Thiis sept 14

Issue 192 • September 2014

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Trade Days – time to do business ONLINE QUOTE SERVICE LAUNCHES

NEW TO THE MARKET RETAILER NEWS

A PRESCRIPTION FOR SUCCESS?

JOBS STOCKSHOP

See us on Stand D40 Trade Days

Proud to Unveil

A new era begins at Trade Days with the launch of accentu8 rise & recline furniture. accentu8 is the new name of Wilcare, designed exclusively by Angela Gidden MBE.

Wilcare (Wales) Ltd Vale Business Park, Llandow, Cowbridge CF71 7PF Wales, United Kingdom Tel: 01446 772227 Fax: 01446 772226 Email: info@wilcarewales.co.uk

…from the editor

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“For a company only in its sixth year I think it’s quite an achievement”

I started my own business some 20 years ago. Like most new businesses, it was pretty much on a shoestring.

I’m usually quite a cautious type. But, in the first few months I took a punt.

I spent more money than I was comfortable with at the time buying a plane ticket to Atlanta and booking a (cheap) hotel room for five nights so that I could visit Medtrade, the USA trade only event. I had been before, but that was when I was employed and on company expenses. It’s a bit different when you have to fork out the cash yourself!

I had no idea what might happen or whether it would be worth it, but I justified the decision by telling myself that if I didn’t go, then I could be pretty sure of one thing - nothing would happen.

Actually, quite a lot did happen. I ended up presenting seminars at future shows and working for the organisers as a consultant to market the show in Europe. Other good things happened too, all from the contacts I made by being there.

I can’t 100% guarantee it, but I’m pretty sure some good things will happen for your business if you find the time to go to the NEC when Trade Days opens for the very first time.

And, just like my Atlanta experience, I suspect the only real guarantee is that, if you don’t go along, then nothing will happen!

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

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“With 70% of customers who try it wanting one, it’s a great line to carry”

40

“I want to alter the way people look at walking aids”

46

“Over 98% told us that the Roadshow was still filling a gap” On the front...

Just one of the stands on the Trade Days Show Floor.

See page 30.

You can find THIIS on Twitter at: wwwthiiscouk

Find out why on page 11 & 15

www.thiis.co.uk 3

Business Builder 1

Trade Days is all about growing your business and, apart from having the time to talk, negotiate and plan with new and existing partners, you’ll find plenty of interesting, useful and relevant seminars and workshops taking place over the two days. There’ll be something for everyone, from business owners, managing directors, technicians, showroom staff and sales teams - in fact, anyone working in your company right now will find Trade Days a great place to be.

Sunday 5th October 10.15 - 11.00: Let’s talk retail - what do retailers think about the market, the suppliers, the challenges and the opportunities?

David Russell: Editor of THIIS Magazine Alastair Gibbs: TPG Disableaids Mike Williams: Ableworld Jo Bonser: Healthcare Services Gary Wright: AJM Healthcare Ailsa Reston: RKS 11.30 - 12.15: Design innovations that deliver profitable growth - learn about innovations in the market and the importance of customer service when specifying the right well designed products Ed Warner: Founder of Motionspot 13.00 - 13.45: How much!! Overcoming the price objection - learn practical tips and useful techniques to help you sell those big ticket items more effectively Shaun McCluskey: Commercial Manager of Kirton Healthcare Group 14.15 - 15.00: How to run a successful event: Open day? Professionals training day? Get the tips and guidance you need so that when you run a showroom event, you’ll get it right Andrew Gubbins: PR Director, C.A.S Marketing Communications 15.30 - 16.15: Simple retail marketing that’s on the cheap and really works - over 30 years of industry experience in 30 minutes!

David Russell: Editor of THIIS Magazine

Business Builder 2

16.45 - 17.30: Working with your customers - five key things to know Kate Sheehan: Director, The OT Service

Sunday 5th October 10.45 - 11.30: How to write copy that really sells Andy Owen: Managing Director, Andy Owen Copy & Creative Ltd 12.00 - 12.45: Answers to the big questions: could the mobility and independent living industry meet the same fate as other sectors such as digital cameras and music retailers?

David Silver: Director, Years Ahead 13.15 - 14.00: Not sure about the funding systems being used by your customers? Get to know how they might be buying from you in the future Julia Winter: Managing Director, Julia Winter Associates 14.15 - 15.00: Creating an effective retail space to improve sales even in the smallest space - simple tricks to make your showroom work for you Dean Waugh: Founder, Retail Experience Design 15.30 - 16.15: Sell more, but sell well Dave Sutton: Director, DPS Associates 16.45 - 17.30: Keep that great idea safe - the best way to protect your innovations, to avoid Infringement and to maximise exploitation Kate Lees: Patent Attorney, HCR Law Robert Cobley: Senior Associate, HCR Law Sam Knight: Patent Attorney, HCR Law

Monday 6th October 10.15 - 11.00: What will the AT business model of the future look like?

How will it impact on marketing and communication strategies, who are the customers of the future and how can you engage with them?

David Silver: Director, Years Ahead

11.30 - 12.15: Making your business more retail savvy - learn what’s working now if you want your business to be one that the customer wants to deal with Mike Glynn: Consultant, MG Retail Consulting

13.00 - 13.45: New markets, new profit opportunities - introducing growing market sectors in which retailers can build a business and attract new customers Rosie Laker: Sales Manager, DB Shoes Ltd. David Payne: Sensory Product Manager, Sensory Plus Stuart Dunne: Cyclone Mobility Rachel Seabrook: Clinical Services Lead, NRS Healthcare

14.15 - 15.00: Simple retail marketing that’s on the cheap and really works - over 30 years of industry experience in 30 minutes!

David Russell: Editor of THIIS Magazine

15.30 - 16.15: Working with your customers - five key things to know Kate Sheehan: Director, The OT Service

Monday 6th October 10.00 - 10.30: Growing sales is difficult so our goal is to make it easier to improve gross profit from the sales you already have Ian Burrows: Managing Director, Margin-Matters 10.45 - 11.30: Earn more while giving your customers better value.

Cross selling and up-selling - use the techniques to give customers better value and to make sure they return for repeat sales Dr. Barend ter Haar: Managing Director, BES Rehab Ltd 12.00 - 12.45: Does design matter? You bet Angela Gidden: Creative Director and founder, Angela Gidden Studio 13.15 - 14.00: Marketing and older consumers: principles and practical examples Mark Beasley: Consultant, rhc Advantage 14.30 - 15.15: Getting to grips with new technology that will cut your costs, save you time and increase your sales Julian Cobbledick: Director, Assistive Partner Limited 15:45 - 16:30: Get the customer and keep the customer using the power of social media David Standing: Co-founder and CEO, mybizadvisor

3 EASY WAYS TO REgiSTER fOR fREE

1

ONLiNE:

Business Builder 3

www.tradedays.co.uk/freereg

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TELEPHONE: 01635 879 311

Sunday 5th October

Monday 6th October

10.15 - 11.00: Deliver the mattress and seating that clinicians want: Choosing the right fabric for your medical device Richard Haxby: Technical Manager, Dartex Coatings Dawn Chilvers: Business Development Manager, Dartex Coatings 11.30 - 12.15: Get the customer and keep the customer using the power of social media David Standing: Co-founder and CEO, mybizadvisor 12.45 - 13.30: Considerations when developing a healthcare app Guy Smallman: Commercial Development Director, Coventry University HDTI 14.00 - 14.45: Equipment assessments for plus size people - 10 things you need to know: the ‘ins and outs’ of providing the right service for someone with specific needs?

