THIIS Trade Magazine - November 15

THIIS Trade Magazine • Issue 206 • November 2015

Issue 206 • November 2015

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

How do you prefer to receive information about new products or new services from retailers?

How many retailers with showrooms do you know of in your area?

to host If a local retailer was subject a on ion ss a training se w likely of interest to you, ho end? att would you be to

If you have never recommended a retailer or recommend them infrequently, what would encourage you to recommend them more often?

How many emails would you estimate you receive each week from companies in the industry with details of products or services?

Providing news and views in the trade since 1999

New survey reveals what OTs think about you TRADE DEALS

FASHION AND FUNCTION

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…from the editor Just two years in and it seems that Trade Days has established itself as a firm favourite with both retailers and exhibitors alike if the extremely positive comments are anything to go by. You can read for yourself what people have said about the show on the Trade Days website.

As always with such a large event, there are plenty of people who deserve a pat on the back and so a big thank you to all the team at the organisers CloserStill Media for delivering such a professional two days, all the seminar presenters who did such a great job, all the exhibitors who once again got right behind the show and produced some cracking show deals and of course, especially to all the retailers who took the time to come along. Some came on their own, but many came as a team and that was good to see too.

2015 was great and now that planning starts for an even better 2016.

The dates are 25-26 September next year. See you there!

David N Russell Editor

Don’t be shy, why not get in touch...

Editor

6“

We have improved our sales of shoes by promoting bathroom products!”

10

“Trade Days has ticked every box for us”

32

“It seems that we aren’t quite as bad as some people would make us believe”

74

“Our view is that there is no reason why adaptive clothes shouldn’t sit alongside other mainstream brands”

On the front...

The results of a new survey.

See page 28

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

Assistant Editor

Advertising Enquiries

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

Ed, Jayne or Sue 01536 317000 advertising@thiis.co.uk

You can find THIIS on Twitter at: wwwthiiscouk

www.thiis.co.uk 3

Marketing in changing market – How one retailer has moved with the times

Alastair Ronaldson explained to Trade Days visitors how his company has developed its marketing to compete

At Trade Days one of the seminars was presented by Alastair Ronaldson of Clark & Partners. He was talking about how the company has adapted as new marketing techniques have emerged.

Alastair says: “Working in the mobility industry is perhaps on the face of it not as glamorous as fashion, food or technology, but it provides a fascinating challenge for marketing teams.

The problems we have to solve to get our messages out to customers can’t just be copied from the latest trend but take real consideration. We don’t sell products of great beauty nor are they familiar to most people.

They can address very personal issues and vary dramatically in complexity and price.”

Alastair said that at Clark & Partners the team has been very proactive over recent years in developing their marketing with the times. “We have made significant improvements in our branding, mobility shops and online activity.”

He told the audience that, three years ago, the company went through the exercise of rebranding its visual identity. “This represented more than just a new look and a colour scheme, 4 www.thiis.co.uk

but provided an opportunity to ask questions about who we are as a company and address the challenges of making this clear to potential customers. Clark & Partners comprises of a wide range of departments and services, some of which aren’t relevant to one another. It’s a real challenge to educate “Most visitors to our shops are customers on the full generally much more familiar spectrum of services we offer without with an environment like M&S over complicating and Debenhams” our messages to the point that they’re ignored.”

One of the questions, he said, was in terms of a logo, what direction should they take? “Typical symbols like caring hands or a wheelchair are great for some aspects of our business, but totally irrelevant for others. But a logo and a clear

25th & 26th September 2016 / NEC Birmingham

A fantastic second year! Here is what our retailers said...

“A fantastic day. It’s been very interesting and very educational and the business seminars were really worthwhile too.”

Jeremy, Somerset & Country Stairlifts.

“It’s exactly the right show for us because you can talk business openly. We’ve ordered new products for the showroom and we will be back next year with more people from the team.”

Kevin, Hampshire Mobility Services.

“It’s been absolutely worth the visit from Scotland. We felt that the exhibitors have more time to talk to you than at other shows and the Sunday opening was a real hit with us. We will definitely be back next year.”

Maureen, The Mobility Depot.

“We’ve done some good deals at the show.

It works for us, you can talk money on the stands.”

David, 1st Call Mobility.

We look forward to seeing you next year on 25th & 26th September Supported by:

Register your interest in a FREE 2016 place at www.tradedays.co.uk/RYI

visual identity are more important than ever when we consider the multi-channel nature of how we engage with customers now.”

“In no way could we faithfully represent the full diversity of our company in one image or statement. Instead, we opted to focus not on what we do, but how we do it. To emphasise our tone of voice as a company. Fortunately, as a brand, we have some great positives going for us. We’re long established and well recognised as a company in our region, often affectionately referred to as ‘Clarks’.”

He added: “We developed a logo that put greater emphasis on the ‘Clark’ aspect of our name, reflected our heritage through a traditional font but presented this in a modern fashion with a simple graphic icon. This icon has been extremely helpful, it’s incredibly simple yet very unique to us. It scales to different sizes comfortably and can be used both playfully and also in a very formal manner.”

“Alongside this” Alastair explained, “we developed the tagline ‘The Trusted Name’. This really sums up well the solution we wanted to achieve in our branding exercise. In other words ‘It doesn’t matter which of our services you come to us for, you are going to get the familiar quality of service you’ve come to expect.”

He said that beyond this, the company has also refurbished many of their mobility shops.

“Whilst it’s always good to update with a fresh modern look, we have been very purposeful in using this to individually position ourselves.

Our customers make two comparisons when visiting our shops. One with our competitors, but also with their everyday shopping experience in other types of stores. Most visitors to our shops are generally much more familiar with an environment like M&S, Debenhams or House of Fraser than they are with a mobility store. A mobility store can stand out like a sore thumb!

Our challenge became to make our shopping experience become more like those typical high street retailers. Authors of books on marketing typically criticise companies for thinking that there isn’t anything unique that identifies their customers. However, I think that in the mobility trade, there’s a danger of the opposite being true. We can have a tendency to act is if our customers exist in a different world to ourselves.

And whilst we know this isn’t true, we can fail to

replicate this in our shops.”

“We wanted to use what is already familiar to people in terms of store design, to help people become more familiar with mobility products, which may well be totally unfamiliar. It’s a different kind of accessibility based on shopping culture rather than disability.”

Alastair made the point that advertising and marketing are increasingly becoming more different from one another, with advertising becoming increasingly less effective. “As pushing messages out is diminishing in effect, the emphasis is increased on being ready to capitalise on the interactions you are already having. Increasingly the shop window for your store is actually a google search, and it’s easier than ever for your store to be sought out by a customer. The key challenge is ‘How do you then maximise customer interactions?”

“This principle is even more so the case with marketing online” Alastair suggested.

“The internet is a “We have improved our great tool, but what it lacks in terms of sales of shoes by promoting expense in setup bathroom products!” costs, it makes up for in the amount of time that needs to be invested into it. Websites, online advertising and email provide us with a mind boggling amount of feedback data, yet I’d argue that the sum total of what we need to market online does not lie in data alone. I regularly ask questions and follow up some orders with our sales staff in order to build a fuller picture of our customers’ sales cycle. Typically this can involve a real spectrum of contact including our catalogue, shops, making phone calls and home demos. It’s a complex process that we can’t control, but we can aim to engage customers effectively through all of them.”

He added: “If the only success we accept in our marketing is a typical cause and effect outcome, then we’ll soon come unstuck online. It’s not untypical for us to run an online promotion, but then see the increase in sales occur in another product range entirely. We have improved our sales of shoes by promoting bathroom products! We can’t control people’s actions with 1000s of google Adwords, but we

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can by regularly engaging with customers at lots of points in a consistent way, with a consistent message. Positive customer engagement always has a positive outcome for us, but not necessarily one that we can predict or control.”

“During a typical face-to-face interaction with a customer in a shop, yes we’ll talk about products, but also about topical issues. We’ll get to know each other a bit, exchange humour, perhaps even share grievances about the world (or maybe that’s just a Yorkshire thing!). I’m not a salesman, but I know the sale doesn’t always come first. Before this, a connection is made and trust is built. Then, following that, an environment is created where purchases are made. This is true also online. We need to go beyond just one way advertising messages and begin to engage on more levels. To make a connection, earn trust and gain sales based on more than having the cheapest price by comparison. It’s then that online marketing becomes more than a question of ‘How good is your ecommerce website?’, but ‘why should you be the supplier trusted for the customer’s next wheelchair’?”

