Thiis Oct 13

ISSUE 181 • OCTOBER 2013

THE HOMECARE INDUSTRY INFORMATION SERVICE

Telecare products on high street but not yet in people’s minds Dragon investment for dementia product New software for service function

it to ON! p e e k t ’ Don S IT S A P f yoursel CIRCULATION LIST

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12

YEARS OF SUCCESSFUL TRADING

Size Chart Petite

WALE S RE

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3 sizes, 4 back designs, 1 great price - £485 Also available in 2 motor versions.

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2002 - 2013

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Manufacturers of Bespoke & Contract Rise & Recline Chairs Call our Sales Hotline on 01446 772227 Wilcare Wales Ltd, Vale Business Park, Llandow, Cowbridge, Vale of Glamorgan CF71 7PF Telephone: 01446 772227 Fax: 01446 772226 Email: info@wilcarewales.co.uk Web: www.wilcarewales.co.uk

Proudly made in the UK

CE Marked products. Motor actuator/electrical systems conform to all known EU-CE requirements for low voltage and EMC levels. All fabrics conform to BS5852 parts 1&2 test procedures for the fire retardancy levels 0, 1 and the majority to woodcrib5.

The Senydd

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D LT

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Waterfall Back

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201 1

contents OT Show gains momentum....... 4 Manufacturing award................ 8 Focus on safety pays off......... 10

From the Editor

New online look....................... 14 More support for Trade Days.. 16 Window display does the business.................................. 22 30 years up and new factory.. 24 New service software.............. 28

As you might have read in a recent news bulletin, we have a new website.

The new website is designed to make it easier for visitors to see more information on the site, which is now quite a size. All the latest products, news items and jobs on offer are featured, along with a lot more.

As well as being available to download as a PDF, the magazine is now also available to read online with a page turner system. Each of the adverts has a link to the advertisers website too, increasing the exposure further for companies that use the magazine to promote.

The Team Blog section is also a busy area and you can comment on the items that you might have seen in the ‘Points of View’ section of the magazine.

If you have products that you would like to promote on the THIIS website, then details of what to do are in the ‘About Us’ section.

201 1

Dragons fund dementia product ................................... 30 Telecare marketplace update.. 36 Franchise operation reaches milestone................................. 44 Really useful launch................. 50 Retailer pushes telecare option...................................... 60 Points of View.......................... 64

on the front We have a new website – more detail on page 14

If you don’t already receive the weekly update, then all you have to do is to visit the site and register for the updates as a Trade Visitor. You’ll see the sign up button just under the main images on the home page.

Thanks to a THIIS reader for sending in this photograph seen at a crocodile reserve in South Africa.

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

You can find THIIS on Twitter at wwwthiiscouk

David N Russell AD4

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

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New OT Show gains momentum The new OT Show, scheduled to take place for the first time in November, has been steadily gaining support from both the trade and OTs. Here’s an update on the new event…

Earlier this year news broke about the launch of a new show for Occupational Therapists.

The OT Show takes place on the 26th and 27th November at the NEC and is being produced

by CloserStill Media, the company that is also organising the new trade only event, Trade Days.

When details of the new show emerged, there was some debate as to whether the industry needed another show and whether OTs needed another event, bearing in mind existing events run by Naidex and the College of Occupational Therapists.

However, it seems that the new OT Show has gathered momentum. There are now over 100 exhibitors booked into the show and CloserStill have over 2,500 OTs registered for the event so far.

Being registered doesn’t mean that they will attend of course, but it is possible, if the momentum continues, that the launch event might see more OT’s in one place than any other event seen before in the UK. Phil Nelson is one of the directors of CloserStill.

He explained about the philosophy that they use to create a new event. “CloserStill Media specialise in running events for healthcare professionals, offering delegates relevant and practical content as the main reason to visit.

The objective is to provide a conference that competes with the best training available and qualifies for CPD where appropriate. This is then made available free of charge.”

According to Phil, it’s a well tried and tested model. “It has proven incredibly popular with a variety of healthcare professionals ranging from hospital doctors and managers to community pharmacists, GPs, dentists and clinical pharmacists. With healthcare training budgets shrinking or non-existent perhaps the success is not so surprising. The events are supported by exhibitors who fund the whole thing by taking stands. In turn they are rewarded by being in the heart of an event with thousands of relevant visitors in attendance.”

Phil explained more about the background to the event. “In 2012 we were approached

to run a similar event for OTs. The ingredients were all there. OTs need and want to learn, they don’t have the opportunity to get independently programmed relevant content free of charge and they are under extreme budgetary restrictions when it comes to training.”

He added: “In-depth “At an individual level OTs were research using a due saying yes please to the idea of what diligence company gave we were doing” us the opinions of more than one hundred OTs and they overwhelmingly supported the idea, gave us a strong indication of what conference themes they wanted to see and gave us some interesting pointers into how to run and promote the event. At an individual level OTs were saying yes please to the idea of what we were doing. For this reason we never saw the event as anything but hugely well supported. And actually since we started we have enjoyed this positive reception from individual OTs. That’s why we never doubted what we were doing, and are “We never doubted what we were not surprised to see how doing, and are not surprised to see things have panned out.” how things have panned out” As Phil has already mentioned, the educational content is crucial. “We worked with OTs, and in particular with The OT Practice, to put on a relevant programme covering the range of fields OTs work in and making sure the best speakers were enlisted to cover each topic. Once again the speakers, predominantly OTs themselves, were massively supportive of what we were doing. And when the programme started getting promoted OTs started registering.”

Kate Sheehan reflects “We now find ourselves a little over the profession’s support two months away from the show with when she comments: “The more than 2,500 booked in to attend” OT Practice is delighted to be supporting The OT Show. The combination of excellent free CPD and the opportunity for OTs to update their product knowledge is an opportunity not to be missed”.

And they have been registering in numbers as

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Phil explained: “At the same time we found there were a myriad of specialist as well as general suppliers who bought into what we were doing.

Having originally set out to attract about 1500 delegates we now find ourselves a little over two months away from the show with more than 2,500 booked in to attend. Again having originally hoped to secure 100 exhibitors we have twice had to expand the floor plan as we are already well over that number and many have taken bigger stands than we anticipated.”

OT’s are overwhelmingly supportive. Fiona James of Southern Health describes it as “A good idea and great way to keep up to date”, Sarah Dowie Head OT at Stoke Mandeville says it has “lots of potential to be great”.Saeed Shoman like many is “looking forward to develop my knowledge”, Adam Ferry, Occupational Therapist is looking forward to “networking with other OT’s, listening to some excellent speakers and discussing technical details with exhibitors”.

“Obviously it’s too early to say how successful the event will prove” Phil suggested, “but at this stage you couldn’t have asked for more. We have a team who are contacting OT departments in local authorities and the NHS as well as in the private sector. The response continues to be overwhelming, OTs are organising themselves

Dementia focus added to Care Show A new Dementia Care Show is running alongside the Care Show in Birmingham this year. The show takes place on November 12 & 13 at the NEC. The Sensory Hub at the new Dementia Care Show will provide visitors with an imaginative walk-in immersive space that by combining light, sound and projection will demonstrate how immersive experiences can create unique environments for the care and treatment of dementia patients. Visitors will also be able to see how personalised reminiscence therapies and experiences can be created by uploading photos, videos and sound, and how cognitive responses can be stimulated in a focused space where sharing and listening is encouraged.

For more information on the show, go to www.careshow.co.uk

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October 2013

to ensure cover is provided and as many as possible can attend. We are working with them to help with travel arrangements so it’s as economical as possible for them to make it to the NEC in November. We are all looking forward to welcoming the biggest gathering of OT’s the UK will have seen and a really exciting event.”

The website for the event is at www. theotshow.com

The exhibition floor has been extended a couple of times as more companies take the decision to support the new event.

New planning service for sensory rooms SensoryPlus is offering customers a free design service. The company says that planning and designing a sensory room can be a somewhat daunting process with customers often wondering where they should begin. The team at SensoryPlus guides customers through the entire process.

David Payne, SensoryPlus Product Manager, said: “Sensory rooms and environments come in various shapes and sizes, and so it can be difficult to know where to start. However, customers

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Room design isn’t about spending the entire budget or using every plug socket.”

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Manufacturing plaudit for Mackworth Mackworth Healthcare is celebrating a recent victory at the Bridgend Business Forum awards. The company collected the Manufacturer of the year 2013 award at a glittering ceremony, hosted by celebrity Sian Lloyd.

Managing Director Neil Smith said: “We’re quite surprised to have won this, particularly against such strong competition within the category.

However it is wonderful to be recognised for such hard work in line with our tremendous growth and manufacturing standards created to date.”

Neil gave thanks to the company’s existing and newly developing customer base, his loyal staff, Bridgend County Council and the Business Forum for all such educational events and general support on offer. He said that the team at the Economic Development Unit have been a great help, adding “Without grants such as the Local Investment Funds, I can categorically state that we would not have employed as many people, or progressed as we have in the last 9 to 10 months. The L.I.F grants helped purchase capital equipment in the form of computer numerically controlled, laser guided sewing machinery. These

items improved our product output tremendously and as such encouraged local and national job creation.”

Neil continued; “The innovation & Research and development grant allowed us to buy a very specialist sling test rig, whilst improving continuity of EN BS 10535 compliance and in turn “Without grants such as the Local encouraging growth in to Investment Funds, I can categorically overseas markets.” state that we would not have Since acquisition last employed as many people” November, Mackworth Healthcare has created 19 new positions with a further 8 to follow later this year, subject to continued growth plans.

Neil tells us that the business has a substantial order book for both UK and export markets, Grants have helped in taking it to the end of 2014. the development of the Call 0800 779 7218 or visit the website at www. company and resulted mackworth-healthcare.com in new positions being created.

From left to right: Jeff Peters (Bridgend Council), Neil Smith (MD Mackworth), Lee Reeves (GM Mackworth) and TV Personality, Sian Lloyd.

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Focus on safety pays off with new accounts According to Sitting Pretty, a big promotional campaign has opened a number of new doors and led to impressive growth over the past year or so.

Managing Director, Jim Henderson told us: “Our growth has been incredible, particularly over the past 12-18 months. We’ve opened dozens of new accounts in both the mobility and soft furniture retailer sectors purely based on a huge promotion that we have been running over the past 6 months.

Jim added: “We have invested over £50,000 on our vision to take the company to the next level, with targets for new accounts in different markets. We have achieved the target before our next exhibition which will be at Interiors 2014 in January at the NEC.” He is in little doubt as to what has been the key factor in the success. “The direction we have taken was a little brave for a small company like ours. We studied our markets and discussed which direction we should go in and the four directors were unanimous in terms of the strengths that we have in the business. We believed that we should target not just the mobility sector but also independent soft furniture retailers purely based on the product receiving such good comments from retailers regarding our quality, the finish and our popular safety barrier design.”

Jim says that he is delighted to see the brand grow and in particular the success of the safety device which is being added to so many orders.

“Initially when I designed the device back in 2009 I was wondering whether I was wasting valuable time,” he told us. “I was certainly questioning whether I should be concentrating on other things

The safety device is now being fitted on a good percentage of the chairs supplied.

10

October 2013

in the business but I persevered with the concept Sitting Pretty MD Jim believing that one day it may become a popular Henderson has a lot to smile about after securing signature feature of our chairs. I was keen that more business for the Sitting Pretty would be able to offer a different company over the past option when it came to anti-entrapment safety few months. features.”

According to Jim, after showing the idea and design to regulatory authorities in 2010 the company decided to file for a full European patent, which was granted in 2011.

“We’ve opened dozens of new And Jim says that the accounts in both the mobility and soft addition of the safety furniture retailer sectors” feature is now becoming standard in some market sectors. “After producing more and more chairs with the design fitted it became easier to fine tune the manufacture process and today it is as easy to fit a chair with the barriers as part of the production process as to send the chair out without it. Our county collection, which is predominantly aimed at the soft furniture market purely “Initially when I designed the device because there are limited back in 2009 I was wondering sizes and options available whether I was wasting valuable time” compared to our more familiar made to measure ranges, have our integral safety barriers fitted as standard. While we originally thought it would be just a safety option it’s now apparent that it makes the whole aesthetics of a lift and recline chair more pleasing on the eye.”

Jim says that the safety device has become so popular the production figures for the company have doubled in 12-18 months. “We are averaging “I persevered with the concept weekly figures of around believing that one day it may become 100- 130 lift and recline a popular signature feature of our chairs and the device is chairs” fitted to approximately a third of these. It’s very pleasing as it is a part of our business that differentiates us from other manufacturers and we have the protection of the patent too (Safety seating device EP 2368458). I now can safely say given the weekly production figures, my time developing it was well spent!”

Sitting Pretty has already booked a stand at the new trade only business to business event, Trade Days and Jim says: “We are looking forward to the debut of the New Trade days exhibition in October 2014 and hope that retailers will come along to our stand and see some new designs on show.”

To contact Sitting Pretty you can call the sales team on 01773 717123 or email them on sales@ spchairs.co.uk The website is at www.spchairs. co.uk

www.thiis.co.uk

E-mail: info@thiis.co.uk

FIND OUT WHY SO MANY DEALERS ARE SWITCHING FINANCE TO FIRST SENIOR TRIPLE STAR FINANCE

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Feeling the sound A new Monitoring system has been designed so parents and carers with hearing loss can feel sounds. The V120 from amplicomms will allow parents and carers to remove their hearing aids at night and know they will still be woken by noises during the night too.

The new Watch & Care V120 secured monitoring system has audio visual monitoring with the add-on option of a powerful vibrating pad, which can be placed under a pillow/ mattress and vibrates when sounds are transmitted.

Mark Catling, Head of Business & Relationship Development at Action on Hearing Loss (formerly RNID), says, “This digital monitoring system has been specifically designed to meet the needs of people who are deaf or hard of hearing with its vibrating alert and optional vibrating pad. Nobody wants to compromise on safety or security in the home so this system offers a much needed solution for families and carers.”

The system is ideal to watch over babies, elderly or disabled relatives with two-way

communication so you can speak to one another.

The high quality LCD colour screen provides live video monitoring with night vision over 19 secure and interference free channels offering a coverage area up to 150 metres and its sensitive microphone will pick up even the quietest of sounds.

The product is featured on the website at www. actiononhearingloss.org.uk/shop

Supplier learns more through OT Survey

Exhibition & Event Guide

With all the current talk of the complexity of OT’s specifying equipment, ceiling hoist manufacturer OpeMed has commissioned a survey for UK based practicing Occupational Therapists.

