Thiis jan 14

ISSUE 184 • JANUARY 2014

THE HOMECARE INDUSTRY INFORMATION SERVICE

Fresh training approach from retailer The Leckey story New OT show off to impressive start

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201 1

contents New OT Show impresses........... 6 Xmas innovations..................... 12

From the Editor

201 1

Turnover target for new factory.17 Export markets for 2014........... 20 Wet room addition.................... 22 Stylish scooter.......................... 26 Getting clarity on LOLER.......... 30

And so here we are again – at the start of a new year. Whether you have been working in the marketplace for a good few years, or you have just joined, the chances are that you are trying to get your head around a variety of changes that are taking place on what seems with ever-increasing frequency.

Latest franchisee opens ........... 34

In the latter part of last year we saw the news that GP’s are to become personally accountable for over 75’s. The plan is to give the millions of elderly people a dedicated GP personally accountable for their care around the clock.

Now, it might not work out exactly like that and maybe it’s unlikely that your local GP will be taking a personal interest in every single person over the age of 75 for their ongoing and sometimes complex care needs, but it might result in the emergence of a new type of professional contact that companies of any size will need to get to know.

Will we see Case Managers have that responsibility in the same way as professionals with that title have in other countries?

In the Points of View section we have a fascinating item that mentions another possibility - Care co-coordinators – it’s well worth a read if you want a few pointers towards the future.

Whatever happens, the GP move will be just one of a whole host of changes that I would imagine we’ll see during the next twelve months in our marketplace. If nothing else, we are working in a pretty fast moving sector right now.

Here’s to an exciting and rewarding 2014!

Sure about future success ....... 52

Retailer training approach ........ 38 Dublin date for show ................ 44 Leckey – 30 years on ............... 46

Products on show.................... 56 Points of view........................... 66

on the front The Leckey story – 30 years on.

See page 46 for details.

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

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

David N Russell AD4

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

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WHY ARE SO MANY DEALERS SWITCHING INSURANCE & FINANCE TO FIRST SENIOR?

Find out why on page 11 & 15

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JCM Seating acquired by Sunrise Medical Sunrise Medical has announced the acquisition of JCM Seating, the designer and manufacturer of tailor-made specialist seating support systems.

Thomas Rossnagel, CEO Sunrise Medical said: “Growth and development into the Seating and Positioning market continues to be a fundamental part of our global development plan and seeking out a viable partner that not only has a product suite that complements our own but also shares the same core values and ethos has been no easy feat, which is why it is so exciting to welcome JCM to our group.”

He added: “The acquisition of JCM Seating represents the continued investment and support we have from our business sponsors Equistone Partners Europe. JCM Seating will play a vital role in Sunrise Medical’s strategy of expanding further into the paediatric and seating market. As the market place becomes more challenging it is ever more critical to improve our service and make business easier for our customers. With JCM on board, we have an exciting opportunity to offer our customers a fully blended seating and mobility solution.”

According to the company, the importance of offering customers easy business and a complete solution from mobility right through to seating is at the heart of this acquisition.

Jim Barratt, Vice President Commercial Operations explained: “With a broad range of

market leading mobility bases under the Quickie & Zippie brands, we will be able to offer a great platform to integrate JCM seat systems and offer our customers a one stop seating & mobility solution.”

He added: “I am very excited as to what the future brings, JCM has a strong and dedicated team of people headed up by an excellent management team who will continue to run the business with the new support, resource and experience we have at “Seeking out a viable partner our disposal. In time we will start to work more that not only has a product closely together on future suite that complements product developments our own but also shares and in doing so I’m sure the same core values we both have a lot to learn and ethos has been from each other’s wealth of no easy feat” experience in the seating and positioning business.

However aside from new product development and the obvious product cross-over opportunities there are no future plans to change the day to day management JCM. For JCM customers it’s business as usual.”

The JCM website is at www.jcmseating.co.uk

New world-wide readership for THIIS A few months ago THIIS magazine became available online using a page reader system. It means that many more people can access the magazine and not just from the UK either. Figures show that over 20% of all the new readers are located outside the UK, with Australia, USA, Canada, many European countries and even

The page reader system is easy to use with links to advertiser’s websites

4

January 2014

China being represented.

All advertising in the magazine has website links with the online version, opening up new opportunities for companies looking to ‘widen the net’.

After just a few months, the magazine is getting over 500 new readers for each issue and this figure is expected to grow throughout 2014.

If you have other members in your team who do not get to see the magazine right now, then “20% of all the new readers are the online version is an located outside the UK, with easy way for them to keep Australia, USA, Canada, many in touch and up to date European countries and even China with what’s happening in being represented” the marketplace.

To read the magazine online just visit the website and click on the front page of the magazine which appears near the bottom of the page. Our other magazine, AT Today is also available through the same system too.

The website is at www.thiis.co.uk

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New OT show off to impressive start It’s been a while since the opening day of a new event was met with a good deal of interest, intrigue and even excitement from the exhibitors, but that’s what happened a couple of weeks ago when the first OT Show launched at the NEC. When the show was first announced by organisers Closer Still, it’s probably fair to say that there was quite a lot of skepticism.

The companies being approached to exhibit wondered whether OTs would turn out in numbers to another event. As with many launch events, it had a slow start in terms of getting companies committed onto the exhibition floor, but, gradually, the momentum started building and the registration numbers started climbing.

When the show eventually opened, there were 160+ exhibitors. But, of course, that means nothing if the visitor audience doesn’t turn up.

In this case, they did and did so in impressive numbers.

According to the organisers, almost 2,775 independent and NHS OT professionals visited, making it the UK’s largest event for the profession in its first year.

While the visitor numbers were notable for a launch event of this kind, what was really surprising, were the number of OTs who stayed for the two days and how the show remained busy all day. In fact, on the first day, when the final educational seminars took place at 4.45pm in four theatres holding audiences of up to 100, each one was either very well attended or completely full.

In fact, the show certified more than 6,950 hours of free CPD education over the two-days making the event one of the largest providers of

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January 2014

Liam Braddell, Theraposture Sales Director (left) and Peter Wicks, Theraposture Assessor with the new, fully modular Mascot Mk2 care cot at the new OT Show.

live accredited CPD education in the UK. Shadow Minister for Disabled People Kate Green was one of the speakers. She called for OTs to play a greater role in ATOS assessments (disability assessments on behalf of the Department for Work and Pensions). “Over 70% “According to the organisers, almost of ATOS assessors are 2,775 independent and NHS OT physiotherapists or nurses. professionals visited, making it the But surely if the point is UK’s largest event for the profession to assess fitness to work, there’s a need for specialist in its first year” OT input.”

She added: “The understanding OTs can bring will be crucial to creating a system that prepares people for the circumstances they face in the workplace that recognises how they might need to manage a health condition, what support and adaptations might be needed.”

The result was a show “The event had been organised that very few people extremely well and very much with had anything other than the exhibitors in mind” positive comments about.

Emma Alder, an OT at Outlook Care in Essex summed up the feelings of most delegates, saying: “It makes me feel proud that we finally have a show celebrating our profession.”

Independent OT Larissa Tonkin said the OT Show has given a timely boost for the profession: All smiles as OTs turned

in impressive numbers for the new show

www.thiis.co.uk

E-mail: info@thiis.co.uk

AT LAST...

AN EVENT DEDICATED FOR THE TRADE The Trade Days Show takes place at the NEC, Birmingham on 5th & 6th October 2014 Trade Days is the UK’s first trade only, business to business event for retailers, manufacturers, suppliers and importers of specialist equipment in the rehabilitation, independent living, mobility, assistive technology and associated specialist sectors. It runs on a Sunday and Monday making it as easy as possible for small business owners to attend with minimum business disruption.

This is an ideal chance for the whole industry to discuss business ideas and opportunities that we do not always have time to do at other shows.

From the organisers of The OT Show, successfully launched this November, with over 2000 OT’s in attendance and 170 trade suppliers on the exhibition floor.

Matt Major, Sales Manager – Europe, MK Battery International

A couple of days where we can discuss confidential issues and spend more time in detailed discussions is just what we need right now.

Alastair Gibbs, Managing Director TPG DisableAids Ltd

www.tradedays.co.uk Supported by:

Those interested in knowing more about the event should contact Clare Johnson:

01962 736989 c.johnson@closerstillmedia.com

“It is the most brilliantly conceived and best organised event, I’ve ever been to. The word will spread and this show will become more and more popular with OTs and the most important event for the profession.”

The exhibitors were happy too.

One of the exhibitors who felt it was time well spent was Liam Braddell, Sales Director at Theraposture. He said: “The event had been organised extremely well and very much with the exhibitors in mind, which is refreshing for a ‘conference’ based exhibition. The attendance seemed healthy and our stand experienced high levels of footfall with OTs enquiring about our fully modular Mascot cot and Rotoflex rotational bed.”

He added: “Engaging face-to-face with healthcare professionals is always so important for us so we can listen, understand and resolve many of the current challenges faced by OTs in relation to assisted care cots and beds. During the two days we spoke to OT’s from all parts of the UK, many of which were focussed on finding solutions to specific requirements that have led to appointments booked. We managed to give away 400 tape measures to the delegates who also consumed eight tins (or should it be tons) of quality street sweets. We have booked for 2014 already and look forward to seeing the event continue to grow in popularity.”

Martin Tierney, Director of Seating Matters reported a positive experience too, saying: “Martina Tierney spoke at the show to a packed audience. Over 350 people were there to hear her talk about the new research results that we’ve launched. The show was well run, interest in our

8

January 2014

The educational content was the main reason for attendance and the theatres were very busy, all day.

clinical research was strong and we’ll be back next year.”

And Andrew King, Sales Manager for Etac said: “Having booked to attend the show very ‘late in the day’ we were delighted with the outcome. The visitors all seemed prepared to spend time discussing our products and services in “The show was well run, interest in detail. Those that I asked our clinical research was strong and commented that the we’ll be back next year” content of the seminars was good and that they thought it had been a valuable experience. I feel that that not only did we meet a good quality of visitor, but that the quantity we spent time with was pleasing. It has provided us with good opportunities to follow up with OTs from a wide geographical spread in England and Wales and we “Not only did we meet a good quality have provisionally booked of visitor, but that the quantity we our space at next year’s spent time with was pleasing” event.”

According to the organisers, more than 105% of the exhibition space has already been booked for the 2014 event which returns to the NEC on November 26th & 27th.

One of the ways to gauge reaction is to take a look at the social media content and the ‘twittersphere’ is a good barometer of what people think. The Twitter feed for the show carries some very positive comments from the OT visitor audience with tweets such as “So glad I went “More than 105% of the exhibition to @TheOTShow2013 space has already been booked for it’s reignited my the 2014 event” passion and love for my profession”, “Enjoying @TheOTShow2013 wishing I was here again tomorrow”, “Thank You! It is definitely a success”, “Busy floors, busy theatres, busy show” and “Fantastic OT show at the NEC.” The dates for next year’s show are November 26-27. If you visit the website and select the event’s Twitter feed, you’ll get a good feel for the event from both visitor and exhibitor angles.

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

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E-mail: info@thiis.co.uk

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Search for OT Ambassador underway In an interesting move, Kirton Healthcare and Invacare, have teamed up to search for what they are describing as ‘the next OT Ambassador for specialist seating’.

The two organisations are looking for an expert in the field of seating, postural management and pressure care who is a confident, enthusiastic presenter, willing to spread their passion for good seating and share their expertise with fellow Occupational Therapists.

Beverly Lawrence, Kirton’s Group Managing Director, told us: “The search forms part of our plan together with Invacare to deliver fresh, new content for OTs across the UK with our Seating Awareness Roadshow 2014.”

The Seating Awareness Roadshow will involve up to four Seating Awareness Days to be held nationwide, offering free Continual Professional Development opportunities to OTs and other healthcare professionals with an interest in specialist seating, posture and pressure

management. The OT Ambassador will be tasked with helping to create and deliver the content for these awareness days.

Debbie Williams, Marketing Manger at Invacare added: “We have a shared ethos at Invacare and Kirton, both priding ourselves on our commitment to education and training for healthcare professionals. This is something that we need to keep evolving so our search for an Ambassador is key. It will be a great opportunity for the chosen OT to really develop their skills and help raise awareness of the importance of good seating, posture and pressure care.”

The company received applications for the new role in December and are due to interview the applicants this month.

Small spaces tempt more companies A couple of interesting days in 2014 will be Sunday October 5th and Monday October 6th when the new Trade Days, trade only event opens its doors for the first time.

With a good deal of pressure on the space left on the exhibition floor, a number of companies are choosing to take smaller spaces so that they are at the show and experience the new event.

One such company is handSteady, the suppliers of the innovative mug that launched a couple of years ago and which we carried an update about in a recent issue. Chris Peacock said: “Trade Days will be a great opportunity for us to support our Distributors by raising the visibility of the handSteady drinking aid with a rotatable handle amongst UK retailers.”

Someone else looking forward to being in front of trade only visitors is Charlie Wall of Camelot Furniture. He explained: “We are looking forward to the opportunity of exhibiting to a trade customer audience. Our products are sold through retailers and Trade Days is targeted at those customers that we specifically need to see. It will enable us to spend more time presenting our products to the key

buyers rather than to the end users.”

And Amilly International will be there too. Marketing & Business Development Manager, Steve Perry said: “Amilly International has been importing exclusive products for 10 years and although we get a few retailer enquiries at healthcare exhibitions we feel that Trade Days gives us as a dedicated opportunity to talk to retailers in the UK who may be looking for complimentary product ranges to expand their portfolio. The market has never had a dedicated trade show and with the number of companies and manufacturers involved, it should be a great opportunity to develop new business for everyone.”

