Thiis july 14

ISSUE 190 • JULY 2014

Providing news and views in

the trade since 1999

Retailer branches out with own sling range HAPPYLEGS TOP AWARD

THE HOPPER SIMPLE FIX

STOCKSHOP TRADE DAYS RETAILER NEWS TRAINING DIARY ON THE MARKET NEW TO THE TEAM

TR SEE ST AD US AN E A D DA T D YS 40

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…from the editor

STOCK SHOP6

In this issue we are running the first preview for Trade Days which includes details of the free seminar programme running in five different theatres over the two days.

It’s been quite a while since Trade Days was launched in May of last year but we are getting into the final straight now.

As you know if you have been following the progress of the trade only event, the response and support from suppliers has been nothing short of extraordinary for a launch event. It looks like there will be around 130 companies exhibiting at the first show. To put that into some sort of perspective, that’s similar to the number of companies that deal with the trade and exhibit at Naidex.

It’s a leap of faith for the companies that have committed their budgets and one thing is for sure, it won’t work unless retailers turn up. In fact, if retailers don’t back the event, it’s very unlikely that we will ever see a dedicated show for the trade attempted in the UK again.

And so my message is this. Give it a go and come along and see what all the fuss is about. Not only that, but bring members of your team with you. There’s going to be plenty going on to keep everyone busy all day. In fact, why not come along for both days and really set some time aside to think about your business, the future and make the most of the opportunity to be in an environment in which every single person you see is a retailer or supplier.

I guarantee that if you do come, then within the first hour of being there you’ll understand exactly when there has been so much support for Trade Days. I also guarantee that your trip will be more than worthwhile and will produce something new and positive for your business.

TRADE DAYS 10 ON THE MARKET 38 WEB NEWS 58

David N Russell AD4

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

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

14:25

Page 1

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

TRAINING DIARY 64 ASSOCIATION UPDATE 60 JOBS ON OFFER 69

You can find THIIS on Twitter at: wwwthiiscouk

Find out why on page 11 & 15

www.thiis.co.uk 3

Ellen, Blue Badge Company

Doug, Gerald Simonds

Rebecca, Capatex

Mark, Able2

Angus, Happy Legs

Kim, Sidhil

David, Gordon Ellis

Miranda, NRS

Sarah, Helping Hand

Steve, Recliners UK

Elaine, Electric Mobility

David, TIMO UK

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

It’s new, it’s different, it’s unique, it’s been designed for businesses just like yours and promises to be the most worthwhile, rewarding and profitable two days you and members of your team will spend in 2014.

Time to do business with over 130 suppliers Take advantage of the special trade deals and save £££ Choose from a packed programme of free business, sales and marketing seminars Attend exhibitor briefings to get all the latest news and developments Meeting rooms and spaces available for networking and in-depth discussions Supported by:

Make a date to be part of this brand new trade event For more information and to register for your FREE place visit: www.tradedays.co.uk/free-THIIS

First Name:

www.tradedays.co.uk/free-THIIS

Surname:

Email Address:

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Organised by: CloserStill Media Healthcare Ltd, George House, Coventry Business Park Herald Avenue, Coventry CV5 6UB

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Please write clearly to allow us to process the registration correctly

Post forms to: Freepost Plus – EZCY – AELB, Trade Days, CloserStill Media Healthcare Ltd, George House, Coventry Business Park Herald Avenue, Coventry CV5 6UB

Fax back to: 02476 713 778 Scan and email to: e.cave@closerstillmedia.com

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“Qimova adjusting to your life” The Qimova range is built on decades of experience by working with ends users and professionals, with a wide variety of models that include Manual and powered and sizes from paediatric to bariatric fully bespoke/individual service with over 5000 components and growing. All wheelchairs incorporate Tilt in Space and fully reclining backrest and articulating legs rests. Range of options and accessories including hip guides, thoracic, pommels, multi-functional headrests, channelled armrests and calf supports.

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stockshop

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

Refresh washbasin only £50* The Refresh washbasin is stylish, innovative, aesthetically pleasing and specifically designed for wheelchair users. The contoured bowl and off centre waste provides extra space underneath the basin to allow for improved access. The Refresh basin is suitable for wall fixing or for mounting on a rise and fall bracket. The underside of the basin features 5 concealed handgrips providing extra assistance when manoeuvring. The basin has a bowl capacity of 4.5 litres and is available in both single and twin tap options.

The tap holes are located to the right hand side of the basin in both options.

For more information or to order, please call Elliott on 0800 3217430. *Price excludes VAT and Carriage. Offer valid until September 30th 2014 Normal trade price £80.00

Offers from Felgains Onyx Hi-lo Bath, several years old but only used for demonstration, would like £1500.00 plus VAT. Scalamobil Stairclimber, ex demonstration model, demonstrated a handful of times, £1800 plus VAT. Oxford Maxi Electric Hoist, new but been in stock a while, £750.00 plus VAT. Oxford Voyager Portable Hoist Unit, brand new and boxed but we are overstocked so we are prepared to move these on at only £790.00 each plus VAT, 4 available.

Careflex Comfy Slide General Purpose Slide Sheets, overstock situation, rrp £20 plus VAT, but for sale to trade at £10.00 each plus VAT – minimum order 10, 110 available at this price.

Careflex Comfy Slide Bed Size, overstock situation, rrp £30.00 plus VAT, for sale to trade at £15.00 each plus VAT, minimum order 5, 15 available at this price.

For more information on any of the products, contact Sam Webber on 01473 741144 or email sam@felgains.com

The

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Happylegs walks away with top award Newcastle-based medical supplier Embryonyx Ltd is celebrating after a national business awards win.

Embryonyx is the supplier of the Happylegs seated walking machine, which aids circulation by gently exercising the legs. The product was shortlisted as Funding Champions in GrowthAccelerator’s inaugural Brave and the Bold business awards, and edged out fellow nominees to scoop the prize..

The Funding Champion Award recognises companies that have ensured the best use of their resources, putting all money raised to the best possible use to further business growth and ambitions. Embryonyx’s win of The Funding Champion Award comes as a vindication of Managing Director, Angus Long’s, hard work and dedication in bringing Happylegs to the UK market, with the use of early stage funding, combined with leveraging retained cash from initial orders, swaying the judges.

Angus told us: “GrowthAccelerator is obviously a hugely influential body and to be recognised by it in this way is a tremendous accolade. Winning The Funding Champion award for our work in bringing Happylegs to market is a massive achievement for us, as we’ve not only worked exceptionally hard to do it, but because we really believe that this is a product that can help people living with debilitating illnesses such as poor circulation, diabetic neuropathy, thrombosis (DVT) and arthritis.”

Happylegs uses, gentle, continuous motion to exercise the legs, easing circulatory issues and providing stimulation to those unable to take part in traditional exercise, either through illness or lifestyle issues. Endorsed by a number of

ABOVE Angus Long collects an award that recognises the work he has done to get the Happylegs product onto the market.

TOP LEFT The product aims to ease conditions such as such as poor circulation, diabetic neuropathy, thrombosis (DVT) and arthritis.”

eminent healthcare professionals and BELOW LEFT According to the company, the product is perfect for supported by a therapeutic report retailers in our marketplace from the Foundation for the Study and Prevention of Venous Diseases, Angus says that Happylegs is proving extremely popular across Europe and the UK. “Happylegs is perfect for the retailers in the homecare industry” he says, “as it is suitable for practically every customer that might visit a mobility shop or showroom. It is very easy to demonstrate and with 70% of customers who try it wanting to buy one, it’s a great line to carry. I would encourage any retailer looking for a new, innovative and easy to sell product to get in touch and be among the “It is very easy to demonstrate and with first to have this fabulous 70% of customers who try it wanting to healthcare product in the front window of their buy one, it’s a great line to carry” showroom.”

GrowthAccelerator is currently supporting over 15,000 high growth businesses in England in achieving their growth ambitious. It is a service community led by some of the country’s most successful growth specialists that provides networking connections, new routes to investment and new ideas and strategy for businesses looking to reach their full potential.

Embryonyx can be contacted on 0845 300 8823.

Email info@happylegs.co.uk or visit the website at www.happylegs.co.uk

Hear all about the product introduction at Trade Days Angus is exhibiting at Trade Days with the Happylegs product and is also presenting a seminar there too. Entitled, ‘The anatomy of a new product introduction’ it will take the audience through a journey of how the product was discovered, researched, market-tested, launched and promoted. It is designed to give retailers background information if they are thinking about looking for their own ‘exclusive’ product to market, as a number of retailers have in the past few years. The seminar will also cover how ‘Happylegs’ works, who is buying it, how you can sell it yourself, the support available and the margins you’ll make.

8 www.thiis.co.uk

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TRADE DAYS preview

MARKET LEADER LOOKS TO MAKE A BIG IMPRESSION One of the companies on the Trade Days exhibition floor is promoting to retailers in this sector for the first time at a show, but is by no means a new business. Furmanac is a family owned company that was established in 1972 and manufacturers a range of adjustable beds and chairs. Well-known for its MiBed adjustable bed range, supplying hundreds of furniture outlets around the UK, the company recently launched riser recline chairs too.

Aubane Hilliard is the Sales and Marketing Manager for the company and she explained more about the company and its plans for the future.

“We have been producing adjustable beds for over 40 years and we now have 65% of the adjustable bed market in the UK. It’s not surprising that retailers in this sector are not aware of us as it’s not a marketplace we have been that active in until now. Over the past three years though we have developed a range of riser recline chairs which have become popular with the furniture outlets that we deal with.”

According to Aubane, the company was established by her Grandfather, Reg Hilliard, in the late 1960’s. “My Grandfather started the company to import and supply motion furniture to the UK furniture industry. When my father, John Hilliard, who is now the MD, took over the business, he decided to make an adjustable bed for his own mother from imported components. This then led to being the first in the UK to manufacture the motion component of the bed and then on to commercially supplying a finished bed and making the mattresses to suit.”

“The majority of our business is with independent furniture outlets” she added, “but we do also supply some of the larger players too such as Furniture Village and Bensons for Beds. We employ around 190 people and sales have grown 15-20% year on year for the last 4 years. We manufacture adjustable beds, divan beds and riser recline chairs. We also produce upholstered bed frames that we have recently launched which have the option of either adjustable or static frames.”

The move to exhibit at Trade Days reflects a desire by the company to become better known in our sector. “We are not as well-known as we could be and as we haven’t really promoted into this sector before, retailers have come across us at other shows maybe, found us online or been

TOP Aubane Hilliard says that Trade Days has come at just thr right time for the company which is looking to meet with retailers interested in the adjustable bed and chair ranges RIGHT The chair range is just a few years old and is available on 24 hour delivery

10 www.thiis.co.uk

approached by one of our Agents.” Aubane told us. “We do have retail customers in the mobility sector, but clearly the majority are not as aware of us as we would like them to be and so there is plenty of scope for us to get the message across about the company and the products we have to many 5th & 6 more customers. Trade Days has come at th O just the right time for us.”

NEC Bir ctober 2014 mingha Asked why retailers should be interested www.tra m dedays to talk to the company at Trade Days, Aubane .co.uk says: “We offer a quick ship program for the chairs which we believe retailers will be interested in. We can get a chair to a customer within 24 hours. There are three different styles in the range with a button back, a two cushion and a waterfall back. Adjustable beds are also available on a next day “We employ around 190 people and service.” sales has grown 15-20% year on year She added: “We are looking forward to meeting for the last 4 years” plenty of retailers at Trade Days where we can show them a range of products that we think they will be impressed by and let them know more about the company and what we can offer them in the future.

If retailers are looking for both beds and chairs, then they can find the products from the same company and deal with the same people.”

Furmanac is just one of the companies exhibiting at Trade Days that retailers might not be fully aware of. Visitors to the show will find a number of businesses exhibiting for the first time at a show in our sector and so it will produce a show-floor that is a good deal different to anything that has been seen in the UK before.

If you would like to set up a meeting time at Trade Days with the Furmanac team, call 01384 408844. The website is at www. furmanac.co.uk

VISIT US STAND ON E39

FIND OUT WHY SO MANY DEALERS ARE SWITCHING FINANCE TO FIRST SENIOR VISIT US STAND ON D35 TRIPLE STAR FINANCE

5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de days.co .uk

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Bricks and mortar or online… which camp are you in?

It’s a question that has been asked a number of times over the past few years – what’s a better route to market, bricks and mortar or online? That was the topic of a discussion at Naidex a few weeks ago.

Chaired by David Silver of Years Ahead, the panel consisted to Paul Boniface, Franchise Director at retailer Ableworld, Glen Richardson of online specialist Fruugo and Alistair Ronaldson, Lead Graphic Designer and Marketing Co-ordinator of Yorkshire based Clark & Partners.

According to Fruugo, cross border shopping is the next big thing in ecommerce. Fruugo describes itself as a ‘global online shopping marketplace’.