According to the company, the aim is to understand how suppliers in the healthcare industry can support and facilitate the process of OT’s specifying equipment.

Managing Director Nick Kent told us: “We already have over 500 entries and the data is proving very interesting. The results will enable

12

OpeMed and fellow manufacturers to further tailor our offering and will be invaluable for our UK sales force and our distributors worldwide in understanding a little more of what OT’s really want. In appreciation for them taking the time we are entering all participating OT’s into a prize draw to win an iPad Mini.”

Nick says that the results will form part of an official evidence based whitepaper that will be published and available to THIIS readers.

The Opemed website is at www.opemed.net

November 12-13 2013 – Care Show, NEC. www.careshow.com November 20-23 2013 – Medica, Dusseldorf. www.medica.de November 21 2013 – Kidz Up North, Event City, Trafford Centre. 0161 607 8200 www. kidzupnorth.co.uk November 26-27 – The OT Show, NEC. www.otshow.co.uk January 27-30 2014 - Arab Health, Dubai. www.arabhealthonline.com January 29-31 2014 - Moving & Handling People, Business Design Centre, London. www.movingandhandlingpeople.co.uk March 10-12 2014 – Medtrade Spring, Las Vegas. www.medtrade.com March 27 2014 – Kidz in the Middle, Ricoh Arena, Coventry. www.kidzinthemiddle.co.uk April 29 – May 1 2014 – Naidex National, NEC. www.naidex.co.uk June 3-5 2014 – OT Conference. Brighton. www.cot.org.uk June 17-18 2014 - NAEP, Kenilworth. Call 0191 233 6719. www.naep.org.uk June 25-26 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk July 7-9 2014 – Posture & Mobility Group Conference. www.pmguk.co.uk October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk

October 2013

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E-mail: info@thiis.co.uk

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New online look for THIIS As mentioned in the Editor’s comments, THIIS has a new website. Thanks to the THIIS readers who have taken the time to send us a number of positive comments about the new site and also thanks to the companies that took the time to ‘tweet’ their approval to their own followers.

Over the past few years the site has grown considerably and it is used by hundreds of trade and professional visitors every month.

In a recent six month period, the website had 48,024 visits, 32,085 unique visitors with 108,867 page views.

THIIS isn’t targeted at end users. Apart from the trade, the website has a broad audience when it comes to professionals using the site to keep up with the latest product developments and sector news.

For example, some of the titles of the professionals who have signed up for the news alerts we send out every few weeks were Commissioner, Manual Handling, Trainer, Strategic Commissioning Manager, OT Development Manager, Service Development Lead, Integrated Operational Manager, Contracts Officer, Private OT, Regional Seating Manager, Community OT, Paediatric Physiotherapist, OT Team Manager, Adaptation Officer, Tissue Viability Nurse Specialist, OT Aide and Project Manager Complex Aids to Daily Living.

The products featured on the THIIS website are all from Website Partner companies. It costs just £1 a day to become a Website Partner and have details of new products, new literature options (in the Literature Rack section), company news and installation and product testimonials (in the Products In use section) featured and seen by thousands of visitors each month. If you want full details of the Website Partner option, just email info@thiis.co.uk.

One of the main changes on the site sees the magazine available to read online using a page reader system. It means those members of the trade who do not receive the magazine through the post each month will be able to flick through each new issue quickly and easily. For advertisers, it means additional exposure, with each advertisement having a link to the company website.

It also means, of course, that companies that are featured in the magazine with news items will also receive additional exposure. Getting stories about your company and products onto the site

and into the magazine isn’t difficult; you just have to send us something.

If you can’t write the item yourself, then we frequently interview people on the phone to get the details. It takes just 20 minutes and we “For advertisers, it means additional only ever use material exposure, with each advertisement that has been approved having a link to the company website” and so there’s no fear of saying something that, on retrospect, you think might not have been a very good idea!

If you want to see your own company in the magazine with a story about growth, development, a new trade offering or some other news, just get in touch.

One of the easiest ways “Getting stories about your company of keeping in touch with and products onto the site and into the latest information on the magazine isn’t difficult; you just the site is to follow us on have to send us something” Twitter. We ‘tweet’ virtually every day and so you’ll get to know as soon as something gets published.

We’re at www.thiis.co.uk if you’ve never been to see us. Why not take a look?

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US and European support for Trade Days One of the exhibitions that has received plenty of coverage over the years in THIIS magazine is Medtrade. The American show has led the way when it comes to the development of the trade over the past 30 years or so. Now it has added its support to the brand new Trade Days event, being held next year for the first time at the NEC… Medtrade, the largest trade only event in the world in our marketplace has announced that it will be supporting Trade Days. The USA show, with over 30 years of history, has entered into a co-marketing agreement with the newly launched UK trade only event, Trade Days.

Kevin Gaffney, Group Show Director for Medtrade said: “With an eye toward the global nature of demand in the coming years, Emerald Expositions has formed a co-marketing agreement with Trade Days. Equipment manufacturers from both sides of the pond will benefit from shared product marketing opportunities at Medtrade in the United States and Trade Days in the UK.” Matthew Butler, Group Show Director for Trade Days believes that having an agreement in place with Medtrade adds another significant ingredient to what has already been an extremely positive start for the new event. “Medtrade is the show where, historically, the trade has done a great deal of business and where people in the business have gone to develop their sales, marketing and customer service programmes.

To have the support from such an established event is an excellent addition for us. Medtrade is the only show in the world in this sector of the marketplace with the same trade only approach

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Kevin Gaffney, Group Show Director for Medtrade believes that the co-marketing agreement with Trade Days will benefit both shows

and so working together in the future makes a great deal of sense and will provide both exhibitors and visitors with additional benefits.”

Medtrade joins Medilink UK as supporters of the new show which takes place for the first time at “To have the support from such an the NEC, next year on established event is an excellent October 5-6 2014. addition for us” Trade Days organisers, CloserStill Media followed up the announcement of the co-marketing agreement with Medtrade with the completion of an agreement with a European marketing operation that has been specialising in the marketplace for well over 30 years.

“The industry is crying out for a trade Belgian company only event where wholesalers and Lievens-Lanckman will be retailers can do business together” supporting Trade Days as the events European sales office operation in the same way as the company has supported Medtrade since1993.

Frederic Lievens is heading up the European operation and says that the Trade Days Medtrade has been philosophy is one that he is well used to after responsible for the working with Medtrade for so many years. “This development in the year will be my 20th consecutive Medtrade, but marketplace of many companies and now the we have been present at the show since the

All you’ll pay if you use a quarter page advert to promote your products or services in THIIS magazine.

show will be working with the new UK event, Trade Days

For full details of all advertising rates, email info@thiis.co.uk or call 01536 710050.

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Listening and learning. Medtrade has a lively educational programme for the trade and there will be plenty on offer at Trade Days too

1980’s. When we saw the launch of Trade Days we believed straight away that it was a great move for the European marketplace.”

He added: “I’m strongly convinced that there is a demand for good quality, niche and innovative products from mainland Europe in the UK market.

European companies have found Medtrade to be a very effective route into the US market and I’m sure that Trade Days will prove to be just as effective. There’s no doubt that both exhibitors and attendees appreciate a business-to-business environment and now that has been provided for the first time in Europe.”

Matthew Butler says that the addition of the European sales operation is another sign that the event has captured the imaginations of both exhibitors and visitors. “The momentum that we are seeing for Trade Days is extremely encouraging and the fact that we have taken the step to look at developing the European market further at this stage with the help of Frederic and his team shows that we are confident that Trade Days is on course to bring together the trade from a number of countries.”

The latest reaction to the new event from retailers comes from East Coast Mobility and Scottish company Allardyce Healthcare.

Dane Lawrence, Product Advisor at East Coast Mobility said: “The news about ‘Trade Days’ is excellent. The industry is crying out for a trade only event where wholesalers and retailers can do business together without the interruption of end users and the constant challenge of quoting prices. Of course there is, and will always be, a need for ‘end users’ events, but there are several shows that are open to the public. Thanks to those with the foresight to make this trade event

happen and for providing what those in the trade have been requesting for years.”

Steve Sidowra, Director at Allardyce Healthcare added: “I’m looking forward to attending the trade day event in October next year. I am always on the lookout for new products to promote to our many customers, and with the quality of companies exhibiting I am sure there will be numerous new product launches.”

One of the latest to book into the show was Finnish company Innohome. Mike Orton is the UK representative for Innohome Stove Guard systems and he explained: “Having just launched here in the UK, a new innovative electronic cooker top monitoring safety system designed and manufactured in Finland aimed at supporting independence within the home, we believe the new Trade Days Exhibition offers a good opportunity for us to bring this product to “European companies have found market and meet potential Medtrade to be a very effective route distributors.” into the US market and I’m sure that The event has been Trade Days will prove to be just as strongly supported effective” by many of the most established suppliers but the show new companies in the sector to develop their retail networks. One of the newer entrants in the marketplace is Paroh Another company that is backing the new event is Paroh. The company is one of the leading importers and distributors of leisure and lifestyle products in the UK, supplying many of the major UK supermarkets, department stores, DIY stores, garden centres, high street chains, wholesalers, independent retailers with a wide range of brands ranging from camping equipment, gardening products, home baking, toys and novelty gifts and now Daily Living Aids through their Active Living brand.

Pardip Virk, Buying Manager for the company said: “We are extremely excited at the news of a new dedicated trade show that allows the exhibitors and the attendees to talk business in a trade-only environment. The new event gives our company and our Active Living brand an excellent marketing and sales opportunity with the chance to build new relationships while enhancing our existing ones.”

If you would like to see a floor plan for Trade Days, call Clare Johnson on 01962 736 989. The website for the event is at www.tradedays.co.uk

One Button Digital Radio The One Button Digital Radio is a portable Roberts digital radio, adapted with a special secure cover so it can be controlled with one button. It has been designed with dementia sufferers in mind.

The idea is to be able to turn the radio on and off easily without the

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need to manage other radio features - these can be preset.

Once the radio is tuned to the station of choice at the preferred volume and tone - fit the secure cover and day to day use is by pressing the yellow on/off button.

The radio has been developed by BIME in response to customer requests.

For more information, call 01225 824 103 or visit the website at www.bath.ac.uk

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E-mail: info@thiis.co.uk

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OFT issues statement of objections The OFT has issued a Statement of Objections alleging that Pride Mobility Products Limited and some of its retailers, have infringed competition law.

The OFT has provisionally concluded that the parties entered into agreements, or engaged in concerted practices, that prevented the UK-wide online retailers in question from advertising online prices below Pride’s Recommended Retail Price (RRP) for certain models of mobility scooter. These practices may have limited consumers’ ability to get value for money.

The OFT’s provisional finding is that these practices occurred over various periods in relation to different retailers between 2010 and 2012.

Louis Christofides, OFT Director, said: ‘The internet is a vital tool for shopping around. We want people to be able to use the internet to find and compare dealers’ actual retail prices, saving them time and effort in searching for the best offer.

This is particularly important in the mobility scooters sector, where many customers may have difficulty getting out to the shops. If retailers are prevented from advertising their discounts online, consumers are significantly restricted from identifying and obtaining lower prices, and it is harder for innovative and efficient retailers to win new customers.’

The OFT’s findings are provisional and no assumption should be made at this stage that there has been an infringement of competition law. The companies will now have an opportunity to respond to the Statement of Objections and the OFT will carefully consider any representations they make before deciding whether competition law

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has in fact been infringed.

The UK-wide online retailers concerned are: Careco (UK) Limited (formerly Discount Mobility Direct Limited), Discount Mobility Plus Limited/Rutland Mobility Limited, Mobility 4 U Limited, MT Mobility Limited/Hooplah Limited, Robert Gregg Limited (trading as Mobility Warehouse), Hartmond, Milton Keynes Mobility Limited and Better Mobility Limited. Certain of those retailers also operate physical retail shops.

The models of Pride-branded mobility scooter covered by the OFT’s investigation are: Colt Deluxe, Colt Executive, Colt Plus, Colt Twin, Colt XL8, Colt 9 and the Elite Traveller LX. The OFT’s market study on the mobility aids sector (2011) identified several areas of concern.

It also identified remedies to help consumers get a better deal, including a call for businesses to display actual prices or price ranges so that consumers can shop around more easily and find competitive quotes.

A Statement of Objections gives notice of a proposed infringement decision under the Competition Act 1998 to the parties involved.

It sets out the facts on which the OFT relies, the objections raised by the OFT, the action(s) it proposes to take and the reasons for it. The parties then have the opportunity to make written and oral representations in response to the case set out by the OFT. Any such representations will be considered by the OFT before any final decision is made.

All you’ll pay if you use a quarter page advert to promote your products or services in THIIS magazine.

TGA has added six additional members of staff to support its continued business growth. From left to right: Mark Hammond, Service; Rachael Simpson, Dealer Co-Ordinator; Sarah Mead, Customer Services Manager; Justin Horne, PDI Inspector; David Lasslett, Stores; Paul Welsh, General Warehouse.

New recruits join to strengthen service TGA, has appointed six additional recruits to strengthen retailer service levels.

The company says that it has added the new team members to ensure service levels are maintained as the popularity of its products continues to grow.

The appointments span all departments and, the company says, will strengthen retailer support levels in terms of servicing, dispatch turnaround times, co-ordination and quality control.

Daniel Stone, TGA Managing Director told THIIS: “We will always have a 100% commitment to quality control during PDI procedures. With these new team members on board, we are able to reassure all retailers that its level of service will continue to be enhanced as the business expands.

Rachel Simpson joins TGA as its national Dealer Co-ordinator and Area Sales Manager for Scotland and Ireland. She brings extensive international management experience to TGA and will be working closely with the other trade Sales Managers.

From orders to general queries, Rachael will be able to provide answers and solutions fast and efficiently.

Before joining the TGA Service Department, Mark Hammond worked at a car electrical component manufacturer as a technical sales advisor. Justin Horne is now an additional team member responsible for maintaining quality control as products are dispatched. As a PDI inspector, it is Justin’s responsibility to thoroughly check every mobility scooter that leaves TGA to ensure reliability and product performance is assured for retailers.

The TGA website is at www.tgamobility.co.uk

For full details of all advertising rates, email info@thiis.co.uk or call 01536 710050.

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(Left) As Active Mobility has discovered, doing something different in the shop window can get you results

Window display does the business

(Right) The power of the visual image!

They say a good window display is the key to attracting customers. One Karma retailer in Scarborough saw this technique work better than he had expected, when a Karma wheelchair he displayed in his window sold within just two days of it being there.