Anita Rush: Clinical Nurse - Specialist Equipment 15.15 - 16.00: Shedding light on batteries - essential tips for you and your customers Daniel Caines: Regional Sales Representative UK, MK Battery 16.30 - 17.15: The anatomy of a new product introduction - how to add your own ‘exclusive’ to your range Angus Long: Director, Embryonyx Ltd

Sunday 5th October

BHTA Matters Theatre

3

ON THE DAY:

Please expect to queue if you have not pre-registered

10.15 - 11.00: Heads, shoulders, hips and toes - an insight into how to produce an award winning marketing campaign Bornona Dasgupta: Marketing Manager, BES Rehab Ltd. 11.30 - 12.15: Understanding 3D printing and what it could do for you Matthew Bellis: Technical Advisor, MeeCreative 12.45 - 13.30: 10 things both manufacturers and retailers should know about complying with the UK flammability regulations Tristine Hargreaves: Standards and Regulatory Manager, FIRA International 14.00 - 14.45: Made to measure - why is it so important to make the right choices?

Tim Clayton: Dealer Sales Manager, Gerald Simonds 15:15 - 16:00: New opportunities in a changing landscape - how your company can take advantage of the ‘outsourcing’ momentum Richard Nicholson: Managing Director, Veritas Procurement Services Ltd

Monday 6th October

10.15 - 11.00: Come and check you are complying with the BHTA Code of Practice!

Sarah Lepak: Director of Governance & Policy Development, BHTA

10.45 - 11.30: Why sign up to the TSI-approved BHTA Code of Practice?

Leon Livermore: Chief Executive, Trading Standards Institute

11.15 - 12.00: Powered by DLF Ed Myles: Director of Business Development, DLF

11.45 - 12.30: Barcoding in healthcare whether hospitals or retailers is a reality now. Where do you get the detail you need to read and understand codes?

Julian Cobbledick: Director, Assistive Partner

12.15 - 13.00: How can you give good quality advice whilst you’re asleep? Selling online whilst observing best practice Julian Cobbledick: Director, Assistive Partner 14.15 - 15.00: Engaging with independent Occupational Therapists to enhance your business Lynda Niles: Independent Occupational Therapist and Committee Member of COTSS-IP 15.15 - 16.00: An introduction to the Healthcare & Assistive Technology Society Speaker TBC 16.15 - 17.00: Dementia Friends - information session Theresa Casey: Volunteer, Dementia Friends Champion

Around The Table

12.45 - 13.30: An introduction to the Healthcare & Assistive Technology Society Speaker TBC 13.45 - 14.30: Protecting your assets/data from cyber crime Matt Sumpter: Underwriting Manager - Technology and Cyber Risks, CNA Europe 14:45 - 15:30: What you may need to know about the Consumer Rights Bill Sarah Lepak: Director of Governance & Policy Development, BHTA Lord Chris Rennard: Director of Communications, BHTA 15:45 - 16:30: BHTA Annual General Meeting (Closed session for BHTA members) Mike Lord: BHTA Chairman

- join the roundtable discussions taking place to have your say and hear the views of others in the industry.

Sunday 5th October 09.45 - 10.30: Recliners UK - a company update 11.00 - 11.45: BHTA Independent Living Products - section updates 13.30 - 14.15: Primacare - a company update 14.45 - 15.05: Sell scooters? Be A-class above the rest Tim Ross, National Sales Manager, TGA 15.10 - 15.30: Wheelchair power to the people Eric Cooper, Wheelchair Powerpack Product Manager, TGA 16.00 - 16.30: Slips & trips in the bath & shower: A presentation by Isagi Ltd Andrew Guilbert, Managing Director, Isagi Ltd

Monday 6th October 09.45 - 10.30: Session facilitated by Handicare 10.45 - 11.45: The role of CEDAB and UK retailers Jean Hutfield, Chair, CEDAB 12.15 - 12.45: Slips & trips in the bath & shower: A presentation by Isagi Ltd Andrew Guilbert, Managing Director, Isagi Ltd 13.15 - 14.00: BHTA Mobility Group - section updates

FIRST FRANCHISE RE-SALE TAKES PLACE Ableworld Franchise has announced its first franchise re-sale, where an existing franchisee sells their on-going business to a new owner.

Mike William’s Ableworld Managing Director explained: “In this case our franchisees in Newark have, in principle, agreed to sell their business to a new owner. The new owner, Donna Wilson, will be acquiring the company, Trust Blue Limited. Although the legal processes have still to be completed, both parties are confident the deal will go through to allow Donna to take over the Newark Franchise

by October.”

Mike added: “The existing owners, Mark Hennis and Naomi Moore were one of the first to invest in our franchise and we are very pleased that they have been able to build their business successfully enough to effect a re-sale. Mark and Naomi’s plans are to return to Mark’s home country of Australia and we wish them all the best down-under.”

Embroidery Service Now Available E-mail: enquiries@able2.eu 6 www.thiis.co.uk

Mark Hennis and Naomi Moore were one of the first to become Ableworld franchisees and, after building the business, are now moving on.

According to Mike, Donna joins the network having first considered taking a new franchise in Nottingham. “However the opportunity of acquiring an existing business with the potential to grow even further was seen as a better option “This transaction completes the and we were happy to facilitate the process.” franchisee cycle of invest-grow“From Ableworld’s point sell” of view” Mike explained, “ this transaction completes the franchisee cycle of invest-grow-sell and whilst we will predominately be involved in awarding new franchises over the next few years we are prepared, as in this case, to act as ‘honest broker’ in transferring ownership of a franchise if we feel it is the right thing to do.”

VISIT US ON STAND D45 Wet Weather Wear from Able2

Tel: 01254 619000

5th & 6 th O NEC Bir ctober 2014 mingha www.tr m aded ays.co.u k

www.able2.eu

Introducing the latest colour...

THE RASCAL VENTURA in ‘Teal’ Special Edition - Order yours NOW!

For a closer look at the Rascal Ventura and to discuss other exclusive NEW products available visit us at Trade Days

VISIT US ON STAND E25 5 & 6 October 2014 NEC Birmingham www.tradedays.co.uk

0800 252 614

sales@electricmobility.co.uk electricmobility.co.uk

Shower chair deal going well Lynch Healthcare recently signed a contract with HMN of Copenhagen, Denmark. The exclusive contract means that the company will supply the M2 range of shower chairs and stools into England, Scotland, Northern Ireland and Wales.

HMN manufacture one of the largest ranges of shower stools and shower chairs, from basic attendant controlled models through to powered height adjustable models.

David Lynch told us: “For a company only in its sixth year I think it’s quite an achievement to have won such a contract. We are only four months into the contract and have already set up a distributor in Northern Ireland and are in discussions with a company in Scotland. People will see on the website that a great deal of work went into creating a brand that incorporates both

8 www.thiis.co.uk

the orange of Lynch Healthcare and the pink of HMN. Every element of the brand development had to be carefully thought through. Everything is “For a company only in its now in place for us to sixth year I think it’s quite an compete on a national and international basis.” achievement” Lynch Healthcare will be showing the range of shower chairs on stand B34 at Trade Days.

