provide training to health and social care professionals from around the UK. The retail facility is 95.8 sq m (1031 sq ft).

For further information contact: Debra Evans, Chief Executive, Disabled Living debra.evans@disabledliving.co.uk 0161 607 8206 www.disabledliving.co.uk

RETAILER MAKES A MOVE INTO MANUFACTURING After years of experience in the pressure care sector, Healthcare Matters has expanded into the supplier market and launched its own pressure care mattresses – The Air-Flo range.

According to the company, the launch is the culmination of years of research, drawing on experience of servicing and repairing mattresses of all makes and models. And now the family-run firm has a network of distributors set up, and say they will use their knowledge and experience of being distributors to ensure they provide the best support and direction to each one. Teamwork, they say, is key.

Managing Director of the family-run firm Phil Spiby told THIIS “We found that a lot of the time buyers were having to make the choice between price and quality. We realised there was a gap in the market for a product that offered the attributes and the pressure care levels of the higher end mattresses, but that came with an affordable price tag.”

“It was really important that we got the product right to start with” Phil added. “We have a team of experienced engineers who have been repairing and servicing mattresses from a number of manufacturers for more than 18 years. We knew the strengths and weaknesses inside out, and so used this information to make sure we got the right product mix for our range.”

Healthcare Matters have been in business for nine years, starting off as part of the franchise Essential Healthcare. Phil explained: “I was working as a Sales and Production Director when I suffered a heart attack. I had to have surgery and was forced to take six months off to recover. I had chance to re-evaluate what I wanted to do, and decided I wanted to do something that could turn into a real family business. I visited a franchise exhibition and was really drawn to the healthcare sector. I knew that if things were done right, businesses in this sector had a really good chance of succeeding.”

Phil started up as a one man band, learning about the fundamentals of pressure care and pressure care equipment, as well as how to service, maintain and repair all types of equipment.

He said: “In my first month I made £90 and had worked more hours than I cared to remember. But I loved every second of it, and knew that with the right ethos, the right products 18 www.thiis.co.uk

From left to right, Sales Director Adam Spiby, Managing Director Phil Spiby and Sales Development Manager Steve Preston

and by simply doing what we say we will do, the business had a huge future.”

Phil’s son Adam soon came on board, along with his daughter Leigh and son-in-law Nick.

The business has outgrown two units and is now settled into its third home, which has undergone a total renovation to suit the day to day running of the business.

Phil said: “We now employ 30 staff, yet the heart of our business has remained the same.

We have always prided ourselves on going the extra mile for our customers, in doing what we say we are going to do and in keeping that family orientated ethos we started with. Every single member of staff buys in to what we are trying to do “In my first month I made £90 here, and that has been a vital part of our growth and had worked more hours than and our success.”

I cared to remember” Having established themselves as a major part of the healthcare sector in the North West, North Wales and Shropshire, with year on year financial growth, Phil and Adam decided they didn’t want to have to rely on suppliers anymore and that it was time to source their own range of mattresses.

Sales Director Adam said: “Developing a range of mattresses has been our goal for a number of years now. We wanted to produce a mattress Engineer Alex Tizzard in the new Air-Flo van

that could work for any range of budgets and requirements, but that offered high levels of pressure care. It took a lot of investment, both financially and time wise, and a lot of refining, until we finally had a product we were happy with.”

There are three mattresses in the Air-Flo range – the Air-Flo 8 (8” air mattress), the Air-Flo 5+ (5” air mattress and 2” foam underlay) and the Air-Flo 5 (5” overlay air mattress). Each mattress comes with a selection of pumps, meaning there is an option to suit every requirement.

For example, the Air-Flo 8 comes with the option of a standard pump, an advance pump or an acute pump, offering everything from basic functions on an analogue pump to much greater sophistication on a digital pump. All the mattresses have high frequency welded seams, are durable and conform to and exceed infection control requirements.

Another issue Healthcare Matters wanted was a fair and honest pricing model for spare parts. As Adam explains: “We wanted to offer a product that came with a low lifetime cost. Some companies could give mattresses away because they make so much on spare parts. Our aim was to produce a product that benefitted everyone, especially our distributors and our end users.

Our spare parts list is extremely cost effective. It means that combined with the purchase price, our mattresses have a low lifetime cost, as parts are easily and economically replaceable.”

We asked Phil what it was Healthcare Matters were looking for when trying to establish a network of distributors, and why they had chosen this particular business model to get the mattresses to market.

“We have been distributors of products for a long time” he told us, “and so were ideally placed to know what was important to our partners and what they wouldn’t want or require. We had a list of examples of bad suppliers and so we made a vow to provide everything we felt had been missing for us. Ironically we learnt more from bad suppliers than good. But it just simply means that we can give the best support to our distributors, which in turn means they will get the best out of the product.”

“An important figure in this process has been Steve Preston” he added. “It’s a bit of an inside joke that Steve has been in the industry since it was just fields, but he has vast experience and

Embroidery Service Now Available E-mail: enquiries@able2.eu 20 www.thiis.co.uk

his list of contacts is endless. He has been invaluable in helping us identify and meet with partners who carry the same ethos and commitment that we have.”

“We decided to go down the route of having defined geographical areas for designated distributors, as in the past this is what has helped us get the The new Conform most out of a product. bed range allows for A partner will be more a deep cell mattress and approximately a likely to do the added value extras, such as free 25 cm gap between training, if they know that the business will not the top of the mattress and the top be stolen by someone selling the same item on of the bed rail. the same patch. You can put the work in with a certain Trust or group of nursing homes knowing that there isn’t someone on your doorstep who can come in and undercut you on price for the same product.”

“We have chosen distributors who understand this” Phil says, “and in turn we will make sure we get our end of the deal right. We know what we would have ideally liked from our suppliers, so we sat down and committed to do those things. We created ‘Our Promise’ to our distributors. This means we offer exclusivity, “Every single member of staff provide training, deliver comprehensive starter buys in to what we are trying to kits which includes do here” personalised literature, pass on leads and help to build the brand nationwide and simply be at the end of a telephone or be available to meet face to face.”

Phil says that the Air-Flo mattress is also backed up with clinical trials and overwhelmingly positive evidence, which showed that the Air-Flo 8 acute, when used on patients of medium to high risk of developing pressure sores, healed four pressure sores and prevented any from developing. It showed that no patient developed pressure sores while using the mattress.

As Sales Director, Adam is now looking to the future regarding developing the Air-Flo brand,

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ACCESSIBILITY SOLUTION FOR POST OFFICE ON THE ROAD PLS (Passenger Lift Services) has designed and installed a unique rear access dual bumper step and powered cassette lift solution for 40 Mercedes MWB Sprinters operating as mobile Post Offices.

PLS manufactures and maintains powered wheelchair lifts and ramps for accessible buses, coaches, ambulances and specialist vehicles.

Nigel Parry, Post Office Outreach Concept Design Manager, said: “As we modernise to meet customers’ needs, accessibility is key. The new vehicles have been a brilliant solution for us, and customers have been really impressed.”

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

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and the big focus for the company in the coming 12 months is getting out and about to exhibitions and showcasing the range.

Adam said: “We were at the Trade Days event this year, and found it really interesting. The seminars were great, and enabled us to take a step back and evaluate what we were doing and what we needed to do going forward.”

And Adam will be there again this year, but this time on his own stand. “We ended up booking our stand for the 2015 show while we were there, as we found it was a great chance to catch up with a number of our suppliers. It was a relaxed atmosphere, with time dedicated to business and business partners. We have already established some excellent partnerships

across the UK with regards to Air-Flo, but this time next year we would expect to have completed our nationwide network and could possibly be looking at developing sales into Europe. In this respect Trade Days will be a fabulous platform for us to connect with all our distributors as well as showcasing our product on a dedicated stand.”