Glen explained that the company takes products and produces the marketing packages in different languages with the pricing relevant to the various countries. An Independent Living category has just been launched.

Alistair from Clark & Partners, comes from a design and marketing background and has spent a good deal of time getting the companies e-commerce offering right, but emphasised that the company still believed in the bricks and mortar approach.

Paul is the Franchise Director for Ableworld, which now has 20 traditional retail outlets throughout the UK, including a number of franchisees. “One of the questions that we get asked early on from potential franchisees” Paul said, “is about the internet. I come from a background of traditional marketing and so I have been trying for the past few years to get under the skin of what it is all about and it is a challenge to the bricks and mortar model.”

David Silver’s company, Years Ahead, is

12 www.thiis.co.uk

involved in research in the marketplace. He told the audience that what his company had noticed over the past 18 months or so was the emergence of Amazon and eBay in the marketplace. “From nowhere” he said, “they are coming up on the outside track and getting an increasing number of “I have been trying for the past few mentions as the means of purchase.” years to get under the skin of what it David poised the question is all about and it is a challenge to the – is the traditional outlet a thing of the past or under bricks and mortar model” threat from online sales?

Alistair replied: “It’s a competitive marketplace, that’s for sure. In fact, whichever route you take, through the showroom or online, it is becoming more competitive all the time.

Our experience is that the two can complement each well. We find that having the presence and the credibility that bricks and mortar provides for the business to be very important. In the retail outlets, our customers spend a long time talking to our staff and that’s very different from a normal retail experience and you cannot replicate that online.”

He mentioned pricing too, adding: “We are also finding that the online presence is driving the retail sales TOP Fruugo is a global online too as sometimes there isn’t anything shopping marketplace and is now better than touching and feeling the adding on an independent living category. products and being able to have that conversation with staff. It’s particularly

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true when someone is looking to buy something a little more specialist. Yes, it’s having an impact and on prices too. We’ve always been a provider of quality products and we haven’t really sold on price in the past but we have moved more towards price driven advertising in recent times as people are expecting to see more deals. Of course, the cheap option can sometimes be the wrong buying decision in the long run.”

David then raised the question about how to get the balance right, between providing a great service but also ensuring the right product is being sold to customers that can be vulnerable and in a number of cases really need to be assessed for the items they are looking to use.

Glen said that people don’t have to leave their homes these days to experience a product and to see exactly what is out there. “That’s what the internet offers – a way for people in small towns to have access to products that are on Oxford Street. There are tools that enable us to communicate through the internet. For example, who hasn’t used Skype to do that or a video conference or an online chat facility can be installed very easily and there are many other tools out there that will enable you to describe a product to a customer online. These might be people who find it difficult to go to a store and so to be able to provide them the products from their own home is a fantastic resource.”

Paul questioned how much business there really is. “What we need to be thinking about as retailers is just how much business is out there online and how much will still be coming through our showrooms. There are a lot of statistics that you see in the press that suggest that internet sales are up by 20% or 30% but what does that all mean in reality? We’ve spend a good deal of time trying to understand just how much business is out there online in our marketplace and it’s very difficult to come across reliable figures. There are people who are doing well, but there are also people who have gone out of business because they have invested too much developing the online business.”

Paul explained that he had gone to the National Office for Statistics for what he suggested would be the ‘most reliable set of statistics that I could find’. I took a look at the business figures for March 2014 and the total was £6 billion. According to the figures, 10.7% of all sales were online. The highest figure recently, in December 2013, was around 12%. That means that around 90% of all business is coming through showrooms and that’s why we are still very much interested in having bricks and mortar locations. Yes, online is coming, yes it’s

growing year by year, but don’t forget the value of a centuries old practice of someone ABOVE Clark & Partners has spent a good deal of time and money coming into a shop and someone developing an e-commerce offering saying good morning, how can I help you?”

David wondered whether the internet retailers had an unfair advantage over a company with showrooms and staff?

Paul answered: “I’m not sure that any competition is unfair. I think we have to be aware of the competition and the competition comes from price and so we have to be aware of what the prices are. There are ways in which we can counter that and, as has been mentioned, you can’t touch and feel the products online. A lot of customers do want that experience before they buy. We also have people in the team who are very interested in our customers and who can spend the time with them. It’s about a personal service and being able to “Whichever route you take, through personalise the product for the customer.” the showroom or online, it is becoming Paul also explained how Ableworld deals with more competitive all the time” customers who come to them for help after buying online. “We have a policy whereby if someone buys a scooter, for example, online and it goes wrong, then we have two prices. One if the customer bought it from ourselves and another if they have bought elsewhere.”

David suggested that online retailers had to

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FIND OUT WHY SO MANY DEALERS ARE SWITCHING INSURANCE TO FIRST SENIOR

VISIT US STAND ON D35

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cater for a number of different groups – the people looking to buy the product, the friends or relatives of the people looking to buy and professionals. He asked how it was possible to produce a site that catered for all groups?

“It’s a good question” Alistair replied. “We certainly put a lot of emphasis on the design aspect and we are very conscious of the look and the feel of the site. We have been looking to offer customers the same shopping experience as they might with a business such as Marks & Spencer.

Obviously, user accessibility is important and we have thought about that a lot and we have used as much information about the products as we can and our advice would be that it doesn’t pay to copy content. In fact duplication could harm you in terms of search engines. There’s a lot of work to do to create the content, but it is worth it in the long run.”

Alistair added: “As far as designing the site for the people who might be looking online for products for their family members, it means that you don’t need to be scared of technology as, generally, they will be used to using a number of different tools.”

He suggested that one of the biggest issues is the ongoing support necessary. “One of the biggest things to take into consideration is how you resource the website in terms of both staff and communication. When we launched our new site and resourced it with staff to be able to update offers and engage with customers, the effectiveness increased dramatically.”

Talking about new websites, Paul said that Ableworld has been working on a new version. “It’s taken us 18 months to put together” he said, “in the future we will be including our franchisees in the e-commerce offering too. We can look at sharing the revenue from a sale from a particular postcode area as our franchises are awarded on an exclusive territory basis of course.”

David asked Glen how his company regulated the marketplace in terms of the people selling products through the site. How did they ensure that customers would get the right product from the right people?

“Very simple” he replied, “we do our due diligence, simple as that. We don’t allow anyone onto the platform that doesn’t have a trading history or isn’t a registered company. If we can’t find out who they are, then they don’t come on.

We have around 50 retailers a month who apply to come onto the platform and we take around 5-10% a month.”

Turning to what David referred to as ‘the dark

arts’ of online retailing, he asked how a company could make an impact without spending vast amounts on tools such as Google Adwords.

“No promotion is free” Glen answered. “You have to invest the time and money to build the site and build the traffic. There isn’t one set formula; sometimes a business simply gets lucky. You have to see spending the money as a positive step but there are things you can do to help and you just have to make sure that the simple stuff is right.

For example, make sure that your title actually describes what people are searching for and make sure that there is a good concentration of content.

Just make sure that it is genuinely relevant to what people might be searching for. Be active in social media and forums too or add a blog. If you Google Fruugo, you’ll see that out Twitter account is “According to the figures, 10.7% of all high on the list. The more content you offer, the more sales were online. The highest figure customers you will attract.” recently, in December 2013, was David asked whether there was a magic formula around 12%” or a number that retailers should be looking to work to when it comes to the amount that they would spend on a site to get it right, compared to the level of sales that they might achieve.

“The short answer is no” Alistair told him. “I think it’s just about being smart and some of the principles of selling that have been around for years

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still apply online. It’s about putting in lots of small investments, but at the end of the day, time is the big investment that you have to make and you have to try things all the time. You have to invest in technical knowhow as, even if you are not doing the work, you have to understand what the work is all about. You need someone in the business who has some time on their hands and who can do the legwork, which involves hundreds of hours and it will need constant promotion when you have produced it. You have to work hard for the sales.”

He added: “If you find something that works, then you invest in it more. The problem is that when you first start out, the data you have is small and so the question is how much credibility you give to the successes that you are having. Build the principles of testing and trying things and it will serve you well in the future. But also bear in mind that things like word of mouth are still working too.”

David then moved onto the thorny issue of discounted prices, suggesting that there were a number of e-commerce sites that are selling products extremely cheaply.

“In any marketplace, someone is going to come in and try and buy market share by pricing very low” Paul responded, “and this industry is no different with companies offering what we would consider to be ridiculously cheap goods online. The quest that consumers need to ask themselves is how long will companies like that be around. If you looked at the websites selling cheap products 10 years ago and then look at who is out there today, how many of those companies are still around? It’s the same with bricks and mortar of course, but with bricks and mortar, it’s very difficult to hide. Sell in the wrong way and someone can turn up with a placard outside the showroom. I think the consumers looking for someone that they can trust and want good service at a sensible price.”

Paul was asked whether there is a rule of thumb regarding how much business a retailer should be looking to do both online and in store. “The jury is still out as far as online sales are concerned for me. I’m a big fan of online but I just think that in our marketplace, it’s not there yet in the same way as other sectors. Clearly the percentage of sales that you do online will grow, but, if I was an independent retailer with a single shop, then I would be thinking very hard before investing lots of money in online to try and get, what would be essentially, a very small percentage of the business that is out there at present. I would be concentrating more on delivering a personal service to the local community.”

Paul added: “Don’t underestimate the amount

of time money and expertise in setting up the operation and don’t over-estimate the amount of business that is out there. There are significant challenges in the online world as well as opportunities.”

David asked Glen what “We certainly put a lot of emphasis the golden rules would be when looking to set on the design aspect and we are very up an e-commerce site in conscious of the look and the feel of the this marketplace. “Put the customer first”, he said. site” “If you put the customer first, you’ll win. If you don’t, you’ll lose, it’s that simple. Online is the same as offline, you still have customers and you still need to provide great customer service. That means answering enquiries as quickly as humanly possible and when you do that, with the right answers, then the customer will tell other people about you and that will enable the business to grow due to what we call a high viral coefficient. Word of mouth might be useful offline, but online it is very powerful indeed. If you have a customer who has 300 friends on Facebook and he tells them about you, then the business has just got in front of 300 new potential customers.”

Glen added: “I believe “We have around 50 retailers a month that shopping offline and shopping online is the same who apply to come onto the platform thing – it’s shopping. The and we take around 5-10% a month” world has changed, it’s just that people are buying things differently now.

People might well walk into a showroom and touch and feel the products. But then they might just walk out and eventually buy online and if you don’t have an online shop, they won’t buy from you.”

More on Fruugo Fruugo has launched a ‘Self Sign-up’ for retailers worldwide. Successfully supplying shoppers in 23 countries worldwide, the company says that the model is simple and intuitive, but underpinned by very clever technology. The site allows shoppers in any country to buy from retailers in other countries, but always in their own local language and currency, irrespective of which countries the retailers are in.

The retailers in turn are paid by Fruugo in their own currency, after Fruugo takes its commission. The company says it’s a simple case of ‘no sale, no fee’.

According to the company, the system cost €40 million and several years to build, test and launch. Originally funded in Finland, Fruugo is now owned by the UK management team.

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18 www.thiis.co.uk

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TRADE DAYS preview

LOTS TO OFFER RETAILERS ON THE STAND As one of the founding members of Trade Days, Paroh Ltd is looking to use the show to establish the company further in the marketplace after a successful introduction of their range of ADL products, Active Living.

Paroh Limited re-launched themselves in the market a year or so ago and has quickly grown to become a major supplier to a number of retailers.

A recent move to newly refurbished offices and showrooms has added to the focus on the development and support of the Active Living brand and a new range of Matfield Lavender gifting.

Pardip Virk, Buying Director told us: “With the development of our purpose built office and showroom facility, alongside our state of the art European distribution centre in Birmingham, we have the great support for an exclusive range of products that we believe retailers will find very interesting. We have a unique understanding of the retail market combined with what we consider to be a world-class supply base and our knowledge and experience allows us to offer innovative quality products at competitive prices. With a comprehensive stock holding, it also means we can provide excellent promotional opportunities for the retailers who buy from us giving them high levels of confidence in listing our brands.”

And, he says, additional new products have strengthened the retailer offering. “The emphasis for our new Active Living and Matfield Lavender ranges is to complement our best-selling existing lines

20 www.thiis.co.uk

VISIT US STAND ON B15 5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de days.co .uk

ABOVE A newly refurbished facility supports the retail network

with new products that give our customers greater BELOW LEFT The choice with the same great quality.” company will be at Trade Days with Along with the ADL range, the new Matfield a wide range of Lavender range combines aromatic scent and products warm heat therapy to provide easy and gentle soothing relief for many aches and pains, helping to relax, soothe and heal.

The company will be “We are confident that anyone stopping in front of retailers for the first time at a specialist by our stand at the show will find show in this sector at something that they will be keen to Trade Days. Pardip told us: “We regularly take part in promote” international and regional trade shows and as one of the founder members of Trade Days we are delighted that an event has been designed that allows exhibitors and retailers to talk business in a trade-only environment.

