Thiis oct 14

Issue 193 • October 2014

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Investment, camera, action!

INCREASING MARGINS THE EASY WAY

SIMPLE CONCEPT PROVES A SUCCESS

JOBS ON OFFER NEW PRODUCTS STOCKSHOP SALES TIPS

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

accentu8 Vale Business Park Cowbridge Wales t: 01446 776111 www.accentu8.net

…from the editor

4

“Lateral thinking goes a long way to happier customers and better profits”

At Trade Days a few days ago there was a comprehensive free seminar programme with a number of sessions designed to offer tips and advice on sales and marketing.

Getting better at closing the sale or producing marketing materials that catch the eye is vital if a business is going to compete in the future in what is already a very competitive marketplace.

It’s not that long ago that many in the industry would frown when it was suggested sales or marketing training could make a difference.

There was a feeling that sales training meant ‘pressure selling’, but that’s not the case at all.

44

“If this sounds different to what you have heard about doing business in China, then that’s because it is”

46

“I couldn’t find any products which solved the problem so I decided to design my own”

You can still ‘sell well’ and have the customer’s interests very much in mind and we shouldn’t be shy when it comes to ‘beefing up’ the sales efforts.

‘Up-selling, cross-selling and all the other ‘techniques’ that the most effective salespeople employ are simply tools that anyone can add to their armoury and, no matter how small the business is, they are techniques that will make a big difference to the bottom line.

David N Russell AD4

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

v3 12-11 Flash ad Thiis Mag:200x40

14/12/11

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Page 1

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

On the front...

Find out why the cameras were rolling on page 22.

You can find THIIS on Twitter at: wwwthiiscouk

Find out why on page 11 & 15

www.thiis.co.uk 3

Give better value get better margins One of the seminars at Trade Days covered the subject of ‘upselling’. It’s one of the most powerful sales techniques you can use that will improve the bottom line of a business.

It’s not about ‘pressure selling’ or selling a product to a customer that they don’t really need, it’s about making sure the customer gets value and you get the sales that will help the business to grow.

Here, Dr Barend ter Haar, Managing Director of BES Rehab, talks more about how to approach the subject…

In a retail environment does everyone understand the concepts of cross selling and up-selling? Do we really use these techniques to give customers better value and to make sure they return for repeat sales? Are there opportunities to make better margins by using these age-old techniques?

How can retailers provide added value to customers and thereby grow their businesses?

This article uses examples around pressure care - a major concern to end users (the general public) and retailers (as solution providers) tackling this concern. Pressure ulcers have been a major concern for individuals, and major costs to the NHS. People come to retailers for solutions, but, as retailers, do we know enough about pressure ulcer prevention and the products we sell, to provide the right solution?

Adding a Chargeable Service Have you thought of the wonders of using a little technology to prove your point? Customers wanting pressure relieving cushions might not know what to look for, but if you could show them what they need by providing a cushion with “Are there opportunities to make the value added service of better margins by using these pressure mapping them on the cushion, this could help age-old techniques?” you up-sell, convert them into happy customers, set up repeat sales, and make better margins at the same time. A simple way of preventing pressure ulcers is by making sure the right products are prescribed. These products should have pressure re-distributing qualities, be able to preserve tissue and skin integrity by reducing friction and shear, and have microclimate control properties. For retailers to prescribe these products it is important that the staff have in-depth knowledge about them “The more your staff know, the and the right tools for prescription - a pressure more they can sell” map lets a person see potential pressure points and how the pressure can be redistributed. The more your staff know, the more they can sell, hence the value of up-selling a product by providing a service. You can try to sell a cushion on its own, or your customer can pay for a cushion along with the value added service of being pressure mapped to make sure they have bought the right cushion.

Pressure care is used as an example of how ‘added value’ can benefit both the customer and retailer

4 www.thiis.co.uk

Barend explains how retailers can increase margins while at the same time helping their customers

Double the quality, Quadruple the value Margins are very important to retailers, but the concept of compromising on quality and selling a low priced product is not the best policy, for either the retailer, nor the customer! The low priced product may have a good percentage margin, but a 50% margin on a £10 product is a lot less value for the sales person’s time than a 40% margin on a £50 product, that actually also leads to a happier customer.

For example, ‘wool’ products are often sold through retail outlets as pressure ulcer prevention aids. But are these products real wool or artificial?

Are they good quality or just synthetic? Are these products really solving the issue? Medical grade sheepskin has been proven to reduce the occurrence of pressure ulcers. Wool is hydrophilic, meaning that it takes up or wicks away moisture from the skin. Wool can hold up to a third of its weight of water vapour before ‘feeling’ wet, and therefore helps to protect against maceration, and leads to greater comfort. On the other hand, artificial wool is hydrophobic, so cannot provide the moisture absorbing properties of wool which reduce the risk of maceration of the skin at the surface.

The compressibility of synthetic fibre squeezes out trapped air, losing the temperature regulatory properties of the natural materials. The higher price of the real McCoy is the difference between a material that works and one that does not – even if visually they look the same.

Cross-selling When you buy from Amazon, you see the message that ‘People who bought this product also bought ….’ If someone is concerned about the damage to their skin from what they are sitting on, they could well appreciate pressure care products for other “Lateral thinking goes a long way parts of their body – feet, arms, etc, or for other to happier customers and better situations – bed, armchair, profits” shower chair etc. If selling a walking frame, you can offer glides to replace ferrules, and simple lights to see where you are going in the dark (e.g. to the toilet in the night).

Lateral thinking goes a long way to happier customers and better profits.

BES Rehab Ltd can be contacted on 01179 666 761. The website is at www.besrehab.net

Funding resource for children’s equipment Finding the money to pay for what can be expensive equipment options is always a challenge, but one retailer is hoping to point customers in the right direction with a new advisory section on its website.

The Mobility Aids Centre’s newest addition to their team, Sam Underwood, has produced a useful online resource which highlights a number of funding sources for people looking for help to purchase paediatric equipment.

The resource includes details of over 30 charities and organisations.

Sam told us: “Whilst there are other places that list good sources for funding for children’s mobility equipment there isn’t anything quite as comprehensive.”

The Mobility Aids Centre has been working with customers looking for the best children’s equipment to suit their needs for nearly 30 years.

The resource is available through the Mobility Aids website at www. themobilityaidscentre.co.uk

Looking for new role We have heard from Paul Jones who is looking for a new role in the industry.

Paul told us: “I have recently been made redundant from my position at Dynamic Europe Ltd. I was employed by Dynamic from 1992 until 2014 and held the position of Service Manager for the last 15 years. I am an experienced people and customer manager and have a strong technical background, specialising in the powered mobility sector. I would be looking for a similar technical or customer support role in the Midlands area.

To talk to Paul, call him on 07773 271016 or email pauljones6253@gmail.com

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WILCARE RE-NAMED IN NEW DESIGN LED ERA

Angela Gidden MBE unveiling the newly named accentu8 at the company’s factory.

Wilcare, one of the UKs leading manufacturers of rise and recline furniture, is changing its name and re-designing its entire product range as it enters a new design-led era.

In the first stage of its transformation under furniture designer, Angela Gidden MBE, who started working with the company as Consultant Creative Director in 2013, Wilcare has been re-named ‘accentu8.’

Anthony Kiff, Managing Director of accentu8, which supplies furniture to the healthcare, care home and consumer market, said: “We have taken a long hard look at our marketplace and how rise and recline furniture meets today’s needs and design tastes. Under Angela’s direction we have initiated a major new design-led era and our first announcement is the introduction of our new name.

We are very excited about establishing our brand name and introducing our new developments to the industry. in coming months”

Angela Gidden said: “I must give credit to Anthony and his fellow directors for their willingness to go with the direction our new design-led approach is taking the company.”

The new products were unveiled at Trade Days.

Established in 2001, the company produces a wide range of powered rise & recline chairs for hospitals, care homes, mobility dealerships, charities and community equipment suppliers, from its Cowbridge factory in South Wales.

The new website is www.accentu8.net

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Cosyfeet offers a one width fitting which means less complication.

Cosyfeet products encourage repeat business, bringing customers back to your store again and again.

Cosyfeet customers ask for our product by name.

Cosyfeet offers impressive stockist support.

Want to know more? Potential stockists should call John Negus on 01458 449075 or email: johnn@footshopltd.co.uk CF038_V2.indd 1

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Retail packaging for hydration product Hydrate for Health has introduced new packaging and point of sale material for the award winning Hydrant.

The company is now looking to develop its retail business after a successful introduction for the product that is designed to prevent dehydration in healthcare settings.

Hydrate for Health are offering the first 100 retailers who email pos@hydrateforhealth.co.uk a free UK Distributor Pack. The pack contains a point of sale display with 100 leaflets and 2 x 1 litre Hydrant systems with a retail value of nearly ÂŁ30.00.

The Hydrant, a unique hands-free drinking system, won the Queens Award for Enterprise and is a proven product in the NHS/Healthcare arena. It is in extensive use in hospitals and the community, with community clients reporting a 78% reduction in urinary infections and hospitals seeing substantially reduced lengths of stay and infections.

10 www.thiis.co.uk

The product was recently featured in a report from North East London NHS Foundation Trust (NELFT) which suggested that the Hydrant could help to improve the problem of dehydration in hospitals and care homes.

Following a three month trial of the Hydrant at NELFT the report suggested that 75% of patients felt that the Hydrant increased their independence, and 67% felt that the Hydrant increased their comfort.

74% of patients felt that the Hydrant should be offered to all patients who are able to use it.

Also, 53% of staff felt that the Hydrant reduced urinary issues and helped the patients to drink more and 86% of staff agreed that the Hydrant helps patients to drink unaided.

For more information, call 0800 292 2382 or visit the website at www.hydrateforhealth.co.uk

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

WEBSITE OPPORTUNITY FOR NEW OWNER Established mobility equipment free-ads website DisabledGear. com is looking for a new owner who can continue taking it forward.

It was launched in 2009 by Guy Harris, who is a full-time wheelchair user following a road traffic accident eleven years ago.

The website enables people to buy and sell second hand mobility equipment. Sellers can list their items with photos and video and choose to hide contact details, with initial contact through the website. Buyers can search by keyword, category and subcategory, price or distance.

Guy told us: “The site is well optimised for and ranked by search engines and because I have added relevant, comprehensive and impartial information pages. It has a good visitor rate and has grown entirely organically. There is a Facebook page and Twitter feed and a lot could be done by someone with the right knowledge and commitment. It is a perfect project for someone who needs flexible working hours or who prefers to work from home.”

“I traded new products from the website, though I have wound that side of things down now. The new owner could start this up again: it would be a huge boost to launch existing or new products from an established platform. Or the site could just as easily be monetised to provide income, without trading.”