“This is when things like blogs and social media begin to make sense for us as a retailer” Alastair explained. “Because they are the places online where we can connect with customers in

a live way, just like we are used to in-store. We can earn trust by creating content, like blogs that establish us as an industry specialist and enable us to be generous by providing valuable insight. We can also build empathy online by engaging in causes and topics that are important to customers. Just look at the recent award winning ‘This girl can’ campaign by Always as a great example. To do this effectively you have to be reading and listening and responding, not just talking about your company all the time – pushing.”

Alastair’s final message was this. “Technology doesn’t change fundamental principles, but enables us to better outwork them online. Our Journey has been to better gear our branding, shops and online presence to better facilitate this web of engagement across lots of channels, and to try to help customer engagement become more two- way. To listen and to care as well as just to speak and to sell.”

You can see the company’s online shop at www. clarkshop.co.uk

Age UK Trading teams up with Theraposture for bed range Age UK Trading has teamed up with Theraposture to offer a new range of electrically adjustable beds. As part of the partnership Theraposture will raise a minimum of £85,000 through the promotion and sale of adjustable beds for Age UK Trading.

The new collection includes ready-to-choose and tailor-made adjustable beds, which can be created online using an easy-to-use ‘Bed Builder’ virtual tool which helps users create a unique bed from an extra range of options including function, style, size and finish.

Theraposture is the latest supplier to team up with Age UK Trading which works with a number of specially selected product partners.

The new range and the ‘Bed Builder’ can be seen at www.ageukbeds.co.uk

8 www.thiis.co.uk

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Second year success for Trade Days as 87% is re-booked onsite

Plenty of business was done at Trade Days with very positive reviews from both exhibitors and visitors.

When a company that has been in the marketplace for over 30 years declares that the show they are exhibiting at is the best one they have been to…ever, then it’s an indication of a successful few days.

That was the case at the second Trade Days, the only trade-only show in Europe. The company in question is Uniscan and it seems that Managing Director Geoff Morris didn’t have to wait long to get a return on his stand investment. “We saw two brand new retailers in the first five minutes after the doors opened” he explained. “Some of the contacts we have made have been priceless and it’s no doubt the best show that we have ever exhibited at.”

The retailers enjoyed it too and the Sunday opening proved popular again, giving them the opportunity to do business, without shutting shop, or having interruptions. Richard HollandOakes of Recare said: “It’s lovely that my phone hasn’t rung once and so I can talk to the people I need to without interruptions. You have more time to discuss business and I think visitors like myself have a better idea of how to approach the show in the second year and get most out of it. I 10 www.thiis.co.uk

have met colleagues from Germany and Holland to and so the word is clearly getting out that it’s a good place to be.”

Even exhibitors who had been sceptical had some very positive things to say. Scott Crabtree of Van Os Medical had a stand for the first time but described himself as being one of those sceptics. However, “Trade Days has his view: “We haven’t box for us” been sold on shows in the UK but Trade Days has ticked every box for us. It works on so many levels. I wasn’t sure about the Sunday opening, but we had a magnificent day and we have doubled our stand space for next year already. It’s been fantastic and a truly worthwhile investment.”

Alongside the expanded exhibition floor was a comprehensive educational programme which

ticked every

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

TGA celebrated its 30th birthday at Trade Days with 30 exclusive trade offers on scooters and wheelchair powerpacks. Tim Ross, TGA National Sales Manager said: “Trade Days helped us continue our strong trade sales following our first ever £1 million turnover month during the summer. The trade-only format of the show is excellent for us as the demographic of each visitor is similar and we can be more targeted with our discussions. Trade Days has been a strategic success for TGA and we congratulate the organisers for delivering on their promises.”

was appreciated by hundreds of the visitors.

Michelle Mossford, Marketing Manager at Ableworld said: “Listening to all the free valuable advice which you can take back and use in your business is a must and I would recommend it to anyone.”

Matthew Butler, Show Director was, as you would suspect, delighted. “The comments we have received from both exhibitors and visitors have been outstanding. Words like wonderful, fantastic and brilliant are being used all the time.

The re-bookings for exhibition space on site were substantial with a number of companies choosing to have larger spaces for next year.”

Matthew added: “The success of the second year gives the industry an incredibly solid platform to develop the show each year so that it becomes the place to be for everyone in business in the marketplace. As always, the CloserStill team will be working hard to deliver 12 www.thiis.co.uk

The Uniscan stand welcomed two new retail customers within the first five minutes of the show opening

another exceptional two days for the trade in 2016.”

To re-inforce the level of success, Matthew says that over 87% of the 2016 floor plan was rebooked onsite by exhibitors, many taking larger spaces for next year due to the business they generated this time around.

Maybe Mark “Over 87% of the 2016 floor Cawthra of Life & Mobility Solutions plan was rebooked onsite by best summed it up by exhibitors” saying: “Trade Days has been absolutely brilliant. If you have a business in this marketplace and you didn’t go, then you have definitely missed out.”

Trade Days takes place on 25-26 September 2016. For more information, go to www. tradedays.co.uk

Award-winning show gets a lift from Acorn Victoria Wood, creator of the 80s parodic soap opera ‘Acorn Antiques’ has thanked Acorn Stairlifts for supplying more than 30 stairlifts to feature in the musical production of the show which has appeared at theatres across the country.

Now the company has gone further by sponsoring and supplying a stairlift for the Bingley Amateurs production of the show.

Acorn Stairlifts Company Secretary Dave Belmont said: “Supplying stairlifts to a show called ‘Acorn Antiques’ seemed a perfect fit for us – especially when the lead character, the much-loved Mrs Overall, makes a grand entrance on an Acorn Stairlift at the end of the show.”

The five-time BAFTA winning comedienne has even changed the words of one of the show’s songs to incorporate the Acorn name while gently mocking a competitor brand.

Gilly Rogers from Bingley Amateurs preparing for Acorn Antiques the Musical

Does advertising in THIIS work?

Does advertising work in THIIS magazine.

This is what Julian Cobbledick of Assistive Partner thinks…

“We supply a range of software for healthcare.

Since our company’s formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in).

Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment.

And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several 14 www.thiis.co.uk

sales. So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts.

I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.”

Julian Cobbledick, Director, Assistive Partner

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

APEX closes Westmeria deal APEX Medical Corp has announced the completion of its largest acquisition to date in procuring Westmeria Healthcare Limited, The acquisition sees Westmeria join the APEX Medical Group in Europe forming a new company - APEX Medical Ltd. In August 2012 Apex Medical announced an agreement to acquire a controlling interest in Westmeria.

APEX says that it looks to increase its service capabilities and widen its distribution network across the UK, including expanding into the acute sector and that Westmeria’s current Dynamic and Static Mattress ranges will benefit from a rebrand to carry APEX’s visual identity.

Westmeria Managing Director, Nicola Rodker, said: “Bringing together Westmeria’s extensive knowledge of the UK healthcare market and history of producing innovative service based

Over 50,000 now in use The Treloar Trust has completed Vision Treloar’s, a £20m project to create one, nationally recognised, educational and residential centre of expertise for young people, on a single campus. It includes purposed –designed independent living skills flats with 11 Clos-o-Mat Palma Vita wash and dry toilets being installed.

The Palma Vita has in-built facilities which automatically wash and dry the user after toileting. It can be personalised at initial installation and later with over 150,000 permutations of operating mechanisms. There are now 50,000 units in place across the UK, in individual’s homes, specialist and mainstream schools, care establishments and public venues.

Many are in daily use over 30 years after first being installed.

The company website is at www.clos-o-mat. com

16 www.thiis.co.uk

solutions, enhanced by APEX medical’s experienced manufacturing capability, APEX believes it can deliver the ideal support to clinicians in reducing pressure ulcers throughout the UK.” The company says that pressure ulcers are estimated to occur in 4–10% of patients admitted to acute hospitals in the UK, resulting in pressure ulcers costing the NHS £1.4-2.1 billion each year, 4% of the total NHS budget.

