Thiis march 14 by THIIS

ISSUE 186 • MARCH 2014

THE HOMECARE INDUSTRY INFORMATION SERVICE

Big moves at Jenx Impressive retail results Back on track after troubled times

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contents Trade Days goes live................... 4 Retailer posts impressive figures........................................ 8

From the Editor

Customer focussed mission..... 10 MBO for Mangar International... 14 Tongue drive shows promise.... 16 Major changes at paediatric specialist.................................. 18 Business expansion news......... 32

In our Trade Round Up (which is emailed on Friday’s and which you can subscribe to through the website), we carried details a couple of weeks ago of the move by ‘Which?’ to launch a new website highlighting elderly care issues. As part of the launch, a survey found that people struggle to find enough time and can’t find the information they need to arrange care for their elderly relatives. The term - the ‘sandwich generation’ is being used to describe people aged 40-60 who look after both their children and their older relatives. The research suggested that only 40% of this age group feel confident making decisions about arranging care and around four in ten (44%) with elderly relatives are worried about this responsibility. Retailers in our marketplace are dealing with the ‘sandwich generation’ a good deal of the time these days. They are the people who end up with the task of finding a scooter, a stairlift, a bathlift or something smaller such as grabrails or a ramp for an elderly relative. The 40-60 year olds are much more likely to go online than take a look through Yellow Pages of course and that’s why it is so important that companies ensure that their online offerings are up to scratch and appealing, rather than simply a couple of pages with product shots.

Wheelchair Passport Scheme update...................................... 40 Back on track after troubled times.......................... 54 OT Ambassador announced..... 58 Points of View........................... 62 Jobs on Offer............................ 68

on the front The new facility for Jenx is opened. More on the story on page 18.

The fact is, although the end users might be getting older, a good part of the marketplace is influenced by that ‘sandwich generation’ and so that has to be a factor when marketing plans are put in place.

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

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

David N Russell AD4

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

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Trade Days goes live The next stage of the development of the new ‘trade only’ event, taking place at the NEC in October (5-6) took place recently with the launch of the show’s website. The site brings together all the information that has been published about the new event since the launch, back in May last year. It tells the story of how the event came about and the reasons for holding a two day show that focuses on doing business and the people who are in the business. Matthew Butler, Trade Days Show Director says: “Anyone taking a look at the website will be in no doubt that there is tremendous support from the trade for this new event. Having a couple

March 2014

of testimonials for a brand new event is normal, but there are around 70 companies, from both supplier and retailer organisations, that have added their supporting comments and that’s extraordinary. Over the coming months we will be adding details of the features that visitors will see at the show, all of which are aimed at producing more businesses for the companies involved.” Matthew also says that businesses that haven’t as yet developed a retail network for distribution are “There are around 70 companies, starting to look at getting from both supplier and retailer involved with Trade Days. organisations, that have added their “We are seeing companies supporting comments and that’s taking exhibition space extraordinary” that haven’t previously considered selling through retailers. We are also seeing more companies that supply components and services getting involved too. That will make the show floor a very different place from anything that has been seen in the UK before.” Over the past few weeks, the new companies that have booked to exhibit at the show include Linak, Healthcare Distribution Direct, Molten Rock, Arjo Huntleigh, Ergolet, The Osprey Sling “We are seeing companies taking Company, amplicomms, exhibition space that haven’t Buckingham Healthcare, previously considered selling through iD Expert, HAATS, MG retailers” Retail Consulting, Horizon Mobility and truecall.. It’s clear that companies are booking for different reasons. Nathan Smallman, Director of Sculpta Ceramics explained: “I really like the way Trade Days has been arranged to take place on Sunday and into Monday. We are very keen to build up the trade side of the business again having had so much success over the past 12 years selling through distributors we now want to sell direct to retail shops and online businesses.” Chris Swift, Managing Director of Molten Rock says: ‘Molten Rock is looking forward to this unique opportunity to showcase our Boma

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wheelchair products to retailers and suppliers. It is great to support a new initiative that provides a dedicated platform to meet retailers and for business networking.” And James Sunderland of Healthcare Distribution Direct added: “The opportunity to promote our wide range of delivery services for the mobility industry, coupled with the ability to catch up with existing clients and engage with future clients, should make for a truly exciting and rewarding exhibition.” Buckingham Healthcare is another company that has confirmed attendance. Chris Buckingham commented: “We are delighted that such an event has finally been organised. It’s so long overdue and the fact that it is taking place on a Sunday and Monday is a real bonus. This will finally give companies the opportunity to talk with whom they want to and when they want to.” Chris added: “We will be using trade days as a platform to tell people about a new partnership and service, based in mainland China, that is being marketed to UK companies manufacturing in China that want their Quality Control and manufacturing measured and monitored by skilled British engineers that can be trusted as if it were in the next street.” The exhibitor list is also starting to include companies that haven’t previously been seen as suppliers to a retail distribution network. For

example, David Lomas of Ergolet told us: “Ergolet plans to develop the B2B part of the business and Trade Days is the perfect vehicle to assist us to achieve this. We have an exciting range of Moving & Handling products, showering, toileting and walking aids backed up by an excellent after sales package. We are really looking forward to participating in this inaugural event.” A company that many of the retailers in the marketplace might not be aware of right now is amplicomms, a telecommunication devices supplier. Ran Meyrav, European Sales Manager “It’s so long overdue and the fact that explained why the it is taking place on a Sunday and company will be at Trade Monday is a real bonus” Days. “amplicomms is thrilled to attend Trade Days,, finally a real B2B event for the UK Healthcare sector! We will be showcasing our newest products and the event will be a platform for the launch of the new Easy To Use ‘Senior’ smartphone, the M9000 which is the world’s loudest amplified talking smartphone for the hearing and sight impaired.” For more details on exhibiting, contact Clare Johnson on 01962 736 989 or email c.johnson@ closerstillmedia.com The website with all the information is at www. tradedays.co.uk

New addition for Mangar Mangar International has welcomed Rena Gralheer as its latest recruit. Rena joins as Sales Administrator within the internal sales department. Rena was born in Germany where she attended University in Berlin gaining an honors degree in German Literature. She moved to the UK some 15 years ago and has worked in a number of administrative and customer service roles in the financial and automotive sectors. Rena and her family have recently relocated from Cheltenham to Presteigne. On joining the company, Rena commented

March 2014

“I am thrilled to be joining Mangar at such an exciting time and I look forward to using my customer service and German language abilities to support our customers and to help develop the business.” Roger Brereton, Sales Director at Mangar added: “This is another key appointment in support of our export growth plans.” Rena has two children and spends much of her “This is another key appointment in spare time rebuilding their support of our export growth plans” recently acquired derelict Mill with her partner.

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Retailer posts impressive figures Ableworld (UK) Limited has reported another double digit year of growth for year ended 31st January 2014. According to the company, sales growth was 14.2% (12.8% LFL) up on the previous year. The Cheshire based retailer has posted double digit growth for the last eight years and shows that there is still plenty of mileage in our growing retail market. The figures quoted do not include the sales turnover of Ableworld’s seven franchised outlets which had like for like increases of over 20%, meaning that the overall increase of the Ableworld Group was 24.7%. Managing Director Mike Williams told us: “Yes, it was a pleasing year for us but we have had to fight hard for these sales over the last few years during the recession and we are certainly not going to be complacent. We have very good staff who we train to a high standard and we are very active in letting our customers know how we can help them.” “When I set the company up in 2000” he added “I always saw a chain of shops ethically offering a wide range of value-for-money products to our customers and if you consistently do that then customers will return and, perhaps more importantly, tell their family and friends, creating new customers and strengthening the brand.” To put Ableworld’s figures into perspective, the ONS (Office for National Statistics) reported overall retail sales growth for the 12 months from Dec 2012 to Dec 2013 at 1.6%. The company’s 24% plus sales growth is therefore an impressive performance. Where has the growth come from? Well, according to Mike it has been “Across the board with most products seeing growth including another strong performance from the stairlift operation and an increasing contribution from the specialist division. The hard work the team have put in over the years generating professional contacts and building trust is beginning to pay off.” Growth has also been the keyword on the franchise side of the business. Ableworld first offered a franchise in 2008 when a pilot was established in Birkenhead. The Birkenhead store, run by Andy Rees, had a revamp this year and showed an impressive leap in sales which helped them to scoop the Franchise of the Year Award in December. Franchise Director, Paul Boniface told us: “Andy and his team have done a fantastic job in promoting themselves, the franchise network and the brand over the last twelve months and are worthy winners of our Franchise of the Year award”. He added: “It was always our plan to build the franchise network cautiously and with seven franchises now (to add to the twelve company-owned stores) we are looking to

March 2014

increase the number of store openings over the next few years in keeping with our medium term Andy Rees, one of plan of having 40-50 units nationwide by 2017/8.” Ableworld’s first franchisees As the network increases so does the need for specialist staff to support the operation and this year Ableworld decided it was time to appoint a Finance Director. Mike explained: “It was a pleasing year for us but we “Although we could have have had to fight hard for these sales” managed to get by without a dedicated Finance Director in the short term we recognised that in order to achieve our medium and longer term objectives we needed someone with a particular skill-set to help us in that process. We spent a long time searching for the right person and in Neil “The hard work the team have Cox we believe we have put in over the years generating the right man for the job. professional contacts and building Neil is a professionally trust is beginning to pay off” qualified accountant with a strong retail background whose business outlook matches our own values. He has a wealth of relevant experience in our sector and a proven track record of helping growing companies like ours.” Mike says that he sees the company continuing on the same path it has been on since it was started, with sensible growth and building the “We are looking to increase the brand. “We have plans number of store openings over the to expand in several key next few years in keeping with our areas” he added, “with our medium term plan of having 40-50 company-owned stores, units nationwide by 2017/8” our franchise network and our on-line offering through our new website. We also have other expansion plans which we will be telling the market about soon.” The Ableworld website is at www.ableworld. co.uk

Neil Cox has joined the company as Financial Director

The Birkenhead franchise had a revamp this year and has increased sales.

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New man has customer focussed mission It’s not unusual for us to feature an interview with people who have been working in the marketplace for a while, but we recently caught up with a relative newcomer to find out how he is settling into his new role and how he has found our industry to date…. Peter Slack joined Handicare as Operations Director for their Accessibility Division in October last year. He told us: “Without wishing to sound dramatic I do feel that a lot of what I have done to date has prepared me ideally for this new role.” Peter explained that he has had quite a varied career history. “My background is essentially in electrical engineering: my apprenticeship was served in the automotive industry supplying components to the likes of Jaguar Landrover, Honda and McLaren Mercedes. You’ll appreciate that ‘Just In Time’ delivery was taken as a given in this market and failure in meeting our supply commitments was simply not an option. I think it was here that my obsession with serving the customer really took hold.” He added: “I then moved to a highly regulated industry when I joined Avery producing precision weighing equipment for commercial use. This is a field where the tolerances are minimal: in this environment weight is money and no producer wants to be over supplying product or to gain a reputation for short supply. This was a great proving ground to understand the commercial importance of accuracy and delivering to promises. I learnt a great deal about ensuring the quality and timeliness of supply when working with a global supply strategy while I was with Avery. This is experience which I believe will help us demand more of and do more with our suppliers going forward.” Peter’s final company before joining Handicare was Prinovis. “Whilst the name might not be immediately recognisable” he told us, “there is a good chance you will have touched their work on more than one occasion. As large scale printers Prinovis supplied magazines, newspaper supplements and catalogues for establishments such as Argos. This business taught me a lot about the meaning of a deadline as, there is no point delivering The Sunday Times supplement on Monday! These deadlines were simply not negotiable.” As he explained, throughout his working career he has been involved in customer focussed operations. “All too often servicing the customer is seen to be the responsibility of the service team” he suggested, “but as far as I am concerned they do not have a monopoly on providing good service. Indeed, how can they if the operations side of the business doesn’t support this goal? I have always been mindful of the importance of product quality and on time delivery from a commercial perspective. Now I am privileged to be working in an industry where the human impact of not delivering right first time is just as

March 2014

much of, if not more, a driving factor.” Peter Slack joined He is very mindful of just how important getting Handicare a few months the product to the customer on time is in our ago as Operations Director marketplace. “The implication for people waiting on us to supply product motivates me and my team to pull out the stops and work towards delivering reliable industry leading lead times on a week in, week out basis.” “I am lucky to have “Just In Time delivery was taken as joined Handicare at an a given in this market and failure in exciting time” he believes. meeting our supply commitments “We are continuing to work was simply not an option” with our programme of capital investment on the manufacturing front. We have new equipment and are eagerly awaiting the introduction of our robot welding to further improve the service that we give to our retailers whilst improving the end product for the user too.” One of Peter’s challenges is that, globally, Handicare has grown its portfolio and product now comes from various divisions, into the UK, at different entry points. “We are working hard to “I learnt a great deal about ensuring streamline this process and the quality and timeliness of supply centralise our warehousing when working with a global supply at Kingswinford so that we strategy” can offer a continuity of service across our range. There is a lot of groundwork that needs to be done to offer the ‘One Handicare’ experience to our retailers and I would like to assure everyone that we continue to invest in our systems and processes in order to get us to that point as soon as we can.” And how has Peter “I was told before I started that this found the industry so industry was somehow different” far? “I was told before I started that this industry was somehow different. Yes, it is made up of commercial enterprises and there is a need to succeed but no one could quite put their finger on what makes it stand out. I found that hard to understand until I joined. Straight away I was overwhelmed by the strength of feeling and passion that this industry has for truly making everyday life easier for people. It is rewarding to know that we can help our customers make a dramatic and positive impact on the lives of their clients and that is something that is rewarding on a level that I haven’t experienced in other industries.”