Due to his current work commitments Guy is not able to move it forward as he would like.

You can contact Guy through the website, which is at www.disabledgear.com

Quick and safe answer to sling transfers Silvalea has introduced what the company describes as the answer to quick, safe ‘click on’ and ‘click off’ sling transfers. The new D-ANSERCLIP is compatible with all major manufacturer’s Clip (Stud) Fixing Hoists.

Gary Bevan, Operations Director told THIIS: “For years there have been so many different types of Clip (Stud) Fixing Hoists on the market it has created a mammoth logistical nightmare for sling suppliers, community equipment stores, even hospitals and care homes struggled to know what slings to buy. The healthcare industry suppliers were completely confused about which lines to keep on the shelf, as often each hoist manufacture would have a different style clip fixing so they had to stock the same sling in various clip fixing designs resulting in tying up a large outlay of capital and huge problems with storing the stock.”

He added: “This will make life so much easier for our suppliers, carers and the healthcare industry,” To for more information on the new product, go to www. silvalealtd.co.uk

12 www.thiis.co.uk

End of Line Offers Priced to clear - while stocks last Valid from 1st October to 30th November 2014

Deluxe Soft Grip Retractable Propelling Pencil RA-6122 50p

Foot Cleaner & Pumice BA-7152 £2.35

Remote Control Lighted Magnifier RA-6419 £1.35

Adjustable Bath Seat BA-7115 £8.30

Neck Magnifier with Light RA-6403 £5.95

3-Grid Pill Dispenser HA-4137 25p

Tri Walker Bag WA-3106-Bag £6.80

Lighted Magnifier x3 mag RA-6145 £2.05

Button Hooks Plastic DA-5133 75p Wooden DA-5130 65p

Grab Reacher 80cm HA-4610 £2.14

Elastic Support Products: Elbow Support S M L XL SA-9308 £1.05 Wrist Support with Thumb Hole S M L SA-9303 95p Ankle Support S M L XL SA-9500 £1.15 Sport Knee Support – one size SA-9512 £4.55

Knee Support M & XL only SA-9510 £1.20 Tennis Elbow Support SA-9401 £1.42

Contact us at: 9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE Folding Walking Stick Stand 27x27x58 cms WA-3430 £6.80

Folding Handy Reacher 66cms HA-4604 £2.89 81cms HA-4605 £3.80

Tel: 01733 391900 Fax: 01733 931551 mail@shineinternational.co.uk www.shineinternational.co.uk

Mobility retailers scoop awards Sunrise Medical invited its top retailers to an exclusive event to celebrate their outstanding contribution to the industry recently.

Guests were entertained by comedian and presenter, Alex Brooker from Channel 4 show The Last Leg ahead of the awards ceremony.

Awards presented included accolades for sales, web presence and customer service.

The winners were: • Quickie manual dealer of the year 2014 – EPC • Quickie Salsa dealer of the year 2014 – MMS Medical • Quickie Jive dealer of the year 2014 – Simplyhealth • Outstanding contribution to customer service 2014 – Midshires • Built-4-Me solution provider of the year 2014 – MMS Medical

• • • • • • • •

Exhibitor of the year 2014 – Midshires Best website and use of social media 2014 – Better Mobility Fastest growing dealer 2014 – Millercare Do the right thing award 2014 – GBL JAY on chair dealer of the year 2014 – Ability Matters Quickie Professional of the year 2014 – Kieran Browne, MMS Medical Breakthrough dealer of the year 2014 – Active Mobility Sunrise Medical Customer Service Associate of the year 2014 – Jackie James (voted for

by Sunrise Medical dealers)

Ottobock launches MND powerchair Ottobock, has launched a new power wheelchair designed for people living with motor neurone disease (MND).

The B400 Neuro Power Wheelchair was developed as part of a MND Association initiative, funded by the Department of Health, to develop wheelchairs better suited to the requirements of people living with MND and other neurological conditions. In addition to being compact enough to fit in the home environment and sturdy enough for outdoor use, the chair has been designed to support accessories and technologies where required and has many options for seating position and cushioning.

“Our new wheelchair is designed to adapt to the often rapidly changing needs of people with MND,” said Simon Tempest, Mobility Solutions Manager at Ottobock.

For more information go to www.ottobock.co.uk

A brand new, easy to use resource for Invacare’s Safe Patient Handling products

visit www.safepatienthandling.co.uk 14 www.thiis.co.uk

Alex Brooker with Sunrise Medical’s UK Marketing and Product Manager, Simon Collins at the awards evening

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

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

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

THIIS is also read online too. A recent issue had 1093 readers in the first three days after online publication.

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

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

Graham Billcliffe, Horizon Mobility

NEW OPPORTUNITY MANUFACTURER LOOKING FOR RETAILERS

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

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

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

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

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

Invacare’s ‘Winning Formula’ launch According to Invacare, speed, performance and power coupled with the high tech surroundings of the Williams F1 Conference Centre set the perfect backdrop for a product launch.

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

Customers invited to the exclusive day were treated to presentations, workshops and the launch of new active and power chair products. There was also a tour of the Williams Racing Car museum

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

Pressure Protection From The Very Beginning The Treat-Eezi pad can be transferred from bed to chair in seconds and star ts working as soon as you sit or lie down on it, with the porous microfibre structure preventing excessive moisture build-up and allowing efficient air flow.

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Speak to us today to find out more about our range of Treat-Eezi pads, & see how pressure care can be made easier for you.

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Suitable For Social Care

Advanced Microfibre Wrap

Exclusive Size To Recliners

Treat-Eezi pads are simple to place, quick to remove and easy to clean or bleach, providing a valuable improvement to social care tasks without the need for extra training.

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

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

For More Information Call

0800 37 37 02

info@recliners.org.uk

www.recliners.org.uk

It’s not always Sometimes it can be difficult to spot the original no matter how innovative the design!

To help you identify the members of Handicare’s ReTurn family of transfer aids we have put together an ‘at a glance’ guide to help you compare the original ReTurn range with alternatives that have been inspired by our market leading products.

enquiries@handicare.co.uk | www.

easy to spot the original Why our users turn to the ReTurn range time and time again Quick and easy to use

No sharp or rough edges

The ReTurn 7500i is even quicker and easier to use with a support belt thanks to its central pommel to which the belt can be securely attached and detached quickly.

The ReTurn’s super smooth surface finish provides a safe and smooth structure for the user to hold. The absence of screws and fixings in this area of the frame means there is no risk of catching the skin on sharp or uneven surfaces and the potential for dirt accumulating in difficult to clean areas is removed.

Designed with user in mind The wipe clean distinctive red paint finish makes the ReTurn easier to locate visually and removes the risk of raised seams on moulded handle covers causing discomfort to, or scratching, delicate skin during use.

Tailor to the need of your client Independently tilting leg rests provide excellent non weight bearing leg support during sit to stand activities or if wound dressing is required.

Easy to clean

Both leg rests can be easily adjusted without the use of tools to ensure that the client receives tailored support and can be adapted as their needs change.

The fully enclosed base plate makes this solution easy to clean. This combined with the availability of a wipe clean ReTurn belt and easy to clean frame make this an ideal solution when infection control is a consideration.

The ReTurn 7500i offers the option of removable leg rest covers to provide an even softer finish to the wipe clean padded leg rests.

Our comprehensive ReTurn Range delivers solutions for a wide scope of clients and is available with a range of fully tested accessories such as support belts and heel straps to assist stroke patients who may be unsteady when standing.

ReTurn7400

ReTurn7600

Designed for children and shorter adults, it also works well in special X-ray units where it can provide support during upper body X-rays.

Max. 150kg/330lbs/23.5st

This model features a wider base plate, larger leg supports and a rising ladder that is both higher and wider to make this version ideally suited to heavier clients.

Max. 205kg/450lb/32st

ReTurn7500i

Wipeable ReTurn belt

This rising ladder is appropriate for most adult users and is available with and without the pommel.

Max. 150kg/330lbs/23.5st

Small 115cm (45.3") Medium 150cm (59.1") Large 155cm (61") Extra Large 180cm (70.9") NB The ReTurn belt is only approved for use with Handicare equipment. Handicare regrets that it is unable to accept liability, or guarantee performance, if it is used with equipment from other manufacturers.

handicare.co.uk | 0845 271 1107

BHTA TO MANAGE SHOPMOBILITY The Shopmobility network is to come under the management of the British Healthcare Trades Association (BHTA) from 1 November 2014.

The new arrangements will bring together the BHTA, which represents around 500 member companies making or selling assistive technology products, with the National Federation of Shopmobility UK. The Federation is an internationally recognised organisation with affiliated schemes across the UK, the Channel Islands and the Republic of Ireland.

Commenting on the new arrangements, Ray Hodgkinson MBE, Director General of the BHTA, says he is: “delighted to be able to bring together the network of Shopmobility Schemes with BHTA retailers, manufacturers and distributors. BHTA members and their customers benefit from being part of a Trading Standards Institute (TSI) Approved

Code of Practice. We look forward to extending those benefits to Shopmobility users.”

Edward Trevor MBE, Chairman of the National Federation of Shopmobility UK (NFSUK) said: “BHTA and Shopmobility have a common interest in enabling people to live more independently for longer and offering excellent customer service. Both organisations believe working together will help us forge new links and offer even better support for users.”

Shopmobility schemes across the UK, Channel Islands and Republic of Ireland will continue to operate as normal, and users will not need to change their current membership cards.

The BHTA website is at www.bhta.net

Emerging talent award for North-East businessman David Lynch of Lynch Healthcare has won an ‘Emerging Talent’ award at the North East Entrepreneurs’ Forum awards.

The company launched a manufacturing division this year and has created its own brand of patient slings, made at its factory in Sunderland.

David said: “There have been many times when I’ve thought ‘am I doing the right thing, should I change the strategy, should I change the vision?’ But we’ve stuck with it and now we have a fantastic team which has made all the difference.”

The Lynch Healthcare website is at www. lynchhc.com

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 20 www.thiis.co.uk

POWER TRIPS

New online presence for Recliners Recliners has launched a new website which the company says will become its main touch point and marketing tool.

The company launched the site at Trade Days, explaining that it has been designed with what it describes as ‘a clean and flat design language which has been key in the Recliners brand of late’.

Ceri Morris, who recently joined Recliners as Business Development Manager told us: “The site has a clear focus on the products themselves giving more product information to help users understand the complete product range that we offer. Each product page has a detailed description of the chairs functionality, accessory information, size availability, demonstration booking and the opportunity to download the individual product information guides.”

Ceri says that the site also includes information on retailer store partnerships, bespoke manufacture, pressure care and product training.

He added: “It also gives a clearer understanding of what motion each mechanism can cater for including a downloadable chart that covers the entire mechanism range.”