Phil Spiby is very much looking forward to the future. He said: “It is important for me that we never lose focus of what we originally set out to do, which was to do what we say we are going to do, and to provide the right product at the right time and at the right price.”

For more information call 0845 5444 883. The website is at www.pressurecare.systems

PROTECTION AGAINST MOBILITY SCOOTER FIRES A company is developing a cover for mobility scooters to protect against the possibility of a fire risk when scooters are stored.

Envirograf says that it was contacted by Chester Fire Brigade asking if they could make something to cover a scooter in places such as passage ways and on landings. The product is intended to stop a scooter from burning or hold the fire and smoke back until the fire brigade could attend.

The company has been working on the project for two months and have produced the first cover and frame. During a test, the cover stayed in place for 45 minutes with little smoke being released.

For more information call 01304 842555. The website is at www. envirograf.com

22 www.thiis.co.uk

After 18 years distributing products for other companies, the company has taken the plunge and introduced its own range.

Does your website appeal to professionals?

According to Kate Sheehan of the OT Service, whether you are a retailer or a supplier, your website should be productive, memorable and frustration free if it’s going to attract professional visitors and give them the confidence to get in touch and maybe refer clients to you in the future.

Kate advises retailers and suppliers on the best ways to work with professionals to build their businesses. Here’s what she has to say about how a website can either turn on or turn off a prospective key contact…

Occupational Therapists spend a considerable amount of time researching equipment and adaptations for their clients and the majority of this time is spent online using websites to gain the critical information they require. So the question is - How easy is it for OTs to use your website and gain the information they require?

After using various websites in the marketplace, the general conclusion is that is isn’t very easy at all and at times the search can become frustrating and fruitless. The OT Services believes there are four facets of a website that need to be thought about, revisited and reviewed regularly.

Purpose What is your aim and objective of your website?

It’s the best and often first chance to make a lasting impression on OTs, therefore it has to meet their needs and your objectives. Have you ever asked the OT community what information they might require and then tailored your site to their needs? Do you monitor traffic to your website and what visitors spend their timing reviewing? Have you ever considered whether they are searching information about, you, your products or your services?

Design and Navigation Ensure your website is easy to navigate, with a good combination of information, images, graphic and videos. Whilst recently visiting a website we lost interest after just 20 seconds due to the cluttered layout, bombardment of flashing images and words which were not relevant to the product searching.

Contact Can an OT contact you quickly and efficiently from the site and do you answer the queries 24 www.thiis.co.uk

within an acceptable time frame? On a recent search we visited a great site which had an excellent live chat feature. Within five minutes all our questions had been answered and the details sent to my email address, quick efficient and exactly what we needed, immediate feedback and no further searching required.

Content This is a critical and yet often neglected area.

You should consider the following: • Original, what makes your site stand out from your competitors? It is essential that your website stands out from the crowd.

• Up to date and relevant to the visitor. Do you offer a value added service, links to other resources, articles or do you provide a clinical relevant blog that is informative?

• Clinical. Will you be seen as an expert in your area? What clinical evidence are “How easy is it for you providing for the your website?”

OTs to enable them to recommend and clinically reason your piece of equipment?

• Accessible. Can OTs download the relevant information they require with ease • User friendly, a lot of our clients are experts in their own right and while we may recommend equipment, they will often search your site for information as well, so it needs to be accessible to all. To help with this, consider having a section aimed at OTs. Remember that it is highly likely the first contact an OT may have with you is via your website, so ensure it is a productive and worthwhile experience and we will come back again and again and possibly recommend you to fellow OTs. You can contact Kate at kate@theotservice.co.uk

Kate says that there are some good websites around that professionals such as OTs find easy to use and here are a couple of examples

OTs to use

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

The Easy Rider has a striking new design, stunning instrumentation and offers precise handling that must be experienced to be appreciated.

Telephone: 01422 314488 Fax: 01422 314489 Web: www.drivemedical.co.uk Email: info@drivemedical.co.uk

GREAT FALLS ADVICE FOR YOUR CUSTOMERS Guy Smallman, commercial development director at Coventry University Health Design & Technology Institute (HDTI) talks about the development of a new app that could well be of interest to your customers, their carers and their families.

At HDTI, we are focused on developing innovative new products for the community healthcare sector and this is illustrated by the design of a new app which offers advice on how to prevent falls at home.

The FallCheck app gives information on potential hazards in the home along with simple instructions about how to minimise risks to avoid accidents.

The app, which has already been downloaded over 1,000 times, is available free from all mobiles or via the internet. It will work on any smartphone, tablet or PC. The app was originally conceived by HDTI’s Dr Gillian Ward, who led the development following an initial research project funded by NHS West Midlands to evaluate the use of fall detection and prevention equipment. The app itself was created and developed by Coventry University’s Centre for Excellence in Learning Enhancement.

Research findings show that one in three adults aged over 65 who live at home will have at least one fall each year and, although there is plenty of equipment available to help prevent falls, digital technology is being under-used. In response to this, we secured funding to develop

the FallCheck app along with a booklet, video and good practice guide for people at risk of falling, their carers and health and social care workers.

The content was designed with contributions from occupational therapists, falls experts and telecare advisors – and the app has proved to be extremely popular.

The FallCheck app is not only easy to use but can be used by family and friends. The app guides the user through the home room by room and indicates possible hazards that might cause a fall. It then offers solutions which could simply be re-arranging furniture or fitting outside lights, providing information on technology and gadgets which can be installed or providing information about telecare support when more needs to be done.

This is a serious health issue and by removing or reducing the risk, the FallCheck app encourages all members of the family to help prevent falls.

Further information is available from www. fallcheck.celecoventry.co.uk

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

It’s that

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

• Prompt commission payment upon installation

Call today on

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

top trade deals

DealON!

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

For more information on our Finance call Tom on 01582 842224.

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

5 Platinum Horizon Standard stairlifts for just £650 each!

Order 5 Horizon Standards before Friday 27th February and pay only £650* each. That’s a saving of up to £150 per unit! Hurry because at this price these won’t last long. *The price quoted is ex works and does not include shipping costs. All orders must be placed before 4pm Friday 27th February 2015 to qualify.

Call 01535 631 177 and Quote THIIS/650/FEB

Look! £300 off TGA Vita Midi 4 mobility scooters with paddle controls Until the end of February and whilst limited stock lasts, TGA are offering all scooter retailers a £300 discount on previous marque Vita Midi’s. This popular, mid-sized scooter with paddle controls combines a feature-rich design with cutting-edge styling. It’s a top selling 8mph model that delivers a smooth and stable ride.

Contact TGA to save: 01787 882244, Email: info@ tgamobility.co.uk, www.tgamobility.co.uk

Ongoing deals throughout 2015 On Sitting Pretty’s Zip speed 48hr delivery dual motor lift & recline chairs : Brinsley , Lambley , Tuxford in sand fabric at just £450! Bridgford fully upholstered adjustable beds .. With deluxe memory foam mattresses in Cocoa or Sand fabric; 3ft single bed £425 / 5ft dual operated double bed £685.

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

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

28 www.thiis.co.uk

For every Finance deal set live in the month of March.

To register for your free bottle of wine email Tom on t.smith@firstsenior.com

3 months free!