The new event gives our company and our Active Living brand an excellent marketing and sales opportunity with the chance to build new relationships while enhancing our existing ones. We are confident that anyone stopping by our stand at the show will find something that they will be keen to promote through their showroom or website.”

For more information on the products, call 0121 543 1336, email sales@paroh.co.uk or visit the website at www.paroh. co.uk

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YOUTUBE VIDEOS ON PUNCTURES AND PDI TGA Mobility has published two YouTube videos demonstrating its puncture sealant and why TGA PreDelivery Inspections (PDI) ensure consistent product reliability.

The company says that the TGA YouTube channel is developing into a popular source of information for TGA retailers as it hosts a wide variety of content. The videos on offer range from new scooter demonstrations, extreme product tests through to end user testimonials and now trade related sequences.

The new TGA Puncture Sealant System video is presented by Dom Thomas, TGA Service Manager, who demonstrates why the new solution is so effective at protecting against flat pneumatic tyres.

The second new video presents an interview with Justin Horne who outlines the PDI policy from TGA. Justin Horne is one of the TGA Inspectors who are responsible for implementing a 33-point check on every scooter before they are dispatched.

The TGA YouTube channel can be found at www. youtube.com/user/TGAMobility.

Gateway to the Scandinavian market

Health & Rehab Scandinavia 9 -11 September 2014 · Bella Center · Copenhagen · Denmark

Healthcare markets of Denmark and Scandinavia attracts world attention Danish Rehabilitation Group invites the entire industry and all actors in the social, healthcare and assistive technology sectors to become a part of Scandinavia’s largest trade exhibition.

Get in touch with the right people The exhibition offers a unique opportunity of presenting your company in the right forum and of getting in touch with many key persons of the social, healthcare and assistive technology sectors.

In 2014 the exhibition sets focus on “An Independent Life”.

Exhibition Office: Tel. +45 61 22 57 56 · Tel. +45 40 15 91 51 info@health-rehab.com · www.health-rehab.com 22 www.thiis.co.uk

Organizer:

VISIT US STAND ON E35 5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de days.co .uk

90% STOCK RENEWAL WITH SIDHIL BED According to Sidhil, support for the versatile Innov8 iQ ward bed is gathering pace and the product is increasingly proving to be the bed of choice for NHS Trusts across the UK, Another major contract sees Salisbury District Hospital replacing 90% of its bed stock with the Innov8 iQs over the next four years.

Salisbury NHS Foundation Trust provides a wide range of clinical care at Salisbury District Hospital, which includes general acute and emergency services to approximately 225,000 people across Wiltshire, Dorset and Hampshire. Specialist regional services such as burns, plastic surgery, cleft lip and palate, genetics and rehabilitation extend to a much wider population of more than three million people.

The decision to specify the Innov8 iQ followed a stringent selection process and comprehensive clinical evaluations looking at a range of potential ward beds. The company says that the iQ was chosen based on a combination of performance, functionality, flexibility and value.

“The Sidhil bed provided the optimum price/ performance combination, together with an exceptionally low mattress platform height which will make an important contribution to our falls

prevention strategy,” stated Kate Stovin-Bradford for the Trust.

The Innov8 iQ is designed around optimising tissue viability, infection control and health and safety in terms of manual handling and falls prevention, making it suitable for a wide range of patient groups. It features Sidhil’s latest ‘iQ Contouring’, where the backrest and knee break operate in harmony to reduce shear and friction, “The Sidhil bed provided the optimum playing an important part in the prevention of pressure price/performance combination” ulcers.

The company says that UK manufacturing gives it an important level of flexibility in terms of specification, enabling the company to respond to Salisbury’s requirement for the incorporation of a modified bed pusher mount to suit hospital procedures.

The Sidhil website is at www.sidhil.com

Dolphin donation To celebrate the recent opening of its new offices in West Bromwich, Dolphin Lifts Midlands presented local health and wellbeing charity, The Kaleidoscope Plus Group, with a gift certificate for a free MediTek straight stairlift. Steve Wilson, Operations Manager at MediTek handed over the certificate to Kay Orme, Volunteer Outreach Coordinator who was joined by Greg Shelton, PR & Communications Manager and 24 www.thiis.co.uk

Kirstie Barnes, Community Engagement and Fundraising Co-ordinator from the charity.

MediTek was happy to help out with the donation to the worthy charity. Operations Manager, Steve Wilson, commented: “At MediTek we feel strongly about giving back to the community.”

Dolphin can be contacted on 0121 5258925 or visit www.dolphinmidlands.co.uk

Aktiv add HD Rehab to range Aktiv UK has announced that the company is now the sole importer for high end Swedish manufacturer, HD Rehab.

HD Rehab manufacture a variety of adult, paediatric and bariatric tilt in space, comfort and rehab wheelchairs with a vast selection of accessories, adjustments, and the capability to build special designs to the end user’s exact requirements.

Andy Haines, General Manager said: “The addition of the HD Rehab portfolio means that we can now offer a much broader range of products to a much broader range of trade buyers. We already have our own great quality X Series wheelchairs covering the ‘standard’ and low end complex rehab wheelchair niches, and adding the premium HD Rehab portfolio opens the market for us to move into highly complex and bespoke. This is an exciting phase of our UK launch roll-out, and something we are very pleased about.”

He added: “We are now looking for top quality, talented rehab specialist retailers to work with as partners and who want to offer something different, or dare I say it, better. The Bumbelbee, and HD Balance are two products I personally hold in high regard and have worked

with before. They include features like disc brakes, highest quality components manufactured to exacting standards, cushioning available in cloth or Dartex and set up/measuring guides engraved in the frame, so it won’t come off in decontamination processes.

There are also how to guides built in and a 3D adjustable footbox, meaning you don’t need to make a bespoke one. Each accessory is individually crash tested and CE marked and packaged so each item, product, or part can be used in EPOS “We can now offer a much broader systems. These are all neat finishing touches to an range of products to a much broader already great product.” range of trade buyers” HD Rehab’s Export Director, Fredrik Melander said “We are finally at a point where we can work closely with Andy and Aktiv UK and we are very happy about that. We are very excited to be involved with Aktiv UK, and look forward to a long partnership” For more information, call Andy on 07810 555885 or email at sales@aktiv-wheelchairs.co.uk.

The HD website is at www.hdrehab.com

LEFT The HD Balance 16” wheel version with spacer fabric upholstery.

The company can produce special builds and will conduct assessments on behalf of retailers who want to add the range, but maybe don’t have the expertise, or are looking to enter the specialist rehab market space and need training.

TOP The graduated angle adjustable leg rest showing the fine tune adjustment therapists can make and the high quality engineering of the brake assembly.

26 www.thiis.co.uk

S T Y L E I N N O VAT I O N C H O I C E Ergo LitE whEELchair The Ergo Lite is our lightest wheelchair to date, weighing just 8.3kg (17lbs) complete. This has been achieved without compromising the strength and durability you would expect from a Karma product. It also has Karma‘s patented Ergo seating system for increased comfort and Aegis microbe shield to keep the upholstery fresh.

a Ultralight from 8.3kg a S-Ergo seating system a Aegis microbe shield a Attendant brakes For further details please call: 0845 630 3436

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

TRADE DAYS preview

TRADE DAYS PROMOTION HAS 50 FREE SEMINARS ON OFFER The number of exhibitors at the new show is now close to 120. The latest companies to join the show floor are Tap2Tag, Caretech trading as Faaborg UK, Royams and Click Care Solutions.

The Tap2Tag is a simple device, which anyone can use. A typical Tap2Tag Medical user wears a wristband, similar to popular rubber charity wristbands. Other users prefer to have a key fob, or to carry a card, or to display a sticker in their home. Some choose to use a combination.

Each device is embedded with a new technology, known as ‘NFC’ (near-field communication).

NFC was designed for use with mobile phones.

Most smart phones have this technology and it’s anticipated that, by the end of 2014, virtually all new smart phones will have it.

In an emergency, for example when someone collapses, after calling the emergency services any passer-by or neighbour with an NFC-enabled mobile phone can ‘tap’ the patient’s device. With a couple of clicks they can gain instant access to information which the wearer has chosen to disclose.

Managing Director, Chris Ford explained: “Tap2Tag Medical is a new innovation in providing safe and secure medical alert devices. As a new business we were delighted to be at Trade Days so that we can showcase this amazing new product.

With the wealth of potential customers exhibiting and visiting the show we strongly believe that this is the best move we have made this year.”

Trade Days is all about giving retailers and suppliers the time to talk business in an environment that is ‘trade only’. However, apart from providing two days of very focussed meetings and discussions, visitors will find lots going on, with plenty of interesting, useful and relevant seminars and workshops taking place.

The promise is that there’ll be something for everyone, from business owners, managing directors, technicians, showroom staff and sales teams. Retailers are encouraged to bring along their team members to meet suppliers and sit in on the free seminars that are designed to give businesses real, easy and cost-effective ways to grow sales and profits.

There are a number of different streams to the seminars – Sales Builders, Marketing Boosters, Customer Service Focus, Business Development and Technically Speaking sessions.

This month we are taking a look at just a few of the sessions on offer.

If you are looking for new market opportunities develop new sales and attract new customers, then four sectors will be featured in one seminar.

They are telecare, footwear, sensory products and Functional Electrical Stimulation (FES) products.

The seminar is entitled: New markets, new profit opportunities – introducing growing market sectors 28 www.thiis.co.uk

LEFT OT Kate Sheehan will be looking at what

you need to know about customers who have in which retailers can Multiple Sclerosis, Stroke, Rheumatoid arthritis and build a business and Parkinson’s disease. attract new customers.

CENTRE If you want to know how to make more Representatives of sales of higher priced products, then the seminar companies that are from Shaun McCluskey of Kirton Healthcare. developing businesses in RIGHT If you want to know how to make your the featured sectors will showroom more effective, the Dean Waugh will be give a taster of where presenting on how to do that, even in the smallest the sales come from, space who buys the products, why they buy and how you can develop sales in your own business.

Promoting in this market needn’t cost a fortune and needn’t take forever.

That’s the message in a “We strongly believe that this is the best seminar that will give you ideas about how you can move we have made this year” generate interest locally on a shoe-string budget and do it quickly. The presentation will use real examples from our marketplace. Simple retail marketing that’s on the cheap and really works will be presented by THIIS Editor, David N Russell.

The guarantee is that anyone who attends the seminar will go away with a list of things they could implement in a retail business immediately.

If there is someone in your team who is responsible for producing marketing items, then a “If you are looking for new market seminar about how to write in a way that will make opportunities develop new sales and customers take action attract new customers, then four sectors is sure to be thoughtprovoking. ‘A word in your will be featured in one seminar” ear – How to write stuff that sells’ is presented by Andy Owen, a successful copywriter who will talk you though the basics so that when you next write something, the message really gets across.

There’s also an opportunity to hear from someone who has been involved in building a business over the past couple of years, focussing on ‘high end’ products with strong design features.

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TRADE DAYS preview Ed Warner founded Motionspot in 2012 to design and build beautiful, accessible homes for anyone living with a disability. Ed says that retailers will be given a tried and tested ‘game-plan’ to help them develop their business in a market sector that is only going to get bigger and bigger.

‘Creating an effective retail space to improve sales - even in the smallest space’ is an opportunity to hear from a retail design expert who will show you how to connect with your customers, provide simple space planning techniques to increase customer flow and consider the key drivers within a retail environment. Dean Waugh has 15 years’ experience in the retail design arena.

Can social media channels such as Facebook and Twitter really make a difference to your business?

‘Get the customer and keep the customer using the power of Social Media’ aims to walk attendees through the steps they need to take to use social media to generate enquiries and sales through the process of staying in touch and conversation. It is being presented by David Standing, one of the founders and CEO for mybizadvisor.

If someone in your business would benefit from learning about simple but effective selling techniques, then a session that looks at crossselling and up-selling will be well worth adding to the list of things to attend. Dr Barend ter Haar has been involved in the industry for 37 years. The

session will focus on techniques to give customers better value and make sure they return for repeat sales along with how to make better margins by using simple techniques.

Overcoming objections is crucial when you want to sell more and one of the most common objections is all about the cost of the products.

‘How much!! - Overcoming the Price Objection’ will highlight practical tips and useful techniques to help you sell those big ticket items more effectively.

Whoever is selling the high value products in your company will benefit from attending this session, “A seminar about how to write in a way presented by Shaun that will make customers take action is McCluskey, Commercial Manager of Kirton sure to be thought-provoking” Healthcare. Shaun has plenty of skills and ideas to help retailers develop their own sales techniques and achieve positive results.