For an up to date floor plan, contact Clare Johnson on 01962 736 989 or email c.johnson@closerstillmedia.com

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Getting innovative at Xmas It’s come and gone of course for another year, but it won’t be that long before the marketing teams will be dreaming up new ideas for Christmas 2014.

A couple of promotions that caught our eye last month were from Invacare and the Castle Comfort Centre.

Invacare went down the digital route, with an interactive 12 days of Christmas Digital Advent Calendar. The company offered its retailers something a little different. There might not have been a chocolate in sight but there were plenty of offers, free gifts and even the chance to win champagne.

The novel calendar provided retailers had a different offer each day, starting on 1st December.

All Invacare authorised retailers were emailed a link to access the digital calendar, and a click on the envelopes revealed the offer available on that day, with the offers being available until 31 December!

The Castle Comfort promotion was a more traditional effort with a Christmas card that carried a £50 voucher. Just like most of the marketing materials from the company, it was a very personal

approach with pictures of the team and even the head of the owner on the £50 note! I would imagine that quite a few companies would have sent out cards to their contact databases without using the opportunity to offer customers something that might just get them back on the phone, into the showroom or onto the website. It’s a simple thing to do that costs very little, if anything.

It’s a sad fact, but Christmas 2014 will be with us sooner than you think. If you think you should be doing something a little more pro-active this time around, then now’s the time to make a note in the diary around September to start planning it.

Invacare went down the digital route with a promotion for Xmas

A simple idea that’s a bit of fun too from a retailer

How about a quick run at work?

I’m sure many readers have called home at the end of the day telling their other halves that they are ‘running late’. In the future, the call might be to say that they are just…running.

If you are a Coronation Street fan you might have seen shopkeeper Dev taking a slightly unusual approach to fitness when he installed a treadmill behind the counter so that he could stay in shape while serving his customers.

You might have thought that a little odd, but a new product is going down a similar route by suggesting the people with desk jobs can be

12

January 2014

doing more with their work time than simply… well, working.

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Prime time coverage for MediTek The current series of the popular Paul O’Grady TV show features a stairlift as part of the main set.

The stairlift in question is a new MediTek E120 model and is prominently featured each time Paul and his guests come onto the show, with many of them invited to ride down the stairs on it to the main stage.

MediTek Managing Director, Phil Rice, told us: “This is not the first time Paul O’Grady has featured a MediTek stairlift as part of his act. A few years ago, when he still performed as Lilly Savage, we supplied his production team a lift adorned in a special Leopard skin fabric. It was a great gimmick and provided much hilarity at the time along with some decent product exposure.”

He added: “We were delighted that a MediTek was again selected for the current show. The lift was supplied and installed by Lincoln based, MediTek dealer, Obam stairlifts. “ MediTek European Sales Manager, Anke Chapman says: “Being featured on such a popular TV show is not just an honour, it’s a marketing gift. Paul O’Grady is popular with all generations and while the lift provides a handy prop for many gags it does help to reduce and ease some of the stigma products such as stairlifts can often have.”

She added: “Certainly we were very pleased that a MediTek stairlift was selected, but commercially speaking this was a real prize.

Paul O’Grady is one of the county’s best loved presenters and comedians and his show attracts huge audience figures. So to have our product so prominently displayed is worth its weight in gold, particularly when you consider how much it “Being featured on such a popular costs to advertise on prime TV show is not just an honour, it’s a time TV these days.” marketing gift” MediTek can be contacted on 01325311442. The website is at www.meditek.co.uk The photograph is courtesy of the Daily Mail.

130 bed order Sidhil’s Innov8 iQ ward bed has been selected for use by Bedford Hospital NHS Trust following a long and thorough performance evaluation process.

The company says that the bed has been chosen as part of a programme to replace existing bed stock with modern, electrically operated equipment designed around optimising tissue viability, infection control and manual handling.

The bed features Sidhil’s latest ‘IQ Contouring’, where the backrest and kneebreak operate in harmony to reduce shear and friction, playing an important part in the prevention of pressure ulcers.

The company says that, combined with the infinite positioning capabilities, the system works intuitively to prevent patients slipping down in the bed, helping to retain a correct and comfortable position with open airways and an

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January 2014

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The easiest way to stay informed is to follow us on Twitter and then you’ll get to know all the details as soon as it is published.

If you would like to see a copy of our monthly trade magazine, then you can now read each issue online using the page reader system.

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Ambitious turnover target after factory move Repose Furniture is targeting a doubling of turnover after relocating to larger premises in what was the company’s biggest ever year of growth.

Repose recently relocated to a new 23,000 sq ft factory after announcing a 21% increase in turnover for 2013. The move has seen the company expand both its manufacturing facility and its showroom as it takes steps to fulfil an increase in demand.

And, according to Managing Director Lisa Wardley, the company isn’t done yet, saying that the company is set to achieve even further growth as it approaches its 15th anniversary next year.

She told us: “We experienced a really fantastic year in 2013 which was topped off with our factory move, enabling us to increase our production capabilities. As we approach our 15th anniversary next year we are set for even further growth and are on track to double our turnover as we increase our sales efforts further.”

Lisa puts the success down to constant innovation and key strategic partner distributors in each region of the UK, with emphasis placed on a quality product, delivered on time and at a competitive price. The new factory provides three times the space of its previous premises and the move has already brought a number of new

jobs to the area, with the company hopeful of recruiting up to 10 new employees in the coming months throughout its upholstery, wood mill and labour departments.

Repose is a far cry from where it was in 1999 when it was set up as a two-man operation. The most recent product launched by the company is the Stargazer chair which converts easily into “We experienced a really fantastic a bed, helping to solve the year in 2013 which was topped off problem of short term bed with our factory move” provision in care homes and clinics nationwide.

Production Director David Elcocks added: “Our investment in our new production, machinery and showroom facilities will prove a major factor in our future success. It has allowed us to continue to innovate at a rate that the market demands and has given us the space we need in order to test new designs and furniture that will continue to make life easier for mobility patients nationwide.”

Managing Director Lisa Wardley shows off Call Tel: 0844 7766 001. The website is at Repose’s brand new www.resposefurniture.co.uk showroom and is pictured

at the entrance to the new factory

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

17

Extended retail role for Laura Kirton Healthcare has seen one team member rise through the ranks since joining the organisation eight years ago. Laura Adkin, Kirton’s Dealer Manager has now expanded her role to include managing the retailer network for the organisation’s bespoke brand of riser recliners and fireside chairs, A J Way and Co Ltd. “My new role involves more travelling to visit A J Way retailers, as well as members of the Kirton dealer network, to give them and the sales managers additional support, ,” said Laura. “I aim to bring new ideas and benefits to the A J Way retailers, a lot of which has been tried and tested with the Kirton dealer network. This includes tailored marketing, open days and training programmes so they can achieve their goals.”

In addition, Laura will have a focus on helping retailers to improve sales through a structured, tailor made approach. “I will be using my expertise developed from my years with Kirton in order to enhance the A J Way retailer experience to enable them to grow their business as Kirton retailers have done in the last three years.”

She added: “It is very important for me to be able to get out there in front of retailers to give them the chance to see who they are working with and vice versa; it is a much more personal service.”

Beverly Lawrence, “I aim to bring new ideas and benefits CEO, said: “Laura is a real to the A J Way retailers” asset to the team. We hope the addition of A J Way to Laura’s remit will help retailers feel further supported and encouraged, ready and able to strengthen our partnerships and do even more business together.”

For more information, or to get in touch with Laura, please call 01440 765026 or email her on LauraAdkin@kirtonhealthcare.co.uk.

New guidance for Changing Places According to Clos-o-Mat, new Building Regulations are causing confusion for many specifiers which it believes can be clarified with new guidance that it has issued.

The company says that, under Building Regulations Approved Document M 2013 Access To & Use of Buildings, toilet accommodation needs to be suitable not only for disabled people, but for all people who use the building. Further, it is ‘desirable’ to include an enlarged unisex toilet incorporating an adult sized changing bench – a hygiene room or Changing Places toilet.

To help ensure compliance, the company has produced a white paper: ‘Considerations & Specification of Changing Places Accessible Toilets’.

Clos-o-Mat Marketing Manager Robin Tuffley told us: “Judging from the emails and telephone calls we are receiving, a huge number of people aren’t fully aware of what these new requirements

£325

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January 2014

are, and how they should be implemented. They are turning to us for help, knowing we have been involved in the large proportion of hygiene rooms/ Changing Places toilets already successfully installed. We have pooled that knowledge into the white paper, to give them easy-to-access resource.”

The white paper covers all requirements for compliance in one place, and can be downloaded direct from Clos-o-Mat’s website.

The company has installed and commissioned scores of hygiene rooms and Changing Places “A huge number of people aren’t toilets, including Wembley fully aware of what these new Stadium, National requirements are, and how they Exhibition Centre, Gatwick should be implemented” Airport, Cadbury World and the Bullring in Birmingham.

To download a copy of the advice, go to www. clos-o-mat.com

The amount you’ll pay to get in front of 29,500 OTs when you take a spot on the OT Product Showcase.

Call 01536 710050 or email info@thiis.co.uk for more details and a sample copy.

www.thiis.co.uk

E-mail: info@thiis.co.uk

NEW YEAR NEW RETAIL PACKAGING

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Welcome to the Patte rson Medical Retai l Packaging Catal Here you can find ogue. all the information you need to selec our great new range t & order of retail packaged products.

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Export market the target in 2014 UK sling and hoist manufacturer Mackworth Healthcare is looking at markets beyond the UK as it targets an expansion of its export activity in 2014 Visits to Germany’s ‘Medica’ trade exhibition in November last year and Dubai’s ‘Arab Health’ event in January have come at a time when the company describes the last 12 months as being ‘tremendous’. Trading partnerships in the USA and France have led to a five-fold increase in turnover over the past year.

The company also report that the launch of its new ‘Forest’ sling range, which offers care providers improved traceability when monitoring sling use in line with current legislation through manufacturing techniques unique to Mackworth, has been accompanied by additional interest from Australia and Hong Kong.

Led by Managing Director Neil Smith, who succeeded its late founder Dennis Pearson-Love in November 2012, the step-change comes partly after a specialist test rig to develop the new range was created in 2013 with support from the Welsh Government. The company says that, since then, turnover has increased by 500% and 20 new positions have been created in 11 months, with a further eight to 10 set to follow in 2014 thanks to a substantial order book for both UK and export markets.

Neil told us: “2013 was a tremendous year for us thanks to the investments we have made in new technologies as part of our wider, ongoing R&D strategy. Without the Welsh Government funding we simply could not have considered the financial risks involved in developing our latest moving and handling ranges, but now we are looking at a lot more export that we ever have before and 2014 is looking really good for growth.”

Mackworth Manager Lee Reeves and MD Neil Smith with rig and sling.

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January 2014

Neil added: “By the end of the financial year, the business was approaching a 500% increase in turnover since acquisition last November, with ten per cent of that current turnover represented by our export business. We expect this export percentage to increase a further 20% by this time next year. Importantly we are also predicting a rise in headcount to almost 40 staff at the Bridgend “Turnover has increased by 500% and headquarters.”

20 new positions have been created Neil stressed that the in 11 months” Welsh Government system and availability of grants has most definitely assisted the business during recent, tough economic times. “It helped us ensure the legacy that our company founder left behind continues to go from strength to strength.”

He added A Welsh Government Innovation Voucher of £6,155 awarded in early 2013 towards the test rig’s creation was followed by a Manufacturer of the Year Award from Bridgend County Borough Council, as well as a special visit to the “Availability of grants has most premises from the Minister definitely assisted the business for Economy, Edwina Hart during recent, tough economic times” AM. She said: “It is very reassuring to see an independent Welsh business like Mackworth Healthcare making waves in the international market and securing the future of our workforce through the creation of an increasingly healthy order book.”

For more information, call 0800 7797218. The website is at www.mackworth-healthcare.com

Neil says that the company is looking to target more export sales in the next 12 months

www.thiis.co.uk

E-mail: info@thiis.co.uk

Gainsborough add assisted wet rooms Gainsborough Specialist Bathing has launched a new range of assisted wet rooms suitable for a wide variety of care settings.

The company says that the new range of accessible wet rooms complement its selection of baths and recently launched shower modules. The new wet rooms are described as offering care providers, specifiers and end users a stylish, yet exceptionally durable solution that meets the challenges encountered in specialist bathing environments.

Gordon Farmiloe, Care in Bathing Managing Director told us: “We understand, from a care management perspective, there is an increasing need for a variety of different bathing and showering solutions to meet the demands of the modern care environment. The launch follows extensive research and development, in addition to comprehensive safety and compliance testing.”

Suitable for new-build or refurbishment projects, the new wet room range can be tailored to meet individual client needs. Each wet room incorporates a wet deck area with level access and slip resistant flooring in a variety of colours so accessibility and safety is maximised. A range of decorative wall panelling is also available in seven finishes, including white marble, white gloss and white diamond stone effects.

The system is available with a flat shower screen or half-height shower doors that include MicroGuard antimicrobial protection technology to assist with infection control. There is a choice of TMV2 and TMV3 shower units or a BEAB Care Approved electric care shower with thermostatic controls, along with an integrated, soft-touch padded shower seat with folding armrests and

22

January 2014

fluted grab rail. There is also an option of a mobile shower chair.

The company also reported a significant rise in interest regarding its bathing and transfer solutions at recent Care Show The new range of Gainsborough Specialist that took place at the NEC. Bathing assisted wet The Gainsborough showcase consisted of two rooms is specifically features at the event – a selection of its baths designed for use in a variety of long-term care and inclusion of the WRAS approved, Ascot settings. variable height bath in the Dementia Care Home.

Designed by BPA Architecture in association with Stirling University’s Dementia Services Development Centre, the Dementia Care Home showcased the latest in innovative solutions to assist individuals living with cognitive impairments.