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

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

Memory Foam Wheelchair Cushions – End Of Production Line Deal – Only £8.25 3 sizes of cushion available (see below). Supplied with zipped, black, luxury velour cover. Other cover options are available (price supplement may apply). Manufactured in the UK. SP46753/VEL – Comfort Visco Cushion (43x43x6cm). SP46752/VEL – Comfort Visco Cushion (43x43x8cm). SP46520/VEL – Comfort Visco Cushion (43x43x10cm). Offer valid whilst stock last. When ordering please quote reference: AB2/DON/2 Call 01254 619000, enquiries@able2.eu, www.able2.eu

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

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

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

Power for the extra mile.

Strident Batteries from Ivanhoe.

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

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

Ivanhoe – where expertise exceeds your expectation.

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

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

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

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

Northern office: Southern office:

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

top trade deals First Come First Served Offer!

Memphis Riser Recliner – Charcoal only – Order Product Code: CLR24CCHA • Dual Motor riser recliner • Memory Foam Seat • Soft feel Chenille fabric RRP £1099 – Trade £459 – Offer Price £325 Only 5 available at this price Call Drive Medical on 01422 314488 or email info@drivemedical.co.uk

Powered/Wheelchair Cushions • 2 types of comfortable cushion with 1” layer Visco Foam • Wipe-clean, black vinyl cover with zip & non-slip base • Waterproof, Dartex cover, semi-vapor permeable & anti-fungaltreated fabric • 7 Sizes: from 16”x16” through to 20”x20” Get your ‘Cushy Deal’ Today!

Companion Stairlifts Referral Scheme Trial us – Receive 50% of the sale value on your first referral sale Straight Stairlifts only/new referrer that has not passed a lead in 12 months.

Contact Nicola Johns or Kate Harrison on 0800 019 7797 or 07825 846 734.

10% Discount Got Winter Sales Blues?

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

Special Offers: Basic 2” £17.50 for 1, £75 for 5, £140 for 10

Comfort 3” £19.99 for 1, £80 for 5, £150 for 10 Offer Valid until Friday 27 February 2015 or while stocks last!

0800 252 614 sales@electricmobility.co.uk electricmobility.co.uk

Up to 16% extra discount KYMCO Healthcare UK Ltd are offering up to 16% extra discount for selected combo deals on Powered Wheelchairs & scooters: K-ACTIV, VIVIO, Mini LS, Midi XLS, Maxi XLS, MAXER Call your Area Manager now!

Martin Garrett 07850 501634, Patrick Bevan 07803 000017, Keir French 07515 282647 www.kymcohealthcare.com

30 www.thiis.co.uk

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LIFE AFTER ACQUISITION – DISPELLING A FEW MYTHS Acquisitions are commonplace in our industry and while they can be an excellent path to accelerating growth they don’t come without challenges, as Beverly Lawrence, CEO of the Kirton Healthcare Group knows all too well.

In 2010 Kirton acquired fellow chair manufacturer A J Way, and nearly five years on Beverly tells us about life after acquisition.

Bev’s honest and candid account reveals the true challenges of integrating two geographically distanced factories, two sets of staff and two cultures.

Taking the plunge...

Beverly told us: “The Kirton business has traditionally experienced very organic growth and enjoyed a number of years as the UK’s leading manufacturer and supplier of specialist seating, having been the market pioneers developing the first ever British specialist seating model back in 1980. As with all good ideas, it wasn’t long before others joined us, and we had been used to some very healthy competition for a number of years when growing the business through acquisition became an option. It had to be the right string to add to our bow, of course, and A J Way, with its knowledge of seating and British manufacturing heritage, was a very natural fit.”

W

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

Breaking down barriers...

Bev says that although her team prepared for the transition period, no-one anticipated the length of time it would take to really change the embedded culture. “It has been five years but I now feel I can say with real confidence that we are all singing from the same hymn sheet and really working as a team.”

So what was the trigger? Was there one defining moment that made the whole thing

Beverly Lawrence with Woody

click? “It was a number of things” says Bev. “A major factor was the Management Buy Out that my fellow Directors and I completed in 2013, which saw us gain enormous insight and support from Private Equity Investors and new Chairman Mike Lord, all of whom have an excellent understanding of the acquisition process and its challenges. It is also down to the strength and determination of those within the business to accept change and overcome their fear of it.

No one likes change, but by demonstrating the positive impact it has had on the company we have succeeded in getting everyone focused on what is best for the business, and subsequently for individuals too.

“No changes have been “From the off we were met by made for change’s sake” concerns that everything would she added; “everything we have implemented has change; products, prices, service” been with good reason.

What has been wonderful is the cross-fertilization of ideas and in particular the adoption of new practices at each site that have been tried and tested at either our Suffolk or High Wycombe factory first. We are still learning from each other and finding our way in certain areas, but what the acquisition has done over the years is encourage a culture that embraces change and strives to do everything better, which is lovely to now see in full swing across all areas of the business. Everyone is working towards continuous improvement; making better chairs, getting them out to customers quicker, ensuring

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

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100% quality every time. All those things that any good business aims to do.”

Dispelling the Myths....

Not only did Bev and her team have to contend with internal issues post-acquisition but customers were left unsteady and anxious too.

Bev explains: “Retailers are at the very heart of the A J Way business and it was absolutely vital that the acquisition was accepted and embraced by them. From the off we were met by concerns that everything would change; products, prices, service. Understandably, customers were nervous, and that made me nervous! The reason A J Way was so attractive to us in the first place was its fantastic reputation within the market and I fully intended to maintain that status and honour the legacy that A J Way founders Caroline and Robin had placed under my protection.”

“I’ll be honest” she admitted, “that was a heavy weight to bear, but I could not have asked for more in terms of support from everyone around me. Our mission was clear from the outset: prove to customers that the A J Way values and practices would not be tampered with. In fact, demonstrate that they were no different to those of Kirton; quality, service and an ethical approach to everything we do – another good reason for the acquisition in the first place.”

Despite winning the approval of A J Way distributors through good old fashioned communication and customer service, Bev comments that there is still a need to challenge perceptions. “All too often A J Way is stigmatised for being ‘too expensive’, ‘too slow’ or ‘too inflexible’. This simply is not true, and it can be frustrating to hear when I know how much hard work has gone into improving our service since 2010.”

“Our lead times are shorter than ever” she points out – “24 hours in some cases – and prices have never been more competitive. In addition we are working hard to reduce costs, which we’ve achieved and demonstrated by holding prices for the second year in a row! One of our latest riser recliner models, for example, is only £475 trade and is available for next day delivery. In a market that is currently saturated by riser recliner chairs A J Way needs to stand out from the crowd more than ever, and I wholeheartedly believe we do. The reasons for

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

‘Solo’

doing business with A J Way back when it was founded in 1937 still stand. The company was the epitome of high quality British manufacture and customer service is always our main priority. Kirton’s acquisition has simply demanded a fresh way of thinking and a new, more dynamic way of doing things.

Yes, there have been changes, and yes, there is still more to be done, but everything has been developed with our customers’ needs at the forefront of each decision. This is something which resounds throughout the Kirton Group and A next day delivery I want customers to feel it as much as we all do.” service is a new We asked Bev how she would sum up the initiative acquisition experience and what she hopes to see over the next five years: “Despite the challenges we have all faced it has been an extremely rewarding five years. On a personal level, I have learnt a great deal, and as a business we really are ‘better together’! I want to continue taking positive steps to improve our service to customers, the ease of doing business with us, whether it is configuring product, “All too often A J Way is introducing simpler pricing stigmatised for being too structures or enabling more competitive pricing expensive, too slow or too in the congested midinflexible” market product segment, and work towards dispelling those myths so that everyone can benefit from the constructive developments that both Kirton and A J Way have experienced since 2010.”