Ned Bowden from the Active Mobility Centre sold an Ergo Active wheelchair to a customer after they saw it in the window of the shop where it was being held for another customer for whom it had been ordered. Ned commented: “I was amazed at how many people were stopping to look at the wheelchair in our window. Karma has done really well with the Ergo Live; it is a very effective off-the-shelf wheelchair, which is aesthetically pleasing and great value for money. A gentleman stopped to look, and the rest, as they say, is history.”

The customer, a gentleman looking to buy a wheelchair for his wife, saw the Ergo Live in Active Mobility Centre’s window on a Thursday, and by Saturday he had placed an order. “It just goes to show how important it is to keep your window display updated and appealing to

potential customers,” added Ned. “We have now attempted to become more creative with our displays and have seen more customers come through the door and more enquiries as a result of it.”

Mark Duffield, General “It just goes to show how important Manager at Karma it is to keep your window display Mobility, said: “It is great updated” for us to see our retailers using their imagination and being creative with their point-of-sale. When customers walk past a shop, the first thing they see is the display in the window and Ned’s story just proves the importance of keeping it innovative and updated.”

The Active Mobility website is at www. activemobility.co.uk

Millie-Mova export deal Jenry Ltd, of Bournemouth, the family company that sells the millie-mova system has just granted a licence to the Canadian chair manufacturer Comfor Tek Seating Inc. The device is a simple low cost kit that can be installed on any dining chair, metal or wooden. The device makes it very easy to move a seated person to and from the table without compromising the stability of the un-occupied chair.

On the company website you can see a 7 year old girl moving a 16 Stone man rather easily. The device was invented to eliminate the risk of injury to carers, but it has been found to reduce the damage to chairs and floors as well.

Henry Clayton, the inventor, told us: ““When the CEO of CTS saw the device he snapped it up very quickly. CTS will be manufacturing the device in plastic and steel and will be supplying the USA, Canadian and Mexican markets.”

For more information call 01202 240999. The website is at www.jenry.co.uk

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E-mail: info@thiis.co.uk

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Celebrating 30 years with new factory In early September The Secretary of State for Transport, The Rt Hon Patrick McLoughlin MP, celebrated 30 years of UK manufacturing when he opened a new purpose built factory facility for vehicle adaptation company, Autochair Limited.

Following an accident in 1975 which left founder David Walker in a wheelchair, the first ‘Autochair’ was born in 1979. In 2005, David handed over the reins as Managing Director to his eldest son, Matthew. David’s other two sons are also involved in the business with Jonathon Walker as Field Sales Assessor and Nick Walker as Fitting Manager.

A key feature of the day’s event was a speech

by The Secretary of State addressing the coalition plans for disabled motoring which included a discussion on a recent government initiative, the Personal Independence Payment (PIP) scheme, followed by a Q&A session.

He said: “Autochair continues to push the boundaries in the field of vehicle adaptations to ensure that drivers maintain their independence and freedom.”

The business celebrates its 30th birthday this year. Managing Director, Matthew Walker also announced a major international distribution agreement in excess of £2 million a year. The company has grown internationally in recent years, expanding into European, Australian, The Middle East, Canadian and US markets.

Matthew is proud of everything that Autochair has achieved. “We have spent the last 30 years striving for excellence, growing the company through product innovation, great service and listening to our customers” he said. “Growing sales, here in the UK, through export and the announcement of our exclusive distribution

The Autochair team and guests at the new factory

arrangement with Pride Mobility of Pennsylvania, opening have given us the confidence to invest in a bigger manufacturing facility, at a time when some other UK companies are consolidating. We had a great day toasting the company’s success with customers, dealerships, and local dignitaries and “Autochair continues to push the our colleagues and we feel boundaries in the field of vehicle very, very proud of what adaptations” we have achieved.”

There was a display of 30 adapted customer vehicles – representing each year of Autochair’s manufacturing history.

The company has also recently launched its (Left) Matthew Walker, most innovative adaptation product to-date, MD Autochair with The Secretary of State for the Autochair Liberty – an automated rooftop Transport, The Rt Hon wheelchair carrier.

Patrick McLoughlin MP For more information on the products, call 0800 (Right) William Peatman, 988 0070 or email info@autochair.co.uk. The one of Autochair’s oldest website is at www.autochair.co.uk customers (left) with founder of the business David Walker.

Retailer does well in competition Allardyce Healthcare has been involved recently with a Perth retail Independents day competition.

Perth & Kinross City Council recently held a competition for the best independent retailers in the Perth and Kinross area and Allardyce did rather well, being awarded one of the top prizes.

The competition judges took into account staff product knowledge, mystery shopper visits and the range and choice of products that the retailer sold.

The company also ran its own competition alongside the main council competition, with the prize of a ST1 Boot Scooter. The picture shows the winner of the scooter being presented with her prize by the Perth showroom staff and council officials.

One of the oldest companies in the healthcare marketplace, Allardyce was established in 1890 and has two outlets in Perth and Dundee.

The website for Allardyce is at www.allardycehealthcare.co.uk

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E-mail: info@thiis.co.uk

Innovative new MND collar A revolutionary new device to replace ‘hated’ neck support collars for Motor Neurone Disease (MND) patients has been developed.

The award-winning ‘Head-Up’ project is funded by the National Institute for Health Research (NIHR) Invention for Innovation (i4i) Programme. It is a collaboration between Sheffield Teaching Hospitals NHS Foundation Trust, the University of Sheffield and Sheffield Hallam University.

The team was brought together and provided with early funding by the NIHR Devices for Dignity Healthcare Technology Cooperative (D4D HTC).

The collar came from a complete rethinking of existing collars as it sits low on the patient’s neck and offers support along the contours of the neck muscles, making it much easier for patients to carry out everyday tasks such as eating and communicating.

Moya Briggs, 67, who was diagnosed with the less aggressive form of MND four years ago, chose to take part in a unique patient-led project. She said: “I hate the current collar I have to wear, absolutely hate it. When I’m wearing it I feel like an Egyptian mummy, all choked around my neck. For it to give me enough support I’ve got to have it really tight and when it’s tight I feel like I’m choking in it. It makes me feel as if I’m only partly communicating with the world. I hate the look of my current collar too and I cover it with a scarf. The fact that this new collar is inconspicuous and comfortable will make all the difference.”

The new collar will be undergoing a comprehensive evaluation later this year.

Hey, look...

we’ve got a new website!

Walking stick specialists Walking sticks, seat sticks and umbrellas make practical and attractive Christmas gifts

The new THIIS website will keep you up to date on new product launches and all the latest news.

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

If you don’t get to see a copy of the monthly magazine, then you can now read each issue online using the page reader system.

You can also sign up for the weekly trade news update. Take a look…

Please contact us for a trade catalogue: Warren House, Hinton St George, Somerset TA17 8TQ Tel +44 (0)1460 75686 www.classiccanes.co.uk

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

Business becomes a reality Taking a holiday, buying a new car, having those home improvements done that you have been waiting to get done for ages. These are all things that people do when they find themselves with an inheritance.

For Steve Kirkpatrick, who has worked for the past few years with Nordic Care Services, there was only one thing that he wanted to do with the money left to him by his father recently and that was to start his own business. And so, with his father’s help, SK Handling has become a reality, providing a range of moving and handling equipment in the South East area.

Steve, a qualified Moving and Handling trainer, had been with Nordic Care Services since October 2007 and had previously been with Genesys Medical involved with neo-natal products.

“I was getting itchy feet for the past six months or so” he told us “and ideally I wanted to be able to start my own business, but just didn’t have the funding. At the end of May, unfortunately my father passed away and left a modest inheritance.

He had always helped me throughout my life and I think he would have been pleased to know that he was still helping me by giving me the opportunity to branch out on my own.”

Steve says that as well as providing a range of moving and handling products he will also be training too with workshops and getting involved with joint assessments. “I’m going to be sourcing a lot of products from companies like Etac and Managing Health as well as promoting some Handicare products too. I’m looking to cover the

South East area primarily, but will go wherever the business takes me. It’s all about getting established right now.”

Steve believes that the biggest issue still in the moving and handling marketplace is the lack of knowledge about the products. “Getting products known out there is half the battle” he said. “There’s plenty of talk about cut-backs and budget cuts, but there are a lot of moving and handling products around that can help reduce “I wanted to be able to start my own workload and the number business, but just didn’t have the of carers required which funding” allows resource budgets to be managed better or have the same number of people doing more. We still see people all the time who have never seen the products before.”

“You have to get the products in front of people and teach them how they work and what they can do for the client. They need to use them and “A lot of moving and handling experience them. They products around that can help reduce aren’t products that can workload” be sold very easily from a catalogue.

Steve can be contacted on 07957 447435 or by email at steve@skhandling.co.uk. The website is at www.skhandling.co.uk

Apex acquires further interest in Westmeria Apex Medical Corporation (Apex), (TWSE listed Company (ref code 4106)), a leading player in the Pressure Area Care and Respiratory Therapy sectors has announced an agreement, effective Aug 30th 2013, to acquire a further interest in Westmeria Healthcare Limited (Westmeria), a leading provider of Pressure Area Care (PAC) therapy in the United Kingdom.

Jon Jauregui, Director General of Apex Medical Europe, noted “We are delighted to be increasing our investment with Westmeria. In the twelve months since our initial investment we have been pleased with the progress to expand our UK based presence through Westmeria. As part of our global expansion program, Apex will continue

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to extend and develop its international operations with a particular focus on the European Medical market.”

Nicola Rodker, Managing Director of Westmeria Healthcare said “Westmeria has been working alongside Apex Medical very successfully for the past 12 months, developing the strategy to create a significant UK based presence for Apex. We are delighted that the relationship has been strengthened further by this additional investment.”

Westmeria Healthcare will continue to operate under their current management and company name.

No financial considerations have been disclosed.

The Westmeria website is at www.westmeria.com

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New software for service function Over the past few years we have seen new software options that make doing business less expensive or more effective appear. Here’s the latest option, this time aimed at the servicing operation…

According to the developers of new software, life could get a lot easier for a whole host of companies involved in servicing equipment.

POTS (which stands for Point of Origin Tracking Software) brings together information from engineers, manufacturers and care providers in order to provide full visibility on equipment servicing and repair.

The software is the brainchild of an Oxfordshire based team of developers, Bit Forge Systems Ltd., who were inspired to create it after realising just how much paperwork the average service company has to process.

Roger Goodwin, MD of Bit Forge Systems, told us: “POTS automates service sheets, appointment booking, communication with customers, part ordering and tracking. It runs on engineers’ mobile phones and on the office desktop and everything is in real time so it is always visible and up to date. The feedback from users so far is that it saves so much time and money it’s like discovering a pot of gold.”

James Puttick, owner of Direct Healthcare Solutions Ltd., has been one of the first to try the new system.

“POTS is going to revolutionise the way I do business,” he believes. “It’s easy to use and significantly reduces the amount of time I spend doing paperwork and follow-up calls. If I’m Roger Goodwin says the out in the field I can software was inspired after the development log visits, order parts team realized just how and add in all those much paperwork is little additional jobs processed

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we are always being asked to do using my mobile. Nothing gets forgotten. Back at the According to the office, my admin team uses POTS to process company, the software invoices and manage inventory. I’m starting to see promises significant savings a difference already and best of all I don’t have to learn a whole new way of working.”

The software has been written specifically to meet the needs of service companies but, in future, it will bring significant savings to manufacturers and care providers too. The company says that, for care homes, POTS will be an effective asset management tool.

Roger explained: “For example, automatic “The feedback from users so far is confirmation once a that it saves so much time and money piece of equipment has it’s like discovering a pot of gold” been fixed, means that it can be put back into use straightaway and without all those phone calls to chase up the paperwork. There is also a new version in the pipeline that will enable manufacturers to meet legal requirements for compliance and traceability of their products.”

Roger and the Bit Forge team are now looking for more people to try out the software. There are ten free trials on offer for anyone willing to join “POTS is going to revolutionise the a user panel and to give way I do business. It’s easy to use feedback over the next and significantly reduces the amount six months. “We’re really of time I spend doing paperwork and excited about POTS and follow-up calls.” we would like to hear from progressive service companies who would like to influence the way the software develops in future,” he explained.

To find out more about POTS and to secure one of the 10 free six-month trial places available please contact Roger Goodwin on 01793 680863 or email info@potsglobal.com. The website is at www.potsglobal.com

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E-mail: info@thiis.co.uk

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Dementia product secures Dragons investment In a recent email bulletin we mentioned an episode of Dragon’s Den that featured a product aimed at the dementia sector. Here’s some more information on what is an interesting product range….

Richard Ernest, creator of the pop-up reminiscence therapy product RemPods, successfully secured investment of £100,000 from Peter Jones and Deborah Meaden for his burgeoning business.

The much-needed cash injection has set the wheels in motion for RemPods and given Richard the opportunity to supply his nostalgic products to dementia care homes up and down the country.

Founded in 2009, Reminiscence Pods (or RemPods for short) are healthcare products that help to improve the quality of life for people with dementia currently living in care. They are essentially pop-up reminiscence rooms that transform any care space into a therapeutic & calming environment. Designed in clever retro themes, each pod is filled with authentic furniture and memorabilia from a bygone era. There’s no need for decoration, the pods simply “pop” up or down when needed.

The Stroud-based entrepreneur explains, “All of our pods offer grounding and inner peace for people with dementia. They also help to relieve boredom, work as a meaningful fun activity and most importantly, build better care bonds between staff and their residents - helping to raise care standards”. The brainchild of 35 year old father of two, RemPods are now a feature in over 40 NHS trusts, care homes, day-centres and care charities across the UK. Brendan Brown, Director of Nursing for Burton Hospitals NHS Foundation Trust, has seen the products at work and has witnessed first-hand the positive impact they have had on his patients.

He says, “We have been very impressed with the RemPods. They provide so many authentic items from the past to see, touch and interact with and they act as a starting point for lots of conversations and happy reminiscences.”

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Richard pictured with one of his new investors, Deborah Meaden

Stuart Wright, leading dementia champion at Brunel Care, also sees the benefits that RemPods have had in the care home environment. He agrees, “I believe that reminiscence pods can be seen to improve services by reducing the use of anti-psychotics, improving outcomes for the individual - all of which can contribute to cost savings in an already over stretched sector. It’s a real example of doing more for less.”

In February 2009, the Government devised a five-year strategy to help improve health and social care services and identified dementia as a national priority. The strategy highlighted how dementia is becoming more common in today’s society and how the cost of looking after people “We have been very impressed with dementia is rising. with the RemPods. They provide This research, as well so many authentic items from the as personal experience past to see, touch and interact with of visiting an elderly friend in care, was the and they act as a starting point for driving motivation behind lots of conversations and happy Richard’s decision to reminiscences” establish RemPods.