For more information visit: www. apexmedicalcorp.co.uk

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‘Get prepared’ is the message at Trade Days Tony Mercer, Business Development Director at the Kirton Healthcare Group, delivered a thought-provoking seminar entitled ‘How to compete in an ever-changing marketplace’ at the show.

Tony is a well-known and respected member of the industry, with an impressive back catalogue of work with companies including Arjo, Sunrise Medical, DMA, Minivator and now Kirton. He also sits on the Board of the BHTA, giving him an excellent knowledge of the industry as a whole and the challenges and pitfalls that every business is liable to come up against regardless of the product or service they offer.

Tony says that experience has taught him how changeable the healthcare sector is and how quickly businesses of all types and sizes can be affected, for better or for worse, by trends, legislation or buying patterns. He feels strongly that future proofing your business is vital if you want to thrive, especially when we consider the way our society is headed.

Tony began his seminar by providing a clear picture of just how rapidly our marketplace is changing and why. Perhaps unsurprisingly the ‘Ageing Population’ topic was raised, as well as the potential opportunity or threat the growing use of the internet presents. Tony also explained that developments to how people access and purchase products and changes to our sales channels are also affecting the way we sell and will continue to do so in coming years.

He highlighted issues that will be all too familiar to some, such as continued pressure to cut costs while still meeting customer demands, as well as other developments that are still in their infancy (for now), including consolidation of purchasing and a trend for local authorities to transfer their supply of equipment to the private sector.

Tony’s advice? Get prepared!

“I’m not here to give you the answers,” he told 18 www.thiis.co.uk

the audience, “I just want to stress the need to be flexible and think ahead. Changes are happening and will continue to happen and all of us will be affected in some way, at some time.”

Tony did however give delegates tips on what action to take now to help their businesses in the future. His ‘Keys to Future Growth’ were summarised in 5 concise points: Understand your supply chain and choose carefully; the cheapest option is not always the best option.

Have a clear understanding of what you want from your business, in the short, mid and long term.

Do you know what is happening in your “Do you know what is target market? If not, happening in your target find out!

Understand market? If not, find out” your strengths and weaknesses then take steps to play on your strengths and improve on your weaknesses.

Do you have the right people and experience to get you to where you want to be? Don’t be afraid to change and invest in assistance where necessary.

Tony concluded with a quote to summarise his message: “History shows that’s it’s not the biggest or strongest creature that survives, it’s the most adaptable.”

If you want to get in touch with Tony about how Kirton can help you achieve growth in an ever-changing marketplace, call him on 07584 635522.

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Knightsbridge selected as preferred supplier to Scottish NHS

MD Alan Towns with Peter Denham, Operations Director

Following a competitive process, Knightsbridge Furniture has been selected as the preferred supplier for the Scottish NHS, which will see the company provide contract furniture to more than 200 hospitals across Scotland and the Isles.

Knightsbridge has secured two tenders, one for hospital and healthcare furniture and one for the challenging environments sector. This will see the company provide 205 Scottish hospitals, community hospitals and healthcare facilities with furniture from its expansive and design led collections.

The Scottish NHS tender, which covers all 14 health boards across Scotland and the Isles, focuses on price and quality of

20 www.thiis.co.uk

product with a major focus on customer support and service.

Knightsbridge Furniture has also been selected to fit out The Harbour mental health hospital in Blackpool following a competitive tender. The company was appointed by NHS Shared Business Services, working on behalf of Lancashire Care NHS Foundation Trust, to provide furniture for The Harbour, a new ÂŁ40m 154-bed facility designed to offer high quality, therapeutic care.

Knightsbridge manufactured a number of specially designed pieces of furniture, created with reinforced frames and durable materials, for many of the hospital’s bedrooms, dining areas and communal spaces, with bespoke items also being supplied. For more information call 01274 731442, or visit www.knightsbridge-furniture. co.uk

Stand out from the crowd with Handicare Handicare offers you a number of unique, market leading features to help you and your business stand out from the crowd.

Illuminated Footplate

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Whether it is safer hallways with the illuminated footplate, additional support for users with the Active Seat, unobtrusive rails with the revolutionary Slide Track or peace of mind for the user thanks to Voice Connect, we are delighted to offer our Trade Partners innovative and unique solutions.

We offer you the widest range of stairlift features and systems. Call our Trade Partner Support team or your Business Development Manager to find out how Handicare’s comprehensive range of straight and curved stairlifts can help you make everyday life easier for your customers.

Handicare and AKW to work together Handicare has announced that AKW has been chosen as a preferred manufacturing supplier. The company works in association with Age UK Trading to provide a selection of products.

Handicare says that, with the specialist product design and manufacturing capability of AKW and its own installation expertise, the two organisations will develop innovative bathroom solutions to help older people remain safe and independent in their own home.

Earlier this year, AKW launched iCare, the world’s first Bluetooth enabled smart electric shower. Additional safety features include thermostatically controlled water temperature.

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Next generation provides extra grip Electric Mobility has introduced what it describes as ‘the next generation of scooter transaxles’ in the form of the Max Grip LSD (limited slip differential gearbox).

The company says that, although the industry standard transaxle (differential gearbox) has served users well over many decades, the new transaxle on the Liteway 8 maintains maximum traction on low friction surfaces, when extra grip is needed and that the increased mechanical efficiency leads to increased average range and a better overall driving experience.

This product was launched at Trade Days 2015. Call 0800 252 614. The website is at www.electricmobility.co.uk

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Just what do OTs really think about you?

What do OTs think about businesses like yours? That was the subject of one of the seminars at Trade Days, based on a survey completed by 173 OTs which asked questions that it is very probable haven’t been asked before. Here are the results… they were aware of. Clearly getting an OT into the showroom is the first step to building that important relationship. Over 20% of OTs have never visited a retailer. Generally though, it’s clear that OTs do engage with their local retailers, with some of them visiting a number of stores.

The first question was about how many retailers with showrooms the OTs were aware of in their area. One of the interesting figures here was that 15.61% were aware of 5 or more retailers. It’s an indication of just how competitive the marketplace is right now. It’s also a warning sign to retailers who don’t have any relationships with OTs that they might well be missing out when it comes to referrals. Generally, most OTs are aware of the retailers in their area. The question is, of course, does that translate into business for retailers?

The second question was all about whether the OTs had actually visited the retailers that 28 www.thiis.co.uk

The next question asked whether, if they hadn’t visited a retailer, had they ever been invited? A very large majority hadn’t been invited.

The good news though, as you will see later in the survey, is that most OTs would be very open to visiting retailers if they have a reason to do so.

The important thing for a retailer to know is whether an OT “Over 20% of OTs would recommend them to their clients. visited a retailer” It seems that the vast majority, some don’t, some might and it seems that some never would, primarily because they feel it puts them in a difficult position. In this survey, only 15% said that they had never recommended a retailer. Over 30% are recommending either very frequently or frequently and that could well account for a very large amount of business.

So, why wouldn’t an OT recommend your business? Well, the survey received a number

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of comments on this subject but they can be summed us as having a policy to not recommend one shop, OTs saying that they are not allowed to recommend and believing that it would be unethical to recommend. It won’t come as too much of a surprise that some OTs are under the impression that retailers can oversell and push for sales of what they would consider to be inappropriate products. That’s why it’s important that retailers take the time and trouble to build confidence in the company and the people working in it.

An interesting comment was that ‘most of my clients cannot travel’ which indicates that the OT in question had no idea about the service retailers provide, including something as simple as home assessments.

Another comment that pretty much highlights the work that retailers have to do in order to have the possibility of referrals was - “I have to feel that I can trust a retailer before they make it onto my list”. It really is all about trust.

What would persuade OTs to recommend you more? They told us that having more contact with you, being more confident of your experience and ability and being more aware of the training that your staff have undergone are all important. Also, knowing that their colleagues were comfortable recommending a business would make a difference. Visiting a showroom would also help.

So, make sure that you have more contact with your local professionals. This doesn’t have to be face to face. For example, you could develop a simple newsletter, both email and paper versions, designed for professionals with

30 www.thiis.co.uk

new snippets that are going to be of interest.