If you supply batteries to customers, then ‘Shedding light on batteries – essential tips for you and your customers’ will be a useful session to attend. Presented by Dan Caines of MK Battery it will give you all the information you need to manage customer’s expectations and to provide knowledge that could cut those costly call outs. From the basics of battery care to tips to enable end users to maximise their “fuel source”, you’ll gain useful

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30 www.thiis.co.uk BHTA Advantage QP.indd 1

21/11/2013 09:13

Introducing the new Windsor, an affordable and extremely comfor table riser recliner.

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Trade Fair and Congress

Our Windsor comes complete with a Single Motor Tilt-In-Space action which offers an extremely comfor table seating position through it’s entire motion.

Manufactured in the UK this product comes at an exceptional price and is accompanied by our 5year warranty package.

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TRADE DAYS preview information for both you and your customers.

One way to generate interest in the business is to run an open day in the showroom. ‘How to run a successful event, Open day or Professionals Training Day’ will provide tips and guidance so that when you run a showroom event, you’ll get it right.

The presenter of this session, Andrew Gubbins of CAS Marketing, has been helping to promote events and organisations in our marketplace for years. If you have someone in the team who would be good at running an event for you, then this is the session they should be in.

The way some customers will be paying for their products in the future is changing with Personal Budgets, Personal Health Budgets and Direct Payments all becoming part of the mix. If you’re not 100% sure how they could impact on your business, then there’s a session that will give you a great insight into how some of your customers might be making their choices in the future. It is presented by someone who is using the funding to buy products and you’ll also hear about a gap in the market that could turn into a new opportunity for retailers. The presenter is Julia Winter who became disabled 20 years ago and is now a full time wheelchair user. She has received funding from her local council in the form of a Direct Payment and has used this to employ her own personal assistants and to purchase equipment to help her with everyday life.

In addition, there are also seminars covering subjects such as the 5 things you need to know about clients with medical diagnosis of Multiple Sclerosis, Stroke, Rheumatoid arthritis and Parkinson’s disease, Making your business more retail savvy, developing your own app, 10 things you need to know about equipment assessments for Plus Size People, 10 things both manufacturers and retailers should know about complying with the UK flammability regulations and presentations on what the AT business model of the future look like and how it might impact on marketing and communication strategies. A panel discussion with a group a retailers will talk about the challenges and opportunities in the marketplace.

Apart from the four different seminar areas, the BHTA also has a dedicated theatre at the show and will be running a series of seminars which will give both members and non-members plenty of updates and important information.

There will be a session run by Ed Mylles, Director of Business Development at the DLF which will explain how companies can get in front of the people looking for advice on independent living.

A seminar will highlight for suppliers and retailers

32 www.thiis.co.uk

how engaging with Independent Occupational Therapists can help grow your business. If you want to find out more about the work of independent occupational therapists and assessments and how you can build links with local independent occupational therapists, then this is the session for “A retail design expert who will show you you.

Sessions will also provide how to connect with your customers updates on the Healthcare and provide simple space planning and Assistive Technology Society (HAATS) which is techniques to increase customer flow” relevant for anyone involved in the assistive healthcare/ technology profession, employers and employees, practitioners and non-practitioners alike.

If your company is a BHTA member, then you can also check whether you are complying with the BHTA Code of Practice. Sarah Lepak, BHTA Director of Governance & Policy Development will help you double check that you are doing all the things you should be and make sure you understand the commitment you have made.

Another session will explain how you can give good quality advice whilst you’re asleep and is all about selling online while observing best practice. It will debate how the kind of advice your business gives “There are also seminars covering in person to showroom subjects such as the 5 things you need to visitors can be duplicated for visitors online. know about clients with medical diagnosis There are a number of of Multiple Sclerosis, Stroke, Rheumatoid guarantees for visitors to Trade Days and they arthritis and Parkinson’s disease” include that anyone attending the event will learn something to take back and implement in their business straight away and that you’ll leave the event inspired and with lots of new ideas. The extensive free seminar programme will ensure that your time is very well spent, whether you choose to attend on just one day or, as a number of people are planning to do, spend both Sunday and Monday taking time out to think about how you can develop your business in the future.

To see the full seminar programme and to register for the show, visit the website at www.tradedays. co.uk

Designed for client comfort, versatility and performance, Sidhil’s latest Solite UK bed is the highest specification product in its class.

Designed and made in the UK.

VISIT US STAND ON E37

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5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de days.co .uk

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Contact our sales team for details: t: 01422 233 000 / e: sales@sidhil.com

OT led business thrives on person-centred approach We are seeing more involvement from OTs in businesses in our marketplace and a good example of that is RKS Ltd, based in Chester. The company is owned and run by qualified occupational therapists Bev Kelly and Ailsa Reston, who provide Occupational Therapy services as part of their business.

“We increasingly found that we Bev and Ailsa have been working as independent wheelchairs in and out OTs for over 14 years and set up the shop in 2008 of cars. They are of an were providing assessments and with a view to supplying the products they were extremely good build quality recommendations and the prescribed recommending to patients. despite being so lightweight Bev explained: “We increasingly found that we and Karma itself is a brilliant equipment was not being provided to were providing assessments and recommendations company to deal with. Mark and the prescribed equipment was not being and the team are incredibly our clients” provided to our clients so we wanted to start proactive in helping us to supplying the products ourselves to make it source specific models for easier for them to buy. It is really a business with a customers and we absolutely love working with difference – people can tap into any area of it. They them.” can come in here to buy equipment independently For more information on the company, call 0151 or recommended by other OTs. Alternatively 356 7007, email enquries@rskot.co.uk or visit www. customers can book an appointment to see our rksot.co.uk Occupational Therapists to assist them in selecting equipment or meeting their goals. All of our staff members’ training is overseen by Ailsa and I and we ensure the advice and assessments given are objective, appropriate and of the highest standard.”

RKS specialises in adaptations such as level access showers, and stocks the full range including wheelchairs, powerchairs and adjustable furniture.

The company firmly believes in providing what Bev describes as a person-centred approach.

She explained: “It is very important to us for our customers to have the correct products to meet their requirements. We take time to find out what their needs are and recommend products based on these, evidence-based information and our professional experience.”

The company covers North Wales, Liverpool, Merseyside, Cheshire and Wirral, and for its OT side, goes much further afield. RKS Ltd employs six members of staff including Bev and Ailsa, a senior OT, a sales TOP The showroom manager, an office manager, and a stocks the full service engineer. range of products.

The company became a Karma RIGHT Bev Kelly retailer in May 2013 and Bev speaks and Ailsa Reston very highly of the lightweight yet sturdy have been working product portfolio, saying: “Karma as independent OTs for over 14 years products are ideal for recommending to customers who are regularly lifting 34 www.thiis.co.uk

2049RARad.HOMECAREsept09.aw:2049RARad.HOMECAREsept09.aw 16/07/2009 18:18 Page 1

O U R F I N I S H I S O N LY THE BEGINNING...

VISIT US ON STAND D15 5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

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Service levels the key The battery business is pretty big in our marketplace and the company that almost certainly has the highest profile in the sector is MK Battery. Readers will be aware of the sometimes quirky and humorous advertising campaigns that the company has run over the past few years in THIIS.

L AV AR A Ge ne IL R w A M BL A e XI SO M O O n !

The man heading up sales in the UK is Matt Major. Matt has recently been promoted and is now Sales Director for Europe, the Middle East and Africa. He’s been with the company for a good few years and we haven’t interviewed him before so now seemed like a good time to catch up about the business.

Matt gave a little background about the company.

“We are owned by East Penn Manufacturing, the largest single site and most technologically advanced battery manufacturer in the world.”

In the USA, MK Battery was purchased by East Penn Manufacturing as a specialist supplier in this marketplace. Matt tells us that the name ‘MK’ was formed in 1983 after the names of the two people who initially started the company, Mark Kettler and Mark Wels.

As mentioned earlier, MK has specialised and focussed on the mobility sector and so it’s no surprise to learn that the company is a leader and preferred choice when it comes to batteries for wheelchairs and scooters.

He added: “We supply two different types of products. We have Gel batteries and AGM batteries.

AGM’s are mainly used in scooters and the lower end powerchairs. The Gel battery is manufactured in America and designed for longevity. We mainly supply Gel batteries to the high end powerchair and large scooter producers. You get a much longer life out of a Gel battery than you would do from an AGM type. For example, we would expect a powerchair user to have twice the life with a Gel battery when compared to an AGM type. That’s why you mainly see Gel batteries on all of the larger powerchairs and all of the NHS Trusts ask for Gel batteries as they know that they will last a lot longer.”

360729TGAad.newstripJun14v3.indd www.thiis.co.uk

1

Matt has been with the business for over 10 years now. “I started off as an area sales representative in the UK and then progressed into Europe as our business increased. Before that I had worked for Flexel for six and a half years on the sales side.”

MK Battery is one of a handful of companies in the industry that have a lot of accounts with a lot RIGHT The of mobility retailers and so it is in a position where company is it reflects the state of the marketplace and can act well known for as a barometer of how healthy our sector is at any using humour in its marketing one time. messages Matt gave us his view of what’s happening in the world of the mobility retailers. “During 2013 ABOVE Matt Major business improved from about March/April. Sales heads up the UK operation increased steadily and were certainly helped by the weeks of nice weather. With our business being TOP It’s all about mainly through hundreds of retailers, we get a good service levels for retailers according idea of how they are going on and last summer to the company we felt that business improved and people’s confidence in investing in new equipment started to return. The cold weather and particularly the continual rain meant that business slowed towards the end of 2013 and I am sure that it affected a lot of “It is very easy to demonstrate and with companies.”

70% of customers who try it wanting to So what ensures that hundreds of mobility buy one, it’s a great line to carry” retailers pick up the phone and buy their batteries from MK? Matt believes that it is the service that the company offers. “Our service levels are very high.

We offer customers a service which is based on our own vehicles driving around and delivering our own products. We are primarily focused on this sector, with a large proportion of our business in home

medical equipment. Other companies might have a broader range and, for example, they might have a range of car batteries but as soon as the cold weather comes they are spending a lot of time and effort in that area and so don’t focus so much on the mobility sector.”

MK has a telesales operation too that stays in touch with the retailers. “We have set routes and so if a retailer delivery date is a Monday, they will get a call on the Friday to check whether they need anything. Of course they get to see our drivers when they deliver and also the sales representatives too. This gives us a lot of contact points with our customers and it’s a very personal service. We always knew that we had to become better than a simple battery specialist. We want to offer a good service that keeps on bringing people back to us.”

Matt was one of the very first people on the phone to the Trade Days sales office booking a stand and is featured on the home page of the Trade Days website with a strong supporting quote. The company is producing a seminar at the show and Matt explained more about what retailers might learn if they sit in on the 30 minute session. “We participate in training courses with major manufactures. It’s a case of giving the retailers more knowledge about batteries and charging regimes. There is quite a lot to learn if you want to really understand about batteries and how they perform. The seminar at Trade Days will give retailers more information so that they can then educate their customers. There are a lot of myths and rumours out there and we’ll be putting some of them straight.”

Matt explained more about his enthusiasm for the new event. “Trade Days obviously interested us as we are a purely B2B company. I understand that some manufacturers might want to see the public at shows to build their brand in the end-user marketplace, but, for us, we just want the time to sit down with the retailers who want to do business with us and talk without having to be careful about

Learn more about batteries at Trade Days MK Battery is one of the companies presenting a seminar at Trade Days. Entitled ‘Shedding light on batteries – essential tips for you and your customers’, the session, presented by Dan Caines will give you all the information you need to manage customer’s expectations and to provide knowledge that could cut those costly call outs. From the basics of battery care to tips to enable end users to maximise their “fuel source”, you’ll gain useful information for both you and your customers.

You can register for the show and see more about the seminars on offer at www.tradedays.co.uk discussing pricing. We can’t do that at others shows and we don’t even take a trade pricelist with us. So, being able to set up meetings with people we want to see and spend time with is important to us.

“We would expect a powerchair user We’ll be going there with a to have twice the life with a Gel battery proper strategy.”

And Matt is hoping that when compared to an AGM type” the whole trade will get behind the new event. “It’s important that everyone in the trade is there the first year and I would hope that retailers will believe that they should be there to meet with companies like ours in a different business to business setting.

Having the show on the Sunday and Monday means that there are different options for retailers to get away from their businesses and I hope that they will take advantage of that. I know that a lot of them are always busy, but if we are going to make Trade Days work for both suppliers and retailers, everyone needs to get behind it and come along to see what they can get out of it themselves.”

5th & 6 MK Battery will be on stand C07 at Trade th O NEC Bir ctober 2014 Days on October 5-6 at the NEC – www. mingha www.tra tradedays.co.uk m dedays .co.uk For more details on the MK Battery range, call 01536 484009 or visit the website at www. mkbattery.com

VISIT US STAND ON C07

faster folding, further flexibility with enhanced engineering, the latest Minimo can be easily folded in one smooth movement. with unsurpassed transportability and ultra-lightweight battery option, the compact Minimo is a revolution in car boot scooter design.