He explains, “The popup nature of the pods allow care homes to create a more familiar environment for their patients in an instant. Ultimately, this ends up saving care homes a lot of money and enables them to focus on providing better patient care.”

Today, according to Alzheimer’s Society, there are approximately 800,000 people in the UK living with dementia. By 2021, it is estimated that the total number of people living with dementia in the UK will increase to over 1 million. This number will soar to 1.7 million by 2050.

To view the full pod range, please visit www. rempods.co.uk The pop ups are becoming popular

www.thiis.co.uk

E-mail: info@thiis.co.uk

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Health Warning for industry A study into the financial health of UK’S largest 1000 Healthcare companies has revealed as many as 287 need an urgent survival plan, either from an injection of capital, a radical cost reduction scheme or financial restructuring if they’re to continue to trade.

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

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

He continued: “It is clear from this study the Healthcare market is going through a period of great change and the market is highly competitive. These 287 companies rated as danger are clearly operating under financial pressure and many risk being forced out of the market.”

The Plimsoll Rating of the companies in the report are: Strong 536 Good 63 Mediocre 61 Caution 53 Danger 287

Typically a failing company will show the following characteristics: • A fall in sales relative to investment • A decline in profitability relative to investment • An increase in total debts • A fall in shareholder equity • An increase in the exposure of creditors The study gives a detailed financial analysis of each of the 1000 companies to reveal where each one is strong or weak, showing clearly the difference between a strong and a danger company.

Danger companies in general: • On average these companies are losing 1.2p on every £1 they sell • 118 are making a loss • Many have high debts • Strong companies in general: • Make 6.9% margins per year • Are sitting on healthy cash piles • Most are operating completely debt free Pattison added: “The 536 companies rated as strong have a real commercial advantage and they are proof the fundamental market is healthy.”

THIIS readers of this article are entitled to a £50 discount off this report by calling 01642 626419 and quoting reference PR/HC20.

Successful trials highlight reduced mattress costs With healthcare budgets getting tighter and patient care remaining a primary focus, the cost of healthcare equipment is high on everyone’s agenda.

Last September saw the launch of Invacare’s ‘Strikethrough Resistant Technology’ (SRT) fabric, available on a selection of mattresses in the range. A 12 month trial took place prior to the launch in September in Wales and Scotland and an audit was conducted at the end of the period revealing what the company describes as ‘some fantastic results’. The results showed less than 1% failure compared to the national average of 35%*.

Invacare says that this has saved the trusts involved in the trial a lot of money on replacing damaged mattresses giving them confidence SRT prolongs the life of their mattress.

Detailed information on the successful trials that took place in two large UK trusts in 2011-2012 can be found in the document entitled ‘Product Evaluation: ‘Strikethrough Resistant Technology’ SRT’.

Invacare has also partnered with Dartex Coatings to put together a Strikethrough Resistant Technology Technical Bulletin.

The booklet contains information on the research and development that went into the development of SRT, looking at the testing and results of the fabric.

For hard copies of the documents, call Customer Services on 01656 776222 and quote the following part numbers: Product Evaluation: Strikethrough Resistant Technology’ SRT -1556570. Strikethrough Resistant Technology Technical Bulletin -1557141. Both documents can be downloaded from www.thinkpressurecare. co.uk *NOTE - the figure of 35% has been taken from analysis of Invacare audits that have taken place over the past 5 years.

• • •

Transportable & lightweight powerchair Highly Configurable Adult and Junior versions available

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October 2013

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Time to get carried away!

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

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More coverage, to more professionals, with more promotion too

ATtoday

The sixth issue of AT Today, a BHTA Engage publication, will be published in November and will be seen by more professionals than ever.

Apart from adding to the number of professionals who will receive a copy of AT Today through the mail, the magazine will also be distributed from the BHTA stand at the new OT Show that takes place at the NEC. So far, with some time to go before the show opens, over 2,200 OTs have registered to attend that event.

The magazine will also be available to be picked up by visitors at the front of the OT Show too. As well as being available through its own dedicated website, AT Today will also be mailed to high profile professionals including: Head OTs, Moving & Handling Specialists, Loan Store Managers, Private OTs, Community Loan Store Managers, Disabled Facilities Grants Managers. And, for the first time, Tissue Viability Nurses, Paediatric OTs and Wheelchair Services.

Together they represent some of the most influential professionals working in the marketplace, with real budgets or the ability to influence buying decisions. There are two new features in the magazine too – one for Pressure Care and another for Paediatric products.

Advertise in AT Today and your advert stays active for a long time. The first five issues of AT Today are online for people to read through a page reader system or to download as a PDF. Each of the issues stay online giving advertiser’s on-going exposure and each advertisement has a link to the company’s own website too.

There is now also a link on the home pages of both THIIS and BHTA websites.

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New contracts and export push for Sidhil Sidhil has been awarded two key contracts let by Northern Ireland’s Procurement and Logistics Service (PaLS) on behalf of NI Health and Social Care Trusts, the first of which calls for the supply of community beds and the second for selected aids for daily living (ADLs). The company has also embarked on a programme to recruit exclusive distributors across the globe.

Under the terms of the first contract, Sidhil’s beds will be used across the province for a five year period, with a possible two year extension.

The beds selected by NI HSC Trusts have been developed specifically to meet the needs of the community sector and include the Freedom 2, the Solite UK and the Bradshaw Bariatric.

Amongst the highest specification products available in the UK, the beds are designed around client comfort, versatility, functionality and performance.

The selected models meets clinical specifications in full, with the Freedom 2 and Solite designed around simple, repeatable assembly and disassembly – a vital issue for community applications – with lightweight sections making the beds easy to transport. The Bradshaw Bariatric has been specially engineered to cater for clients weighing up to 320kgs (50 stone). In addition, the beds offer added flexibility in the form of a range of accessories such as extended height safety sides and egress handles, whilst the reduced number of moving parts means the beds are reliable in use and easy to service and clean.

The second contract is for a three year period with a possible two year extension, and covers the supply of four aids for daily living throughout Northern Ireland. These include a commode with extending legs and removable pan and lid, a perching stool with arms and backrest, a floor fixed toilet surround and a free standing toilet surround with padded arms.

National Business Manager Brendan Devlin told us: “Winning these two contracts demonstrates the proven value, cost effectiveness and performance of our product range designed for the community market.”

The company also report that export business grew by over 60% between 2011 and 2012 and that a programme is now in place to recruit exclusive distributors world-wide.

The past six months have seen Sidhil sign exclusive agreements with three organisations which the company says, philosophies closely mirror the company’s own quality ethos.

In the Sultanate of Oman, Muscat Pharmacy & Stores LLC – one of the country’s oldest and largest pharmacy groups – is now representing Sidhil. Originally established in 1968, the organisation has diversified into hospital and laboratory instruments and equipment as well as consumer products, retailed and wholesaled across the Sultanate.

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In the Kingdom of Saudi Arabia, Sidhil are now represented by Alhndsah Altbyah Medical Services Company (Medical Engineering Equipments & Services Co. Ltd.), based in Riyadh. One of the leading names serving the healthcare market in the Kingdom, the company “Winning these two contracts has an active interest in demonstrates the proven value, cost Sidhil’s range of beds, cots effectiveness and performance of and examination couches. our product range designed for the In South Africa, the community market” Randburg-based Scientific Group is now Sidhil’s partner for sales and support. With a stated objective of becoming the market leader in healthcare solutions in the region, the company already supplies high quality science and medical products, aiming to grow further through geographic expansion and strategic alliances.

“Developing export markets is a vital part of “Developing export markets is a vital our growth strategy, going part of our growth strategy” forward,” confirmed Sidhil’s Export Sales Manager Paul Hampton. “Establishing long term partnerships with these quality organisations means that we can offer sustained levels of advice and support for our customers right across the product range, eventually reaching into every corner of the globe.”

Call 01422 233 000 or visit the website at www. sidhil.com

www.thiis.co.uk

E-mail: info@thiis.co.uk

Telecare on the high street but not yet in people’s minds A few weeks ago the BBC Horizon (Monitor me) presented a series of options now available and that are in development around the telecare, telehealth and telemedicine themes.

Anyone watching would have been left in little doubt that the way we view medicine, treatment and more importantly, prevention is changing rapidly.

For example, the idea that someone can put their fingers on the back of a mobile phone and produce immediate and valuable data on just how their body is functioning is pretty amazing – even the doctor featured in the programme was stunned.

When it comes to the potential of telecare, telemedicine and telehealth, some companies in our sector are making it a priority in terms of their development and a handful of retailers are getting involved too.

Following on from the TV programme, a week later we added a news item onto the website which was about a high street name moving into the assistive living sector. The high street store chain, Robert Dyas, has unveiled a range of tele-communication and assistive living products through its online store.

According to the company, this is an important step in a strategy to provide solution products for everyday use, with this range appealing to anyone with hearing or sight loss. Robert Dyas hope to offer simple solutions to an everyday problem for any of their customers not able to hear the TV or phone.

The company is supplying the range of amplicomms products which include domestic & mobile amplified phones, TV Listeners, alerting devices and more. Most of the products are Hearing Aid Compatible, have amplified clear sound

and extra loud ringtones. For customers with sight loss there are talking phones to help guide users through menus and to announce numbers and callers. Bluetooth products allow hands“We know our customers want high free phone calls with quality products that make their life hearing aids, and SOS easier around the home” Wrist Shaker bracelets will integrate with phones systems in case of a fall or emergencies.

Danny Squire, senior buyer at Robert Dyas commented: “We know our customers want high quality products that make their life easier around the home. We selected the amplicomms range for its high quality sound performance and ease of use.

It offers multi-functional communication products “We are not realising the capacity for for use in the home, for technology to save time and reduce our senior customers and stress for the growing number of those with hearing loss, families who are caring for older and offering reliable quality disabled loved ones” and affordable prices.” amplicomms products are extensively available throughout Europe via specialist communications and hearing websites.

Ran Meyrav, amplicomms European Sales Director, said, “amplicomms are a market leader in providing

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October 2013

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specialist product for the older generation and those with hearing loss. The superior quality has won recognition across Europe. For us this collaboration with Robert Dyas is exciting.”

Robert Dyas was founded in 1872. It operates a portfolio of 96 stores located across the South of England and an online shop that serves the whole of the UK. The company sells kitchenware, household items, electrical appliances, home office, gardening products, power tools, china, glassware, DIY and ironmongery products and so it is interesting to see the move into the assistive technology sector.

In 2012, the company was acquired by long time Dragons’ Den star Theo Paphitis. Operating profits were up to £4.89 million from £1.1 million in 2011/12 and there was a like-for-like sales increase of 11.2%.

And so clearly assistive technology products are starting to appear in mainline retail and that has to be good for the marketplace as a whole.

It comes at a time when a charity has just released results from a survey which indicates that the ‘switched-on’ generation is switched off to lifechanging care technology.

Carers UK has called for action after a poll has shown lack of public awareness of care technology.

The poll suggests that tech-savvy consumers, young and old, are missing out on the help technology can give when caring for older, ill or disabled loved ones.

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

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

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

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

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

and disabled loved ones.”

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

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

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

Heléna Herklots continued: “This isn’t about replacing hands-on care with technology. But instead, we need to realise the potential for gadgets, the internet and smartphone technology to support caring just as they help many people work, communicate, do their shopping, manage childcare and access entertainment. We need joint action from Government, public service professionals and “Only 3 in 10 are embracing health technology providers to and care technology to help care for open up access to these older or disabled relatives” technologies to support the increasing number of families struggling to balance caring for older and disabled relatives with work and sometimes childcare simultaneously.”

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

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

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

The full research is available at www.carersuk.org/ professionals/resources/research-library The website for Robert Dyas is at www. robertdyas.co.uk

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Rapid growth in specialist seating sector Innovation is the key to the future of healthcare products according to specialist seating company, Repose. The company has reported 21% annual growth after bringing a number of innovative products to market last year.

The company says that it puts its success down to its constant innovation and what it describes as ‘cutting edge’ design and reports that its market position in the healthcare sector has gone from strength to strength.

Repose’s latest product launch is the innovative Stargazer chair which converts to a bed. The company says that it is highly functional and adaptable to different situations in a healthcare setting and that the smooth action and deeper foam cushions than any other ready bed available on the market is proving to be a success with hospices, hospitals and care homes that are using it for overnight stays for relatives.

The family company, based in the West Midlands was the first company to introduce the use of Gelacell into the production of their cushions, a sophisticated material designed to eliminate peak pressure points, with the ability to contour in response to the transfer of weight and return to its original position.

Alongside the launch of its various new products, Repose also recently celebrated its most successful month ever. It is projecting additional growth in the region of 4% p.a. after moving into new premises. The new site, which is three times larger, will allow for increased production capacity as well as a new showroom and training facilities.

The company is also in the process of purchasing new equipment which will enable new lines to be introduced and overall capacity to be increased.

The growth and move has also meant expansion of the team with the appointments of two new sales people, and vacancies opening in the areas of production and design once the company is settled into its new home.

David Elcocks, Production Director told us: “Investing in new production facilities and machinery is a critical factor in our future success.

It provides us with an excellent opportunity to expand our new lines of furniture such as our Stargazer chair/bed which is selling well into Care Homes and Hospices and our reception/ward chairs. We can continue to innovate at a rate that the market demands and build on our pressure care expertise” The company can be contacted on 01384 263 363. The website is at www.reposefurniture.co.uk

From left to right, Lisa Wardley (MD), John Elcocks (dad and founder), David Elcocks (Production Director and Lisa’s brother)

Stargazer1 and Stargazer2 – the new chair bed product

Wheelchair Cushions Manufactured in the UK by www.able2.eu

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E-mail: enquiries@able2.eu

October 2013

Tel: 01254 619000

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BHTA Annual Awards Dinner 2013 7.00pm, 5th December 2013 at the Millennium Gloucester Hotel, South Kensington, London The British Healthcare Awards and Independent Living Design Awards will be presented by BBC Breakfast’s Bill Turnbull in a glittering evening that celebrates the very best of the industry.

This is the perfect opportunity to host your customers, motivate your team or extend your networks over a delicious three course dinner with wine, music and dancing – a night to remember.

Book your place now at www.bhta.net/awards Contact BHTA on 020 7702 2141 or email: nigel.woods@bhta.com

BHTA Annual Conference 2013, Thursday 3rd October 2013, National Motorcycle Museum, Birmingham.

