THIIS Trade Magazine - November 14

Issue 194 • November 2014

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

The changing face of retailing JOBS ON OFFER

OUT OF TOWN SUCCESS

SCOOTER SURVEY

FROM A BUSY TRADE DAYS

SHOWROOM TIPS LATEST PRODUCTS

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

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”The opening of our out of town superstore has been our best strategic move and investment”

…from the editor In this issue there is a focus on retail showrooms, with an article from a retail design expert who presented at Trade Days, a story about how one retailer has successfully developed a business with an ‘out of town’ location and a first look at the new Betterlife showroom from LloydsPharmacy.

As you will read in the interview with the man driving the Betterlife development, there could be quite a few of the showrooms springing up if the first store performs as expected.

There is a suggestion that smaller companies can compete with the big boys – on service. That has always been the case in every marketplace you can think of and it will be the same in ours. Not everyone will want to buy from a national player, but getting the message across about personal service takes time. You have probably already been doing that for years. If not, then it might be a message that you will want to concentrate on in the future.

David N Russell AD4

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

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

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Page 1

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

12

”30% of scooter users surveyed had bought online”

22

“There is a still a role for the smaller independent retailer”

30

“Great seminars, a great show and we did some good deals too!”

On the front...

A new styled retail outlet – see more on page 18.

You can find THIIS on Twitter at: wwwthiiscouk

Find out why on page 11 & 15

www.thiis.co.uk 3

Companies on front line in Ebola battle They’ve been burning the midnight oil at Sidhil as part of international efforts to bring the Ebola outbreak in West Africa under control. With extra shifts operating and manufacturing processes at capacity, the company has been working flat out to produce over 1600 special beds and mattresses destined for Sierra Leone.

The call came from the Department for International Development, now coordinating the work to provide medical supplies to help contain the Ebola virus epidemic. As the only volume manufacturer of hospital beds in the UK, Sidhil was the obvious choice for the supply of beds and mattresses. The company has mobilised all resources to produce this volume of equipment in a very short space of time, to meet specific requirements.

Vernacare’s infection prevention products will also help to combat the spread of Ebola. The UK government will be deploying Vernacare’s disposable bedpans and urinals, together with its bedpan supports and hygienic commode chairs.

The company has dispatched an express order of its infection prevention products, removing the risk involved in using re-usable plastic, ceramic and stainless steel bedpans and urinals, which if not properly decontaminated present a major safety threat.

Emma Sheldon, Global Marketing Director for Vernacare, said: “Our single-use products will hold waste for long periods without any chance of leaking and can be disposed of safely after use - providing assurance to both patients and healthcare workers. Our commode chairs,

4 www.thiis.co.uk

which are used in conjunction with disposable bedpans, dismantle to enable effective cleaning and decontamination after use.”

The ‘Vernacare System’ of infection prevention was invented 50 years ago in Bolton.

It works by replacing traditional re-usable waste management products, such as urinals, bedpans and wash bowls, with hygienic containers made from renewable natural fibre. These then disintegrate after use when placed in Vernacare’s Vortex disposal machines, which use a fast, cold water process to liquidise the waste - producing a free flowing slurry that is easily accepted by sewerage systems and is discharged to the drains. Alternatively, the disposable items can be placed in clinical waste systems.

Vernacare’s products are exported to 48 countries and are used across the NHS to prevent infection.

Further information on Vernacare at www. vernacare.com The Sidhil website is at www.sidhil.com

Global Marketing Director Emma Sheldon oversees the dispatch of Vernacare’s single use disposable products

Over 1600 beds are on the way to Sierra Leone

18th & 19th October 2015 / NEC Birmingham

Trade Days - the first ever Trade Only event for the mobility, independent living and assistive technology market hailed a success! But don’t just take our word for it...

Mark Duffield, General Manager Karma Mobility:

Samantha Langtree, Managing Director Rise & Recline Ltd:

There is no doubt that for some time there has been a need for a trade only event within our industry - and Sunday and Monday at the NEC certainly proved this to be the case. Over the two days we were able to engage with existing and potential retailers and showcase our range of wheelchairs and powerchairs in a relaxed business environment; I certainly believe we will generate substantial business off the back of our attendance and I will be looking to exhibit again in 2015.

We exhibited at Trade Days to launch several new products and it was certainly a wise decision. We are definitely going to exhibit next year. As expected, we saw many existing customers on the first day. They came to see our current product range and the new items which we had previously marketed. Some customers even came armed with orders. Day two was equally productive, during which we achieved further sales and new customers.

Vanessa Hands, Marketing Manager at Kirton A J Way:

Ableworld Buying Team

Trade Days was a great experience for Kirton and gave us a real chance to talk business with our distributors. It also provided the team with a unique opportunity to discuss prices, discount structures and actually take orders on the stand, something that is not usually possible at other shows where end users and healthcare professionals are visiting too.

Trade Days proved to be a great event for us. We were able to meet up with most of our suppliers to discuss new ranges and opportunities or existing business, informally over a coffee. It also gave us the opportunity to see potential new suppliers and products that were very relevant to our business and our customers.

Richard McGleenan, Drive Medical: Zane Powers, Marketing Manager, Dartex Coatings: We were aiming to meet manufacturers of medical mattresses and seating and I am delighted to say that I found the audience to be relevant and engaged. We exceeded our targets for customer appointments and lead generation by over 200% so there is a huge amount of follow up activity to close the prospects we have identified at the show.

Trade Days was a resounding success for Drive Medical in terms of spending quality time with our customers. The Sunday in particular worked well in that certain customers, normally too busy during the week, were able to spare the time to attend. The fact that entry was restricted to Trade customers also gave the show a very relaxed mood conducive to good, constructive business discussions. We were delighted to rebook for next year.

Joe Ganatra, Cleethorpes Mobility Centre What a brilliant event! It is great to have a trade only show and we have not only made new contacts but also done some business. I will 100% be here again next year.

Mark Diaj, Managing Director, Able2: As far as we are concerned you “nailed it”, we had an excellent show! We saw exactly the audience we wanted to see. We had enough time with them and they didn’t feel pressured and overcrowded on the stand.

Becky, General Manager, Timo UK Exhibitions are all about quality of visitors to the stand and that has been the case, at Trade Days. It is great to finally have a trade event in our market and we will definitely look to attend again next year.

Charlotte Gillan, Managing Partner, Classic Canes: The turn-out from our existing customers was excellent and we were very pleased to receive so many promising new enquiries. We very much look forward to exhibiting again in 2015.

Supported by:

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

Is ‘out of town’ the key for mobility retailers?

The 5000 sq ft store provides plenty of space for the customers to try the products.

With rents rising, business rates spiralling out of control and parking at a premium, mobility retailers are facing tough decisions when it comes to where to locate stores and to be able to offer the prices and services customers need and want.

For many retailers in our sector, the High Street has historically been home. However, there has always been a question as to whether it’s better to be ‘in’ or ‘out’ of town and some retailers are looking at alternative locations. The High Street remains important for visibility, but out of town outlets may prove to be more cost-effective.

Customer demographics are also changing and as people have greater access to transport and the Internet, relying on a local business for their mobility needs isn’t a given, adding further pressure on retailers to get it right.

One Stop Mobility, with branches in Woking and Emsworth, is an established business and Karma Mobility retailer that has made bold trading changes to move with the times as Managing Director Ron Ross explained: “One Stop Mobility was established in 200. We moved to Woking in 2006 and the opening of our out of town superstore in Emsworth in 2013 has been our best strategic move and investment.

6 www.thiis.co.uk

Whilst people like going to a shop they know and trust in their local town, the success of Emsworth is mainly due to the location in a retirement mecca. Yes we sell first-class products and provide excellent customer service, but we also offer accessible, free parking and being next to the train station means passing passengers can’t “The opening of our out of town help but see us, so it’s a win-win situation and we superstore has been our best are delighted.” strategic move and investment” Ron added: “When I talk with other retailers, out of town outlets are becoming an attractive option and it is easy to see why. If you are based on the High Street you pay a premium for less space which isn’t conducive to demonstrating products or offering wheelchairs users the space to move around freely. This is really easy in our new 5000sq feet premises; our customers love it and often tell us.”

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Ron also believes that the space entices leading companies who want retailers to display and demonstrate their products rather than simply handing out brochures or directing potential customers to a website.

This is certainly true of Karma Mobility as Ron explains: “Karma is the only brand of wheelchair we stock and a supplier we have been working with for eight years. Potential customers love the fact we have the space available for them to try out the different wheelchairs that are available prior to making a decision. The fact you can park outside our store, come in, look around a bright, clean space and try products like the Traveller 2, which is our most popular Karma wheelchair at present, reflects the fact we are not only offering a seamless operation but also practising what we preach when it comes to accessibility.”

And making it easy for the customer was a big factor in choosing the location: “Parking for elderly and disabled drivers is a massive problem on the High Street and another factor in our decision to move. Many of our customers do not want to, or cannot, walk from an expensive, busy car park to the shop; it can be painful and stressful and can deter clients from using a business.”

As consumers become more demanding and savvy, retailers may have to make tough decisions on location and space if they are to

thrive and survive. It looks like One Stop Mobility believe that they have made the right decision.

To talk to Ron and the team at One Stop Mobility, call 0800 028 2476. The website is at www.onestopmobility.com.

For more information on the Karma range of products that Ron and the team have been stocking for a number of years, call 0845 630 3436 or visit www.karmamobility.co.uk.

Jay Bezdeck, John Ross , Josh Hampton and Ron Ross with some of the Karma Mobility products they sell.

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

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

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

THIIS also has a strong readership online too.

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

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

Graham Billcliffe, Horizon Mobility

The online readership of the magazine is growing each month and read all over the world

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New scooter from Pride Mobility According to Pride, the Apex Epic Mobility Scooter offers the manoeuvrability of a 4-wheel mobility scooter along with high-performance features like 36 volts of power, full suspension and a hydraulic sealed brake system.

The Apex Epic features style and a wealth of standard luxury touches including a wraparound delta tiller and LED lighting.

Call 01869 324 600 or visit the website at www.pride-mobility.co.uk

RETAIL PANEL PROVIDES LIVELY DEBATE One of the first sessions at Trade Days was ‘Let’s talk retail’ which saw five retailers with different backgrounds talk about what they saw as the challenges and the opportunities in the marketplace and also how they felt suppliers could help them in the future.

Pictured from left to right are Gary Wright, Mike Williams, Ailsa Reston, Jo Bonser and Alastair Gibbs.

The audience enjoyed an interesting and at times frank discussion that covered a range of issues.

We’ll have a full report in the next issue of the magazine.