“There is an increasing need for The company says a variety of different bathing and that the home simulation showering solutions to meet the included an Ascot bath demands of the modern care that was selected for this environment” feature due to its compact footprint and exceptional performance levels. Liz Fuggle, BPA Architecture The team at the Care Associate commented: “We were impressed with Show. From left to right: the smooth and quiet function of the Ascot bath Kevin Williams, Brett Smith and Terry Pizzey – and we felt it was simple for carers to operate.”

Gainsborough Regional For more information, call 0800 542 9194. The Sales Managers; Gordon website is at www.gainsboroughbaths.com Farmiloe, Care in Bathing

Managing Director; Paul Townsend, Gainsborough Operations Director

www.thiis.co.uk

E-mail: info@thiis.co.uk

At Last!

A quick & easy affordable universal hoist

The innovative telescopic design of the Monarch Hoist can be ready to use in seconds. Designed to lift the Monarch and range but will also lift many other models of scooter and power chairs. It is lightweight, compact and easy to carry being approximately 12kg.

Monarch Mobility reserve the right to alter the specification without prior notice

The UK’s Leading Mobility Specialist

Call 01422 323675 www.monarchmobility.com

PG gets ‘Smart’ with new R-net for Android App PG Drives Technology (PGDT) has launched a specialist App that allows ‘Smart’ devices, including cell phones and tablets, to be controlled from the company’s R-net Wheelchair Control System.

The PG Drives Technology R-net for Android App, which is free to download from the Google Play Store, allows a Smart device to be operated via Bluetooth communications from an existing R-net Bluetooth Mouse Module.

The R-net for Android App places a large, easyto-view cursor on the device’s screen, allowing the powered wheelchair’s joystick to be used to navigate the cursor to a function. Once the cursor is hovering over the required icon, commands from the input device can be used to select the function, allowing the user undertake numerous tasks including making calls, surfing the internet or checking emails.

The R-net for Android App adds to a number of R-net communications aids developed by the company for the mobility market. It complements other systems including the company’s R-net Omni for the remote control of home entertainment devices including TVs, DVDs

and HiFi systems; and R-net Bluetooth Mouse Module, which enables the control of a desktop or laptop PC via the wheelchair’s joystick.

R-net for Android also adds to a growing number of products for the R-net multi-module powerchair control system, which has been designed by PGDT to control the speed, direction and numerous other functions on medium- to high-specification powered wheelchairs. Using a unique, CANbus-based communications protocol designed by PGDT, R-net can also be connected to up to 15 I/O devices including LED or colour JSMs, seating, lighting and attendant modules.

The PG Drives Technology R-net for Android App can be downloaded from: https://play. google.com/store/apps/details?id=com.teksoftco. android.pgdtoverlay Further information is available by calling 01425 271444. The website is at www.pgdt.com

10,000th accessible option sold For over 20 years the Carony transfer wheelchair from Autoadapt has been used worldwide. The system enables those seated in a wheelchair to comfortably and safely make the transfer without resorting to potentially dangerous lifts for both user and care giver.

Recently Autoadapt celebrated the 10,000th unit being sold.

Autoadapt’s Executive Vice President Peter Wahlsten said: “The by far safest way to travel in a car is seated in the car seat wearing a seat belt. Also an important psychological factor is that being seated up front effectively makes you an active part of the road trip.”

Using the Carony transfer wheelchair a care giver swivels a docking base out of the vehicle and securely docks the Carony. The entire wheelchair seat, including the user, easily slides off the chassis and onto the docking base becoming part of the vehicle. After undocking the empty chassis and swivelling the docking base and seat back into the vehicle the user is seated in a safe and comfortable position. The lightweight chassis can then be securely stored.

Autoadapt is located in Stenkullen, Sweden. For more information, go to www.autoadapt.com

£365

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24

January 2014

The amount you’ll pay to have all your new products, latest news and details of your latest literature options shown on

the THIIS website. Call 01536 710050 or email info@thiis.co.uk for details of the Website Partner option.

www.thiis.co.uk

E-mail: info@thiis.co.uk

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 team behind the new scooter

Stylish scooter looks for worldwide markets Moving Life was founded two years ago by entrepreneurs Nino Ransenberg and Yuval Chomski and the pair have developed what they describe as a ‘revolutionary mobility scooter’.The ML1 scooter can be folded within seconds to the size of a trolley suitcase.

Nino Ransenberg developed the product after a decade of research. The product weighs 25kg (55lbs) and can travel up to 30km (18.6 miles) on a single charge. When folded, it can be moved around like a trolley suitcase on four wheels.

Moving Life was founded in 2011 and develops the scooter exclusively. The team brings a combined 250 years of experience in engineering, industrial design, electronics and manufacturing.

Nino previously founded DSNR Group and sold its online sales activity along with Bezecom, a communications service provider, for $25M. In 2008, he established DMG, an international performance based ad network with a turnover of $100M, which he plans to leverage when starting to market the mobility scooter.

The company is now looking to bring the product to an international market and is focussing particularly in the United States. According to the company, in the US, the cost of the scooter will be mid-range at $2,500 for end consumers in the USA, with a slightly higher price in other parts of the world.

Yuval said: “The American market encompasses the largest number of orders, therefore U.S. distributors can order larger quantities and reduce prices as a result.”

Entrepreneurs and foreign investors have already invested $4M in Moving Life, situated in Ra’anana Israel.

For more information, go to www.movinglife.com

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January 2014

It’s a neat design. Visit the website to see it in all its full glory. Nico spent a good deal of time researching the marketplace before he started the product development. The company hopes to launch in a number of countries around the world.

www.thiis.co.uk

E-mail: info@thiis.co.uk

BLAZER POWERCHAIR

S T Y L E I N N O VAT I O N C H O I C E ...with Karma you have all three Innovative design, state of the art technology and lightweight, robust materials give Karma products their outstanding reliability and with next day delivery, Karma provides you with the service you deserve.

Find out more about what Karma can offer you and your customers by calling 0845 630 3436, or visiting www.karmamobility.co.uk.

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

Misconceptions could mislead according to AKW AKW is highlighting what the company describes as ‘industry misconceptions’ on the requirements for shower screen glass The company says that, although some in the industry claim that 8mm is the standard required thickness for shower screen glass, this is a misconception that could be misleading customers and causing them to opt for unnecessarily heavy shower screens and doors.

The key, says AKW, is to look for shower screens and doors that are manufactured to the standards of BS EN 14428:2004 – Shower enclosures – functional requirements and test methods’.

Wendy Ryley, Product Director of AKW says: “We have seen recent reports stating that wet room enclosures should comply with BS EN 12150, implying that this states that shower screen glass should be a minimum of 8mm thick.

British Standards do not, in fact, lay down a specific requirement for the thickness of the glass used in shower or wet room enclosures.”

She added: “BS EN 1250 is the standard which applies to thermally toughened soda lime silicate safety glass used in domestic buildings.

The most important standard to look for when choosing a shower screen or wet room enclosure is BS EN 14428 which covers all aspects of the construction, not just the glass. This standard encompasses the requirements of EN12150 for the glass used, but it is BS EN 14428 that covers the whole enclosure.”

Wendy explained: “While requiring that the glass used in enclosures meets BS EN 1250, BS EN 14428 sets out its own test for impact resistance and shatter properties. In terms of glass safety, the shower standard also requires that glass be tested for stability in accordance with the requirements for impact resistance, stating that they “shall withstand an energy representing the impact of a human body on a large impact area (e.g. blow from a shoulder, fall) without any functional deterioration which could result in injury to the user”.

The company says that its Larenco shower enclosure range meet all of the requirements of BS EN 12150, but more importantly are further tested to BS EN 14428. In addition, AKW uses 6mm toughened safety glass that has been subjected to the US standard ANSI Z97.1 and “British Standards do not, in fact, lay the Canadian standard down a specific requirement for the CAN/CGSB-12.1-M90, thickness of the glass used in shower plus are tested to the or wet room enclosures” US standard IGC154 and Canadian standard CSA B45, both being recognised as even more stringent than the British Standards.

The AKW website is HERE www.akw-ltd.co.uk

Specialist Rehab addition for Invacare Invacare has appointed Ed Laskey as Territory Manager covering the South East of England for specialist seating.

According to the company, Ed brings a wealth of knowledge to the Specialist Rehab team having graduated from Sheffield University in 2007 with a degree in Biomedical engineering, and later achieving a diploma in Rehabilitation Engineering in 2010.

Ed has worked as a Rehab engineer for over 5 years. Ed can be contacted on 07903 298 979 or at Elaskey@invacare.com

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January 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

Kimba Neo Made for living.

Every child is different. That’s why the new Kimba Neo buggy seat can be adjusted to your child’s individual needs yet still meets the highest aesthetic criteria demanded by parents.

© Ottobock · UK/ADV/MOB/0427

No child can sit in the same position for long, and this is especially so in the case of children with dysfunction in the control of the torso and pelvis. Kimba Neo therefore makes it especially easy for parents to change between active and resting positions by the turn of a handle situated on the seating unit. A large range of accessories are also available to enhance the comfort and support of your child.

Ottobock · 0845 600 7664 · www.ottobock.co.uk

Functional, chic, and comfortable Suspension absorbs shocks • Especially soft padding • Stable sitting position to assist with therapy • Individually adjustable • Seat can be placed so that the child faces you • Easy to use • A wide variety of additional features • •

Getting clarity on LOLER As an established manufacturer and supplier of Moving and Handling Solutions, Invacare was asked to present at last year’s NAEP exhibition to provide a summary and more clarity on how the HSE LOLER regulations affect those working in Health and Social Care. The session was presented by Lisa Cook - Product Manager for Invacare’s Lifestyle product category. These are the main points from her workshop…

How LOLER affects those in Health and Social Care. By Lisa Cook The Lifting Operation and Lifting Equipment Regulations1998 (LOLER) are aimed at ensuring that; ‘all lifting operations are properly planned, lifting equipment is used in a safe manner and that, where necessary, it is thoroughly examined at suitable intervals by a competent person’.

HSE Dec 12 LOLER of course covers all equipment that is designed to lift or lower a load (as its principle function), such as cranes, forklift trucks etc that are used in the workplace, but in the healthcare industry it is those pieces of equipment that are designed to lift people that are of most interest.

LOLER in Health and Social Care In December 2012, the HSE published a guidance document in order to clarify questions raised by those responsible for lifting equipment in healthcare settings. It’s worth noting here that LOLER covers new, used as well as leased equipment.

Whose responsibility?

If you are an employer providing equipment for people at work or you have control of work equipment it is your responsibility to ensure that the LOLER regulations are adhered to, so you can see why this is a topic of interest for Community Equipment Managers and employers in the Domiciliary and Residential Care sector.

The aim of LOLER The aim of LOLER is to reduce risk. This reduction of risk of course underpins most of the moving and handling activities that are carried out in healthcare settings, and most will be familiar with and understand the rationale for proper and documented risk assessment. Indeed, one of the key questions asked in negligence claims are.

Was a risk assessment carried out? What was done to reduce risk? Was it documented?

What needs to be done?

Ensure lifting operations are planned, that equipment is used in a safe manner, and is suitable for intended use Ensure that equipment is strong and stable and is marked according to workload Equipment must be examined by a competent person at suitable intervals

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January 2014

For LOLER to be relevant the key question to ask is… Is it ‘work equipment’?

This is defined in another HSE regulation The Provision and Use of Work Equipment Regulations 1998 or (PUWER) as ‘any machinery appliance, apparatus, tool or installation for use at work (whether exclusively or not)’.

Lisa Cook guides delegates through the LOLER maze

What healthcare equipment is covered by LOLER? • Mobile Patient Lifters • Stand Assist Lifters “LOLER covers new, used as well as • Overhead Hoists leased equipment” • Bath Lifters • Bath Hoists • Lifting Platforms • Stair Lifts • Accessories - e.g. slings, spreader bars You will recall earlier in the article the mention of principle function. For example, an electric profiling care bed, whilst designed to raise and lower, its principle function is to be a bed, so therefore does not require six monthly LOLER testing.

Bear in mind however, if the equipment is not lifting equipment, but is used as a piece of work equipment it will still be covered under PUWER. PUWER requires that all work equipment be maintained in an efficient state, in efficient order and in good repair.

Is it work equipment?

Let’s take the example of a bath lifter. This was a topic that was discussed widely at the recent National Association of Equipment Providers “Bear in mind, if the equipment is not exhibition. lifting equipment, but is used as a One can argue, a bath lifter provided solely for the piece of work equipment it will still be use of a service user does covered under PUWER” not come under LOLER or even PUWER. However, if a paid carer uses the bath lifter (or any other lifting product) to assist a service user, then it becomes work equipment and is then required under LOLER to be inspected on a six monthly basis.

It should also be noted that the HSE states ‘If the equipment has been loaned by a community equipment store for use solely by individuals, family or unpaid carers, the more general duties

www.thiis.co.uk

E-mail: info@thiis.co.uk

January Special Offers Valid 1st January to 28th February 2014

Long Chrome Shoe Horn

Merlin Sports Wheelchair

Walker Net Bag

£2.46 (was £4.07)

£150.00 (was £210.94)

£2.75 (was £3.50)

WA-3357

WA-2010

DA-5111

3-Grid Pill Dispenser

Pixos 18” Wheelchair

Water Bag Shower Set £0.22 (was £0.35)

HA-4137

6-Grid Pill Dispenser

£5.90 (was £10.15)

BA-7172

Wall Mounted Shower Seat

£52.00 (was £94.00)

WA-2160

Reciprocal Folding Walker

£0.25 (was £0.39)

HA-4135

8-Grid Pill Dispenser

£24.46 (was £32.72) £24.50 (was £39.10)

WA-3222

BA-7121

Walker Carry Bag

£0.25 (was £0.39)

HA-4136

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under the Health and Safety at work Act 1974 (section 3) apply. HSE Dec 2012 The view on LOLER testing of Bath Lifters across Community Equipment Managers was fragmented, with some taking a stringent approach to safety inspection, which was praised by Anne Reed, Medeagle International Ltd who attended to provide expert advice on what measures can be put in place to ensure duty of care is met.