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Business development the focus for latest recruit West Bromwich based Dolphin Lifts Midlands has announced the appointment of David Turner to the newly created role of Business Development Manager.

According to the company, David brings with him a wealth of experience having spent the last 30 years in the lift industry during which time he has worked for several leading names including Bison Bede, Thyssenkrupp, Stannah, and most recently, Homeadapt UK Ltd (Bruno).

In his new role, David will be responsible for developing new business for the lift side of the company by promoting the range of straight, curved and vertical lifts within both the domestic and public access arenas.

Director Lee Farrington told us: “The creation of this new role is the latest step in our on-going.

To be in a position to attract someone with the industry knowledge and contacts as David is a real coup and shows how the company has evolved since we took over the franchise.”

David has known Lee and his father and Managing Director Norman for over 15 years.

“I have always been impressed with the way in which Lee and Norman have grown and nurtured

the business, so when the opportunity arose to join during what promises to be a very exciting time in the Dolphin Mobility Midlands story I just could not say no,” explained David.

The company can be contacted on 0121 525 8932.

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Pictured from left to right, Lee Farrington, David Turner and Norman Farrington from Dolphin Lifts Midlands.

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Franchise operation looks back on 25 years There’s only a handful of franchise operations in our marketplace at present and probably the longest established is the Dolphin name. Here we get to know more about a business that has now been around for over 25 years…

In 1988, two former managers of the world’s leading stairlift manufacturer came together to create Dolphin Stairlifts, having identified a gap in the market for second-hand stairlifts.

Increasing demand led to the first Dolphin Stairlifts franchise being established by Craig Dunnage in 1990, covering London and the South-East. Incorporated in 1995 as Dolphin Mobility, today, it continues to trade from premises in Chobham, Surrey, with Craig heading up the Dolphin Lifts Group. Although stairlifts still account for a large percentage of the group’s business, many branches now offer a host of lifting solutions and even building adaptation services.

Celebrating its 25th anniversary this year, there are now around 20 independently owned and operated Dolphin branches covering the UK and Ireland. Most are family businesses. The Surrey office, for example, is owned by Craig and Kate Dunnage, run with the support of brothers Scott and Christian along with Kate’s brother, Jon. Before entering the independent living marketplace, Craig spent 8 years serving in the Metropolitan Police. Christian joined the company in 1995 and has worked in every department since his appointment, giving him what he says is a fantastic insight into the business and a full understanding of what goes on behind the scenes.

According to Craig, the Dolphin Group prides itself on remaining independent with the supply of quality. “At Dolphin, we never try to push unsuitable products on to our customers, or rush them into making a decision. As approved suppliers of almost every stairlift manufacturer in the market, we can offer truly independent advice to our customers. We vehemently oppose pressure selling and false special offers that have, at times, given our industry a bad name. We are also delighted this year to have acquired group membership of the BHTA, further enhancing our reach into the market.”

Christian added: “We are extremely proud of what we do and have always strived to maintain a ‘customer first’ approach from the outset; from the initial enquiry through to the installation

The Dolphin franchise is probably the most established in our marketplace

and subsequent maintenance of the equipment.”

Over the years the market has changed significantly. In the early days, there were only a few manufacturers and retailers serving the stairlift market, and Just some of the Dolphin team whilst products were well built and functional, they were also relatively expensive and had few options available. As the years have progressed a few manufacturers have fallen by the wayside, or been consumed by larger groups, but many new entrants, both domestic and international, have entered what is now the largest stairlift market in the world. This means prices have lowered to the extent where Dolphin is now selling brand new stairlifts cheaper than it was selling reconditioned in 1988.

With prices in the UK “Dolphin is now selling brand new at an all-time low, many stairlifts cheaper than it was selling of the UK manufacturers reconditioned in 1988” are now exporting their products all over the world, and distributors such as Dolphin have diversified their portfolios to offer a wider range of equipment.

Products available include stairlifts for all types of stairs, along with ceiling track and portable hoists, hoists for swimming pools, above ground spas, therapy pools and quayside locations with a design that is both highly flexible and functional at the same time. Stairlifts are also available to rent.

The company also supplies bathlifts, wheelchair lifts and step lifts, Craig added: “We are delighted to be celebrating 25 years in the business this year, and hope to continue to provide our customers with high quality stairlifts and other essential mobility products. Here’s to another quarter century!”

For more information or to discuss franchise Specialising on the lift opportunities, call 01276 856060, email info@ sector has been how dolphinlifts.co.uk or visit www.dolphinlifts.co.uk.

Dolphin has made its name

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October 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

On The Website The Vita Lite scooter TGA says that the Vita Lite represents a breakthrough in compact mobility scooter design that is suitable for users who prefer an entry-level model and that it has been developed to effectively meet the growing market trend towards smaller, compact designs whilst intelligently encompassing features normally associated with larger scooters.

For more information, visit the THIIS website or call 01787 882 244

Lightweight mobile hoist The Glide M180 from Gainsborough Baths is manufactured in lightweight yet robust aluminum. Compact and exceptionally capable for its size, it provides a safe working load (SWL) of 180kg (28st) and is ideally suited for care environments where space is restricted.

For more information, visit the THIIS website or call 0800 542 9194

Height Adjustable Strolley Trolley The Strolley Trolley from Aidapt is height adjustable and the unique patented trays clip on and off easily for cleaning. The materials used are highly durable, making it a great value product for both the prescriber and the user.

For more information, visit the THIIS website or call 01744 745020

New sleep positioning system The new support system from Jenx features a combination of side lying foam positioning pads and straps to keep the person comfortably in place while they rest or sleep. The Side Lying Foam comes in four standard lengths and is used to maintain a neutral or abducted position in both side lying and supine sleeping positions. The foam’s flexibility means that it can be used to accommodate several fixed positions such as knee flexion with abduction in a supine sleeping position.

For more information, visit the THIIS website or call 0114 285 3376

New adjustable toilet bracket from Pressalit A new height adjustable toilet bracket is the latest addition to the Pressalit Care Select range. The Select bracket, designed in a choice of contemporary colours to complement bathroom decor, features smooth lines and surfaces, with minimal slits and grooves, for ease of cleaning.

Available in both electric and manual lifting options, it can be adjusted by a height of 300mm with the manual version, and 400mm with the electric version, both standing or seated transfer from a wheelchair is therefore possible.

For more information, visit the THIIS website or call 0844 8806950.

New powerchair from Sunrise Medical Quickie wheelchairs has launched a brand new entry level powerchair. The company says that the Quickie Hula builds on the success of the Quickie Salsa M and uses a true mid wheel drive position to deliver excellent indoor manoeuvrability combined with outdoor capabilities ideal for use in the garden or short trips from the home.

For more information, visit the THIIS website or call 0845 605 66 88

New device for drop foot from Ottobock A new external stimulator that compensates for the lack of control of the ankle joint caused by drop foot has been launched by Ottobock.

The MyGait system restores a steadier and more natural walking pattern to the wearer, meaning users can focus on their everyday activities and enjoy a more active lifestyle including walking longer distances. Drop foot is the inability to raise the foot due to a weakness in or paralysis of the dorsiflexor muscles in the leg and the foot. This condition is a frequent result of damage to the central nervous system which could be a result of stroke, multiple sclerosis,

incomplete paraplegia or traumatic brain injury.

For more information, visit the THIIS website or call 01784 744 927

New Rise Recliner The New Portland Rise Recliner from Drive Medical features a memory foam seat and the dual motor mechanism enables the user to find their perfect comfort position.

For more information, visit the THIIS website or call 0844 855 4402

New scooter from Invacare The new Invacare Comet Heavy Duty is the latest addition to the popular Comet family and is ideal for those between 150kg and 220kg (34 stone).

Packed with many safety features, the Comet HD includes a 26” extra padded seat with pneumatic lumbar support offering superb comfort, and has reinforced armrests and seat column.

For more information, visit the THIIS website or call 01656 776222

Scooter and powerchair hoist Monarch Mobility has launched what is believed to be the first free standing scooter/ powerchair hoist. It weighs approximately 12kg and will lift 50kg. The innovative telescopic design of the Hoist can be ready to use in seconds.

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Aiming to provide really useful stuff A new website appeared a few weeks ago that stated its intention to bring competition and improved selection to the independent living marketplace…

If you are going to make a splash in the competitive and some would say crowded online sector these days, then you have do something different and have a name that stands out from the crowd.

‘Really Useful Stuff’ is one of those ‘does what it says on the tin’ names. It’s simple, strong and one that I would imagine will be easily remembered.

So, a tick in the box for the name. But there’s more to it than that of course. To get yourself noticed and then give customers a reason to take more than a cursory glance, you have to provide something different when it comes to the content.

Founding Director of Really Useful Stuff, Kay Allen believes that she and the team are doing just that. She told me: “We are doing this because we believe we can make a difference to a marketplace for independent living that is not great at the moment.”

Kay, who has been awarded an OBE, has an interesting background. She has served as a Commissioner both on the Disability Rights Commission and the Equality and Human Rights Commission. She co-chaired the Scrutiny panel for the Sayce review of Access to Work and has administered Access to Work for B&Q, BSKYB and Royal Mail. She also helped launched the ‘Daily Living Made Easier’ range for B&Q which some readers will remember caused quite a stir a few years ago as it was the first time that a major retail outfit, apart from Boots, had attempted to add products from our sector into their range.

The basic premise of Really Useful Stuff is to become a one-stop shop. We’ve heard that a number of times over the years of course, but their philosophy is, Kay says, a little different and involves engaging with suppliers, showcasing their products on their shopping platform and enhancing the customer experience by adding user-friendly product information and product ratings.

“Really Useful Stuff is different because we focus on the product and not the impairment” Kay told me. “It’s all about great product design.

We are looking to create an online community where people can share tips and product reviews.

It’s about finding products that are well designed

0 50

and look great. The UK needs to open up the independent living market to competition. We need to empower disabled people as consumers and improve product choice and price and there is a real need to get better product choice out into the marketplace.”

The company also aims to give something back too. Really Useful Stuff is powered by the innovative Xperedon charity fundraising platform (www.xperedon.com) and 1% of every purchase is donated to charity.

And the new venture has had the backing of noted entrepreneur James Caan who says that Really Useful Stuff’s website is just what the independent living market needs. “Now people can see for themselves, quickly and easily, all in one place, what products are available from what suppliers at what price.

“The current marketplace is There’s nothing like full disclosure to stoke the fires fragmented with suppliers often of competition,” he said. disconnected from consumers” “The current marketplace is fragmented” Kay added, “with suppliers often disconnected from consumers. Good product design does exist – the challenge is products are not always easy to find in one easy-to-search online shop. We intend to give a voice to 11 million disabled and older consumers who find it hard to vote with their wallets.”

As I said, Kay has an interesting background and I asked her more about that.

“I’ve been mainly in the corporate world,” she said. “I’ve had a career that’s been involved in equality and corporate social responsibility for seventeen years and I’ve had the privilege to work with amazing organisations like B&Q, BSkyB and Royal Mail. Throughout my career I have either been involved in looking at the customer journey such as at B&Q through to communication and action needs for BSkyB. I was also responsible for Royal Mail’s Access to Work Scheme. So over the last 20 years I have been connected to the field of disability in some way so I have quite a good network in this field.”

However, none of this was the key driver for

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Really Useful Stuff. As we have seen on many occasions with many new start-up’s, it was simply a case of becoming frustrated with what was available when a family member needed some help.

In Kay’s case, it was her mother as she explained. “My journey for Really Useful Stuff is a very personal one based around my mum. A couple of years ago, as a family, we had to plan for mums future care needs. She is 89 now and she has always been a fiercely independent lady.

When we moved my mum into an independent living flat we wanted to furnish it with products that she would find easier to use and her first reaction when looking at the choices when I showed her products online wasn’t positive. She really didn’t like the look or design of the products and we had a joke that what she really wanted to do was to go shopping at John Lewis.”

That got me and a couple of friends having a conversation over a drink one night, and MaryAnn Rankin, who is also a founding director of RUS, has run a consultancy in the field of disability for over 25 years and she has built up an amazing panel of over 500 disabled and older people who can do user testing, mystery shopping and research and that’s what she does for many of the big corporates. Another friend, Robert Wemyss who is the third founding director, is brilliant at web accessibility and assistive technology, so we thought we would do some research and formed a company, spending the

team that they will provide last two years going out and holding focus groups a new and different option and talking to lots of disabled and older people when it comes to online product marketing and people like me, who are just trying to make lives easier for their elderly parents. We spoke to professional carers and professional therapists too and as a result we’ve created the Really Useful Stuff brand.”

Kay also gave me the background as to how Really Useful Stuff brand was developed.

“When we were looking to develop the brand,” she said, “we ran focus groups to help us understand what would engage people. It was clear that any name that contained words like ‘enabled’ or ‘disability’ was less attractive. The key insights that the focus groups taught us were to “The reason why I am doing this is build a big bold brand that to bring a little bit more savvy to the was dynamic and inclusive. market” The style of language was also important; our tone is deliberately ‘chatty’ and friendly and not focused on impairments or disability. The purpose is about providing product choice and ideas – it is not telling people what choices to make.”

I asked Kay why she was doing this. “The reason why I am doing this” she explained, “is to bring a little bit more savvy to the market and use a language that is more inclusive. We wanted to create a business with a very clear vision, focusing on the product and not the person’s impairment.”

Kay is also clear about what the service is and is not going to be doing. “We are not in

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the business of giving advice. We are not DLF and the fantastic charities that are out there.

We don’t want to give product tips on what you should or shouldn’t do with your impairment.

Most of the people that I’ve been connected with are very aware of what they need and want to make their own purchasing decisions based on good product information. What we want to do is to partner to charities who give fantastic advice. So, our proposition is that we have built our own e-commerce platform to meet our needs and we have built in a charitable giving proposition into the commerciality of the site so when the customer makes a purchase they will then be asked where they would like 1% of the net retail price of their purchase to go. Initially we are supporting three charities. This is a great partnership as we can promote their services and they can promote our brand.”

She is keen to encourage small and start-up businesses too. “One of the things that we want to do is find amazing entrepreneurs and help them come to market. In our journey looking for great products for my mum ‘My Own Fone’ was a product that I found for her. My mum can’t use a mobile phone easily anymore, but she got lost a few months ago when she went out. ‘My Own Fone is a perfect solution, if she presses on ‘My Own Fone’ the word Kay, then it rings me. We actually can’t sell this particular product through our site as it needs personalisation, so we are going to create an enterprise zone for anybody who has a fantastic idea and who wants to come to market. We will create them a web page that signposts people through to great inventions. It’s really hard to find some of these products and I really struggled to find ‘My Own Fone’ – I literally stumbled across it. I know how difficult it is to get a start-up to market after having done a few and so I hope that we will be able to help some of the young designers and entrepreneurs to get to market.”