The site has been designed for multi-platform use, allowing smart phone and tablet users to enjoy the full features.

The new website is at www.recliners.org.uk

Investment, camera, action!

Beverly Lawrence, CEO of the Kirton Healthcare Group, was put under the spotlight recently as Private Equity Investors NVM sent the cameras in to create a video case study.

Kirton underwent a Management Buyout last summer and received financial backing from NVM as part of the process. The filming session was all about exploring the reasons behind the decision to invest.

Beverly told us: “The team at NVM have been fantastic to work with over the past year and the other Directors and I are grateful for their insight, knowledge and above all faith in us and what we do. As a company, NVM invests in people as much as it does businesses and that is what the video will try to show: the human side of Kirton. We are a team of people who believe in the benefits of what we do and genuinely want to be the best we can be.”

Filming took place at Kirton’s A J Way factory in High Wycombe. Beverly added: “Shooting the video has reminded me of what an exciting time this is for the company and how fantastic what we do really is.”

Call 01440 765026 or visit the website at www.kirton-healthcare.co.uk

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E: enquiries@d-ansermed.co.uk for more details!

Arjo® is a registered trademark of the Arjo® Group of companies Oxford® is a registered trademark

D-Ansermed® and D-Anserclip® is a registered trademark. Silvalea Ltd is the exclusive licensee of the trademark. Silvalea Ltd has been granted the exclusive right to supply the D-Anserclip® under license by D-Ansermed® Copyright & Design Rights: Barry and Pauline Guilfoyle 2013 Protection: Patent Pending GB1307444.8 Community design Registration Number: 002210559

KITCHEN SAFETY RETAIL OPPORTUNITIES One of the businesses at Trade Days looking to develop its retail network was Finnish company Innohome. Founded in 2005, the company develops what it describes as ‘intelligent solutions for kitchen safety’.

Innohome is the market leader for cooker safety products in Nordic countries and its safety devices have been installed in over 60,000 locations around Northern Europe and the UK.

The patented technology is able to identify user errors and faults in the early phases of a potentially hazardous situation, preventing fires and leaks before they can occur. The company works closely with fire officials and other safety specialists in several countries and has fire safety partners in the UK. According to the company, over a half of all accidental fires in homes start from a cooking appliance, mostly the cooker and figures for 20122013 show that there were 44,000 non-fatal injuries and 33 deaths. The risk for a 65- year old person to die in a fire is twice that of the average of all ages, and it is four times higher for those over 80.

The Innohome Stove Alarm warns the user of potential fire before the formation of toxic gases and before a fire can ignite, detecting both maximum temperature and steep temperature rise. The Stove Guard also turns the cooker off, ensuring fire prevention even if no one is at home. The Stove

24 www.thiis.co.uk

Guard’s also has an intelligent timer detecting lowheat hazard scenarios and an ability to respond to gas/carbon monoxide/smoke alarm signals.

The company says that installation is simple, with the Stove Alarm taking just a few minutes and the Stove Guard less than 30 minutes. The “According to the company, devices can be used with all cooker types. The Stove over a half of all accidental fires Alarm is attached beneath in homes start from a cooking the cooker hood with magnets, or to the wall or appliance” cooker panel with screws.

The Stove Guard has an Intelligent Heat Sensor that is attached beneath the cooker hood, as well as a Control Unit that is connected to the cooker.

Mike Orton represents the company in the UK and he can be contacted at mike.orton@ telecareconsulting.com. The website for the company is at www.innohome.com

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

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

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

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

SEATING CLINICS PROVE A HIT AND GENERATE VITAL SALES Hertfordshire Action on Disability (HAD) was set up in 1958 by the then Welfare Department of the County Council to supply equipment to disabled people.

HAD has grown a great deal since that time and an Equipment Centre that was set up initially just as an exhibition which attracted only about a dozen people a week now it sees many more and the charity started selling all items of equipment some time ago.

The Equipment Centre is jointly managed by Occupational Therapists Chris Bellia and Jonathan Hill. The OTs, together with a team of trusted assessors offer expert assessments and honest, impartial advice Like many others, how the organisation is funded has changed hugely over the past few years and now HAD see’s product sales as a major part of its future plans.

HAD Chief Executive Annabelle Waterfield explained that funding cuts have meant that sales activities are now vital: “In March we lost all our local government funding. As a result sales, both on and offline, are important for our survival.”

OT Jeanette McDermott gives customer Denice Reeves a seating assessment.

As part of the marketing plan, HAD is offering free weekly seating clinics and they are attracting plenty of attention. Demand for the clinics is increasing according to Occupational Therapist Jeanette McDermott: “The number of customers so far this year is very encouraging. Most customers are elderly and they often come accompanied by a family member.”

The Tuesday and Thursday clinics consist of an assessment that takes about an hour and a half.

When completed the customer receives a written report with all the information and measurements they need before investing in a specialist chair.

HAD also runs clinics at their Welwyn Garden City HQ near to the QE2 Hospital.

According to the organisation, there is no obligation to buy the chairs from HAD, but some 50% of the people who have assessments end up buying from them.

For more information, call 01707 384260 or visit the website at www.hadnet.org.uk

Stair Climbing Company unveils latest model The Stair Climbing Company has introduced the new Sherpa 902, designed to transport wheelchairs up any kind of stairs.

The Sherpa operates on rubber tracks with innovative engineering to ensuring there are no marks or imprints left on the floors or stairs.

Business owner David Woodthorpe told us: “The Sherpa 902 is a revolutionary piece of engineering, which can be moved, installed, used and stored easily due to its ergonomic design, without damaging the architecture of a building. People really just don’t know yet that they even exist, or what benefits they can offer.”

A small business started just a few years ago. David worked in the oil industry for many years, travelling the world. He saw a stair climber in use one day and was so impressed with the engineering that he searched the market in Europe to source the best products with the latest technology.

David’s daughter, Emma, also got interested and after almost 17 years of corporate employed life in the Welfare to Work industry, she left the safety and comfort of being

26 www.thiis.co.uk

employed to join the small venture.

The website for the company is at http://tsccl.co.uk

David Woodthorpe with his daughter, Emma

SCOOTERS AND TAX DISC QUESTION ANSWERED If you have taxed your car recently, then you will know that the tax disc is a distant memory and there is no need to display anything in the car.

A number of mobility product retailers have been asking questions regarding the new rules and the impact on their customers who are buying Class 3 mobility products.

One retailer told us: “Having read the latest ruling on Road Fund Licence changes and the impact on motorists this will have, I have been in contact with DVLA regarding the changes and how it will affect the mobility users of class 3 equipment.

The motor vehicle changes are based around the ability to read number plates through the number plate recognition systems in place and my question to them was this - Are you expecting class 3 equipment users to now display number plates? It is a question that I have been asked by a few of our customers recently.”

He added: “Their reply was that we only need to register new and used equipment in the same way we have always done and that no tax disc will be issued and there will be no requirement to display a number plate on the equipment.

Sarah Lepak, BHTA’s Director of Governance & Policy Development told us: “Members have recently asked us about the position on vehicle registration for 8mph scooters (also known as class 3 invalid carriages) - some customers have received a form with their vehicle registration certificate, suggesting they require a number plate. Both the Driver Vehicle Licensing Agency (DVLA) and Department for Transport have confirmed that these vehicles should be registered, but that owners do not need a number plate and there is no vehicle tax to pay on this type of vehicle. Previously owners have received a “nil value” tax disc, but paper tax discs will no longer be issued from 1 October.”

Retailer of the year accolade for Suffolk outfit Kirton Healthcare has chosen Suffolk based Felgains as its 2013/2014 Retailer of the year.

The company says that the award is not just based on sales but several key activities including customer service and feedback, showroom presentation and the use of point of sale material, with the team at Felgains excelling in all.

“This is always a difficult decision as every member of our retailer network offers a fantastic level of service, however this year we felt that Felgains just pipped several strong contenders to the post”, commented Laura Adkin, Kirton Group Dealer Manager.

On receiving the award Tobi Webber, Product Consultant at Felgains commented, “Everybody here at Felgains works incredibly hard to ensure all our customers receive the highest level of care before, during and after they have made a purchase and receiving this accolade is great for morale and a real pat on the back for everyone. We have

28 www.thiis.co.uk

been working with Kirton for 20 years and during this time we have built an excellent relationship, the level of retailer support we receive is great and I look forward to another 20 years of working together”.

Laura can be contacted on 01440 765026.

The Felgains website is at www. felgains.com

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

A J Way October offers A J Way has a number of riser recliner and fireside chairs available at excellent discounted prices. All products listed are ex-demo, prototypes or end of line stock and available for immediate delivery or collection.

A J Way Single Motor, Tilt-in-Space Riser Recliners

Grab rail offers DDGR-E/EB - Blue premium hinged grab rail with integral toilet roll holder £9.50 DDGR-P/EB - Blue premium hinged grab rail with integral toilet roll holder and support leg £11.50 For more information and to order call Dave Cobb of Disabled Toilets on 0871 200 2082

(Above) A single motor, tilt-in-space chair with soft, gently curved arms and two vertical lateral flies in back. 3 models available.

Discounted trade price £420.00 (Right) A single motor, tilt-in-space chair with wide, flat, contemporary arms and two vertical lateral flies in back. 3 models available.

Discounted trade price £420.00

A J Way Fireside Chairs Fireside chair with high back and padded arms. 4 models available. Discounted trade price £140.00

For further details on any of the products listed please contact the A J Way Sales Office on 01494 471821 or email sales@ ajway.co.uk

30 www.thiis.co.uk

Fireside chair with high back, padded arms, wings and infilled sides.

3 models available.

Discounted price £205.00

www.dlf-data.org.uk

Are you part of the UK’s leading source of equipment information and advice for older and disabled people?

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

Reg Charity No. 290069

AN EVENT FOR OTs…

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

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

Les Jones, careflex

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

THEOTSHOw.cOm

VITAL STATS

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

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

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

95%

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

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

website news

News items are added to the THIIS website every day. Apart from the stories on retailers and suppliers, the news section also carries lots of items on interesting developments in the marketplace. Here are just a few examples. Visit the news section at www.thiis.co.uk for all the latest. You can also sign up for weekly email updates too. this year. The company has supported a number of charities over the years including local hospices and the Princess Alexandra Hospital.

Bariatric furniture standard in development With an increasing percentage of people in the UK falling into the category of ‘bariatric’, anyone that weighs over 25 stone (159kg), there comes a requirement for the provision of appropriate seating.

Currently there is no standard for this type of seating and so the provision of bariatric seating is being approached in a number of different ways, with some manufacturers’ simply up-scaling existing designs. The lack of a standard could put some UK manufacturers at a commercial disadvantage, so experts at FIRA International are working on a standard that is workable and reflects reality.