Who carries out the LOLER inspection?

In the August issue of THIIS, Alistair Gibbs of TPG, discusses the temptation to compromise on quality, and in relation to essential safety inspection this is very relevant.

You have defined that the equipment is indeed lifting equipment, is used by a carer or employee, therefore is work equipment and in accordance with the HSE must be inspected on a six monthly basis by a competent person. You may choose to use: • In house technical personnel • Approved dealer/service agent HSE definition ‘A competent person is someone who has sufficient training and experience or knowledge and other qualities that allow them to assist you properly. The level of competence required will depend on the complexity of the situation and the particular help you need’ HSE 2012.

Manufacturer’s responsibilities Manufacturers are required to provide (usually within instructions for use or maintenance manuals) information on what maintenance is required and how this can be done safely.

Also reputable manufacturers will adhere to European and/or International standards. For example BS EN ISO 10535:2006 - Hoists for the transfer of disabled persons. In addition many manufacturers provide a training programme for their distributors or customers on essential maintenance, troubleshooting and repair.

To fully understand the requirement of the LOLER regulations, further advice can be sought from the Health and Safety Executive.

Related regulations Provision of Work Equipment regulations 1998 (PUWER) Management of Health and Safety at Work regulations 1999 Manual Handling Operations regulations 1992, amended 2004 Useful links http://www.hse.gov.uk/work-equipmentmachinery/puwer.htm www.hse.gov.uk www.rospa.com www.legislation.gov.uk

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New franchise store for Ableworld The franchise operation continues to produce results for Ableworld. The company has recently welcomed another franchisee, this time in Colchester. It brings the number of franchise outlets to 7, with a total number of stores to 19…

The latest Ableworld franchise opened its doors a few weeks ago in Colchester. Ableworld launched the franchise scheme back in 2008 and the latest addition to the network is a business run by Gerald and Maria Roper. They have brought their passion for local community involvement to the new store.

Gerald, who previously taught for over 20 years, has always been ‘actively involved’ in local issues having been a school governor and treasurer for his local church. He coaches the local rugby team and hopes that this community spirit will help to build a great reputation with customers.

Maria shares the same passion for helping the community and has been a treasurer for the local SVP branch, a charity which aims to tackle poverty. She too has a background in teaching and running local play groups.

Maria told us: “Gerald and I were teachers before and we were looking at changing careers.

We were looking at franchises but we weren’t sure whether or not we were going to do it.

We were both teaching in the Colchester area, but decided on a change of career due to the pressures that teaching staff face these days and all the changing going on the educational world.”

As to how they became involved in the marketplace, Maria told us: “We were speaking to some friends and they were telling us just how difficult they were finding it to get hold of suitable equipment to help their parents. They said that they didn’t find the people who they had spoken to particularly helpful and that’s one of the things that took us in the direction of this marketplace.”

She added: “We saw the Ableworld opportunity online and we took a look at it. We were very impressed with what the company was offering and the support that they would give and we liked the idea of being able to offer customers good products at realistic and competitive prices. The ethical side of the business appealed to us both.

Some of the customers will be vulnerable people and while we are happy to sell to them, we don’t want to be putting them under any pressure.”

Although Gerald and Maria have spent a number of years in the educational sector, Gerald was an accountant before going into teaching and they are both from a farming background and so are used to the world of business.

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Gerald and Maria Roper are the latest to fly the Ableworld flag

We spoke to Maria just a few days after the store had opened. “It’s been very busy so far” she told us, “and people have been telling us that they are very impressed with the size of the range of products that we are carrying and the choice available. We had a lot of training over the summer “Gerald and I were teachers before and so it’s now a case of and we were looking at changing putting that into action.” careers” I wondered whether actually selling products will be the biggest challenge that they have in the new business. “It doesn’t seem to be” Maria told me, “it’s probably going to be the amount of paperwork that has to be completed for us.”

There is one other person in the business at present, taking care of the servicing side of things.

Paul Boniface, Franchise Director for Ableworld told us: “It’s easy to see why Ableworld was the “We were very impressed with what right franchise for Gerald the company was offering and the and Maria. The mobility support that they would give and we and homecare industry has liked the idea of being able to offer traditionally not always had customers good products at realistic the best reputation, but and competitive prices” with the right people, and right values the industry is turning a corner. A local store, staffed by local people is often the place to go for the best service and that is certainly the case here. We wish Gerald and Maria all the best for the future.”

According to the couple, The new Ableworld store can be contacted on who were teachers, the 01206 561 335 Ableworld opportunity The Ableworld website is at www.ableworld. stood out among the franchises that they co.uk. info@ableworldcolchester.co.uk looked at.

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‘Switched-on’ generation switched off to life-changing care technology Carers UK has called for action after a poll has shown lack of public awareness of care technology. The poll suggests that tech-savvy consumers, young and old, are missing out on the help technology can give when caring for older, ill or disabled loved ones.

While over 7 in 10 UK adults routinely turn to technology for banking, shopping and communications, the research shows only 3 in 10 are embracing health and care technology to help care for older or disabled relatives.

The national YouGov poll, commissioned by charity Carers UK and supported by Tunstall Healthcare (UK), highlights that all generations are failing to switch-on to care technologies – with young and old, middle class and wealthier respondents and social media users all reporting low use of gadgets and online health and care support.

Although many might not feel a need to use health and care technologies if they and their families are fit and well, the polling shows people wouldn’t instantly consider technology if they did start to care for an ill or disabled loved one. When asked what their top sources of support would be if they had to care, only 4% selected technology as one of their top two.

Heléna Herklots, Chief Executive of Carers UK, said: “Baby monitors, burglar alarms, chatting with relatives on Skype, online banking, GPS navigation.

The list of technology that is a normal and often essential part of many of our daily lives grows by the day. But we are not realising the capacity for technology to save time and reduce stress for the growing number of families who are caring for older and disabled loved ones.”

Telecare, the use of monitors, sensors and alarms to maximise independence and minimise risks, is one of the most established care technologies. Yet, when asked if they would use telecare without a description of what it is, just over 1 in 8 (12%) UK adults said they would use it, with 80% stating that they were not sure what telecare is.

Carers UK says the polling indicates the barrier to using care technology is often a lack of knowledge, advice and information rather than a public resistance to health and care technology.

When telecare was described to respondents, the percentage saying they would use it to help them if they were caring rose to almost 8 in 10 (79%), so long as it was affordable. This was even higher amongst over 65s (85%). Only 5% of UK adults said they definitely would not consider using it.

Heléna Herklots continued: “This isn’t about replacing hands-on care with technology. But instead, we need to realise the potential for gadgets, the internet and smartphone technology to support caring just as they help many people work, communicate, do their shopping, manage childcare and access entertainment. We need joint action from Government, public service professionals and technology providers to open up access to these technologies to support the increasing number of families struggling to balance caring for older and disabled relatives with work and sometimes childcare simultaneously.”

At a parliamentary event Carers UK set out a vision for widening access to health and care technologies, including: 1. A step-change in public and professional awareness of health and care technologies so that use and purchase of technology to support caring becomes a normal part of life and of professional practice.

2. Cross-Government action to identify and realise the potential of health and care technologies to support health and wellbeing, business growth and productivity, labour market participation, care workforce development and the sustainability of health and social care services.

3. A vibrant, accessible health and care technologies market focussed on consumers, which delivers attractive, affordable products and services which reflect how families live and work.

The Carers UK website is at www.carersuk.org .

The full research is available at www.carersuk.org/ professionals/resources/research-library

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New product for expanding Dialysis market According to Plinth 2000, over 25,700 patients receive dialysis every year in Britain and the National Kidney Federation predicts this number will rise to 40,000 by 2018. Across the world, some 2 million people are on dialysis to clean their blood of impurities that build up as a result of kidney failure and, again, experts suggest that number that is likely to double over the coming decade.

Which explains why Suffolk-based treatment couch manufacturer Plinth 2000 has experienced a sudden upturn in demand for a purpose-designed dialysis chair, both within the UK and from across the Middle East, the world’s fourth largest import market for kidney dialysis equipment.

As a result, the company has revised and updated an earlier successful model and introduced its new 93 DC Dialysis Chair, designed with patient comfort and safety in mind, during prolonged dialysis treatment. It incorporates contoured memory foam cushions, an extremely stable steel platform, adjustable armrests and footboard, and electric hand controls for the patient and clinician.

Plinth 2000 originally partnered with Baxter Healthcare in the development of a dialysis chair, for equipping several renal units. Since the product was designed and engineered to last and the contract was duly fulfilled, there was little follow-up demand until a recent influx of enquiries arising out of the Arab Health exhibition and the firm’s other export activities. The company has also put a chair out on trial in this country, with a view to securing a potential order.

With the number of patients growing fast all over the world, a growing proportion of health spending is now being devoted to treating kidney failure, increasing by about 50% in recent years.

The new chair has a robust powder-coated steel frame. It has a safe working load of 225kgs (35 stones), able to lift patients from 500mm to 1000mm maximum height, with an additional Trendelenburg tilt function of 17°. The 3-section top has MRSA- and fire-resistant, washable vinyl upholstery and standard dimensions of 1960mm long x 700mm wide, although there is an extra-wide 780mm option for bariatric duties. For prolonged comfort, it is fitted with 75mm deep, memory foam cushions, which mould themselves to the body in minutes, then recover their original shape.

There are 4-motor, 3-motor and 2-motor versions and the chair is also suitable for blood donation, phlebotomy, infusion and oncology duties.

With the majority of its sales enquiries now originating online or via email and its installed base of clinical-grade treatment couches approaching 100,000 units, the company has also restructured its internal operations to place greater focus on customer support and created two separate sales hotlines.

It has appointed Rebecca McCormack as Customer Services Manager. It has also set up direct lines for UK and overseas incoming sales calls, to ensure a prompt response to all remaining telephone enquiries.

Plinth 2000 Managing Director, Niall Dyer told us: “We analysed our in-house sales traffic and found that 80-90% now comes via email or our website. At the same time, with the service life of our “We analysed our in-house sales products averaging 16 years, we inevitably have traffic and found that 80-90% now more enquiries about comes via email or our website” replacement upholstery, routine spares and repairs, and regular equipment inspection and servicing under the latest regulations. So we needed to uplift our customer support function to a frontline operation. Rebecca has first-hand experience of designing and setting up a customer services department for a medical company, so will make an excellent addition to our internal team.”

Rebecca was previously Purchasing & Buying Executive with leading licensed retailer and brewer, Greene King, where she managed large projects such as the integration of new chains into the pub network and worked in partnership with key suppliers on new product trials and promotions.

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

23/05/2013 15:35

37

Fresh approach to training from retailer There are more and more examples of retailers taking the time and spending the money to provide their hugely important professional contacts with training and educational content.

Here’s another example, this time from established retailer, Yorkshire Care Equipment…

Yorkshire Care Equipment has developed a programme of training for its customers and packaged it in a way that provides an effective marketing tool for the company.

Yorkshire Care Equipment has been involved in the business for over 40 years, and has a Retail Division with two showrooms. A Project Division works with architects and top construction companies nationwide, designing and fitting-out care environments and overhead hoisting systems.

The fresh approach to training was launched a few months ago, under the banner of ‘YORtrain’. Tristan Hulbert, the Marketing Manager at Yorkshire Care Equipment, explained the programme and the thinking behind it: “Whilst we’ve always offered training sessions to healthcare professionals, it was felt that the offering could be improved and expanded. A vast amount of time and effort has been put into creating the new YORtrain courses - we were looking to create something that would not only raise awareness of our equipment, but would really benefit Occupational Therapists, Physiotherapists, and Moving and Handling Coordinators in their day-to-day work.”

The new YORtrain events on offer consist of both smaller on-site sessions at the healthcare professionals’ offices, and larger full day events which are attended by people from up and down the country. One such occasion was the YORtrain GOLD Event 2013, which was held at Wetherby Racecourse recently.

The day started with full audience presentations from a number of speakers, including Julia Love, Manual Handling Practitioner and Chair of the National Back Exchange. Delegates were then split up into different groups, and participated in smaller practical ‘workshops’ on a variety of subjects,

The company has packaged the training under the Yortrain brand

including seating & posture, moving and handling, toileting & sleeping, and ramping and access.

Refreshments and a hot lunch were provided in a large room overlooking the racecourse.

Tristan told us: “The venue was impressive, although some mentioned that it was a shame that there wasn’t any horseracing on the go!”

“People are amazed that we provide all this free of charge” he added. “An event of this kind comes with a hefty bill, but it certainly raises our profile in the marketplace and allows us to give something back the therapists we work with on a daily basis.”

The attendees certainly seemed to be suitably impressed, with a number of them adding comments to Yorkshire Care Equipment’s blog after the event. They included comments such as ‘thank you for a really great day, lots of networking, time to share experiences and questions with others within workshops which “A vast amount of time and effort were great’ and ‘can’t wait has been put into creating the new for the next one to bring YORtrain courses” some colleagues’.

Exhibiting at the event was Yorkshire Care Equipment’s sister company Innova, a trade-only supplier of unique products such as the Integralift, a patient hoist which folds neatly away into a cupboard when not in use. Innova also showed the new Airglide360 overhead hoist tracking system, which combines the power of magnetism with special sensors to give a smoother, quicker, and easier transfer.

The patented Innova products are due to be released to an exclusive distributor network early next year. For more information, call 0845 034 1450. The website is at www.innova.uk.com An impressive room full of professionals at the newly The website for Yorkshire Care is at www. launched training day. yorkshirecareequipment.com Hands on time is always very important.