You could also flag up all the training the team are undergoing and all the experience and qualifications you have. Inviting more OTs into the showroom is a simple way to show them what you can do and if you are lucky enough to have a professional sing your praises, then ask whether you can use their comments as a testimonial and if you can, use it in as many places as possible.

One of the best ways to engage with professionals is to provide them with some free training. It’s a promotional tool that has been used by a number of retailers and usually it is very successful. In fact, only a few months ago a training day organised by Yorkshire Care Mobility made the front page of THIIS magazine after producing a really successful event that attracted an awful lot of key professionals.

With that in mind, the next question we asked was whether OTs had ever taken part in any product training days organised by a local retailer. Just over 40% had, which is very positive, but just under 60% hadn’t, which highlights a real opportunity.

And, it seems, retailers are pretty good at organising the events. When we asked how OTs rated the training that they had attended, over 50% rated it as being either excellent or very good, with another 40% saying that it had been good.

Events like these is where support from the suppliers is vital. They can provide the trainers in many cases and it’s something that many of them will be keen to help you with.

So, if you go to the trouble of organising an event, will you get OTs to come. Well, it seems that you would. We asked how likely they would be to attend a training event and 37.65% said that it was very likely while another 48.77% said that it was quite likely. The message is that if you put on a worthwhile, useful and interesting event, you are likely to get an audience. Of course, it isn’t cheap and it takes time to organise, but the rewards are there for you as already experienced by the retailers who have been using this method of building a relationship with professionals already.

How best to contact OTs and keep in touch with them? That was the subject of the next

The Healthcare and Assistive Technology Society is the professional body for individual practitioners in assistive technology

3Installers 3 Technicians 3Fitters 3 Anyone who assesses or 3Product Specialists advises on products.

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Supporting staff, giving customers confidence

question. We asked them how they preferred to receive information about new products etc.

As you can see, over 86% said by email. That’s good news in so much as it’s a very low cost method of communicating, but it also has some challenges, such as building an email contact list and then getting through some of the security firewalls that are used these days.

We also asked just how many emails OTs were receiving each week from companies. 86% said that they were getting under 10 a week which sounds manageable. We also asked them what they felt about the amount of emails they were receiving. It seems that some 23% of them are keen to get more news, but 60% feel that they are already getting the level of emails that they feel comfortable with. 15% already feel that they are getting a few too many but the number saying that they were getting far too many emails was only just over 1%.

So where does that leave us as regards producing email campaigns to promote to OTs? While you couldn’t say that they are ‘emailed’ out right now, there has to be a danger that as more companies used emails as their primary contact method, the number saying that they are getting too many will rise quickly. That could signal more unopened emails and more unsubscribes in the future.

What’s for sure is that the content of any emails sent has to be good quality, interesting and easy to read. Get the content type wrong or send information that just isn’t interesting and you might find your emails don’t get opened very often.

32 www.thiis.co.uk

Over the past few years, we have carried a number of items in the magazine that have been penned by professionals and that have suggested the design of products in our marketplace is very poor. It has been suggested a number of times that companies don’t make enough effort to produce better looking and better functioning equipment.

Here at THIIS we have always defended manufacturers, pointing out that a lot of money is spent in research and development and that a great many of the products launched onto the market have had significant R & D investment and input from end users.

So, we thought it would be interesting to ask the question. Do OTs really have such a poor view of product design in the marketplace?

Nearly 20% told us that they felt products were very well designed and another 76% believe that products are fairly well designed. It seems that we aren’t quite as bad as some people would make us believe!

“It seems that we aren’t quite Finally, we asked OTs what companies as bad as some people would in our marketplace make us believe” could do better. As you might imagine, we had a lot of very different responses to this, but here are just a few: • More local demonstrations of equipment • Offer more or longer trial periods for equipment • Keep it simple. New powerchairs are all singing and all dancing, but are too complex for older people - stop trying to appeal to the ‘yoof’ market!

• Have more demo days • Make VAT exemption eligibility clearer for each product • Keep more regular contact with OTs • Offer good quality free training sessions • Produce simple summaries of the key points of a product. Some companies make you wade through pages and there is very little in the ways of technical details.

• Make adjustable parts colour coded to identify that they can be adapted • Advertise!

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came up a few times and is an indication that some OTs don’t believe that their clients are getting to see enough information about the options they might have.

So, that’s what OTs think about our industry and retailers in particular, but what do retailers think about their relationship with OTs? We asked a couple to comment.

One company that has always understood the importance of building relationships with local professionals is TPG DisableAids. Managing Director Alastair Gibbs told us: “As a company we have always placed a great importance on the relationships we forge with OTs and other healthcare professionals. We often see the profession as the voice of reason between client expectations and what is practical to achieve.

Clearly they will have an insight to the longer term outcomes that a client can expect and will ensure our sales effort is in alignment with that.”

Alastair added: “Also, in these days of tighter Local Authority spending, we find an increasing number of potential clients that fail the grant system and become private funding customers.

They will have started along the assistance route and gained good advice from the OT, but then they will need to be signposted to a retailer, as required by the Care Act. They are more likely to be referred to a company that the OT knows and is confident with, rather than simply picking one from the internet or yellow pages. We have gone on to provide equipment for OTs and their families later in life, which has been seen as a great vote of confidence in the service we provide.”

Finally, Alastair explained: “Whilst we clearly understand that the OT profession must remain impartial and not make commercial arrangements, we also see that by working together we can offer the mechanical solutions to their clinical problems.”

Steve Perry is the Marketing and Business Development Manager at the Mobility Aids Centre and has worked in the marketplace for over 30 years in both suppliers and retailers. He went back in time to sum up what he thought about working with OTs. “I think the relationship was best summed up for me 30 years ago when I was working for Everest & Jennings and is still true today. The relationship between retailers and therapists is a

34 www.thiis.co.uk

very important one as we have the same goals when evaluating products. The therapist has an in depth knowledge of their clients and their care plans. The retailer has access to a wide range of products and experience to offer solutions to the client’s needs. Jointly, we are both working towards the same goal of providing independent living solutions to make the clients life easier and more manageable, especially where carers are involved. We both want to improve the quality of life of clients whatever the condition and equipment needed.”

He added: “It’s not always possible to find a solution in every instance, but I have always felt that retailers and the industry generally would always suggest a suitable alternative even if they didn’t supply the equipment required. There has never been any mileage in selling a product for the sake of selling in a needs related market. The relationship is based on mutual professionalism and respect, with the client and carers being the main focus in our respective roles.”

Mike Williams from Ableworld agrees that it is all about building trust: “At Ableworld we think it is very important to build up good relationships with our OTs. We place an emphasis on building trust as we understand that, quite rightly, some OTs are cautious about dealing with some commercial businesses within this sector. Over the years, our specialist team has worked closely with a number of OTs to assess individual clients’ needs and then to find the best possible solutions and choice of products that suit those needs and also the clients’ environment. We hope that this has ensured trust in our Ableworld brand and strong professional relationships with our key staff.”

Looking for new position Experienced and commercially aware professional, with extensive knowledge of the healthcare/mobility and construction markets, is seeking a sales/business development role in Scotland/North UK. Route to market experience with Local Authority Housing, Care Homes, NHS, Private Individuals and Architects. Please contact Andrew on 07591 190140 or email dow.andrew@yahoo.co.uk

Contact us at: 9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE Tel: 01733 391900 Fax: 01733 391551 Email: mail@shineinternational.co.uk

WA-2710 Kinrin 14” Lightweight Wheelchair Aluminium EPC paint finish in Turquoise or Deep Pink. Flame retardant, padded nylon upholstery. The tyres are all pneumatic with quick release wheels on back axle. Arm rests pivot backwards.

Weight 13.5 kilos Price: £49.00

BA-7115 Adjustable Bath Seat Hangs from rim of bath with non-slip rubber tips.

Weight 2.1kilos.

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Walker Wheels (Pair) WA-3340 for 25mm tube WA-3343 for 22mm tube

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WA-2730 Venvel 18” Lightweight Wheelchair Aluminium EPC paint finish in Dark Blue with flame retardant padded nylon upholstery. The tyres are all pneumatic with quick release wheels on back axle.

Weight 15 kilos.

Price: £70.00

BA-7203 Drop Arm Commode Steel frame with EPC paint finish and push button pivoting arms. Height adjustable 14” to 18”. Includes plastic bowl & lid.