The website for the shower chair range is at www.m2showerchairs.co.uk

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New trade catalogue from Classic Canes Walking stick specialists Classic Canes is celebrating its 32nd year in business with a new, 60 page trade catalogue featuring the 600-plus range.

Managing Partner, Charlotte Gillan, told us: “For some people, walking sticks have negative connotations. They imagine them as dreary symbols of infirmity, and do not appreciate what elegant and stylish accessories and gifts they can be. Through imaginative lifestyle photography, we can show how different outfits and occasions require different walking sticks.”

She added: “As we have a lot of export customers, the feel is very British as our customers like to see sticks being used in the context of the British lifestyle.

The new trade catalogue will be available on the stand at Trade Days.

The company was the very first exhibitor to book a stand at the new show.

Charlotte explained why retailers should stop by the stand: “Our stockists are able to differentiate themselves from the competition by stocking a wide range of ladies’ and gentlemen’s walking sticks that are far removed from the hospital look.”

She added: “Women in particular 10 www.thiis.co.uk

are often much happier about using a cane if they can have something fashionable and interesting which they can match to different outfits. To maximise sales of sticks, retailers need to keep a wide range in stock, so they can offer different handle types, sizes, wooden “As we have a lot of export and aluminium customers, the feel is very British sticks, folding canes and as our customers like to see orthopaedic sticks being used in the context models and so have a of the British lifestyle” stick for everybody.

One size certainly does not fit all.”

New products being launched at Trade Days include extending canes in fashionable monochrome and paisley patterns, a range of wooden mini-derby’s to suit stick users with smaller hands and a group of formal evening canes with luxurious velvet handles.

The company will be on Stand C57. Call 01460 75686. The website is at www.classiccanes.co.uk The new trade catalogue features over 600 products

SIDHIL INVITING RETAILERS TO JOIN THE FAMILY Sidhil, a fourth generation family business, is a leading manufacturer of hospital and home health care furniture and accessories, selling both in the UK and world-wide.

The company, one of the oldest in the marketplace, first established in 1888, will be at Trade Days and is looking to build on existing retailer relationships and meet new retailers interested in selling a wide range of products that include beds, hoists and ADLs. We spoke to Kim Gallagher, Sidhil’s National Account Manager to find out what the company has to offer retailers and why they should take the time to arrange a meeting at Trade Days.

Kim told us: “Trade Days is an exciting new venture for us. We are looking forward to making new contacts and catching up with companies who already play a role in our much valued supply chain.”

Kim, who focuses on managing and supporting Sidhil distributors across the UK says that the company works very

closely with its retail partners. “Our distributor and retailer chain is very important to our business,” she said. “We believe in open and honest dialogue, and in developing and building our systems and processes to ensure that everything we do plays a positive role in helping our distributors to win new business.”

“It’s all about added value at every stage” she told us. “We continue to invest in the people and the expertise to provide the support and information our distributors have told us they need. The proof of the pudding is in the eating “Many of our distributor and - many of our distributor and retailer relationships retailer relationships date back date back more than more than thirty years” thirty years.”

Kim says that it all starts with internal support. “Our experienced customer services team has an in-depth knowledge and understanding of the market. It’s a growing team and I spend my time travelling the country, visiting customers at the sharp end and making sure that we provide focused support to help distributors win business.”

Training support is also important.” We develop and conduct training for distributor and retailer sales forces and even designing sales team incentive programmes.”

Marketing support is also tailored for individual businesses as Kim goes on to explain. “It goes far beyond the implementation of special offers and the provision of promotional leaflets. We

Kim Gallagher, Sidhil’s National Account Manager explains why retailers should be talking to the company.

12 www.thiis.co.uk

manage both nationwide and distributor-specific promotions, and provide support for one day events and exhibitions around the country.”

There are service centres located across the UK – including Scotland and Northern Ireland – giving distributors an important local resource and access to qualified technicians, decontamination facilities and product showrooms. Kim also believes that the spares support is second to none. “Distributors have access to an expert spares team. They source not just Sidhil spares but also spares for other manufacturers’ equipment too.”

A new Clinical Services is developing a clinical support library with case studies, research and auditable comparisons using the very latest pressure mapping technology, providing qualified product support and facilitating demonstrations and evaluations.

The company is also involved with the supply and support of equipment for rental. Where distributors sell rental services, Sidhil can provide bespoke packages covering everything

from equipment supply and delivery through to service, maintenance and technical support, managed alongside the company’s own rental services through a nationwide network of service centres.

Sidhil also manages service contracts on behalf of distributors, and provides an additional facility running programmes to train customer technicians to do their own servicing across the product range.

One retailer who has been dealing with the company for some time is Millercare. Business Development Director, Eric Filbin says: “We have been working with Sidhil for more than 5 years.

Over that time, the Sidhil team has dedicated both resources and understanding to ensuring that we have the product support and specialist expertise to market their products successfully and win new business.”

If you are interested in joining the family, then Kim and the team will be stand E37 at Trade Days. Call 01422 233030. The website is at www.sidhil.com

The extensive range includes beds, hoists and ADLs and a number of retailers have long-lasting relationships with the company.

EXHIBITION & EVENT GUIDE 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 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 October 14-17 2015 – Rehacare, Dusseldorf. www.rehacare.com October 27-29 2015 – Medtrade, Atlanta. www.medtrade.com November 16-19 2015 – Medica – Dusseldorf. www.medica.de 14 www.thiis.co.uk

DISTRIBUTION DEAL FOR ‘ACCESS ALL AREAS’ PRODUCT Flexel has announced that the company is teaming up with RGL Innovations Ltd to launch the Wheelchair Liberator at Trade Days.

Both companies say that they are looking forward to a long term business relationship in which Flexel will become a major distributor of the Wheelchair Liberator and other RGL products, to the retail trade in Britain and Europe.

The new product attaches to the handles of a manual wheelchair, making going up and down steps, across gravel, cobbles and rough terrain a lot easier. Stress on the back, wrists and shoulders of the wheelchair pusher is reduced.

It was the challenges of pushing his daughter’s wheelchair that led Malcolm Rhodes to design the product.

THIIS Customise ad 280714:Layout 1

www.gerald-simonds.co.uk

30/7/14

Manufactured in Britain, the Wheelchair Liberator is the sister product to the Wheelchair Evacuator, designed specifically for the emergency evacuation of wheelchair users on stairs.

A video of the product is available on the website at www.wheelchair-liberator.com The product will be on the Flexel stand (D57) at Trade Days.

For more information, contact Flexel on 01280 704 141.

10:50

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VISIT US ON STAND B22

Kitchen Aid Special Offers Valid from 1st September to 31st October 2014 All prices reduced by at 15%

5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

Cutlery & Tableware Red Tableware can enable Alzheimer’s sufferers to distinguish the colour of food, helping them to enjoy it more, and increase the amount that they eat & drink.

All items are dishwasher safe to 70 degrees C. Dishes are microwavable to 70 degrees C, have non-slip suction bases (not microwavable) and are available in Red or White.

Cutlery handles are Red or Black, straps are Black.