10 www.thiis.co.uk

FIND OUT WHY SO MANY DEALERS VISITED FIRST SENIOR AT TRADE DAYS

Interesting facts and figures from new scooter study A new research report from Rica covers the market trends, the profile of mobility scooter users and a consultation on class 3 mobility scooters. The survey uses feedback from 480 scooter users, an analysis of market data and studies as well as industry consultations.

There a number of key findings. As many in the have seen before – that new purchasers often marketplace will be aware, the report highlights do not get access to good information and that there is a lack of comprehensive, reliable assessment of their needs and that there is a commercial data on the size of the mobility lack of training opportunities necessary to ensure scooter market. Rica suggests the safe use of scooters. that ‘Best estimates’ put the Retailers will not be surprised number of units sold per year to hear that the report also at approximately 80,000 and suggests that the purpose and the total number of UK users at requirements of the registration of approximately 300-350,000. class 3 mobility scooters are not According to Rica, all the data clear. and consultations confirm high Rica believes that there is an levels of annual sales growth in urgent need for accurate statistics of scooter users the sector, which are estimated to on mobility scooter use for policy surveyed had be anything from 5-10%. There makers and those planning public bought online is also evidence of increased transport, road and pedestrian advertising and a widening range infrastructure and that more of retail options. research is needed to clarify The report states that online and second hand the safety issues associated with increased retail sales are growing. 30% of scooter users pavement use of scooters, in particular stopping surveyed had bought online and 30% owned a distances. second hand scooter. As covered 21% of respondents had in reports in the past Rica found reported accidents or incidents that prices vary widely and that on their scooter, mostly on recommended retail prices are pavements. However, most of widely published but do not these were relatively minor and accurately represent sales prices involved tipping not collisions. which are often substantially 59% had received some training lower. in using a scooter.

Of the 480 people surveyed, The report also says that owned a 48% owned a wheelchair as well scooter legislation is often not wheelchair as as a mobility scooter and 27% followed by buyers, retailers or well as a mobility owned more than one type of manufacturers, either because it mobility scooter. is not understood or because of scooter 74% said they would not make flaws in the system and that there the same journeys if they could is a perceived lack of interest in not use their scooter, with Class policing the regulations affecting 2 boot scooters being the most common type of the use of mobility scooters and a lack of data scooter owned. on the real risks of mobility scooter use.

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insurance is likely to be unpopular, consultation inconsistent and should be treated with caution. with the insurance industry is needed to ‘Best estimates’ put UK annual sales value identify options for widening access to low cost of ‘mobility equipment’ (defined as scooters, insurance and it also says that the wheelchairs and daily living aids requirement to register class 3 such as stairlifts, walking frames vehicles should be reviewed. , rails and bathing hoists) at The age statistics in the report approximately £500 million (OFT) are interesting, with 53% of and UK sales value of mobility respondents being under 65 years scooters and wheelchairs at old, indicating that scooter users approximately £200 million (BHTA) include many younger people.

Annual sales numbers of owned more How people buy is always mobility scooters are estimated going to be interesting in a survey at approximately 80,000 per than one type of like this and 51% of the products annum and the total number of mobility scooter had been bought from a shop mobility scooter users at 300,000 and 30% were bought online.

– 350,000 per annum (BHTA).

The remainder were bought from The report suggests that sales friends or acquaintances or through printed of mobility scooters are increasing at a rate advertisements in newspapers etc. of approximately 5-10% per annum and that The report also covers what happens to there is substantial growth in the second hand a scooter after it is no longer market and in internet sales, as wanted and say that disposing well as in retail advertising. It also of the products is an issue, with states believes that registered recycling being difficult and retail prices for scooters do not expensive. It goes on to say that accurately reflect sales prices registration requirements cause which are often very much lower. problems with both disposal and As everyone in the marketplace re-sale. is very much aware, a lot of the of respondents are On the thorny issue of growth is coming from Internet under 65 years old registering class 3 vehicles, sales and a Google search by the report suggests that it Rica for ‘buy mobility scooters’ in should be reviewed. It states March 2014 returned 2,800,000 that the legislation is ambiguous, compliance results and 20 sponsored adverts. The report and policing patchy and that local and police points out that Internet purchase has inevitable authorities are not clear where responsibility implications for the level of assessment, training lies for ensuring class 3 scooter and service provided by retailers, users are complying with relevant as compared to shop based legislation. Rica believe that there retail. may be a case for amending The average spent on a new the legislation or removing the scooter was £1,317 and £508 on requirement entirely. a second-hand model. Scooters It adds that not all suppliers of paid for with the help of a charity class 3 mobility scooters inform or social services cost £1,436 The average spent buyers of their responsibility to on average. On average, class 2 register them with DVLA and that boot scooters cost £806, class on a new scooter this includes NHS wheelchair 2 pavement scooters cost £801 services. and class 3 scooters cost £1,681.

As for the actual size of the You can read the full report marketplace, there are varying opinions and on the Rica website at http://www.rica.org.uk/ the report says that much of the published content/mobility-scooter-research commercial market data is incomplete or

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FIND OUT WHY SO MANY DEALERS VISITED FIRST SENIOR AT TRADE DAYS First Senior Insurance provides specialist insurance cover for the mobility sector and First Senior Finance provides competitive nance plans to the same market. There are many advantages to becoming part of the First Senior Dealer network and we invite you to nd out more.

How many years!

There are a lot of people working in our marketplace who have clocked up a lot of years.

In this section we recognise their achievements. If you have team members who have a 5,10,15, 20, 25 or more anniversary working in our industry, then send us a photograph and some words and we’ll do the rest.

Celebrating 30 Years Ian Mahony – Invacare Ian Mahony is a Senior Engineer at Invacare and has been with the company for an outstanding 30 years.

Having worked in a number of departments, Ian has gained a wealth of skills, knowledge and experience in the healthcare sector, specialising in pressure area care. Ian is part of the Research and Development team and works on product sustaining and development projects.

Celebrating 20 Years

Mary Maher – Invacare Mary Maher has experience in Customer Services, Marketing and Contracts at Invacare, having held management positions with

16 www.thiis.co.uk

the company for over 20 years and participating in several key strategic developments within the company.

During the last 3 major UK acquisitions, as Customer Services Manager, Mary had a vital role in the integration of its customer services facility, implementing new systems and procedures. Mary is now the Marketing Services Manager.

Debbie Jones – Mangar Internal Sales Manager Debbie Jones, has completed 20 years of service. Debbie started with Mangar soon after leaving school. Her first job was in the production department building compressors but she has since worked in repairs, servicing, customer service and sales. She now heads up the internal sales team, and is responsible for ensuring customers receive an efficient and friendly service.

Mother of two and local girl Debbie has seen Mangar develop from a small, family company to a growing organisation employing more than 60 people from the local community.

Celebrating 10 years David Stock – Invacare David has been with Invacare for 10 years and is the Mobility Territory Manager covering Wales and the South West. David joined the company as a Küschall product specialist but soon joined the sales team and now enjoys travelling and meeting customers and end users.

Melanie Mardell – Invacare Melanie is the dedicated Customer Support for Specials which involves handling all the non-standard product enquiries and orders, mainly for the mobility side of the Invacare business. Melanie started at Invacare over 10 years ago as a Customer Administrator.

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BETTERLIFE SET FOR FAST STORE EXPANSION LloydsPharmacy has reversed the retail sector’s typical ‘high street-to-online’ routine by opening its first dedicated bricks and mortar ‘Betterlife’ store.

The company says that the 3,229 sq ft store has been designed to create theatre and a more engaging retail experience with room sets and test and play areas. There is a fully furnished bedroom and bathroom, a multisurface track to test mobility products and even a car boot to check the ease of loading products into vehicles.

Betterlife from LloydsPharmacy is part of Celesio UK. Cormac Tobin, Managing Director of Celesio UK says: “The store speaks of authority, and is the first of its kind in an omnichannel approach, where you can buy in the store, have a delivery organised or click and collect. We offer all these choices for the new consumer who wants this intersection point of retailing, where the virtual world meets the real world. Our products are exactly the same price whether they are ordered in store, online or over the phone and we’ve also introduced a monthly payment option to enable true accessibility for those that need or want it.”

Grant Abrahams, Head of Betterlife from LloydsPharmacy, adds: “The store is much more than just a large retail space - it’s an interactive experience designed with customers’ needs and concerns in mind.

18 www.thiis.co.uk

A selection of Betterlife products is available to purchase from 950 LloydsPharmacy branches across the UK with the wider range available through catalogues in LloydsPharmacy stores and online.

We spoke to Grant Abrahams to find out more about the plans for the future. First we asked him why Leeds had been chosen as the location for the first store.

“The main reason” he told us, “was that the premises were next door to a Lloyds Pharmacy and so it was easy access and a quick fix for us.

We have a very strong pharmacy presence in the Leeds area and within 18 miles there are around 200 pharmacies and so it was all about building the awareness of the Betterlife brand and getting customers to come to the store to try out the products that they were seeing in the catalogue, so using the pharmacies to drive footfall to the store.”

There’s no doubt that the showroom design is different and raises the bar in terms of customers expectations

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

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Grant says that much of the footfall has been generated through the existing business routes.

“We’ve launched local marketing campaigns using local radio and advertising on the buses, but what we have found over the past few months is that a lot of the footfall has been driven from our online business. The store is advertised on our home page of course and people can buy at the same price either online or in the store.”

Grant told us that the retail stores were always part of the plan going forward. “When we sold the Betterlife business back in 2010, one of the reasons was to develop the retail side of things.

We had developed the online business well, but the risk and the investment needed to launch a retail business was substantial and so rather than go down the Venture Capital route, we decided to look for an acquirer. That was one of the major reasons we sold the business.”

So how many outlets are we likely to see and how soon? “We are looking at another two locations in East Anglia and the Midlands and going forward we are looking for sites in the North-West, Scotland, Wales and the SouthWest.”

It seems that the roll-out is going to be pretty quick. “Yes, it is” Grant confirmed. “We are way ahead of budget in the Leeds store. We anticipated a slow growth as when we have added products into a store before at two locations where we have been trialling the range, but the Leeds store is different and as long as it keep performing well we will go ahead. Of course, the most popular months for mobility products are in the summer and the true test will

be when we go into the first winter.”

Grant talked about the pressures surrounding the online business. “Our competitors are different these days. They were other independent online retailers, but these days it’s Amazon and eBay. The products have become commodities and they are very good at shifting boxes. They are creating a really competitive market “A lot of the footfall has been place and while they driven from our online business” might be devaluing some products, it’s giving the customer the low market price that is being set due to the competition. Betterlife is on eBay and we have a section on the LloydsPharmacy online too, but it will be the stores where we see the growth.”

Smaller independent retailers in our market may well be concerned that a Betterlife store could be heading in their direction. Can Grant say anything to give them any comfort?