Weight 7.4 kilos Price: £34.35

BA-7201 Replacement Commode Bowls Also available in White with plastic handle.

Price: £5.89

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WA-2175 Barbey Folding Back 16” and 18” Wheelchairs Steel framed EPC paint finish in Turquoise, Light or Dark Blue, Light or Dark Red and Hammer Green. Flame retardant upholstery. Weights: 16” 19.2 kilos 18” 19.5 kilos Price: £49.00

BA-7204 Folding Commode Steel frame with a polished chrome plated finish. Includes a plastic bowl with handle.

Height adjusts from 16” to 20”.

Weight 7.2 kg.

Price: £39.40

BA-7230 Toilet Safety Frame An alluminium frame with push button, moveable arms.

Height adjusts from 28” to 32”.

Price: £14.00

new to the team Do you have a new team member? Why not let the industry know?

Just send us a short news item and photo.

New Area Manager for Radcliffe Elaine Cooper has joined Radcliffe Rehab as Area Sales Manager. Elaine has a number of years’ experience in the health care industry recently managing ‘More than Mobility’ in Northampton.

The company says that she brings a wealth of knowledge in seating, wheelchairs, bathing and toileting and mobility products. Elaine is going to be involved with improving the customer experience for Radcliffe locally to the head office in Brackley, Northants and further afield.

Call 01280 700256. The website is at www.radclifferehab.co.uk

accentu8 expands with new appointments accentu8 has expanded with two new appointments, taking on Lee Waters as the new office manager, while Lauren Kiff has moved from a part-time role to full-time key account management at the company.

Lee will manage the company’s quality systems and health and safety while Lauren will be communicating with customers and looking after key accounts.

Managing director Anthony Kiff said: “This expansion comes at an exciting time as we’re launching a new range of sofas and armchairs to complement the popular lotus rise and recline chair.”

The website for the company is at http://accentu8.net

Unique Active Seat: only available from Handicare This easy to fit, user controlled feature can be used with Elegance and Alliance seats to give the user a little extra help and support when needed.

Call your Business Development Manager to find out more.

Trade Partner Support Team 0844 225 3121 enquiries@handicare.co.uk | www.handicare.co.uk 36 www.thiis.co.uk

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New research points to slashing cost of home adaptions

Dr Atwal (left) and Dr Money

Switching from ‘one size fits all’ to a personalised approach based on free open source interior design software could dramatically slash the annual cost of adapting the homes of elderly patients on their discharge from hospital, according to new research from occupational therapy and computer science academics at Brunel University in London.

The research shows that more than half of the costly equipment from shower chairs to grab rails installed in their homes for such patients is ever actually used.

The researchers believe that the Brunel solution could also speed up the whole process of pre-discharge home visits by OTs, relieving hospitals of ‘bed-blocking’ elderly patients.

Dr Arthur Money, who led the team, said: “Pre-discharge home visits are routinely carried out to make sure the transfer from hospital to home is safe for the patient. But there are issues not only with the speed of the process but the lack of shared decision making which leads to more than half of assistive equipment installed not having been used when OTs make follow-up visits.”

He added: “While some adaptations may fall into the not-needed-yet-but-will-be-category, many patients end up with equipment they don’t understand how to use or is useless because it is installed at the wrong height. And many patients find the home visit itself demoralising, 38 www.thiis.co.uk

daunting and anxiety provoking. Our software turns the home visit into a collaboration between patient and OT.” OT lecturer Dr Anita Atwal says the software also helps bridge the information gap where elderly people are not quite sure what a piece of equipment is or does but are reluctant to show their ignorance “Half of the costly equipment to an expert. “As installed is ever actually used” OTs one of the most striking lessons from the research is when older people were placing items of what to us is part of our everyday work in the wrong places – quite clearly not understanding what the equipment was for.”

The team plans further developments to the software in the next phase of the research including the ability to introduce the patient into their adapted virtual home by building accurate to real-life scale avatars.

Trade Days through the lens...

Two days, over 140 trade suppliers, 100’s of retailers, loads of special trade deals, over 30 seminars, new relationships made, lots of business done – Trade Days ticked a lot of boxes for a lot of people again this year.

Here’s just a small snapshot of what was an excellent event…

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www.thiis.co.uk 41

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Date with PM for Roma Sport Roma Sport showcased a range of rugby and active wheelchairs and their unique patented measuring system – Contour Body Mapping at the GREAT Global Investment Conference (GIC) in London recently.

The chancellor, George Osborne, opened the event which showcased the best of Britain during one of the world’s largest sporting events and acts as HM Government’s flagship business event during the Rugby World Cup 2015.

Aaron Phipps, GB wheelchair rugby Paralympian and Roma Director John Pitt met visitors and dignitaries including the Prime Minister at the prestigious event.

Roma Sport has been manufacturing high end British made sports and active wheelchairs for the past three years. The company was established in the 1970’s and is a British privately owned concern located in Bridgend, South 44 www.thiis.co.uk

Wales. Over time, it has established strong links with Great Britain Wheelchair Rugby and the club league structure across the country.

A unique patented revolutionary system has been developed that enables people to sit in a purpose built piece of equipment – Contour Body Mapping – that is adjusted to their needs and registers their dimensions. CAD design is also used which compliments the build programme and offers an opportunity to view the wheelchair prior to it being built.

Call 01656 674488. The website is at www. romasport.co.uk

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OT advisor presents for supplier Repose Furniture is looking to strengthen its brand awareness by being part of the educational programme at the OT Show which takes place on the 25-26th November at the NEC. The company recently teamed up with OT Kate Sheehan, who joined Repose as the company’s in-house healthcare advisor and she will deliver a talk on the importance of seating.

Repose will also be carrying out a survey to uncover what specialist manufacturers can do to better meet the needs of healthcare professionals and their clients. It follows on from the company’s 2014 survey which revealed three quarters of OTs felt greater collaboration was needed. It was as a result of that survey that the company appointed Kate.

The OT Show is the UK’s largest Kate Sheehan will dedicated event for OTs and is aiming present at the OT Show on behalf of for an attendance of 4000+ OTs over Repose the two days. The website for the show is at www.theotshow.com

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tweet... tweet

Tweet... Tweet... Who’s there?

Here’s another set of ‘tweets’ that we like…

Never miss an opportunity. Mark from Kymco runs into one of his scooters at the airport and turns it into a marketing opportunity

Nice to be able to tweet about an appearance on the BBC!

The Blue Badge Company promoting the stand at Trade Days, which looked great.

A celebrity endorsement of sorts, but this one wasn’t intentional

You can’t beat an old fashioned, hand-written thank you letter.

This is rather special. In the USA, one of the industry Icon’s is Shelly Prial. He has helped over the years to promote THIIS magazine in the States and has written for us too. This year was his last Medtrade (well, he is 88 and has spent over 60 years in the industry!). In his honour, the show ran a Bow Tie Tuesday (Shelly is always in a Bow Tie). A really nice gesture for a real gentleman.

Remember that you can follow THIIS at @wwwthiiscouk 48 www.thiis.co.uk

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New research signals Wetroom growth According to new report by AMA Research, wetrooms represent the fastest growing sector of the UK bathroom market. The market is estimated to have grown by around 4% in 2014, and growth is forecast at 6-7% per annum over the next 2 years.

AMA Research is a leading provider of market research and consultancy services within the construction and home improvement markets. It says that demand for wetrooms has increased significantly over the past decade and they continue to grow in popularity. In total, it is estimated that around 5% of UK homes now have a wetroom installation.

The report suggests that, between 2010 and 2012, the UK wetroom market was comparatively volatile, in line with the uncertain economic situation at this time, with demand particularly impacted by the decrease in the level of new build housing and low levels of major refurbishment in the private sector. Since 2013, however, the market for wetroom products has seen a notable increase, with demand picking up as the economy improves.

The report says that the growth in wetrooms in the UK can be partly attributed to product innovations, with a number of components now available that make it possible for wetrooms to be installed on most floor types. Prices have also fallen, making wetrooms a more affordable choice to the mainstream consumer.