European Business Award success for NRS Supplier looks to raise funds Rise and Recline was looking for help from their trade partners to make their McMillan’s Coffee Morning a success

Brand Ambassador for Happylegs International Wheelchair Day founder Steve Wilkinson or ‘Wheelchair Steve’ as he is more commonly known has agreed to become a brand ambassador for the Happylegs seated walking machine.

Speaking of his decision to become a brand ambassador Steve said “I was born with Spina Bifida and can’t walk and have been a wheelchair user practically all my life. I’m well aware of the problem lack of leg exercise has on my health; the trouble is there is very little to help people like me.

Electronic stimulators are nothing more than gimmicks, in my view, with a raft of side effects and exclusions that prevent most elderly and disabled people from using them.”

He added that he had recently bought a Happylegs “It really is a fantastic and ingenious product which moves and exercises my legs. After just a few minutes I can feel the blood circulation improving in my feet and legs.

This simple product really has the potential to literally transform the lives of disabled people.”

More information at www.happylegs.co.uk

32 www.thiis.co.uk

NRS Healthcare has been named as a National Champion in The European Business Awards sponsored by RSM International.

Over 24,000 business from 33 European were involved with 709 companies named as National Champions and going through to the second phase of the competition.

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

Just go to the website and search with the phrase at the end of each article to read more…

‘Intelligent liner’ aims to reduce amputee pain A new device could help to relieve the pain and discomfort experienced by thousands of amputees as a result of poorly fitting replacement lower limbs.

Researchers are developing a prototype of the world’s first prosthetic ‘intelligent’ liner with integrated pressure sensors, which could be available to NHS patients in as little as three years.

The sensors for the device measure the pressure and pulling forces at the interface between a patient’s stump and socket of their prosthesis. In excess these pressures in excess can cause tissue damage, leading to painful sores.

To read more, visit the THIIS website and enter ‘Intelligent’ into the search facility.

97% of CCG’s attend event More than 7600 professionals congregated from all over the country to hear the latest political developments and educational and business updates in two packed days at Health + Care.

There were over 300 speakers in 14 theatres as a record breaking 97% of CCGs were represented at the event.

To read more, visit the THIIS website and enter ‘CCG’s’ into the search facility.

New website for Theraposture Theraposture has launched a new website to provide more professional and consumer information and to form the basis for future developments.

The new HTML5 platform has been specifically designed to assist visitors with accessibility through an easy-to-navigate format, mobility-friendly architecture and functions for visually impaired people. From a technical point of view, the site is now more SEO efficient, incorporates an enhanced content management system and inherent flexibility to extend online services in the future.

To read more, visit the THIIS website and enter ‘New Website’ into the search facility.

New fitness app for amputees A new app for amputees has been launched by Ottobock.

Fitness for amputees comprises 16 fitness and rehabilitation exercises for lower-limb amputees. The exercises have been designed by Ottobock’s leading physiotherapist and are easy to follow, with videos and guides to ensure users get the most from their rehabilitation and exercise.

Initially available for iOS devices and in English, Fitness for amputees is now available for downloaded from the App Store.

To read more, visit the THIIS website and enter ‘Fitness’ into the search facility.

34 www.thiis.co.uk

Success with joint promotion initative Theraposture reported high numbers of visitors to its stand at Kidz Scotland held in Edinburgh recently.

The company has formed a working relationship with Symmetrikit Postural Care so that the two companies work together at exhibitions to promote products from both stands.

Liam Braddell, Theraposture Sales Director, told us: “We identified Symmetrikit as an ideal specialist for joint initiatives. Their sleep system is excellent and has been a market-leading solution for over 17 years. Our intention is to help jointly promote our product ranges so that we create greater awareness to therapists and families. We plan to work together at exhibitions and on joint CPD projects.”

Theraposture and Symmetrikit are working together at exhibitions to generate interest for both ranges of products.

At the Scottish event, Liam says that a major topic of conversation was the cost effective benefits of the Mascot cot. “As it is the first, fully modular design available in the UK, it can be easily adapted if user needs change” he said “This eliminates the need to purchase new cots in the future and hence provides significant cost savings.

The next Kidz event is Kidz-up-North on 20th November at Event City in Manchester.

The Theraposture website is at www. theraposture.co.uk

Dealers sought for Timo UK

®

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

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

High Low Hydraulic Shower Trolley

Electric Shower Trolley

£19

£23

69

76

Wall Mounted Shower Stretcher

£26

75

Free shipping on pallet deliveries to UK business address.

Home delivery POA. All prices shown are Dealer Prices.

Tel 01257 472255

www.timouk.com Email sales@timouk.com

WELCOME TO ORGANISED BY

It's open!

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

The ribbon for the very first Trade Days show was cut by a group of people who had played a significant part in its development. At either end is Charlotte Gillan of Classic Canes and Richard McGleenan of Drive Medical. They were to first two companies to book into the show on the day it launched back in May 2013 and helped to create the momentum that grew quickly with other suppliers taking exhibition space.

Richard said: “Trade Days was a resounding success for Drive Medical in terms of spending quality time with our customers.

The Sunday in particular worked well in that certain customers, normally too busy during the week, were able to spare the time to attend. The fact that entry was restricted to Trade customers also gave the show a very relaxed mood conducive to good, constructive business discussions. As far as meeting our business needs Trade Days felt very much like a square peg in a square hole and we were delighted to rebook for next year.�

In the centre are Chris French, Steph Richardson and Natalie Coward from Cinque Ports Mobility. Chris sent an email to us in the summer of 2012 which set out the reasons why he hadn't been to a show in the UK for a number of years. He said that he found it very frustrating that there wasn't a show dedicated to the trade and that if someone did provide one, he would definitely be there with his team. It came at the time when we were wondering whether there really was a demand for that type of event.

The email Chris sent helped us to make that decision and the rest is history.

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

1

A big thank you...

To be perfectly honest with you, I really don't want to feel like I felt at 9.00am on Sunday October 5th ever again!

Not knowing whether Trade Days would get any visitors to a show that had grown larger than I could have ever imagined for the first year was pretty scary.

Just after the launch of Trade Days I was sent an image from a supplier. It was of tumbleweed rolling down an empty street. The message was that no-one in our industry would go to a show on a Sunday.

They were wrong.

Hundreds of retailers visited on the Sunday and hundreds more on the Monday and it seems that both the exhibitors and the visitors liked what they experienced.

Someone who came on the Sunday but who says he will spend more time next year is Duncan Gillett of Clearwell Mobility. He said: "Thanks for a fantastic show. It more than surpassed my expectations and the quality of discussions with exhibitors made it difficult to get round in a day. I am planning on coming for both days next year."

And so, a big thank you to all the companies that took a punt, supported the show throughout the promotional campaign and helped to make it look great in the first year.

A big thank you to all the visitors who made the show work by being there and doing business.

As promised with the guarantees in all the promotional material, they had time to have detailed business discussions in a relaxed atmosphere and they had time to do business. And they did, with real orders being placed and new business relationships being forged.

A number of people came for both days. Five members of the Healthcare Matters team were there on both the Sunday and Monday, Adam Spiby told us: "We enjoyed our couple of days at Trade Days. The seminars were interesting and thought provoking and we had good discussions with exhibitors. I'd describe the show best as a mirror which allows you to look at your business from a different perspective. I hope it receives support and grows year on year."

A big thank you to all the speakers who took the time to prepare the seminar sessions and also a big thank you to the event organisers, CloserStill Media.

They listened to the concept, backed it 100% and then their highly professional team worked their socks off to make it happen.

The industry came together a few days ago at Trade Days and some really good things happened – for that I think we can all be thankful.

David

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

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

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

27/05/2014 18:30 www.thiis.co.uk 37

new on the market Shoes made for style and comfort According to D B Shoes, interest in the ‘stretch to fit’ range of casuals has really escalated during the last two years. This season they’ve added new styles Flora - a pretty, textured print shoe with a single touch strap and Erica, which is a twist on a former bestseller. The slip-on has double gussets for ease of access and features a fashionable, stamped fabric in an all over pattern.

The company has also been hard at work designing and manufacturing a whole new collection of feminine house shoes, which are described as being ‘as light as a feather’. Electra is a ballerina pump style with a pretty button detail while Esther has an adjustable strap fastening for a perfect fit. Ellie has a supportive touch fastening for optimal access. All three have light, flexible soles for indoor or outdoor wear, soft velour uppers and seam free toe boxes to prevent rubbing.

Also added to the range is a feminine, flat boot which is easy to slip on and easy to adjust, in soft leather with a touch strap and decorative clasp and Diamond, a pretty, T-bar shoe with inset detail, made from soft, tumble grain leather.

Several of the company’s shoe styles are ideal for diabetes sufferers, due to their seam free toe box and side panels. All shoes feature removable, leather insoles for the insertion of orthotics.

Call 01933 311077 for more information. The website for the company is at www. dbshoes.co.uk

The new Octo Back from Chunc Chunc Posture and Mobility has introduced the Octo Back, which the company says offers a solution in place of moulded or foam carved systems where appropriate. The therapist has the ability to change the shape of the back as the child grows allows for effective and efficient seating reviews.

The new back is easily fitted to existing Chunc chairs and has cross platform compatibility onto powered, manual wheelchairs and mobility bases.

Octo has an adjustable spinal structure which can be adjusted at the pelvic, lower lumber, thoracic and shoulder areas. Each lateral section is independent of the other and each pad allows adjustment to increase support around the curvature of the body. As an option, Lateral pads can be increased or decreased in length by 80mm on either one or both sides.

Call 01432 377 512 or visit the website at www.chunc.com

40 www.thiis.co.uk

New tilt-in-space option from Invacare Invacare has introduced the tilt-inspace Rea Dahlia. The company says that, providing the same high level of adjustment options that are on the Rea range plus a number of additional features and benefits, the Dahlia really is the next generation tilt-in space chair.

The chair is available in two tilt in space ranges, 30° or 45°. The centre of gravity adjustment option, available on both models, allows for better weight distribution for the client and the unique tilt option on the 45° model makes the tilt function light, smooth and easy to use for the carer.

For more information on the new Invacare Rea Dahlia or a product demonstration, contact your local Invacare Territory Manager or visit the website at www.invacare.co.uk.

Contact us today on

01274 735041

We are your perfect partner for all Healthcare Product Logistics.

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

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

Visit us at www.hdd-ltd.com

Follow us @HDDltd

Join us /HDDLtd

new on the market New playing card system A new playing card system to help people with disabilities is now on the market thanks to support from Coventry University Health Design & Technology Institute (HDTI).

The EEZEE HAND playing card system was conceived by inventor Charles Henderson, with advice from HDTI, to help those with limited dexterity to pick up and handle a deck of cards.