“We’ve seen electrical products go down a “While they might be devaluing similar route” he said. some products, it’s giving the “Betterlife was probably second or third into the customer the low market price online marketplace in the that is being set due to the early days and of course we are looking to be as competition” competitive as possible and we try our very best not to be compromised on the service, because our brand is so important to us. We need to make a margin and we are buying significant volumes of course. There is a still a role for the It sounds like the first store could be the first of quite a few

20 www.thiis.co.uk

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smaller independent retailer. If you are looking for a service whereby you buy a scooter and you can get it fixed quickly if you need to, then the local retailer is in the best position for that. We can’t provide a quick fix within a few hours and we let customers know that it could be three or four days before an engineer visits. If I was an owner of a small independent shop, that’s what I would be selling to my customers, the service element.”

In another move, Independent pharmacies will soon also be able to sell Betterlife products.

Celesio UK is offering its independent customers a variety of options including the ability to host a display unit for catalogues and products, a one-wall bay option with a selection of smaller product items to sell, and a walking stick stand.

Customers will be able to purchase smaller items in the pharmacy, order non-display items for collection from the pharmacy or have products delivered to their home.

The Betterlife store roll-out is clearly going to impact on some local marketplaces. Also retailing in Leeds, the location for the first store is Simplyhealth Independent Living. The company has opened a few stores over the past couple of years and is part of a large company in its own right of course.

Kevin Snowball, Director of Simplyhealth Independent Living gave us his view of the

Betterlife move. “I have viewed the opening of the Betterlife store in Leeds with interest” he told us, “as Simplyhealth Independent Living also operate in this area. As a competitor, I have mixed feelings. On the one hand they have generated a lot of publicity which I feel is good for the whole retail market as it serves to promote mobility products and DLAs as more mainstream and less niche. On the other hand Lloyds Pharmacy is a national retailer with significant geographical reach and will be a formidable player if they get their model right and roll it out.”

“On the whole” Kevin added, “I believe that competition is good for customers and it encourages innovation. We have had a look at the store and assessed where we think our strengths lie and where we can improve. Big isn’t always best, though it does have its advantages and personalised service is as important now as it has ever been in retail. None of us have a right to make money. Customers will decide who they go to and will get what they want. Some will be driven by price and others by service and we all have to review our customer offer on a regular basis if we want to succeed. Times are changing and so is retailing. Just ask Tesco, we were worried about them moving into our market not so long ago.”

Rachel Riley, presenter on Countdown, which Betterlife sponsors and Grant Abrahams, Head of Betterlife, at the launch of the first store in Leeds.

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New fund launched with unique event to come The Blue and Orange Badge scheme, the mobility allowance and Motability are only with us because of one person – Alf Morris is a very important name in our marketplace and we have a lot to thank him for.

Alf was MP for Wythenshawe and he became the world’s first Minister for Disabled People and, later, Lord Morris of Manchester. It is no understatement to say that he was one of our foremost social reformers.

In honour of an extraordinary life, the Disabled Living Foundation (DLF) and Alf’s family have launched The Alf Morris Fund for Independent Living. The new fund will honour Alf’s legacy by helping people to access the products available to keep them independent.

There will be a an inaugural Alf Morris Lecture in 2015 and companies in our industry can get involved with what promises to be a very important, unique and high profile event. More details on how to get involved later.

One of eight children, the Morris family were raised in poor circumstances in Ancoats, Manchester. Alf’s father lost an eye and a leg and was gassed while serving in the First World War, and then suffered a long decline in health and eventual death arising from his injuries.

Alf described his early life in near Dickensian conditions where several children would share a bed, wash in a tin bath and often dine on sugar butties. It was this tough background and both the inspiration and injustice of his father’s circumstances that led Alf toward politics and the Labour Party.

It was Alf’s private members’ bill, The Chronically Sick and Disabled Person’s Act (1970), which was the first in the world to recognise and give rights to disabled people. It became the boiler plate for other nations’ legislation.

The Act introduced the blue and orange badge schemes, and also heralded the beginning of social care provision. Alf Morris also introduced the mobility allowance, now part of disability living allowance and soon to be personal independence payment (Pip). Motability, the leading car scheme for disabled people, was also one of his initiatives. He argued that the allowance was no use unless it could be turned into actual mobility and 700,000 disabled people currently have a car through the scheme.

Fellow DLF Vice President, Sir Bert Massie pointed out recently, “Alf recognised that 24 www.thiis.co.uk

Alf Morris, who

being disabled was became Lord Morris of Manchester, expensive and that introduced a number the Government should contribute towards of ground-breaking the costs of being disabled. He also set up initiatives that have been hugely the committee which produced a report which important. was the first real thrust at showing that the limitations disabled people experience are due to the environment not their impairments. This was even before the social model had been developed”.

Alf also played a key role in the campaign to achieve justice for survivors of the drug Thalidomide. His work in the House of Lords included long campaigns for successive governments to do right for haemophiliacs infected by contaminated NHS blood products and for members of the armed forces damaged by their service in the first Gulf War. In 2009, Lord Morris wrote, “There is still much work ahead if we are to fulfil the ideals I expressed when I asked the House of Commons to give my Bill a second reading, 40 years ago”. He believed that people were too often forced into institutional care when, with the right information, support and advice on aids to daily living, their independence could be maintained.

“It was Alf’s private members’ The inaugural Alf Morris bill, The Chronically Sick and Lecture 2015 will take place on March 10th next Disabled Person’s Act (1970), year at the Shaw Theatre which was the first in the world in London. Sir Harold Evans, internationally to recognise and give rights to renowned journalist and disabled people” former editor of The Times, and childhood friend of Lord Morris, will be the guest speaker.

Manufacturers, suppliers and retailers are being invited to support the fund by purchasing tables at the after-lecture dinner at the Pullman Hotel, adjoining the Shaw Theatre. There are also a limited number of sponsorship opportunities available for the inaugural event.

To find out how you can be involved in paying tribute to a pioneer of our sector, contact Ed Mylles at ed.mylles@dlf.org.uk or call him on 0207 432 8013.

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Trade Days

Trade Days gets off to a great start The first ever Trade Days – the trade only, business to business event for the marketplace, saw plenty of retailers visiting the show and doing business with 149 exhibitors, all looking to build their retailer network.

Some sceptics had questioned whether the trade would attend the show on a Sunday, but they did and the visitor levels provided the exhibitors with a quality, targeted audience who spent a good deal of time having detailed business discussions and placing orders, taking advantage of the special ‘show only’ trade deals. Visitors also had the choice of 56 free seminars too on subject such as sales, marketing, customer service and technical sessions too.

Matthew Butler, Trade Days Show Director, told us: “We were absolutely delighted with the visitor levels for the launch event. Everyone who visited the show and exhibited at the show was very positive about their experience. Retailers were telling us that they were definitely going to come back next year and many of them said that they would be coming for both days next time and bringing more team members with them too.”

Matthew said that the organising team were always very confident that if someone came to the show, they would get a lot out if it for their business. “We always believed that retailers 26 www.thiis.co.uk

The Kymco stand auction proved successful as Nick Peel, National Sales Manager told us: “Trade Days was a very successful show for us.

We got to meet people who came to talk and do business, without having to filter visitors as you do in other UK shows. The auctions we ran were very successful and this is something we will do next year. It generated a huge amount of interest and customers who bought at the auction all went away with a deal to remember saving themselves £100’s.”

would enjoy the show and would find it a very different experience to anything that they had been to before. We know that many of the retailers who came along hadn’t been to a show for some years and so it was a big commitment “We are definitely going to for them to leave their exhibit next year” businesses for a day or two. But they got a lot out of the visit and for many coming for just one day, it was a struggle to get around the show because they had the time to talk in detail to their suppliers and there was a full programme of free seminars for them to take advantage of too.”

“Feed-back from retailers during And Matthew is the show was very positive. We confident that the 2015 show will be bigger and had no hesitation in rebooking even better. “We had for next years’ event” fantastic re-bookings from the exhibitors, many of whom have booked larger spaces for next year. I think we’ll see a number of companies designing more meeting spaces onto their stands now that they have seen how they can have longer

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meetings during the show. We have already had a number of enquiries for companies that weren’t at the first show. They were walking around and seeing business being done and so they are keen to be involved next time around. Although we have increased the floor space for next year, we already have a significant amount of space booked and so we would encourage anyone wanting to exhibit to contact us as soon as possible so that we can get them onto the space that they would like to have.”

As we reported in the last issue, Charlotte Gillan, Managing Partner of Classic Canes was part of the group who opened the show, having been one of the first people to book a stand when the show launched. She told us: “We were delighted by the response from our customers, who were very appreciative of the opportunity to discuss business matters in a trade-only environment. The turn-out from our existing customers was excellent and we were very pleased to receive so many promising new enquiries.”

She added: “Our new products were well received, especially our wooden mini-derby’s, designed to suit the smaller hands of many women. Other popular products included our new patterned ladies’ canes in pastel paisley, black and white polka dots and black and white basket-weave; mono colour schemes seem to sell well all year round.

“The desire for quality products was a recurring theme on the stand” Charlotte said.

“The healthcare industry has its fair share of cheap, poor quality walking sticks, and many 28 www.thiis.co.uk

Busy with retailers doing business with suppliers. Trade Days attracted the right people and more than enough of them do ensure that the 2015 show floor is already heavily booked.

retailers said they were buying from us to ensure they were distancing themselves from such products. When every Pound shop and branch of Tesco has a cheap black folding cane, it’s time for the independent retailer to develop their stick business further upmarket.”

“We very much look forward to exhibiting again in 2015”, Charlotte added.

Rise & Recline Ltd launched several new products and it was certainly a wise decision, as Managing Director Samantha Langtree explained: “An exhibition that concentrates on “It’s been great to come to trade only visitors, and the show on a Sunday. We’ve allows us to engage with our key accounts and been able to walk around at markets, has been a long a much more leisurely pace, time coming. As a trade only business, which has uninterrupted by our work no direct contact with the mobiles persistently ringing” end-user, we were able to target a very specific audience over the two days. We are definitely going to exhibit next year.”

Geoff Morris, Director of Uniscan, was another early supporter of the show and he was delighted with the show. “In our opinion the exhibition was a massive success. We attended with two major objectives in mind. We were seeking new retail partners and looking to engage with our existing business partners. Both objectives were achieved. In fact, our projected targets for both elements were exceeded by a good margin. Feed-back from retailers during the show was very positive. We had no hesitation

The New B400

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There were plenty of trade deals on offer over the two days and lots of retailers walked away with deals that more than paid for the visit.

in rebooking for next years’ event.”

Karma Mobiliy General Manager, Mark Duffield added: “There is no doubt that for some time there has been a need for a trade only event within our industry - and Sunday and Monday at the NEC certainly proved this to be the case. I certainly believe we will generate substantial business off the back of our attendance and I will be looking to exhibit again in 2015.”