For further information on Kirton visit www. kirton-healthcare.co.uk and to learn more about A J Way visit www.ajway.co.uk.

If you are interested in hearing about the new services from A J Way, including prices from £475 and next day delivery, call 01494 471821.

‘Duo’

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• compact, fits further under wheelchairs than competitor models • 2-year warranty • unsurpassed reliability and performance • quick to install and simple to detach • fits nearly all wheelchairs, even specialist models

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+44(0)1787 882244

The UK’s leading range of mobility products since 1985

22/10/2014 17:50

www.thiis.co.uk 33

BRAND AMBASSADOR FOR WALKING STICK SPECIALIST

Parkinson’s range expanded with trade partnerships Parkinson’s UK is the latest third sector organisation to strengthen its commercial offering with a wider range of ADL products and partnerships with suppliers for a number of larger items of equipment such as stairlifts.

The charity has just launched its second ever Everyday Living catalogue with 130 daily living aids as well as products specifically designed to help people with Parkinson’s.

For more information, contact Sue Mills on smills@parkinsons.org.uk or call 0207 963 3909.

Moving and Handling tops Naidex agenda i2i Events Group and the Disabled Living Foundation (DLF) have announced that the DLF Moving & Handling People conference will take place within Naidex National with a two-day conference on 29-30 April priced at £275.00.

Aimed at social care and health professionals, the conference offers support for those managing and providing hands on moving and handling support and care.

Ed Mylles, director of business development at DLF, said: “After 21 years of successful Moving & Handling People conferences in London, we wanted to launch the conference in another region. The London event will continue.”

The website for the show is at www. naidex.co.uk 34 www.thiis.co.uk

Walking stick specialist Classic Canes has appointed Natasha Baker MBE, double Paralympic gold medal winner and walking stick user as a brand ambassador.

Natasha became one of only 25 British Paralympians to be awarded an MBE by the Queen. For her podium appearances at the Olympics, Natasha chose a Classic Canes’ Union Flag print walking stick, commencing a relationship with the family-owned walking stick producer.

Classic Canes Managing Partner, Charlotte Gillan, told us: “Natasha is the perfect choice for Classic Canes: she shows that using a walking stick can be a glamorous fashion statement, whatever your age or occupation. Her high profile and her talent for co-ordinating her walking sticks with her outfits mean she will show off her wardrobe of Classic Canes sticks to their best possible advantage.”

To receive a trade catalogue call 01460 75686 or visit www.classiccanes.co.uk

Hearing gift for a Prince Prince Philip, who was recently spotted wearing two hearing aids, received a special Christmas present to improve the sound of Mobile Phone calls whilst wearing the Hearing Aids.

The new amplicomms M8000 Super Mobile Phone was sent by HearingDirect.com who have received word that the Prince is pleased with the Phone.

Calls can be up to 80 times louder than regular phones with a powerful vibrating alert, and a ringtone that can sound as loud as a road drill! For people with hearing or vision loss, the M8000 has a Voice Assisted Operating system, a large keypad and screen, and an emergency button.

For more information, call 07940 410 207 or email sales@amplicomms.com

THE LUXURY SCOOTER

THAT RIDES LIKE A CAR Introducing the luxurious, Class 3, Freerider FR1 steers and “ridesDrives, like a car, with looks you can take pride in ” ELEGANT HANDLING The height-adjustable, fixed tiller design gives car-like handling, while independent 4-wheel wishbone suspension makes for a smoother ride.

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

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

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

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

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

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

We reserve the right to change specifications without prior notice.

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

The question of supplier support for retailers In the final installment of the discussion that took place at Trade Days when a group of retailers got together to gives their views on the challenges and opportunities in the marketplace, we find out what they believe suppliers can do in the future to support them.

Jo Bonser of Healthcare Services explained the process that her business goes through to ensure that they are dealing with suppliers who will add value to their business. “Around three years ago, we had a close look at all our suppliers and graded them. Eventually, we ended up losing quite a few of them and concentrating our relationships on the suppliers we felt were happy to support our business and help us achieve the growth that we both wanted. The sort of things that we were looking for were suppliers who had their own team out on the road with whom we could do joint visits, which I always find works very well. We have the relationship with the customer and they have the product knowledge and so the two of us going in together creates good conversion rates.”

Jo added: “We also looked at the marketing materials that were available from them and the sort of back-up and training that they had. We looked at how we could optimize technology too with our suppliers to help us sell more and we found success with workshops, where we would invite customers for half a day to have a taster session. Getting suppliers to send their product specialists to help us with those is a great door

Jo Bonser told the audience that her company grades the suppliers to see which are the ones they want to do business with in the future

opener and will help us increase our sales.”

For Ailsa Reston of RKS, suppliers could really help grow sales by developing better looking products. “We find that some of our suppliers are really great at marketing support and some are mediocre and we are looking for more support in the future. We would really like the suppliers to think about the designs of some of the products they have. We get customers into the showroom who tells us that they just don’t like the look of some of the products we have. It’s clear that people “Around three years ago, we had really want things that both look good and are a close look at all our suppliers functional these days.” and graded them” Mike Williams of Ableworld is always looking for additional margin, but he was keen to stress that it shouldn’t be at the cost of quality. “I suppose that we are looking for value for money and that doesn’t mean cheap and nasty. We are looking for innovation and better packaging too along with forward planning. If you look at what is available now, compared to ten years ago, most things are packaged reasonably well and we are seeing more bar codes being used.

Ten years ago most people in our trade didn’t

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really understand about barcoding and so I think things have moved forward. The problem now is that sometimes suppliers overstretch themselves and you take on a range only to find that the supplier has run out of stock and you have empty pegs on the showroom shelves.”

Although he is keen to see products priced at a level that is affordable by more people, he has concerns about going too low. “I think that some suppliers have reduced prices too much, without thinking of the consequences. As a buyer I want the best price of course, but it doesn’t mean that you have to de-value a product. A few years ago we had problems with a chair supplier and the foam wasn’t right. Their solution was to add a zip so that we could take out the foam and replace it when it went wrong, rather than paying a little more to get foam that wouldn’t have to be replaced. Trying to go to down-market and too cheap isn’t what we are looking for. It has to be value for money but it has to have the quality too.”

Gary Wright of AJM Healthcare would like to see suppliers work harder to get the products more mainstream, but is also concerned about the thorny question of internet selling. “One of the things that suppliers can do to help is to look at how their products are sold and who they are

The retailer panel had a number of things that they would like to see suppliers doing to help support them in the marketplace.

prepared to supply to. For those of us who invest in showrooms and in personal demonstrations, it’s very difficult to compete sometimes when an internet savvy customer tells you that they can get the product for less online and asks you why they would pay an extra 15% or whatever it might be. We’ve also done work on our suppliers and one of the reasons we have grown our sales in the last couple of years is that we have taken.

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

21 years’ experience for Invacare

Freerider strengthen sales team Following a year of what the company describes as ‘substantial sales growth’, Freerider Luggie UK has strengthened its team with the arrival of two highly experienced sales professionals.

Paul Fisher has joined the management team as Sales Manager for the UK and Ireland.

Paul has 30 years of industry experience and will be responsible for the continued development of the brand along with managing the sales team.

The company has also welcomed Philip Needham to the team as Regional Account Manager covering the South East.

Paul can be (Main) Paul Fisher contacted on 07788 (right) pictured with Freerider Chairman 250681. Philip is Arthur Wang on 07788 203 108.

(Above) Philip Needham joins to The website for the cover the South East company is at www. freeridernetwork.com

Kevin North is the newest member to join Invacare’s Mobility sales team. Kevin has a wealth of sales and technical experience having been working within the industry over the last 21 years.