Divided Plate HA-4246 £3.35 Food Workstation Board size 50 x 30 x 3.5 cm HA-4193 £19.67 Other helpful Kitchen Aids:

Deluxe 10 piece Tableware Set HK-4003 £20.75 Tableware Set - without Cutlery HK-4002 £11.80

Non-slip Tray HA-4255 £2.75

Scoop Bowl HA-4248 + Scoop Plate HA-4249 £3.24 each Plastic Plate Guard HA-4250 25cm £2.21 Pair of Egg Cups HA-4265 £1.48 4 piece Cutlery Set HK-4001 £8.94 4 piece Cutlery Set & 4 Straps HK-4004 £12.70 3 piece Cutlery Set & 3 Straps HA-4291-SET £9.70 Rocker Knife HA-4190 £2.93 Bendable Spoon HA-4291 + Bendable Teaspoon HA-4292 + Bendable Fork HA-4295 £2.16 each

Pot/Pan Handle Holder HA-4269 £2.42

Reflex Chef Knife HA-4191 £3.39

Reflex Bread Knife HA-4192 £3.39

Nose Cut-out Cup HA-4260 £0.89

Utensil Strap HA-4196 £0.99

Drinking Cup HA-4262 + Cup Holder HA-4263 £1.38 each Jar & Bottle Openers:

Kettle Tipper HA-4270 £4.90

Keep Warm Dish HA-4247 £4.42

Clear Plate Guards HA-4251 25cm £2.59 HA-4252 28cm £2.72

Stainless Steel Plate Guard HA-4253 25cm £3.00

Contact us at: HA-4290 £7.60

9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE

Other designs available.

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

HA-4283 £1.53

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.

Chair offers for September 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 Fireside Chairs Option A - Fireside chair with infilled sides, wings and padded arms. 2 models available.

Discounted trade price £266.00

Option B - Petite fireside chair with infilled sides, wings and padded arms. One model remaining.

Aluminium T shaped Stick (SS091401) Adjustable from 74-92cm. WAS: £6.00 NOW: £3.50

Furniture Raisers – Set of 4 (SS091402) 5-15cm rise. WAS: £15.00 NOW: £10.00

Discounted trade price £260.00

A J Way Single Motor, Tilt-inSpace Riser Recliners

Elbow Crutch, Black with Orange Detail 1 x Pair (SS091403) Adjustable from 46cm – 101cm. WAS: £13.00 NOW: £6.80

Option A - A single motor, tilt-in-space chair with modern styling, soft, gently curved arms and horizontal fly in back. Three models available. Discounted trade price £420.00

Option B - A single motor, tilt-inspace chair with modern styling, wide, flat, contemporary arms and horizontal fly in back. Three models available. Discounted trade price £420.00 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

18 www.thiis.co.uk

Warehouse clearance items from Nordic Care Services

Angle Adjustable Suction Grab Rail (SS091404) 49cm with joint in centre, 3 suction pads with safety indicator.

WAS: £21.86 NOW: 15.00

Contact Nordic Care on 01495 7230201 or sales@nordiccare.co.uk, quoting StockShop to get these special prices (subject to availability). All prices exclude VAT.

Changing lives since 1965

NEW WEBSITE FOR BATHROOM SOLUTIONS Abacus Healthcare has launched a new website that the company says is user-friendly and which provides expert guidance and easier access to all product information, the latest news plus a range of essential downloads.

The launch of the new site coincides with the recent introduction of the latest generation Gemini, Pisces and Aries baths from Abacus – now illustrated online with key features, technical specifications and all available options.

The website is at www. abacushealthcare. co.uk

to s m e t I s e al S h as C t a Gre

r u o y t s e o n Bo om Li t t Bo 100%

Designed, Engineered and made in Great Britain by a Great British company

Eye Catching merchandising

Rehacare Over 800 exhibitors from 33 countries will be in Dusseldorf at the end of September when Rehacare takes place. The show runs from 24 to 27 September.

The website for Rehacare is at www.rehacare.com

Our unbeatable range of ADL products have been given a bright new look to help them fly from your stores.

Check out our ‘Good, Better, Best’ product categories. These give your customer choice from purist simplicity to top of the range functionality ET FORG and DON’T H g a elpin H L with L A come tee! s r e h Reac uaran me g lifeti

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

Appetite for an app?

A number of suppliers and retailers have developed their own app to give themselves a marketing edge. We recently carried a story about Dolphin Lifts Midlands launching a new app allowing customers to view products and contact the team with a guaranteed 24 hour response time.

There is a seminar on the subject of apps at Trade Days next month, presented by Guy Smallman, Commercial Development Director at Coventry University Health Design & Technology Institute. Here, he explains a little more about health apps…

Things to consider when developing a healthcare app

By Guy Smallman Smartphones are revolutionising community healthcare and the growth of apps is enabling greater numbers of people to manage their condition more effectively and live increasingly independent lives.

The growth of health apps is growing at an astonishing rate with much research data proving to be out of date almost as soon as it’s published. Recent studies suggest that health and lifestyle apps are growing at a rate of 150% per annum and that over 100,000 apps are available to users to help manage their condition.

Reluctant smokers have a choice of over 400 apps to help them quit.

Health apps can have a range of uses including education and training, telemonitoring, reminders and compliance, social networking, diagnostics and treatment. It is in the latter two categories that care should be taken as the app might then be classified as a medical device and subject to the Medical Devices Directive.

If the app is a medical device, consideration must be given to where in the world the app is

to be marketed and what approval is required before it can be approved for sale. Professional advice is essential.

Unfortunately, app developers are bypassing traditional approval processes every day and unwitting consumers are purchasing apps that sometimes don’t prove to be as effective as they had hoped. There are 12 apps in circulation that “Reluctant smokers have a claim to use the light on a smartphone to cure acne! choice of over 400 apps to help Other considerations them quit” include the most appropriate hardware platform(s) for the app. Android devices have the widest coverage by user but Apple’s iPhone is the most popular device in use by medical clinicians. Similarly, health and lifestyle apps are significantly more prevalent on Apple devices.

Web apps written in HTML5 are less expensive and can be used on all platforms but require a Wi-Fi connection or decent mobile phone signal to work. As many people who have spent any time “There are 12 apps in circulation in a UK hospital will testify, that claim to use the light on a this isn’t always a given.

If you would like to know smartphone to cure acne!” more about developing an app for your own business, then Guy’s seminar at Trade Days is on Sunday October 5th at 12.45-13.30.

The Coventry University Health Design & Technology Institute website is at www.coventry. ac.uk/hdti

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

visit www.safepatienthandling.co.uk 20 www.thiis.co.uk

Expertise & Experience

Innovative Product Designs

TRADE PARTNERS

2700 Daily Living Aids

Online & in-store Support

www.nrs-uk.co.uk/tradepartners

Visit our stand at Trade Days to find out how NRS Healthcare can help your business grow • Receive special show offers & a free gift!

• See our new & exclusively designed products • Learn about our dementia care range & why this is ideal for trade

Dedicated Sales Manager

Best Prices

Visit NRS Healthcare on stand no. D01

• Grab a coffee and talk to your local sales manager

Register for FREE: www.tradedays.co.uk/NRS

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

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

TRACEABILITY THE KEY FOR SLING RANGE The Osprey Sling Company has introduced ‘Traceability Straps’ on its entire sling range. All slings will carry a permanent record of the Safe Working Load, Serial Number and Contact details.

The company says that, after discussions with loan stores and LOLER examiners it was apparent that many slings, still in good condition, are failed at the LOLER examination and are thrown away, simply because the label has become illegible. The new straps will allow slings to be identified long after the label has worn away, so that the sling can be relabelled and used again in the community.