Tel: +44(0)1787 882244 sales@tgamobility.co.uk www.tgamobility.co.uk

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

27/05/2014 18:30

on the market Here are details of some of the latest products to launch

First ever made to order mobile phone OwnFone is the first ever made to order mobile phone. It’s a very light, low cost phone which can call up to 12 people. It arrives ready to use with no set-up required. Users can choose from 2 to 12 contacts, names or photos and there are a range of affordable price plans and bundle offers.

Users just have to press the name or picture of the person they want to call. For more information call 0800 669 6699.

Simple solution to common problem The Hopper is a hands-free aid to carrying and the company that produces it says that there is nothing else like it on the market. It is designed to offer independence when someone is using crutches, a frame or just need a free hand to steady themselves now and then.

There is a range of pockets in the Hopper which is made in the UK from a strong, lightweight and flexible fabric.

OT Monique Singleton says: “The Hopper is an innovative yet simple solution to a

common problem experienced by people dependent on crutches or a walking aid. It enables independence with the transference of hot drinks and everyday items such as a tablet or notebook. It is light-weight, washable and easy to use. A simple cost-effective design that I foresee being well utilised by hospital discharge teams, community OT’s and PT’s alike.”

For more information, visit www. thehopper.co.uk or email office@ thehopper.co.uk.

New carrying aid The Muggi is a unique and innovative tray that enables up to four mugs or glasses to be carried safely. Muggi is manufactured in the UK from lightweight but super tough plastic and is available in five colours - blue, purple, pink, grey or red. It will catch any unwanted spillages and it also features four non-slip rubber feet, finger and thumb holds to make it easy to carry.

The company is exhibiting at Trade Days in October. For more details call 07970 029346

38 www.thiis.co.uk

Mobile leg lifter A unique mobile leg lifter from Centrobed, assists effortless transfer of the legs into bed. The Mawson is easily wheeled from bed to bed allowing multi use. If using with a hospital bed it will wheel under the frame allowing the legs to be flush to the side of the bed.

There are no trailing wires as it operates using a rechargeable power pack. There are braked wheels and a removable hoop to hold onto for added reassurance when transferring. Ideal for Nursing homes, as it reduces the risk for carers.

Call 01233 635 353 or visit the website at www. centrobed.com

T h e

P r e s t i g e

C o l l e c t i o n

VISIT US STAND ON B51

by primacare

5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de

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

days.co .uk

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

Celebrity Motion Furniture awarded Which? Best Buy Celebrity Motion Furniture Limited have just received the good news that Woburn Riser Recliner chair has been awarded Best Buy by Which ?

The consumer champion praised the Woburn riser recliner for being an ‘all round good performer’ and advised consumers that the search is over to find a riser recliner where users can feel secure while the chair moves to their required position.

The consumer champion also highlighted the easy to use hand set which makes the riser recliner user friendly particularly for those who have difficulty gripping or poor eyesight.

Celebrity and their fully trained upholsters have been manufacturing quality furniture in the UK for over 25 years and are one of the UK’s leading manufacturers of rising/reclining chairs.

Ron Nicolson, Managing Director said: “This award is a further validation of the quality of our recliners, particularly in light of the fact that Which? are renowned for the independent and thorough method of their testing. To allow our retailers to communicate this in-store we have introduced a range of new Point of Sale items which are available from our Sales Force or Sales Office.”

The Which Best Buy Woburn Riser Recliner and the rest of the Celebrity product range can be viewed at the Celebrity trade showrooms in Nottinghamshire at our Huthwaite factory or the JDP Group Showroom in Long Eaton.

For further details call our Huthwaite office on 01623 440 626. www.celebrity-furniture.co.uk.

AS THE SAYING GOES… A PICTURE TELLS A 1000 WORDS…AND MORE! The mobility sector maybe has an advantage over others when it comes to producing different and unusual photographs to support product promotion and this is a good example.

TGA customer Trevor Bennett has been able to combat fox attacks on his rare breed ducks with his two ‘guard dog’ Alpacas that are cared for using his scooter.

Trevor is a retired property developer who lives in rural West Sussex, on around 1.5 acres of land that includes a large, picturesque pond that is home to a flock of ornamental ducks. Unfortunately the number of ducks has been seriously reduced due to fox attacks in recent years so Trevor decided to purchase two Alpacas to guard his birds. These animals are renowned for their abilities in warding off predators whilst being friendly to humans.

However until recently, caring, feeding and walking them would have been impossible for Trevor without his scooter.

There’s nothing like a story such as this to produce plenty of free publicity and expect to see 40 www.thiis.co.uk

the full story in a number of consumer magazines over the next few months.

You can read the full article yourself in the ‘Products In use’ section of the THIIS website.

If you aren’t using customer stories to get your message across, maybe it’s time to consider whether you should be. Anyone selling products to end-users is going to come across plenty of opportunities to get great stories and, like in this case, great images to go with it too!

TELEPHONE: + 44 (0) 1422 314488 FAX: +44 (0) 1422 314489 WEB: WWW.SPORTRIDER.CO.UK EMAIL: ENQUIRIES@DRIVEMEDICAL.CO.UK

THE SPORT RIDER FROM DRIVE THE FUTURE HAS ARRIVED... ...A MILESTONE IN SCOOTER DESIGN, BUILT TO PUSH THE LIMITS.

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VISIT US STAND ON D20 5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de days.co .uk

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Retailer branches out with own sling range In a recent issue of the magazine we carried an article about a training event that focussed on a specific condition - Motor Neurone Disease. The event was run by Lynch Healthcare.

The company launched in 2009 and has been growing well every year.

Now the company has taken the decision to launch its first products – a range of slings. We spoke to company founder, David Lynch, about the products and why he took the decision to expand into the manufacturing and supply side of the business.

As David told us, he has been involved in the industry from an early age.

“I’ve been in the industry pretty much all my working life, for sixteen years now. I started with Hunters Mobility in Sunderland and learnt my trade there.”

One of the suppliers to Hunters Mobility was Spectra Care and David was given the role of developing the North-East business for Spectra.

“In seven years we grew the company considerably. I suppose my forte was always on the sales and marketing side and it got to a stage where I didn’t think that I was going to be able to achieve my ambitions working for someone else and so I decided to set up Lynch Healthcare.

When I started the business I was on my own, but after 3 or 4 months I brought in a business partner, David Giles. I bought him back out three years ago now.”

The focus right at the start in the business was the moving and handling sector as David explains. “We developed the moving and handling products and bathing products initially and we have worked with a lot of the major

42 www.thiis.co.uk

TOP MIDDLE The

label tells the story suppliers. Over the past few years we have put a BOTTOM David Lynch has lot of work into securing the better and more unique developed a range dealerships. For example, we managed to get the of slings that he Handimove products for the pretty much the whole believes will be of interest to retailers of the North and we’ve had Molift products in the like himself range for about three years now.”

David’s determination to represent what he TOP It has always describes as ‘more unique’ product ranges was been on the cards that the company due to his take on the marketplace and where it would start to was heading. “We could see where the industry produce some of its was heading regarding supply. At one time one own products distributor would serve the local loan store with ABOVE Launched in the mainline products from the largest suppliers, 2009, the company but it was becoming obvious that the Loan Stores has grown steadily and with some style were starting to go direct to manufacturers and if the local retailer was going to grow, then it was going to be with the products that were maybe more niche. That’s why we have worked so hard to get the products we feel we “We have positioned ourselves as being can market successfully in our area and we a company that can provide a wide have positioned range of products, including those that ourselves as being a might be considered to be more niche” company that can provide a wide range of products, including those that might be considered to be more niche.”

Having established the company as a major supplier in the North-East, David has now turned his attention to the development of products,

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which, he says, has always been on the agenda. “It was always my long term ambition to manufacture our own products. We wanted our own brand as we are quite specific about how we want the company to be viewed in the marketplace. We had spoken to a couple of manufacturers about the possibility of producing something for us that we could sell under our own brand, but it never seemed to take off and there always seemed to be a number of hurdles that we had to jump over. In the end I just bit the bullet and went for it and so now we have a range of slings that are the start of our trade business.”

And he expects that sales of the new slings will be brisk. “We believe that the slings will take off fairly quickly because we are going to convert our existing business and that in itself is quite a sizable amount. I have also had enquiries from retailers across the country who are interested in taking a look at what we are doing.”

David tells us that the business has also been successfully winning some key tenders recently too. “We have been successful with local authority tenders for ceiling track hoists and we have won three in the last six months so the contract side of the business has been doing very well. It means that we have a number of areas of the business now, the tenders, the everyday moving and handling and bathing products and now the trade to trade element too with the slings.”

Winning tenders isn’t always something that a regionally based company can do and so why does David believe they have been successful?

“We’ve managed to negotiate some good deals with the manufacturers, which is key of course and we have also introduced an efficient consignment stock system which allows us to provide a very good installation service too. Service contracts have always been something that I have known a good deal about since my days at Hunters and the business has just really grown for us over time really.

I suppose that when the business is a few years old, people tend to take you a little more seriously, whereas when you are starting off, they might be slightly wary. Your financials are better of course and the whole tender process is a bit easier.”

I suggested to David that winning contracts and tenders is positive, but that companies have to be careful not to be doing a lot of work for little profit.

“That’s true” he replied. “The contracts that we have won are on our doorstep in Sunderland and South Tyneside which is only twenty minutes away from the base. “You’ve got to careful and run a slick operation to make it work for you. My Operations Director spends much of his time developing the systems and processes that will make this type of business work for us. I think the fact that we haven’t had anyone doing that for us in the past might be a reason why it’s taken us a little longer to 44 www.thiis.co.uk

ABOVE Quality is the key according to the company and the finishing has had a lot of attention

get to the stage where we are at the moment. Looking at and developing systems really isn’t me and so we had to have someone to do that for us to move forward.”

David believes that other retailers will be interested in the slings that he and his team have developed. “Apart from the product design, I think that because we are in the retailers shoes too we will be able to offer them the sort of service that they demand and that we demand as a retailer too.

I think we will be very focussed on that. There isn’t a huge difference in terms of the styles and designs of the slings, its more about the little things that we have done. For example, we are using slightly different materials and we’ve finished the slings off a lot differently too.”

He added: “The person “It was becoming obvious that the Loan that has joined us to head this new venture up has had Stores were starting to go direct to a lot of experience working manufacturers” for the likes of Barbour, the wax jacket company and she has spent her whole life in the clothing industry.

She has a vast experience not just in cutting but in machining and she has used a couple of different techniques on the slings that the untrained eye might not notice, but the finishing is a lot neater. It’s really a number of small things that we are doing where we are going the extra mile.”

Lynch Healthcare use orange a good deal in their branding and David was also frustrated that he couldn’t get products in the colour he wanted.

“We would ask but would be told that just black and blue and maybe green were in stock, but that’s not what we wanted. We wanted to go with colours that matched our brand, which are the grey and orange, but we wanted something that we felt just looked a little bit more appealing. In the “Visiting shows like Trade Days gives you private marketplace, there is definitely a need for the inspiration to take things forward” something that looks more classy.”

An important date for David’s new business development is in October when the company exhibits at the new Trade Days event and he’s confident that being on the Trade Days show floor will help the company to get the exposure it needs to retailers and the rest of the trade.

“I’ve taken a reasonable sized space at Trade Days as I am working on another product range at the moment. The development is a little slower

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than the slings and so I can’t tell people about it just yet.”

As for the show, he believes that it’s come at just the right time for Lynch Healthcare and also for the industry as a whole. “I think it’s a fantastic idea” he says, “It’s an opportunity for all retailers to find out what’s new on the market and how they can improve their business. If it wasn’t for me going to different exhibitions myself and in different countries we wouldn’t be in the position we are now. Visiting shows like Trade Days gives you the inspiration to take things forward. I certainly believe that retailers need to find more interesting and maybe niche products to help them grow a business and there’s going to be plenty of exhibitors at Trade Days that won’t be seen at any other show.”

He is also looking forward to being able to talk business properly. “I think that people will be able to have a more direct and honest conversation than maybe you can always do at somewhere like Naidex where you have therapists and endusers around you on a stand. Naidex can be really busy too and that can make it difficult to see the right people at the right time.”

Although the company is doing well, David is aware that a lot of credit has to go to the team of 13 people he has built around himself. “In the early days” he told us, “you learn about different personalities and how to fit them into the business.

The team I have now is fantastic but it’s taken five years to put together. To anyone who is starting up, I would say to bear in mind that you will experience

LEFT The slings will have their first outing at a show at Trade Days

VISIT US STAND ON B34 5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de days.co .uk

some difficulties when it comes to getting the right people in the right places, but don’t throw in the towel, take your time and persevere with it and you will get the right people. It’s so important for the success of the business to get that right.”

The website for the new sling range is at www. davidlynchtailoredslings.co.uk

NEW OPTIONS FROM TERRY LIFTS The New Melody 3 Platform Lift features the option of having automatic carriage and landing gates.