He started with Beard Bros back in 1993 working in their repair facility before moving into the retail side of the business selling a variety of mobility products. Kevin subsequently moved on to work for two other leading South East retailers developing his knowledge and experience along the way particularly in high end power chairs and specialist controls.

Kevin joins Invacare as Territory Manager for the South and can be contacted on mobile no. 07961 218109 or email knorth@ invacare.com

Mangar strengthens sales team in USA Mangar has appointed Sean Hegamyer, from Richmond, Virgina and Richard Peck from Pascoag, Rhode Island as Business Development Managers for the company in the USA. Sean and Richard have many years’ experience working with EMS professionals and have been recruited to introduce Mangar lifting cushions into fire and ambulance services.

Sean has been an EMS professional for 26 years, working as a nationally registered and critical care paramedic. Richard is a fourth generation fireman and has spent 14 years as a fire fighter EMT. Sales Director Roger Bereton said, “Sean and Richard are important new additions to the sales team. Interest from the US in the Camel and ELK lifting cushions is growing and we are keen to capitalise on the interest we’ve enjoyed to date.”

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

Innovation Office at Medilink Medilink has appointed a new Innovation Officer, becoming the third innovation appointment within a year. Tom Wright, takes up the new role as Innovation Officer working on the discovery and development of new products for Healthcare Technology organisations.

Tom, holds a BSc and an MA and has previously worked producing market research studies for a range of companies, including Healthcare, Engineering, Digital Tech, and Environmental business sectors. He also project managed a European Regional Development Fund business support programme in the North West, recruiting and then providing 200+ SMEs with business support. The website is at www.medilink.co.uk 40 www.thiis.co.uk

Contact us today on

01274 735041

We are your perfect partner for all Healthcare Product Logistics.

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

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

www.dlf-data.org.uk

Visit us at www.hdd-ltd.com

Follow us @HDDltd

Join us /HDDLtd

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

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

Reg Charity No. 290069

new to the team New Area Manager for Radcliffe Rehab Radcliffe Rehab has announced the appointment of Matthew Sanders as Area Manager for the South and West.

Matthew lives in Somerset and has an extensive employment history in the healthcare industry having worked for The Kirton Group, Ottobock and Ottobock Prosthetics.

Jonathan Horne, Managing Director of RRS Ltd told THIIS: “Matthew’s professional experience covers a wide variety of skills. His knowledge includes assessment in all aspects of postural and pressure care with vulnerable patients, recommendations of accurate seating to Occupational Therapists and Physiotherapists and the training of Occupational Therapists, Physiotherapists and Care Teams in postural care and pressure management. He has also had strategic involvement in product development and the design process of product portfolios.”

The company can be contacted on 01280 700256. The website is at www.radclifferehab.co.uk

Five more for Jiraffe Jiraffe, the sales and distribution division of Jenx Ltd, further strengthening its team with five new members. Sally Macdonald, a recent graduate from Sheffield Hallam University, joins as a Marketing Assistant. Nick Hall, a graduate from University of Sheffield, takes up the role as Customer Support Administrator.

Dan Thomas, joins as a CRM (Customer Relationship Management) Project Assistant.

Amy Gregory has become Trainee Financial Controller and James Meehan, has been appointed as Production Operative Clive Jenkins, Director at Jenx Ltd said: “We are delighted to have started 2015 with five new recruits, bringing the total of new faces to ten following growth in the last quarter of 2014.” The website for the business is at www.jiraffe.org.uk

News & views from the commercial team at DLF In 2012 DLF was awarded a grant to establish a new service Centra Group’s campaign working with their celebrity – a loan library to allow disabled and older people two spokesperson Ruth Langsford underlines this: “Our parents weeks’ free trial of a range of simple electronic aids. After don’t ask for our help because they don’t want to be seen as the initial launch period what everyone agrees to be a great a burden,” she is quoted as saying. Ruth talks about having idea has seen slower uptake than predicted. difficult conversations and finding it hard to know when and Typical borrowers are carers and relatives. We have found how to tackle them. Equally Carers UK & Tunstall’s report that two-thirds do buy the equipment they have tried and that ‘Potential for Change’ showed that while over 7 in 10 UK they had not had this product in mind before the trial. Telecare adults routinely turn to technology for banking, shopping devices can be hugely enabling and communications, only 3 in 10 are providing the users the peace of mind “Only 3 in 10 are embracing embracing health and care technology needed to remain in their own homes to help care for older and disabled health and care technology with all the benefits that flow from this. relatives.

An extended trial has the advantages So we need the technology, we need to help care for older and of time to bottom out the suitability of the end-to-end services that integrated disabled relatives” the device within the home and in the the technology and add the human different conditions that arise from day face. But above all we need a sustained to day. communications programme by care providers, suppliers and But all of this overlooks the biggest challenge for this government to demystify the technology and enable easy industry – not the technology but the psychology of the engagement by the audiences we are aiming to serve. potential users. Anxiety about technology, resistance to Contact the DLF frontline team on 020 7289 6111 or email change, feeling like the life changes are inevitable and not marketing@dlf.org.uk worth fighting are the real challenges.

42 www.thiis.co.uk

18th & 19th October 2015 / NEC Birmingham

Ellen, Blue Badge Company

Kim, Sidhil

Rebecca, Capatex

Angus, Happy Legs

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

Richard McGleenan, Managing Director, Drive Medical

Sarah, Helping Hand

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

Mark Diaj, Managing Director, Able2

David, Gordon Ellis

Mark, Able2

Elaine, Electric Mobility

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

Over 80% of the floor already booked!

Meet key decision makers wielding annual budgets of hundreds of millions of pounds Meeting spaces available for networking and in-depth discussions Choose from a packed programme of free business, sales and marketing seminars

Supported by:

Be a part of the success story for 2015! Contact Clare Johnson on 01962 736989 or c.johnson@closerstillmedia.com for more information on exhibiting at Trade Days 2015

Brand with attitude tackles issues head on Starting up any new business takes courage, but starting up a business that pushes the boundries takes even more.

A company selling t-shirts might not, on the face of it, appear as the riskiest thing to do, but it’s the issues that the products deal with that adds a certain ‘edge’.

Matthew Emo is a former IT college lecturer and wheelchair user who has Cerebral Palsy. His new clothing brand is called Devilishly Disabled, selling a range of what he describes as ‘humorous t-shirts aimed at empowering those with a disability’.

Matt told us: “The brand is risky; it deals with the everyday difficulties faced by those managing with disabilities. It is about spreading a message of inclusion and removing barriers. It’s about allowing a disabled person to be seen in a pub, club or out shopping and being able to say ‘hey

this guy/girl clearly has a sense of humour, I’m going to talk to them’.”

He added: “We tackle difficulties and reservations head on. We know with some that will make us unpopular, that to some our brand will be deemed derogatory.”

Matthew told us that he is interested in talking trade contacts who might like to add his range of very different and unique products to their range.

For more information about Devilishly Disabled see www.devilishlydisabled.co.uk To read the full story of how Matthew started the business and more about the background to the concept, go to the THIIS website and search for ‘Brand with attitude’.

New retail range from Adjustamatic Adjustable bed specialist Adjustamatic has launched a range of products into the retail market.

Irving Milsom, Managing Director of Adjustamatic explained: “Our first product focus is going to be on a range of four healthcare mattresses that are made up of models with various layers and densities of medical foam. They have been designed with the help of Sammy Margo, who is a physiotherapist, the chief spokesperson for the Chartered Society of Physiotherapy, and the author of the Good Sleep Guide.”