Call 01869 252015 or visit the website at www.ospreyslingcompany.com

Company support for new charity

The team of Superhero ‘thumb raisers’, Astor-Bannerman is supporting the new charity

24 www.thiis.co.uk

Astor-Bannerman has announced that the company is the first, and exclusive, corporate sponsor of The Joshua Wilson Brain Tumour Charity.

13 Year old Joshua was diagnosed with a reoccurring brain stem tumour at just 3 years old. The Joshua Wilson Brain Tumour Charity was established in August 2013 and is well on its way to reaching a target of raising £100,000 before its first birthday. AstorBannerman has pledged to help the charity with its work. The company first met Joshua and Mum Dawn in 2012 at an exhibition where they were choosing a suitable bath for their home adaptations. A Rio height adjustable Bath with air spa was chosen and installed.

If your business is really booming and your sales are through the roof...

...then just turn over!

If you’re still reading and keen to see sales improve?

Then consider promoting the award winning Happylegs Walking Machine A desirable product that is literally flying off the shelves of those who currently stock it The Happylegs Walking Machine is • Unique and desirable • Endorsed by Healthcare professionals • Easy to sell • Profitable

Distributors will receive full sales and marketing support to help promote and sell this great award winning product.

If you are a proactive business seeking a new successful commercial partnership then we'd like to talk to you about joining our fast growing network of dealers “...Happylegs is an excellent new product, and is now one of the best-selling products in our showroom; they are virtually flying off the shelves...” Allardyce Healthcare, Dundee. “...We have been supplying the Happylegs for some time now and it has proved to be very popular with our customers. Also the backup service from Embryonyx is second to none which is very important to us retailers...” Active Mobility, Billingham.

To find out more about this great opportunity and to get started contact us today AWARD WINNING PRODUCTS FROM AN AWARD WINNING COMPANY Telephone:

Email:

R

the seated walking machine Web:

0845 300 8823 info@happlylegs.co.uk www.happylegs.co.uk Embryonyx Ltd., The Grainger Suite, Dobson House, Regent Centre Business Park,, Newcastle upon Tyne, NE3 3PF embryonyx Happylegs UK is part of Embryonyx Ltd R

* The 2013 Invention & New Product Exhibition, Pittsburgh, USA

Two Mikes join Embryonyx Embryonyx has announced that two Mikes (Lord and Glynn) have joined the management team to help steer the UK growth of the Happylegs Seated Walking Machine.

Embryonyx Managing Director, Angus Long told THIIS: “Mike Lord, in addition to being widely respected, brings with him to the management team a wealth of experience and knowledge of the Homecare industry. Mike will be working closely with the board as we enter an exciting period in the company’s growth strategy.”

He added: “Mike Glynn joins the company as the sales agent for the South. Mike is an excellent commercial manager who has an impressive track record in sales and marketing.

A key part of his role, in addition to promoting the company’s products, will be to help improve the sales and potential of our distributors and retailers too. Quite simply, if we can help our distributors grow and prosper then so do we. We are now looking for good sales agents to cover other regions too” Of his joining Happylegs Mike Lord comments, “During my years in the homecare industry I

26 www.thiis.co.uk

have seen first-hand how a simple solution can present great commercial opportunities. What is so attractive about the Happylegs machine is the sheer simplicity of how it can quite easily make a significant difference.”

Mike Glynn added, “At MG Consulting I specialise in helping retailers find improvements within their businesses, increase sales and maximise their returns and profits, so I was particularly attracted to the Happylegs product for its ability to do all those things. Happylegs is perfect for the retailers in the homecare industry as it is suitable for practically every customer that might visit a mobility shop or showroom. With 70% of customers who try it wanting one, it’s a great line to carry.”

The company can be contacted on 08453008823.

The product will be on show on Stand A01 at Trade Days.

The website is at www.embryonyx.co.uk

STAND

C30

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Profitable retail outlet for sale Due to retirement, a profitable retail outlet located in Suffolk, with a large customer base is for sale.

A leading UK supplier of Bespoke Mobility Furniture & Specialist Seating.

Join us at the UK’s first Trade Only business to business event for the mobility, living aids & assistive technology industry.

Well stocked showroom Commercial contracts Experienced staff Premises available freehold or leasehold £175K turnover For more details, call

07810 484 343

Walking stick specialists Avoid the ‘hospital look’ with stylish, quality walking sticks, folding canes and seat sticks.

5th & 6th October 2014 NEC in Birmingham, UK

Meet With Us! Please visit us at Trade Days: Stand C57.

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

If you would like to arrange a meeting with the Recliners team at Trade Days then contact Ceri Morris (Business Development Manger) on 01443 420 859 email: ceri.morris@recliners.org.uk

www.recliners.org.uk

retailer focus

Retailer launches UK’s first online quote service Norfolk Stairlifts has launched a new website designed to enable customers get a full straight stairlift quote and installation date within 24hrs. The retailer says that anyone using the service will save £150 off the published price.

Sam Scott Managing Director told us: “We wanted to give people the chance to save money on straight stairlifts whilst at the same time offering the fastest quote and installation date in the UK. Whilst we will quote within 24 hours, our aim is to eventually provide customers with a full quote and installation date within just a few hours. As all of our prices are published online, the £150 saving is real and not a promotional gimmick.”

The new service requires customers to measure their own stairs, take pictures and submit the information via the website or by email.

“We allow customers to complete their own stairlift survey by following our step by step process” Sam added. “For us it is simple economics. We save on fuel costs and time

28 www.thiis.co.uk

and those savings can be passed directly to the customer. We understand that it is not a service that everyone will want to make use of, however, for those DIY enthusiasts or for anyone who can use a computer and a tape measure we are confident that the savings and instant quote will be “As all of our prices are something that consumers published online, the £150 saving will want to make the most of.” is real and not a promotional The company said that gimmick” the new service has been trialled by 20 customers so far and that the service is currently only available for new straight stairlifts.

Call 01953 850004 for more details. The website is at www.lowcoststairlifts.co.uk

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www.care-ability.co.uk To be a part of a distributor network with an exclusive area please contact....

David Tilly. Care-ability Healthcare Ltd, Phoenix House Walton Road, Pattinson Industrial Estate, Washington, Tyne and Wear, NE38 8QE. Tel: 0191 4159777 or Email: david@care-ability.co.uk

Trade Days

Countdown to Trade Days

First Senior Group are pulling all the stops out at the first show. There will be a new, free refreshments and a Formula 1 Simulator Competition. If you want to know more about what the company will have on the stand, call 01582 840067 or email t.smith@firstsenior.com

Gerald Simonds will be discussing the company’s customer referral scheme at Trade Days. With TiLite, Levo, FreeWheel and Stimulite brands in the range, Dealer Sales Manager, Tim Clayton says that he is looking for additional retailers in all areas of the UK. We are committed to helping our retail partners maximise both sales and revenue with our innovative and successful range of products and we will support them with a professional marketing programme.

Tim is also presenting a seminar in Business Builder 3 at 2.00pm on Monday 6 October called ‘Made to measure - why is it so important to make the right choices?’ “The presentation is based on our years of experience of assessing clients, measuring and custom building every wheelchair that we sell,” explained Tim. “So if you want to get to know more about what really counts when you are helping a customer to select a wheelchair that is right for their lifestyle, be sure to come along.”

On Twitter?

Follow the latest from the show and keep up to date during the lead in to the first Trade Days show by following @tradedaysuk

Retailers to score with TGA discounts TGA is offering all retailers a variety of unique opportunities at Trade Days including a discount-related table football competition, a trade seminar and new product demonstrations. Retailers will have an opportunity to win trade discounts and offers by playing table football against TGA Area Sales Managers.