A keen card player, Charles developed his idea from the initial concept through to an advanced prototype but, despite being granted a patent for his invention, he found it very difficult to gain interest from mainstream games companies to manufacture the product.

Guy Smallman, Commercial Development Director at HDTI, said: “As soon as Charles showed us the prototype we believed his idea had potential. So many people who used to enjoy playing cards aren’t able to do so simply Guy Smallman from Coventry because they no longer have the dexterity they University Health Design & once had.”

Technology Institute (HDTI) demonstrates the new EEZEE The product is also available for licensing HAND playing card system opportunities for world-wide mass production opportunities.

Bright future with colourful new range Jiraffe has introduced a splash of colour to its most popular products from Jenx Ltd. The company says that the new colours have been introduced following feedback from physiotherapists, parents, carers and end-users.

Catherine Jenkins, Director of Jenx and Jiraffe, told us: “We have taken our customers’ advice on board and created a wider range of colours to make some of our most popular support much more bright, friendly and fun.”

The new colours are in five shades of lime green, grey, pink, red and blue.

The website is at www.jiraffe.org.uk

Praise for Changing Places facility Morrisons opened a Changing Places assisted accessible toilet, supplied and installed by Clos-o-Mat, in-store recently. It is the first Changing Places toilet for the supermarket chain and the first in any Midlands supermarket.

The Changing Places toilet is larger than a conventional wheelchair accessible toilet and has additional equipment, including a height adjustable adult-sized changing bench, hoist and privacy screen for a more dignified, hygienic experience.

Kelvin Grimes, Clos-o-Mat's Changing Places specialist explained: "A Changing Places toilet is now 'desirable' under the latest Building Regulations Approved Document M 2013, and 'good practice' under BS8300:2009 for all 42 www.thiis.co.uk

new build and refurbishment projects involving buildings to which numbers of the public have access. Over 600 are already open in museums and leisure centres etc."

The website for Clos-o-Mat is at www.clos-omat.com.

The New B400

Manoeuvrable and compact

© Ottobock · UK/ADV/MOB/0447

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

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

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

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

CHINESE QUALITY PROMISE FROM NEW SERVICE A new quality control service for companies manufacturing in Asia has been launched.

Buckingham Healthcare has been manufacturing partners with China2West a British run company based in Zhuhai in Southern China, for the last 5 years. Both companies have now teamed up to form a new venture - Quality2West.

Q2W is offering professional quality control, inspection and auditing services to companies worldwide that need a reliable supply of goods from China. Chris and Simon Buckingham are heading up this service for the UK market with a specific focus on UK companies manufacturing healthcare related equipment in China.

Chris explained: “Based in mainland China, our western-managed business ethics, flexibility and personal approach will ensure that companies get much more than your typical third party inspection service.”

She added: “When companies use Quality 2 West, they will get the highest quality service, support and advice directly from our Englishspeaking managers in the China office. They will always receive information in a timely and truthful fashion – backed up by comprehensive inspection reports, photography and details on any reject or failures. If this sounds different to what you have heard about doing business in China, then that’s because it is. Close supervision and regular guidance is almost always the solution to a successful project in China.”

More ‘Big Build’ exposure The DIY SOS Big Build TV programme is proving to be a great way for companies in our marketplace to gain exposure.

Terry Lifts were involved in a recent programme, supplying a through floor lift. The company fitted a Harmony lift which took 3 days to install, working around all the other trades also involved in the project.

For more information about Terry Lifts go to www.terrylifts.co.uk

44 www.thiis.co.uk

The services on offer include pre-production Inspection, first article inspection, in process quality control, packing inspection, pre shipment inspection and container loading inspection.

On pricing, Chris told us: “There are no hidden extras and no nasty surprises. We believe simplicity is the key to success and our easy to understand “Close supervision and regular pricing structure enables a company to take the guidance is almost always the guesswork out of defining solution to a successful project the costs for a quality service package. A full China.” quotation will be clearly defined ahead of an inspection and we will always discuss any additional costs before any work is booked.”

For more information on the new service go to www.quality2west.com

in

BLAZER POWERCHAIR

S T Y L E I N N O VAT I O N C H O I C E The Blazer is a compact indoor/outdoor powerchair which can be adjusted to suit the user’s needs. The narrow 60cm width and 100cm length make the Blazer an ideal option for confined spaces. It is also is great for outdoor use with large front castors and rear wheel suspension. There are two speed options 4mph or 6mph with the option of larger batteries for increased range.

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

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

Young company given Boots boost Blue Badge Company has confirmed that Boots UK will stock the blue badge holder designs in around 2,000 Boots stores across the UK and on boots.com showing it off to all her friends.

The requests for our wallets began to flood in and we thought, ‘you A single product, but there are plenty know what, we might be onto Ellen set up the company at a time when the of opportunities to something here’. So we set up a only wallets available were what she describes as build sales website, put them on Amazon and ‘clinical, dull and surprisingly difficult to use’. turned the spare bedroom into a tiny workroom.”

Ellen told us: “It all started when my friend Camilla “To be honest” Ellen said, “we didn’t take it too received her first blue badge and all she could seriously to start with, but then Boots approached find to store it in was a plain wallet. She set about us at a show and the rest as they say, is history. making one for herself using red and white polka The buyer’s mum was a blue badge holder so she dot material. I really liked it, so I made one for my got the product right away and really liked it.” gran too. Granny was really impressed and started The full range of display wallets, aimed at both women and men, now includes fifty different designs, with more being added on a regular basis.

There are 2.58 million blue badge holders and the company will be extending its product offering later this year. And there is a change in the law which “The requests began to flood in also looks like helping the company to grow sales as and we thought, you know what, Ellen told us: “On 1 January we might be onto something here” 2015, new legislation means the current disabled parking permit will become invalid. Our wallets have been specially designed to fit the new permit, which will become compulsory in the New Year.”

Each wallet comes with a free timer clock that can be dialled without being removed from its case. The exclusive ‘hologram safe’ feature, which ensures the hologram on the badge isn’t covered, complies with Department of Transport guidelines and the wallet guarantees that permits can be displayed legally, protected from damage and easily removed.

The Blue Badge Company exhibited at Ellen Green heads Trade Days, looking for retailers to work up the company with. For more information, call 0117 which is looking to 923 9594 or visit the website at www. expand into Europe bluebadgecompany.co.uk

Blue Badge Company launched in 2011 when director, Ellen Green, decided it was time to scale up the concept which was dreamt up between two friends in the back bedroom of their shared house.

46 www.thiis.co.uk

MAJOR INVESTMENT AT SIDHIL Sidhil has announced plans for significant investment at the company’s manufacturing plant, with the installation of a second advanced tube laser cutting machine.

The £500,000 state of the art machine is one of the most advanced pieces of equipment on the market today, with the ability to handle both large and small batches economically. This is Sidhil’s second major planned expansion in twelve months. Late last year, the company commissioned a new robotic welding line, doubling up on robotic welding capacity.

The website is at www.sidhil.com

Calling all mobility scooter dealers!

Do you have second-hand Roma Traveso’s that just won’t sell?

This is exactly how it is at quite a few mobility shops around the country, and East Coast Mobility in Suffolk was no exception.

Something has changed for East Coast Mobility over the last 18 months and instead of having one or two of these Traveso’s sitting around in the way, we have sold quite a few and are now offering to buy any surplus second-hand Traveso stock from dealers around the country.

We believe that having a number of models driving around our area has pushed up demand. East Coast Mobility is a Roma dealer but we have several customers who just can’t afford to buy a new model.

So here is the message (it is a win/win situation)…

Turn your old Traveso stock into cash today by calling Dane on 01502 514500. We will arrange collection.

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

Want to buy great products at great prices?

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

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

www.theramppeople.co.uk

THE LUXURY SCOOTER

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

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

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

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

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

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

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

We reserve the right to change specifications without prior notice.

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

SAY HELLO TO TWO OF THE NEW PRODUCTS JOINING THE FREERIDER RANGE...

THE LANDRANGER XL8 DELUXE The heavyweight for all terrain and is ready to carry up to 30 stones. It is longer and wider than any other Freerider model.

LANDRANGER S DELUXE Like a luxurious SUV, the Landranger Deluxe gives you the strength, refinement and power with comfort. Ready for all sorts of terrain, it cushions you from the rougher edges. With a shock absorption system as well as suspension, you can ride comfortably in a luxurious seat and always stay in control, through every dip in the landscape.

COMING SOON

The Mini Ranger Plus – Additional 2” legroom and upgraded to 18amp batteries

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

New Business Development Manager

Sales force expansion for Rise & Recline

Recliners has expanded its senior management team and appointed a new role to the growing business.

Manufacturer of bespoke furniture, Rise & Recline Ltd. has expanded the sales team and appointed a new role to the growing business.

Ceri Morris, from South Wales, joins the team as a Business Development Manager. He will be responsible for the development of the company’s business model going forward and, according to the company brings a wealth of knowledge to the business from a background in product development and marketing within the care industry.

Ceri says; “This is an exciting time for us at Recliners as we are being very pro-active in enhancing our product range, developments in new markets and have a clear vision for the companies future. I have been working alongside Recliners for several years, but now that I am part of team, it will allow me to push the company to its full potential.”

Ceri can be contacted on 01443 420 859 or at ceri.morris@recliners.org.uk. The website for the company is at www.recliners.org.uk

Darren Rose, from the East Midlands, joins the team as a Commercial Manager. He will be responsible for the strategic development of business within the Local Authorities, Nursing Homes and Commercial Contracts.

The company says that Darren comes with a comprehensive service and sales experience stretching over 15 years working for Minivator, Handicare and Parkhouse Healthcare.

Darren can be contacted on 07817 685658. The company can be contacted on 0115 913 3572. The website is at www.riseandrecline.co.uk

Group Operations Director for Kirton The Kirton Healthcare Group has announced the appointment of Bryn Jones as new Group Operations Director.

The company says that Bryn has a wealth of experience and an excellent knowledge of manufacturing and the supply chain within the healthcare industry and beyond.

CEO, Beverly Lawrence, says Bryn’s appointment forms a key part of the company’s strategic development plan: “Our commitment as we continue to grow is to do things better, faster and more cost effectively and Bryn will be instrumental in ensuring we achieve these goals. As a company we are working towards significant growth over twion_PressBanner:Layout 1

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the next few years and with Bryn’s skills and expertise I feel confident that we are moving in just the right direction.”

Bryn will be overseeing Kirton’s manufacturing facilities in Suffolk and High Wycombe. He has big plans and is already making an impact by implementing simple changes that make both factories more dynamic and efficient. Bryn tells us: “My aim is to develop a lean manufacturing culture within the company, through dynamic programmes of continuous improvement achieving the operational excellence we desire. I will also be looking to create a better working environment for staff, strengthen supplier relationships and ultimately help drive the business towards our growth targets without compromising the quality of what we produce.”