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Making it unique to the customer – new website section launches Sunrise Medical has launched a new section of its website - Built-4-Me The company says that creating a Quickie, Zippie or Breezy wheelchair as unique as the user just got even easier. The new section showcases examples of customisations from around Europe, including: - A reversing camera fitted to the Quickie Jive M - Customised spokeguards on the Quickie range of manual wheelchairs - A Quickie Shark fitted with mountain bike tyres and a BionX attachment, making it suitable for off-road use The pages also provide an easy to follow guide to creating a custom-made wheelchair from idea to delivery. The new website is at www. SunriseMedical.co.uk/Built-4-Me

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

Organizer:

Arthur, Bartram’s

Gerald, Gerald Simonds

Jonathan, Electric Mobility

Tom, Flexel

Matthew, MK Battery

Tim, TGA

Linda, Freerider

Chris, Patterson Medical

Ian, Etac

Steve, Amilly International

Mark, Karma

Tracey, BHTA

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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

MBO announced at Mangar International A couple of weeks ago it was announced that Mangar International’s management team had completed a management buyout (MBO). YFM Equity Partners was the investor for the MBO at the company which produces inflatable lifting and handling and bathing equipment. The company employs 56 people at its headquarters in Presteigne, Wales and sales office in Stockport. Last year it reported a £6.3m turnover. The company was founded by David and Francesca Garman in 1981 when David invented the Mangar bathlift, which was the world’s first powered, portable bathlift. The product range also includes the Mangar bathing cushion, Elk emergency lifting cushion, the Handy Pillowlift and the Camel lifting cushion. The company also has a growing international presence. As part of the deal James Buckley, ex-CEO of the Tunstall Group and Chairman of Ark Home Care, joins the business as non-executive Chairman. He joins the existing management team of Andrew Barker, who has been Managing Director for eight years, Roger Brereton, Sales Director and Colin Arnold, Finance Director. Andrew gave us more details on the move. “For the past three years or so the original family founders, David, Fran and Bernie have been part of the Board but haven’t been operationally active in the business. During this same period we have been building and nurturing our operational team that effectively runs the company. I also became a shareholder during this same period and there was always an understanding that there would be an ‘exit’ at some stage, whether that would be a trade sale or a sale to the management.” Andrew explained that a sale to the management was the route that all the shareholders wanted the business to go. “A sale to the management was always the preferred option. Over the years David had received many enquiries and offers to sell the business but he wanted it to remain independent and for us to plough our own furrow.” Andrew says that the process started back in February 2013 when there was a beauty parade of financial advisors that would advise and lead the sale process. “We will be following the same strategic plan that we have had in place for some time” Andrew told us. “Clearly we are looking to grow. For example, while the sale process was going on we were still investing in a number of key roles for the future. We recently appointed a North American Business Development Manager and have an equivalent starting in Germany as well as a new Head of Marketing both coming on board soon.” Although Andrew believes that the company can grow more in the UK marketplace, he also has an eye on the export market too. “We are keen to grow our export sales further and believe

March 2014

that we are in a good position to do that in a number of areas. We will be looking to add sales in the USA, Europe as a whole but From left to right: Roger particularly Germany Brereton, Sales Director, and Scandinavia with Colin Arnold, Finance Director and Andrew Australia also being a good market for us that Barker, Managing Director offers significant additional opportunity. We have an excellent team around us, including our new investors and Chairman and together we are very confident about the future.” The investors clearly believe that the company is in the right marketplace too, with an eye on “There was always an understanding the demographics. Ian that there would be an ‘exit’ at some Waterfield, Investment stage” Director at YFM Equity Partners, who led the deal said: “A recent national statistics report said there will be 16 million more UK pensioners in 2037, a 30% rise on 2012. Mangar products will help many of those keep their independent lifestyle longer. We look forward to helping Andrew “A sale to the management was and the team build their always the preferred option” marketing and sales efforts to continue the growth and success of a great manufacturing business.” The deal was introduced to YFM Equity Partners by Birmingham based corporate finance firm, Cattaneo LLP, whose team of Charles Cattaneo, Gary Hyem and Martyn Pilley “We are keen to grow our export negotiated the deal with sales further and believe that we the vendors, structured are in a good position to do that in a the finance package and number of areas” provided financial advice to the Mangar International management team, as well as investing in the deal themselves. Gary Hyem said: “I’ve worked with the YFM Equity Partners team and I knew that their straightforward approach and knowledge of rolling out brands would appeal to Andrew and the “We have an excellent team around Mangar team. YFM Equity us, including our new investors and Partners’ strong track Chairman and together we are very record of developing and confident about the future” growing brands will really help Mangar compete in the growing market, currently estimated to be worth over £200m in the UK alone.” The Mangar website is HERE www.mangar. co.uk

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Tongue Drive system shows it’s potential In a new study, individuals with paralysis were able to use a tongue-controlled technology to access computers and execute commands for their wheelchairs at speeds that were significantly faster than those recorded in sip-and-puff wheelchairs, but with equal accuracy. The study is the first to show that the wireless and wearable Tongue Drive System outperforms sip-and-puff in controlling wheelchairs. Sipand-puff being the most popular assistive technology for controlling a wheelchair. The Tongue Drive System is controlled by the position of the user’s tongue. A magnetic tongue stud lets them use their tongue as a joystick to drive the wheelchair. Sensors in the tongue stud relay the tongue’s position to a headset, which then executes up to six commands based on the tongue position. “It’s really easy to understand what the Tongue Drive System can do and what it is good for,” said Maysam Ghovanloo, an associate professor in the School of Electrical and Computer Engineering at the Georgia Institute of Technology, and a study co-author and principal investigator. “Now, we have solid proof that people with disabilities can potentially benefit from it.” The research team had subjects complete a set of tasks commonly used in similar clinical trials.

Jason navigates an obstacle course by issuing commands with a magnetic tongue piercing. The 50-meter-long course, included 13 turns and 24 obstacles, requiring tongue drive users to make U-turns, move in reverse and negotiate a loop.

March 2014

Jason DiSanto receives

Subjects in the trials were either able-bodied or a tongue piercing so he can test the Tongue Drive people with tetraplegia. “By the end of the trials, System. He said: “The everybody preferred the Tongue Drive System Tongue Drive System will greatly increase my over their current assistive technology,” said Joy quality of life when I can Bruce, manager of Shepherd Center’s Spinal start using it everywhere I Cord Injury Lab and co-author of the study. “It go. With the sip-and-puff system, there is always allows them to engage their environment in a way a straw in front of my that is otherwise not possible for them.” face. With the Tongue Drive, people can see you, Researchers compared how able-bodied not just your adaptive subjects were able to execute commands either equipment.” with the Tongue Drive System or with a keypad and mouse. For example, targets randomly appeared on a computer screen and the subjects had to move the cursor to click on the target. Scientists are able to calculate how much information is transferred from a person’s brain to “By the end of the trials, everybody the computer as they preferred the Tongue Drive perform a point-and-click System over their current assistive task. The performance gap technology” narrowed throughout the trial between the keypad and mouse and the Tongue Drive System. On average, the performance of 11 subjects with tetraplegia using the Tongue Drive System was three times faster than their performance with the sip-and-puff system, but with the same level of accuracy, even though more than half of the “We saw a huge, very significant patients had years of daily improvement in their performance experience with sip-andfrom session one to session two” puff technology. The tetraplegic group was using the Tongue Drive System just one day each week, but their improvement in performance was dramatic. “We saw a huge, very significant improvement in their performance from session one to session two,” Ghovanloo said. “That’s an indicator of how quickly people learn this.” The Tongue Drive System isn’t quite ready for commercialisation, but Ghovanloo’s startup company, Bionic Sciences, is working with Georgia Tech to move the technology forward.

www.thiis.co.uk

E-mail: info@thiis.co.uk

Changing lives since 1965

New Sales Director at AKW Independent living solutions provider AKW has announced the appointment of Cliff Jones to the position of UK Sales Director, where he will lead and manage the UK sales force with the objective of growing business in new sectors and channels. Having most recently served as managing director of a heating and energy management systems company, where he grew sales by 150% from 2010 to 2013, Cliff brings extensive experience in senior roles and a proven understanding of the challenges of the plumbing, heating and installation markets. Commenting on his appointment, Cliff said: “With more than 30 years’ experience in the heating and plumbing sector, moving into the specialist bathroom and kitchen market was a natural progression – and the fact that AKW is a market leader in adapted solutions adds another interesting and challenging dimension to the role.” AKW Group CEO Paul Massey added: “We are delighted to welcome Cliff to AKW. Op: Under his leadership, our sales team will be Date: 18.2.14 Bernie 1: further strategic eSend: mail in new markets idealy placed to achieve growth H Revise: Size: 135x88mm SET AH: Ashlee Pub: ?? while maintaining excellent service for our existing customers.” P PLEASE check ALL sizes For further information, visit the website at www.akw-ltd.co.uk

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WEST SUSSSEX COUNTY COUNCIL Contract for the Provision of a Community Equipment Service West Sussex County Council invites Tenders from potential Contractors in respect of the above named contract. Full details in respect of submitting a tender are provided including information in respect of the deadline for receipt of completed Tenders can be found through registering on the West Sussex eSourcing portal at:

www.westsussex.bravosolution.co.uk Follow the links to the current opportunities and the appropriate project (Project No. 332, PQQ No. 227) NB: This advertisement may only be copied or republished in full.

Eye Catching merchandising Our unbeatable range of ADL products have been given a bright new look to help them fly from your stores. Check out our ‘Good, Better, Best’ product categories. These give your customer choice from purist simplicity to top of the range functionality ET FORG and DON’T H g a elpin H L with L A o me c ! s r e te he Reac uaran me g lifeti

www.ADLEssentials.com Tel: 01531 635678 Fax 01531 635670 Quality Assured British Manufacturing

Quicker deliveries a driver for major change It’s 30 years since a physiotherapist struggled to find the right product for one of the children she was working with, mentioned it to her husband and a company was born. Jenx has become a well-known and trusted brand and now a new division with a very strong identity has been created… Jenx Ltd, manufacturers of postural support equipment has completed a major company restructure with the launch of its new Sales and Distribution division – Jiraffe. The Jiraffe range covers all aspects of everyday life from seating and standing, to mobility and sleeping, to therapy and bathroom equipment. The company has been manufacturing support equipment and furniture for children and adults with special postural needs for more than 30 years and says that the creation of Jiraffe will enable the business to grow its distribution capacity, significantly improve distribution times, whilst allowing for further focus on high quality research and development. The company, based in Sheffield, now employs more than 70 staff at its headquarters, and is led by founders Clive and Catherine Jenkins. There are five family members in the business right now. Catherine told us: “The launch of Jiraffe is extremely exciting news for the company and our customers. It provides us with the perfect springboard to really push on and achieve

Catherine Jenkins found herself with a new company when she was just looking for the right product

significant growth over the coming years.” Catherine told us how the change had come about. “We were taking a look at where our strengths were and we felt that having everything such as design, manufacturing, marketing, sales and service all together meant that we were finding it difficult to see clearly where we could “Separating our design and improve what we do. The manufacturing from our sales and development of Jiraffe distribution suddenly opened up a came as we recognised whole lot of opportunities for us” the need to separate our manufacturing capabilities from our sales. Separating our design and manufacturing from our sales and distribution suddenly opened up a whole lot of opportunities for us, including looking at other products that are on the market but are not necessarily Jenx products. It has meant that we can provide a broader portfolio.” According to the “One thing that we haven’t been very company, one of the good at, is delivering on time” major changes will be the ability to deliver stock fully assembled rather than in a modular format, which will be free of charge for a period of time. “Our decision to begin delivering products fully assembled has been based on feedback from our customers” Catherine added. “The changes have also meant that we can take a different look at our manufacturing options and focus on what we want to produce and the areas that we are good at. We may concentrate on the things that we feel we want to do and find the products that are already available on the market that can be sold through our

The Jenx products provide solutions to a wide range of problems

March 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

TES T E SH

The Flexx is a highly configurable wheelchair that looks great and is built to the durable standard you would expect from a Karma wheelchair. Adjustments can be made the wheelchair set up to provide the optimum comfort and performance for the user, these include:

a Backrest angle a Seat to ground height 15â&#x20AC;? to 20â&#x20AC;? a Backrest height a Seat depth a Rear wheel position a Castor angle * The Flexx is now crash tested.