0 38

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

January 2014

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Top Stannah accolade Devon based Dolphin Stairlifts South West won the Stannah Dealer of the Year award recently.

The award was presented to Steve and Perry Carpenter, Directors of Dolphin Stairlifts South West, by Patrick Stannah. The Dolphin Group have been the largest trade suppliers of Stannah Stairlifts for around 20 years.

The company has been working closely with Stannah for the last few years, fulfilling a major contract for Devon County Council. Steve Carpenter said: “We are delighted to have won Stannah’s Dealer of the Year. This last year was our best ever and it is great to have the recognition for our efforts.”

Caroline Munday, Dealer Manager at Stannah, said: “This is a very well deserved win for Dolphin.

A number of different factors, including unit sales, overall value and how effectively they work with Stannah personnel and procedures, determine

who wins the award.”

The thriving family run business has been operating in Devon since 1996 and is owned and managed by Steve and Sandra Carpenter, with son Perry heading the engineering team and daughter Natalie and Steve’s sister “I am delighted for Steve and his Pauline looking after the team at Dolphin in Devon. They have administration. worked really hard for this” Craig Dunnage, Principal of the Dolphin Group, said: “I am delighted for Steve and his team at Dolphin in Devon. They have worked really hard for this.

Many Dolphin branches are amongst Stannah’s leading dealers, so it is nice when one of our own gets the top prize.”

Naidex 2014 programme announced Naidex National 2014 has extended a partnership with the College of Occupational Therapists (COT) for the show in 2014. There will be a new dedicated COT Zone. The show takes place at the NEC Birmingham from 29 April to 1 May 2014.

The COT Zone incorporates two full theatre programmes over the three days at the show which this year celebrates its 40th anniversary. The two theatres will be run by the College of Occupational Therapists and there will be the Ethos Educational Theatre by Handicare which will focus on moving and handling.

The College-led COT Zone programme, the first of its kind at Naidex, includes ‘meet the expert’ sessions, studentfocused seminars and workshops with College staff.

Speakers confirmed in the theatres include Sue Adams OBE, chief executive of Care and Repair England reviewing home adaptations and Shelagh Morris, Deputy Chief AHP Officer, NHS England, who will explore the new commissioning system a year on.

The Car Zone will be bigger with a new test drive area running outside. Tomorrow’s World will showcase the best in new technology and telecare products and, the Market Place will enable visitors to purchase smaller items and leisure services.

Business visitors will be offered a VIP pass giving them access to the Business Club and new Trade, Access and Adaption Theatre, which will deliver twe days of content for Access and Adaption professionals and one day of content from Independent Living Retailers.

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

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40

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Steve returns to Dolphin Poole and Chobham based Dolphin Mobility has appointed Steve Petty in the newly created role of Business Development Manager as part of its ongoing expansion.

According to the company, Steve brings with him over 20 years of experience, having started his career as a passenger lift and escalator engineer, moving swiftly into the mobility industry with Wessex Medical, followed by brands such as Thyssen and Stannah Lifts as National Account Manager and Public Access Manager respectively.

Steve was also a partner in the company when Dolphin Mobility was first formed (then known as Dolphin Access Lifts) before leaving the industry to pursue other avenues for himself.

Steve told us: “I am immensely looking forward to working with the team at the Poole and Chobham branches. For me, it is like coming home.”

In his role, Steve will be responsible for promoting Dolphin’s new range of mobility hoists, including ceiling track hoists, portable hoists and swimming pool lifts and hoists, along with promoting the firm’s comprehensive range of mobility products which include stairlifts, public access lifts and home lifts.

Craig Dunnage, Director at Dolphin Mobility, said: “We are delighted to have Steve on board.

He has a wealth of experience in and knowledge of the industry and we are pleased to be in a position where we can attract someone like Steve, who we are sure will help to drive the business onwards and upwards.”

Call 0800 980 0126. The website is at www. dolphinlifts.co.uk

Support for pressure care day We carried the news that the global ‘Stop Pressure Ulcer Day’ took place in November. It was a day when the focus was on preventing pressure ulcers and on which industry, healthcare professionals, the public and media came together to help raise awareness of what many people are touched by every year.

Invacare was one of the companies that supported the day and also supported a number of its customers too, including Nottingham City Care Partnership, Medway NHS Trust, Worcestershire Health and Care NHS Trust and Birmingham Community Healthcare Trust.

The company provided a selection of educational support material such as ‘Quick Guides to Preventing Pressure Ulcers for Patients and Care’s and ‘Area’s at Risk of Pressure Ulcers’ posters to over 50 organisations throughout the UK. These include NHS Trusts, Community Equipment Loan stores and Care Homes.

As you can see, the company also got a lot of the staff involved in the day too with a very simple promotion.

There’s no doubt that a day like this offers companies both large and small the opportunity to run a promotion in association with their customers and so it might be worthwhile keeping an eye on the date for the 2014 campaign.

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‘Premium comfort & safety’ ‘They say you cannot reinvent the wheel’ - We didn’t even try to, but we did incorporate it into our new Galaxy Plus steering system. You drive a car with a wheel, now drive your mobility scooter with something you know has worked for just over 100 years in the automotive industry.

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New Dublin date as Irish show launches In the last issue of the magazine we carried details of a new show launching for the Irish marketplace. The Care & Mobility Show takes place at the RDS Exhibition Centre, Dublin on Friday 13th and Saturday 14th June 2014. We found out more about how the event came about.

Medcare, the organising company, was established by Phil McGaley and Adam Lingard.

Phil has a background in the publishing and event organising markets and Adam will be known to a number of THIIS readers as Marketing Manager at Irish company MMS Medical.

Adam has worked in the media industry for companies such as Guardian Media Group and EMAP. He moved to Ireland in 2003, working in international motor-sport on the event management side and joined MMS Medical in 2007 as Marketing Manager. He is now involved in many aspects of the business including strategy and business development. He has a personal interest that is relevant to the new show in that his mother has been diagnosed with dementia which is deteriorating rapidly.

Philip has over 25 years’ experience in the publishing and events industry. He has developed and launched a number of Ireland’s bestselling titles including House and Home as well as establishing an events division. He now oversees the successful Ultimate Weddings Live series of exhibitions in Ireland and a fast growing custom publishing business.

According to the pair, the launch of Medcare Events and The Care & Mobility Show came about after Adam persuaded Phil to look into the feasibility of an event as there wasn’t anything that companies like MMS Medical could support to build awareness in a marketplace that is growing significantly. “Really, from a MMS perspective, we were looking for an event that would help us reach more potential customers” Adam told us.

It led to Phil and Adam instigating more extensive research covering areas such demographics, rates of incidence of illnesses, levels of care provided by both state and private organisations, together with a review of government / health service policy.

Adam explained: “It quickly became clear that

44

January 2014

an event that covered a range of inter-linked subjects of care, elderly independence, disability Adam Lingard knows the and mobility would, with the right content for Irish marketplace due to his work with MMS visitors, would provide the public with a place to Medical go and learn more.”

The new show is looking to provide options in a marketplace that is, like most others, looking at reduced budgets in the future. For example, the organisers say that the level of grants provided to assist elderly and disabled people has more than halved since 2008 in Ireland and although care at home is being preferred and promoted as the way forward, funding to assist this is actually decreasing.

There have been a number of events in Ireland over the years in our sector, but it’s fair to say that nothing has really captured the imagination enough to establish it as a solid annual event that is supported by both the companies looking to exhibit and the visitor base.

Adam acknowledges this. “There are some “From a MMS perspective, we were events serving the over looking for an event that would help 50’s which are lifestyle us reach more potential customers” shows, but the only event that was targeting our sector ended in 2011 and it really didn’t make a great impact. In our opinion it was poorly promoted and poorly attended, with no major value of information delivered to the visitors. We are determined to ensure that visitors, whether they are customers or professionals, have plenty of reasons to come along. The marketplace is big enough over here in Ireland to sustain a major event like this and we are having strong support from companies that want to see it work.”

For more information on the new event go to www.careandmobility.ie

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The Leckey story – 30 years on Ever seen a product and thought that you could produce something better? That’s what happened over 30 years ago when James Leckey first came across specialist seating for children. The rest, as they say, is history…

James Leckey has come a long way in 30 years. Founder of Leckey, a globally recognised company pioneering in the research, design and development of posturally supportive products, James is now one of the leading figures in the industry.

“We’re now onto chapter two – the first thirty years was chapter one!” laughs James, the charismatic leader of the company, as he sits in his office of the new Leckey factory in Lisburn, recently opened by Northern Ireland’s Secretary of State Theresa Villiers and Enterprise Minister Arlene Foster.

It was almost by accident that James Leckey began designing and making chairs for children in 1983. A qualified civil engineer with a penchant for waistcoats, James worked at one of Northern Ireland’s best known engineering plants before joining his family’s floristry business. “I suppose I always enjoyed being creative and coming up with solutions for issues. I loved the floristry business but, as I look back, even then I was a budding product designer. For example, when we were transporting flowers they would have often tipped over in the van so I designed and made transport boards – I made 1,000 of them and sold them all.”

Shortly after that, James ran a marathon which was to change his life. “I was an avid runner and a group of us enjoyed running marathons to raise money for charity. One of these charities happened to be a special needs school in Belfast. When I visited it and looked at some of the chairs the children were sitting in, I thought, ‘I could make much better chairs than those’. A mother also told me how uncomfortable her child was and how she hadn’t managed to find the right chair for her.”

Three months later and in the modest surroundings of a garden shed, James had made his first chair. “I fell in love with the idea of making chairs for children with special needs. The first chair was very basic but, even then, it made a real difference to the child’s life, and then the orders began to flow. It struck me back then that this was something I wanted to do for the rest of my working life.”

He went from the garden shed to small premises. “In 1986 I rented some floor space in Kilwee Business Park in Belfast. I never thought I would fill it but thankfully I was wrong. I went to the Naidex exhibition at Alexandra Palace in 1987 with 3 seats and 3 standing frames and that was really the beginning of strong and steady growth.”

It wasn’t long before James designed products for babies with disabilities including an early activity system and sitting system. James

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The company has come

a long way since the first explains, “We were aware of the importance of chair was produced in addressing posture from an early age when the 1983 body is most malleable so I was keen to offer a range for infants right through to adults.”

His expertise has taken James all over the world including Japan, New Zealand, Australia and the USA to learn about attitudes and understanding of postural care and to share his three main messages. Firstly, the benefits of early intervention, providing postural care as soon as the child is diagnosed to help prevent future problems. Secondly, sleep systems and their value for preventing or improving postural “I suppose I always enjoyed being problems, helping creative and coming up with to reduce the need solutions” for invasive surgery, costly equipment and, ultimately, improving quality of life. And, lastly, the importance of case histories as a very powerful way of gathering persuasive evidence to support funding requests.

By 1989, Leckey Design was a market leader and was manufacturing products for adults as well as children. By 1994, the company had opened an office in Boston and was selling hundreds of products including postural care seats as well as standing and bathing products. Even in the throes of growth and demand, the florist’s son never comprised on quality, ethos and people.

“There have been many highlights over the last “I thought, I could make much better 30 years” he said, “and chairs than those” my colleagues are one of those. Another key highlight is the community in which we function.

Families with disabilities is a very strong global community and we feel very privileged to be a part of that - it is a wonderful industry to work in. Ultimately, we are about making a positive difference to families’ everyday lives. There have been some very memorable times over the years – I’ve presented to audiences all around the world and met some incredible people.”

Some of Leckey’s best known products are the Squiggles Seat, Squiggles Stander and the Mygo.

Recently, the company launched a new brand and product – the Firefly GoTo Seat, a lightweight, portable seating solution for children needing additional postural support and stability.

The GoTo seat is special for Leckey Design because it is the company’s first Firefly product.

The new Firefly brand has been designed to operate alongside Leckey Design, offering innovative and affordable products for children

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The new Apex Rapid is the latest 4mph travel scooter from Pride Mobility.

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The Serta 525 Infinite-Position, "Zero Gravity", Trendelenburg Chaise Lounger The Serta 525 Split back is the latest Infinite-Position lift chair from Pride Lift Chairs. It features two attractive colour options in Timber and Oat from the Perfect Fabric Collection for a contemporary style that fits and enhances any home decor.

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James was involved in the family floristry business

and families to learn, participate, interact and grow together. A new website, www.fireflyfriends. com, launched recently.

The Firefly GoTo seat was launched in October 2013, which to date has experienced good early demand, with interest from as far afield as the USA, Australia, Brazil and South Africa. James explains, “Mobility is a big driver for us. The GoTo seat was a very simple concept but one which we felt would be popular. We had several families testing it before its launch and it genuinely made a huge impact with each family. For example, one dad told us it allowed his two year old child to go on a park swing for the first time while another mum used it to enable her child to sit in a shopping trolley – she was able to do her grocery shop with her child for the first time. Wonderful to think that such a simple concept and product can make a profound difference. The one overriding objective with Firefly is to promote everyday family life for special kids.”

The Firefly GoTo Seat has been designed in association with UK based charity, Cerebra, which is dedicated to improving the lives of children with brain related conditions. 7% of every GoTo Seat sale will go to supporting Cerebra’s vital work in the UK and around the world. “The relationship with cerebra is one which we hope will strengthen and grow in the years to come” James adds.

And the secret to this continuous growth and innovation: “I always say that if a job is worth doing, it’s worth employing someone to do it well!

I employ brilliant people, all of whom believe in the business’s values and ethos. That’s important to me as it is what the company is built on. Some companies hire on CVs and qualifications – I always look for attitude and integrity. That’s vital.”

However, it hasn’t been an altogether smooth journey for the 55 year old, “There have been bumps along the way, that’s for sure. In 1987, I remember having many a sleepless night about how on earth I would pay the rent. 1995 was without doubt my most difficult year as I was diagnosed with ME – years working too hard finally took its toll so I was forced to slow down on doctor’s orders.