For more information, call 0800 212709 or visit the website at www.kirton-healthcare.co.uk

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ENERGISE YOUR LIFE • Power assist wheels for active people • Silent and lightweight just 6kg • Bluetooth connectivity to remote control • Speed: 6km/h or optional 10km/h t: 01656 50 www.thiis.co.uk

776222 www.invacare.co.uk

Redwood offer the widest range of healthcare fabrics, which together with our manufacturing expertise, ensure you have the best product for your application.

Our range includes PU, PVC & Silicone coated fabrics, TPU films & FR Textiles that: • Include our Xtreme® fabric coating offering superior chemical resistance that withstands aggressive cleaning regimes with no compromise in performance • Are waterproof & breathable ensuring patient comfort • Offer flame retardancy up to Source 7 • Reduce friction & skin shear • Are anti-microbial & REACH compliant • Are available in narrow & wide widths up to 220cm immediately from stock

With our technical fabric knowledge and our manufacturing expertise, you are guaranteed a product that will perform to the demanding standards required within any healthcare environment.

Call the experts today so we can assist in ensuring you have the right fabric matched with the most effective production process to maximise product life and performance.

www.redwood-ttm.com call: +44 (0) 1695 553 830 email: info@redwood-ttm.com Technical Textiles & Specialist Manufacturing

30 years of growth results in a team of over 180

(Below) The first premises for a company that has grown significantly (Above) Something a little larger!

Park House Healthcare, founded by Stephen Owens in 1984, has just celebrated 30 years of continuous success and growth.

In 1989 the company moved into their first office premises where Stephen and the team operated or the next seventeen years. A major milestone in the company’s history was the decision to relocate to a state of the art purpose built headquarters and warehousing logistics centre, opened in July 2007.

Park House Healthcare manufactures specialist pressure relieving and pressure reducing equipment, hospital beds and moving and handling solutions. Products are supported by clinical training, professional product audits and maintenance and decontamination services.

The Equipment Auditing Service is one of the departments which has grown significantly over the last few years. The service was created in line with the Care Quality Commission (CQC) campaign to improve the overall standards of the healthcare industry. Set up initially as a mattress auditing service it now encompasses a comprehensive range of associated medical devices, including beds and cushions.

Pauline Towey, Management Services Director, joined the company in 1989. She told us: “In 1989 we employed only 6 members of staff. Now we have over 180 and are continuing to grow.

We now operate from 9 technical service and training centres strategically situated across the country, which demonstrates just how far we have progressed.”

52 www.thiis.co.uk

Founder Stephen Owens said: “I am delighted to be celebrating 30 years in business with so many talented and dedicated employees. Without them Park House Healthcare would not be where it is today.”

For more information call 0845 0600 333. The website is at www.parkhouse-hc.com Stephen Owens, who founded the company

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

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

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

Trade Days

FROM THE TRADE DAYS SHOW FLOOR...

There were over 700 ‘NEW’ signs on the stands at the very first Trade Days show a few days ago. Here are just some of the products at the ‘trade only’ event.

NEW AT

For everything new ...

www.thiis.co.uk TD Sign 200x200m

m.indd 1

16/09/2014 09:19

Scooter transport option The Space Rack was developed due to a lack of quality racks to carry motorcycles on the back of motorhomes by the importers and distributers of Skyteam motorcycles, which are bought by motorhome owners.

Charlie White of Skyteam told us: “At first we concentrated on the motorhome market and sold the racks through our network of motorcycle dealers who were able to sell the rack and a bike as a package. It was only by chance that a number of dealers said they had sold more racks to carry mobility scooters than bikes. That’s why we are now promoting the rack for this purpose.”

He added: “The advantages are that the scooter does not have to be dismantled for transport and the rack can be used for a number items including bicycles and camping gear. The Space Rack will do all the things a trailer can, but with the ability to remove in seconds and be stored in a shed or even in a porch.”

Call 01935 412501 or e mail spacerackproducts@aol.co.uk The website is at www.space-rack.com

New special edition scooter from Electric Mobility Electric Mobility has introduced a special edition scooter in Teal.

New wheelchair from Ztec The M-Brand D-Lite wheelchair has swing away removable footrests, net nylon upholstery with a cushion, a fold down backrest and anti-tips.

There is a maximum user weight of 100kg and the weight of the product, including footrests is 14kg.

Call 01384 445600

54 www.thiis.co.uk

The Rascal Ventura has a delta handlebar, hydraulic tiller adjustment, LED lighting, LCD instrument panel and a USB power outlet. There is a front coil and rear mono-shock suspension for a superior ride, a gas strut tiller with useful battery charging port and a safety turning sensor slows down the scooter when turning at full speed.

For more information call 0800 252 614 or visit the website at www. electricmobility.co.uk

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

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

D160 Deluxe • Up to 160 kg user weight limit • Innovative ICS diagnostic display • Continuous charge strip • Power back-up system • Remote control • Luxurious upholstery options • Powered hinge • Bespoke rail sizes • Footrest to seat folding linkage • Manual or powered swivel • Variety of rail colours (on request)* • External version available • Child seat available • Seat belt options • Quick and simple installation *Lead times may vary

Tel: (01325) 311442 | email: sales@meditek.net | visit: www.meditek.co.uk

Trade Days More practical than traditional options Traditionally Trivets, heat resistant stands for hot pans, are made of metal, are heavy and hard to clean, are not easy to store due to size, and are not generally slip- resistant. As this can be a drawback for elderly or disabled users, Isagi have developed the StayPut folding antislip silicon Trivet in tough, hardwearing 100% silicon.

The company has also produced an anti-slip tray with a modern design and high-grip surface crafted from TPE studs that are moulded through the base of the tray. The carry handles, deep sides and TPE underside make it easy to carry or use as an antislip lap tray. These come in two sizes – 45.5 cm x 32 cm and 41.5cm x 29.4cm.

Call: 01494 783851 or visit www.isagi.co.uk

New products from fast growing importer Inpectron launched a range of Extra-Wide socks in sizes 11-21, which are capable of stretching up to 25 inches. They are designed for people who are diabetic, have swollen feet or other medical conditions such as diabetes, oedema and who find it difficult to wear normal socks.

Showroom shelf products A&D Medical had two new products at Trade Days which could be on showroom shelves.

The UA-767S is for personal use and focused on ‘simple operation’. The monitor is easy to use and features the %IHB function. This allows the user to determine the frequency of detection of irregular heartbeats. The memory has been upgraded to 60 readings which also helps with more detailed analysis of results.

The UB-543 is a wrist blood pressure monitor with a stylish slim body and large LCD. This monitor has clock and calendar function that allows the user to recall morning (AM) or afternoon (PM) measurements as well as the average. It will help users to find a tendency for morning hypertension by comparing AM/PM/ALL averages.

For more details, contact A&D Medical on 01235 550420. The website is at www. aandd-eu.net

56 www.thiis.co.uk

The company also brought a range of highdensity pressure-care clinically-proven sheepskin products from Australia. There are various sizes suitable for wheelchairs, beds or chairs which can be washed in very high temperatures without shrinking.

Call 0208 953 2400 or visit the website at www. sigmobility.co.uk

T h e

P r e s t i g e

C o l l e c t i o n

by primacare

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

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

Trade Days Ultra Simple Powerchair The Zinger powerchair is distributed exclusively in the UK and Ireland by Proactive Mobility.

The Zinger has what the company describes as an ultra-simple traction drive and intuitive steering system which gives it ‘amazing manoeuvrability’.

The unique design creates an instant folding frame with a total weight below 18kg which can be placed in the back of a small hatchback car, even with the seats up. The unique control system is easy to learn and intuitive to use and is ideal for use around the home or office.

There are three forward speed settings range from ‘Slow’ for indoor use up to ‘Fast’ for travelling outdoors at up to 6mph, plus a ‘Reverse’ mode.

The battery has an anti-theft key and can be fully charged, on or off the chair, in 3.5 hours, giving a range of 8 miles (13 km).

For more information, call 0330 555 5225. The website is at www.zingerchair.co.uk

New scooter from TGA TGA unveiled the new Minimo Plus at Trade Days. The news scooter iis based on the 4mph Minimo that was launched in 2013 and that the company reports has produced significant results for retailers across the UK.

According to the company, the Minimo introduction represented the beginning of a new genre of car boot scooter with a unique, single action folding mechanism that can be operated with one hand. The Minimo requires no dismantling of parts for storage in a compact space and its easy-lift design is furthered by an optional, cutting-edge lithium battery that is so lightweight, it can be lifted with one finger.

The new 4mph Minimo Plus incorporates all these features along with additional attributes including larger pneumatic tyres, more powerful motor and controller, integrated light, higher ground clearance and enhanced batteries. It also has a weight limit of up to 115kg (250lbs).

Contact TGA on 01787 882244

Range of new products from Vilgo Hms Vilgo and Pharmaouest have been working with healthcare professionals in the UK for 8 years. The company was at a UK show for the first time to promote the products to retailers. The range of products includes adjustable beds, moving and handling and pressure care items, overbed tables, commodes and shower chairs.

The Euro’ Design is a luxury adjustable bed with adjustable height for stand up assistance. It has a 5 year warranty and is available in various colour and size options. It is also supplied with a ‘well being’ mattress.

The Rehosof is an injected foam toilet seat raiser which can be used on most toilet bowls. It is available with or without the lid.

The Kalli is a cushion for medium to high risk. It has a non-slip base and is available in several dimensions with 2 different covers and in viscoelastic foam.

The AC 207+ table is height adjustable with a tilting top. It is available is a large choice of colours. The column can be adjusted on the left or the right side and it has 2 braked castors.

For more information on any of the products, contact Julien Potez, Export Manager at julien. potez@hms-vilgo.com or call 079 6086 1999.

58 www.thiis.co.uk

Sitting Pretty Factories 2 & 3, Dunsil Road, Brookhill Industrial Estate, Pinxton, Nottinghamshire NG16 6LE Tel: 01773 811610 Email: sales@spchairs.com www.spchairs.co.uk

“our world in motion” We are proud to introduce our new collection of furniture for 2015.

Here’s a brief preview from our new 48 page 2015 product catalogue.

County Collection Lift recliner and Sofa collections...

NEW

NEW

FOR 2015

NEW

FOR 2015

FOR 2015

Your Chair Our select range of lift recliners...

NEW

NEW

FOR 2015

FOR 2015

NEW FOR 2015

Your Bed NEW

NEW

FOR 2015

Adjustable bed choices...

FOR 2015

Made Measure To

Mobility and Healthcare Products...

NEW FOR 2015

To

Sofas Beds Sofa bed collections...