The floor formers and level access trays sector dominates the wetroom market with around 50% share by value, followed by waterproof tanking kits, glass wetroom panels and drainage

AKW is one of the leading suppliers of wetroom products and the sector is set to grow according to new research.

products, including shower drainage pumps.

According to AMA, the outlook for the UK wetrooms market in 2015 looks positive with good growth anticipated into the mediumlonger term. Demand should be supported by the emerging trend towards multi-generational households, the requirements under the 2014 Care Act and growth in the self-build market, among other factors.

The report suggests that Wetroom “Wetroom areas are likely to areas are likely to progressively replace baths” progressively replace baths, as a more practical and accessible alternative. By 2019, the market is forecast to have increased by 34% compared to 2014.

“Housebuilders are increasingly adding wetrooms to new build private homes in order to ‘add value’ and attract buyers” said Keith Taylor, Director of AMA Research. “Baths continue to be commonly specified in the main bathroom but the smaller second bathroom or ensuite is now more likely to have a wetroom installed, both for practical and aesthetic reasons.”

The report is available now and can be ordered online at or by calling 01242 235724.

The website is at www.amaresearch.co.uk

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on the floor at Trade Days

There was plenty going on at Trade Days and that included a number of new product launches. Here are just a few of the new items that made an appearance…

New innovations from Invacare Invacare introduced new products at Trade Days including an innovative new seating system to maximise postural support and comfort.

The TDX2 Ultra is a high powered positioning mobility solution that works with the client to help prevent shear and increase comfort.

A new ‘Extended Shear Reduction’ backrest mechanism offers 170 degrees of recline and the company says that the TDX2 Ultra is a new benchmark in complex power positioning.

Invacare also be introduced a new partnership with Chasswheel; an all-terrain outdoor powerchair that really can go almost anywhere on or off road with its unique, four-wheel drive chassis and suspension and new to the powerchair portfolio is the innovative and contemporary Pronto Air PT – the Personal Transporter that the company says is a new concept in mobility. The new Action 5 was also on the stand too.

52 www.thiis.co.uk

Roma New Reno for THIS March 2015_Layout 1 24/03/2015 09:25 Page 1

Storage Basket and Flip-Up Footrest

RENO II Powerchair

Also available in Blue

Easily Dismantled Without Tools

RENO II Special Features Unique frame locking system (Patent Pending) Easily dismantled without tools Large storage basket Maximum user weight 21 Stone (133kgs)

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

on the floor at Trade Days Latest alarms make an appearance Alert-iT launched the latest addition to its range of epilepsy monitors and alarms at Trade Days.

The Companion Mini is completely wireless with a digital movement sensor and the company says it is the most discrete system yet and can be applied in some of the most challenging situations when supporting tonic-clonic seizures.

With the subtraction of wires associated with other monitors the user is able to freely transport the device.

The Companion Mimi is designed with the highest performance sensor and is able to identify seizure induced movements whilst ignoring sleep activities before alerting via the Safelink Radio pager.

For more details call 01530 231215. The website is at www.alert-it.co.uk

Compact chassis on new chair The Neatech EVO3 Powerchair has a very compact chassis of 54 cm width in combination with full electrical functions, such as a unique semi-standing option.

The company says that the very low seat height of 45 cm in combination with 7 power functions make the EVO3 very suitable for users with a progressive illness. The Buddy Brace seating system is modular and easy to adjust.

Visit the website at www.neatech.it

54 www.thiis.co.uk

Silvalea is dedicated to providing not only the highest quality products available on the market but also to providing our customers with the best possible service, support and product training currently available.

Silvalea is one of the best known names in replacement patient sling manufacturing in the UK, with a heritage dating back to 1993. Silvalea is synonymous with innovation, quality and revolutionary design

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First scooter user session proves a hit Ableworld ran its first Scooter Proficiency Session recently.

The event, hosted by South Cheshire College, gave scooter owners the chance to brush up on their driving skills on a special test track.

Ableworld staff were on hand to hand to give people advice about keeping themselves and their scooters safe and Cheshire Police attended to carry out free scooter ID marking to deter theft and hand out free purse alarms. Ableworld

engineers also carried out scooter checks and information was available about insurance packages too. Scooter proficiency certificates were given out, along with a free goodie bag worth £30. The company says that it intends to run regular sessions in the future.

Papworth Trust donation Radcliffe has donated complex wheelchairs for clients of the Papworth Trust.

Jonathan Horne Managing Director of Radcliffe Rehab Solutions said; “I have been Guy Fairbairn Business Development Manager an admirer of the Trust for a Rehabilitation Service while now and I’m really very Papworth Trust with Mike pleased we are in a position to Sanderson, Area Manager for Radcliffe Rehab. assist Papworth to “re-enable” just a few of their clients.”

56 www.thiis.co.uk

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New guidance for children’s products Clos-o-Mat say that according to research, using functional rooms – including the bathroom – is the second biggest problem faced by the 750,000 families with a disabled child and the company has published a new white paper- Guidance & Considerations in the Provision of Toilet Aids for Disabled Children.

It aims to provide an easy to follow reference point for obvious- and not so apparentconsiderations in choosing paediatric toileting technology and is available for download from Clos-o-Mat’s website.

Call 0161 969 1199. The website is at www. clos-o-mat.com

Exclusive UK distribution rights signed Brace Orthopaedic has signed exclusive UK distribution rights to supply the FastForm SCB, a successful orthopaedic solution already established in North America.

FastForm is a hi-tech splint/cast/brace system (SCB) for the treatment of fractures and soft tissue trauma. Its technology ensures that the orthoses are adjustable, breathable and waterfriendly, offering many clinical advantages in comparison to traditional cast methods.

More details about the products and Brace Orthopaedic at www.braceorthopaedic.co.uk

58 www.thiis.co.uk

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

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N.I.C.E. support for winter warmer Angus Long, Managing Director of Embryonyx Ltd says that N.I.C.E have agreed the B-Warm is a solution that meets their new cold weather guidelines.

The B-Warm Heated Seat Cover is marketed as an effective and economical way of keeping warm in when temperatures drop.

According to The National Energy Action charity (NEA), Britain is set to face one of its coldest winters for 50 years because of very low temperatures in the Atlantic.

Angus told us: “Last month I met with NHS Innovations who have agreed to assist engaging with the likes of Local Authorities and Health and Well Being Boards to raise awareness of the B-Warm as a very cost effective and simple solution to combating ill health from cold homes.”

Embryonyx is on the look-out for any proactive businesses seeking a new product suitable for both the private and public sector markets.

Call 0845-3008823. The website is at www. embryonyx.co.uk

Exhibition Diary November 19 2015 – Kidz to Adultz Up North - www.disabledliving.co.uk/Kidz/North November 25-26 2015 – The OT Show, NEC. www.otshow.co.uk January 25-28 2016 - Arab Health, Dubai. www.arabhealthonline.com January 31 – February 1 – IIC Show, Manchester -www.iicshow.co.uk February 2-3 2016 – Moving & Handling People, London. www.movingandhandlingpeople.co.uk February 29 – March 2 2016 – Medtrade Spring - Las Vegas - www.medtrade.com March 10 2016 – Kidz In The Middle – Ricoh Arena, Coventry - www.disabledliving.co.uk/Kidz/Middle April 26-28 2016 Naidex National – NEC – www.naidex.co.uk June 29-30 2016 – Health+Care, Excel, London. www.healthpluscare.co.uk July 7 2016 – Kidz to Adultz Wales – Cardiff www.disabledliving.co.uk/Kidz/Wales September 25-26 2016 – Trade Days – NEC – www.tradedays.co.uk September 28 - October 1 2016 – Rehacare – Dusseldorf – www.rehacare.com November 1-3 2016 – Medtrade, Atlanta. www.medtrade.com

60 www.thiis.co.uk

The Viper’s all round suspension provides an exceptional driving experience.

Telephone: +44(0) 1422 314488 Email: info@drivemedical.co.uk Follow us on Twitter @drivemedicaluk

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Mobility Roadshow on track at Silverstone The Mobility Roadshow has announced that its 2016 event will be held from 26-28th May at the Silverstone Circuit, Northamptonshire.

Organised by charity Mobility Choice, the 2016 event will take place for the first time at Silverstone, home to The British Grand Prix and at the heart of international motor sport.