D TE

A S H T ES D TE

A S H T ES

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

S T Y L E I N N O VAT I O N C H O I C E

TES T E SH

distribution channels. We are looking at products in the paediatric range at the moment.” “One thing that we haven’t been very good at” Catherine admitted, “is delivering on time. I think that we have been slow in comparison to other suppliers in our market. Having Jiraffe enables us to work as a distributor for ourselves and we believe that will enable us to distribute products more quickly which has to be good for the customer.” For the past few years, Jenx has also been the UK distributor for Rifton, the US company. “That’s a very complementary range” Catherine told us. “They have products that are suitable for adults and while we have those in the range, it’s not an area that we market Jenx products heavily into at the moment. We concentrate on the paediatric market but we will see some of the cross over products being added to the range in the future I’m sure. We’ll stay with our core market with a slightly fuzzy edge at the top end I think. The overall aim with Jiraffe is to see a significant increase in our product portfolio in the UK and increase our market share. “The new structure allows us to offer a much more holistic approach to our customers as we will not be restricted by lack of access to complementary products should we feel they are suitable for the end-user.” The move follows a period of high activity at the company as Catherine explained. “We’ve had a lot of major changes over the past couple of years. Around two years ago we bought a building that had been a brewery and we did an enormous amount of work on it to give us what we needed for our manufacturing capabilities. We had struggled with a fairly small manufacturing space which was part of the reason why we had not been able to hold large stocks before and get the products out to people quickly. We had been hunting for the right premises and, amazingly, we found the right place just two minutes from where we were. The original building then became our warehouse and so we have both on the same street.” Catherine is also a qualified paediatric physiotherapist. “That was a lifelong passion” she explained, “I wanted to be a physiotherapist when I was very young.” As far as how the business actually started, Catherine believes that it was a ‘by chance’, although it had a good deal to do with her profession too. “I was working as a physio and

March 2014

Some of the team with a brand image that is

I had a child that I needed a particular type of difficult to forget standing frame for. I couldn’t find anything that did exactly what the child needed and my husband, Clive, was very handy at making things. I asked him to make me something that would work and he did. Gradually, other people wanted things and it really grew from there” Catherine, who is also a practising Lay Minister working across two Sheffield parishes, continued to work for another five years as a physiotherapist “Amazingly, we found the right place as the business grew. just two minutes from where we were” “I asked to go part time when my second daughter was born but the health authority said no and so I decided to join the company where I could work the hours that suited us with a family. I had worked in the business though as I would get involved with sewing and upholstery in the evenings after I had finished work as a physio.” And it’s clear that the experience that Catherine had as a physiotherapist helped the business to grow. “We have always wanted to “I would get involved with sewing and provide products that not upholstery in the evenings after I had only resulted in excellent finished work as a physio” positioning for children, but also took into account what the parents and the therapists wanted too. Therapists want to work with companies that understand what their needs are.” As with all marketplaces, there are challenges, but Catherine believes that tighter budgets The new facility gives can produce positive results. “I think that we the company different

CMY

manufacturing options

www.thiis.co.uk

E-mail: info@thiis.co.uk

rmation info e or

• A 21 Stone 6 lbs weight capacity • Front and Rear CTS Suspension • 2 x 12-volt 18AH batteries • 4 mph boot scooter

n here f or Sca m

SLEEK STYLE AND LUXURIOUS FEATURES.

rmation info e or

The new Apex Rapid is the latest 4mph travel scooter from Pride Mobility. When it comes to standard features the light, versatile Apex Rapid delivers exceptional levels of comfort, stability and manoeuvrability that have never been seen before, as well as all-round suspension and larger leg room.

n here f or Sca m

The Serta 525 Infinite-Position, "Zero Gravity", Trendelenburg Chaise Lounger The Serta 525 Split back is the latest Infinite-Position lift chair from Pride Lift Chairs. It features two attractive colour options in Timber and Oat from the Perfect Fabric Collection for a contemporary style that fits and enhances any home decor. • Features 2" of Serta`s premium Cool Action™ Gel Memory Foam • Pirelli® Webbing conforms to individual users` backs for personalized comfort

Tel: 01869 324600 www.pridemobility.co.uk

Holly Jenkins, Jiraffe Sales Operations Manager does the honours at the new facility.

have a very interesting market at the moment. The market changes all the time because the treatment methods change. We have to produce new products that go along with the new treatment methods and ideas. When money is a little bit tighter, I believe that people think more and therapists definitely think about how they can address the multiple needs of a child with the budget that might be smaller than previously. They are being much more ‘savvy’ about what they buy and thinking very carefully about whether

a product will suit a child long term. When there’s plenty of money around, it’s very easy to think short-term and think that something is great now and that something else can be bought in a year or so, whereas now I think they are looking more closely at the long term aims for the child and what they need to help them to get there.” “It’s a challenge certainly” she adds, “and it’s harder work because the money isn’t readily available, but in some ways I hope that the children will benefit from people making more considered decisions and not just buying something that they might like the look of, or is just quick and easy to get.” Does the change mean that the company will The Jiraffe brand lends now be developing two brands – Jenx and Jiraffe? itself to some creative imagery. These adverts “In the UK we will become known as Jiraffe” are currently on the THIIS Catherine explained, “The Jenx brand will continue website on the Continent and in all world-wide markets. I don’t anticipate that there will be any confusion.” Where did the Jiraffe image come from? “The “They are being much more ‘savvy’ Jiraffe image has been about what they buy and thinking very there right from the start” carefully about whether a product will Catherine answered. suit a child long term” “Jiraffes are tall and straight and that’s what we are helping children to be.” The website for the new sales and distribution division is at www.jiraffe.org.uk

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 New B400

Manoeuvrable and compact

The new B400 is small, versatile and ideal for everyday use, whether in the home, visiting the shops or socialising with friends. The compact design of the B400 allows easy negotiation of doorways and narrow hallways, while its low seat to floor height enables the user to access tables and workstations without any problems. The new B400 is equipped with suspension, providing additional comfort required for longer journeys.

Available options for the B400 • • • • • • • • •

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

Optimised frame shape Splash guards Drive wheel suspension Power back angle adjustment, 30° Puncture proof tyres Attendant control Electrically elevating footrests Caster swivel lock 50Ah (C5) AGM batteries

Moving & Handling Review The annual Moving & Handling event took place a few weeks ago in London. Here are the details of some of the products being promoted at the event this year…

Cushion range from 1st Call The Poz ‘In’ Form Cushions are a new selection of small positioning aids constructed of a combination of a micropore fabric and a bi-elastic and breathable Pharmatex Silver cover. For more information, call 01279 425 648

Up and down stairs The caterpillar belt system on the Pro-Skid evacuation chair allows the chair to descend/ ascend the stairs easily and safely with either one or two operators. It has been designed to maximise manoeuvrability in cramped spaces, whilst ensuring a good weight distribution to help operators. For more information, call Biomedical Services on 01494 529 527

Easy to store Evacuation Chair The EVA evacuation chair from Biomedical Services has a unique selfclosing system and a storage time of less than 2 seconds. The back support protects the user and increases comfort and safety. It is also very light, weighing just 10kg. For more information, call 01494 529 527

Maureen Blake, Manual Handling Consultant at the Royal Blind School in Edinburgh presents David Lomas of Ergolet with the ‘most helpful stand’ award. Maureen won a trip to Paris which was sponsored by Ergolet.

March 2014

The delegates voted the Genie Care Toto ADV the best new product at the show. It is described as a radical alternative to traditional turning beds and provides regular turning to help prevent pressure ulcers. The ToTo is placed under an existing mattress and will gently move patients at regular intervals, without the intervention of carers. Mike Wilkinson receives the bottle of bubbly from DLF Chief Executive, Chris Shaw.

New critical care bed The Enterprise 9000X Critical Care Bed from Arjo Huntleigh is IEC 60601 – 2:52 compliant with an integral weigh indicator; bed exit alarm; anti-entrapment and digital angle indicator. For more information, call 01582 413 104

The award for the most interesting product went to the Vendlet which is being distributed by Felgains. The Vendlet is an electric turn sheet and is described as the only turning system that is operated by a hand control. Chris Shaw is pictured with the Felgains team.

www.thiis.co.uk

E-mail: info@thiis.co.uk

Designed Designedforforclient clientcomfort, comfort,versatility versatilityand andperformance, performance,Sidhil’s Sidhil’slatest latest Solite SoliteUK UKbed bedis isthe thehighest highestspecification specificationproduct productininitsitsclass. class. Designed Designedand andmade madeininthe theUK. UK. Solite Solite UKUK 4 on 4 on transport transport stand stand

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Nationwide NationwideService ServiceCentres Centres Service Service •• Maintenance Maintenance •• Rental Rental • •Product ProductServicing Servicing- All - AllMakes Makes/ Decontamination / Decontamination/ Spares / Spares • •Short Shortterm termrental rentalsolutions solutionsavailable availableasasananalternative alternativetoto outright outrightpurchase purchase

• •Glasgow Glasgow • •Halifax Halifax • •Warrington Warrington • •Kettering Kettering • •Sutton Sutton • •N.N.Ireland Ireland

Contact Contactour oursales salesteam teamfor fordetails: details: t:t:01422 01422233 233000 000/ /e:e:sales@sidhil.com sales@sidhil.com

Labelling to meet requirements The Molift RgoSlings are a new range of premium, flexible slings with a new concept in label design that meets growing legislative requirements. For more information, call 01384 408 700

Adjustable positioning device The HT-Wedge is an adjustable positioning device that inflates to lift and position the head and chest of a supine patient for convenient, efficient positioning regardless of body type. For more information, call 0844 561 0612

Stairwell Evacuation Device In the event of an emergency, the patient is transferred onto the Evacuation HoverJack and secured using the foot-end pouch and safety straps. The Teflon coated bottom allows the Evacuation HoverJack to be transported across all surfaces, while the tapered head-end and adjustable inflatable chambers ensure that it easily navigates any stairwell. For more information, call 0844 561 0612

Maxi Transfer Sheet The Maxi Transfer Sheet from Arjo Huntleigh is a bed sheet that is also a sling. Fully supportive for lateral transfers to another surface, it can also be used for repositioning in the bed. For more information, call 01582 413 104

March 2014

All in one product The HoverSling is an air assisted transfer mattress and sling in one. CJ Medical says that the product streamlines patient handling tasks by reducing the amount of time and money spent on multiple products. For more information, call 0844 561 0612

Ultra low specialist bed With a low height of 120mm (4.7â&#x20AC;?), the deprimo bed has been developed by Benmor Medical to significantly reduce the risk of injury to patients, who are prone to falling out of bed. For more information, call 0333 800 9000

Domestic target for hoist The Ergolet Mira is a described by the company as high quality passive hoist aimed at the domestic/nursing home market with features such as electric leg adjustment as standard. For more information, call 0161 477 7900

Assisted Lateral Transfer The HT-Roller from C J Medical comprises of two inflatable chambers that are controlled by the clinician to achieve optimal positioning for patient care. For more information, call 0844 561 0612

www.thiis.co.uk

E-mail: info@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...

beautifully handcrafted adjustable chairs and beds totally bespoke designs delivery in just seven days unparalleled dealer support

t: 0115 913 3572 e: info@riseandrecline.co.uk www.riseandrecline.co.uk

Competitive price for stand aid The Ergolet Tara is a high quality stand aid with a competitive price tag with features such as electric leg adjustment as standard. For more information, call 0161 477 7900

Cross infection solution The Wipeable ReTurn Belt reduces the risk of cross infections in multi-user environments. For more information, call 01384 408 700

Secure handling belt The SureSling from Medi Rehab is a secure handling belt which has seven handlets for ultimate prompt points and two click buckles to maintain the shape of the belt which eliminates the belt rising on the client. For more information, call 0845 217 0203

New shower chair The Coral Shower Chair from Handicare offers numerous possibilities to create individually showering and toileting solutions. For more information, call 01384 408 700

Folding hoist made in UK The M180 Folding Mobile Hoist from Mackworth Healthcare is designed and manufactured in the UK and has a 180kg lifting capacity. For more information, call 0800 779 7218 More than just a bed The Progressa bed system from Hill-Rom is a therapeutic device that acts as a seamless extension of the health care team. It provides features and functions that help support early mobility. For more information, call 01530 411 000

NEW ORDER NOW

Wet Weather Wear from Able2 E-mail: enquiries@able2.eu 28

March 2014

Tel: 01254 619000

www.able2.eu www.thiis.co.uk

E-mail: info@thiis.co.uk

Safe and efficient stand assist The Mackworth Healthcare WayUp3 stand assist hoist provides a safe and efficient raising process, which only measures 57cm at its widest point. For more information, call 0800 779 7218

Transfer option for larger patients The Activate STM from Medi Rehab provides a secure and effective transfer method for users needing to stand up and move to a bed, wheelchair or toilet, and with the easy-roll base, makes transfer of even the larger patients an easy task for carers. For more information, call 0845 217 0203

Easy slide base The Ski-Sled Pad from Spectrum Healthcare is an emergency evacuation pad with an easy slide base with built-in slide sheet for ease of patient movement onto the pad. For more information, call 01793 762 928

Symmslyde Positioning System Symmslyde from Symmetrikit Postural Care helps position and then reduces repositioning for comfort and easier care. It is a Sleep system and Turning system combined. For more information, call 01531 635 388

March 2014

Designed for difficult situations The Manual Transfer Sling from Silvalea has been designed for moving user in difficult situations where a hoist is not accessible. For more information, call 01626 331 655

Coolover Allday Sling The new temperature regulating fabric from Symmetrikit Postural Care makes the sit-in slings a good choice for users of moulded seating. For more information, call 01531 635 388

Bed moving solution The SHD Bed Mover from Medi Rehab is an extra powerful bed mover for bariatrics and gradients. For more information, call 0845 217 0203

Gait training aid for children The Manual Walking Harness from Silvalea has been designed to assist and support small children during physiotherapy exercise, gait training and other transfer procedures. For more information, call 01626 331 655

www.thiis.co.uk

E-mail: info@thiis.co.uk

Business expansion for Castle Comfort Castle Comfort Group has recently bought new premises to expand the Staffordshire business. Keith Simpson, MD of the company told us: “In our current facilities we have been restricted to operate at an efficient manageable capacity, but the new branch will enable us to increase it considerably. Several jobs are created as well as increased production for our UK manufacturers of special chairs beds and stairlifts.” He added: “Apart from the business aspect, the move has quite an emotional personal angle. I was born and raised some 50 yards behind the new premises and was a visitor there as a baby some 60 years ago with my mother shopping

for groceries and sweets. In fact, at the tender age of 11, I started my working career there, helping out in the shop and the adjoining café.” The company are also sponsors in the local council’s Britain in Bloom initiative. Keith explained: “So far, only roundabout sponsorship signs on the borough’s roundabouts have been permitted. However, our request to have some directional signs, to help folk find us, along the central reservation of the main road was met.” The website for the company is at www.castlecomfortcentre.com

Wetroom give-way from Impey Following on from a successful promotional campaign which launched in 2012Impey Showers has earmarked a further four healthcare wetrooms to give away through their ‘Impey Cares’ initiative this year. The company reports that the scheme has attracted around 1000 applications and that around 50% of all the applications have been from people who have been refused the Disabled Facilities Grants (DFG) or have been on a waiting list for more than two years. The DFG grant is under pressure due to the government cuts. Impay’s Neil Whitehead told us: “Thousands of people are unable to shower independently or as easily as possible because they are unable to obtain the funding. We will continue to help these people, their carers, friends and family by raising awareness of the problems so many disabled people face without funds and provide as many free wetrooms as we can”. The company plans to award wetrooms every 3-4 months. For more information, go to www. impeycare.co.uk.