There are other areas that she sees the site developing into as well. “There are other things that we would like to support but can’t sell such as services that need personalisation. For example, we have found an amazing young man launching a new company (http://www.lingoing.com). He’s is about to launch a fantastic online platform where you will be able to book a sign language interpreter.

That’s a personalised service and so you will need to be on his website in order to do that. One of our zones on the site will be for services and you’ll be able to find all the services you might need such as braille, large print, sign language and things like gigbuddies that offer a service where people with learning disabilities can be partnered up with buddies to go out to a nightclub or a pub. We want to promote all these amazing services that sometimes are quite hard to find.”

One of the interesting discussions I had with

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October 2013

team members of Really Useful Stuff seemed to suggest that they were only interested in promoting the ‘cool stuff’ and that having wheelchairs, commodes and shower stools on there wasn’t something that they were looking to do and that way the site would be different to any number of other sites out there that are attempting to provide that ‘one stop’ option.

Of course, it is the staple products in the market that are the biggest sellers and generators of revenue and, as Kay explained; it may not be the case that those products won’t be seen on the site eventually, but maybe that they won’t be promoted until the brand awareness has been built. “We want to develop our brand and our tone of voice”, she explained. “When you launch a company you have to take it through a journey The website aims to be of your brand awareness. In the initial stages all more user-friendly than the feedback from our focus group is that people others want to feel they are having a fantastic shopping experience and want to come across really useful stuff for every-day living.”

Kay gave a real life example. “A lady with arthritis struggled to find jewellery she could wear, because she can’t fasten a buckle and she can’t put a necklace over her head that requires fastening a clasp. We found a great designer who makes the most fantastic jewellery with things like “One of the things that we want to snap on bracelets and do is find amazing entrepreneurs and magnetic clasp necklaces. help them come to market” What we want to do, initially, is bring to the market products that make living well, easy, stuff we want in our lives like jewellery, clothes, hair brushes and furniture that we can sit on properly.

Once we have established our brand and people understand what the brand is, then we will increase our categories and bring on a category periodically to cope with our growth. I want to make sure our growth is steady and sure rather than any super growth.”

And she also has plans to develop a service linked into getting disabled people into work.

“One of the things I would like to focus on is the workplace. If the government is serious about employing more disabled people it’s going to have to engage the small to medium sized businesses.

While companies like B&Q and Royal Mail do a fantastic job and employ a fair few hundred disabled people, it’s not going to move the dial on the millions of people who do need work experience and a job.”

She explained just how difficult it could be at present for a smaller company to go through the reasonable adjustment process. “I have just launched a campaign called Trading for Good I have spent the last two years researching and working with small businesses. One of the challenges they have is the way the access the work system operates. If I am a small employer

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and I want to take on a disabled person, I have to establish with that person what their reasonable adjustment needs and then go off and find the right equipment and then fill in all the forms. Then I have to purchase the kit and then claim the money back. It gets a bit complicated. One of the things we found in our research was that if a small employer takes on someone with, for example, a hearing loss and they need to buy a smoke detector with flashing lights or provide an amplified phone, where do they get that from? If they are a plumber or a hairdresser, how do they know where to go and source that information other than doing an internet search? So, one of the things we want to do over the next 12 months is to really focus on the work and study section and bring together all the reasonable adjustment products that you could possibly need for your employee. We want to be really useful for small businesses.”

But, first things first and Kay is adamant that it will be one step at a time. “I have read about the growth of Amazon and the book on that cover to cover and word for word and we going to take our company through an evolution over the next twelve to eighteen months to get it to the point that I want it to be. My priority is to get our brand out there and get our name known.”

There are other options to generate revenue too. “One of the other things we will do to generate revenue for the business is to grow our

consultancy business, Really Useful Solutions, This is led by Mary-Anne offering user testing, mystery shopping and research into inclusive customer journeys. Revenue generated from consultancy is how we have financed the development of the site so far.”

As mentioned earlier, when the news broke all those years ago that B&Q was adding a range of independent living products to the range there were a few ripples in the marketplace. Most people were interested to see what would happen and whether an outfit like B&Q could really make it work. It didn’t really change the face of the marketplace and so I wondered what Kay’s view was of that. “I left B&Q in 1999” she told me “and I think this is a lot about corporate leadership and what’s right for the business at a particular moment in time. The Managing Director at the time was very passionate about inclusion and equality. However, things change and people move on and B&Q focused on its fantastic sustainability programme, I am sure that they remain committed to looking at inclusive product design.”

It’s clear that Kay and her fellow directors have a very clear focus and so it will be interesting to see how the new venture develops Kay can be contacted on 01725 553099 or 07826 926313. The website is at www. reallyusefulstuff.co Twitter @RUStuff

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Website News Items Largest telehealth and telecare deployment in UK NHS Calderdale Clinical Commissioning Group (CCG) and Calderdale Metropolitan Borough Council (CMBC) are working in partnership with Telehealthcare provider Tunstall Healthcare, to provide advanced telehealth and telecare solutions that will help to support people with long-term conditions. A crucial part of the model focuses on the development of telehealth and telecare in 25 care homes, and will include the UK’s largest deployment into care homes. £124m to tackle most pressing health problems Health Minister, Lord Howe has announced how a significant investment from the National Institute for Health Research (NIHR) will help make sure patients benefit from innovative new treatments and techniques which could revolutionise future health care. Teams will be exploring ways to improve the diagnosis of chronic obstructive pulmonary disease; others will be looking at better aftercare for stroke patients and work will also be underway to prevent at risk groups from developing diabetes. £3.8 billion integrated care fund vision The Local Government Association and NHS England have published their planning ‘vision’ for how the pooling of £3.8 billion of funding, announced by the Government in the June spending round, will ensure a transformation in integrated health and social care. The ‘Integration Transformation Fund’ is a single pooled budget for health and social care services to work more closely together in local areas. The publication today provides a roadmap for local areas to plan in the run up to the fund taking full effect from 2015/16.

England’s top homecare provider revealed Home Instead Senior Care, a company specialising in care of the elderly, has been revealed as England’s leading homecare provider in a report from healthcare information specialist, Laing & Buisson. The company specialises in providing nonmedical care in the home for older people. Services include personal care such as assistance with bathing, dressing and medication reminders. The company also delivers specialist Alzheimer’s and dementia care plus end-of-life and respite care.

Physiotherapists and podiatrists able to prescribe New legislation has come into force which will mean that physiotherapists and podiatrists in the UK will be the first to be able to independently prescribe medication to their patients. The move will mean patients will no longer have to go back to their doctors to get medication after visiting the physiotherapist or podiatrist, freeing up valuable time for GPs and making things more convenient for the patient. Advanced practitioners will have to complete a training course approved by the Health and Care Professions Council and will only be able to prescribe medicines relevant to their role.

Treadmill training to aid spinal injuries New research suggests that treadmill training soon after a spinal cord injury can have long-lasting positive effects on recovery – as long as the training is accompanied by efforts to control inflammation in the lower spinal cord. The study is among the first to show that spinal cord injuries can create

impairments in parts of the cord located many spine segments away from the trauma site.

Medical Smart Card launches A brand new product which could help to save the lives of any of the millions of people who find themselves in emergency situations every year has launched. Users simply order their Emergency PAL card online, registering their details to ensure the card is produced and programmed correctly. .

Half over 80 fall at least once a year A new publication from The Kings Fund, ‘Exploring the system-wide costs of falls in older people in Torbay’ suggests that one in three people aged over 65, and half of those aged over 80, fall at least once a year. Falls cost the NHS more than £2 billion per year. With the number of people aged 65 and over predicted to increase by 2 million by 2021, these costs are set to rise further.

Computer games to help stroke patients A majority of stroke patients have problems paying attention and could be helped by brain-training computer games, a new study suggests. Researchers at Imperial College London found that problems such as difficulty filtering out distractions, difficulty following instructions, and reduced alertness are much more common in stroke patients than doctors realise.

Paralympic legacy needs help The Paralympic legacy needs help according to a Vitalise survey one year on from the Paralympics. The follow up survey by the disability charity finds that the Paralympic feel-good factor may be on the wane and that urgent work is needed to sustain the legacy of the Games. Despite hopes that the Games would change attitudes, improve understanding and lead to greater inclusion of people with disabilities in society, Vitalise’s study has found that 6 out of 10 (59%) of people with disabilities say there has been no perceptible change to their lives one year on from the Games, increasing from 40% who said the same immediately afterwards.

European Polio Conference announced Following the successful conference in Copenhagen, the 2nd European Polio Conference will be held in Amsterdam from 25-27 June 2014.

The Conference aims to promote better care for the large number of 700.000 Europeans suffering from late effects of polio by exchanging knowledge between health care professionals, researchers, polio survivors and patient organisation representatives from Europe and world-wide.

Damning report on ME services In England more than one third of Primary Care Trusts (PCTs) either don’t commission specialist services for M.E. /CFS patients or cannot confirm they do. In Scotland, Wales and Northern Ireland provision is far worse. Action for M.E., the UK’s leading charity for people with Myalgic Encephalomyelitis (M.E.), has produced a damning report, Ignorance, injustice and neglect, about NHS specialist services for people with M.E. M.E., also known as Chronicle Fatigue Syndrome (CFS), is a chronic, fluctuating neurological illness affecting, to varying degrees, an estimated 250,000 in the UK.

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Telecare push for Ableworld Following on from the news that a high street chain is starting to promote assistive technology products, we carried news some months ago that Ableworld had been the first retailer in the country to launch a telecare range for sale directly to the public.

The products would normally be offered via Social Services, the Health Service or Charities.

Ableworld moved into the sector with a Telecare starter pack that, the company said, is priced significantly below alternative suppliers.

Ableworld are also offering a range of additional options which can be added on to the starter pack.

Mike Williams of Ableworld told us: “We purposely looked for a quality monitoring device which is linked to a pendant placed around the neck or on the wrist. The monitoring device also has the facility to have a relation or a friend put messages on it to remind loved ones to take their medicine or just to say “good morning” or “good night”.

In the event of a fall or any other emergency pressing the button on the pendant links the monitoring device to a ‘Platinum Monitoring Centre’ who will talk to the person checking they are OK or if they need a friend, relation or an Emergency Service to call round.

Mike explained: “Platinum’ status is the highest possible rating for monitoring centres in the country and along with a high quality monitoring device represents a first class retail package of Telecare services.”

A few weeks after the launch, the company took some significant advertising spaces in the north-west region press.

On the advertising promotion, Mike told us: “We had a lot of reaction to the advertising. I wouldn’t say that we sold thousands of anything off the back of it, but we are certainly selling units and the business is growing. We are selling to both existing and new customers and we are looking to develop into the care home sector too and we have some interesting discussions with care homes already.”

And it seems that Telecare will be important in the future as Mike confirmed: “There are a lot of providers out there in the marketplace of course, but we are very competitive. We are about two thirds the cost of what the major charities are selling at, for example. It makes sense for a care home looking at maybe installing 25 units. It’s very much part of our on-going business now.”

The business is now in its 13th year as a mobility and home care retailer and, it seems, it continues on a steady growth path with another year of increased sales, increased stores and increased profits.

“We have seen our turnover rise every year since we opened in 2001” Mike said, “and now we are experiencing growth in profitability as well,

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with profits up for the fourth year in a row. Sales at year end were nearly 13% up on the previous year (6% LFL). At a time when you cannot pick up a paper or watch the news on TV without seeing yet another high street horror story it really does go to show that some sectors can buck the trend – if the business model is right.”

A couple of years ago the company started to develop a franchising option too. Paul Boniface, Franchise Director told us: “All our franchise partners improved their performance last year and have increases in sales of 32% on average this year. The business model is vital to the success of a franchise and following it requires discipline and commitment on behalf of the franchisees. Luckily our model, whilst effective, is not so complicated and one of my banking connections described our business Ableworld has had a big as “an honest and straightforward push with the telecare business proposition”, which is one reason why products, using some powerful advertising the banks are willing to support potential franchise messages partners with funding”.

In the past Ableworld has claimed to be ‘one of the country’s leading’ mobility retailers so we were keen to know if that claim was still true.

Mike believes so. “Yes, I believe we are one of the “Platinum status is the highest leaders if not the leader. possible rating for monitoring centres There is one or two who in the country” match us for numbers of stores but none who can match us for the wide range of products, the size of our stores and our geographical reach. Having a growing franchise network means that we can, and increasingly will, open a store anywhere on the mainland of Britain.”

Mike says that managing “We have seen our turnover rise every a growing network is a year since we opened in 2001” management challenge as much as anything and the appointment of Adam Robinson as Area Performance Manager last year is already paying dividends with a greater number of store visits and a consistent approach to standards improving the customer experience and therefore sales.

Ableworld can now boast of 17 retail outlets from Llandudno in the West to Glasgow in the North and Darlington in the East as well as an

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E-mail: info@thiis.co.uk

Does your scooter supplier advertise nationally to generate enquiries for you?

We do

If you’re looking for more than just a great product and great service, call us to find out how we are helping our retailers to build their businesses

increasing presence in the Middle of the country.

But what of the South? Paul told us: “We are talking to a couple of very interested parties at the moment on the franchise side and I am hopeful that at least one of them will allow us to put a stake in the South of England. We know there is demand there, we know that we have the right customer proposition and we know that we have a franchise model that works so it’s just a question of who will win the race to become our first ‘southern’ franchise.”

Ableworld’s flagship store in Shrewsbury opened last year and at the time was their largest ever retail outlet.

Mike says that Shrewsbury has been a success in many ways. “The stairlift business and the engineering side and specialist side have especially shown good increases. Sales in the store itself saw a great start and, as these things tend to do, slowed down a bit before two of our main competitors closed down and now we are seeing the effect of that on our own sales. It is difficult for the smaller independent units to compete effectively once we arrive and whilst we are sorry to see others fail it is unfortunately part of a wider consolidation of the market place. We have seen it with the food super markets and I have personally seen it in the DIY trade. From the start we always thought that larger, well stocked stores with well-

trained staff and easy parking would be the way forward and that appears to be the case.”

Telecare isn’t the only new product range on the Ableworld agenda as Mike told us. “We are setting up Ableworld Bathrooms to tap into a market which we feel is over-priced at the moment. We will also be looking at bringing more ‘own brand’ products into our range and generally striving to expand our range as new, innovative or better products become available.”