The value of the discounts will depend on the number of goals scored in an allotted time.

On day one, TGA will also be hosting an ‘Around the Table’ seminar slot between 14:45-15:30 that includes: • Sell scooters? Be A-class above the rest” - Tim Ross, TGA National Sales Manager, highlights the unique benefits of joining the recently enhanced TGA A-Class retailer scheme.

• “Wheelchair power to the people” - Eric Cooper, TGA Wheelchair Powerpack Product Manager, explains why the TGA Powerpack and new 32st capacity PLUS version, lead the world in attendant-controlled wheelchair propulsion.

The TGA stand at Trade Days is E10.

30 www.thiis.co.uk

Look out for the ‘NEW’ signs at the show.

Supplied by THIIS magazine to all exhibitors, they will help you spot the latest on offer.

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

Operations extended in Germany The Mobility Networks Group, a specialist in vehicle access solutions, has extended its operations in Germany with the transformation of TMN Europe into Mobility Networks DE GmbH. Mobility Networks was launched in March 2014, to supply wheelchair access lifts, ramps, escape hatches, lowered vehicle floors and further solutions to convertors and builders of buses, coaches, WAVs, PTS/ ambulances, trams and trains.

Theraposture launches new website platform

MP to investigate safety standard

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

The company says that the new site incorporates a larger amount of essential information for healthcare professionals, families and end users.

Take a look at the new site at www. theraposture. co.uk

MP Cheryl Gillan has vowed to look into the concerns of a company which believes there is a worrying lack of awareness over the safety standard for bath and shower mats. Mrs Gillan, a former Cabinet minister, visited Isagi Ltd last month and pledged to investigate after being given a presentation on the issue by company directors. Isagi has complained that no specific official accident statistics appear to exist for slips on bath and shower mats. The company, which specialises in the supply of non-slip matting and fabrics - says there is not enough public awareness of the standard.

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

It’s that

SIMPLE Companion Referral Scheme for Stairlifts and Bathing • Indoor and outdoor, straight and curved • Track options available including the slide track • XXL straight stairlift taking up to 31.5 stones • Easy Payment Plan available • Keeping you updated on lead progress – it’s your client every step of the way.

• Prompt commission payment upon installation

Call today on

0800 019 7797 If you would like more information please contact the Companion Office on 0800 019 7797 or e-mail enquiries@companionstairlifts.co.uk

new on the market Anything new? If you have a new product that you would like to have featured in THIIS and seen by 3000 companies next month, then send details to info@thiis.co.uk. All we need is a short product description and hi-res jpg image

Mobile changing suite introduced Migloo is a kit that transforms a vehicle into a Mobile Changing Suite. It consists of a roof rack, hoist rail, awning and portable hoist.

It has been designed and built with practicality, ease of use and safety in mind. The inventor is John Robinson who has had 35 years as a hands on carer and Moving and Handling Trainer.

For more details visit www.migloo.co.uk

New arm supports from Clos-o-Mat Clos-o-Mat has introduced new arm supports for its Palma Vita automatic shower (wash and dry) toilet.

The integrated slim-line support arms provide close proximity support. Their elliptical shape gives an easy-to-hold profile means getting on and off the toilet is even easier. Their proximity to the toilet (only 465mm from side to side)- closer than that of any other fold-down arm supportsfurther helps toilet transfer.

Call 0161 969 1199 or visit the website at www.clos-o-mat.com

Non-rinse hair washing solution Designed for use on individuals where traditional hair washing routines are difficult or not possible, the TENA Shampoo Cap is the latest nonrinse product to be launched into SCA’s skincare and cleansing range.

Dermatologically tested, it is activated with a gentle massage, leaving hair clean, conditioned and lightly fragranced. The Shampoo Cap is ideal for use alongside the recently launched Wet Wash Glove, which facilitates non-rinse, full-body cleansing. For more information email hcmarketing@sca.com

34 www.thiis.co.uk

VISIT US ON STAND E35 5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

new on the market New legislation… new wallets for new permits On January 1st 2015, new legislation means the previous disabled parking permit will become invalid. These compact and easy-to-use 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 product is stocked in every Boots store in the UK. For more information, visit www.bluebadgecompany.co.uk The Blue Badge Company will be exhibiting at Trade Days on stand A07.

Back angle option for seating system Quickie Salsa M2 launches The new Quickie Salsa M2 has been launched and is available through a network of seven dealers in the UK, with more set to take delivery of the new powerchair from October.

According to Sunrise Medical, the Quickie Salsa M2 takes performance to the next level with more, torque, power and range, combined with a line-up of highly advanced options. The chair features what the company describe as ‘an ultra-compact mid-wheel-drive base’ – ideal for use in tight indoor environments.

For more details, go to www. sunrisemedical.co.uk/SalsaM2

36 www.thiis.co.uk

Back Angle Recline is now available as an optional extra with the SmartSeat from Careflex. Back Angle Recline helps create a comfortable hip position and aids the redistribution of pressure.

Features included as standard on the SmartSeat include Tilt-in-Space which reduces pressure and fatigue, an integral footplate which can be stowed or deployed at any angle of chair tilt without disruption to the patient, a floating-tracking legrest to maintain optimal pressure and posture and an integral seatwidth adjustment system making it ideal for multiple users.

For more information, call 0800 0186440 visit www.careflex. co.uk

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

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 Sales Manager for Kymco Kymco Healthcare UK has appointed of Nick Peel as UK National Sales Manager. Nick joins the management team with a wealth of knowledge and has more than 25 years’ experience in the industry.

Mark Hermolle, Kymco Managing Director said: “Responsible for managing and developing the UK sales force and expanding the our fast growing business, Nick’s natural leadership, customer service skills and his exceptional track record in sales will bring a sound, structured growth plan to our already outstanding performance.”

Nick told us: “This is a good time to be joining Kymco. Over the past few years the company has established itself as a market leading supplier to retailers and the leading supplier on the Motability Scheme. I am delighted to be heading up a strong sales team with the advantage of a strong range of innovative scooters and powerchairs that have gained the retailers and the customer support and will help to deliver ambitious growth plans.”

New man in charge at power lift and ramp outfit PLS, A leading name in the design, manufacture and maintenance of powered lifts and ramps for accessible buses, coaches, ambulances and specialist vehicles is now under the leadership of Adam Beck.

Adam joined the business full time in 1994 following successful completion of an Engineering and Production Degree and a thesis on wheelchair tie-downs.

The website for the company is AT www. passengerliftservices.co.uk

Nick’s arrival isn’t the only change at the company Due to a recent restructuring of the sales team following Dave Adams’ leaving the company to pursue a career in the retail business with Haven Mobility, Martin Garrett will now be covering the South West Territory and Keir French has been appointed as Area Sales Manager for the South East.

Mark added: “Keir brings with him a wealth of experience, having spent nearly three years with Days Healthcare selling to both Local Authority and mobility retail shops, over four years managing a mobility retail showroom and the last two and a half years working with Simplyhealth selling scooters and powerchairs.”

Call Kymco on 01656 670095

Stairlifts 0844 225 3121 | Moving & Handling / Bathing Solutions 0845 271 1107 | Mobility 0845 0745 945 | www.handicare.co.uk 38 www.thiis.co.uk

Healthcare Equipment Providers

UK Design & Manufacturing Sidhil design and manufacture a comprehensive selection of products, improving comfort and quality of life for users and easing carer workloads.