The new mattress range encompasses four styles and specifications; Standard Health, Latent Health, AirSoft Health and Latex Health. There is a 10-year guarantee on all products.

Irving added: “It’s therefore a logical step for the business to explore new avenues and we are looking forward to working closely with new retail partners.”

Adjustamatic are part of the NHC Group, who have been producing therapy products for over 50 years. These products are used in over 30 NHS specialist centres, and Adjustamatic Cyclo-Therapy is now used at all NHS spinal injury units across the UK. For more information visit the website at www.adjustamatic-healthcare.co.uk

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

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

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

Cosyfeet offers a one width fitting which means less complication.

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

Cosyfeet customers ask for our product by name.

Cosyfeet offers impressive stockist support.

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

44 www.thiis.co.uk

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

>>Visit our website: www.sidhil.com

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

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

SOS phone from amplicomms

Latest pressure care product from Park House Healthcare

The new M8000 Super Mobile Phone has an Emergency Button, a Voice Assisted Operating system with a large keypad and screen, and is very, very loud.

The SOS button at the rear will help in an emergency, dialling up to 5 pre-selected numbers until somebody answers, as well as 3 quick dial buttons for frequently used numbers.

Call 079 4041 0207

According to Park House Healthcare, the Gel-Kool product range demonstrates the latest innovation in pressure area care, which combines gel infused visco-elastic foam with a sodium hypochlorite resistant cover. The range consists of Gel-Kool / Gel-Kool +high specification foam mattresses and a Gel-Kool Cushion to provide a 24/7 solution.

Call 0845 0600 333. The website is at www.parkhouse-hc.com

Upgrades for SCA products SCA’s TENA Pants Normal, has undergone a recent upgrade. Dermatologically tested, the new design incorporates a special balance of super-absorbent materials and has 20% thinner materials and body-close fit. The softer surface is 7% drier, designed to maintain skin health and the double leakage barriers and “cup-shaped” core deliver even higher security. They are available in smaller pack sizes, for increased storage space for customers.

SCA has also upgraded its TENA Skincare and Cleansing range.

Products now feature improved packaging and formulations to better support customers with ease of product identification and more effective use. The range also features improved dispenser designs For more information email hcmarketing@sca.com

46 www.thiis.co.uk

Total width: Total length: Seat width: Seat height: Armrest height: Wheelbase: Ground clearance: Maximum speed: Powered by: Total weight: User weight:

65 cm 146 cm 48½ cm 48 - 58 cm 24 - 30 cm 97 cm 13 cm 8 mph 2x 75Ah & 8Ah charger 127 kg Max. 175 kg

‘Refined, Comfortable, Reliable’ All you need in a scooter

Van Os Medical UK Excel House | Ashbrooke Park | Sherburn in Elmet | North Yorkshire, England | LS25 6PJ Tel.+44 (0) 1977 681 400 | sales@vanosmedical.com

www.vanosmedical.com

new on the market New walking stick options Classic Canes has introduced a number of new additions to the range. One features a striking, all-over tartan pattern. There also a neat and elegant folding cane with a petite handle suitable for smaller hands. The pattern features a chic black, cream and red small check design.

The new Shock-absorber cane has a shaped handle that spreads the user’s weight across the palm of the hand, making it comfortable to use for extended periods of time. The visible shock absorber mechanism reduces the ‘jarring’ caused to the wrist and elbow joints each time the cane makes contact with the ground.

There is also a very smart stick for the stylish walking stick user. The acrylic handle contains an upmarket leopard print fabric panel, which coordinates well with the high quality, tapered beech shaft and a new range has what the company describes as a ‘cheery pattern harking back to popular mid-century design motifs’. The plastic derby handle is coated with a textured finish in a burnished gold colour that complements the rich chocolate, caramel and golden hues of the patterned aluminium shaft.

Feet checker that could save a life

Two way communications for personal alarm

Solesee has launched a discrete, portable and easy to use mirror system that the company says could save lives.

The product is designed for customers who suffer from diabetes and whose feet are classed as ‘high risk’. For people with diabetes, there are 100 amputations a week in England alone and diabetics are 30 times more likely to have an amputation than any other patient group.

Solesee is the brainchild of Lisa Preston who has fitted specialist footwear to people with poor foot health. She says: “On a daily basis I see people who need to be inspecting the underneath of their feet every day, but just cannot easily do so.”

For more information about Solesee, call 07776 194847 or visit the website at www.solesee.com

Two new products are taking GPS and two way communications to new levels in personal safety. ‘Lola’ is a small device which can be worn as a pendant or with a wrist strap. It is a GPS tracking device which works over the AGPS (Advanced GPS system) and the GSM network.

If the wearer finds themselves lost, with the unit having the facility of two way communications, they can press the alarm button on the Lola and a person will answer and ask what assistance they need.

The ‘S-911 Bracelet Locator’ has been designed for people who have problems with memory or vision. On the watch face there are 6 buttons to press with icons for home, doctor, nurse, emergency, SOS and communication. Call 020 8819 4425 or visit the website at www.chrystellatech.uk

48 www.thiis.co.uk

New to

Quantum® Elbow Supports

Swing away elbow stops offer optimal positioning and comfort.

Foot Boxes

Laterals

Perfect comfort and positioning, available in three sizes.

Useful for body positioning, and simply interfaced.

Q6 Edge with Stealth Products®

Tablet Holder

Tablet mount for hardware from 8”-10.5” in height.

i-Drive Head Array

Fully adjustable, advanced drive system and

* images used for illustration purposes only

Tel: 01869 324600 Email: sales@quantumrehab.co.uk Web: www.quantumrehab.co.uk

A FIRST FOR TERRY LIFTS Terry Lifts has announced that it is the first and only company independently certificated to the British Standard 5900:2012 and the EU Machinery Directive for a lift travel above 3 metres covering ‘Through the floor fully enclosed Home Lifts’.

According to the company, following rigorous testing by Independent Notified Body, Bureau Veritas, it has been awarded a certificate of compliance for the new British Standard BS5900:2012 for Lifestyle lifts.

Sales and Marketing Director, John McSweeney says: “The safety of the users of our products has always been at the forefront of our design and manufacturing processes at Terry Lifts, so we are proud to be leading the way yet again when it comes to industry standards in the UK for domestic lift products.”

The Lifestyle Home Lift has a small footprint and can carry two people with a 250kg capacity.

It can be fitted into a corner or against the wall and no lift shaft is required so installation is easy and straight forward with minimal building work.

For more information, call 0800 247 1229.

Two promotions at growing business Hospital Aids and Spectrum Healthcare (UK) Ltd has announced two promotions Fiona Garlick has been appointed to the newly created role of Office Manager as the result of the growth of the businesses and the increase in staff numbers over the last three years. Fiona started work as a clerical assistant for Spectrum in August 2009.

Michelle Williams has been appointed to another newly created role of Marketing Manager. Michelle started work as a sewing machine operative in July 2010, before making the move to marketing assistant in November 2011.

Stephen Clark, Sales & Marketing Director told us: “Both Fiona and Michelle are an integral part of our future and represent our next generation of management required to oversee the continuing growth, particularly into international markets”.

The website for Spectrum is at www.spectrumhealthcare.co.uk

50 www.thiis.co.uk

Improved knee clearance Up to 40mm extra knee clearance helps you help more clients.

Easy to fit Current reports suggest an average timesaving of up to 25 minutes install time† meaning less time on site and reduced disruption for your clients.

IL A BL E N

AVAIL AB LE AV

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Style seat and 2000 curved system Trade Partner Support 0844 225 3121 | www.handicare.co.uk compared to a Handicare Smart Seat when used with the 2000 Series

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Choice of neutral colours Seats will blend with most décors.