Mark Diaj, Managing Director of Able2 said that the right people came to the show: “We had an excellent show and saw exactly the audience we wanted to see. We had enough time with them and they didn’t feel pressured and overcrowded on the stand. The link to the Pharmacy show was excellent too, probably helps both exhibitions and definitely the credibility of Trade Days and indeed the professionalism of our industry.”

TGA Mobility reported a significant level of trade enquiries at the show.

Tim Ross, TGA National Sales Manager commented: “Considering this is a launch event, the TGA trade team and I have been pleased with the interest and business generated. The table football competition added a fun atmosphere to the stand and several TGA retailers won enough games to achieve impressive discounts on our scooter range. The show had a relaxed atmosphere, with a more selective number of attendees, so our Area Sales Managers were able to spend time discussing business more thoroughly. The knowledge that you were only talking to trade people at the show was excellent in terms of faster qualification and the ability to pitch your angle correctly.”

One of the retailers who gave a thumb’s up to the show was Coral Affleck-Major, Director of 1st Choice Stairlifts.

Coral told us: “It’s been great to come to 30 www.thiis.co.uk

Coral Affleck-Major, Director of 1st Choice Stairlifts enjoyed her visit to the show and, like many visitors, says that she will be back next year

the show on a Sunday. We’ve been able to walk around at a much more leisurely pace, uninterrupted by our work mobiles persistently ringing, making it a lot more relaxed for everyone, both the retailers and the exhibitors too. Because it’s just the trade at the show, you can see a lot more and it’s much easier to spend the time “Great seminars, a great show you need to look at new and we did some good deals products and talk more in detail about them with the too!” suppliers.”

She enjoyed the educational programme. “The seminars have been excellent too. One of the seminars we attended was the one about copywriting. It was

Electric Mobility offered retailers the opportunity to win the newly launched Cannington Cosi Chair at Trade Days. The chair was on offer along with a matching footstool in Spray Jute with Mahogany Queen Anne style legs. From the hundreds of entries Iain Bellamy from Launceston Mobility was the lucky winner. Iain Bellamy is pictured (left) with the prize alongside Dave Holder, Area Dealer Manager from Electric Mobility.

TRADE DAYS THROUGH THE LENS

With Trade Days being a ‘trade only’ show, retailers saw a different approach from companies that could sell out the messages they wanted their potential trade customers to see.

Customers on the Classic Canes stand had travelled from far and wide. The company met with export visitors from Ireland, Denmark and Nigeria. The picture shows Mrs Bukky George, holding the Classic Canes Swarovski crystal encrusted cane, and her assistant Amaka Ogwudire from Health Plus, Lagos, Nigeria. She is with Diana Porter and Laura Gowers of Classic Canes.

StockShop Live made an appearance at the show where retailers could log on and see live deals from a number of suppliers

32 www.thiis.co.uk

There were plenty of trade deals on offer and the voucher book was one way where you could find them

4 at 01 en s 2 se a y As e D ad Tr

StairSteady

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The handle locks in position when weight is applied allowing your customers to pull themselves up the stairs and then slide it forwards so that they can climb the next step or two. The handle is used in the same way when coming down the stairs providing additional security and support.

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• Users of grab rails • Users of bath boards and raised toilet seats

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Retailers came to Trade Days in good numbers

really interesting and very useful, presented enthusiastically and very professionally. We’ve been to seminars at other shows before, but they haven’t been as focussed for businesses like ours as we have found at Trade Days.”

And Coral also liked the emphasis on meeting spaces that some of the exhibitors had designed into their stands. “We do business with Handicare and we found it useful that they styled the stand just for discussions with their retailers, rather than filling it with products, so that we had plenty of time to talk business with them.

Even for companies not looking for a lot more retailers, it will prove to be a great way to meet up with lots of existing customers, building on your relationships and spending quality time with retailers.”

34 www.thiis.co.uk

And she’ll be back next year. “We are looking forward to seeing what Trade Days 2015 has in store for us!”

Dave Smith of Beactive Mobility wrote to us, saying: “We just wanted to say how much we enjoyed Trade Days. Great seminars, a great show and we did some good deals too! I have put next year’s dates on the calendar.”

And the dates for next year are October 18th and 19th at the NEC. For anyone wanting to talk about booking a stand at the show, call Show Manager Clare Johnson on 01962 736 989. You can keep up to date with developments for the 2015 show by visiting www.tradedays.co.uk. If you are twitter then you can follow the show at @ tradedaysuk.

The Drive stand, the largest in the show, was also one of the busiest both days as the promise of breakfast, lunch and afternoon tea attracted both existing and new retailers.

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Trade Days

NEW

FROM THE TRADE DAYS SHOW FLOOR...

AT

Here are a few more products that were launched at Trade Days a few weeks ago‌ For everything new ...

www.thiis.co.uk TD Sign 200x200m

New style ramp from Jetmarine

m.indd 1

16/09/2014 09:19

W

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

The Euro 900 is the very latest and completely new style of ramp from Jetmarine.

Launched in France in 2012, the ramp has, according to the company, proved a huge success and is now available in the UK. Using a new manufacturing process the Euro 900 has all the strength, durability and high standards and yet a budget price. A new process along with new core materials has resulted in an extremely lightweight product with increased carrying capacity.

There are smooth moulded upstands, Jetmarine’s effective anti-slip surface and a soft comfortable handle. The ramp is 90cm long x 76cm wide, weighs 6kg and has a SWL of 300kg. To extend the Euro range two longer ramps at 120cm and 137cm long x 90cm wide will be launched toward the end of the year.

For further details contact Jetmarine on 0161 487 1648 or email sales@jetmarine.co.uk

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

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36 www.thiis.co.uk

New bathing options on show Leit introduced an Over Bath Changing Table (OBCT) and Foldable Shower Trolley. The OBCT is a folding changing and showering table that will fit most 1700 baths. When used at home, the OBCT can be folded and stored away allowing the bath to be used by other family members.

The Foldable Shower Trolley is ideal for families with limited bathroom space. Made from aluminium, it weighs approximately 18.5kg and is compatible with the OBCT. Additional options are available for both items which include a handy travel bag, side rails and cushions etc.

There is also a wall bracket allowing the shower changer to be mounted on a wall and folded up flat, but can still be removed when necessary.

Call 0114 2690 697 or visit the website at www.kingkraft.co.uk

New spring loaded arm

New scooter launch for Drive Medical Drive Medical launced the new Easy Rider scooter at Trade Days. The company says that, moving away from the traditional type of scooter, the new Easy Rider follows in the steps of the revolutionary Sport Rider with a modern and striking new look inspired by some of the leading designs in the motor industry.

According to Drive, the new scooter has stunning instrumentation and precise handling and has also retained all the popular features associated with the Sport Rider, such as motorcycle style wheels with chrome mud guards, a twin digital dial dash, telescopic front motorbike suspension for optimal handling, and all round lighting.

Call 01422 314 488. The website is at www.drivemedical.co.uk

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

‘Solo’

‘Duo’

For retailers with customers requiring a high end adjustable chair that also offers ease of transfer to and from a wheelchair, Rise & Recline has developed a new spring loaded arm for its chairs.

The company says that, unlike most removable arms, this latest design is incredibly lightweight and easy to manoeuvre, ensuring that even people with limited strength can assist with transferring. A working model was on the stand for visitors to test.

For more information, call 0115 913 3572. The website is at www.riseandrecline.co.uk

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The UK’s leading range of mobility products since 1985

22/10/2014 17:50

www.thiis.co.uk 37

New Advanced

RENO II Powerchair from Roma Medical

PG Drives Controller

Storage Basket and Flip-Up Footrest

Detachable Battery Pack

RENO II - Special Features UK Designed & Registered by Roma New Battery Pack 2 x 22ah n New Patented Docking System n New Frame Locking Mechanism

Non-Marking Puncture Proof Tyres On and Off Board Charger n Maximum User Weight 21 Stone n Large Carrying Basket

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Easily Dismantled Without Tools

Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : sales@romamedical.co.uk www.romamedical.co.uk

New Scooters from R

The World’s Leading Scooter Manufacturer

Grande New Design Class 3 Scooter

Mikra New Design Class 2 Scooter

Control Box

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Special Features Twin Detachable Battery Pack 2 x 12 amp Power Batteries Also Available in Blue n Adjustable Tiller n Puncture Proof Tyres n Maximum User Weight 18 Stone (113kgs) n

Grande Special Features n n n n n n n

Full Suspension Front LED Lights High and Low Speed Settings 2 x 50 amp Power Batteries USB Charging Port Maximum User Weight 25 Stone (158kgs) 13� (33cm) Pneumatic Tyres

For more information please contact

Roma Medical Aids York Road Bridgend Industrial Estate Bridgend CF31 3TB Telephone : 01656 674488 Facsimile : 01656 674499 Email : sales@romamedical.co.uk www.romamedical.co.uk

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

New Area Manager at Mangar Ryan Woods from County Tyrone joins the Mangar team as Area Manager for Ireland, encompassing Northern and Southern Ireland. Ryan will be responsible for introducing occupational therapists and healthcare professionals to Mangar’s bathing products, bedroom equipment and lifting cushions.

An experienced mobility equipment specialist, Ryan was previously employed with Fred Storey, a mobility equipment specialist based in Comber and Evolution Healthcare in Dungannon.

Sales director, Roger Brereton said, “Ireland is an important market to Mangar. Ryan is a key appointment to the sales team and brings with him many years of experience. We are pleased to welcome him on board”.

New to the sales team Ergolet has appointed a new Southern Regional Sales Manager. Graham Stanley joined the company from Arjo Huntleigh in August and brings a wealth of experience and knowledge to the business.

Graham says: “I am genuinely excited to join Ergolet and look forward to a new challenge. The product range is top class here. I am particularly impressed with the Luna overhead hoist system which, in my opinion, is the best available.”

Sales Director David Lomas said, “Graham is already proving a great asset. His ambition and work ethic match that of Ergolet and I look forward to seeing him flourish.”

Call 0161 477 7900. The company website is at www.ergolet.com

Midshires wins retailer of the year award Invacare recently announced that Midshires Specialist Rehab is the winner of the Küschall Retailer of the Year award for 2014. Midshires received the award at Invacare’s Winning Formula Experience day, held at the Williams F1 Conference Centre.

According to the company, the award was given to Midshires not only for its outstanding contribution to sales in that category, but also the retailer’s ability to fully engage with the Küschall brand in its marketing and promotions.

Paul Cushen, Managing Director, Midshires was presented with the award by World Champion wheelchair racer, Hannah Cockroft, MBE who is Invacare’s Küschall ambassador.