March 2014

The Castle Comfort team is growing

Getting the message across

New independent living centre for Droitwich Simplyhealth has opening a new store in Droitwich, making the number of outlets now at seven across the UK. The other outlets are in Andover, Bristol, Burnham, Manchester, Salford and Leeds. Simplyhealth Independent Living is part of Simplyhealth, which provides health cash plans, private health insurance, dental plans and self-funded health plans to individuals, families and businesses. The new store was opened by

Paralympic archery medallist Mel Clarke and the company ran a promotion that saw the first 50 customers receiving a £10 voucher to spend in store when they spend £50 and over. More details on the company at www.simplyhealth.co.uk/ independentliving.

www.thiis.co.uk

E-mail: info@thiis.co.uk

The Perfect Package Deal From Handicare

Travel Track: compact construction with integral carry case Handicare’s Travel Track portable gantry system can be easily packed away into its robust integral carry case. This non intrusive gantry does not require any fixing which makes it a great solution for those with short term lifting requirements.

RisePorto: strong yet lightweight Handicare’s RisePorto is one of the smallest and lightest portable hoists available (5.8kgs) yet it provides safe and secure lifting for clients up to 205kgs and is compatible with all rail systems.

Buy the two together for only

£1,995

Travel Track and RisePorto The Perfect Package Deal

To find out more about our Travel Track package or the other products call your Handicare representative or our Dealer Support team on 0844 225 3121

www.handicare.co.uk

The Travel Track portable gantry and RisePorto portable hoist cassette are now available as a package from Handicare. These products provide a portable, easily removable solution for those who need an assisted lift in the home or when they are travelling.

Back home for mobility retailer Alan Garner has returned to the location of his first retail venture in the 1980’s to open a new independent living showroom. Alan and his wife, Carol, now own a new, 3,000sqft MD Mobility retail unit that compliments their existing Guisborough store, which has been successfully operated for several years. Alan has worked in the mobility sector for over 30 years and was responsible for setting up the first Acorn Medical mobility outlet in Northallerton 30 years ago. This showroom was located only around 20 yards from his new MD Mobility venture. Alan sold his original business after several successful years to pursue different business opportunities but has now returned to his home town to open MD Mobility. Since opening early December, the new outlet has already delivered significant success and it is Alan’s intention to buck the trend against tough times for retail shops during 2014. Alan told us: “It’s great to be back in business in my home town where I was born. Things have changed quite a lot over the years however my approach to supporting customers will never alter. At one point during my career I was responsible for a network of seven regional mobility showrooms and around 30 staff. This management experience taught me a great deal and I will always remember posing this question to my team: ‘Who is the most important person in this company?’ The answer was the customer.” He added: “Choosing the right, reliable and quality products that won’t let my customers down has always been paramount to me. It also makes good business sense both commercially

and ethically. We cherry pick our range extremely carefully.” Alan says that one of his choices is the TGA range but that hasn’t always been Alan Garner outside his new MD Mobility the case. “We now stock more TGA scooters. Northallerton showroom, TGA products used to be more of a special just a short distance away ‘guest beer’ in my showroom however the proven from where he started in the marketplace some 30 popularity and reliability is driving customers in years ago. who immediately ask for this brand. There are also benefits to being a TGA A-Class retailer, such as payment for service call outs, extended warranties and free puncture sealant inclusion.” Alan concluded: “Carol and I strongly believe that every business can be successful if they combine real customer focused service with “It’s great to be back in business in quality products. This my home town where I was born” will continue to be our ethos whilst face-to-face assessments are definitely the order of the day as opposed to Internet sales. I would say any different plans for the future are quite minimal – we know what works and how to keep our customers happy.” For more information, call 01287 635922 or visit the website at www.mdmobility.co.uk

Simple memory aid Don’t Forget It has developed a system for everyone having problems remembering things such as appointments. The product is a digital photo frame, in which details of an appointment are entered via a web page. The appointment appears at exactly the desired moment on the digital photo frame’s display In a continuous slideshow all appointments within a certain time frame are shown. The digital photo frame is designed for care providers and family members. For more details, go to www.dontforgetit.eu

March 2014

www.thiis.co.uk

E-mail: info@thiis.co.uk

VAT FREE

‘Sandwich generation’ not confident arranging care for older relatives There was an interesting move a couple of weeks ago as ‘Which?’ became more involved win our marketplace. The ‘Which? Elderly Care’ website was launched as the organisation published results of a survey that suggests people struggle to find enough time and can’t find the information they need to arrange care for their elderly relatives. The argument that ‘people don’t know about the products’ has often been used in relation to our marketplace and the results from the ‘Which’ survey highlight a similar issue with other care decisions. ‘Which?’ is calling the people who are having to make those decisions the ‘sandwich generation’ and in many cases, they are also the people who are making decisions in our sector when it comes to mobility and assistive technology products. The ‘sandwich generation’ are those aged 40-60 who look after both their children and their older relatives. The research finds that only 40% of this age group feel confident making decisions about arranging care and around four in ten (44%) with elderly relatives are worried about this responsibility. A third (36%) said they would struggle to find enough time to arrange care. Half (48%) said they don’t have time to make careful and considered decisions about looking after their elderly relatives. The survey also suggests that finding the right information for their circumstances is also hard – a third of people who had researched elderly care said they wasted time looking at information that wasn’t relevant to them (32%) or spent too long exploring options that turned out to be unsuitable (34%).

Three in ten (28%) said it wasn’t easy for them to find the information they needed. Four in ten (40%) of all those surveyed think there is not enough information available about the process of organising care. “The ‘sandwich generation’ are those The new Which? Elderly aged 40-60 who look after both their Care website offers children and their older relatives” practical information and advice about arranging care for relatives. People can answer a short questionnaire to access information that is relevant to their situation and search by postcode for local services. The website has information on how to choose the type of care that would best suit, what options are available and different ways to organise finance. The website is at www.which.co.uk/elderly-care

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March 2014

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Otolift Stairlifts strengthen team Otolift Stairlifts has welcomed Thomas Sergeant to the team as National Business Development Manager. Thomas had previous roles with both Minivator Stairlifts and EMS Lifts. Otolift Stairlifts Managing Director, Lea Dobby said: “These roles have given Thomas valuable experience on both the direct selling and business to business sides of the market. Throughout his time in the stairlift industry Thomas has played a key role in achieving consistently high levels of sales growth.” He added: “Thomas brings a high level of strength, expertise and experience to the Otolift team in areas that we have been lacking in the past. In particular he has a good understanding of the Local Authority market having worked very closely with Occupational Therapists etc. Combine that with his experience working with stairlift retailers as well as manufacturers, and I am very confident he will succeed in achieving growth for all Otolift retailers.”

The company that Thomas is leaving is supportive of the move. Mick Armstrong of EMS explained: “The Directors and staff at EMS Lifts would like to congratulate Thomas and wish him every success in his new appointment as National Business Development Manager at Otolift UK. We extend our thanks for the excellent work he has done in assisting EMS to attain the admirable “Thomas has played a key role in sales growth we have achieving consistently high levels of achieved over the past few sales growth” years whilst he has been with us. As Otolift’s largest UK distributor we look forward to still working closely with Thomas in his new role.” Otolift can be contacted on 01207 581636. The website is at www.otolift.co.uk

March 10-12 2014 – Medtrade Spring, Las Vegas. www.medtrade.com March 27 2014 – Kidz in the Middle, Ricoh Arena, Coventry. www.kidzinthemiddle.co.uk

Exhibition & Event Guide

April 1-2 2014 – Tissue Viability, York University. www.tvs.org.uk April 29 – May 1 2014 – Naidex National, NEC. www.naidex.co.uk June 3-5 2014 – OT Conference. Brighton. www.cot.org.uk June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk July 7-9 2014 – Posture & Mobility Group Conference. www.pmguk.co.uk 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 November 20 2014 – Kidz Up North, Manchester. www.kidzupnorth.co.uk November 26-27 2014 – The OT Show, NEC. www.otshow.co.uk January 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.com

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Retailers alerted over scooter thefts Mobility retailers are being alerted about thefts of scooters after a recent incident involving a Sunrise scooter from a client in Hereford highlighted a worrying trend. Alastair Gibbs of TPG DisableAids explained more. “The scooter owner was approached by two very credible cold callers at his property. They said they had come to service his mobility scooter and he gave them access to his garage where the scooter was stored. They then returned to his front door 30 minutes later demanding £400 for repairs.” Alastair says that the customer refused to pay, as it was a new scooter covered by warranty and so they promptly left and took the scooter with them. He added: “Clearly the original aim was to extort money from the elderly gentleman, but having failed it is highly likely this scooter will be offered for sale elsewhere. It may well be offered to other legitimate retailers to turn it into cash.” Alastair say that the company has all the details: “We have the full model details and serial number. So if any other retailer is offered a Sunrise Medical Sapphire 2 scooter under strange circumstances, please feel free to check with us.

We have, ourselves, been offered nearly new scooters by young men in Transit vans. But when asked to produce verification of ownership it has Mr Whiting, the gentleman become clear that who had his scooter none is available and so purchase is refused.” stolen pictured with his Luckily there was a happy outcome to this replacement scooter supplied by Sunrise and particular story. “On hearing of this man’s plight” TPG staff Greg Mills and Alastair said, “and after assisting the local police Dave Kelly. as much as we could, we approached Sunrise Medical to see if they may wish to help. They offered “We have, ourselves, been offered a new replacement scooter nearly new scooters by young men in free of charge.” Transit vans” TPG DisableAids can be contacted on 01432 351666. The website is at www.disable-aids. co.uk

Japanese notion key to products now launched in UK Wabi-Sabi is a Japanese cultural and artistic notion that life’s imperfections are what makes it beautiful. Californiabased Sabi, is creating a range of what it describes as ‘unique low-tech health and wellness products’ which are now available in the UK through designed2enable. Sabi’s products are designed by Designer Yves Behar of fuseproject and Barber Osgerby, described as two of the world’s leading design firms. Sabi’s flagship product line is THRIVE, a series of pill, vitamin and supplement organisers and accessories with a proven track record among customers for boosting vitamin, supplement and pill compliance. Sabi’s recently added a range of canes, sold under the ROAM label. ROAM products won a design award in 2011 and have been designed by Danish Designer Rie Nørregaard who has also designed products for companies such as Johnson & Johnson and Samsung. The canes shafts are

March 2014

made from bicycle grade aluminium and are available in striking colours with three size options. UK online retailer designed2enable recently became Sabi’s UK sales agent. Managing Director of designed2enable, John Pyne, says the company is very excited to be representing SABI in the UK. “We have been selling Sabi (previously OMHU) canes since we launched our on-line business last year and they have been our top selling product” He added: “The new THRIVE range of pill boxes is already proving to be very popular with customers. Our customers include many of the baby-boomer generation, who are determined to age stylishly. Sabi’s products are ideal for this market and we are looking forward to a very exciting year ahead launching Sabi into the UK.” For details, contact John at info@designed2enable.co.uk . The website is at www.designed2enable.co.uk

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E-mail: info@thiis.co.uk

PORTLAND Dual Motor Rise & Recliner

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Safer travel with Wheelchair Passport Scheme The National Wheelchair Passport scheme was originally released as a Code of practice in 2010 as a PAS 900, after which the British Standards Institute launched the national wheelchair ‘passport’ scheme as a full BSI Standard. It aims to make travel for wheelchair users easier and safer. The Standard, known as BS8603 was created in partnership between the British Standards Institution (BSI). Essex, Lincolnshire County Councils and Unwin Safety Systems, in consultation with disabled people and numerous other organisations. The National Wheelchair Passport Scheme comes at a time of much concern in the accessible transport industry, with cuts in transport funding breeding fears of reduced quality in service for disabled people. The scheme, so its creators believe, can help ensure safety standards are not affected in these harsh economic conditions. The last national code of practice for the transport of people in wheelchairs came out in 1987, but since then there has been extensive developments in wheelchair design and subsequently their restraining needs. Unwin’s Technical Advisor, Bob Appleyard, who initially drafted the scheme, said “A lot has changed since 1987. Wheelchairs have got bigger, heavier and more complex, new safety systems have been developed, the number of people using wheelchairs has increased and there are new laws like the Disability Discrimination Act of 1995 and now the Equalities Act 2010, to comply with. We needed a 21st century system and, obviously I’m biased, but I think that’s what we’ve now got.” BS 8603 guides a transport provider on how to create a ‘passport’ to be attached to a wheelchair, which gives essential information in an easy to use format for the safe transportation of wheelchair users. It includes specified facts and pictures from wheelchair manufactures, buyers, users, carers and transport providers. The document clearly shows transport staff how and where equipment should be applied. Bob added: “The more complex and individual’s needs, the greater the passport’s value. We’re urging local authorities across the country to adopt this new scheme and give wheelchair users