The Terry Melody 3 Lifting Platform offers an aesthetically pleasing solution to the problem of short-rise vertical wheelchair access outside and inside.

The innovative design ensures that special emphasis has been placed on the needs of both the lift user and the building owner in facilitating compliance with the current disability legislation.

The Melody 3 disabled platform lift is often installed outside the home to provide safe and easy access for wheelchair users where steps prohibit independent entry and exit. Designed to travel up to 3 metres, the Melody 3 offers a practical solution where ramping is not feasible.

The Harmony Through Floor Lift’s ‘Standard’ and ‘Wider’ models now have an increased load capacity of up to 280kg making them then the largest load capacity through floor lifts available in the UK. For more information, call 0800 524 4460. The website is at www. terrylifts.co.uk

46 www.thiis.co.uk

For all your Bathroom needs LA013 Stackable Bath Set

LA014 Aluminium Rotating Bath / Shower Stool

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NEW OPPORTUNITY MANUFACTURER LOOKING FOR RETAILERS

Horizon Mobility, manufacturer of Heavy Duty and Off Road Mobility Scooters, but equally at home in the High Street jungles

NEW OPPORTUNITY Local areas, first retailer in an area will have exclusivity

NEW PRODUCTS Currently the available models are the Saxon, Aztec and Mayan AC. The Mayan AC is the world’s most powerful mobility scooter and the first one powered by a 3 phase induction AC motor. The Mayan AC also has a maximum user weight of 65 stone.

EXCELLENT MARGIN With exclusive areas and lack of Internet discounting as each scooter is individually built for the customer, margins are maintained.

CALL 01242 223000 or visit www.horizonmobility.com Horizon Mobility Ltd, 10 Neptune Business Centre, Tewkesbury Road, Cheltenham. GL52 9FB

The real value of Intellectual Property Hear Guy at Trade Days Guy Smallman, Commercial Development Director at Coventry University Health Design & Technology Institute (HDTI) talks about the importance of Intellectual Property…

After creativity, intellectual property (IP) is fundamental to innovation. Once a new idea has been created, IP rights are the means by which it can be protected and commercialised, preventing it from being copied and exploited by someone else.

Supporting and developing innovation can be extremely expensive. The development process in the pharmaceutical industry, for example, typically consists of many years of experimentation, testing, failure, modification and trialling before a new drug is approved for use and sale.

IP is the mechanism that makes this process economically viable by providing a return on investment. Without it, the new product could be copied almost immediately and undercut by a competitor with no R&D costs. Without the prospect of recovering these costs, commercial innovation would be suffocated.

Intellectual property can be categorised as follows: • Patents – an invention’s function • Designs – the visual appearance of an object • Copyright – creative work including the written word, music, art and software code

Guy will be presenting a seminar at Trade Days. ‘Get ahead with an app – the new marketing tool’ is the perfect way to understand how to create an app for your own business, from scratch. Plenty of suppliers and retailers are developing their own apps to make their marketing more effective and this seminar will give you an excellent starting point.

Guy is responsible for the strategic direction and management of the commercial activity of HDTI including product design, usability testing and the development of healthcare apps for smartphones and tablet devices.

• Trademarks – branding and logos • Trade secrets – confidential information including business processes and formulae IP can be bought or sold, borrowed or lent, and traded in the much the same way as any other asset. As a general rule, the most important thing to understand about IP is the need to maintain confidentiality until the novelty of the idea can be protected, with protection being achieved in different ways according to the category of IP. Once this has been achieved, the owner has the sole right to use the idea but can also give permission to another party to use it by granting a licence for free or in return for royalty payments.

The consequences of publicly disclosing an idea before the IP is protected are usually terminal and irreversible. It is always worth seeking professional advice from a patent and trademark attorney.”

ACTIVE HANDS IN THE PINK Active Hands has started to produce the range of gripping aids in hot pink. The grip aids are designed to help users firmly hold items, such as a hammer or trowel, helping them to get a grip on activities like DIY and gardening, or playing on computer consoles.

They function by the tightening of a strap in the upper section, which gently pulls the hand into a fist shape, adjusting to hold items in the palm. The wrist strap is also adjustable and the aid is padded to reduce chafing.

Paralympian Josie Pearson focuses on throwing events where her Active Hands gripping aids are used to grip her support. She uses them to both train and compete. She says: “I’ve been using Active Hands for many years now. I use them for so many activities, from aiding in my training, competing, right through to my day-to-day tasks such as housework. They’re an essential part of my life and I wouldn’t be without them.”

For more information on the Active Hands range call 0121 247 9152 or visit www.activehands.com 48 www.thiis.co.uk

ABOVE Gold medal winning Josie Pearson was the perfect person to test out the new range.

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Simple solution leads to new business The inventor of Safe Sip, Melissa Edmunds, came up with the idea when her little boy kept knocking his glass over. She told us: “He was always knocking his drink over and he had reached a stage when he didn’t want to use a beaker so I came up with the idea of something flexible that you could carry out and about with you and you could pop over a glass and would fit different sizes.”

She added: “I worked on the prototype and I was living in Wales at the time and worked with Welsh development agency. They had a scheme like an inventing club. Shortly after that my father became ill when he had had a heart attack. He was in hospital and he was struggling to sit up to drink and so he used the prototype and he found it really useful. I worked on it further and ended up getting a Patent.”

Someone else Melissa knew was another driver for the product. “I also have a close relative who has Muscular Dystrophy and who over time got to a stage where she was struggling to drink with a traditional beaker. We finalised the idea and it came onto the market during 2012. I have worked with the Design Council and with the Welsh Assembly Government and had good support from them going through the Patent process.”

“I don’t have a background in product design” Melissa told us. “I was a Development Officer for the Police in South Wales and I did that for eight

years. The feedback about the product is lovely to hear. We heard about a 15 year old boy who had never drunk independently and it allowed him to drink a cup of tea. It’s nice to get those sort of emails.”

For more information on the product, go to www. safesip.co.uk

NEW ORDER NOW

Wet Weather Wear from Able2 E-mail: enquiries@able2.eu 50 www.thiis.co.uk

Tel: 01254 619000

www.able2.eu

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

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Diary Room reveals DFG issues With so much going on these days in the world of Social Media, visitors to exhibitons are expecting to see a lot more ways to be able to interact with companies at shows and AKW did its bit at Naidex by providing their customers with a ‘Diary Room’ where they could let the company know what they thought about a range of issues.

In the Diary Room on the stand, AKW was asking people to leave video messages on anything healthcare related that they felt passionate about.

A new social media iPad hub was also available for people to check in and join the conversation with the company on Twitter and tell the world what healthcare issue they care about most.

Jane McLaughlin of AKW explained: “We wanted to give people a chance to have their say and let us know what they think of not only our products,

52 www.thiis.co.uk

ABOVE The AKW Diary Room was a clever way to get customer feedback

but also about the needs of the independent living sector as a whole and the Diary Room and social hub offered the perfect way to get people’s thoughts across to us.”

She added: “We had dozens of visitors to the Diary Room, with many aspects of our customer base covered. There were messages left by Occupational Therapists, carers and end users on a huge amount of fascinating and inspirational subjects. Lots of the visitors wanted to talk about the current state of the DFG crisis and the poor state of government funding for adaptations. Many explained this was down to having been inspired by the infographic wall and daily presentations on how “The Diary Room and social hub offered increased DFG funding could not only save the the perfect way to get people’s thoughts government a lot of money, but most importantly allow across to us” people to stay independent in their own homes.”

Jane says that there were also diary entries by many people with disabilities who had been rejected DFG funding down to their income and financial situation, and influential Occupational Therapists and charities who were appalled at the state of the current system. There were also stories from people who were frustrated with how inaccessible some supposedly accessible bathrooms were.

For more information on the company’s products, call 0800 078 7051 or visit www.akw-ltd.co.uk.

ED V RO P IM

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NEW TECHNOLOGY FOR STROKE AND MUSCULAR DYSTROPHY SUFFERERS FROM OTTOBOCK

Ottobock has launched a new lightweight, low profile ankle support for people struggling to walk due to stroke, MS or brain injury.

The Ottobock WalkOn Reaction Ankle-Foot Orthosis (AFO) is designed to help lift and support slight to severe drop foot. It is comfortable, discreet and works like a spring to improve walking, stability and conserve energy.

The WalkOn Reaction is suitable for a wide range of conditions including; weak dorsiflexion, post-stroke, traumatic brain injury, multiple sclerosis, neuromuscular atrophy and peroneal paralysis, slight knee extension impairment and partial foot amputation. It is also suitable for almost any patient weight.

Due to its unique anatomical design and quality carbon fibre prepreg material, the WalkOn Reaction allows users to walk naturally, whether on a level pavement or tackling steep terrain while hiking. In addition to being

54 www.thiis.co.uk

lightweight and highly durable, the WalkOn Reaction features smooth edges – so there is no risk of chafing, discomfort or pressure points, making it an ideal solution for active users.

In addition to supporting dorsiflexion, the new WalkOn Reaction employs ground reaction forces to influence the knee and ankle joint. The energy return supports toe-off and heel strike, reducing compensatory movements such as hip hike. At the same time, it prevents uncontrolled foot contact and foot slap during heel strike. The cover and calf-strap adapt to the contours of the wearer and is made of soft, breathable and washable fabric.

The WalkOn Reaction comes with a two year warranty and is designed to last for two million steps and yet lose only 20% of its strength over this period.

More details at www.ottobock.co.uk

You’ll find a chair to suit every customer’s budget in our Gold, Silver and Bronze range • • • • • • • • • •

Manufactured in Britain Extensive Range of Actions 8 Styles of back 5 Styles of Arms Large Fabric and leather Selection Hardwood Frames, manufactured in our own Woodmill.

Home Installation Service Large Selection of Matching Sofas Stylish Selection of Adjustable Beds Full Range of Accessories

Units 5 & 6 brookhill Industrial Estate, Pinxton, Notts, NG16 6NT 01773 580500 | phoenixupholstery@hotmail.com

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Thumbs up for retailer after ceiling hoist installation The staff and residents at St. George’s Care Centre in Oldham have had their daily routine improved following the installation of two BHM V5 X-Y Duo tracked ceiling hoists from Manchester based Dolphin Mobility.

Prior to looking into tracked solutions, the care team at St. George’s had been using mobile hoists, as Manager Ian Randles explained: “When we built the centre in 2002 tracked hoists were still in their infancy, hence our decision to initially purchase mobile hoists.

However when the time came to look at alternative hoisting solutions for two of our bathrooms, it quickly became apparent a tracked system would meet the requirements of both staff and residents.”

As part of his research Ian spoke to several companies in the North West. “I was looking for a local company which could offer a high quality product at a competitive

price and Dolphin Mobility ticked all the boxes. It was refreshing to work with a company that accepted our timescales for delivery, installation and completion. From a staff perspective the tracked hoists have made a real difference to the moving and handling of residents, as all the weight goes through the hoist and therefore the risk of a back injury is greatly reduced. We have also received positive comments from our residents, some of whom were initially unsure about being transferred using a ceiling hoist.”

The BHM V5 Duo X-Y system has a maximum lifting capacity of 200kg The versatility of the V5 Duo allows the tracking to be adapted to suit almost any environment, such as a multi-room layout where people are hoisted from bedroom to bathroom to living area.

For further information, call 0161 707 9995. The website is HERE www.dolphinlifts.co.uk

FIRST PREMIER CLUB INSTALLS CHANGING PLACES TOILET Arsenal Football Club’s Emirates Stadium launched the 600th “Changing Places” fully accessible disabled toilet recently.

Changing Places toilets are larger than a standard disabled toilet and include a height-adjustable bench, a hoist and room for a wheelchair and up two carers. Changing Places is co-sponsored by OpeMed who are the official manufacturers for Changing Places equipment.

The 600th toilet at Emirates Stadium is a huge milestone for the Changing Places campaign, which for the past eight years has called for an increase in the number of fully accessible toilets in public places. Changing Places toilets have been installed in shopping centres, museums, hospitals, airports and many other public places such as the o2 and Olympic Park and are now being installed across Europe.

Lucy Hemingway of OpeMed who specialise in the design and installation of Changing Places toilets said: “This Changing Places facility sets the bar for every Premiership club.”

The Opemed website is at www.opemed.net 56 www.thiis.co.uk

ABOVE Arsenal fan and Mencap Campaigns Assistant Leroy Binns who has a learning disability officially opened the facility alongside journalist and presenter and fellow Arsenal fan Alex Brooker, who is best known for his work with Channel 4 on “The Last Leg” and its coverage of the 2012 Summer Paralympic Games.

website news

Here are a few news items from the THIIS website that have been added recently. Visit the news section to take a look at the latest news that is added every day to the site

Best performing hospitals Stroke care Latest data published by the Sentinel Stroke National Audit programme (SSNAP) has shown that Musgrove Park Hospital is one of the best performing hospitals in the country for providing stroke care. The most recent quarterly performance information from SSNAP shows that Musgrove Park Hospital’s performance was amongst the top 5% of the 160 stroke units in the UK who are routinely admitting stroke patients.