The company has also undergone a review of its “We know that we have a franchise website and e-commerce model that works so it’s just a offering which Paul says question of who will win the race will see the company to become our first ‘southern’ become more effective franchise” in the future. However, he says: “Let’s not get carried away with the internet. As we stand today it is taking approximately 12% of retail sales and whilst we acknowledge that this is growing it still means that 88% of sales are going through more traditional channels; and this is probably even truer of our own, predominately elderly, customer base. So, whilst we will devote appropriate attention to the internet we still see bricks-andmortar lasting for a few more years.”

The Ableworld website is at www.ableworld. co.uk

MOBILITY COMPANY

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October 2013

OCCUPATIONAL THERAPY

LOAN STORES

ACCESS OFFICERS

TISSUE VIABILITY

CARE HOMES

CCG’s

For more information on Healthcare Data mailing lists email info@healthcare-data.co.uk or call 0845 463 1820

www.thiis.co.uk

E-mail: info@thiis.co.uk

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

CELEBRATING THE INDUSTRY’S SUCCESS We’ve had a fantastic response to our awards this year, with an unprecedented level of entries for the British Healthcare Awards and Independent Living Design Awards (ILDA). It’s great to see so many high quality new and established products in the marketplace, and the real creativity demonstrated by entrants in the Best Marketing Campaign and Best Creative Solution categories. You can see the logos of all our entrants at www. bhta.net/awards All submissions are under consideration by our independent judging panel, representing the industry, healthcare professionals, trade press and end users - they have some difficult choices ahead of them!

The judges’ decisions will be revealed at the Awards dinner on Thursday 5 December. Our winners will be presented

by BBC Breakfast’s Bill Turnbull, a veteran of 20 years in television, who has reported from over 30 countries as a BBC correspondent. Bill has also appeared on “Strictly Come Dancing”, won £150,000 for charity on “Who Wants to Be a Millionaire” and braved the hot seat on “Celebrity Mastermind”.

In his spare time, he keeps bees and has written a book on apiculture, “The Bad Beekeepers’ Club”.

The Awards dinner, held this year at the Millennium Gloucester Hotel in Kensington, should be an evening to remember. With a three course dinner, wine and dancing, this is the ideal event at which to host your clients or bond with your team.

To book your place, please complete and return the booking form at www. bhta.net/awards.

MOST POPULAR MEMBER BENEFITS BHTA recently introduced an exclusive new package of exclusive discounts and benefits, BHTA Advantage, offering members even more value for their subscription.

So far, the top five most viewed benefits are:

• • • • •

discounts on cinema tickets cashback from high street retailers savings on package holidays energy price comparison service savings on hotels and short breaks worldwide.

With more profile through the Trading Standards Institute, more benefits from BHTA Advantage and more promotional opportunities with BHTA Engage, there’s never been a better time to join. Talk to Stephen Rigg on 020 7702 2141 about how we can support your business.

PROFESSIONAL DEVELOPMENT FOR 2013/2014 Bookings are now open for BHTA Professional Development course up to March 2014. We offer a range of courses, including: • BTEC in Healthcare and Assistive Technology • BTEC in Stoma and Continence Customer Support • BTEC in Pressure Care Awareness • Community Equipment Assessor Training Our courses are industry-specific and delivered by experienced trainers with a thorough knowledge of the assistive technology business. The BTEC in Healthcare and Assistive Technology is an excellent introduction for any members of staff new to the industry, or an ideal refresher for the more experienced.

In addition to our established courses, we are also piloting a new topic. The brand new BTEC in Infection Prevention and Decontamination of Medical Devices including Community Equipment will be held on 25 and 26 March 2014 in Banbury.

For details of all BHTA Professional Development Courses, new dates as they’re announced, or to book your place, please visit www.bhta.net/cpd

can only scratch the surface of?

The BHTA may have the solution with a campaign called Your Turn. Your Turn was launched by the BHTA 8 years ago to tackle the issue of pressure ulcer prevention and is now delivering training programmes across the UK designed at helping to spread the message of prevention through awareness.

If you are interested in finding out more, or want to know how your company can benefit from an association with the Your Turn campaign, visit our website www.your-turn.org. uk or contact Claire James, Campaign Director for more information on Claire@ your-turn.org.uk

MAKE YOUR BUSINESS MORE VISIBLE WITH BHTA MEMBERSHIP Displaying the BHTA/TSI logo shows your customers you’re part of the only Trading Standards Institute approved Code in the industry, signed up to high standards of customer care.

BHTA membership also ensures your company is listed across eight different websites, including Disability Living Foundation sites and www. tradingstandards.gov.uk, with exposure to more than 1.5 million hits a year. To make sure your contact details are up to date on all of these, do let us know immediately if your address, phone number or website changes – it’s important that we have a general email address (such as info@mycompany.com) that customers can use.

BHTA members can now enhance their listing on the BHTA website by adding this company logo. If you haven’t already done so, email a jpeg to karim. uddin@bhta.com and your logo will be added.

YOUR TURN – PRESSURE CARE AWARENESS

“BACK TO THE FUTURE” – CONFERENCE REPORT AVAILABLE SOON

Are your customers asking you for increasing support when it comes to pressure ulcer prevention education?

Do you want to be able to give this issue more time but it is something that you

Check #bhta2013 on Twitter for updates on this year’s BHTA Conference as it happens! A full Conference report will be available shortly at www.bhta.net/ conference2013

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Points of view

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

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

Just how hard can it be?

By Alastair Gibbs When you give a Local Authority a mission statement that clearly spells out their over-riding aims and objectives, just how hard can it be to ignore them all?

The aims and objectives are plain and clear and a really good sound bite. Below is an excerpt from one Council statement. ‘promote responsible procurement that supports the council’s social, economic and environment aims, including strategies to maximise the use of local suppliers, embed the use of apprentices as a condition of contracts and incorporate supply chain management expectations on major contractors such as short payment terms to subcontractors, etc.’

Now you would have thought it was fairly easy to follow the above. Use local contractors for the supply of goods and services, make sure the local contractors take on some of the local youths, pay them on time and make sure they are value for money, simples!

But NO, it is not at all simple. In these difficult times where everybody spends more time watching their backs for fear of not complying with some sort of European legislation or risking legal action from a disgruntled citizen that fears their human rights have been infringed in some way or their feelings hurt, then it would appear it is best just to follow someone else’s rules and blame them if it all goes wrong.

A classic example of this has recently arisen which I think demonstrates our countries risk averse culture. A local council had been asking for two or three quotations for every DFG stairlift application. All was fine until the cost of administering all those quotes and paperwork was analysed. ‘What we need is a contract’ they say to themselves. That way we only have to do the paperwork once and not for every application.

Big savings are sure to be gained they thought.

But then the realisation of running a tender process in compliance with all relevant European legislation was going to cost big money. Step forward the ‘Framework Agreement’.

These marvellous agreements mean that if someone is brave enough to run a tender process and had sufficient money to do so, then they can “The problem from my point of view is offer the successful the way it completely alienates local contractors services to or regional companies” anyone else that requires a similar product or service.

The problem from my point of view is the way it completely alienates local or regional companies.

OK I admit when a stairlift tender for a Housing Association in Sunderland is advertised perhaps I, in Hereford, should pay more attention. But in reality it is 215 miles away and a four and a half hour journey. It is therefore, as a regional distributor / installer, way off my radar.

My obvious question is, How is this going to support a local supplier in Hereford when the tender was in Sunderland? How can it possibly help the Councils aim of supporting the local economy and environmental footprint? And is this really responsible procurement?

ABOUT ALASTAIR Alastair is the General Manager of TPG DisableAids in Hereford. He entered the industry back in the 1980’s when it was very much in its infancy.

Alastair is one of four directors in TPG, the others being Father, Mother and Sister. Alastair’s wife and sons also work part time in the company which promotes the company slogan of ‘Let our Family help your Family’.

Got something to say?

Then we’d love to hear from you.

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

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October 2013

www.thiis.co.uk

E-mail: info@thiis.co.uk

Tintern Riser Porter A mobile rise and recline chair with optional single or dual tilt in space control

Flexible positioning.

Please note: The chair has a 25 stone weight capacity but most carers will struggle to manoeuvre clients over 15 stone in weight.

4 large swivel castors, 2 at rear are lockable.

Optional profile head cushion Model shown in Zest Lime with black VP cushioning and visco foam quilt.

Full recline position

• Optional Single or Dual Tilt in Space actions • Optional full battery back up with freedom pack, no wires and up to 80 cycles.

• Various foam/gel seating options including high risk pressure relief.

• Any fabric.

• Easy clean infection control option with magnetic cushions.

Call 01685 845900, and enquires to info@primacare.co.uk or visit us at www.primacare.co.uk

High leg lift position

High rise position

Points of view Sharp Practice in our ‘Caring’ Industry

By Mike Williams It never fails to amaze me that despite all the bad publicity over the years and all the warnings, there is still plenty of evidence of sharp practice in our so-called ‘caring’ industry.

Take high-pressure selling. We had a customer in the other day stating that one of the main direct sellers went to her home and wouldn’t sell her a scooter without having a ‘driving test’ first – all great so far and very ethical. Surprise, surprise, 15 minutes later she had ‘passed’ the test and was encouraged to go to the Post Office to get the deposit for the scooter. Then the pressure began.

Luckily she phoned her daughter after a while who stopped her purchasing the scooter and gave short shrift to the ‘salesman’. The customer then came into one of our stores with her ‘disgusted’ daughter and told our staff about the tactics used. The customer tried our range and bought a scooter at our advertised price without the need for any dubious sales tactics.

Then of course there is: The Dealer. The Dealer who doesn’t do a full range of mobility and homecare products (especially stairlifts) and for a commission will let their customers be hounded by a high pressure salesman who will start the sales process off at an inflated price but will come down in price after supposedly phoning their boss or finding a “special offer if you sign today”.

Remember of course there are the full page adverts in the National paper claiming to be totally independent on advice for stairlifts – what

happens then is the “leads” go to the highest bidder for an area and are the recommended supplier for that locality – again often exposing the vulnerable to hard selling tactics.

“I still feel more needs to be done to The industry has many protect people who are potentially good ethical retailers in vulnerable to high pressure sales it – far more than when tactics” we started in 2001 – but I still feel more needs to be done to protect people who are potentially vulnerable to high pressure sales tactics and the sharp practices we regrettably still come across.

ABOUT MIKE Mike’s extensive background in national retail businesses started in the 1970s when he helped what was then ‘Block and Quayle’ to become the country’s largest DIY retailer, now better known as B&Q. After leaving B&Q, Mike set up Focus DIY which he helped to build up over twenty years to be the country’s second biggest DIY retailer.

Mike founded Ableworld in 2000. He is an active MD who leads by example and is quite prepared to get his hands dirty if necessary. Still passionately interested in all areas of the company Mike has particular involvement in the buying and marketing sides of the business.

There are now 15 Ableworld stores, some of which are operated as franchises.

Promoting your business online

By Kate Webster As personal budgets come into use, assistive technology products and services will increasingly be bought directly by users. The first place many of them will look for information – or to actually buy the product – is online. This makes your website more than ever the shop window for your business and an important introduction to you for your customers.

While some businesses make great use of sophisticated websites that showcase their full range of products and services, there’s nothing wrong with a simple site. If you don’t have web design skills in-house or cost-effective access to someone who can keep your website up to date, it may be better to stick to something with fewer pages and less comprehensive information, rather than add everything you can think of and find that prices or products are out of date in six months.

Remember to make it really obvious how to contact you and where to find your premises; it’s surprising how difficult it is to find a phone number for some businesses, or see opening hours. Particularly for retailers, this information is key for any customer planning a visit.

Website accessibility is extremely important, particularly for people shopping for independent living products, and it’s crucial to get that right.

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The Web Accessibility Initiative’s guidelines are widely regarded as the international standard. But you also need to think about the user’s “journey” what are people who visit your site looking for and how can you make it easy as possible to find? It can be useful to hold an informal focus group to see how customers actually use your website and how they expect to navigate it; that can be very different than you’d think.

Use of social media “It’s surprising how difficult it is can be a way to keep to find a phone number for some your website looking businesses” fresh and dynamic, as well as giving customers another way to interact with you. Using a feed from your Facebook or Twitter account on your homepage means new content will appear on the site regularly, and with limited technical skills you could find it easier to update social media than the website itself.

But if you plan to use social media for your business, you must be able to update regularly and ensure you respond quickly to any message and comments you receive. If customers feel you’re not listening, social media can become a place to vent their frustrations and actually damage your brand.

Seeing the BHTA and Trading Standards

www.thiis.co.uk

E-mail: info@thiis.co.uk

FLEXX - TRANSIT

FLEXX - SELF PROPEL

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

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

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

Points of view Institute logos on a website assures customers that a business is part of the TSI’s Consumer Codes Approval Scheme (CCAS), and is committed to providing higher standards of service than legally required. If you’re a BHTA member, make sure you’re displaying the BHTA and TSI logos prominently on your site, just as you do on your premises.

BHTA membership gives you a profile across eight websites with exposure to over 1.5 million hits a year. Make sure your contact details are up to date with BHTA to ensure they’re correct on all of those sites. We’re enhancing the listings on www.bhta.net/findamember by adding logos; if you haven’t already provided yours, please send it to karim.uddin@bhta.com.

Your website’s not that different to your

business card – it needs to give the key information in an easy to access form that potential customers can access quickly.

ABOUT KATE Kate joined the BHTA in April 2013 as Marketing and Communications Manager, reporting to the Commercial Director. With over 15 years marketing experience and a strong background in membership, she has worked for organisations including the Royal Town Planning Institute, the Association of Chartered Certified Accountants and the National Council of Voluntary Organisations. Her role includes building BHTA brand recognition and supporting members in promoting themselves.

New man at Capatex Tony Morrow has joined specialist hook & loop industrial fastener manufacturer, converter and distributor, Capatex Limited, as Head of Sales. Tony will play a key role at Capatex Limited managing the company’s largest accounts that span technical textiles, medical, transportation and agro-horticulture industries.

Capatex promote the Kylie, Kanga and DRYtex brands of washable continence care products.

Tony brings a wealth of knowledge in Business

Sales Advisor – South of England We are looking for a dynamic and motivated individual located in the South of England to join our team of skilled sales advisors.

Working predominantly in the paediatric sector with children with mild to severe disabilities, an empathy with our marketplace is essential and experience in this area would be advantageous. This varied role will put you at the forefront of our customer relationship, seeing you assisting a therapist to position a child one day, to carrying out inspections of equipment and meeting with senior procurement officials the next.