Care Chair Chairs for the care home...

association update

Association Update The night the industry comes together – British Healthcare Awards dinner We’ve had another year of very strong entries for the British Healthcare Awards and Independent Living Design Awards (ILDA), and it’s particularly pleasing to see so many new entrants this time. It’s great to see the range of businesses our industry, as well as the continuing innovation in products and services to benefit customers.

you to have all your supplied barcodes up to date in one place, ready to load into your readers. Available 24 hours a day, Health Hub is on a secure website accessed through any browser, with no need to install software.

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

Our independent judging panel will consider all the entries carefully, before meeting next month to decide the final winners in each category. All those winners will then be presented by BBC Breakfast’s Bill Turnbull, at our awards ceremony on 11 December.

Held this year at the Grange St Paul’s hotel in central London, guests will arrive for a drinks reception before sitting down to a delicious three course dinner with wine. After the formal part of the proceedings – including the presentation of BHTA’s Lifetime Achievement Award - is over, the night carries on with a live band and dancing till late.

This is the ideal occasion to host clients or colleagues, and develop your relationship with peers across the industry. Save the date and make sure you join us on 11 December 2014 for what will undoubtedly be one of the high points of the year in the assistive technology sector!

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

Updated barcoding guide An updated version of BHTA’s “Barcoding for medical equipment” guide is now available, reflecting new eProcurement rules for the NHS, which mandate the use of barcodes (see NHS eProcurement Strategy, from the Department of Health). This guide is free to download for BHTA members, from www.bhta.net/barcoding.

Reflecting the increasing importance of barcoding the assistive technology industry, which offers businesses real benefits, including improved traceability, easier product recalls and enhanced stock control, BHTA has worked with Assistive Partner to support members by creating Health Hub Code Bank.

STATE OF THE SECTOR SURVEY Produced by BHTA and THIIS magazine, the Business Barometer survey asks business owners how they feel about the next 12 months, providing a snapshot of what companies are thinking and how they expect their business to change over the next year.

Available online at www.surveymonkey.com/s/ businessbarometer2014, you can also complete the survey at Trade Days, on the BHTA stand (A10) situated right at the entrance to the show.

BHTA Commercial Director, Tracey Lloyd says: “The Business Barometer has provided a useful insight in the past into the state of the marketplace and just how confident people are feeling about How are you the future. The first feeling right now? trade event is the perfect place for us to launch this year’s survey and we are looking forward to meeting suppliers and retailers at the show so that they can contribute.”

We look forward to hearing your views and will be reporting the results of the survey in the coming months.

The Business Barometer is a short survey designed to find out how company owners, directors and senior managers working in the Assistive Technology, Rehabilitation and Mobility market are feeling about the next 12 months.

credit which can be used in either THIIS magazine for company, product or recruitment advertising or in AT Today magazine, plus a free place at a BHTA training seminar of their choice, worth up to £450.

You can complete the survey without leaving your details or let us know who you are, the choice is yours.

Take just a couple of minutes to let us know what you think about the next 12 months.

Anyone completing the survey with their name and company details will be entered into a draw to win a £350 advertising

For more information on the BHTA, go to www.bhta.net For more information on THIIS, go to www.thiis.co.uk

13. Do you use Facebook to promote your company

1.

Name

2.

Company Name

3.

Email

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4.

How would you describe your business?

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Retailer Other (please specify)

15. How would you describe your view of social media in relation to marketing of your company

5.

Is your business a BHTA member company?

R R

Yes Not Sure

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Is your business a THIIS member?

16. During the next 12 months, do you expect to

R R

Yes Not Sure

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7.

How would you describe the size of your business?

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Small Large

8.

During the next 12 months, do you expect the size of your business to

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Grow Reduce

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14. Do you use Twitter to promote your company

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Remain the same

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During the next 12 months, do you expect to

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Take on more staff Remain at the same staffing levels Reduce staffing levels

More competition No change in the levels of competition Less competition

11. During the next 12 months, do you expect to R R

Raise your prices Reduce your prices

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No

I believe that is essential for our business I believe that it is useful but not essential for our business I believe that it is yet to be proved to be useful for our business I don’t believe that it is effective for our business at present

Add more products to your range Maintain the same range Reduce the number of products that you offer

17. During the next 12 months, do you expect to R R R

Spend more on marketing Spend the same as the past 12 months Spend less on marketing

18. During the next 12 months, do you expect R R R

your staff to attend BHTA courses your staff to attend other external training courses your staff to attend in-house training courses

19. Overall, how do you feel about the next 12 months

10. During the next 12 months, do you expect to see R R R

R R R

Yes

Maintain existing prices

R R R R R

Very optimistic Fairly optimistic Unsure Fairly pessimistic Very pessimistic

20. If you would like additional information on either of the organisations producing the Business Barometer, please tick the relevant box R R

BHTA - The trade organisation for the industry THIIS - The industry trade magazine and website

12. During the next 12 months, do you expect your online presence to R R

Develop significantly Stay the same

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Develop a little

Making your response count

Send your completed Barometer to: THIIS, Freepost, NH0170, Kettering, NN14 1RQ, or fax to 01536 418280 or email to info@thiis.co.uk

Health Hub Code Bank is a healthcare-specific barcode databank that is absolutely free for barcode users and enables

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sales & marketing focus

Overcoming price objections and adding to bottom line They can sell snow to the Eskimo’s is the phrase that’s probably the most used line when it comes to the super sales people.

A couple of the qualities that most sales people have are confidence and the belief that they can sell anything to anyone.

The top sales people also tend to make more money. Not just because they sell more, but because they aren’t afraid of selling the high ticket items. One of the seminars at Trade Days was all about becoming more comfortable selling the products that carry the higher price tickets.

It was presented by Shaun McCluskey, Commercial Manager at the Kirton Healthcare Group. He explained: “Our retailer network is a vital part of our business and supporting them is extremely important to us. One thing that we are all being challenged on in these difficult times is price and our experience is that retailers lack confidence when it comes to overcoming their customers’ objections to what may be perceived as ‘expensive’ price tags.”

He added: “We believe that successfully selling high ticket items will help a retail business to grow. In fact, it can be easier than selling low cost alternatives once you have the knowledge and tools to approach it correctly.”

“We want to get retailers to think differently” Shaun explained. “They need to have the confidence to introduce the higher value items to their customers. To be very clear, we are not taking about over-selling or over-prescribing, just looking at the basics such as features and benefits and improving knowledge of the products. It’s about the salesperson understanding the benefits of the products they are selling better and thinking more long-term. If they have the knowledge they can then pass that onto their customers who can make an informed choice.”

“There is a tendency for people to think shortterm” Shaun suggested “and you see it in both the private and the public sectors. People want to look at cost savings in the short term, but are less likely to think about the cost savings in the longer term unless the argument is made to them.”

He explained how he approaches changing attitudes. “We encourage retailers to look at each 62 www.thiis.co.uk

individual product they are selling and to really understand how the features and benefits of that product can make a difference to a customer. A product might be twice the price of another option, but if it is going to do more for the customer and last a lot longer – maybe some years longer - then there is an argument for spending the money. Explaining to customers why the costs are there and the benefits to them of paying more is fundamental to being able to sell higher value products.”

Not coming away with the order is something that Shaun believes gets in the way of introducing the higher value items. “People seem scared to talk about price sometimes, perhaps through fear of losing a sale completely, and they tend to go straight in with the lowest cost option as a security net. We don’t want people to be worrying about losing sales in the showroom and we understand the fear that a customer will leave, take a look online and find cheaper alternatives that they think will do the job just as well.

Our message is that by “We want to get justifying the cost of the products, properly and in differently” terms the customer can understand and relate to, more of them will choose the higher value product as they know it’s the right decision in the longer term.”

“When I look at what is involved in the production of a chair” he says, “I look at every element and that starts with the quality of the materials we buy in and use to build the product, the production techniques and everything that goes in to getting the item to the customer. If you look in detail at what goes into the production of a product, then you will realise that the more dramatically costs are removed, the more the quality is going to be compromised. Of course all manufacturers are keen to streamline processes where possible in order to develop more cost-effective options, and this is something Kirton A J Way is always striving for, but never to the detriment of quality. We encourage retailers

Shaun McCluskey, Commercial Manager at the Kirton Healthcare Group, spends a good deal of time encouraging retailers to be more confident with the higher priced products.

retailers to think

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sales & marketing focus to look at the bigger picture so that they can then communicate that to the customer.”

Shaun accepts that there are times when the most costly product will not be suitable. “Obviously, if the money isn’t there in the first place, then you are going to have to work to the budget that is available. The trap that retailers sometimes fall into though, is automatically assuming that the customer in front of them doesn’t have the money or isn’t prepared to pay for something better. When you relate that to something like pressure care and the cost of treating problems that arise from poor seating options, then there is a big argument for making sure the customer understands the benefits of a product that they might have initially discounted due to cost. For example, we are talking about what can be massive costs to a family if someone has to go into full-time care.”

“From our perspective” he added “demonstrating the real benefits of our products to retailers is about bring them to the factory and showing them the production process, the materials and the work that goes into making a chair. If they understand exactly what goes into making the product, they will be “People seem scared to talk far better and far more comfortable explaining about price” that to a customer. There’s nothing better than seeing a product being produced with your own eyes to help in the sales process and we encourage all retailers to do that.”

A tip for showroom selling is to compare the products. “Putting two products side by side and showing the differences to a customer is a really useful exercise. That way the customer will truly “Putting two products side by understand the differences and will be able to see and side and showing the differences feel why one costs more to a customer is a really useful than the other. You can’t do that by simply showing the exercise” customer product leaflets.”

Summing up, Shaun says: “Fully understand the products you are selling, fully understand their features and the benefits and always let the customer know what you know – don’t just tell them though, show them too!

Of course there is no magic formula and this isn’t about teaching people to suck eggs. A lot of it is about mind set. If a product is positioned at the top end of the market with a price tag to match, the chances are there’s a reason; it’s about defining those reasons, identifying the USPs, and harnessing them to ensure you are selling with confidence. Because if you aren’t selling the high value products, someone up the road will be and they’ll be reaping the rewards.”

The company has recently launched the Kirton Institute of Training which provides tailor-made training for retailers. For more details call the dealer management team on 01440 765026.

Shaun believes that selling higher value items is the way forward for retailers looking to build a business and he says that it can actually be easier than selling a lower priced alternative.

64 www.thiis.co.uk

october 2014

PAtterson MeDicAL is suPPorting

nAtionAL

ArtHritis WeeK Arthritis research uK understands what it’s like to live with long-term pain and we know that the pain of arthritis is often invisible. so in october Arthritis research uK are highlighting the impact that pain has on the 10 million people living with arthritis in the uK. Patterson Medical is supporting national arthritis Week.

We will be distributing information guides and giving you special offers on related products throughout the whole month of october, to pass on to your customers.