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INCREASED DISTRIBUTION REPORTED AFTER SUCCESSFUL LAUNCH In the January issue of the magazine, we used a picture of a very happy looking team from Easy Move Sheets.

It’s not surprising the team looked so happy as they have announced more high profile distributors following the successful launch of their new Secure Sit and Slide Sheet at last Autumn’s Trade Days Show.

Design Director Jane Allen told us: “Since Trade Days we have had many enquiries about this unique range of fitted sheets that aid mobility in bed. Our products are now, or are soon to be available through Choice Shops - the retail arm of the Sue Ryder Charity, Cooperative Independent Living, Parkinson’s Society and Mail Order Catalogue House of Bath – part of JD Williams group, as well as existing drop ship arrangements with NRS, Medequip and many local authorities.”

“We had a brilliant year last year with the Emsec brand making a real impact” Jane added.

“We are looking forward to another successful year here in the UK and in export markets.”

The company says that the Emsec range of fitted sheets are simple to use and give immediate help to anyone living independently who has difficulty turning, sliding or repositioning in bed.

For more details, call 01380 739234/789. The website is at www.easymvovesheets.com

No wonder the team were looking so happy at Trade Days. The company picked up some high profile new distributors

52 www.thiis.co.uk

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TES T E SH

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

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

* The Flexx is now crash tested.

CR

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

A S H T ES

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

For further details please call 0845 630 3436

A

HD Version Now Available

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CLINGING ONTO A LITTLE PIECE OF CHRISTMAS We might be hurtling towards springtime, but here’s an item about a Xmas promotion that came into us too late for the first issue of the year…

The Mobility Aids Centre in Peterborough received a special request from radio station Bob FM as part of their Christmas Wish Campaign.

The radio station had received a request to help out a family who needed an easily folding wheelchair. Secretly nominated by a friend, that’s where The Mobility Aids Centre sprang into action. They established the right wheelchair and agreed to provide a Convaid Clipper.

The surprise was sprung when the presenters visited the family to discuss their Christmas Wish unaware that the company was sat outside ready to deliver the chair and make the wish come true.

Steve Perry from Mobility Aids Centre delivered the Christmas Wish. He said: “As you would expect Mum was overwhelmed and a few tears were shed but the Clipper will really make a big difference to the family”.

The Mobility Aids website is at www.themobilityaidscentre.co.uk

Do the right thing If you’re looking for assistive technology, finding a BHTA member is the first step.

They’ve got the right expertise to give you the right advice to find the right product.

All BHTA members sign up to our Code of Practice, overseen by the Trading Standards Institute. This shows their commitment to high levels of customer care that go above and beyond their legal obligations, giving customers confidence.

BHTA members follow strict guidelines on customer care and won’t sell anything that doesn’t meet customers’ needs. When buying an assistive technology product, always look for the BHTA/TSI logos.

Find a member near you at...

54 www.thiis.co.uk

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

10,667 +

Public

Trade

Healthcare professionals

31%

27%

35%

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

unique people visited Naidex in 2014

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

6,263 Bathing, showering & toilets

5,304 Wheelchairs, scooters and buggies

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

2,432

2,801 Moving & handling

Positioning, standing & walking

EXHIBIT AT NAIDEX 2015

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

Chairs & chair accessories

BROUGHT TO YOU BY

training diary

Doing any training?

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

FEBRUARY 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. February 3rd & 4th – Block 2: Technical. February 17th & 18th – Block 3: Clinical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday February 4th 2015 Ilminster. FOC including Lunch.

Global Training by Silvalea – Amputee Sling Solutions - 11th Feb.

Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions - 12th Feb. Interactive Online Training. FOC. Prism Medical UK - One Day Product Awareness Course – 12th Feb 2015 - Grange Moor, Wakefield - FOC Global Training by Silvalea – Complex Sling Solutions 1 - 17th Feb. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2 - 18th Feb. Interactive Online Training. FOC.

MARCH 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. March 4th & 5th – Block 1: Mechanical. March 10th & 11th – Block 3: Clinical. March 24th & 25th – Block 2: Technical. City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 5th March 2015 - Free of charge Peterborough, JCM Head Office Global Training by Silvalea – Manual Handling Products - 10th

March. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions - 12th March. Interactive Online Training. FOC. Sunrise Medical - in conjunction with National Spinal Injuries Unit, Posture, Seating and Wheelchair Skills Course - Friday 13th and Saturday 14th March 2015 - £150, Midlands Centre for Spinal Injuries, Oswestry, Shropshire.

Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday March 25th 2015 Ilminster. FOC including Lunch.

APRIL 2015 JCM Seating Solutions Ltd - Technical Training – April 2nd April 2015 – Peterborough - FOC R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. April 1st & 2nd – Block 1: Mechanical, April 15th & 16th – Block 2: Technical, April 29th & 30th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational

Therapists. Halesowen. £185 +VAT per Block Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Clinicians (CSEA) - Wednesday 22nd April 2015 – West Midlands – FOC to Sunrise Medical Account Holders Sunrise Medical Limited - The JAY Portfolio - a Clinical Perspective (CJAY) - Thursday 23rd April 2015 – West Midlands – FOC to Sunrise Medical Account Holders

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

Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – 13th May 2015 – FOC including lunch - Ilminster.

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

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

56 www.thiis.co.uk

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

T h e

P r e s t i g e

C o l l e c t i o n

Do you need your chair quickly?

It could be made and delivered to you within days!

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

Ask your Prestige by Primacare Dealer for full details.

by primacare

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

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

training diary Quantum - Powerchair training programme - Thursday 14th May 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Quantum training. This will be returned to you once the specific training has been attended.

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

training has been attended.

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

JCM Seating Solutions Ltd - Technical Training - 21st May 2015 Free of charge - Peterborough, JCM Head Office.

CONTACTS FOR BOOKINGS BES Rehab - Contact marketing@bescorporate.net

quantumrehab.co.uk

BHTA - Call 0207 702 2141 or email nigel.woods@bhta.com

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

Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Prism Medical – Call Colin Williams on 0844 980 2260 or email: traininginfo@prismmedical.co.uk Sunrise Medical – Laura Payne on 01384 421 538, email laura. payne@sunmed.co.uk, or visit www.SunriseMedical.co.uk/ STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@ silvalea-globaltraining.com or visit www.trainingbysilvalea.com.

Quantum Rehab – Call Hayley 01869 324600 or email sales@

R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@electricmobility.co.uk Disabled Living – Call 0161 607 8200 or email training@ disabledliving.co.uk. Visit http://www.disabledliving.co.uk/ Training/Events---Courses Kirton Healthcare – Email: lizgatt@kirtonhealthcare.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk

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

erapist h T l a n io t a p 3,000+ Occu

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

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

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

jobs on offer Internal Mobility Engineer – Essex CareCo UK Ltd are seeking a confident internal engineer with mobility scooter, rise recliner, power chair and wheelchair knowledge to head up our team and aid our sales department in the wide range of products we sell to the health and care market.

Area Sales Manager South of England Due to imminent retirement we have an exciting opportunity for an enthusiastic professional who is fully experienced in installed product sales, typically Through Floor Lifts, Steplifts and Vertical Platform Lifts.

Reporting to the National Sales Manager, the successful candidate will be responsible for all product sales into the Local Authority and commercial client base.

An essential requirement of the role is the ability to develop long term relationships in the sales area. You will be expected to provide a full sales service to clients from initial contact and advice, through to survey and quotation stage.