The Wheelchair Passport scheme aims to make transportation safer with an easy to use system

the care they need and the freedom they want.” Puwertec piloted the introduction of the wheelchair passport scheme across the country and frequently found, during operational reviews, that transport staff are not provided with the information they needed in terms of appropriately applying equipment to wheelchairs and their occupants. For example, a driver might know a minibus can fit three wheelchairs but might not be aware that some wheelchairs can actually take up more than a conventional wheelchair space and therefore the full three cannot be safely carried. The Puwertec wallets contain information cards “A lot has changed since 1987. detailing to transport staff the appropriate information Wheelchairs have got bigger, heavier required to secure the and more complex” wheelchair and apply the occupant restraint, the information is contained in a, durable, protected wallet. Some of the transport providers to introduce the scheme, either fully or in part include: Essex, Lincolnshire, Staffordshire and Oxfordshire County Councils, as well as West Berkshire Council and a school in Wisbech, Cambridgeshire, amongst others. One major development is its roll out on Tfl’s Dial-a-Ride service. This operation has 50,500 members and last year made 1,126,000 trips. “It is an ideal scheme for CT operations and anywhere else providing wheelchair transport, but needs to be used in a risk managed environment” Bob added. “It was not designed for public transport, such as local bus services.” The ultimate goal of those who created BS 8603 is for its implementation across the UK. They believe this would ensure wheelchair users could travel anywhere in the country safe in the knowledge that restraint standards would be the same. However, Paul Csaszar of Puwertec, said the current austere times mean the roll out of the scheme is being slowed. Paul told us: “Unfortunately, due to these

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austere times, despite transport managers acknowledging the benefits and advantages of the scheme, budgets are the deciding factor when considering implementation of such schemes. It’s a shame because you can’t put a price on people’s safety.” The introduction of the passport scheme should, according to Bob ensure risks are reduced. As the structure of councils’ transport operations is undergoing a lot of change at the moment due to budget cuts some are contracting CT and other transport operations out. In some cases, the authorities are seeking contractors who will implement and operate BS 8603 systems, as the standard ensures a certain level of risk prevention. It gives them more control over standards even though the day to day running may be out of their hands. In this way, the scheme aims to ensure that the harsh economic conditions do not negatively impact wheelchair restraint safety. Despite its growing popularity, a trend is emerging where BS 8603 is being taken up more in the south than the north. Bob Appleyard is not quite certain why this is, but he believes it could be due to the greater population density in the south. However, he claims there has been some interest from Yorkshire and Durham recently whilst Northumberland have implemented the scheme for some time. “Things are moving in

March 2014

the north, just slightly slower” Bob added. If a transport operator wants to roll out the scheme, then the first action is to contact Unwin or Puwertec. Both companies will supply all information required to operate a BS 8603 Scheme. Puwertec will provide training and guidance to those transport managers looking to install a compliant passport scheme. The cost of “You can’t put a price on people’s implementing the scheme safety” across an operation depends on how many wheelchair user members the operations has, as well as what training is required. The Puwertec passport scheme is ‘off the shelf’, with all necessary documentation and equipment readily available. Puwertec can be contacted on 0845 0590023. Unwin can be contacted on 01935 827740 . Note - This story is based on an article first published in Bus and Coach Buyer - a leading trade magazine in its field. As well as featuring some of the most comprehensive listings of passenger carrying vehicles for sale in the UK, it aims to get to the heart of all news and developments that matter to the country’s coach, bus and community transport operators.

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Karma Mobility reports best year ever One company that has certainly started 2014 with a spring in its step is Karma Mobility. The business recently reported that 2013 was its best ever year since its formation back in 1999 with a 17% year-on-year growth. General Manager Mark Duffield told us: “These figures are testament to the quality and value for money associated with our range of manual and powered wheelchairs. I would like to thank our UK retailers for their hard work and loyalty as none of this would have been possible without their ongoing support.” Last year saw the launch of several new products including the Flexx, Karma’s most configurable wheelchair and the Blazer, an adjustable indoor and outdoor powerchair. Also launched were the Ergo Live wheelchair and Ergo

Lite 2, Karma’s lightest manual wheelchair to date. Looking forward to 2014, Marks is anticipating another good year. “We will be launching several new products which I believe will further increase our market share, and in doing so, provide our “I would like to thank our UK retailers retailers with more power for their hard work and loyalty” in the high street.” For more information about Karma Mobility and its products, please visit www.karmamobility.co.uk or call 0845 630 3436.

Company goes digital Consolor has made changes to its manufacturing processes. Previously, plaster bandage was draped over a vacuum bean bag that had been formed around the client’s body to form a plaster cast. By replacing the casting process with high-detail 3D scanners, the company says that it continues to improve its high quality client focused approach. The increased speed and accuracy of using 3D laser scanners is augmented by the utilisation of an advanced robotic arm which carves the seats. The scanned 3D model is then emailed directly to the robot, reducing the time before work begins on making a seat and eliminating the risk of a cast being deformed in transit. The resultant carved seat is infinitely repeatable, and the shape can even be adjusted using sophisticated CADCAM software. According to the company, digital technology has numerous advantages over traditional hand-casting and carving, allowing Consolor to provide superior quality products faster and with exceptional accuracy. The company offers partnership opportunities with companies who would like to benefit from its progressive manufacturing processes to produce seating systems cost effectively. To learn more go to www.consolor.co.uk

Socks with more technology The PROTECT iT line of advanced-technology socks are designed to deliver protection and comfort fo people with at-risk feet, such as those with diabetes, arthritis and other medical conditions which lead to sensitive or sore-prone feet. According to the supplier, the socks have been developed during years of research in collaboration with podiatrists, surgeons, certified diabetes educators (CDEs) and other medical

March 2014

professionals and they say that the socks help prevent the complications of at-risk feet unlike any other sock available. For more details, 01254 503 363 or visit www.protectitsocks. co.uk

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10 years up for the small company doing big things

The company has come a long way in the last 10 years, but still remains a small enough to be able to maintain a home base

Ten years ago an Occupational Therapist took a stand at an exhibition with a product that she had designed. Chris Buckingham didn’t know it at the time, but it was the start of a very interesting and busy decade indeed. Simon Buckingham, Chris’s husband and business partner, told us more about the journey that they have been on and the plans that they have for the future. “Not that we have been counting particularly” he said, “but we recently realised that we will be celebrating our 10th year in this Industry.” Simon explained more about how it all started in the first place. “It seems like almost yesterday, but, it’s actually 10 years now since we first attended Naidex with our new product prototype of the Buckingham caddy. When Chris was working as an OT on a rehabilitation unit she worked with patients who needed a suitable container to attach to their Zimmer frames so that they could carry items independently. With no such product available we developed the caddy prototype and booked a small stand at the show to see if anyone else thought it was a good idea. Over the three days we spoke to over 500 people and were overwhelmed by the level of interest we received. That was the launching pad for us. We realised the potential success in our product and it was from that point that we decided to invest time and money into the caddy.” As with most start-up companies, Chris and Simon needed to continue in their full time jobs and run Buckingham Healthcare on a part time basis. As an ex nurse, Simon was a commissioning manager for a large private nursing home group and Chris was working across various hospital sites. “At first it was easy as we only needed a laptop in the lounge” Simon told us, “but then the stock started to arrive, as did the orders. We quickly found our lounge overrun by packing boxes and with a young family in the same space we often found ourselves retrieving our toddler from a box destined for a faraway place.” Simon and Chris soon came to the conclusion that they needed help to develop the business as he told us: “It was only after we lost one of the

March 2014

children for a full half an hour who was asleep inside a box oblivious to our frantic calls, in conjunction with our very large Victorian lounge being engulfed by stock, that we finally decided that we needed help. We were very fortunate to find a solution to our business logistics problems in the form of Patterson Medical who offered us a manufacturing and distribution agreement. Katy Pitkin and Tim Daniels were incredibly supportive “We quickly found our lounge overrun and our relationship by packing boxes and with a young remains strong to this day.” family in the same space we often There were others found ourselves retrieving our toddler that help too. “We were from a box destined for a faraway able to forge a business place” partnership with Tony Hurley of Smitcare. Tony has been inspirational in the development of our company and today we enjoy a firm friendship. He has been in the Industry for a long time and we have benefitted from his advice on many occasions.” By 2008 the business had continued to grow with new ADL products being developed and Simon began working full time overseeing the manufacture of these. I was regularly visiting “Aside from our work at Buckingham, Asia where most of the we have also been successful in products are made” he supporting other small UK companies explained, “and it soon bring their products to market” became clear that we needed a base in China so that staff could regulate and monitor quality control standards. We set up a working office based in Hong Kong which remains active and part of our day to day running today.” Apart from the range of products that the company has developed, there is another side to the story too as Simon explained. “Aside from our work at Buckingham, we have also been successful in supporting other small UK companies bring their products to market and are

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particularly proud of our achievements in helping inventors with their prototypes and manufacturing requirements.” And Simon tells us that there will be more details on that side of the business emerging soon. “We will soon be announcing our new operation and service based in mainland China that will be offering UK companies quality control services, factory audits and manufacturing solutions all managed and run by qualified British engineers based in China.” Over the past 10 years the company and the brand has grown substantially and there are now partners in place in China, Germany, Denmark, and the USA. “We have been pretty busy on the home front too” Simon added. “In 2011 Chris decided to step out of her management role in the NHS and she is now dedicated full time to developing new ADL products. Now that we were no longer tied to Hampshire we were able to move further afield and have relocated the family home and business to beautiful Dorset. Our purpose built office has just been completed and we moved in recently. With beautiful views of the Dorset countryside and nestling in the shadows of an old Church, working in the new office is not too much of a hardship. Our general warehouse and distribution service has also moved to Dorset but we still retain warehouse space in Southampton so that we can import stock easily.” Looking to develop more new and innovative products is now at the top of the agenda according to Simon. “We will be announcing more new products this year and continue to work with patients and therapists to design products that help people to help themselves.” One of the new products added to the range is Reflosocks. Buckingham Healthcare has been appointed the UK’s exclusive distributor of the products. Simon says that the product was selected for their uniqueness in drug and medication-free pain relieving qualities. Simon told us: “Reflosocks is Reflexology in a sock. The products has been designed and developed by a UK qualified and highly experienced Reflexologist with more than 25

March 2014

years’ experience. They are a result of many years of treating acute and long standing chronic pain in the knee, hip, back neck and shoulder joints.” He added: “Reflosocks work by stimulating the Reflexology zones The range has grown steadily over the years under your feet as you walk or stand in the socks. and most of the products Your body weight on the unique and patented have been designed inribbing that is sewn and built into the underneath house of the sock triggers a massaging effect in a similar way to the compression massage used by Reflexologists to enable your body to heal itself from pain and discomfort. They are simple to use, completely drug and medication free, they fit in nomal shoes and are machine washable.” According to Simon, during the product development stages Reflosocks were worn by scores of people and 91% of users reported that they were effective and helpful in alleviating their condition and symptoms when worn for between “We will soon be announcing our one and three hours a day, new operation and service based in two to three times a week. mainland China” There are two styles for specific joint areas, for the back and neck pain and discomfort and for knee, hip and shoulder pain and discomfort. Simon believes that the product will provide retailers with an interesting and effective product to market and sell to their customers. “We believe that Reflosocks are beneficial in relieving pain and discomfort with conditions including osteoarthritis, cartilage problems, joint problems, stress brought on by pain and discomfort, old injuries and operation sites.” It’s clearly been an interesting and rewarding 10 years for Chris and Simon, a decade that started out with a single idea and the passion, determination and commitment to do something about it. The latest product, For more information call 023 8168 0170 or visit Reflosocks, work by stimulating the the website at www.buckinghamhealthcare.co.uk Reflexology zones under the feet

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Increased safe working load for hoist The growing market trend in obesity has prompted Invacare to review product specifications to match customer requirements. As a result, Invacare is pleased to announce that the Birdie mobile hoist now offers an increased safe working load of 180kg (28 stone). The Birdie mobile hoist is a popular choice amongst healthcare professionals and has been specifically designed to fully support the needs of elderly and disabled clients. This recent increase to a 180kg (28 stone) safe working load makes the Birdie mobile hoist accessible to a wider range of clients whilst maintaining an attractive price point. Invacare’s Safe Patient Handling product range has been developed to offer safe, noncomplex and cost effective products that closely meet the requirements of community and

residential healthcare environments. The company has also developed a new logo for safe patient handling. For more information, go to www.invacare.co.uk

Modern colourways added According to Sidhil, creating the right environment for patient care is an increasingly important issue. The company has recently launched a distinctive choice of modern colourways for its Doherty panel screen systems and Howarth trolleys. The new range is designed to harmonise with upholstery colour options for existing couches and plinths from Sidhil’s Doherty range, allowing users to be more flexible in their design choices. The lightweight four panel screen systems are now available in five striking gloss colours, including black, purple, grey, white and blue. The high specification, fire retardant panels cover the full screen frame to afford total privacy for users, whilst the panels feature a hygienic, easy-clean surface finish. Sidhil’s Howarth trolleys are also now produced using the same colours and white frames, designed to coordinate with Doherty electrically operated and static couches, plinths and treatment chairs. For more information, call 01422 233 000 or visit the website at www.sidhil.com

March 2014

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Interesting Insurance options How big a part with the insurance companies eventually play in the homecare marketplace? With budgets being cut every year and a change of direction not that likely, more and more of the products in our sector will have to bought by the end user, or a relative. and believe the Care Bill provides a sustainable framework for both industry and consumers. The Statement of Intent sets out our commitment to working with the Government to create the conditions for the development of an insurance market that offers a range of products to help people meet their long-term care needs.” The Statement is based on the view that long term care provision will increasingly become an integral part of wider retirement planning. While the market for long term care products is currently limited, it should adapt as the number of consumers looking for such products grows. The statement says that Government and ABI will do all they can to encourage the market conditions most conducive for the development of a full range of products to suit different needs. Of course, log before someone heads into a Nursing or Care Home, there may have been a need for thousands of pounds GEL worth or equipment to keep them in WHEELCHAIR & them own “The insurance industry can play an WALKING AID homes. important role in developing solutions ACCESSORIES That’s an to help people fund their long-term aim that care needs” everyone 100’s of quality instant solutions to your has and so maybe it won’t be too long before pressure care problems that are we see polices being available affordable and easy to fit. that help people to do just that, rather than moving into a care facility earlier than they might We take away have wanted or they need to. Just as people insure against the pressure… critical illness, then maybe in …so YOU feel the future there will be policies that cover you to protect your the comfort independence, whatever that might entail.