Liaison with children, their parents/carers, therapists and other members of the multidisciplinary team on a daily basis is key. You will be providing assistance and support in choosing and using the correct product from our range; raising the profile of the equipment and services we provide. You will facilitate demonstrations and training events and attend exhibitions, trade shows and conferences on a local and national level as part of this exciting and challenging role. The ability to ascertain and implement working practices that make efficient use of the time and resources available will be vital in growing our reputation and market share in this territory.

Our sales advisors are supported by a dedicated sales and customer support team and have regular performance feedback and review opportunities. The successful candidate will be expected to become conversant in our company policies and procedures and have the ability to robustly

interpret and adhere to these in their work thereafter. Strategic thinking ability will really set you apart from the crowd when applying for this position. Jenx is a visionary brand with a wealth of knowledge and experience in our field, aiming to make a difference by meeting and exceeding the requirements of customers on every level.

Jenx takes a customer-focused approach and the successful candidate will need to demonstrate their ability to offer outstanding customer service.

You will work to target with an attractive package and incentive opportunities in place. Due to the nature of this role an enhanced CRB check will be required from the successful candidate.

Essential Requirements: • Full driving licence with no more than 6 penalty points • Physically able to move and lift equipment as required • Proven sales record • Excellent presentation skills • Organised • IT literate • Motivated • Well presented • Approachable & communicative Should you wish to apply for the position please email your CV for the attention of Sally Hamshaw, HR Manager at sally@jenx.com

Development and Key Account management and has been at Velcro Limited since 1995.

Gabriel Strauss, Director at Capatex Limited said “We are delighted that Tony has joined us and he is already proving to be a great asset and leader. I have known Tony for many years and look forward to working with him”.

Call 0115 978 6111 or visit the website at www.capatex.com

Technical Service Opportunity Electric Mobility is a leading supplier of mobility equipment to dealers across the UK and continental Europe from its headquarters in Ilminster, Somerset. As a result of its recent expansion with many new products launched this year, several more planned and a determined and successful move into the rehab sector of the market, there is an exciting opportunity for an experienced technical service professional to join the team in Ilminster.

This is an exciting opportunity for the right candidate to build upon a very strong service ethos and reputation to further develop the company’s service and support function.

You will be an experienced technical service professional, possibly from a background within a dealer, manufacturer, distributor or the approved repairer/rehabilitation engineering sector. You will have a broad knowledge of powered wheelchairs, mobility scooters, rise and recline chairs and manual wheelchairs. Fully conversant with the electrical and mechanical systems found in these products you will have particular expertise in

www.electricmobility.co.uk

the rehab sector and have excellent communication skills to assist others in diagnosing and resolving issues remotely.

Additionally you will be: • Very empathetic to the disabled and elderly users of our products • A highly motivated proactive selfstarter with a “can do attitude” • A strong team player with excellent communication skills • Commercially astute and have excellent numeracy and literacy skills • Experienced in the programming of PG and Dynamic controls • Comfortable with computers and possess strong IT and Microsoft Office skills • Flexible and prepared to travel with a full UK driving license To enquire in confidence please send your CV and covering letter to Jonathan Hearth, Electric Mobility’s Managing Director, jh@ electricmobility.co.uk or call him for a confidential chat prior to submitting an application on 07739 340118

Take a look at all the latest job offers at

Recruitment

www.thiis.co.uk

Area Business Development Manager Beds and Surfaces Lisclare is a leading supplier of beds, hoists and pressure area care products to community equipment services throughout the UK. Our business is built on listening to our customers, keeping our promises and providing first class after sales support. We are looking for a highly motivated individual who shares this ethos to promote our range of products in the North.

In order to fulfil this role, you will possess excellent communication and presentation skills and show an ability to identify business opportunities, set clear objectives and deliver results. An understanding of community equipment services and the NHS community sector is preferred. Computer literacy is important. Pressure area care or moving and handling experience will be an advantage.

Key responsibilities will include the development of new business and the retention and development of existing customers. Reporting to the National Sales Manager you will be supported by our customer service centre in Widnes, Cheshire.

Applicants should post or email their CV accompanied by a letter to: Mr. Stephen Hall, Lisclare Ltd, Unit 11 Heron Business Park,Tanhouse Lane,Widnes WA8 0SW. T 0870 850 2384. Email: info@lisclare.com.

Please include details of current earnings and contact details.

Thinking of using THIIS to recruit new team members?

“Simplyhealth has been successful in recruiting two sales roles from adverts carried in THIIS magazine, website and bulletin.

We have found it to be a well targeted and cost effective channel and will be including it in our future recruitment plans.”

Kevin Snowball, Managing Director Independent Living, Simplyhealth

All applications will be treated in the strictest confidence.

Deadline for applications 18th Oct 2013

“I have been very pleased with the response to our recent advert on the website and magazine. It has superseded any of the other channels we have tried in the past and we will certainly use THIIS as the first port of call next time.”

Tim Dines, Chunc Posture & Mobility

www.lisclare.com

So, if you’re looking for someone...

Technical Manager – Stairlifts Homeadapt UK Ltd., with headquarters in Birmingham, is looking for an experienced stairlift engineer. We need a motivated self-starter who would aim to provide our dealers with the very best in customer service.

Duties include: • Dealer installation and fault finding training at our premises as well as on site • Coordination of daily service requirements for our entire customer base • Tracking inventory and

supervising warehouse • Service visits to dealers nationwide as well as occasional trips to other parts of Europe • Daily phone support to customers

Candidates should have the following qualifications: • 5 years experience in electro mechanical engineering, preferably in the stairlift industry • Customer focused attitude • Strong organizational and administrative skills • Excellent time management skills

• Excellent communication and social skills • Ability to work under pressure and handle more than one responsibility at the time • Knowledge of Microsoft Office and Outlook • Full current driving licence

The position is office based and at least 40 percent of working hours are expected to be spent in Birmingham.

Salary negotiable depending on experience.

Please send CV with cover letter to lena.jarlo@homeadapt.com

www.homeadapt.com

Commercial Manager Salary c£34,000 DLF is looking for a dynamic and articulate individual to be a key part of the income generation team, capitalising on DLF’s unique position in the marketplace. The post of Commercial Manager is a new role focusing on DLF’s work with manufacturers, suppliers and retailers in the assistive technology market and wider corporate environment. The post-holder will provide a proactive client development and customer services function and will bring new and improved income to help DLF continue to provide expert, impartial advice to older and disabled people.

Closing date for applications: 1 November 2013 To download an application pack and job description use the jobs link on www.dlf.org.uk or telephone Allan Jere (for Chief Executive) on 0207 289 6111 or write to Allan Jere, Disabled Living Foundation, Ground Floor, Landmark House, Hammersmith Bridge Road, London W6 9EJ

DLF is the national charity providing impartial advice, information and training on independent living since 1969. We exist to help people deal with the impact of advancing age or disability so they can maintain choice, independence and control over their lives.

DLF does this through a portfolio of services including our unrivalled knowledge base of assistive living products supported by expert, practical and impartial advice.

www.dlf.org.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.

OCTOBER 2013 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. Block 3: Clinical – 2nd & 3rd Block 1: Mechanical – 8th & 9th Block 2: Technical – 16th & 17th Block 3: Clinical – 30th & 31st City & Guilds Accredited. Halesowen. £185 +VAT per Block.

Sunrise Medical - Powerchair Service and Maintenance – Mechanics. 2nd October 2013.

Brierley Hill. FOC Sunrise Medical - Powerchair Service and Maintenance – Electronics and Diagnostics.

3rd October. Brierley Hill. FOC Prism Medical - Train the Trainer Course – An extended course (1 day per week for 5 weeks). .Starting date Monday 7th October 2013.

Wakefield. Accredited by University of Salford, Manchester. Cost: £650 Invacare - Manual Wheelchairs. 8th October 2013. Bridgend. FOC. Sunrise Medical - Mobility and Seating System Selection: a Paediatric Focus. 15th October 2013. Brierley Hill. FOC Invacare Scooters Service & Maintenance.

16th October 2013. Bridgend. FOC. Global Training by Silvalea – Introduction to Slings. 23RD October. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1.24TH October. Interactive Online Training. FOC. Invacare – Kuschall. 23rd October 2013.

Bridgend. FOC. Sunrise Medical - Scooter and Powerchair Service and Maintenance. 23rd October 2013.

Brierley Hill. FOC Pride - Mobility Products Technical Trouble Shooting. October 23rd-24th . Pride HQ. £170 + VAT which includes B&B and dinner for one night, lunch both days.

Global Training by Silvalea – Amputee Sling Solutions. 30TH October. Interactive Online Training. FOC.

Global Training by Silvalea – Paediatric Sling Solutions. 31ST October. Interactive Online Training. FOC. NOVEMBER 2013 Sunrise Medical - Power Mobility Matching Technology to Need. 5th November. Brierley Hill. FOC Sunrise Medical - Power Wheelchair Assessment. Wednesday 6th November.

Brierley Hill. FOC. Global Training by Silvalea – In-Situ Sling Solutions. 13TH November. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 14TH November. Interactive Online Training. FOC. R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. Block 1: Mechanical – 13th & 14th Block 2: Technical – 19th & 20th Block 3: Clinical – 27th & 28th City & Guilds Accredited. Halesowen. £185 +VAT per Block.

Invacare - Ocean Shower Chair Workshop.

13th November 2013 Bridgend. FOC. Quantum Rehab- Powerchair Training.

November 14th. Pride HQ. Returnable deposit required.

Invacare - Impetus, 19th-20th November 2013. Venue: Invacare, Bridgend. £149 per person (plus VAT).

Electric Mobility – Mobility Products Service Training Course. 20th November, Ilminster, Somerset. FOC. Pride - Mobility Products Technical Trouble Shooting. November 20th-21st. Pride HQ. £170 + VAT which includes B&B and dinner for one night, lunch both days.

Sunrise Medical - Seating and Positioning for Function and Mobility (for clinicians). 26th November. Brierley Hill. FOC Sunrise Medical - The Jay Portfolio – a Clinical Perspective. 27th November. Brierley Hill. FOC

Global Training by Silvalea – Complex Sling Solutions 2. 27TH November. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions. 28TH November. Interactive Online Training. FOC. DECEMBER 2013 Sunrise Medical - Powerchair Control Systems and Programming (2 day course). 4th & 5th December / Follow up course TBC. Brierley Hill. FOC Global Training by Silvalea – Introduction to Slings. 11TH December. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harnesses. 12TH December.

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

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

Bridgend. FOC Global Training by Silvalea – Sizing & Measuring Slings. 16th January. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 22nd January. Interactive Online Training. FOC. Invacare – Servicing/Maintenance of Patient Lifters. 22nd January. Bridgend. FOC Global Training by Silvalea – Toileting Sling Solutions. 23rd January. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 23rd January. Bridgend, FOC FEBRUARY 2014 Invacare – Servicing/Maintenance of Mattress Pump. 05th February. Bridgend. FOC Global Training by Silvalea – Introduction

to Slings. 12th February. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1. 13th February. Interactive Online Training. FOC. Invacare – Fault Finding on Power Chairs.

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

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

19th February. Bridgend. FOC Global Training by Silvalea – Paediatric Sling Solutions. 20th February. Interactive Online Training. FOC. Invacare – Power Chair Controls. 27th February 2014. Bridgend. FOC MARCH 2104 Invacare – Servicing/Maintenance of Patient Lifters. 05th March. Bridgend. FOC Invacare – Servicing/Maintenance of Mattress Pump. 12th March. Bridgend. FOC Global Training by Silvalea – In-Situ Sling Solutions. 12th March. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings. 13th March. Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2. 19th March. Interactive Online Training. FOC. Invacare – Robin Overhead Hoists. 19th March. Bridgend. FOC Global Training by Silvalea – Toileting Sling Solutions. 20th March. Interactive Online Training. FOC. Invacare – Servicing/Maintenance & Adjustment on Manual Chairs. 26th March.

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

CONTACTS FOR BOOKINGS

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

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October 2013

Sunrise Medical – Contact Kim Welsh at kim.welsh@sunmed. co.uk or visit www.steps-training.eu.

Global Training by Silvalea - +44 (0) 1626 331655 info@ silvalea-globaltraining.com or visit www.trainingbysilvalea.com Quantum Rehab – Call 01869 324600 or email sales@ pride-mobility.co.uk

Pride Mobility – Call 01869 324600 or email service@pridemobility.co.uk Electric Mobility – Call Sharon Newton on 01460 258100 or email sn@electricmobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com

www.thiis.co.uk

E-mail: info@thiis.co.uk

Still 12months monthstoto exhibitor list keeps on growing....

Still 13 gogo andand thethe exhibitor list keeps on growing‌

Confirmed exhibitors so far: Classic Canes Classic Canes Drive Medical Drive Medical Patterson Medical Patterson Medical Handicare Handicare First Senior First Senior Flexel Flexel Simonds Gerald Gerald Simonds Primacare Primacare Suite Options Suite Options Assistive Partner Uniscan

Able 2 Assistive Partner Karma Mobility Uniscan Rise & Recline Able 2 Happylegs Karma Mobility MK Battery Rise Etac& Recline Happylegs Sidhil MK Battery Aidapt Etac Gordon Ellis Sidhil Chiltern Invadex Cefndy

Wilcare Aidapt The Helping Hand Co Gordon Ellis Company Blue Badge Chiltern KymcoInvadex Cefndy TGA Wilcare Jetmarine The Helping Timo UK Hand Co Blue Badge AbleworldCompany Kymco Electric Mobility TGA Dartex Sitting Pretty

Bartrams Jetmarine NRS Healthcare Timo UK Medical Sunrise Ableworld POTS Electric Mobility Innahome Dartex Paroh Sitting Pretty Access Needs Bartrams Careshop NRS Healthcare Easymove Sheets Sunrise Medical Carebase

front of people who want to do business, call Clare Johnson on 01962 736989 or c.johnson@closerstillmedia.com

Here’s what some of our exhibitors have to say about Trade Days: We look forward to a professional and productive trade show and hope that our retailers will take up the opportunity to attend and support it fully.

James Nicholls, Group Sales and Compliance Director, The First Senior Group

This is the first event I have been aware of dedicated to trade and as such is one we are keen to support.

We have jumped at the opportunity to book a stand at this Make sure you book your diaries now for this not to miss

For more industry feedback, visit www.tradedays.co.uk

Clare Johnsonon 01962 736 989. Or email us at c.johnson@closerstillmedia.com

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

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

01787 882244

sales@tgamobility.co.uk

www.tgamobility.co.uk

Team of the Year

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

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