Paul commented: “Küschall is an excellent product, hand built with care and to the highest standards. The brand enables us to offer our customers a unique range of active manual wheelchairs of unrivalled quality with wholly individual designer looks.”

The Midshires website is at www.midshiresgroup.co.uk 40 www.thiis.co.uk

E120 Essential • • • • • • • • • • • •

Up to 120kg user weight limit Innovative ICS diagnostic display Continuous charge strip Power back-up system Call and send units Manual swivel lever External version available Child seat available Seatbelt options Quick and easy installation Pressure-sensitive surfaces Known for its reliability

D160 Deluxe • • • • • • • • • • • • • • •

Up to 160 kg user weight limit Innovative ICS diagnostic display Continuous charge strip Power back-up system Remote control Luxurious upholstery options Powered hinge Bespoke rail sizes Footrest to seat folding linkage Manual or powered swivel Variety of rail colours (on request)* External version available Child seat available Seat belt options Quick and simple installation

*Lead times may vary

Visit: www.meditek.net | Call: 01325 311442 | Email: Sales@meditek.net

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

New ramp option for Mobility Networks

Award success continues for Karma

The Mobility Networks Group successfully debuted at RehaCare International and exhibited the new FlexiRamp for the Ford Tourneo Connect WAV in partnership with API of the Czech Republic.

Mobility Networks supplies wheelchair access lifts, ramps, lowered vehicle floors and further solutions to convertors and builders of buses, coaches, WAVs, PTS/ambulances, trams and trains.

To read the full story, visit the THIIS website and go to the Newsroom

Old wheelchairs making a difference ‘That old wheelchair can still change lives’ That’s very much the belief of Sarah Davies, the founder of the charity MeDiCT (Mexican Disabled Children’s Trust). It was whilst living in Mexico that Sarah, an Occupational Therapist by background, noticed that poor disabled children often had no access to orthopaedic equipment or where available equipment such as wheelchairs were invariably ill-fitting or badly maintained.

To read the full story, visit the THIIS website and go to the Newsroom

Following on from the success of the S-Ergo Series in 2013, Karma Mobility has swept the board at the 2014 Taiwan Excellence Awards where its VIP Series won the prestigious Gold Award for Precision Instruments & Medical Equipment.

The VIP-515 is a lightweight folding tilt in space wheelchair, with a tilt range from 0 to 35 degrees.

To read the full story, visit the THIIS website and go to the Newsroom

DLF and Shaw Trust join forces The Disabled Living Foundation (DLF), has joined forces with Shaw Trust. The charities will merge at the end of November and DLF will retain its name, identity and staff.

Shaw Trust employs 1,600 people across over 200-plus locations and has a turnover of £96m per year. It is supported by over 600 volunteers and delivers contracts for eight major funding agencies including the European Social Fund, the Department of Work and Pensions and the Big Lottery Fund.

To read the full story, visit the THIIS website and go to the Newsroom

42 www.thiis.co.uk

‘Innovation in Pressure Care’ Available In An Exclusive Size For Recliners.

Radcliffe Rehab donation to Children’s Hospital Radcliffe Rehab was involved in supporting Birmingham Children’s Hospital as former Wolves defender and Captain Jody Craddock handed over a cheque for £20,000 to the hospital before a recent game.

To read the full story, visit the THIIS website and go to the Newsroom

Irish retailer’s wheelchair donation Beechfield Healthcare have provided fifty manual wheelchairs to aid the people of Gaza. In conjunction with the HSE and via the Red Cross, the wheelchairs began their journey from the Beechfield warehouse recently.

The fifty chairs are a mix of self-propel and transit from the Van Os Excel and Drive Medical ranges.

To read the full story, visit the THIIS website and go to the Newsroom

Full Protection Against The Causes Of Pressure Sores Simple and easy to use, Treat-Eezi pads require no electric pumps, make no noise, and provide 24-hour protection against pressure sores.

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Every Treat-Eezi pad is covered in an advanced microfibre material, which reduces the build up of shearing and provides a soft, comfor table surface for the user to sit or lie on.

Our long-lasting and cost-effective Treat-Eezi pads have versions suppor ting weights up to 25 stone, and are also available in a special size that is exclusive to Recliners.

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One million visits adds up to powerful resource for suppliers and retailers It may come as a surprise to many readers of THIIS magazine but Europe’s most comprehensive database of equipment for daily living is here in the UK. The national charity the Disabled Living Foundation in Hammersmith is the home to DLF-Data which currently holds 11,000 product profiles – 15,000 if you count the variants as well. The database is kept up to date by the manufacturers and suppliers of the equipment and DLF governs it under the NHS’s Information Standard to ensure that it stays current and impartial. DLF’s data services team is employed full-time to administer the database and cajole busy executives into keeping their records up to date. It is time well spent…

DLF uses the DLF-Data database to power a number of its programmes. DLF’s telephone helpline advisors use the database to provide advice about suitable equipment by telephone with around 25,000 calls a year handled by the team. But increasingly it is the charity’s web-based services that are seeing the bulk of enquiries.

DLF-Data started out life as the Hamilton Index that sat as four fat ring binders in practitioners’ offices, now it is available for use wherever practitioners carry out their work. DLF-Data www.dlf-data.org.uk is a subscription-based service for healthcare practitioners involved in specifying suitable equipment for service users across a range of assistive technology and daily living aids categories. Today DLF-Data is available everywhere that practitioners have access to mobile data through its web and mobile applications.

Seven thousand of the eleven thousand products are also available to view by the public on www.livingmadeeasy.co.uk . Visitors to the site are expected to top one million in 2014, typical visitors are in the early stages of researching suitable equipment and suppliers and over fifty thousand of them clicked through to the equipment providers and suppliers in 2013. The heart of the site are the thousands of in-depth product pages including specifications, 44 www.thiis.co.uk

pricing and where to buy and this core is surrounded by useful advice and tips authored

by DLF’s team of in-house occupational therapists including a suite of factsheets.

Ed Mylles, Business Development Director and Janet Seward in Marketing & Fundraising have been working over the summer to re-launch the charity’s links with its industry partners. “It’s clear that the heady days of big sponsorship deals for charities are a thing of the past,” says Ed. “Companies are generally keen to support our work but these days everyone has to be able to demonstrate a return on investment. That’s why we are working to develop marketing schemes that make sense for the companies involved at the same time as improving our services to the older and disabled markets that we serve. Direct and digital marketing are key.

We’re seeing strong growth in the use of our websites as more families research suitable equipment online.”

As the charity looks to strengthen its ties it is keen to be seen as the logical charity partner to the industry, “Our goals are common, our mission is to provide the best information possible to help older and disabled people remain independent and support their research into suitable solutions. We remain impartial and independent but we work best by working closely with manufacturers and suppliers to improve the information,” concludes Ed.

The DLF has two websites that have become ‘go to’ resources for both professionals and individuals looking for product ideas.

THE LUXURY SCOOTER

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

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

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

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

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

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

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

We reserve the right to change specifications without prior notice.

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

OVER 900 COMPANIES AT REHACARE Rehacare took place a few weeks ago in Dusseldorf. This year was the larger show, when some of the big exhibitors that choose to attend only every year were on the show floor.

That meant a larger exhibition of course. The difference in the ‘on’ and ‘off’ years is pretty dramatic in terms of the floor space. This year the show was 31,386 sqm while last year it was reduced to 22,868 sqm.

In relation to the last ‘on’ year, 2012, the space has dropped slightly from 31,512 sqm.

The total number of exhibitors was up to 902 with 496 of them from Germany. In the last comparative year, the total was 851 but it would seem that companies and organisations are going there with smaller stands since the overall size of the show hasn’t grown.

There were 50 companies from the UK at the show, up slightly from the 47 last year.

That made the UK the second largest group of exhibitors other than the host nation, which might indicate just how quickly our marketplace is developing and how keen companies are to export these days.

Other countries with large numbers of exhibitors were Taiwan (46), China (44), Netherlands (37), Denmark (24) and France (23).

The organisers reported the attendance this 46 www.thiis.co.uk

year as 51,250, slightly up on the figure from the comparative show two years ago. The event last year, with the smaller exhibition floor, attracted 43,500 visitors. Of the total, 15.8% (8,100) were trade visitors from 40 countries.

The organisers said: “Organisers always delight at above-average results, but this year we have every reason to do so. 902 exhibitors from 36 countries means that the show occupied more space than ever before in its long history since 1977.”

As for the number of visitors, the figure this year was 51,250. Once again, the difference in the attendance between the years when the large companies take space and the years when they stay away is significant. Last year saw 43,500 visitors. It’s a lot of people to have in a four day show and, like Naidex, exhibitors get to see a wide variety of contacts such as the professionals, end-users, care home facility managers and staff, students and the trade.

The show dates for 2015 are October 14-17.

The website for the show is at www.rehacare.com

Photo by Messe Duesseldorf

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EXPANSION FOR ESSENTIAL HEALTHCARE SOLUTIONS

Ramesh Bains (left), Senior Business Development Officer at Kirklees Council with Thomas Owens, Managing Director of Essential Healthcare Solutions

Essential Healthcare Solutions is celebrating its relocation, growth and expansion following a £75,000 investment from the Leeds City Region Business Growth Programme and support from Kirklees Council.

The business was introduced to the council’s specialist business team last year and as a result, received the right advice and support to secure grant funds which have made the move to purpose-built new premises possible. The new site, features an 18,500sqft state of the art warehouse, offices and live simulation training facility.

Since acquiring the new site, Essential has added eight new members of staff to its team and plans to launch the new training facility early next year.

Managing Director, Thomas Owens told us; “We were unaware of the business support network which is available and so the advice and guidance provided have been invaluable. The 48 www.thiis.co.uk

council helped to facilitate our new move and we couldn’t have done it without them. I would definitely encourage other businesses to look into “Our new premises are the first the support and funding step in our ambitious growth available in the region.”

He added: “Since we strategy which will see us started the business, our expand and develop the business growth has been organic but with this help, our new in the next five years” premises are the first step in our ambitious growth strategy which will see us expand and develop the business in the next five years.”

The website for the company is at www. essential-healthcare.com

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

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

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

Is your showroom working for you?

What does your showroom look like? Is it attractive, modern and somewhere that works as a sales tool for you or is simply a space that isn’t doing a great deal for you tight now?

One of the seminars at Trade Days was designed to give retailers who felt they needed to do something about their premises food for thought, offering tips to make it more appealing.

Even if you don’t think as yourself as a true ‘retailer’, it’s more than likely that your customers and potential customer do. It’s also likely that many of them are selective when it comes to where they shop. In the past few years research has indicated that how you look really does matter in this marketplace and suggested that some potential customers just wouldn’t go anywhere near a shop that they perceived as being old fashioned and full of what they describe as ‘disability’ equipment.