It was interesting to see then, recently, that the Association of British Insurers (ABI) and the Government have signed a joint Statement of Intent which sets out the steps needed to help people understand their long term care costs and plan to ensure adequate funding. The Statement sets out how the insurance industry will work with the Government alongside the implementation of the Care Bill to help people get the information and regulated advice they need to plan and make decisions, and create the right conditions for a larger market of financial products which will give people more choice. Otto Thoresen, the ABI’s Director General, said: “The insurance industry can play an important role in developing solutions to help people fund their long-term care needs. We have supported

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Getting back on track after challenging times There’s been a change of ownership at a company that is well-known in the industry. The business has been through some difficult times in the recent past, but the new owner believes the future will be a good deal brighter…. Over the past couple of months there has been a change of ownership at Radcliffe Rehab. The company is now under the leadership of Jonathan Horne who spent a number of years at Handicare. Radcliffe has gone through some tough times recently but things look to be on the up again in a year when the business celebrates a significant anniversary. Radcliffe Rehabilitation was established in 1993 and has been active since in the mobility and rehabilitation sector, selling into the NHS a range of wheelchairs and accessories developed in the UK. The company also added pressure relieving cushions, paediatric buggies and specialist seating systems to the range. On the changes, Jonathan told us: “Radcliffe was previously owned by the Norths - Jenny and her husband, Michael. Sadly, Michael passed away a few years ago and Jenny was still the owner until very recently. Unfortunately, through some external poor management over the last 18 months the business found its way into administration. That happened at the end of October 2013.” Jonathan explained that he had been introduced to Jenny with a view to getting involved in the business. “I had long conversations with Jenny about the business and the possibility of investing in the company and undertook the usual due diligence, speaking to a lot of the major suppliers and customers. I got very good feedback about the business prior to the most recent period. The company, Jenny and Michael were held in high regard by the people I spoke to and that gave me a very warm feeling about the business. Looking at the numbers before the recent management problems, they were all very positive and the core business appeared to be good. I looked at buying the business, keeping it where it is with the same staff, the same type of

products and putting together a plan to get the business back to where it was two years ago and then go forward from there.” Jonathan completed the purchase of the business and, as he mentioned, is now busy putting in place the plans that he believes will help the company grow again over the next couple of years. He is now the sole owner of the company. Before getting involved in the market with Handicare, he had a number of years working “Looking at the numbers before the in the electronic and motor recent management problems, they industries as he explained: were all very positive and the core “I originally trained with the business appeared to be good” Japanese in electronics at Seiko Epson and did a lot of management training with that company and its personal development programme. That led me into the Automotive sector, I’m a bit of a ‘petrol head’ and so I enjoyed my time working in that industry.” However, due to the downturn of the market and the over production of motor vehicles, Jonathan “Quality was one of my key points to found that he had to make that success and it’s been something a change. “I was working that I have been mindful of all the way with a Japanese company through my career” in Milton Keynes which was making dashboards and control systems for Saab, Scania and Volvo, where I was working in key accounts at the time. But a lot of the business was getting out-sourced to low cost economies so the writing was on the wall and it was clear that the company wasn’t going to survive for much longer so I moved on.” He stayed in the automotive sector as he explained. “I worked in a completely different field involving braking systems and particularly brake The company produces discs and we grew the business from half a million a range of products that have sold well for many years

March 2014

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products a year to six million brake discs a year. We were very successful because of the service we were offering and the quality of the products we were producing. We won the Toyota contract for Toyota Corolla in Derby, which was a massive contract to win at the time, that progressed into taking business from other countries and in the end we were even supplying to Japan. Quality was one of my key points to that success and it’s been something that I have been mindful of all the way through my career.” Jonathan became involved in this marketplace when he was head-hunted and joined Minivator at the time when the company was looking to put together a team to drive the future growth plans. “I joined originally to run the manufacturing plant.” At the beginning of his career, he had originally been involved in manufacturing but that led to a role in the automotive sector that he describes as being a single point of contact for everything from a technical and sales point of view and so he has experience of both.” Minivator eventually became Handicare of course and Jonathan was involved with some of the products groups that he now has in his new company. “At Handicare I was responsible in the UK for bringing in mobility products and for harmonising the supply of wheelchairs, hoists, bathlifts and rollators in the UK.” Jonathan told us. He left Handicare in May 2013. Going back to his new venture, Jonathan knows that there is work to do to build the business once again. “It’s a very well established business” he says, “but things went wrong over the past couple of years. The company found itself going in a direction that just didn’t work and the plans that were in place fell flat. On top of that, it lost a good deal of the original core business too. Now we have to work to re-build the sales.” One of the first things that Jonathan did was to bring back some of the experience that had left the company. “The first thing I did was bring back some of the people that had left over the past couple of years. There are three back in the business so far and one of these was selling a lot of product. He left the company and had set up on his own and so was selling against Radcliffe. Basically he had become rather disillusioned with management and decided to take his skills elsewhere. So, now he’s back in the business and has hit the ground running, the first stage of my plan is to get the business back to where it was two years ago.” To do that, Jonathan says, there has to

March 2014

Jonathan Horne with

be a clear focus on quality. “We are going Jenny North to concentrate on the core business which is comfort seating and comfort wheelchairs, assessments and adding value to the process, so it’s all about quality. We are all about doing good assessments and building our relationships with OTs and clinicians. We are not interested in box shifting; we want to add value to what we are doing.” And things are going well so far. “We had a number “The company found itself going in a of meetings with five or six direction that just didn’t work” key suppliers that I spoke to when I first looked at the business and they are all on board and supporting us which is fantastic. Companies such as Kirton, Osprey, Flexel, Careflex and Alu Rehab knew the business well and are very supportive. That’s what gave me the warm feeling to invest in the business and that’s what will help us to move the “We are not interested in box shifting; company forward over the we want to add value to what we are next couple of years.” doing” This year see’s the 21stanniversary for the company and Jonathan hopes that there will be plenty of reasons to celebrate. “For many years Jenny, Michael and the team that they had around them built a solid business that was well respected. The past couple of years haven’t been so great, but it would have been very sad to lose a company like “It would have been very sad to lose Radcliffe and we’ll all be a company like Radcliffe and we’ll working hard to get it back all be working hard to get it back to to where it was and then where it was and then take it onto the take it onto the next stage. next stage” We’ll be holding a number of events throughout the year to celebrate the 21stanniversary and we look forward to doing the same for our 25th in 2018.” Contact the company on 01280 700256. The website is at www.radclifferehab.co.uk

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New OT Ambassador unveiled A couple of issues ago we carried the news that Kirton Healthcare and Invacare had teamed up to search for an OT Ambassador who would champion special seating for the two companies. independent OT and further develop my training and presentation skills. Seating is a real passion of mine and I love the idea of sharing this with the OT community.” The search for an OT Ambassador for specialist seating came about following a chance meeting at the BHTA Annual Conference between Vanessa Hands, Kirton Group Marketing Manager, and Debbie Williams, UK Marketing Manager at Invacare. The meeting sparked a desire to form a partnership and join forces for training purposes – the rest, as they say, is history. Vanessa said: “The search for a new OT Ambassador came from discussions about wanting to help promote someone fresh and interesting who could really shake up our content and provide something new and engaging; someone willing to spread their passion for good seating and pressure care and Helping you reach for their budgets share their expertise with fellow OTs. Ellie is a real asset to our Seating Awareness Roadshow Local Private and we are delighted to have NHS Auth her on board. Her enthusiasm, Sector experience and knowledge give us every confidence that she will be an excellent Ambassador for both companies.” Debbie added: “We have a shared ethos at Invacare and Kirton, both priding ourselves on our commitment to education and training for healthcare Your professionals. Ellie is an experienced independent OT company and has a wealth of knowledge and experience in offering assessment and solutions to a wide range of clients. As an independent OT she has her own consultancy, EJB Therapy, and we look forward to working with OCCUPATIONAL LOAN ACCESS THERAPY STORES OFFICERS her in delivering a range of high TISSUE VIABILITY CARE HOMES CCG’s quality seating content.” More information about Kirton Healthcare and Invacare can be For more information on Healthcare Data mailing lists found at www.kirton-healthcare. email info@healthcare-data.co.uk or call 0845 463 1820 co.uk and www.invacare.co.uk

Ellie Burcher has been appointed to the role as OT Ambassador for specialist seating and pressure care. Ellie will take on the task of helping to create and deliver the content for Kirton and Invacare’s Seating Awareness Roadshow 2014. The roadshow will involve four Seating Awareness Days to be held nationwide, offering free Continued Professional Development opportunities to OTs and other healthcare professionals with an interest in specialist seating, posture and pressure management. Ellie said: “I am thrilled to have been named OT Ambassador for Seating and look forward to working with such respected and wellknown brands. It is a fantastic opportunity for me to increase awareness of my work as an

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March 2014

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Association Update Here’s an update from the BHTA, with details of some of the latest initiatives from the trade association... Getting the most out of Trade Days Bookings for Trade Days on 5 and 6 October are coming in fast and delegate registration will open in April. To make sure you get the most out of the event, BHTA has a limited number of hotel rooms available for members at the Manor Hotel, Meriden for just £70 per room per night on 4 October and £60 per room per night on 5 October (single occupancy). These great value rates include a full English breakfast, complimentary car parking, wi-fi and V.A.T. We will also be holding a social event on Sunday night after the first day of the show, to give you an opportunity to network and meet industry colleagues and clients in an informal setting. Held at the National Motorcycle Museum, with a pub quiz to get the conversation flowing and a hot buffet, this is a great opportunity to catch up with your contacts. Start getting your team together now! To book your accommodation or your place at the social event, please contact nigel.woods@ bhta.com

Places available in Birmingham, London and Leeds If you’re a retailer, you can’t afford not to attend BHTA’s free briefings on new consumer legislation. This affects any company selling over the phone, online or in the customer’s home and will take effect in June 2014. The Bristol briefing’s already fully booked, but we still have places available for: 18 March Birmingham; 19 March London; 25 March Leeds. We also expect to run sessions in Scotland and Belfast, dates to be announced. These free two hour sessions will make sure you’re up to date and have all the information you need, as well as give you the opportunity to ask Sarah Lepak, BHTA’s Director of Governance and Policy Development, any questions about your specific circumstances.

To book your place, just please complete and return the booking form available at www.bhta. net/news-items.

Have you seen the OFT logo? BHTA’s Code of Conduct is now overseen by the Trading Standards Institute (TSI) and our logo has been updated to reflect this. If you are a member company and still displaying the old Office of Fair Trading (OFT) logo, you MUST remove this from all materials – the OFT will cease to operate completely from March 2014. The Competition and Markets Authority will be pursuing anyone who uses the OFT logo, as this is actively misleading to customers, and there is every possibility of legal action. For a copy of the up to date logo, contact BHTA on 020 7702 2141 or at info@bhta.com. If you see the OFT logo being displayed by any member company, please do let us know so we can ensure this is removed.

New retailer offer for Naidex Do you have an offer you want to promote to all Naidex delegates? Want an easy, cost-effective way to achieve that? Whether or not you’re exhibiting, we can offer BHTA members space in a dedicated retailer promotion, included in the pack for every Naidex delegate – it will also be promoted during the show and distributed from the BHTA stand. Let delegates know they can buy almost everything they’ve seen at Naidex from a local trusted mobility retailer with a local showroom, trained staff, years of experience and a code of practice to protect them. To discuss our great value rates and how you can benefit from this promotion, please contact kate.webster@bhta.com

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Website News Items New treatment for foot ulcers Vascular disease specialists at the Royal Cornwall Hospital are among the first in the UK to offer a new treatment that is helping to speed up the healing of wounds for patients with diabetic foot ulcers. ReCell is a technique that aids skin regeneration and wound healing which has previously been used successfully in the treatment of scars and burns. More parents seeking treatment abroad for disabled children According to recent research undertaken by Caudwell Children, the national charity that provides emotional and practical support to disabled children, increasing numbers of parents are seeking overseas medical solutions for their disabled children. From over 2,000 families questioned, in a recent survey, 1 in 4 said that they had searched for treatments abroad. Report calls for radical changes to move care closer to home Radical changes to community services are needed to realise the ambition of moving more care out of hospital and closer to peopleâ&#x20AC;&#x2122;s homes, says a new report published by The Kingâ&#x20AC;&#x2122;s Fund. The report argues that previous policy has failed to achieve this longstanding ambition and it sets out a seven-step plan for change.