Visitors will have the unique opportunity to test drive adapted and wheelchair accessible vehicles (WAVS) around the iconic Silverstone circuit.

According to the organisers, Silverstone provides excellent accessibility and spacious exhibition facilities with ample parking on hardstanding surfaces. There will be exclusive access to the pit lane garages for vehicle display and track access, with indoor exhibition space in the Silverstone Wing.

The website is at www.mobilityroadshow.co.uk

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

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

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

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new on the market Floor protection addition ‘Wheelchair Socks’ are covers for wheelchair casters and RehaDesign says that the introduction comes after years of requests from wheelchair users.

The company offers three types of wheelchair tyre covers for manual wheelchairs. Wheelchair Slippers cover the big rear wheels. Mud Eaters also cover the rear wheels but are made from water resistant neoprene. Now the new product, Wheelchair Socks, are designed for the front casters.

Dr Gene Emmer said: “For a decade we have sold RehaDesign Wheelchair Slipper covers for rear tyres.

Wheelchair users have told us they help to keep their floors clean from dirt and free from black tyre marks.”

Like Wheelchair Slippers, Wheelchair Socks feature a special fabric with a lining that grips to the wheels to prevent slippage.

The website is at www.RehaDesign.com

Self-contained showering cubicle launches Nicholls & Clarke has launched Aqua-Magic, a self-contained showering cubicle that can be installed within a day. The range includes wall panels that have been designed to fit flush with the shower tray, resulting in a leak-free showering solution and negating the need for silicone.

Aqua-Magic represents the epitome of manufacturing excellence due to There’s an anti-limescale coating that reduces the need to clean.

The Aqua-Magic+ features a 150kg fold down shower seat, anti-slip flooring and secure grab rails.

Call 0208 586 4600 or visit the website at www.nichollsandclarke.com

Sunrise launches lightest folding wheelchair Sunrise Medical has announced that it has developed the lightest folding wheelchair in the world - the new Xenon2.

The new chair is available in 3 frames, Xenon² FF - The lightest, Xenon² Hybrid - The strongest and Xenon² SA - The All-rounder The chair weighs as little as 8.8kg and uses premium frame materials like aerospace-grade aluminium and an innovative process - ShapeLoc Technology.

There are 32 frame colours and 5 distinctive anodised styles to choose from for the castor fork and wheel. The new and improved axle stem provides easy height adjustment. It can also be cut to match a users’ desired rear seat height too.

For more information, call 01384 446666 or visit http://xenon2.sunrisemedical.eu/en 64 www.thiis.co.uk

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new on the market New bath range with energy-efficient features

Chair designed for shower toilet

www.movingandhandlingpeople.co.uk

Gainsborough Specialist Bathing has a new bath range, including variable-height baths with powered traverse seat and reclining baths for improved postural control.

The new Gentona, Ezara, Sentes, Torin, Alera and Talano baths feature lower running costs with depth indicators and auto-fill options combining to deliver an extremely economical, energy-efficient bathing solution. The range also has improved operational efficiencies, with reduced bathing cycle times The website is at www.gainsboroughbaths.com

MHP16_Ad.indd 1

Daily Care has introduced the TRIO Raise & Lower Toileting/ Shower Chair which is designed specifically for use with the Geberit AquaClean 8000plus Care shower toilet.

The TRIO chair raises up gently at the touch of a button before being simply lowered directly on to the Geberit AquaClean Care WC seat giving the user access to all shower toilet functions. The chair‘s seat mesh is easy to remove for cleaning and includes an aperture and is coated in an antibacterial solution.

Call 0800 032 9629 or visit the website at www.geberit-aquaclean.co.uk

‘Care in Action’

Safe Routes to Best Practice Tuesday 2nd & Wednesday 3rd February The Human Rights Action Centre, London EC2A 3EA

The essential CPD-certified learning event for anyone moving and handling people in healthcare • Practical, interactive workshops using the latest equipment • Peer-to-peer networking and problem-solving • Topics include single-handed care, dementia and touch, and ‘Trial by Jury’ • Focus on the new Care Act Limited places so book now at www.movingandhandlingpeople.co.uk Early bird discount available Disabled Living Foundation

Tel 020 7289 6111 Email mhp@dlf.org.uk Web www.dlf.org.uk Reg Charity No 290069 6/30/2015 10:55:36 AM

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New label combines fashion and function

Katie Ellis has launched a new clothing line that was inspired by her grandmother

These days, customers not only expect their products to function properly, but also to look good and fit into their lifestyles.

The Able Label is a new clothing brand that has fully embraced this concept and is aiming to provide customers who struggle dressing with stylish and comfortable adapted clothing.

We spoke to Director and Founder of the company, Katie Ellis, about what inspired the brand, what the collection consists of and what sets ‘The Able Label’ apart from other adaptive clothing ranges out there.

Launched in October this year, The Able Label is Katie’s brainchild. She is a lover of fashion who studied the subject at Manchester University before becoming a buyer for popular lifestyle fashion brand White Stuff. According to Katie, the inspiration for the new clothing range came from her Grandmother, who had Parkinson’s.

The Background Katie explains: “I saw my grandmother go through several stages with Parkinson’s; firstly not being able to physically manipulate the fastenings on a garment; secondly not knowing what to do with the garment once the onset of Parkinson’s dementia began; and thirdly needing assisted dressing from carers as she moved into a care home offering 24hour care.”

70 www.thiis.co.uk

Despite requiring extra support dressing, Katie’s Grandmother still wanted to remain as independent as possible whilst staying stylish and retaining her confidence and identity. Together, “White Stuff had very high Katie and her standards of quality with Grandmother realised that the selection attention to detail being key of adaptive clothing and I guess this has been available focused mainly on function ingrained in me” and often overlooked the fashion aspect.

Katie decided to create a brand that would tick all the boxes for both style and function to help those in a similar situation as her Grandmother.

Drawing on her experience in the fashion industry and a keen eye for colours and prints, Katie has launched the new brand. She told us: “Having worked on ranges from design stage to

Providing vital living aids to improve quality of life, enabling people to live more independently For more information and to receive a catalogue please contact sales on 0121 543 1336 or email sales@paroh.co.uk or visit www.paroh.co.uk Brand by

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store, I had a clear understanding of the strict, time sensitive processes involved and working very closely with the factories, I learnt how to ensure the garments were executed to the highest standard.”

She added: “White Stuff had very high standards of quality with attention to detail being key and I guess this has been ingrained in me as it is also prevalent in The Able Label.”

The Collection To create the functionality required in the new adaptive clothing brand, Katie used her first-hand experience of the difficulties her Grandmother faced and consulted with various groups, such as running numerous wearer trials with groups including Occupational Therapists and Different Strokes.

From this research and testing, the company identified a number of different requirements that a user may face, focusing on physical, cognitive as well as assisted dressing needs.

In terms of the physical needs, the collection has an ‘EasyFasten System’ that uses easy touch hook and loop closures which remain securely shut but are easy enough to undo. For cognitive needs, the ‘EasyFasten System’ also utilises colour coordinated internals so users can find armholes and match the correct hook

72 www.thiis.co.uk

to loop easier. The Able Label also uses wrap style; making dressing quicker, easier and safer for carers as there is no need to lift feet off the ground. Each element of clothing has been designed with the user in mind, with all clothes made from viscose/elastane – viscose is natural, soft and breathable whilst elastane provides extra stretch and comfortability – and can all be washed at 40°C then hang dried reducing the need to iron.

The collection is currently aimed at women and has been designed to be ageless; focusing on timeless styles that would appeal to anyone aged 30 to 100+ who experience difficulty dressing.

Katie explained: “The first range consists of several wrap styles including flattering dresses and tops as well as elegant skirts. There will also be an extremely comfortable, high-wasted trouser available which has no fastenings at the waist and a concealed zip at the ankle, which can be opened to fit more neatly over casts and bandages. Layering pieces include a front fastening vest and a waterfall shaped cardi, which has an extra-large hook and eye closure and concealed zip at the cuff for a neater fit over casts and bandages. All items can be mixed and matched with colours within the range easily coordinating.”

She says: “Many people highlighted that

The first range consists of several wrap styles including dresses, tops and skirts.