But it doesn’t take a great deal to turn a space that doesn’t quite work for you into something that is the focus of the business and creates sales every day of the week.

Dean Waugh of R.E.D, short for Retail Experience Design has 15 years’ experience in the retail design arena and has worked on a wide variety of projects from retail strategies for renowned fashion brands to ground breaking flagship store concepts for iconic electronic brands. Prior to founding Retail Experience Design he worked at a UK top 100 retail design and branding agency. R.E.D works with a number of companies in the healthcare marketplace including Lloyds Pharmacy.

The company looks at how customers will interact with the space and what will drive them to make a purchase, helping clients to build and establish brands enabling customers to buy into experiences, encouraging them to visit more often, shop longer and buy more.

Dean explained: “For any business with a retail offering a key element in delivering a successful customer experience is the physical environment - it’s where relationships are formed and store loyalty is built.”

He explained: “It’s the prime opportunity to encouraging them to browse the cleverly merchandised displays and provide them with a well-considered shopper experience.”

He added: “The end goal of any shop fit should 50 www.thiis.co.uk

Dean Waugh designs showrooms of all sizes, but he says the thing that they all should have if they are going to work for the business is personality

be to increase sales, but, for some retailers, the delivery and execution does very little to improve retail performance or deliver any brand messages to existing or potential customers.”

Using his experience he explained: “I have seen many examples of shop fits that although look well manufactured and installed, lack any real identity or personality. Customers will make an initial assessment about your services and products based on appearance, so the design of your store should clearly reflect your brand values.”

Giving an example of something that might not work effectively for the business, Dean said: “Taking something from Clipart, for example, might not result in signage that is going to have an “Research has indicated that impact and create the right impression with the how you look really does matter customer. We see a lot in this marketplace” of retail businesses that have given little thought to the font, the style and the colours used and the result is that they end up with something that looks very temporary. And that’s not good, because it conveys a temporary message about the business opposed to something that has been considered properly.”

What does he mean by ‘considered’? “There’s a process that every business owner should go through if they want to create a physical identity that is going to work for them over a longer period and that involves looking at the customer base, looking at where they would like to be in the future and their aspirations, looking at other retailers in other channels and identifying someone that fits with what they are trying to do to create a solid identity.

You are also looking to try and incorporate something unique to them too that will embody their own identity.”

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

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Dean accepts that going through that process is difficult for smaller retail businesses and they might think that it is spending a lot of money to have a different coloured sign up over the door.

“You do see a lot of questionable retail shop fronts with signs that aren’t illuminated, using small typefaces that are very difficult to read.

You don’t have to spend a fortune. You can have great signage as long as you are using clear, bold lettering.”

Dean also focussed on why window displays are so important to retailers. “Whether it’s product display or graphics with maybe promotions running, window displays are there to make that all important connection with passers-by on foot or people passing in vehicles.

It’s an important part of whole retail mix and something that needs to be monitored and have time spent on it. It’s easy to put something in the window and leave it for a year but the best retailers look to evolve the displays and keep them fresh and that creates interest.”

And he touched on a point that is becoming more and more important these days in our marketplace – the customer isn’t necessarily the end user in the first instance. “Not everyone passing is going to be interesting in the sort of offers mobility retailers will have in their showroom windows, but it isn’t just the end users that you are looking to influence. These days the initial interest and contact point is coming from a relative of someone who needs the product. It’s the sons and daughters going into the showroom and they are looking for a different experience to their parents. If your shop is looking very different and a the look is a good deal more old fashioned than the places that they are used to going into and buying from, then there might be an issue and that might mean you are losing out on sales.”

He added: “In a strategy we have recently been working on the defining point was that the stores have got to have the ability to attract the younger generation who are looking for products for their parents. They are more savvy shoppers and they will expect to see things delivered in a certain way as they are used to seeing in other sectors. It’s all about driving them in through the door using clever displays and the younger consumers understand offers and graphic communication more.”

Dean was keen to stress the simple things that twion_PressBanner:Layout 1 14/4/14 12:43 Page retailers could do to make a difference. “Rather

than considering the space that you have as somewhere to store the products, I would encourage retailers to look at how everything is presented and the messages the customers are getting as, ultimately, the way in which the products are displayed will have a positive impact on sales.”

He encouraged retailers “A key element in delivering a to ask themselves some simple questions. “I successful customer experience have visited a number of is the physical environment - it’s mobility retailers recently and, in many cases, where relationships are formed products are just sitting and store loyalty is built” on the floor or on a shelf and it looks like not a lot of consideration has been given to how they will appear to the customer. It’s worth taking a step back in your business and asking yourself the question – what does someone see when they come into the showroom and what is the message or messages that we are giving the customer about our business. In a lot of cases, the space has no association with their own brand. It is just filled with different suppliers and manufacturer’s graphics and posters and that isn’t going to help to build their own identity with the customers.”

Adding that: “In the “I have seen many examples of retail world it’s a very valid exercise to utilise brands, shop fits that although look well but the retailers are selling manufactured and installed, lack various brands and it is the retail business that any real identity or personality” should be at the forefront and it is the retailer’s brand that needs to stand out because what we are trying to do all the time is to make a connection between the customer and your own business. You won’t be able to do that if you are throwing so much information at them with lots of different brand messages. It will just look confusing and be confusing to the customer.”

It is, he says, all about your own brand: “It’s you that they are buying from at the end of the day and you that they have to buy into if you are going to create a long term relationship with them. Yes, your supplier’s brands are important, but yours needs to be the master brand.”

If you would like to talk about how you can develop your showroom space, Dean can be contacted on 07725 514230.

1

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a Narrow Base only 60cm a Available in 4mph or 6mph a Crash Tested a Available on Motability a Up to 60Amp Batteries a Optional Attendant Control a Optional Lighting a Optional Tilt-in-space For further details please call 0845 630 3436 or visit www.karmamobility.co.uk.

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

BOLD STATEMENT AND NEW PRODUCTS AFTER IMPRESSIVE RE-BRAND

The company received plenty of positive comments about the new look

One of the talking points at Trade Days was the accentu8 stand – and quite rightly so. We carried the news in the last issue that Wilcare was undergoing a re-brand exercise and visitors to the show saw for themselves the results.

Apart from the re-brand, six new rise and recline chairs were launched at the show, the work of furniture designer, Angela Gidden MBE, who joined parent company, the Wilcare Group, in 2013 as Consultant Creative Director, with the aim of introducing a design-led ethos to the company and its marketplace. The new models are offered in a choice of powered or manual operation; ‘arc’, ‘cloud9’, ‘haven’, ‘horizons’, ‘lotus’ and ‘mode.’

Anthony Kiff, Managing Director told us: “Angela has not only revolutionised our

Just one of six new models unveiled at Trade Days. The compay says that all models are designed with ease of assembly and disassembly in mind, with each model having an attractive 360° aspect.

54 www.thiis.co.uk

product range, she has introduced design-led thinking and practice throughout our company introducing new concepts to what we believe is a very traditional marketplace in design-terms.”

Angela said: “This marks the start of a number of highly focused and considered design programmes, which will see further phased launches including developments of new innovative motion mechanisms, static sofa and chair collections and complimentary furniture “This marks the start of a accessories within the accentu8 portfolio.” number of highly focused and She added: “In many considered design programmes” respects we are only just scratching the surface in this phase one. accentu8 is a design-led brand and business and I’m delighted that the team have not just adopted my project ethos ‘Making life better by design’, but adapted it to their everyday thinking and doing. It’s certainly sparking a new culture, a new way as well as a new direction within the company and that in itself is extremely refreshing.”

Angela also says that there has been great consideration to the fabric proposition sourcing and selecting technical and performance fabrics specific to healthcare applications.

Call 01446 776 111. The website is at www. accentu8.net

Would you like to add some ‘Style’ to your curves this Christmas?

Handicare’s Style seat is available now!

We are pleased to confirm that we have limited stocks of the Style seat available to order with the Handicare 2000 Series rail.

This seat not only delivers stylish good looks and a choice of upholstery: Style can offer over 30mm additional clearance in tight spaces meaning you can fit the 2000 Series into more homes than ever. To find out more contact your Business Development Manager or give us a call.

0844 225 3121 | enquiries@handicare.co.uk | www.handicare.co.uk

DAY OUT RESULTS IN BIG NIGHT OUT FOR RETAILER Retailers visiting Trade Days had the opportunity to win themselves a team night out courtesy of the show organisers, Closerstill Media.

The competition was open to any retailer who had three or more team members at the show.

The winner of the prize was Janshop, based in Shotgate near Wickford in Essex.

Managing Director Jan King was delighted to hear that they had won. It means that Jan’s team will enjoy a night out and it could be a very big night out too, or maybe even a weekend trip as the prize was worth £750!

Jan came along to the show with her son David and engineer Steve Sutton. They took the decision to come to the show for both days and booked hotel rooms for the Sunday evening.

Jan told us: “For the amount it cost us for the hotel and the evening out, we have more than made that from the deals that we did and the information we gathered from the seminars. We all went to different seminars and they were all good. The ‘Retail Savvy’ seminar was great.

We also went to the seminar on how to get over objections when you are selling high ticket products too.”

It was a big commitment for the business as Jan explained: “One of our team members was on holiday and so to enable us to be at the show, we brought in someone who works for us occasionally to cover the showroom on the Monday. Having the show on the Sunday meant that we were able to do that, only having one day where we needed the cover. We would have shut the shop to come to the show actually as we felt it was going to be worthwhile and we were glad that we took the two days out as we really needed them in the end. We spent quite a long time on each stand and so it took a long time to see everything.”

Like many of the retailers at the show, Jan took

The decision of the Janshop team to visit the show together proved to be a good one. They now have £750.00 to spend together as a team.

the opportunity to stock up. “We took advantage of some of the trade deals over the two days and I know that the suppliers we talked to were selling quite a lot of products. There were some very happy exhibitors at Trade Days.”

And, like the other retailers, the attraction of Trade Days was very simple indeed: “It’s far better than any of the others shows I have ever been to as it gave us the time to talk to the suppliers properly about the new products and also all the special trade offers that you never usually see at other shows. To be honest, I “For the amount it cost us for had stopped going to shows because of the the hotel and the evening out, we problems getting to speak have more than made that from to the suppliers. We all learnt a lot over the two the deals that we did and the days.” information we gathered from the Jan’s engineer, Steve, has been working in the seminars” industry for five years, but Trade Days was the first show in the industry that he had ever been to.

“I found it really interesting and it gave us a lot of ideas. I thought the show looked great and the seminars that were running were excellent too. We went to the seminars that focussed on customer service.”

Jan’s son David was also enthusiastic. “We took a lot away from the seminars and it has shown us that there are a number of things we have to do in the business, such as updating some of our systems. We all found it a very useful two days.”