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Irish study highlights lack of wheelchair policies Wheelchair and Seating Assistive Technology provision should be equated to the prescription of pharmaceutical drugs. A study on wheelchair provision, undertaken by the University of Limerick, has highlighted a worrying lack of any national policies or guidelines in support of the 40,000 people who use wheelchairs and seating assistive technology in Ireland. This HRB-funded study in partnership with SeatTech, Enable Ireland as the host organisation and the University of Limerick, has worked with key stakeholders to identify system improvements and to develop a strategy for more efficient provision of wheelchair services. Free CPD certified conference at Naidex Naidex National has announced its conference programme with dedicated streams of seminars for case managers, physiotherapists and occupational therapists. Running alongside the exhibition, the free CPD certified conference features more than 100 expert speakers in over 70 sessions across five theatres.

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Points of view

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

There is a good deal of confusion about the ‘retail model’ or the TCES (Transforming Community Equipment Services) programme as it was known in the early days. The National Tariff, which was the mechanism that set the prices for the products available through the scheme, seems to have come to an end. In a recent communication, ADL Smartcare, the company that had the contract for managing the National Catalogue and Tariff said that the agreement had come to an end in August 2013. Apparently, since that time ADL Smartcare has maintained and continued to host the infrastructure and provide support to the stake holders of the retail model. The National Catalogue and Tariff continued to be published online only until the end of January this year. The company had also developed a National Catalogue API which allowed partner organisations to sync and receive updates made

to the Tariff including any price alterations agreed by the Contract Managers. That also ceased to operate from 31st January 2014. Amazingly, at the time of writing, no-one involved in the scheme knew who they should be talking to about what might be happening in the future, if anything. It is causing concern, confusion and giving the businesses involved a real headache. With that as a background to the story, here are the thoughts of Julian Cobbledick on the matter…

Why did they do that? By Julian Cobbledick As long ago as 2007, the Department of Health acknowledged that the free-issue of small aids (stuff less than £100 or stuff without an electrical plug) was unsustainable. TCES was born. It got widespread support from industry and some forward thinking authorities. They all wanted to increase the capacity of the retail sector to be in a position to provide these items as paid-for goods. That meant a transition programme to increase the volume through the retail channel slowly. So they created the prescription model. Where small aids were to be collected from retailers - freeing up the warehouse and delivery staff to concentrate on bigger items which needed delivering/installing. The vision was that eventually all small aids would be purchased direct by users as either self-funders or using personal budgets. Millions of items passing through shops instead of loan stores. A whole infrastructure was created by the private sector to assist. Software portals were created to manage the prescription. Banks created special instant payment facilities. Manufacturers agreed to a national tariff which retailers would be paid for the goods prescribed. Reduced margins, but increased volume. Better access and visibility and choice for consumers. Then, in 2010 as the whole infrastructure was finally in place and volumes were growing, the DH disbanded the implementation team. Chaos ensued. Now even the tariff has disappeared and those who have invested (local authorities, retailers, suppliers, IT people and banks) have no

March 2014

structure left. Why oh why did they do that? - In my mind, I can think of only three reasons why people make decisions which are not in the best interests of the community as a whole: apathy (I could not be bothered; It does not benefit me personally; I am too busy); competence (I don’t understand the issue; I am not capable of managing the processes); self- interest (cigarette companies do not vote for smoking bans and turkeys do not vote for Christmas). So which of these were at play when the recent decision to allow the TCES National Tariff expire happened...... I wonder? What I am sure of is that it is not in the long or medium term interest of anyone involved. What we all have in common - I believe that a huge proportion of BHTA membership and prospective member companies are involved in the making, marketing or services related to healthcare equipment (Assistive Technology). Therefore we all depend on increasing that market growth and efficiency. Some simple truths - Here are five key facts about the AT equipment and services market sector: • There’s an exponential growth in need, driven mainly by demographic changes and clinical outcome improvements • There’s a huge proportion of unmet need, driven mainly by ignorance and resistance (the DoH said 60% of need is unmet) • Equipment (generally speaking) is quite

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Points of view

• •

unattractive and designed for institutional buyers The continuing increase in demand cannot carry on being met solely from the public purse If the 60% of unmet need was taken up, the industry would expand hugely and there would be less falls and other issues

So what has the Government (national and local) done to help - During the last 14 years there have been just two key initiatives that I can think of – ICES & TCES. They put a regional implementation team in place to make ICES work and generally speaking the initiative (started in 2001 and completed in 2004) was a success. Success... ICES saved money; generated more equipment purchasing by releasing cash and resulted in the expansion in privatised locations from less than 20 outsourced in 2001 to the present 55+ (there are still over 80 CES loan store locations run directly by the public sector). It is not the strongest of the species that survives, nor the most intelligent, but the one most responsive to change - Charles Darwin Opportunity... But TCES (if implemented properly and taken up at similar levels to ICES) could have had a much more profound and beneficial effect still. The retail sector would have expanded; suppliers would have sold more stuff; the unmet need would have shrunk. Win/win/win (sellers/makers/users). But the NHS and Social Services would have gained too - win. A more functional and thriving retail sector means better design - win. More equipment in use means safer, more independent users and less hospital visits or similar healthcare costs - win. Failure... However, for some reason (remember the three reason options above) this has not happened. Now the excellent day to day management of the TCES tariff (by ADL Smartcare) has been discontinued, the few gains which have been made in the last 5 years, (check out Dorset

for example) will probably wither away as well. And what do we do now?... Because the issues are not going away. We need to tap into the 60%. We need better design and products with more consumer appeal. We want the market to realise the latent growth potential. We want the safe independent living that well-chosen equipment can offer. We need the strain on public sector budgets to lessen. We deserve the reduction on reactive treatment that proactive equipment use can bring. Someone, somewhere in Whitehall (or wherever these things are dealt with these days) needs to get off their hands and do something. Our trade association must realise that virtually every member will feel the negative effect of failure to act and they need to vigorously campaign. TCES as a concept had wide industry support. It had the potential to deliver more than 100% market growth (the BHTA suggested maybe 4x growth!!) and simultaneously improve independence. It has failed. I am frustrated. We have to move forwards – now! Carrying on regardless is not a permanent option - Rumi

ABOUT JULIAN Julian has been a Director of Assistive Partner Limited since April 2007. He describes his present company as the leading healthcare equipment software provider. Their cloud-based software applications manage barcode, inventory & logistics management, CRM, PoS and much more. Their software is in use in the UK, Ireland, Australia and the USA. His early career training and experience was in the food industry and his mid-career was spent in the furniture and building supply field. Julian has chaired a number of industry think tanks and he currently acts as Chairman of the newly formed ATP Society and has previously been Chairman and subsequently President of the British Healthcare Trades Association (BHTA).

Got something to say? Then we’d love to hear from you. If you have a point of view then simply send us a short item and we’ll include it in a future issue of the magazine. Just email to info@thiis.co.uk

March 2014

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Points of view 30 years on, but not quite there yet By Kate Sheehan Integrated health and social care has been talked about for years, in the mid 1990’s virtually all the Department of Health published documents were talking about joint multi agency working and putting the patient/client at the heart of the process. In fact you can trace back, pooled budgets, integrated provision and lead commissioners to the National Health Service Act (1977). Yet here we are over 30+ years later and still not quite there yet. All the shake up’s in the NHS and Social care are having a profound affect on us all, the changes that are occurring are quick, radical and sometimes not thought through very well, but they are not going away. We need to embrace these changes as a challenge and an opportunity, work together across the statutory, private and the third sector to create a true integrated service and remember not one sector has all the answers. We saw very clearly an example of where an integrated approach failed a patient recently, he had been admitted into hospital following an accident and had fractured his pelvis, he was going to be non-weight bearing and using a wheelchair for three months. He was a patient in an inner London hospital and he needed an Occupational Therapy assessment to see if he could safely go home, not a usual situation, however his home was 14 miles away and not within the geographical area the hospital covered. The OT department could not do the home visit as not contracted to do visits out of areas, the patient was therefore waiting for a bed in a hospital near to his home to be transferred to, he had been waiting seven days when the family rung us. We arranged a home visit the next day, meet with an equipment supplier and provided all the minor changes on site to allow him to be discharged remotely at the home visit. The average cost of keeping someone in hospital is £225 per night, so the delayed discharge had cost the NHS £1,575. Yet with a little bit of lateral thinking the gentleman could return home to his family in time for Christmas. We were able to react to the request but also the quick, efficient and flexible service the supplier provided worked so well. We need, as Therapists to think differently understand the cost of our service and what

the costs are for the wider service if our timely interventions are not commissioned. We need to be willing to offer a seven-day and longer hours service. We need to engage with modern technology, could a virtual visit via Skype have sufficed? We need to challenge our understanding of an working together, what is a true person centred approach, re engage with the Social Model of Disability and discuss openly with the commissioners about how we can meet the aims of a truly integrated service only by doing this will we be able to really make it happen. So that is the Therapists, what about the manufacturers and suppliers of equipment, I believe that we need to work together to really understand the personal and cost benefits of equipment provision, there is some evidence out there but it is limited. How does a Scooter affect a person’s general health, can we prove that by going out and being with friends in the community, it reduces the need for additional GP visits. Does a stairlift that allows someone to continue to sleep in the same room as their partner have a benefit to their well-being and general health? Does an electric wheelchair give more freedom to the user to do their own shopping? We need as a wider group to be able to clearly define the health and well-being benefits and the cost benefits………..we know they are there BUT where is the evidence? If we had the evidence we could go to the new joint commissions and really work holistically to provide a integrated service that put the person at the centre.

ABOUT KATE Kate Sheehan is a well-respected Occupational Therapist, with 24 years of clinical experience. She is Director of The OT Practice, which provides OT advice, consultancy and training to companies and individuals on the needs of the disabled people and 50+ market Kate has presented her work on Inclusive design and housing standards both nationally and internationally, including Australia, Croatia and Greece.

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

Points of view Support for GP initiative By Ray Hodgkinson The BHTA supports the Health Secretary Jeremy Hunt’s statement in November 2013 where he proposed contract changes for GPs which will ensure four million patients over the age of 75 will have a dedicated GP personally accountable for their care around the clock. This will be a challenge not only for GPs (and it is reassuring to see Royal College of GPs support the proposal), but for the Assistive Technology industry. The BHTA represents a broad base of businesses providing Healthcare and Assistive Technology products and services, who already have a positive impact on the quality of lives in this elderly group. Many products help to prevent medical conditions deteriorating, keep people out of the secondary care sector and allow them to live at home rather than in nursing care. The cost savings GPs can achieve by being aware of and utilising AT products and services are considerable. Once they learn the benefits for not just patients but also for their budgets, GPs should ensure they know where to direct patients to find the solutions they need. One of the challenges will be for industry to raise awareness so that GPs are well informed. This will mean better communication by the industry. The internet will become increasingly important, both as an information channel and for sales. Members’ shop windows, including websites will become vital to the buyer’s experience and process. With the growth in population and extension of lifespan there can only be growth for the industry which should be a signal to bring manufacturing back to the UK, creating more jobs, innovation

and improved quality of life. This can create a virtuous circle in which UK companies provide products and services that help our elderly population live more independently “The cost savings GPs can achieve for longer, saving the NHS money, and generating by being aware of and utilising increased tax revenue that AT products and services are can be pumped back into considerable” public services. At last we have someone - the GP - who should be an ambassador for the sector because of the positive benefits it offers to individual patients and the country as a whole. Let’s hope it happens without delay.

ABOUT RAY HODGKINSON Ray’s career has spanned some 50 years in the healthcare industry. He started in the official solicitors department at the Law Courts for a short time, before beginning a career in the pharmaceutical industry. He started his own company that pioneered a number of new product areas over a 22-year period introducing new devices for treatment of pressure sores, nerve stimulation system for birth pain control and is the person responsible for introducing the Mobility Scooter to the UK in 1978. Ray is currently Director General of BHTA, a role which involves him in a broad spectrum of activities and advising groups at government level. In 2010 he was awarded the MBE for services to the Healthcare Industry.

Blind Date By Alastair Gibbs If you, like many of us, are looking for new business, try going straight for the jugular. We know lots of people in business that put too many spurious links in their sales and marketing chains. All too often these links are broken anyway, usually by others that are not under your control. By all means join the Round Table – this could be a valuable contribution to your local community. It will make you feel good about yourself. But don’t expect any referrals. Sign up with the I.O.D., The Chamber of Commerce and the F.S.B. if you like – there are some interesting people out there. And there is a huge amount of information for us all to learn. But don’t expect any referrals. Join some early morning networking groups and make sure you enjoy your full English breakfast. But don’t expect any referrals. Instead, make sure that you are consistently receiving great testimonials from your customers.

March 2014

Secondly, put your time and effort into getting in front of the buyers in your target market. Lastly, don’t forget to ask for the business.

ABOUT ALASTAIR Alastair is the General Manager of TPG DisableAids in Hereford. He entered the industry back in the 1980’s when it was very much in its infancy. Alastair is one of four directors in TPG, the others being Father, Mother and Sister. Alastair’s wife and sons also work part time in the company which promotes the company slogan of ‘Let our Family help your Family’.

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More Advantages from BHTA BHTA Advantage’s portfolio of money-saving discounts can make your BHTA membership even more rewarding. Some of the ways BHTA Advantage can help you save: Travel savings BHTA members can save 5% in addition to any discounts or offers from the major travel companies including Thomas Cook, Thomson, First Choice and many more. Travellers Advantage are fully AOTL and ABTA bonded to give you peace of mind* Call Travellers Advantage on 0800 169 3470 FairFX Foreign Currency Members can get a free FairFX Prepaid MasterCard, offering business level rates of foreign exchange rather than the often less favourable rates available at airports, bureaux de changes and banks* Top UK Attractions Treat yourself, friends or family to a fantastic day out with great savings on popular attractions* Call 0871 222 4001 and quote REWARDS

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.