Thankfully, I’m back to full health now.”

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“We also didn’t always get our approach right at Leckey” he admitted. “In the past, we made reactive products and adaptations of things that already existed to fix problems we already knew about. This worked for a while but then we realised that this was not making the most of our potential.

“I’ve presented to audiences all We had a team of talented around the world and met some and creative designers incredible people” and engineers and had confidence they could proactively develop their own unique solutions. We firmly believe that knowledge leads to innovation and keep us at the cutting edge of research.”

James believes that it is this focus on research and learning that has distinguished Leckey from its competitors. Talking about the Company’s Knowhow Training Courses, James explains, “At Leckey we believe in sharing knowledge.

Our clinical and product research together with our collective clinical, design and engineering “The importance of case histories experience, means that we as a very powerful way of gathering have lots to share. Working persuasive evidence to support in partnership with families funding requests” and professionals we aim to use this knowledge to help achieve the best outcome for the babies, children, young people and adults we aim to help”.

Today, Leckey employs just over 130 Staff, including researchers, engineers, customer service experts, physiotherapists and factory workers. With a £12m turnover, the company now distributes to more than 30 countries worldwide and is growing faster than its competition.

And so, what does James hope for chapter two of Leckey Design? “It’s a good question, and, for me, an easy one”, says James. “We want Leckey Design to continue to make a positive difference to families with disabilities, we want to stick to our “Mobility is a big driver for us. The convictions and also be GoTo seat was a very simple concept the fastest growing in but one which we felt would be the market. Sales are popular” our reward for customer satisfaction.”

He concludes: “Knowing we have done our best for the families we serve, with creativity, passion and integrity, gives us great job satisfaction. However there is much more to do James says that much and we will never rest on our laurels.” of the success of the The company can be contacted on 0800 company is down to the 318265. The website is at www.leckey.com quality of the people who make up the team.

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Association Update Here’s an update from the BHTA, with details of some of the latest initiatives from the trade association...

BHTA Awards dinner a sell-out success After receiving an unprecedented number of entries for the British Healthcare Awards this year, the BHTA Awards Dinner in December was completely sold out.

The night when the industry comes together to celebrate success, our “A Night at the Movies” themed event saw this year’s award winners presented by our host for the evening Bill Turnbull. Making sure the evening ran without a hitch, Bill presented awards to the companies, products and individuals really making a difference to peoples’ lives.

Alongside the fantastic winners decided by our independent panel of judges, BHTA’s Board was proud to present a lifetime achievement award to Professor Saeed Zahedi, Technical Director of Blatchford, who has been at the forefront of technological advancements in his field throughout a career spanning more than 30 years. His achievements include developing a limb system to allow low cost, modular limbs to be assembled and delivered simply and effectively to many thousands of amputees in conflict zones, to supporting the provision of prosthetic limbs to Haiti following the earthquake, and developing the first microprocessor controlled limb system.

You can see a full list of winners at www. bhta.net/awards.

New BSI Standard for Motorist Kits Expected to go live on the 1st February 2014, a new standard for Motorist First Aid Kits has been accepted and established.

This standard will be one of the fastest BSI standards ever established and only positive comments were made during the public consultation.

This is in no small part down to the hard work completed by the panel that tested, reviewed, consulted, negotiated and agreed the content. All of the team have given a considerable amount of their time

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freely to make this new standard a reality.

Alistair Maxwell and the FAME Section would like to thank: Steve Bray, Andy Pear, Mark Lait, Steve Benbow, Deji Soatan, Emile Bratt, Keith Randall and Adam Smith.

CPD dates for Jan/Feb 2014 Designed by the industry for the industry’s needs and delivered by experienced practitioners, BHTA offers a range of Continuing Professional Development opportunities. We have two BTECaccredited courses coming up in January and February: BTEC in Stoma & Continence Customer Support - 21 and 22 January 2014, Bracknell. Member cost: £414 inc VAT. Non-member cost: £534 inc VAT. EDEXCEL BTEC Qualification fee: £132 inc VAT BTEC in Healthcare and Assistive Technology - 11 and 12 February 2014, Sutton Coldfield.Member cost: £432 inc VAT. Non-member cost: £564 inc VAT. EDEXCEL BTEC Qualification fee: £132 inc VAT Full details of our CPD courses and dates up to June 2014 can be found at www.bhta.net/cpd.

Get the BHTA advantage January is a time when most of us think about economising and ways we can make the most of our spending. Membership of BHTA offers a number of ways for you and your business to make real savings.

Available to all BHTA member companies and their staff, BHTA Advantage* is a portfolio containing money-saving discounts, designed to save you time and money in both your personal and professional life.

There is no sign up process, nor any extra charge – you are automatically eligible to access these discounts by virtue of your membership. At a time when every penny really does count, BHTA Advantage has been designed to make your membership

even more rewarding.

For more details or to access these benefits, just log into the BHTA website and visit www.bhta.net/bhtaadvantage - please contact BHTA if you need a reminder of your log-in details.

BHTA Pavilion opportunity BHTA will be hosting a Pavilion at the IIC Show, which takes place on Feb 14-15 2014 at Manchester Central. The package is a cost effective option which means you can take a small space but have a larger presence. Not only that, but the Pavilion is in a prime location on the show floor, right at the very front of the event, guaranteed to generate visitor traffic. Contact info@ bhtaengage.com for full details.

BHTA Insurance Scheme BHTA’s Insurance Scheme provided by ICB Group (previously known as NBJ) offers BHTA members an exclusive insurance scheme that not only increases cover but also saves money in to the bargain – an average of 26%. In fact, some members have saved enough to cover their first year’s membership fee!

The scheme covers public and product liability and includes many automatic sections that other insurers may charge for.

Employees and registrants can also take advantage of exclusive home insurance.

BHTA membership gives you more credibility, more profile and more benefits – there’s never been a better time to be a member. *Terms and conditions apply to all benefits. See website for details. Offers and prices subject to change without notice.

BHTA Advantage is managed on behalf of BHTA by Parliament Hill Ltd of 3rd Floor, 127 Cheapside, London, EC2V 6BT. Neither are part of the same group as a provider.

Call 0207 702 2141 or visit the website at www.bhta.net

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E-mail: info@thiis.co.uk

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

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

New business sure about future success Mobility Sure opened the doors to the business in March 2013 and the Blackpool business has gone from strength-to-strength despite launching in what some people have found to be tough times for retailers.

Guy and Annetta Jenkinson established the company in Poulton-le-Fylde. The couple are well known and respected in the local area as they were previous managers of Rawcliffe Hall Caravan and Camping Park and a highly successful French catering outlet.

Two years ago they started to search for a new commercial challenge and decided to set up a retail business that would support the local community. Guy spent several months researching the sector to find proven and trusted suppliers and among the first to support the new venture was TGA. The mobility outfit has managed to grow quickly and establish itself as a leading local specialist in the Lancashire area. According to Guy, the products in the range have ‘re-kindled his passion for selling.’

Guy explained: “We have been involved with businesses in the local area for nearly 20 years and are really enjoying our latest venture. It was always our aim to provide a service that gives something back to the community over and above selling products.”

He particularly likes the new Minimo scooter from TGA. “It’s a really cracking compact scooter that folds and fits into the boot of a car. It has an optional lithium battery that is so lightweight that lifting and storing the Minimo couldn’t be easier.”

It wasn’t easy getting the business off the ground as Guy told us. “Financing the launch of Mobility Sure wasn’t easy despite our superb credit rating and reputation as banks are still reluctant to lend

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Guy Jenkinson, co-

even after all the government initiatives.” founder of Mobility Sure in Poulton-le-Fylde says that He added: “I have always been passionate getting involved in the about looking after my customers. I thrive on business has re-kindled his passion for selling. spending time with them and chatting things through, as I think this is even more important these days with the Internet being so impersonal.

Only by actively listening to customers during a conversation, can a retailer truly understand what is needed to improve a person’s lifestyle.

Despite being so cutting edge, something like the Minimo reminds me of products from the ‘good “Financing the launch of Mobility Sure old days’ that were built wasn’t easy” well, designed with real thought and use robust, strong parts. Seeing customers regain their independence on products like that has definitely got us fired up.”

There is a 700sqft showroom and Guy and Annetta work with an Occupational Therapist.

Daniel Stone, TGA Managing Director told us: “It is not easy to establish a high street business in these tough economic times and we are delighted to support them.

Guy is clearly committed “Only by actively listening to to caring for his customers customers during a conversation, thorough a personable can a retailer truly understand what is approach, which is an needed” attitude we encourage with all our nationwide retailers.”

The company can be contacted on 01253 886051. The website is at www.mobilitysure.

The business launched co.uk early last year

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Mobility retailer report highlights dangers A study into the financial health of UK’S largest 102 Mobility Retailers companies has revealed as many as 20 need an urgent survival plan, either from an injection of capital, a radical cost reduction scheme or financial restructuring if they’re to continue to trade.

Plimsoll’s research has investigated the overall financial performance of each of the UK’s leading Mobility Retailers companies and scored each on their financial health. Each company has been given a rating of either strong, good mediocre, caution or danger.

David Pattison, Plimsoll’s Senior Analyst, said: “We tested this method of analysis on a study of 351 previously failed companies, including all the latest retail failures, and this showed 320 had a caution or danger rating up to two years prior to their demise. This proves our method of analysis can identify the key characteristics of a failing company. If failures are predictable, and if enough warning can be given, the management has time to get a survival plan in place to save the company.

He added: “It is clear from this study the mobility retailers market is going through a period of great change and the market is highly competitive. These 20 companies rated as danger are clearly operating under financial pressure and many risk being forced out of the market.”

Of the companies rated, 32 were classified as strong, 8 good, 12 mediocre 12, 30 to be treated with caution and 20 in danger Plimsoll suggest that, typically, a failing company will show the following characteristics: • A fall in sales relative to investment • A decline in profitability relative to investment

• An increase in total debts • A fall in shareholder equity • An increase in the exposure of creditors The study gives a detailed financial analysis of each of the 102 companies to reveal where each one “It is clear from this study the mobility is strong or weak, showing retailers market is going through clearly the difference a period of great change and the between a strong and a market is highly competitive” danger company. It shows that 11 are making a loss and that many have high debts.

Of the strong companies, in general, they are sitting on healthy cash piles and most are operating completely debt free.

Pattison added: “The 32 companies rated as strong have a real commercial advantage and they are proof the fundamental market is “32 were classified as strong, 8 good, healthy.”

12 mediocre 12, 30 to be treated with For more information on the Mobility Retailers report caution and 20 in danger” or any of Plimsoll’s titles please contact Chris Glancey on 01642 626 419 or alternatively email c.glancey@plimsoll.co.uk THIIS readers are entitled to a £50 discount off this report by calling 01642 626419 and quoting reference PR/ZI37.

Website News Items Growing UK business in China The British economy is set to be boosted by more than £120 million thanks to a package of UK/Chinese healthcare deals, Prime Minister David Cameron has announced. There is also a new partnership with China on care of older people, with a focus on dementia.

New interactive map for dementia A new interactive online map has been launched to show members of the public the quality of dementia care and support in their local area. Currently, 670,000 people in England live with dementia, and this number is set to double in the next 30 years. An estimated 21 million people in England have a close friend or family member with dementia.

Specialist retirement housing boom predicted London’s Mayor should be pushing for more specially build retirement housing, says a new London Assembly report, which warns that the number of Londoners over 85 is set to double over the next twenty years.

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Products on show

As always, there were a number of different products on show at Rehacare last year

Products on show Over the past few months there has been a number of shows around the world, including Rehacare and Medtrade. Here are just a few of the products spotted on the show floors‌

New dressing aid Home Heart Beats, LLC, a Women Business Enterprise located in Princeton, New Jersey has manufactured what it describes as an innovative and one-of-a-kind product.

The Original AFO Assist is a lower body dressing aid used by stroke survivors and other physically challenged individuals to don an ankle foot orthosis (AFO) and a shoe.

Occupational Therapist, Diane Vitillo designed the dressing aid for a young stroke survivor who needed to be totally independent in putting on his ankle foot orthosis (AFO) and shoe.

For more information, visit www.AFOASSIST.com

Ride Up – a new angle on mobility According to the manufacturers, RideUp bridges the gap between power chairs and power scooters. By combining the best features of both products along with a high riding position, the company says that RideUp users experience an enhanced freedom of movement and increased access.

Based on a Scandinavian orthopedic chair, the company says that the seating position of a RideUp is the perfect combination of comfort with limited weight bearing requirements and a high riding position.

The patented seat mechanism of RideUp allows access to the device from the rear.

With the seat opening to both sides, the low foot platform is then easily mounted by individuals with

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mobility limitations. A secure seat closing process eliminates any risk of a fall when ready to assume the seated position.

The website is at www. rideupmobility.com

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The Professional Dealer’s Choice For outstanding value for money insurance and warranty Premier Care Partnership

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Products on show Back pain relief The SpineDok Back Pain Relief System was developed by John Rambo who was looking for a solution to his own back pain. “I developed SpineDok in partnership with experienced engineers and chiropractors to relieve my own back pain after other products on the market did not live up to my expectations” he said. “Since we introduced SpineDok , we have received so much positive feedback from customers who have found back pain relief, who just love this system for its ease of use, competitive pricing and instant results.”

Reclining on SpineDok’s system of curves gently stretches, aligns and relaxes the entire back. According to

the company, in just five minutes a day, the holistic back care system provides much-needed relief from chronic back pain by loosening tight muscles in the back, neck and shoulder areas.

For more information visit www.spinedok. com

Retail ready crutch The iWalk is a new new hands free crutch. The company says that it’s much easier to learn than most people expect, and it does not require substantial time of staff, either in training or customer service.