Visit www.sidhil.com to find out more

VISIT US ON STAND E37

Join Sidhil on Stand E37 at Trade Days > welcoming existing distributors, dealers & retailers > catching up with valued suppliers

5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

> making new contacts

Contact us for your nearest distributor: t: 01422 233 000 / e. sales@sidhil.com / w: www.sidhil.com

World-wide sales target for walking aid After watching his sister, an MS sufferer, struggle with the difficulties and discomfort of using a walking stick, David Goodwin knew he could do something to change that.

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

Finding that the rubber tips on her walking sticks wore down too quickly and were very difficult to change, and his 95 year old mother refusing to use any sort of walking aid because she thought it made her look ‘old’, David saw there was a need for walking aids of all types to be sporty and smart. He set to work to develop a flexible, safe and comfortable alternative to the humble walking stick ferrule.

And so Flexyfoot made its debut.

Introduced a couple of years ago now, as a new type of rubber ferrule for walking sticks, canes or crutches, David says that Flexyfoot offers real benefits in pain relief and improved confidence in walking by not only bending to grip the surface people are walking on but by absorbing the shock of impact through the hands, wrists, elbows and shoulders. “I knew I wanted Flexyfoot products not only to look good and work well, but also have proven medical and therapeutic benefits” he said, “helping to challenge the stigma of walking aids and give safe, flexible support to those who need it.”

In October last year, at Rehacare in Düsseldorf, Flexyfoot showcased a range of stick prototypes.

According to David, the reaction to them was great and gave him the confidence to move forward with developing the range. The Flexyfoot portfolio now boasts a range of walking sticks, crutches and poles, each with the unique Flexyfoot ferrule and various handle options to best support user needs.

David explained: “The urban hiking pole is

400729TGAad.newstripJun14v3.indd www.thiis.co.uk

1

David Goodwin, designer of Flexyfoot says he wanted to challenge the stigma of walking aids

becoming a firm favourite amongst Flexyfoot users as the sporty look and feel eradicates completely the stigma often associated with walking aid solutions, regardless of reason for requiring additional mobility support.”

He added: “With Flexyfoot, I want to alter the way people look at walking aids, by offering real solutions to the real problems faced by those who need, or prefer, to have a little bit more “I want to alter the way people stability. The whole idea look at walking aids” came from seeing my sister struggling and knowing that there has to be a better solution out there. There wasn’t, so I had to create it.

Flexyfoot has since become my life and a whole range of Flexyfoot products have followed.”

David told us: “As a British designer, I’m keen to support our local, homegrown businesses and production companies. There’s a global perception of quality that goes hand-in-hand with British designed products “As a British designer, I’m keen and that’s also important to support our local, homegrown for Flexyfoot as we continue to push export businesses and production sales around the world.” companies” And the Flexyfoot story is very much going around the world. Soon after the product launched in 2010 the company attended Rehacare to test the international market. Having never exhibited before, let alone ventured overseas, David

contacted UKTI to ask for advice.

UKTI’s SE advisor for medical devices, Les Plant, offered guidance on how to approach the organisers. As Flexyfoot was keen to project an international image, the team opted to take their own stand as opposed to being housed in the UK pavilion and were situated in a prime location next to Ossenberg, Germany’s major crutch manufacturer.

According to David, results of the show far exceeded expectations and landed the company with a book full of international contacts from Russia to Japan, all of whom wanted to distribute Flexyfoot in their markets.

As well as offering support, UKTI also provided a contribution to the stand costs for exhibiting at Rehacare, which David says made a huge difference to the way Flexyfoot was able to present their innovation in an international arena.

According to David, not only is Flexyfoot attracting huge interest in the UK market, but sales as far afield as Africa, Asia and Australasia are developing too. “Ever the early adopters and with a particular interest in modern designed solutions, the Korean market is one that has been particularly buoyant, with strong sales and other Asian markets quickly following suit.”

As David says, Flexyfoot looks to be changing the shape of mobility solutions, one steady step at a time. The company is looking to increase

The product was designed after David saw his sister struggling

its awareness with retailers with a stand at Trade Days in October.

“Flexyfoot is thrilled to be involved with Trade Days” David explained. “The event provides a platform for further building our brand and creates the opportunity for us to interact with our customer base, other relevant retailers and the wider industry in a very targeted way. A dedicated trade event like this is just what we need in the UK; the opportunity to talk business, increase trade, develop business relationships and exchange thoughts and ideas.”

For more details on the Flexyfoot range, email sales@flexyfoot. com. The website is at www.flexyfoot.com

The company also has a range of sticks in development

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 41

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

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VISIT US ON STAND B20 5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

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TEAM INVACARE COMPLETE SNOWDON CHALLENGE Team Invacare recently took part in their first Snowdon challenge, an annual fundraising event organised by the Back Up Trust. The team pushed and pulled a wheelchair user in a Küschall custom built chair, to the summit and back, covering around 8 miles.

On their first attempt at the challenge, Team Invacare managed to impressive 4 hours 54 minutes and were awarded 3rd place. 11 teams entered in total. The challenge was to help raise money for the Back Up Trust and so far £4,000 has been raised, with donations still coming in.

Dartex Ultimate Air ad:Layout 1 27/08/2014 10:26 Page 1

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ROADSHOW RETURNS IN 2015 Mobility Choice has announced that the Mobility Roadshow will return in 2015 and will be held at Donington Park. The exhibition wasn’t scheduled this year, after taking a year off to review strategy.

Ann Frye, Chair of Mobility Choice, the Charity responsible for the show, told us: “Having taken time out to re-evaluate the event and consult widely with past visitors to the show, exhibitors and other parties, we have been given a clear and overwhelming message that there is a need for the Roadshow to continue.

The event will return to its core focus on accessible motoring, whether for drivers or passengers.”

Mobility Choice will be working with Donington-based NFE Group Ltd, who have been responsible for delivering the test drive management facility at the Roadshow for many years.

Ann explained more about the decision to bring the show back. “The Roadshow started in 1983 and so it’s been running for a long time and we felt that we needed to check with both visitors and exhibitors whether it was meeting people’s needs or whether we needed to consider doing something different. We felt that if we didn’t take the time out to take stock, then we could have been carrying on with a tired old product.”

And, as Ann says, the response was very encouraging. “We have a large database of visitors who have been to the shows over the years. We did an online survey and we had over 3,000 responses from people who had visited the show and just over 98% told us that the Roadshow was still filling a gap. We specifically asked whether the Roadshow had been overtaken by other events such as the Motability Big Day events or Naidex and the responses were very positive. What came back to us very strongly was that only the Roadshow starts and finishes with the end-user and it is all about what disabled people as consumers need. It’s not about the professionals or the trade; it focussed very much on the end user. That was a very strong message and it was clear to us all that people wanted the Roadshow to continue.”

“There was a similar story with our exhibitors too” Ann added. Inevitably, we had people saying that what we needed to do was to have regional events and to take it to the North or to Wales and then we had other people saying whatever 46 www.thiis.co.uk

The Roadshow team pictured at the 30thanniversary celebrations at Telford last year.