New app tackles anxiety issues GPs across Coventry and Warwickshire are to provide patients with help on tackling anxiety, negative thinking and anger issues by downloading self-help information from an innovative smartphone app.

Coventry and Warwickshire Partnership NHS Trust has devised an app called Don’t Panic which has six different titles within it focused on helping people deal with panic attacks, social anxiety, stress, worry, negative thinking (for people with depressed mood) and anger.

Welsh Government looking to meet needs at or close to home Wales needs to end its dependency on hospitals and continue to embrace a preventative, primary and community care-led NHS which is integrated with social care, Welsh Government Ministers have said.

Ministers said the Welsh Government’s aim is to shift resources towards multi-disciplinary primary and community care teams, working closely with social care, to meet people’s needs at, or close to home.

New pilot measures to improve Stroke care announced A new pilot project to improve emergency responses to suspected and confirmed stroke patients so that they receive the best possible care has been announced by the Welsh Government. The new pilot will measure the combined emergency response between the Welsh Ambulance Service and the NHS where a fast clinical response is essential to the patient’s welfare.

Antimicrobial copper touch surface trial The largest trial of antimicrobial copper touch surfaces in nursing homes has been launched in France. The surfaces – made from solid copper or copper alloys – are being tested as an adjunct to existing infection control procedures in the hopes of achieving a safer environment for residents. 1 14/4/14 12:43 Page 1 twion_PressBanner:Layout

ENERGISE YOUR LIFE • Power assist wheels for active people • Silent and lightweight just 6kg • Bluetooth connectivity to remote control • Speed: 6km/h or optional 10km/h t: 01656 58 www.thiis.co.uk

776222 www.invacare.co.uk

No matter where your customers want to go there’s bound to be a Gemino to help them get there.

With their lightweight design, these rollators deliver great functionality at an attractive price.

Handicare’s award winning design successfully combining indoor manoeuvrability and outdoor performance, colour options and accessories such as our new speed control option, for easy customisation.

Ideal for providing a little extra support if needed, the Gemino 30 Walker also provides effective support for gait training.

Designed for any kind of terrain and heavy duty use. Lightweight, yet rock solid, the Gemino 60 offers the benefits of the award winning Gemino 30 and more.

To find out more about how the Gemino range can help your customers call 0845 0745 945 or visit www.handicare.co.uk

association update

Association Update Keeping members up to date on consumer legislation The Consumer Contracts (Information, Cancellation and Additional Charges) Regulations 2014 took effect in June and affect how businesses sell to members of the public.

To enable members to discuss the changes faceto-face and assess how they would be affected, we ran sessions in Bristol, Edinburgh, Birmingham, London, Leeds and Belfast, led by BHTA’s Director of Governance and Policy Development. BHTA has also made the notes from those sessions available on its website and emailed all members directly to highlight the change coming into effect (“If you’ve got that Friday 13th feeling….”, 13 June 2014).

Access to expert advice and industry information is a real benefit of BHTA membership, particularly on issues like new legislation, and members can contact us for help and guidance at any time.

The Consumer Contracts (Information, Cancellation and Additional Charges) Regulations 2014 include new rules that cover transactions conducted on your premises, as well as rules about selling to someone in their own home or via distance means.

You will need to make sure your paperwork and information provided to customers are adjusted.

Amongst the main changes: • You need to tell your customers about your complaint handling policy • You need to tell them your business is signed up to the TSI Approved Code of Practice run by BHTA and that they can come to us for assistance if you are unable to resolve a complaint for them • You need to provide customers with extra information on contracts • If you sell off premises (in the customer’s home) or via distance means (Internet, phone, mail catalogue) the cancellation period has changed from 7 to 14 calendar days from the day after delivery of the goods • A new model cancellation form should be used Each business will need to read the regulations, which can be found at: http://www.legislation.gov.uk/ uksi/2013/3134/contents/made and then decide how to update their terms and conditions, and the information they provide to customers.

Raising awareness with commissioners We took a stand at the Health + Care show on 25 and 26 June, highlighting BHTA and the importance of doing business with a code member.

The audience for this event included commissioners of children and family services, Health and Wellbeing Board members, Directors of adult social care and local authority staff, all of whom who are likely to be purchasing assistive technology products and services.

Realise the benefits of barcoding Bar coding is an increasingly important technology in the assistive technology industry, enabling products to 60 www.thiis.co.uk

be scanned by machine, improving traceability and the ease of product recalls. Retailers can benefit from much improved stock control, saving your business time and money.

BHTA has worked with Assistive Partner to support members by creating Health Hub Code Bank, a healthcare-specific barcode databank that is absolutely free for barcode users and enables you to have all your supplied barcodes up to date in one place, ready to load into your readers. Available 24 hours a day, Health Hub is on a secure website accessed through any browser, with no need to install software.

Using Health Hub means that users of equipment share one, consistent source of data with distributors, retailers, healthcare service providers and engineers.

Having consistent data across all products, whoever they’ve been purchased from, enhances your procurement data and enables you to compare prices while improving stock control and patient safety.

For more information on barcoding and Health Hub, go to www.bhta.net/barcoding.

SUBMIT YOUR ENTRY FOR THE BRITISH HEALTHCARE AWARDS! Entering the British Healthcare Awards is an easy, cost-effective way to raise your profile and demonstrate how proud you are of your work. Categories include Best New Business, Best Product/Service Innovation and Best Marketing Campaign – we believe most business will be able to enter for at least one award.

We received an unprecedented number of entries last year and this year entering is even easier! The whole process is now electronic, with no paper copies required. Simply complete the entry form at www. bhta.net/awards, return it to us with payment details for the £25 fee and we’ll provide a link for you to upload your entry. It’s quick, simple and you have until 15 September 2014 to get your entry in.

Our panel of independent judges, representing industrial, professionals and consumers will review all the submissions and decide on the winners, to be presented at the Awards dinner on 11 December. Take the first step to becoming an award-winning business and submit your entry by 15 September.

Full details are available at www.bhta.net/awards or please contact kate.webster@bhta.com with any queries.

Make the most of Trade Days If you’re planning your visit to Trade Days, don’t forget to make the most of your trip by including the social night on 5 October. This is an ideal opportunity to network with colleagues and contacts in a relaxed, informal atmosphere after the first day of the show, with a pub quiz, table football, air hockey and even a giant Scalextric track.

The perfect way to wind down, but with the opportunity to talk business and make new contacts – book your place today: www.tradedayssocial.eventbrite. co.uk

Supplying quality for 50 years Technology Ltd

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Points

of

view

TRADE DAYS: CREATING A PREMIER LEAGUE

BY TIM HUDSON “We are offering a strong and very attractive show promotion” John Hilliard, Managing Director, Furmanac told me as we walked around the show floor at Naidex viewing the ‘competition’. We were discussing Furmanac’s appearance at the forthcoming new Trade Days exhibition and why they have decided to attend.

The fact that Hilliard has decided to exhibit the MiBed and MiChair brands at Trade Days is indicative of the step change that this event is having on the UK’s mobility, independent living and assistive technology sectors.

Furmanac is a ‘premier league’ supplier to the UK furniture retailer sector, backed by the requisite skills, knowledge and ability that are necessary to succeed in the immensely competitive world of retail furniture. Furmanac is attending 11 UK furniture exhibitions this year; bringing such a competitive squad into healthcare is a tremendous benefit to buyers and retailers.

With Naidex having declared a strategy to target the public, the vast supply chain behind the UK’s mobility, independent living and assistive technology sectors, now has a clearly defined trade only event.

62 www.thiis.co.uk

In attracting such businesses as Furmanac, Trade Days is fundamentally effecting the industry and raising the standards bar.Furmanac are Champions League material. Other exhibitors need to carefully examine their strategies and tactics on the Trade Days field of play, scrutinising their bench of product offerings, extending their marketing reach and carefully structuring their messages to form a campaign plan that ensures they attract their targets. Competition at Trade Days is setting up to be fierce.

Trade Days is a two day, 16 hour event. If you visited every stand, you will only have just less than 9 minutes per exhibitor.

Choose wisely!

training diary

Doing any training?

In the January issue of the magazine we have a new feature, the Training Diary, where we will be listing training options from any company or organisation that wants to have courses highlighted.

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.

JULY 2014 Disabled Living - Equipment Refresher – 15th July. Disabled Living, Worsley, M28 2LY, £60 + VAT

Disabled Living - Update for Moving & Handling Advisors – 23rd July. Disabled Living, Worsley, M28 2LY, £95.00 + VAT

Disabled Living - Moving & Handling Plus size People Conference & Exhibition – 17th July. Disabled Living, Manchester, M8 8QA, £15

AUGUST 2014 Global Training by Silvalea – Manual Handling Products. 12th Aug. Interactive Online Training. FOC. Global Training by Silvalea – Manual Handling Products. 13th Aug. Interactive Online Training. FOC.

Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 20 August. Ilminster. FOC including lunch.

SEPTEMBER 2014 Disabled Living - Dementia: Working together to build a brighter future, 2nd September, Disabled Living, Worsley, M28 2LY, FOC

Invacare Ltd - Servicing and Maintenance of Patient Lifters – Tuesday 16th September - FOC to Invacare Ltd account holders

Disabled Living - Emergency Evacuation of Disabled & Older People, 3rd September. Disabled Living, Manchester M8 8QA, FOC

Invacare Ltd – Robin Overhead Hoists – Wednesday 17th September - FOC to Invacare Ltd account holders

Disabled Living - Trusted Assessor - 4 day course. Day 1 4/9/14, Day 2 - 11/9/14, Day 3 - 18/9/14 Day 4 - 25/9/14.

Disabled Living, Worsley, M28 2LY. £400 + VAT

Disabled Living, Moving & Handling Trainers & Assessors - 5 day course. Day 1 - 17/9/14, Day 2 - 24/9/14, Day 3 - 1/10/14, Day 4 - 8/10/14, Day 5 - 15/10/14, Disabled Living, Worsley, M28 2LY £650 + VAT

Invacare Ltd - Pressure & Posture in Wheelchair Seating – Tuesday 2nd September - FOC to Invacare Ltd account holders Invacare Ltd – Servicing, Maintenance and Adjustments in Invacare Manual Chairs – Wednesday 3rd September - FOC to Invacare Ltd account holders

Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September - FOC to Invacare Ltd account holders Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September - FOC to Invacare Ltd account holders

Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Power Chairs – Thursday 4th September - FOC to Invacare Ltd account holders

Disabled Living, Housing Adaptations: Creating accessibility and promoting independence, 23/09/2014, Disabled Living, Worsley, M28 2LY, FOC

Disabled Living - Safe Use of Bed Rails – 10th September.

Disabled Living, Worsley, M28 2LY, £50.00 + VAT

Sunrise Medical – Seating & Positioning for Function & Mobility (for dealers) (CDEA) – Wednesday 24th September - FOC to Sunrise Medical account holders

Invacare Ltd – Fault Finding on Power Chairs – Wednesday 10th September – FOC to Invacare Ltd account holders Sunrise Medical - Manual Mobility Selection: Linking Assessment to Appropriate Prescription (CMAN) - Wednesday 10th September - FOC to Sunrise Medical account holders Sunrise Medical – Manual Wheelchair Assessment (CMDE) – Thursday 11th September - FOC to Sunrise Medical account holders Invacare Ltd – Power Chair Controls – Thursday 11th September – FOC to Invacare Ltd account holders 64 www.thiis.co.uk

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

Sunrise Medical – JAY Product Training for Dealers (PJAY) – Thursday 25th September - FOC to Sunrise Medical account holders Invacare Ltd – Servicing and Maintenance of Mattress Pumps – Thursday 25th September - FOC to Invacare Ltd account holders

THIIS Freewheel ad 230614:Layout 1

23/6/14

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Dealers sought for Timo UK

®

Timo UK are pleased to be able to offer the TIMO Shower Trolley range throughout the United Kingdom. Available in 3 sizes in both Electric and Manual models, Timo UK are able to cater for most showering situations.

Trolleys can be purchased individually, delivered direct to your client, or in batches delivered to your warehouse.

High Low Hydraulic Shower Trolley

Electric Shower Trolley

£19

£23

69

76

Wall Mounted Shower Stretcher

£26

75

Free shipping on pallet deliveries to UK business address.

Home delivery POA. All prices shown are Dealer Prices.