Brad Hunter, director of Business Development said: “Once sold, it’s gone, never to return. When in use, it serves to build awareness and referrals.

People understood that our hands-free crutch allowed you to walk utilizing your leg, instead of your hands and arms. What they expected was a difficult learning curve. Within a couple minutes, sometimes within seconds, people are walking confidently. They were totally surprised at how easily they adapted to the crutch.

He added: “It is retail ready, is packaged efficiently and merchandises itself based on package design.”

For more information, go to www.iwalk-free.com

Help for brother brings product to market The YouBike was designed to answer a particular problem for bed bound patient’s who needed access to exercise equipment for the upper and lower body.

Phillip Thorn was left deaf, blind and paralyised from the waist down after contracting Meningitis. Phil’s brother Clem was amazed at the amount of time and effort that had to be spent by carers and staff on basic physiotherapy and so he looked at equipment available to help his brother’s rehab but nothing ticked all the boxes. That’s when the Youbike idea was formed. Two years later and after hundreds of hours of development and research YouBike is on the market.

Grant Marris, MD of Youbike worked with Clem to bring the product to the market as a commercial product. He explained: “Our aim was simple, to develop a product

that was lightweight to enable ease of use in a bed-mounted situation, accessible by wheelchair and simple to use. We also wanted to make the product look attractive too as we thought that so much of the current equipment available looked too medical.

Youbike weighs less than 16kgs.

For more information, contact mark@youbike.co.nz or visit www.youbike.co.nz

Waterproof cover solutions Liquaguard waterproof covers are specifically designed for the elderly and individuals with special needs who suffer from moderate to severe episodes of urinary incontinence. The covers are made with absorbent double-quilted poly/cotton blend fabric, and feature a waterproof barrier sewn into the cover for discreet protection. Covers come in 3 color choices, and can be washed and dried at home, or in commercial machines.

More details at www.liquaguard.com

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

AVAILABLE TO ORDER NOW

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

Products on show A new take on frozen peas FrozenPeaz is a patent pending, innovative product that combines all the benefits of a bag of frozen vegetables, which are super flexible even when frozen, with the convenience of a traditional gel pack which is reusable, hot or cold.

Like frozen vegetables, FrozenPeaz is also made from a plant based alternative to petroleum gels. The product is packaged with a compression wrap that simultaneously insulates the pack from the environment while driving the hot or cold therapy into the injured tissue.

More details at www.frozenpeaz.com

Cool approach to pain A cooling compression bandage featured on BBC television show Dragons Den, could save the NHS over ÂŁ20m a year in England and Wales.

The Physicool bandage provides cooling, compression and support to reduce pain and swelling after trauma. Physicool can be used to treat inflammation and bruising of muscles, tendons and ligaments. It works by drawing heat away from the affected area rather than just cooling the skin.

For more information, go to www.physicool.co.uk

Shedding new light on therapy Luminette was developed by researchers specialising in sleep and has been used by more than 12,000 in Belgium. It is a practical and effective luminotherapy solution to treat sleep problems and seasonal depression.

Luminette is a highly technical pair of glasses that by using a combination of a light source and a hologram with a patented matrix, increased the number of light rays that pass through the retina, mimicking the effects of natural light. It attaches to the forehead above the eyebrows, so it can be used by those who wear glasses or contact lenses and combines an optically concentrated mechanism that minimizes loss of light between the source and the retina along with light emitted by 8 LEDs, providing the same therapeutic effects as a luminotherapy device using 10,000 lux, which is stationary and much bulkier. The manufacturers say that wearing Luminette for 20 minutes is the same as 30 minutes of exposure to the morning sun.

For more information, visit www.luminette.be

Bags of options A mother of two who describes herself as being a bag officianado has developed a solution for wheelchair uses that she believes is the first practical bag on the market. Quokka is the creation of Ingeborg Meurkens who was diagnosed with MS 30 years ago. Dependant on a wheelchair for a couple of years now she says that she has either kept her bag in her lap, which is uncomfortable or at the back of her wheelchair, which she believes is unsafe.

A special adapter has been developed that makes it possible to attach the bags to the wheelchair. The patented KLICKfix system has been designed in such a way that it does not make a wheelchair any wider after attaching one of the bags. It also allows the bag to be locked onto the wheelchair with one simple movement.

More details at www.quokkabag.com

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Products on show World’s first posture sensor The world’s very first posture sensor and mobile posture coach appeared in the UK recently. The LUMOback posture belt utilises smart sensors and the very latest in mobile software.

Worn underneath or over clothes, when the user slouches, the sensor in the attached belt pack gently vibrates to remind them to sit or stand up straight. The suppliers claim that the LUMOback will help to correct posture over time and can even help to combat a number of ailments that are associated with poor posture and stance.

The LUMOback is available from www.relaxuk.com

Digital thermometer signals danger Inspired by a family bereavement and using digital technology, the Temperature Optical Monitor, or Tom for short, uses a unique concept to encourage communication, awareness and assistance for those most at risk from hypothermia, stroke, heart disease and lung problems.

Tom’s easy to read room temperature display screen alerts the user when the temperature has dropped to harmful levels.

Between 16 and 18 degrees it will flash every 6 seconds with the large word ‘COOL’ being displayed. If the temperature drops

below 16 degrees, Tom will flash blue every three seconds and now display the large word ‘COLD’.

Above these temperatures Tom will simply display ‘OK’ or ‘GOOD’ if the room is at, or higher than, the optimal 21 degrees.

For more information visit www. howstom.co.uk

Stylish hip protector Norwegian researchers have developed a hip protector in a sporty design. The SINTEF Technology product is slim and sporty, and more importantly, looks like a belt or a discreet bum bag. It can easily be fastened around the hips using Velcro.

According to SINTEF, Polyurethane foam is an advanced material that has only recently been developed, and it can absorb up to 90% of the impact of a fall. It feels soft, but its properties change on impact, and it becomes firmer, distributing the pressure across a greater area. This allows a thinner, more comfortable design that does not compromise safety.

More information at www.sintef.no

Performance wheels The Dutch Basketball Team won a bronze medal at the Paralympics in London using the Celeritas 300 wheels to enhance their performance.

The wheels are specially designed to reduce rolling friction and improve manoeuvrability and the ergonomic design of the rim creates more power efficiency.

The Dutch athletes had been involved in the development during the road to London, using the positive effect of wheels in camber (improved stability, manoeuvrability and biomechanical performance) with reduction of the rolling friction.

The wheels are available in 25” and 26” and carry the Paralympic colour scheme: orange rim with silver components. The wheel includes a high tensile, low fatigue hub for maximum strength, durable INOX spokes, a ppecial asymmetric rim, aluminum push rim and a high performance tyree (pressure up to 16 bar).

The wheelcase has been designed for wheelchair users who want to travel with their wheels or store them with no damage. The wheel protection stores up to three wheels with a maximum size of 28”. The wheelcase has a hard cover with foam on the inside and protects the wheels separately. Velco straps can be used to attach the case onto a wheelchair or the wheelcase can be carried by an optional shoulder strapping.

For more information, visit www.celeritas300.com

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January 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

PORTLAND Dual Motor Rise & Recliner

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

Colour Options

Russet

Mushroom

Oyster

Graphite

Superb Comfort, Style & Performance...

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

FOR MORE INFORMATION VISIT:

www.restwellchairs.co.uk

www.drivemedical.co.uk

Making it easier to win contracts There are plenty of small companies operating in this industry and there are plenty of frustrations about dealing with contracts, so news that the government is looking to make it simpler and easier for smaller businesses to bid for and win work across the entire public sector should be welcomed. The news was announced a little while ago by Cabinet Office Minister Chloë Smith.

A good example of the type of frustration felt by small companies comes from Assistive Partner.

Director Julian Cobbledick told us: “Assistive Partner is a small but very successful business with innovative software. We have had limited success with public sector tenders though.”

He went on to describe an instance when dealing with the public sector was anything but successful. “Their standing orders mean that they often fail to get best value and we don’t see the worn statement by politicians ‘SME businesses are important and get favourable treatment’.”

He gave two specific examples: “Our software is sold on subscription for monthly payments as opposed to the old way of buying a perpetual licence. That means our turnover is modest. We were rejected by one authority on the basis that a 5 year contract with them would add up to more than 20% of our annual turnover. Why is that relevant? In the second example, the preamble to another tender said XXXX Council requires innovation, leading edge technology etc..... and we were rejected because we only had one referee customer who had been using this new product (they wanted three minimum) and because the software was less than one year old (they wanted it to have at least two years). I rest my case and will eat someone’s hat if the government can change these ingrained, myopic practices at the front line.”

He added: “In both cases, whilst we were able to demonstrate best value and most innovative product (which exceeded the published specifications) we failed on technicalities that were to do with our small size/market share.”

According to the government, small and medium enterprises (SMEs) account for 99.9% of the UK’s 4.5 million businesses. It says that suppliers who want to do business with the public sector will be able to expect all organisations to follow a single set of principles when buying goods and services. The proposals will simplify and “I rest my case and will eat standardise how public someone’s hat if the government contracts are advertised, bid for and paid for across can change these ingrained, myopic the public sector. practices at the front line” Chloë Smith said: “Removing barriers and setting out a consistent, single set of SMEfriendly principles for the whole public sector will provide the right support to encourage significant business and growth opportunities for SMEs, and help give the UK a better starting position in the global race.”

The consultation proposals include: • introducing a requirement for all public sector contracts over £10,000 to be accessible on the same site • banning burdensome pre-qualification questionnaires for low value public sector contracts, and introducing a single standardised requirement for high value contracts • ensuring suppliers further down the supply chain benefit from the same standard payment terms that public bodies offer prime contractors to ensure prompt payment for public sector work

Health & Wellbeing Board report According to the second survey of boards by The King’s Fund, Health and wellbeing boards have made good progress in establishing themselves but face a critical year that could define whether they develop into system leaders or are relegated to a side show.

The report, based on a survey of nearly half of the 152 health and wellbeing boards, shows that local authorities have brought strong leadership to establishing the boards and report good relationships with clinical commissioning groups (CCGs). 93% of respondents reported a good relationship with their clinical commissioning groups You can download a copy of the full report from http://www.kingsfund.org. uk/publications/health-and-wellbeing-boards-one-year-on

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Authors Richard Humphries Amy Galea

Health and wellbeing boards

October 2013

One year on

Key messages n

n

n

Health and wellbeing boards were establishe d under the Health and Social Care Act 2012 to act as a forum in which key leaders from the health and care system could work together to improve the health wellbeing of their local and population and to promote They operated on a shadow integrated services. basis for the first year, operational on 1 April and became fully 2013.

The new boards seem to have used their shadow year well: relationships between clinical commiss ioning groups (CCGs) and local authorities are reported to be very good and getting better and have withstood a demanding year of complex organisational change and mountin pressures on services g and budgets.

Local authorities have shown strong leadershi p in establishing the boards, with most being chaired by a senior elected emerging pattern of member. There is an vice-chairs coming from CCGs, which augurs for the partnership between well CCGs and local authoriti heart of an effective board. es that is at the

Most boards have invested time and nearly all have produced in developing and establishing themselve s, joint strategic needs assessmen health and wellbeing ts (JSNAs) and strategies. Although national development support through the national learning network for health and wellbeing helped the shadow boards boards has to plan and prepare, there the progress they have is wide variation in made and their capacity for further development.

The financial climate plus confusion about the roles of new organisat in the reformed health ions and care system are seen as the biggest factors will impede progress. that n The highest priorities in the health and wellbeing strategies of most boards concern public health and health inequalit ies. shows that public health Although this is having a real influence and impact on local authorities, there is little sign as yet that boards have begun to grapple with the immediate and urgent strategic challenge s facing their local health and care systems.

Unless they do, there is a real danger that they will become a side show rather than a source of system leadership. n

1 © The King’s Fund

2013

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E-mail: info@thiis.co.uk

Mobility For Life

Points of view

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

Go to the THIIS website at www.thiis.co.uk

Promotion isn’t just for Christmas

By David N Russell So, did you do it?….run a Christmas promotion that is.

Thousands of businesses will have done of course and I don’t mean just the big boys. It seems wherever you would have looked over the extended Xmas period that can start as early as September these days, you will have seen special offers, clever hooks and creative ways to get customers through the door, on the website and opening their wallets.

Christmas is a marketing manager’s dream and right at the top of the list when it comes to special dates and times of the year when it’s possible to piggy back on an event or occasion that makes a product offer more interesting.

But it’s not the only opportunity by a long way.

There are literally hundreds of special days and campaigns that companies in our marketplace could link to.

And it needn’t cost much either.

For example, many of the charities and organisations that focus on a particular problem, such as Arthritis, or Parkinson’s, or MS will have a day, a week or a month when they run a campaign. They all have local groups too and for a retailer, that’s the key to running something that will produce awareness and generate interest.

It can be as simple as producing a window

display featuring the products that are relevant for someone with a particular problem or it could be a bigger commitment such as running open days in the showroom with a special focus on a single condition.

Getting people to notice your business can be an expensive and time consuming task, but there are plenty of clever and low cost methods you can use to gain an advantage while positioning the company in the right place – it’s just a question of keeping an eye out for the next event that you can get involved with.

ABOUT DAVID David is the editor of THIIS magazine and website.

He has worked in the homecare/rehabilitation industry for over 30 years. He started his career with wheelchair manufacturer Everest & Jennings and later was part of a team that helped to create and launch retailer Keep Able. He started his own company in the early 90’s, creating a network of retailers under the Mobility Matters Network brand and providing consultancy services for both retailers and suppliers. He launched the industry magazine 15 years ago.

Why 2014 is the year of Growth

By Mike Glynn The economy is now growing faster than predicted. As a result, borrowing will be lower.