Find out more about these benefits and many more at www.bhta.net/bhtaadvantage *Terms and conditions apply. See website for details. Offers and prices subject to change without notice. FairFX - Subject to minimum load of £50, €60 or $75. Merlin - Saving based on individual walk up admission price. The offer cannot be used in conjunction with any other promotion, is subject to availability and tickets must be booked at least 24 hours in advance of visit.

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.

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

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Recruitment

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Product Specialist An opportunity to join the BHTA Team of the year 2013 “Disabled Care & Mobility” is a well-established family company based in Gloucestershire. Our areas of expertise include high end prescriptive Powered and Manual Wheelchairs, Mobility Scooters,Lift & Recliner Armchairs, Stairlifts, Wet Rooms and 100’s of ADL products. DC&M are a major suppliers and installers of Vehicle Adaptations for Motability and private customers. We also supply ex Motability Wheelchair Accessible Vehicles. Due to continued expansion we are currently looking to recruit a “Product Specialist” to further grow the mobility business. Ideally living in Gloucestershire or one of the surrounding counties the candidate will have experience in assessing clients for Prescriptive Powered and Manual Wheelchairs, Sports Wheelchairs, Lift recliner Armchairs and other Seating Systems. Experience in surveying clients homes for straight and curved stairlifts would be an advantage. Customer Service, organisational and IT skills are essential as is an ability to be self-motivated. But most importantly of all you will need to have strong Ethical approach to the way you carry out your duties. We are looking for someone with drive and ambition to fit into an already enthusiastic and dedicated team.

Sales Agents UK Wide (Hugga) Posture Care, part of the well-established Independence Mobility group, are recruiting experienced sales agents to join our growing sales force. You will be required to target medical professionals predominantly lead Physiotherapists and Occupational Therapists focusing on promoting a product that manages posture during sleep for adults and children suffering with severe neuro related injury or illness. We are currently supplying hospitals, nursing homes, special needs schools and day centres, along with private and public clients in the community. Candidates wishing to be considered must meet the following criteria: Experience of sales at primary care level on the territory in question Hold a full UK driving license Eligible to work in the UK on a full time, part time or permanent basis. In return, you will be provided with full training on the product along with extensive training of postural management. We are offering an extremely competitive and flexible commission structure for successful candidates. Email a copy of your CV if you’d like to register your interest in this position to chloe@independencemobility.co.uk or call 0113 2628000

Please forward application and a full CV and details of current salary to Steve Warburton at steve@dcmglos.co.uk Applications will be treated in the strictest confidence. www.independencemobility.co.uk www.hugga.co.uk

Regional Business Development Manager North West England – Silvalea Limited The SILVALEA Group has been established for over 20 years as the leading manufacturer of slings to assist the transfer of clients using a hoist machine. We design and manufacture an extensive range of replacement slings compatible with most of the hoist manufacturers worldwide. Our knowledge of specialist fabrics and vast library of sling designs enable SILVALEA to service a growing portfolio of customers across the United Kingdom, Europe and Worldwide. Our products are used daily in a variety of environments for patient hoist transfers including Hospitals (Acute), Nursing & Residential Care Homes, Rehabilitation Centres, Schools and learning centres and within the private home-care market. In addition to the these healthcare markets Silvalea’s Sales Team also work closely with Community Equipment Stores, OT’s and of course our Distributors and Agents. Our Global Training by Silvalea facility, a FREE Live and Interactive Sales Aid and marketing tool offering on-line web-based support gives our sales team and healthcare colleagues across the world invaluable specialised advice and product awareness training. Finally our Guilly P Adaptive Clothing range for challenging dressing, toileting and feeding scenarios from Age 5 to young adult complements our product range and is proving another successful venture for the group. Would you like to work with a proactive, forward thinking, expanding and progressive company in the moving and handling industry that can offer all the above opportunities for growth? Do you want to represent a company which has an excellent reputation and offers a

fantastic portfolio of products and facilities which you can be confident to endorse? Can you carry out, after training, demonstrations and assessments on our behalf? Provide existing contacts and develop new business links across all levels of the healthcare market in the North West? Manage your own diary and maintain accurate records and reports? Meet and exceed sales targets? If you answered yes to all the above, are enthusiastic, energetic and thrive on a challenge with a proven sales track record, excellent communication skills plus a sound working knowledge of our market then we can offer: • Field based role in the North West of England • Competitive Salary and Bonus Scheme • Company Vehicle with Satellite Navigation, iPhone and iPad • Full Product Training In House and On-Line • Excellent Sales and Marketing Support Are you interested? Just email your curriculum vitae, covering letter and details of current salary to our Operations Director, Gary Bevan – gary@silvalealtd.co.uk or if you wish to discuss this post in confidence initially then telephone Gary on (01626) 331655. Closing date for the application is Monday 24th March 2014. Silvalea Limited is an Equal Opportunities and Age Positive Employer.

Product Specialist Sidhil are a major UK based manufacturer and distributor of clinical beds, support surfaces and furniture for the hospital, care home, community and GP markets across the UK and export markets. The business has benefited from substantial growth over recent years underpinned by a very strong and professional business ethic and the launch of a range of new and exciting products.

sidhil.com

In order to support our continued growth we are now looking to strengthen our clinical support team with the employment of a product specialist. Reporting to the clinical manager, the product specialist will assist with a wide range of duties including: • Assisting with products trials and evaluations on customers premises as part of the sales process • Undertaking product training post sale to ensure customers can fully utilise the key features of our products • Assist with clinical trials and provide support to the clinical manager in the preparation and presentation of data • Provide support into new product development This role will suit an enthusiastic, energetic individual who thrives on a challenge and is totally focused on delivering high quality customer service. You could be a seasoned individual with experience in this area or a new graduate, probably from a life science background, who wants to take the first steps into a customer focused role with the potential to develop a career down a sales, clinical or product route in the future. Whatever your experience, full training will be given. The role will benefit from a salary of around £20,000 p.a. depending upon experience; as there will be extensive travel to fulfil the duties of the role a company vehicle will be provided which will be available for private use. A range of other company benefits are also available.

Are you interested? If the answer is yes, please send your curriculum vitae together with your current salary details to Sam Marsden – smarsden@sidhil.com

Recruitment

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

Take a look at all the latest job offers at

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Technical Sales Surveyor To cover Kent, Sussex and Essex Due to rapid expansion an opportunity has arisen for an experienced B2C sales surveyor to join our team selling accessible bathrooms and wet rooms to elderly and disabled customers in their own homes. All sales appointments are pre booked by our head office and are during office working hours. Our head office is currently based in Rochester, but soon to be based in West Malling. The candidate must have proven direct sales success and relevant experience in wet room and bathroom design, be technically competent and computer literate. This is an opportunity to join a rapidly expanding, ethical company who are members of the BHTA. The successful candidate will be offered a generous OTE package. Please email or post your full CV along with a covering letter to:Mark Nightingale Nightingale Bathrooms Ltd 23 Space Business Centre, Knight Road, Rochester ME2 2BF Email: info@nightingalebathrooms.co.uk Tel: 01634 919019

www.camelotfurniture.co.uk

Do theinright thing Seen all the best places! If you’re looking for assistive technology, finding a BHTA member is the first step. The BHTA logo has always been something important to look out for if you want to be sure that the companygot youthe are right dealing with is setting andyou maintaining right standards. They’ve expertise to give the rightthe advice to find the right product. Every BHTA member agrees to abide by a Code of Practice, part of the Consumer Codes Approval Scheme, All BHTA members sign up to our Code of Practice, overseen by the Trading Standards Institute. This shows which is run by The Trading Standards Institute. The BHTA code is the only one in this industry. their commitment to high levels of customer care that go above and beyond their legal obligations, giving customers dence. Only BHTA confi 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. BHTA members follow strict guidelines on customer care and won’t sell anything that doesn’t meet customers’ needs. When buying an assistive technology product, level always look for the logos. To find out which companies can offer you that guaranteed of confidence, goBHTA/TSI to the website and use the member search facility. Find a member near you at...

www.bhta.net

Training Diary Doing any training? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have. MARCH 2014

APRIL 2014

Invacare – Servicing/Maintenance of Mattress Pump. 12th March. Bridgend. FOC Global Training by Silvalea – InSitu Sling Solutions. 12th March. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 13th March. Interactive Online Training. FOC. Sunrise Medical - Scooter and Powerchair Service and Maintenance (TPSM1) – Tuesday 18th March - FOC to Sunrise Medical account holders. Sunrise Medical - Mobility & Seating System Selection: a Paediatric Focus (CPAE) Wednesday 19th March - FOC to Sunrise Medical account holders. Global Training by Silvalea – Complex Sling Solutions 2. 19th March. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 19th March. Bridgend. FOC Global Training by Silvalea – Toileting Sling Solutions. 20th March. Interactive Online Training. FOC. Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 26th March. Bridgend. FOC Invacare – Servicing/Maintenance & Adjustment on Power Chairs. 27th March 2014. Bridgend. FOC

MAY 2014

Sunrise Medical - Powerchair Service and Maintenance Mechanics (TPSM4) - Tuesday 1st April - FOC to Sunrise Medical account holders. Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 02 April. Ilminster. FOC including lunch. Sunrise Medical - Powerchair Service and Maintenance Electronics and Diagnostics (TPSM2) - Wednesday 2nd April - FOC to Sunrise Medical account holders. Global Training by Silvalea – Introduction to Slings. 9th April. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 10th April. Interactive Online Training. FOC. Global Training by Silvalea – InSitu Sling Solutions. 16th April. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 17th April. Interactive Online Training. FOC. Sunrise Medical - Seating & Positioning for Function & Mobility (for clinicians) (CSEA) - Tuesday 22nd April – FOC to Sunrise Medical account holders. Sunrise Medical - The JAY Portfolio - a Clinical Perspective (CJAY) Wednesday 23rd April - FOC to Sunrise Medical account holders.

Global Training by Silvalea – Complex Sling Solutions 2. 6th May. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 7th May. Interactive Online Training. FOC. Sunrise Medical - Power Mobility: Matching Technology to Need (CPOW) – May 13th – FOC to Sunrise Medical account holders Sunrise Medical – Power Wheelchair Assessment (CPDE) May 13th – FOC to Sunrise Medical account holders Global Training by Silvalea – Introduction to Slings. 20th May. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1. 21st May. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – May 21st-22nd – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Sunrise Medical – Powerchair Control Systems and Programming (TPSM5) - Wednesday 21st May (Day 1) - FOC to Sunrise Medical account holders Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 21 May. Ilminster. FOC including lunch. Sunrise Medical - Powerchair

Control Systems and Programming (TPSM5) – Thursday 22nd May (Day 2) - FOC to Sunrise Medical account holders JUNE 2014

BHTA - BTEC in Stoma & Continence Customer Support, June 3-4 Sutton Coldfield, Member fee £345+VAT, non-member fee £445+VAT, Edexcel fee £110+VAT (two day course ) Global Training by Silvalea – Amputee Sling Solutions. 11th June. Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions. 12th June. Interactive Online Training. FOC. Sunrise Medical - Powerchair Control Systems and Programming - Practical Training (TPSM5/P) Tuesday 17th June. FOC to Sunrise Medical account holders. Global Training by Silvalea – InSitu Sling Solutions. 18th June. Interactive Online Training. FOC. Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – June 18th-19th – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days. Global Training by Silvalea – Sizing & Measuring Slings. 19th June. Interactive Online Training. FOC

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

email laura.payne@sunmed.co.uk, or visit www. SunriseMedical.co.uk/STEPS

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

Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com

Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com or visit www. trainingbysilvalea.com

Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@electricmobility. co.uk

Sunrise Medical – Laura Payne on 01384 421 538,

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March 2014

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ATtoday

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

AT Today is mailed to high profile professionals including: Head OTs, Moving & Handling Specialists, Loan Store Managers, Private OTs, Community Loan Store Managers, Disabled Facilities Grants Managers, Tissue Viability Nurses, Paediatric OTs and Wheelchair Services. Together they represent some of the most influential professionals working in the marketplace, with real budgets or the ability to influence buying decisions. And we know that the readers like the style and content of AT Today - they find it different to anything else they see, informative and useful. There are two special features in the magazine too – one for Pressure Care and another for Paediatric products. Advertise in AT Today and your advert stays active for a long time. All previous issues of AT Today are online for people to read through a page reader system or to download as a PDF. Each of the issues stay online giving advertiser’s on-going exposure and each advertisement has a link to the company’s own website too. There is also a link on the home pages of both THIIS and BHTA websites too.

Advertising Rates Front Page Solus

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Non Member £795.00

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The next issue of AT Today, a BHTA Engage publication, will be published in April 2014. The magazine is unique as it targets key professionals from different sectors of the marketplace, making it an ideal way to promote. Apart from being mailed to a wide range of influential professionals, the magazine will also be distributed from the BHTA stand at Naidex in April and will be available on its own dedicated website.

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respond to change As the mobility scooter market rapidly evolves, you need products that continue to pioneer both in terms of profitability and popularity. the new, compact 6mph Vita Lite with revolutionary independent suspension delivers just that. Meeting the growing trend towards smaller models, the cutting edge Vita Lite delivers levels of stability, safety, comfort and technology that surpass anything else seen before. drive your business forward with confidence, call tga.

Highly compact chassis • Independent, active front suspension • Up to 135kg (300lbs) user capacity • 2 X 36Ah batteries, S-drive controller • 6mph top speed, up to 15.5miles range • Cutting-edge Vita styling • High visibility, low energy LED lights • Orthopaedic adjustable seat • Striking metallic red •

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