Tel 01257 472255

www.timouk.com Email sales@timouk.com

training diary OCTOBER 2014 Sunrise Medical – Wednesday 1st October Powerchair Service and Maintenance - Mechanics (TPSM4) - FOC to Sunrise Medical account holders

Invacare Ltd - Invacare Manual Wheelchairs – Tuesday 21st October - FOC to Invacare Ltd account holders

Sunrise Medical – Thursday 2nd October Powerchair Service and Maintenance - Electronics and Diagnostics (TPSM2) - FOC to Sunrise Medical account holders Invacare Ltd - Scooter Servicing and Maintenance – Tuesday 2nd October - FOC to Invacare Ltd account holders

Invacare Ltd – Kuschall – Wednesday 22nd October - FOC to Invacare Ltd account holders

Invacare Ltd - Community Bed Maintenance and Servicing – Wednesday 8th October - FOC to Invacare Ltd account holders

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – October 22nd-23rd – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days.

Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 08 October.

Ilminster. FOC including lunch.

Invacare Ltd - Servicing and Maintenance of Mattress Pumps – Thursday 9th October - FOC to Invacare Ltd account holders Invacare Ltd - Servicing and Maintenance of Patient Lifters – Thursday 16th October - FOC to Invacare Ltd account holders

Sunrise Medical – Wednesday 22nd October Mobility & Seating System Selection: a Paediatric Focus (CPAE) - FOC to Sunrise Medical account holders

Sunrise Medical – Wednesday 29th October Scooter and Powerchair Service and Maintenance (TPSM1) - FOC to Sunrise Medical account holders Pride - Quantum Rehab powerchair training programme Thursday 30th October - A deposit is required for each delegate which will be returned once the course has been attended.

CONTACTS FOR BOOKINGS CONTACTS FOR BOOKINGS

Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@sunmed.co.uk, or visit www.SunriseMedical.co.uk/STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com or visit www. trainingbysilvalea.com Quantum Rehab – Call 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 258118 or email sharon.newton@electricmobility. co.uk Disabled Living - 0161 607 8200 or email training@disabledliving.co.uk

66 www.thiis.co.uk

• Maximising pressure care management by combining manual and electric tilt and recline technology

Broadway

• Designed with multiple seat and back cushion options for improved posture and care

Madison

Making the difference in Hospitals, Hospices and Care Homes across the UK

• Economic, with options to change and fit the chair to suit a range of users

Melrose

NEW Brooklyn

• Health grade fabrics with simple removable covers for quick and easy cleaning.

All Repose healthcare chairs have been designed to provide adaptable and affordable care solutions that give health professionals the options they need to meet the very specific requirements of the people they care for.

Dr Hilary Jones Our In-house Health Advisor

For more information please give us a call:

Tel: 0844 7766001

www.reposefurniture.co.uk C O M FO RT W I T HOU T COMP R OMI S E

NEW OPPORTUNITY

trade days preview

MANUFACTURER LOOKING FOR RETAILERS

Horizon Mobility, manufacturer of Heavy Duty and Off EXHIBITION & EVENT GUIDE Road Mobility Scooters, but equally at home in the High Street jungles

June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk

NEW OPPORTUNITY

June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk

Local areas, first retailer in an area will have exclusivity

July 7-9 2014 – Posture & Mobility Group Conference. www.pmguk.co.uk

NEW PRODUCTS

September 11 2014 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 September 24-27 2014 – Rehacare, Dusseldorf. www.rehacare.com October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk November 12-15 2014 – Medica – Dusseldorf. www.medica.de

Currently the available models are the Saxon, Aztec and Mayan AC. The Mayan AC is the world’s most powerful mobility scooter and the first one powered by a 3 phase induction AC motor. The Mayan AC also has a maximum user weight of 65 stone.

EXCELLENT November 20 2014 – Kidz Up North, Manchester. www.kidzupnorth.co.uk

MARGIN

With exclusive areas and lack of Internet discounting January 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.com as each scooter is individually built for the customer, margins are maintained.

November 26-27 2014 – The OT Show, NEC. www.otshow.co.uk

January 27-28 2015 – Moving & Handling People, Amnesty International’s Human Rights Action Centre, London. www. movingandhandlingpeople.co.uk

CALL 01242 223000 or visit www.horizonmobility.com

March 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry. Call 0161 607 8230/8223 or email info@disabledliving.co.uk March 30 – April 1 2015 – Medtrade Spring, Las Vegas. www.medtrade.com Naidex National – NEC – April 28-30 2015 – www.naidex.co.uk

Horizon Mobility Ltd, 10 Neptune Business Centre, Tewkesbury Road, Cheltenham. GL52 9FB

NEW RETAIL OPPORTUNITY DISTRIBUTOR LOOKING FOR UK RETAILERS Horizon Mobility Ltd has been appointed the UK distributor for the American built Amigo TravelMate scooter. With a durable but lightweight aluminium frame and lithium batteries, these scooters are built to last. The TravelMate folds into one piece, weighing a manageable 24 kg

ACT FAST TO SECURE AN EXCLUSIVE DISTRIBUTION AREA! Have exclusivity, don’t wait, you will miss this opportunity

NEW PRODUCT TO UK MARKET New to the UK market, the TravelMate is the first Amigo scooter to be widely distributed. With benefits including high quality construction, simple folding and a 2-year manufacturers warranty, the TravelMate is a contender in the small folding transportable's market.

BENEFICIAL MARGINS The Amigo TravelMate is not available on the internet, and exclusive selling areas are available to retailers who act quickly. To seize the opportunity to promote this exciting product and increase your sales, contact Horizon Mobility Ltd. 68 www.thiis.co.uk

Call 01242 223000

Or visit the website www.amigoscooters.co.uk

jobs on offer Ashley Anderson Ltd has been involved in furniture manufacture for over 25 years. We are specifically known for our adjustable beds, riser recliner and high seat chairs. Based in the West Midlands and part of the successful Kingswood Corporation we are looking to make some key appointments as part of our planned expansion.

Sales Manager The successful candidate will be experienced in business-to-business sales and will currently be dealing with mobility retailers, furniture stores and specialist outlets. An ability to generate new business and drive the sales of the company is a priority as well as being involved in product development and assisting with the steering of the company’s marketing.

A very competitive salary, exciting bonus scheme and good career prospects will be offered to the right candidate.

Product Agents With its enviable range of high quality products at very competitive prices the Ashley Anderson product range should be part of any successful agents portfolio. With excellent commissions available we are looking for like-minded people who can represent us in the retail and specialist seller fields.

If you have the right contacts and experience we would like to speak with you.

In the first instance please email your CV to pmacdonald@ashleyanderson.co.uk or for more information call Paul MacDonald on 01384 482643.

Area Sales Manager opportunities at Sumed!

With a strong reputation for service and support across a wide range of pressure care brands and Heavy duty wheelchairs, Sumed are well established in both Wheelchair and Community Equipment services and rapidly becoming established within the Wound Management market. To support our continuing growth we are looking to expand our friendly professional sales team in a number of regions throughout the UK To find out more about what we do, visit our website www.sumed.co.uk If you are an experienced and enthusiastic sales professional with an excellent track record who would like to join our team and really make a difference, please contact: diane@sumed.co.uk with a covering letter stating why you feel you should join us along with your preferred geographical area and a copy of your current CV.

AN EVENT FOR OTs…

THAT DELIVERS THE OccupATIONAL THERApy SHOw RETuRNS TO THE NEc, BIRmINgHAm ON THE 26TH & 27TH NOVEmBER 2014 75% of the audience have advisory influence in purchasing products and services

“Very good show for us. Lots of OTs and we have been very busy. We have launched a new product here at the show and it has been great for that. We have booked already for next year because it has been so brilliant.”

Les Jones, careflex

“A very interesting show with high calibre delegates. Over 50% of the people we have spoken to have been senior level OTs.” caroline milne, pivotell

THEOTSHOw.cOm

VITAL STATS

57.3% of visitors have either already placed an order or plan to place an order in the next 12 months.

THE 2013 SHOw FEATuRED: • 2,188 OT’s in attendance • 162 Exhibiting companies • 92 Education sessions • 56 Hours of cpD

94% said they met suppliers and learnt about products that they had not had time to meet or learn about before

95%

95% attended a conference session, making the show an ideal education platform

TImE SpENT AT SHOw: 60% = mORE THAN 5-7 HOuRS 28.8% = mORE THAN ONE DAy If you want to talk to OTs, then talk to us... with 3,000 OTs expected, and over 160 suppliers already booked, the Occupational Therapy Show is a ‘do not miss’ event. cALL cARmELA ON +44 (0)207 348 5767 OR pANAyIOTA ON +44 (0) 207 348 4909 FOR DETAILS NOw.

new faces

NEW TO THE TEAM Have you expanded the team or maybe promoted an existing team member into a new role? If so, why not send us details so we can introduce them to the trade?

Just send through the details to info@thiis.co.uk

New Area Manager for Osprey Healthcare Osprey Healthcare has announced the appointment of Dave Giles as Area Sales Manager for the North East of England. Having worked in the industry for many years both managing and owning his own businesses, he will be a familiar face to many.

The company is looking forward to introducing him in the coming weeks and at the North East DNEX event in September.

The company says that Dave is vastly experienced in all the products, having supplied them through his previous ventures and he has the knowledge and experience to assist with even the most complex of cases. Dave will be covering the whole of the North East, up to and including the furthest reaches of Northumbria and down to Hull and the East Riding of Yorkshire. Dave (right) is pictured being welcomed to the company by Paul King. He can be contacted on 07776995246 and daveg@ ospreyhealthcare.com

New Area Manager at Aidservice Aidservice has a new Area Manager. Steven Mather has joined the company from the care sector where he has spent the last thirteen years working with people with challenging behaviour.

The company says that Steven’s area of expertise is his understanding of the needs of the individual and that this, coupled with his experience of working with healthcare providers, social and educational departments and healthcare professionals, makes him an exceptional addition to the Aidservice team. He has extensive knowledge of Moving and Handling and is a qualified trainer.

Having relocated to the Castleford area, Steven will helping to improve customer service and reduce appointment lead-times for assessments in the East Midlands and North-eastern side of the country. He can be contacted on 07796 715689 or at email: stevenm@aidservice.co.uk

70 www.thiis.co.uk

Sidhil appoint OT as Territory Sales Manager Sidhil has appointed a new Territory Sales Manager following the retirement of Brian Toms after 14 years with the business.

Jaclyn Falconer, a qualified OT, joins the company to manage sales and product support across the territory, with the focus on both acute and community based customers.With over a decade in the healthcare industry, Jaclyn qualified and worked for some years as an occupational therapist, and brings to Sidhil a wealth of experience in meeting the individual needs within a social care environment. She is also a qualified Moving & Handling trainer.

Her role with Sidhil is not limited to sales; she also assumes responsibility for ongoing customer service as well as product and clinical training.

Trade Days Social Night 5 October 2014 8pm-10.30pm National Motorcycle Museum Network with colleagues and contacts in a relaxed, informal atmosphere off-site at the National Motorcycle Museum with a pub quiz, table football, air hockey and even a giant Scalextric track.

It’s the perfect way to wind down after a day at the show, but with the opportunity to talk business and make new contacts.

Are you getting the weekly Trade Round-Up? Each week we send an email Round-Up of the latest trade news to 1000’s of THIIS readers.

If you aren’t getting that and you would like to stay up to date, simply visit the THIIS website and select the ‘Register for the latest trade news’ option on the home page. It takes just seconds to sign up.

The bar’s open from 8pm, the quiz will start at 8.30 – feel free to form your own team, or we’ll help you find one on arrival – and the evening will finish around 10.30pm.

A hot fork buffet, entry to the pub quiz and unlimited tests of your sporting skill on the giant Scalextric, air hockey and table football are all included in the £25 ticket.

Trade visitor

nal Professio visitor

Book your night out now at... tradedayssocial.eventbrite.co.uk

www.thiis.co.uk Follow us on Twitter @thiiscouk

CHIEVE MORE J O I N T H E E N H a N C E d T G a A - C L a S S R E Ta I L E R S C H E M E

ENHANCED DiSCouNtS EXtENDED wArrANtiES puNCturE SEALANt AS StANDArD pAiD CALL outS priority DELivEriES & wArrANty rEturNS prE-DELivEry ApprovED ‘out-of-A-boX’ SuppLy DEDiCAtED SErviCE CoNtACt proDuCt & SErviCE trAiNiNg QuArtErLy rEviEwS ADvErtiSiNg & pr Support EXCLuSivE offErS for AN A-CLASS SCHEME broCHurE:

01787 882244 SALES@tgAMobiLity.Co.uk www.tgAMobiLity.Co.uk

GU I

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ESS WO NN TGA & Steve Tarrant

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

Goodwood Motor Circuit

CO

Team of the Year

PT

2014

R D AT T E M

WE’RE READY TO DO BUSINESS AT TRADE DAYS, NEC, 5-6 OCTOBER, STAND E10

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THIIS is produced for BHTA Engage by: Homecare Publishing Ltd, The Stables, 16c High Street, Rushton, NN14 1RQ Tel: 01536 710050 E-mail: info@thiis.co.uk Providing news and views in

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