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Katie has experience from a high profile brand and intends to maintain the same high standards in her own business.

having dressing difficulties also impacted their confidence and self-esteem. The Able Label range therefore not only aims to enable individuals to become more independent, but also to look and feel good in the clothes, encouraging confidence.”

Prices start from £25 (£20.83 ex VAT) and the range is eligible for VAT relief.

The Future The brand may have only just launched but Katie and the team have some big aspirations for the future. As well as being backed by Parkinson’s UK who are selling the collection, new industry player Spring Chicken has also chosen to sell the brand, with Katie explaining that there was a natural match as the retailer places equal emphasis on items which look good and work well.

In the long term however, Katie has set her sights on department stores and dreams of seeing her range stocked next to mainstream clothing brands. “The Able Label offers quality, comfy, stylish clothes which simply have the

74 www.thiis.co.uk

added benefit of being easier to dress. Our view is that there is no reason why adaptive clothes shouldn’t be more accessible and sit alongside other “Our view is that there is no mainstream brands.”

The question has reason why adaptive clothes also been raised shouldn’t be more accessible regarding a possible menswear collection and sit alongside other - Katie confirmed this mainstream brands” is in the plans, but for now the focus is on establishing The Able Label in womenswear.

For more details on The Able Label range and to see items available, visit www.theablelabel.com

Seen in all the best places!

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

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

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

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

www.bhta.net

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Do you have what it takes to work for the world’s largest wheelchair manufacturer?

Product Innovation is at the heart of everything that Sunrise Medical do.

We are looking to expand the already successful sales team, in order to support the launch and introduction of a series of ground-breaking new products into the Retail and NHS Markets.

Exciting time ahead – do you want to be a part of it?

Sunrise Medical are recruiting for 2 roles and the ideal candidate will...

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Have wheelchair experience or

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Come from a product, clinical or Rehab Engineering background

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Be familiar with or have worked in the NHS or a Mobility retail segment

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Be accountable, hardworking and conscientious

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Be hungry to make a difference!

Territory Areas: Area Sales Manager – South East, Greater London, Surrey, Kent, Sussex

Ropox started making adjustable height tables for Occupational Therapy departments in Denmark over 50 years ago. We still make a great range of tables, but have since become specialists in designing and equipping kitchens and bathrooms for people with disabilities. We do this using innovative market leading products in a way that optimises space, movement and access within these rooms.

We are looking to recruit an enthusiastic sales person in the South of England to help drive our sales and spread our expertise in this area.

Working with our distributors, the main focus will be gaining specifications for our products from Occupational Therapists, Architects and other Healthcare professionals.

This will be through presentation of CPDs, attendance at training/open days and exhibitions as well as individual appointments. Product demonstration during these activities can sometimes be physically demanding.

Applicants would need to be:

Product Advisor Retail - South East, Greater London, Surrey, Kent, Sussex (Dealers)

• Ambitious and able to work independently in an organized and proactive way to achieve results

Highly competitive salary plus benefits

• Experienced in sales to the healthcare/rehabilitation market

Any direct or third party applicants made directly to Sunrise Medical will be forwarded to Ciaran Atkinson at Midas Selection.

Please send your CV to Ciaran Atkinson: ca@midas-selection.com or call 01133 572092 for a discussion.

• Proficient at IT, with excellent presentation skills • Prepared to travel across the South of the UK with some overnight stays A competitive salary and car will be provided.

Applicants should e-mail their CV with a covering letter by November 19th to: Nils Bundgaard, Export Sales Director, Ropox – nb@ropox.dk

Midas Selection Ltd specialises in recruiting Sales, Marketing, Purchasing and Supply chain professionals across the Healthcare sector. Midas Selection Ltd operates as an Employment Agency.

PRODUCT SPECIALIST SOUTH EAST ENGLAND Therapy & Mobility: Quest 88 products assist disabled children and adults with their physical development, rehabilitation and participation in cycling and other leisure activities.

The Role: As part of a positive, enthusiastic and growing national and international sales team, the Product Specialist will be responsible for increasing, developing and maintaining sales and customer relationships within their sales area. This will involve product assessments and demonstrations with end users, parents, health care professionals and local authority representatives.

The role also requires participation in both regional and national exhibitions as well as road shows (Come and Try events).

The product portfolio includes equipment designed to assist disabled children with their physical and cognitive development, rehabilitation equipment for adults and also inclusive cycling and sports equipment.

Check the ‘Jobs On Offer’ section of the website for more opportunities

A full, clean driving license is essential and applicants will be required to have an enhanced DBS check before employment commences.

The Area: South of the Thames extending to Kent in the East and Sussex, Surrey and Hampshire in the West.

Salary based on qualifications and experience.

Send applications to applications@quest88.com

www.thiis.co.uk

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 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. 10th & 11th – Block 1: Mechanical, 17th & 18th – Block 2: Technical, 25th & 26th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Sunrise Medical Limited - Power Mobility: Matching Technology to Need (CPOW) - Wednesday 11th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – Toileting Sling Solutions - 11th November 2015 - Interactive Online Training. FOC. Sunrise Medical Limited - Power Wheelchair Assessment (CPDE) - Thursday 12th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – In-situ Sling Solutions - 12th November 2015 - Interactive Online Training. FOC. JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 12th November 2015 - Free of charge – Peterborough Medilink - Social Media, create an online communications strategy which impacts on your business’ bottom line - 11th and 12th November 2015 - Leeds (venue TBC) - £995 (£495 with SIP discount for eligible SMEs) Sunrise Medical Limited - NEW FOR 2015!

Powerchair Special Control Systems and Programming - Prescriptive Need and Practical Training (TPSM7) - Tuesday 17th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – 18th November 2015 - Ilminster. FO, including Lunch.

Global Training by Silvalea – Amputee Sling Solutions - 18th November 2015. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harness Solutions - 19th November. Interactive 78 www.thiis.co.uk

Online Training. FOC. Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Clinicians (CSEA) - Wednesday 25th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders Sunrise Medical Limited - The JAY Portfolio - a Clinical Perspective (CJAY) - Thursday 26th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders

DECEMBER 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. 1st & 2nd December – Block 1: Mechanical - 8th & 9th December – Block 2: Technical - 15th & 15th December – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Sunrise Medical Limited - Power Control Systems and Programming (TPSM5) - Wednesday 2nd Thursday 3rd December 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Global Training by Silvalea – Paediatric Sling Solutions - 9th December - Interactive Online Training - FOC. Sunrise Medical Limited - Powerchair Control Systems and Programming - Practical Training (TPSM5/P) - Tuesday 8th December 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Global Training by Silvalea – Sizing & How to Measure - 10th December - Interactive Online Training - FOC. Global Training by Silvalea – Complex Sling Solutions 1 - 16th December - Interactive Online Training - FOC. Global Training by Silvalea – Complex Sling Solutions 2 - 17th December - Interactive Online Training. FOC.

CONTACTS FOR BOOKINGS Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Sunrise Medical – Laura Payne on 01384 421 538, email laura. payne@sunmed.co.uk, or visit www.

SunriseMedical.co.uk/STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@silvaleaglobaltraining.com or visit www. trainingbysilvalea.com Quantum Rehab – Call Hayley 01869 324600 or email sales@quantumrehab.co.uk Pride Mobility – Call Dave on 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 JCM – Contact Rachel Davis on training@jcmfactory.co.uk Medilink – Contact Medilink skills coordinator on 0114 232 9292 or visit the Ascend skills programme website at www.ascendskills.com Kirton Healthcare – Call Liz Gatt on 01440 765017 or email lizgatt@ kirtonhealthcare.co.uk

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NEW automatic safety sensor that reduces speed around corners (optional)

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NEW removable seat for easier lifting

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NEW carbon fibre components – only weighs 21.85kg without seat

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NEW adjustable ergonomic armrests

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NEW high visibility LED light

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Folds in a single, simple movement

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Larger pneumatic tyres

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Ultra-lightweight lithium battery – 2.65kg

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Enhanced 270w motor and 70ah S-Drive controller

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4mph with extended range of up to 15 miles (24km)

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115kg (18st) user weight capacity

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Available in bronze and white

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THIIS is produced by BHTA Engage: 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH Tel: 01933 278 086 E-mail: newsroom@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.