By setting out a Autumn Statement that focuses on the continuing need to reduce spending, the government is reinforcing its commitment to tackling the deficit and help get the public finances back in to balance.

To help business grow and create jobs and to provide help for the high street, the government is: • Introducing a cap on the Retail Prices Index (RPI) increase in business rates in England to 2% in 2014-15 • Introducing a £1,000 business rates discount to help the high street • Doubling the Small Business Rate Relief for a further 12 months from 1 April 2014 to help 540,000 firms • Making it cheaper for businesses to employ young people by abolishing National Insurance contributions for under-21s earning below £813 per week

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• Introducing a new tax relief for shale gas and support for the creative industries The signs of green shoots are out there but many seem reluctant to go with it the best time in the last twenty years to grow your business.

UK confidence is booming as economic growth set to soar Confidence is booming among UK consumers and manufacturers despite evidence that darker clouds may be gathering.

UK house prices hit all – time high 0f £247,000 House prices have soared to a new, record average of a quarter of a million pounds across the UK after a jump of 4% in the past year, official figures claimed.

UK retail sales hit five year high Pound climbs as official data shows best quarterly growth in retail sales since the recession struck in 2008.

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Points of view

Got something to say?

Then we’d love to hear from you.

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

UK unemployment rate steady as claimant count falls fastest in 16 years Jobless rate remains at 7.7%and the squeeze on households intensifies but sharp drop in those claiming jobseekers allowance boosts recovery hopes. However if you are going to grow and generate more business in 2014 here are some mistakes to avoid.

No Real Targeting If you are hoping to attract everyone then you will attract nobody. Visualise what your customer looks like and aim to please them, keep talking to them don’t stop but try and be creative.

You have to get things done Success, never came from a good idea, you have to implement it. Be clear about your goals give yourself a target and be accountable.

Commitment If you are going to succeed you will need to be open-minded and embrace new things and do the things that others shy away from.

the subject, that way you have more of an understanding. Also it means that you can ask informed questions of your advisors and if necessary challenge the answer.

Not Having a Plan You can’t get to where you want to be without having a plan that has clear objectives and milestones. If you have a plan is it clear enough for someone else (you team) to follow and when last did you review it?

The most powerful, and sustainable, way to take advantage of the more favorable environment in 2014 is to put together a simple (but devastatingly effective) 3-year plan, and IMPLEMENT IT. If you are not sure of needing help then take this short questionnaire at http://allocomics.tk/ proj44234 which will produce a complimentary report for you.

MG Retail Consulting can help you with a Business Plan and Marketing Campaign. Contact info@mgretailconsulting.co.uk

Going it Alone You can’t do it all by yourself you will need help at some point, even if it’s just to free up your own time.

Not having a System for getting customers Having a system shares the load and it’s not all then retained in your head, and it continues to work in the background.

Making Excuses Excuses ranging from not having enough time, the weather to the Internet are frequently used but what was the real issue.

Giving up early Most prospects buy after 10 or 11 touches bit most businesses will give up after five or less.

It doesn’t have to be the same way every time variety helps, which is why you need a system.

Listening to the Wrong People My teachers used to call it reading around

ABOUT MIKE Mike has spent most of his working life in retail, with the majority of his experience being with B&Q starting as a trainee, ending up as store manager of one or their largest branches in the country.

Utilising his knowledge and passion for customers and customer care, Mike joined Simplyhealth to successfully develop a scalable retail format to compliment the business. In 2011, identifying an opportunity, Mike started his consultancy MG Retail Consulting Limited to continue develop exceptional customer experience in the health retail area.

You can contact Mike by email mikeglynn@mgretailconsulting.co.uk

67

Points of view Vision for the Future – part 2

By Joe Cavanagh MBA, FCIM The Health and Social Care Integration Transformation Fund (ITF) has a goal of creating an integrated care pathway that draws on all community services and resources to generate real patient health outcomes. One of the keys to success is to engender a reduction in unplanned hospital admissions.

A pathfinder project in Cornwall has returned; • 30% reduction in acute admissions • 24% improvement in people’s wellbeing • £4.40 saved for each £1 invested Any new health system must deliver the above outcomes and more, the chart depicts Age UK’s vision of how the new system can be delivered.

This new model puts the patient and the GP practice at the heart of the future provision of Health and Social Care. The patient will have a key person a ‘care co-coordinator’ within the surgery.

What will then happen is that the care coordinators will be targeting the over 65’s with Long Term Conditions (LTC’s) using the GP’s data base of patients. This group are the business equivalent of the ‘Pareto Effect’, with nearly 80% of the NHS budget being spent on this cluster of patients.

In Cheshire a big investment has been made to explore the potential benefits of this system, with identified savings of £4.40 being made for every £1 spent as identified in Cornwall this system ticks all the boxes for the government. So with the proposed involvement of third sector charities, local authorities looking to outsource all services and the big players such as Serco, Virgin Care, Capita, Albion Care Alliance, Circle, United Health et al getting serious about this sector who will you be selling to in the future?

Who will you sell to in the future?

I believe that the influence of OTs and other clinical professionals will be diluted in purchasing decisions. This will happen because they will no longer be employed by Local Authorities, they will be provided either by a service contract through the big players or equipment suppliers will employ their own clinicians to be seen to ADD VALUE! Products will be supplied to a fit for purpose spec and the influence of the OTs or other clinicians will be diminished. Personal relationships with individual sales personnel will be of less importance and the salesperson will have to become more commercial, with the ability to negotiate at a senior level.

The big players such as Serco, Virgin Care, Capita, Albion Care Alliance, Circle, United Health et al, will dominate service contracts looking to absorb all services under their umbrella. Seeking to control the supply chain as they go, possibly sub-contracting in the short-term. This could be the time to generate partnership arrangements to prepare for the future.

Community Equipment Stores will disappear over time not through any lack of competence, purely because the LA’s will be looking to outsource everything so that they can run the Council under Lean Management principles whilst reducing the pension pot deficit. The private sector CES’s will grow, but could be

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January 2014

supplemented by Social Enterprises (i.e.

Essex Cares) being more active in this sector.

Charities such as Age UK will play a more prominent role in the future, they have the ear of government and can support the social care ‘softer’ challenges of patient loneliness, carer support, advisory portal and shopping support, by an army of volunteers which the government recognises as a low or no cost option. Currently volunteers’ play a big role in hospitals and some Trusts have recently been criticised in a report published showing the under-utilisation of volunteers in the hospital environment.

Companies will need to “The influence of the OTs or other develop a strategic plan clinicians will be diminished” as to how they access and work with CCG’s and the NHS Supply Chain. CCG’s will be looking for companies to be creative and innovative in how services are delivered and if you can wrap around a service offering into your product mix, you should be successful. The Blue book could be a clue of how to identify opportunities.

NHS Supply Chain if awarded an extension or a new contract will be looking at ways to compete with companies or take out margin in the community sector. This has been on their radar in the past, thwarted by the BHTA but they will come again.

Change is guaranteed “This could be the time to generate whoever is in government partnership arrangements to prepare as there is a forecasted for the future” £20-30 billion shortfall by 2020 in the NHS budget, this cannot be ignored. So I suggest you keep your ear to the ground to understand strategically what may happen and how you can position your company to be competitive and successful in the future landscape. Good luck.

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

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Take a look at all the latest job offers at

Recruitment

Sales Agents

www.thiis.co.uk

National Business Development Manager

Camelot is a well-established healthcare furniture manufacturer in the mobility marketplace. We require motivated and experienced self- employed sales agents with a proven track record or alternatively sales representatives highly experienced in mobility to expand our sales nationally in the healthcare market. This includes promoting our bespoke electric rise and recline chairs to mobility shops, charities, hospices and the NHS.

Otolift Stairlifts Ltd are a fast growing Business to Business reseller of stairlifts in the UK & Ireland.

If you are interested in this excellent opportunity please send your CV to Charlie Wall, Camelot Furniture Ltd, Aizlewoods Mill, Nursery Street, Sheffield S3 8GG, email: charlie@camelotfurniture.co.uk or telephone 0114 282 3353.

• Supporting existing customer base with any sales or product related queries.

We are currently seeking to recruit a National Business Development Manager for the UK team.

Key responsibilities will include…

• Working closely with the existing customer base to achieve growth between both companies.

• Attending Exhibitions, open days etc. and presenting products to Healthcare Professionals.

• Developing new business nationwide.

Key attributes should be…

• High self-motivation and the ability to work as part of a close-knit team.

• Good interpersonal, networking and influencing skills.

• Excellent written, communication and presentation skills.

• Strong administrative, IT and time management skills.

• Full clean driving licence.

A competitive basic salary is offered based upon current skills and experience. A company car, mobile phone, pension and other company benefits are also included.

NOTE: The role is nationwide so will require regular overnight stays.

www.camelotfurniture.co.uk

If you are interested in this role, please send CV & covering letter to Lea Dobby on l.dobby@otolift.co.uk

How do you fancy having a few fingers in our pies?

Ingredients

BHTA Engage is the commercial arm of the British Healthcare Trades Association. It was formed in December 2012 and now has a number of things on its plate including THIIS Magazine and website, AT Today Magazine, Member Pavilions at new events and a number of other projects that are being developed all the time.

We need someone to help spin some of the plates and get involved in the baking of a few more pies by introducing new opportunities to suppliers and retailers. We’re looking for someone who is either working for themselves or fancies doing that in the future and who is flexible enough to put in as much time or as little time as is needed day to day.

The role would suit someone who enjoys and is good at selling and launching new ideas and is looking to add another interesting and rewarding project onto whatever they are doing right now.

At the moment, everything, including the dough, is negotiable depending on who contacts us to discuss how they might like to get involved.

For a chat, contact the head baker, Tracey Lloyd on 0207 702 2141 or email her at tracey.lloyd@bhta.com

Engage Stronger together

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.

JANUARY 2014 Global Training by Silvalea – In-Situ Sling Solutions. 15th January. Interactive Online Training. FOC Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 15th January.

Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 16th January.

Bridgend. FOC Global Training by Silvalea – Sizing & Measuring Slings. 16th January. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 22nd January. Interactive Online Training. FOC. Invacare – Servicing/Maintenance of Patient Lifters. 22nd January. Bridgend. FOC Global Training by Silvalea – Toileting Sling Solutions. 23rd January. Interactive Online Training. FOC.

Invacare – Robin Overhead Hoists. 23rd January. Bridgend, FOC FEBRUARY 2014 Invacare – Servicing/Maintenance of Mattress Pump. 05th February. Bridgend. FOC Global Training by Silvalea – Introduction to Slings. 12th February. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1. 13th February. Interactive Online Training. FOC. Invacare – Fault Finding on Power Chairs.

12th February. Bridgend. FOC Invacare – Power Chair Controls. 13th February. Bridgend. FOC Global Training by Silvalea – Amputee Sling Solutions. 19th February.

Interactive Online Training. FOC. Invacare – Scooter Servicing & Maintenance.

19th February. Bridgend. FOC

Global Training by Silvalea – Paediatric Sling Solutions. 20th February. Interactive Online Training. FOC. Invacare – Power Chair Controls. 27th February 2014. Bridgend. FOC

Global Training by Silvalea – Toileting Sling Solutions. 20th March. Interactive Online Training. FOC.

MARCH 2104 Invacare – Servicing/Maintenance of Patient Lifters. 05th March. Bridgend. FOC Invacare – Servicing/Maintenance of Mattress Pump. 12th March. Bridgend. FOC Global Training by Silvalea – In-Situ Sling Solutions. 12th March. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 13th March. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 19th March. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 19th March. Bridgend. FOC

Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 26th March.

Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 27th March 2014. Bridgend. FOC

APRIL 2014 Global Training by Silvalea – Introduction to Slings. 9th April. Interactive Online Training.

FOC. Global Training by Silvalea – Walking & Standing Harnesses. 10th April. Interactive Online Training. FOC.

CONTACTS FOR BOOKINGS

Exhibition & Event Guide

BHTA - Call 0207 702 2141 or email nigel.woods@ bhta.com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com or visit www. trainingbysilvalea.com

Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: traininginfo@prismmedical.co.uk Sunrise Medical – Contact Kim Welsh at kim.welsh@ sunmed.co.uk or visit www.steps-training.eu.

Quantum Rehab – Call 01869 324600 or email sales@ pride-mobility.co.uk Pride Mobility – Call 01869 324600 or email service@

pride-mobility.co.uk Electric Mobility – Call Sharon Newton on 01460 258100 or email sn@electricmobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com

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

• • •

Transportable & lightweight powerchair Highly Configurable Adult and Junior versions available

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January 2014

.....................................

Time to get carried away!

For more informaƟon on the Invacare® Esprit AcƟon®4 NG please call 01656 776222.

www.invacare.co.uk www.thiis.co.uk

E-mail: info@thiis.co.uk

Seen in all the best places!

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

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

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

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

www.bhta.net

• 21.4 stone user weight capacity • Compact chassis • Highly manoeuvrable • 75mm ground clearance • 4mph, range up to 18 miles with HD batteries • Dismantles in seconds • Delta tiller controls • 6 metallic body colour options • RICA Approved for bus travel

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

#eclipseallothers Compact scooters are on trend. this is when you need to only select a proven, compact model that has world class design. the tGa eclipse is like no other car boot scooter with unsurpassed ground clearance, a range of up to 18-miles and a level of features only normally found on larger scooters. supplied with a range of added value accessories, eclipse is the word everyone is tagging onto.

Team of the Year

TGAmobility

01787 882244

sales@tgamobility.co.uk

www.tgamobility.co.uk

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

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22/11/2013 12:02

THIIS is produced by: Homecare Publishing Ltd, The Stables, 16c High Street, Rushton, NN14 1RQ Tel: 01536 710050 Fax: 01536 418280 E-mail: info@thiis.co.uk BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.