A proven track record of reliability and sales success is essential along with a thorough understanding of the Local Authority and commercial markets.

You will need to be a resident in the South of England, be an excellent communicator and have high standards in numeracy and IT skills.

You will report directly to the sales manager and work closely with our existing sales team. The internal mobility engineer is the first line contact, responding to existing customer requirements, dealing with products faults, arranging service call outs and warranty claims to be made, as well as seeking new opportunities for the company.

Duties include: • Calling customers with queries • Technically specifying against customer issues • Internal support for current sales team • Handling warranty and technical calls from existing customers • General customer service duties • Dealing with warranty issues and returns with suppliers Applicants should have experience in the mobility environment and appropriate technical knowledge, you will need to demonstrate a positive and proactive approach, be computer literate with an excellent telephone manner.

The role is based in Brentwood, Essex.

Interested parties should send a CV with covering letter to hr@careco.co.uk

A competitive package including a company car, commission and benefits.

In the first instance please send a covering letter and current CV to theresa.dommett@wessexlifts.co.uk

Clinical Seating Specialist/Engineer Therapist or Trainee – Consolor Due to our continued expansion, Consolor is looking to recruit a Clinical Seating Specialist, location can be negotiable.

Consolor is an innovative, forward thinking and exciting company, committed to the assessment, manufacture and provision of specialist seating and mobility products and services to wheelchair services and private clients across the UK. As a key member of the multidisciplinary team, you will be required to play an active role in the prescription of custom-made and ‘off the shelf’ seating products, which are appropriate to meet the specific needs of the client.

Ideally, the successful candidate should hold a degree or HNC/HND in a relevant subject and have proven knowledge and experience within the healthcare industry.

Alternatively, applicants who are able to demonstrate specific and relevant experience within mobility, seating and positioning will be considered.

Full training on Consolor’s approach and products will be provided and will be designed and tailored to the successful applicant’s experience.

You must have a sympathetic approach to clients and be able to work as part of a multidisciplinary team in a clinical setting. You will be highly motivated and dynamic with excellent communication skills and be able to work to your own initiative, in order to complement our already established and successful team within Consolor.

If you are ready for a new challenge and would like to discuss the role further, then please contact Kieran on 07890 577831.

To apply for the role, send your CV and a covering letter to kieran@consolor.co.uk

careco.co.uk

AREA SALES REPRESENTATIVE QBITUS PRODUCTS LIMITED Area sales representative required for essentially Southern Region but occasionally nationwide Competitive Salary based on experience and performance bonus.

Qbitus Products are a UK’S leading supplier to the NHS of pressure care products, founded more than 30 years ago the business has built up a formidable reputation for the quality of its products and customer service.

We are looking for and energetic and well connected sales person to join our team.

The candidate we are looking for will have experience, sector contacts and a sound knowledge of the industry along with excellent communication and presentation skills. They will be responsible for making their own appointments, managing their diary and compiling reports for the CEO. A competitive salary, fully expensed company car, mobile phone, laptop and subsistence expenses.

To apply please forward your details including CV to Andrea Levy, Manager at andrea@qbitus.co.uk

Director of Quantum Following the acquisition of Stealth Products in the USA Quantum is looking to acquire a Director to oversee the running of this growing and developing team.

As an experienced Sales/Business Development/Commercial professional you will have a proven track record and knowledge of the high end prescriptive power chair industry.

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Attention to detail and accuracy – able to follow verbal and written instruction from others in relation to the role.

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Possession of good verbal and written communication skills, excellent PC skills – Word and Excel essential, experience with electronic documentation control systems advantageous.

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Ability to accept responsibility and be pro-active within defined limits.

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Enthusiastic, positive individual driven to meet targets and standards with a high level of self- integrity and ethical conduct.

Reporting to the Managing Director the Quantum Director will have full autonomy for the day-to-day running of the External Quantum team, with full operational profit and loss responsibility.

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Specialist knowledge & experience of the power chair industry.

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Knowledge and understanding of ISO 9001.

Your primary responsibilities will include:

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New product launches & commercial supply chain mapping as well as representing the firm at various events / exhibitions.

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Maintaining client relationships and presenting the company to new clients tracking potential project opportunities and potential clients.

You will be able to demonstrate examples of implementing new strategies / innovations in a commercial sales process and have delivered on previous expectations successfully within previous and current roles.

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Ability to apply technical knowledge and understanding to making appropriate and timely risk based decisions.

Able to demonstrate good planning and organisation skills.

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Identifying potential projects through diverse sources.

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Preparation of tender submittals and comprehensive technical proposals for both public and private clients.

The ideal candidate will be able to have a track record of business wins within the Power chair industry that can be presented at interview stage. Applicants should e-mail their CV accompanied by a letter to the following: Tracy@pride-mobility.co.uk Closing date for all applications is Wednesday 18th February 2015.

EXHIBITION & EVENT GUIDE March 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry - Call 0161 607 8230/8223 or email info@disabledliving.co.uk March 25-26 2015 – The Care Show –Bournemouth. www.careshow.co.uk March 30 – April 1 2015 – Medtrade Spring - Las Vegas - www.medtrade.com April 22-23 2015 – Care & Mobility – Dublin www.careandmobility.ie April 28-30 2015 - Naidex National – NEC – www.naidex.co.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www.mobilityroadshow.co.uk September 17th 2015 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 October 14-17 2015 – Rehacare – Dusseldorf – www.rehacare.com October 18-19 2015 – Trade Days – NEC – www.tradedays.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 19th 2015 - Kidz Up North – Manchester - www.kidzupnorth.co.uk November 16-19 2015 – Medica – Dusseldorf. www.medica.de November 25-16 2015 – The OT Show, NEC. www.otshow.co.uk November 3-4 2015 – The Care Show – NEC. www.careshow.co.uk

New distribution agreement for antislip supplier The Isagi StayPut range of products is now being sold by Able2.

The agreement capped what the company described as ‘a memorable year in 2014 for the business which was crowned Innovative Business of the Year at a Buckinghamshire Business Awards. The company also attracted high-profile coverage for its calls to increase awareness over safety standards for non-slip bath and shower mats and its non-slip trays earned praise from its local MP. Isagi Managing Director Andrew Guilbert. said: “Our products have generally been very

well-received. Our aim is now to push on and get even more customers to see why the StayPut range is so good and innovative. We believe Able2 will be able to do just that for us.”

Isagi’s products include an antimicrobial anti slip bath and shower mats conforming to BS8445:2012 Level 1; StayPut performance PER non-slip fabric for daily living; and Anti-slip trays which are anti-slip on both sides.

For more information, visit the website at www. isagi.co.uk

RETAILER ACQUISITION FOR PRISM MEDICAL Prism Medical UK has announced the acquisition of The Mobility Equipment Company (TMEC).

Hinckley based TMEC supplies of a range of mobility equipment throughout the Midlands and also provides installation, service and repair solutions to an expanding customer base.

The company says that the acquisition cements Prism’s position as a rapidly growing organisation and follows April’s Management Buyout and September’s purchase of moving and handling training specialist HME Ltd. Adding TMEC to the Prism Group is expected to increase turnover by approximately £4m million in 2015.

Stuart Meldrum, Chief Executive Officer at Prism Medical UK

said: “When the opportunity to acquire TMEC arose, we felt the opportunity was too good to miss. With a Stuart Meldrum, company structure and culture in CEO of Prism many ways similar to Prism, I am Medical convinced bringing TMEC into our business will add further momentum to achieving our strategic goals. For the foreseeable future, TMEC will continue to operate as before with added support from Prism’s resources to make them even more successful.”

The Prism website is at www.prismmedical.co.uk

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