More than 6 million people

there are more than around 400,000 10 million adults adults

in the uK have osteoarthritis in one or both knees

in the uK with rheumatoid arthritis

consult their gP each year with arthritis and related conditions

More than one third of the population aged over 50

arthritis is the most common condition

have pain at any site that interferes with their normal activity

for which people receive Disability Living Allowance (DLA)

to get your special pricing and inforMation guide

Please contact your

local asM today or call

08444 124 330

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 2014 BES Rehab - Pressure Care Management training - 14th October 2014 - Crowne Plaza Birmingham – Cost: £45 per person including VAT Disabled Living - Update day for Moving & Handling Advisors – October 14th - Disabled Living, Worsley, M28 2LY. £95 + VAT BHTA - BTEC Stoma and Continence Support - 14-15 October 2014 – Wellingborough. Member cost £399.00. Non-member cost £512.00.

Global Training by Silvalea – In-Situ Sling Solutions - 15th Oct. Interactive Online Training. FOC. Global Training by Silvalea – Sizing & Measuring Slings - 16th Oct. Interactive Online Training. FOC. Invacare Ltd - Servicing and Maintenance of Patient Lifters – Thursday 16th October - FOC to Invacare Ltd account holders.

BHTA - BTEC Healthcare and Assistive Technology -21/22 October 2014 - Wellingborough. Member cost £415.00. Nonmember cost £540.00.

Invacare Ltd - Invacare Manual Wheelchairs – Tuesday 21st October - FOC to Invacare Ltd account holders R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. October 21st & 22nd – Block 2: Technical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

Invacare Ltd – Kuschall – Wednesday 22nd October - FOC to Invacare Ltd account holders Sunrise Medical – Wednesday 22nd October - Mobility & Seating System Selection: a Paediatric Focus (CPAE) - FOC to Sunrise Medical account holders Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – October 22nd-23rd – A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Global Training by Silvalea – Complex Sling Solutions 2 - 22nd Oct. Interactive Online Training. FOC. Global Training by Silvalea – Toileting Sling Solutions - 23rd Oct. Interactive Online Training. FOC. R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children.October 28th & 29th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Sunrise Medical – Wednesday 29th October - Scooter and Powerchair Service and Maintenance (TPSM1) - FOC to Sunrise Medical account holders Pride - Quantum Rehab powerchair training programme Thursday 30th October - A deposit is required for each delegate which will be returned once the course has been attended.

NOVEMBER 2014 Sunrise Medical - Power Mobility: Matching Technology to Need (CPOW) – November 4th R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children.

November 4th & 5th – Block 1: Mechanical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

November - FOC to Invacare Ltd account holders Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Manual Chairs – Wednesday 12th November - FOC to Invacare Ltd account holders Global Training by Silvalea – Introduction to Slings - 12th Nov. Interactive Online Training. FOC.

Invacare Ltd - Fault Finding on Power Chairs – Wednesday 5th November - FOC to Invacare Ltd account holders

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children – November 12th & 13th – Block 2: Technical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block

Invacare Ltd - Power Chair Controls - Thursday 6th November FOC to Invacare Ltd account holders

Global Training by Silvalea – Walking & Standing Harnesses - 13th Nov. Interactive Online Training. FOC

SensoryPlus - Sensory Awareness Day – Autism focus - 11th November – Glasgow - Cost: £80 + vat

Invacare Ltd - Servicing, Maintenance and Adjustments in Invacare Power Chairs – Thursday 13th November - FOC to Invacare Ltd account holders.

Sunrise Medical - Power Wheelchair Assessment (CPDE) – November 5th

Invacare Ltd – Ocean Shower Chair Workshop – Tuesday 11th 66 www.thiis.co.uk

• Extensive range of health and home chairs catering for different comfort requirements

Melrose

• Bespoke chairs designed to the users measurements and needs

Rimini Classic

Bespoke Seating Solutions for the Home and Healthcare markets

• Interchangeable back and seat cushion options for different pressure care and posture management solutions • 24 hour delivery on some standard rise recliners

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All Repose chairs have been designed to the highest standard.

Offering bespoke seating for both health care environments and home, Repose chairs are designed specifically to the users measurements and personal requirements.

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For more information please give us a call:

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

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

Invacare Ltd – Impetus – Wednesday 19th November and Thursday 20th November - £149 + VAT

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – November 19th-20th – A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

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

DECEMBER 2014 JCM Seating Solutions Ltd - Course Title: Technical Training December 9th 2014 - Cost: Free of charge Disabled Living, Assistive Technology Practitioner, Day 1 16/10/14, Day 2 – 23/10/14, Day 3 – 30/10/14, Day 4 – 6/11/14, Disabled Living, Worsley, M28 2LY, £600 + VAT Disabled Living, Moving and Handling People: Trainers and Assessors (five day course), Day 1 – 13/11/14, Day 2 – 20/11/14, Day 3 – 27/11/14, Day 4 – 4/12/14, Day 5 – 11/12/14, Disabled

Living, Worsley, M28 2LY, £650 + VAT Disabled Living, Trusted Assessor, Module 1 – 19/11/14, Module 2 – 26/11/14, Module 3 – 3/12/14, Module 4 – 10/12/14, Disabled Living Worsley, M28 2LY, £100 + VAT per module Further details available on: http://www.disabledliving.co.uk/ Training/Events---Courses Contact number – 0161 607 8200 Email – training@disabledliving.co.uk

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

68 www.thiis.co.uk

jobs on offer

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

“We recruited two Product Specialists solely using THIIS. For our business, THIIS would certainly be our first (and probably only) consideration.”’

Richard Smith, Sales Manager, Accora

Sales Executive/Representative Rise and Recline Ltd. have for 14 years, been manufacturing bespoke furniture for the healthcare markets.

We are looking for a Sales Executive/Representative to join our growing sales team for the mobility division of our expanding business. We require a self-motivated punctual and highly driven candidate with the view to develop our sales nationwide.

and provide full customer training Full training is given and the position comes complete with a company phone and van.

Reporting directly to the Directors, you will be required to:

• A full driving licence

Ideally the successful candidate will live in the Nottingham area and must have:

• Promote/sell bespoke manufactured electrically operated chairs and beds in to the mobility market

• Excellent time management skills

• Be responsible for the business development and sales growth within the area

• Excellent customer service skills

• Maintain the existing customer base and relationships • Develop new business • Deliver the company’s products

• Be willing to work away from home • A positive/can do attitude • A professional and smart appearance • The willingness to learn • The ability to communicate at all levels

To apply, please send a CV and covering letter by the 20th October 2014 to: Darren Rose, Rise and Recline Ltd, Units 5&6 Palmer Business Court, Manor House Road, Long Eaton, Nottinghamshire, NG10 1LR Or email to info@riseandrecline.co.uk

Area Sales Manager for Homecare Products Excellent Salary Package Invacare as one of the world’s leading providers of mobility and homecare equipment has experienced unprecedented growth in recent times.

Our business continues to expand and we currently have a vacancy for a talented person to join our team to cover our Eastern Region.

To be successful in this role the candidate must possess a thorough understanding of the NHS and dealer markets. Previous experience of the manual handling, home care and Bed market would also be a distinct advantage.

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

To fulfil this demanding role, we are seeking self motivated, target driven individuals with excellent communication, presentation and negotiation skills.

Strong IT skills and the ability to analyse information together with first class attention to detail is also prerequisite for the role.

If you feel you can match up to this specification, please send a covering letter and an up-to-date CV to the HR department at: Invacare Limited, Pencoed Technology Park, Pencoed, Bridgend, CF35 5AQ or e-mail gduncan@invacare.com.

NB: This recruitment will be handled directly hence no agency contact is required.

Closing date for applications is 25th October 2014.

NEW BATH BOARD DESIGNED BY OT An occupational therapist who has designed a new bath board to improve the safety for those with mobility problems is searching for a licence partner to turn her idea into reality.

Ginnie Garlick says that when patients use bath boards which are laid across a bath, there is no space for shower curtains to hang in the bath, meaning water spills onto the floor which causes a mess and could potentially risk an injury.

Ginnie has worked with Paul Magee, senior product designer at Coventry University Health Design & Technology Institute (HDTI), to create a perforated aluminium bath board which provides a space for the shower curtain to slip into. The project was supported by the Coventry University SME Engagement Fund.

Ginnie, who works as an occupational therapist at the Royal Hospital for Neuro-disability in Putney, London, is now searching for a licence partner to develop the idea.

“I have worked with disabled and frail clients over

a number of years and a common complaint about bath boards is that the shower curtain doesn’t close properly,” she said. “Water always splashes onto the floor which presents a risk because there is always a danger of slipping over and causing an injury. I couldn’t find any products which solved the “I couldn’t find any products problem so I decided to which solved the problem so design my own.”

She added: “HDTI has decided to design my own” been really helpful. They arranged funding which covered 50% of the project costs. I’d like to licence it to an equipment supplier who is able to manufacture and sell the product themselves, and pay me a small royalty or a similar arrangement.”

You can contact Ginnie at ginniegarlick@gmail.com

I

EXHIBITION & EVENT GUIDE October 20-23 2014 – Medtrade – Atlanta. www.medtrade.com November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk November 12-15 2014 – Medica – Dusseldorf. www.medica.de November 20 2014 – Kidz Up North, Manchester. www.kidzupnorth.co.uk November 26-27 2014 – The OT Show, NEC. www.otshow.co.uk January 26-29 2015 - Arab Health, Dubai. www.arabhealthonline.com January 27-28 2015 – Moving & Handling People, Amnesty International’s Human Rights Action Centre, London. www.movingandhandlingpeople.co.uk March 19 2015 – Kidz In The Middle – Ricoh Arena, Coventry. Call 0161 607 8230/8223 or email info@disabledliving.co.uk March 30 – April 1 2015 – Medtrade Spring, Las Vegas. www.medtrade.com April 28-30 2015 Naidex National – NEC – www.naidex.co.uk June 24-25 2015 – Health+Care, Excel, London. Call 020 7348 5261 www.healthpluscare.co.uk June 25-27 2015 – The Mobility Roadshow – Donington. www.mobilityroadshow.co.uk September 11 2014 - Kidz Scotland, Royal Highland Exhibition Centre, Edinburgh. Call 0161 607 8230/8223 September 24-27 2014 – Rehacare, Dusseldorf. www.rehacare.com October 5-6 2014 – Trade Days, NEC. www.tradedays.co.uk October 20-23 2014 – Medtrade – Atlanta. www.medtrade.com November 4-5 2014 – The Care Show – NEC. www.careshow.co.uk October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 16-19 2015 – Medica – Dusseldorf. www.medica.de 70 www.thiis.co.uk

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0729TGAadThiisOctOBC14v2.indd 1

30/09/2014 09:00

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

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