The website for Janshop is at www.janshop. org.uk

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

Reg Charity No. 290069

AN EVENT FOR OTs…

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

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

Les Jones, careflex

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

THEOTSHOw.cOm

VITAL STATS

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

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

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

95%

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

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

EXHIBITION & EVENT GUIDE 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 January 27-28 2015 – Moving & Handling People, Amnesty International’s Human Rights Action Centre, London. www.movingandhandlingpeople.co.uk March 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry - Call 0161 607 8230/8223 or email info@disabledliving.co.uk March 30 – April 1 2015 – Medtrade Spring - Las Vegas - www.medtrade.com April 28-30 2015 Naidex National – NEC – www.naidex.co.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www. healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www. mobilityroadshow.co.uk October 14-17 2015 – Rehacare – Dusseldorf – www.rehacare.com October 18-19 2015 – Trade Days – NEC – www.tradedays.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 16-19 2015 – Medica – Dusseldorf. www.medica.de NEW DATES September 11 2014 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk September 11 2014 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk November 12-15 2014 – Medica – Dusseldorf. www.medica.de

Quality ramps at competitive prices Looking for a reliable supplier for ramps?

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The Ramp People was founded in 2006. Since then we have supplied thousands of wheelchair ramps. We take great pride in fantastic product quality, outstanding customer service and value – we even have a 5 star review from Professor Stephen Hawking.

• Extensive range on portable • White label services and a comprehensive product and semi-permanent ramps range • The best prices in the industry • Cheapest shipping pricing • Next working day delivery in the industry as standard • 30 day credit accounts for all eligible customers To find out how we can help you build your ramp business, call 01483 801 120 or email hello@theramppeople.co.uk

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LOOKING FOR NEW ROLE We have heard from Phil Needham, who spent 8 years as the UK Manager for Meyra-Ortopedia, Germany and is now looking for a new position.

Phil developed the UK for the company, opening 72 accounts and was also responsible for the day to day running of the UK operation.

Meyra-Ortopedia manufactured high end wheelchairs from paediatric to adult products including sports chairs such as basketball and rugby chairs.

Phil is located in the Midlands.

You can contact him on 01455 271790, 07443 659112 or by email at pjmbneedham@btinternet.com

Insurance, Finance & Warranty Available The Professional Dealers Choice

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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.

NOVEMBER 2014 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children – November 12th & 13th – Block 2: Technical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Global Training by Silvalea – Walking & Standing Harnesses - 13th Nov. Interactive Online Training. FOC Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Power Chairs – Thursday 13th November - FOC to Invacare Ltd account holders.

BHTA - BTEC Pressure Care Awareness - 18 November 2014 Wellingborough. Member cost £242.00. Non-member cost £310.00.

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children – November 18th & 19th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block SensoryPlus - Sensory Awareness Day – Dementia focus - 18th November - Milton Keynes - £80 + vat

Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 19th November. Ilminster. FOC including lunch.

Invacare Ltd – Impetus – Wednesday 19th November and Thursday 20th November - £149 + VAT Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – November 19th-20th – A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Global Training by Silvalea – In-Situ Sling Solutions - 19th Nov. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings - 20th Nov. Interactive Online Training. FOC Invacare Ltd – The All in One Solution – Tuesday 25th November FOC to Invacare Ltd account holders Sunrise Medical - Seating & Positioning for Function & Mobility (for clinicians) (CSEA) – 25th November Sunrise Medical - The JAY Portfolio - a Clinical Perspective (CJAY) – 26th November

DECEMBER 2014 JCM Seating Solutions Ltd - Course Title: Technical Training December 9th 2014 - Cost: Free of charge Disabled Living, Assistive Technology Practitioner, Day 1 16/10/14, Day 2 – 23/10/14, Day 3 – 30/10/14, Day 4 – 6/11/14, Disabled Living, Worsley, M28 2LY, £600 + VAT Disabled Living, Moving and Handling People: Trainers and

Assessors (five day course), Day 1 – 13/11/14, Day 2 – 20/11/14, Day 3 – 27/11/14, Day 4 – 4/12/14, Day 5 – 11/12/14, Disabled Living, Worsley, M28 2LY, £650 + VAT Disabled Living, Trusted Assessor, Module 1 – 19/11/14, Module 2 – 26/11/14, Module 3 – 3/12/14, Module 4 – 10/12/14, Disabled Living Worsley, M28 2LY, £100 + VAT per module.

JANUARY 2015 Global Training by Silvalea – Toileting Sling Solutions - 7th Jan. Interactive Online Training. FOC. Global Training by Silvalea – In-Situ Sling Solutions - 14th Jan. Interactive Online Training. FOC. JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 15th January 2015 - Cost: Free of charge 60 www.thiis.co.uk

Location: Peterborough, JCM Head Office Global Training by Silvalea – Introduction to Slings - 21st Jan. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring - 22nd Jan. Interactive Online Training. FOC

Contact us today on

01274 735041

We are your perfect partner for all Healthcare Product Logistics.

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

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

Visit us at www.hdd-ltd.com

Follow us @HDDltd

Join us /HDDLtd

Seen in all the best places!

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

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

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

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

www.bhta.net

training diary FEBRUARY 2015 Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday February 4th 2015 Ilminster. FOC including Lunch.

Interactive Online Training. FOC.

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

Global Training by Silvalea – Complex Sling Solutions 2 - 18th Feb. Interactive Online Training. FOC.

Global Training by Silvalea – Paediatric Sling Solutions - 12th Feb.

Global Training by Silvalea – Complex Sling Solutions 1 - 17th Feb. Interactive Online Training. FOC.

MARCH 2015 JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 5th March 2015 - Free of charge Peterborough, JCM Head Office Global Training by Silvalea – Manual Handling Products - 10th March. Interactive Online Training. FOC.

Global Training by Silvalea – Toileting Sling Solutions - 12th March. Interactive Online Training. FOC. Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products - Wednesday March 25th 2015 Ilminster. FOC including Lunch.

CONTACTS FOR BOOKINGS BES Rehab - Contact marketing@bescorporate.net BHTA - Call 0207 702 2141 or email nigel.woods@bhta.com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: traininginfo@prismmedical.co.uk Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@ sunmed.co.uk, or visit www.SunriseMedical.co.uk/STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@silvaleaglobaltraining.com or visit www.trainingbysilvalea.com Quantum Rehab – Call 01869 324600 or email sales@pride-mobility.co.uk Pride Mobility – Call 01869 324600 or email service@pride-mobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon. newton@electricmobility.co.uk Disabled Living – Call 0161 607 8200 or email training@disabledliving. co.uk. Visit http://www.disabledliving.co.uk/Training/Events---Courses Kirton Healthcare – Email: lizgatt@kirtonhealthcare.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 62 www.thiis.co.uk

Quantum® Q6 Edge HD with TRU-Balance 3 Power Positioning The Q6 Edge® HD offers a 32 Stone 2lbs weight capacity and can except Synergy®, TRU-Comfort Plus® seating along with TRU-Balance® 3 Power Positioning.

Benefiting from exceptional performance and manoeuvrability the Q6 Edge HD features Quantum’s® innovative, yet functional approach to Mid-Wheel 6 drive performance, combining to produce the perfect heavy duty solution.

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STAND * images used for illustration purposes only

B20

Tel: 01869 324600 Email: sales@pride-mobility.co.uk Web: www.pride-mobililty.co.uk

jobs on offer Area Sales Representative – South East Established in 1995 Freerider Corporation has grown to become one of the largest Mobility Scooter manufacturer’s. contour886 are a leading provider of clinically effective custom moulded seating systems in the UK. The client is central to our approach and meeting their needs to improve their quality of life is our focus. We are looking to recruit an experienced Clinical Engineer and Seating and Mobility Engineer to join the team.

Clinical Engineer in posture and mobility We have a great opportunity for a clinical engineer with several years experience specialising in posture and mobility. You will either be on the voluntary register of clinical technologists or a registered clinical scientist. You will have excellent interpersonal skills, patience and empathy with good experience in moulding customised seating and production techniques of matrix, lynx, thermoplastic and foam systems. This role will allow you the freedom to use your experience and creativity in the production of every seating system you’re involved with. You’ll be joining a highly motivated team who are passionate about posture and mobility and are enthused by providing clients the best solutions.

Seating and Mobility Engineer We have an exciting opportunity for a graduate engineer, keen to apply their skills and make a difference in the production and maintenance of specialist seating and wheelchair systems. A strong understanding of mechanics and enthusiasm for lean production is desirable with interests in biomechanics and health. You will be able to demonstrate good organizational and interpersonal skills, team work and the ability to take responsibility for completing tasks to a deadline.

Freerider Luggie UK Ltd was opened in Keighley, West Yorkshire in 2011 and is growing from strength to strength.

We are looking to recruit an Area Sales Representative to join our sales team.

Main duties & responsibilities are: • Making appointments to meet new potential customers •

Maintaining and developing existing customers

•

Identifying new markets and business opportunities

•

Increasing market share in existing market

•

Achieving sales targets for revenue, profitability and sales growth

Skills & experience required: • Proven communication and interpersonal skills •

The ability to establish and develop new and existing business

•

Passion for quality and commitment to delivering a first class service

•

Structural approach to developing your sales area

•

Highly organised and able to plan and prioritise workload

•

Success in achieving targets and producing results

•

Driving licence essential

In return we offer: Basic wage + commission, expenses, company van, mobile phone To apply for this position please send your CV along with a covering letter to linda.dixon@freerideruk.co.uk

To find out more phone Phil Swann on 0333 8000 886 for a confidential chat. Applicants should apply in writing with a cover letter and CV to: contour886, unit 17, Paramount Industrial Estate, Sandown Road, Watford, WD24 7XA or email jobs@contour886.co.uk Closing date: 20th November 2014

Territory Manager – Leckey Tech UK & Ireland Inviting Candidates from within NHS, Rehabilitation Services (Public/Private) or from commercial companies providing to this sector.

Leckey work closely with engineers, therapists, parents, carers and our business partners around the world to research develop and supply innovative postural support and therapy equipment that improves the lives of children and adults with disabilities.

We are committed to our vision to be the fastest growing company in our industry sectors with a brand recognised for integrity, innovation, quality, service and value. We are the UK and Ireland market leader in our field and export our products worldwide through our international distribution partners. We also import and distribute world-class products from partners overseas.

With Head Office based in Lisburn, Northern Ireland we are a profitable and growing business employing over 160 people and selling directly in the UK and Ireland to Wheelchair Service Engineers, Occupational therapists, Physiotherapists and other healthcare professionals, mainly within NHS structures.

We wish to invite applications from experienced NHS, Rehabilitation & Sales professionals to our rapidly growing team. We already have a great mix of talented sales & therapy professionals who benefit from each other’s experience & expertise and they have the opportunity to develop their unique skills and freedom to manage their working roles.

This is an exciting career development opportunity for the right candidate who can demonstrate they share our values and have the necessary skills, knowledge, experience, commitment and attitude to join our team and help to lead this new business division for the Company.

64 www.thiis.co.uk

As a Leckey Tech Territory Manager you will report to the Regional Sales Manager and will be responsible for customer support, sales and business development of Leckey Tech products in your territory. Key responsibilities will include: • Promoting and selling a range of high end agency rehabilitation products throughout the UK & Ireland • Meeting & exceeding set sales budgets on a monthly, quarterly and annual basis.

• Planning & monitoring of sales activities to achieve overall sales and individual product targets for the territory through effective management of the Territory Business Plan

• Direct involvement in development projects within the Leckey Tech range alongside the design and development team.

It is essential that the successful candidate can demonstrate the following: • Strong selling skills from within a proven environment • 2-3 years professional sales or industry experience ideally within a physiotherapy or bio-mechanical environment • A positive and self-motivated approach to developing new relationships within a competitive environment.

• Driving awareness of the Leckey Tech brand and product range through business development and marketing initiatives.

• Excellent communication & interpersonal skills

• Planning customer visits and demonstrating products to medical staff involved in all rehabilitation fields including, physiotherapists, consultants, doctors and key funding holders within the post injury case management arena.

• A practical approach to equipment use and maintenance

• Advising and educating customers on the full range of Leckey Tech products and providing assistance to them in carrying out product assessments, product set up and product servicing.

• Provision of the highest standards of service to build and maintain excellent customer relationships • Maintaining a high level of customer contact and communication and proactively identifying opportunities for business development.

• Managing your diary to maximise the time spent with customers and ensuring your availability for appointments when requested.

• Empathy for the needs of children, adults & families who use our products • Fully developed time management and planning skills • IT Literate in Microsoft Office to include Word & Excel with the ability to learn new IT systems • Willingness to travel throughout the UK and Ireland to fulfil promotional, sales and training activities If you believe you have the necessary qualities to join this growing team please send your CV (including details of your current remuneration), with a covering letter to Jayne Peters, HR & Training Assistant, James Leckey Design Ltd, 19c Ballinderry Road, Lisburn, BT28 2SA or e-mail recruitment@leckey.com.

Closing date for applications will be Monday 1st December 2014.

WE ARE AN EQUAL OPPORTUNITIES EMPLOYER. (Ref: TM1014)

Sales Consultants

1 x Central London, 1 x Yorkshire, Humberside, East Midlands, North West and North East, 1 x Wolverhampton and surrounding area We are seeking enthusiastic, experienced sales consultants to join our direct sales team, based from home, serving one of the above regions. Selling into a potentially vulnerable market, we are looking for top class sales professionals who will respect and reflect the values of a market leader but who can positively contribute to the continuing success of our business. Working on qualified visits by our Telecentre you will need to be flexible enough to respond to appointments as and when required by our potential customers. Often this can require weekend, evening and Bank Holiday working to accommodate the schedules of accompanying family members.

We are looking for someone with drive and ambition who is able to commit to meeting the demands of this growing market. For the successful candidate the rewards will reflect that commitment, along with the usual benefits, that you would expect from a company of Stannah’s reputation.

Field Sales Liaison – Telecentre Andover

An opportunity has arisen for a confident, focused and enthusiastic person to join our internal sales team at Andover.

Working within our friendly but competitive team, you will be providing support, motivation, technical assistance and sharing market knowledge between members of the direct team. Debriefing after every appointment, you will capture key information from the visit and update our business systems to facilitate ongoing customer communication. You will be working closely with the telecentre manager and the regional managers to increase the performance of the direct team.

This role will involve attending national and regional meetings and will suit someone with exceptional rapport building, negotiating and interpersonal skills. Ideally, the candidate will have had direct sales and managerial experience.

Sales Advisor (Unsold Department) x 2 - Telecentre Andover

We have two vacancies for enthusiastic, tenacious, articulate and confident individuals to join our sales team. This role will suit someone with exceptional rapport building, negotiating and closing skills. Working within our friendly but competitive team, you will focus on gaining customer orders following a sales consultant’s visit. This is a sales role, not a customer service role. You must have a minimum of two years experience in a target driven sales role, ongoing coaching and training will be given to the successful applicants.

Sales Advisor (Inbound Team) - Telecentre Andover

An opportunity has arisen for a bright, focused and enthusiastic person to join our team at Andover. Our Sales Advisors are the first point of contact for customers responding to our advertisements, therefore excellent communication skills will be essential. You will be responsible for developing the enquiry through to accurately recording of customer details, securing and scheduling sales appointments and answering correspondence. You will also maintain relationships through outbound calls and provide the highest standard of customer service. Suitable candidates will have a pleasant, professional telephone manner and have a natural ability to empathise with our customers. Working within our friendly but competitive team, you will focus on gaining customer commitment through all contact media and campaigns whilst encouraged to prioritise your workload in order to meet your personal targets. Previous experience in a similar role and a good knowledge of the UK geography would be desirable, although full training can be provided to the right candidate.

Stairlift Installer and Installer’s Mates Dartford, Coventry and Sheffield

Occasionally we seek Stairlift Installers and Installer’s Mates to join our Installations teams operating at our Darford, Coventry and Sheffield depots. We would like to register the interest of any one who may be interested in applying for a vacancy in the future. Stairlift Installers will ideally have an NVQ 2 Stairlift qualification, or have sufficient direct experience of our products and installation procedures to form an adequate basis for further training. Candidates wishing to be considered for the Installer’s Mate should come from an electrical or engineering background. As you will come into contact with people from all walks of life, good communication skills and a smart appearance are extremely important. A valid driving licence will always be essential to these roles. If you would like to register your interest for any of these positions, please visit the careers page of our website www.stannah.com to submit your application.

There is no better place to realise your ambition than with Stannah Lift Services.

In return, we can promise a competitive salary and attractive benefits package.

If you would like to be apply for any of the above positions, please visit the careers page of our website www.stannah.com to submit your application.

www.thiis.co.uk 65

jobs on offer Brand and Marketing Manager Based in Southampton, Ultimate Healthcare is a division of Millbrook Healthcare and specialises in the supply of a comprehensive portfolio of products to Care Homes, the NHS and Social Services including pressure care mattresses and cushions, electric profiling bed frames, wheelchairs and aids to daily living.

Area Sales Manager South West England Exciting opportunity to join Sumed

In a nutshell we are looking for someone with broad experience in brand marketing, sales channel development, social media and web systems, who has the skills and passion to ensure that our digital communications stay ahead of the game as well as ensuring that our catalogues and mailing materials fully exploit Ultimate Healthcare as a leading brand.

Sumed International UK ltd possess excellent presence and reputation as a supplier and Manufacturer of quality Pressure Area Care products to the Healthcare industry

You’ll need to understand what’s going on inside the business as well as in the market in order to devise marketing plans and communications for our customers and promote our brand so that it is forever at the forefront of the Healthcare Products Industry.

Key responsibilities will include both generation of new business together with the retention and development of existing customers.

It’s a big task but you won’t be alone. At Ultimate Healthcare we support colleagues to be the best they can and have some of the best staff and customer satisfaction ratings in the sector. Each day our teams make a real difference to the quality of life our service users have. We have a great story to tell and are looking for someone great to help us tell it.

This is a very hands-on role in a small team within a fast growing and innovative Company and we’re looking for someone with a strong understanding of content management systems who can adapt content across all platforms and for a variety of audiences so that our brand presence across the web is a highly interactive and positive experience for our customers.

Sumed are currently looking to appoint a Sales Area Manager for the South West of England.

The ideal candidate will have at least 3 years experience in Pressure Area Care, working with Community Equipment Services and Wheelchair Services, although candidates with a proven track record in a similar role within the industry will be considered.

The candidate must work well as part of a team yet have the ability to be self motivated to achieve set budgets/targets.

Along with an excellent remuneration package and the potential to achieve uncapped bonuses and commissions, the chosen candidate will receive a fully expensed company car, mobile phone, lap top and Tablet.

In return for your hard work, we can offer you, a salary of £35-40kpa, private medical insurance, 24 days holiday, a childcare voucher scheme, and also a flexible benefits scheme offering great discounts with major retailers.

This is an exciting opportunity to join the Sumed team and grow with the business, so if you think you match the criteria please send your C.V with a covering letter to:

To apply for this role, please send your CV to careers@millbrookindustries.co.uk

Michael Lingwood, Sumed International UK, Integrity House, Units 1 and 2 Graphite Way, Hadfield, Glossop, SK13 1QH or email to michael@sumed.co.uk

Business Manager Mobility Northern Territory Ottobock Healthcare’s prosthetics, orthotics, mobility solutions and neurostimulation products ensure independence and quality of life for people with physical mobility challenges. Ottobock UK has been established for over 36 years with a professional and knowledgeable clinical, product sales, service and support team, providing service excellence to our many customers.

the product solutions to clinical criteria, focusing mainly on the retail distribution side of our business.

We are currently seeking a Business Manager to join our Mobility Sales Team and assume responsibility for the Northern regions of England, Wales and Scotland.

Ideally you will be able to demonstrate a keenness to learn, listen and understand varied customer needs in this market place and be able to take a strategic approach to setting your own objectives in line with the organisational and financial goals.

This role would best suit someone based in the Midlands as extensive travel through the territtory is required You will be required to demonstrate Ottobock targeted products directly to the distributors of wheeled mobility solutions and manufacturing partners. You will be aligning

ottobock.com

66 www.thiis.co.uk

This position reports to the Head of the Mobility Business Unit. The successful candidate will be able to demonstrate how they can build relationships and trust within the retail segment and overcome customer objections in this highly competitive market.

A proven sales track record is desirable, along with the ability to demonstrate, reliability, while positively engaging with people at all levels of business and consistently delivering on your personal goals.

Ideally you will be able to speak and present publicly, have a solution orientated approach to management, be an excellent communicator and have a technical understanding. You will also be able to work to deadlines and have strong leadership qualities.

A full driving licence is required for this post.

Ottobock is a global company committed to staff development through training and education. We offer a competitive salary and benefits.

If you possess the knowledge and skills to build and maintain strong business relationships and believe you can help grow our Mobility Solutions business then we would like to hear from you.

To apply for this position please send your CV and covering letter to our HR Department: recruitment@ottobock.com

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The lightweight Minimo Plus now opens up the opportunity for retailers to supply a high specification, mid-sized 4mph scooter that folds in one easy movement. The ultra-lightweight lithium battery can be lifted strain-free with only one finger - remarkable.

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

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