Although the Telford venue didn’t work as well as the organisers had hoped, the event has been given a thumbs up by both visitors and exhibitors.

you do, don’t produce regional events. We knew that we cannot please everyone, but we took the very strong message that we had received that people did want a Roadshow and a similar format to what we have run before and acted on that. The survey gave us the confidence to find a way to get back on track.”

I suggested to Ann that it was a brave decision to drop the event in 2014. “It was” she admitted, “but we were very clear that we could only do that for one year. If we hadn’t taken the decision to run an event in 2015, then the opportunity would have gone and someone else might have stepped into the space.”

Many people felt that “We had over 3,000 responses the decision to locate from people who had visited the the event in 2014 in Telford, a new venue for show and just over 98% told the Roadshow, didn’t do us that the Roadshow was still it any favours and Ann agrees. “They were right; filling a gap” Telford didn’t work for us as we had hoped. All the test drives were on the public roads for the first time and while some people found that fine, others didn’t. We won’t do that again.”

The Roadshow is going back to a venue, Donington Park, that is tried and tested and has worked well in the past and It will also have the backing of the NFE Group to support the sales effort. “They have worked with us for many years and they know what we are and what we do. We have complete trust in them. They are based at Donington and they have the resources to take over from us the space bookings and all the nuts and bolts of the event. The small team we have had in the past have done a great job but we believe we will have more resources to develop the show working with NFE. They have the skills and the structure but we, as the charity, are still totally responsible for the event.”

The 2015 event will take place on 25-27 June.

The website is at www.mobilityroadshow.co.uk According to Ann Frye, over 3000 people took the time to give their views.

VISIT US ON STAND F65 5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

Find out why our chair has won the ‘Best Buy’ award The Donna Riser Recline chair has been selected for a ‘Which?’

Best Buy. Find out why by visiting our stand at Trade Days • • • •

British made Fast track delivery service Custom made furniture Big range of high seat and orthopaedic furniture

Call 01254 665228 or email royams@aol.com

VISIT US ON STAND H14 5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

Low investment start-up leads to 12,000 a year product sales The Ramp People was launched from a spare bedroom in 2006

by Philip Shaw and he has spent the past eight years building a sizeable business supplying a wide variety of access products.

It’s a name that you might not have heard of if you are a retailer in the business and that’s mainly because Philip and his team have been developing a number of market sectors. However, now the sights are firmly set on supplying mobility and rehab retailers across Europe with a product range that Philip believes will sell well in any showroom.

“Originally the company supplied industrial loading ramps for plant and machinery” Philip told us. “In 2012 we started manufacturing to our own design, where previously we were sourcing what we considered to be the best products in each category from around the world. These days we pick and choose, with some of the product bought in and others made to our specifications. It’s a small proportion of sales that account for our own designs at present, but we have new products being introduced all the time and so that will grow.”

48 www.thiis.co.uk

Philip’s background is in sales and marketing and he found himself building a ramp business after he decided that he really wanted to work for himself. “How I got into ramps is a long story” he said, “I think it was more a case of ramps choosing “It was a low cost investment me than the other way option, working from home around. There was an opportunity that arose with just a phone, a fax and a with a manufacturer and it was a low cost investment computer” option, working from home with just a phone, a fax and a computer.”

These days there are 10 people working in the business and over 12,000 units are sold each year.

The company started to sell ramps into the mobility sector around 2008. “We’ve built that part of the business up over the years but it’s possible that the majority of the retailers won’t

The business was started in a bedroom and has grown steadily

have come across us before. We haven’t spent much time trying to develop retailers before but now’s the time to change that. We have a great offering, but I suppose we would say that wouldn’t we? People only need to go and take a look at the reviews we have on our website to see that we have happy customers who like our products and, importantly for the retailers, our pricing is second to none combined to products with real quality.”

He added: “We know that we have barely scratched the surface when it comes to doing business in this sector. We have a solid base of trade customers who sell our product, but it’s just a few accounts at the moment and we are aiming to have a good deal more.”

When asked why he believes retailers will be interested in the products he gives a very short answer. “Quality at a great price” he says.

An identically specified product that another

ON VISIT USD45 STAND 2014 October 5th & 6th irmingham NEC B edays.co.uk d www.tra

company might sell to trade for around £80.00, we will sell to the retailer for around £35.00. We make our money because we sell in volume and the retailer gets the benefit of that. We specialise in the products and so we really know them inside out which is also an advantage. We have next day delivery as standard and the “It’s possible that the majority cheapest shipping price in the industry. We also of the retailers won’t have come have a UK wide modular across us before” ramp installation service, with full specification and technical drawing assistance free of charge.”

And Trade Days is the venue that Philip has chosen to promote his retailer packages as he explained: “Trade Days offers us our first opportunity to produce a focussed promotion for retailers and we believe it is going to be a great place for us to be to get the message across about the quality and competitiveness of our products.”

And Philip says that The Ramp People Stand “We know that we have barely will be the one to visit scratched the surface when it for anyone looking for new items. “We have a comes to doing business in this number of new products sector” that will be shown on the stand including an extensive economy wheelchair range, some new channel ramps and new premium ramps too.

The premium ramps have high visibility plastic markings for those users with limited vision.”

The Ramp People will be on stand H14 at Trade Days. Call 01483 801120 or visit the website at www.TheRampPeople.co.uk The Ramp People may be a new name to many retailers

Wheelchair Cushions Manufactured in the UK by www.able2.eu E-mail: enquiries@able2.eu Tel: 01254 619000

50 www.thiis.co.uk

E

Supplying quality for 50 years Technology Ltd

FERNDALE BED Features & Benefits: • Comfort at the touch of a button • Pocket sprung or foam mattress available • Choice of headboards • Available in a choice of colours HAMILTON TILT AND SPACE CHAIR Features & Benefits: • Single motor lift and two way recline chair • Fixed seat pad to back rest angle known as ‘tilt-in-space’ • Continuous support for the lower back while reclining • Additional comfort and better user positioning The answer to all your specialist care furniture needs. With almost 50 years experience manufacturing and crafting chairs and furniture, you’re in good hands. We’re proud to be a trusted partner to mobility shops, care homes, medical centres and schools nationwide.

Technology Ltd

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www.nhc-technology.co.uk sales@nhc-technology.co.uk

Communications specialist looking to build retail business 1 in 6 people in the UK suffer from hearing loss. 1 in 30 people are blind or partially sighted. That’s almost 11 million people, and the numbers are increasing.

Communications specialist amplicomms has over 40 years’ experience in manufacturing the products that can help. The company booked a stand at Trade Days a few months ago and European Sales Director Ran Meyrav, gave us more information about the reason that he and his team will be at the show and looking to talk to retailers.

“We have over 40 years’ experience of producing quality products and since 2007 we have taken this vast knowledge base to a new level, launching the amplicomms range of assistive devices. The range helps make everyday tasks simple for people with hearing and sight loss. We are a market leader and our products are regularly voted ‘Best on Test’ in various reviews including Which? Magazine and are highly recommended by ENT consultants and audiologists.”

Ran describes the products as being ergonomically enhanced, using latest technology and ground-breaking innovations and are packed into easy to use interfaces. They are designed to help people do the simple things, such as hearing the doorbell, speaking on the phone, listening to the TV or waking up in the morning.

The range includes domestic and mobile phones, TV Listeners, headphones, baby monitors, vibrating pillow

52 www.thiis.co.uk

VISIT US ON STAND E24 5th & 6th October 2014 NEC Birmingham

pads, alarm clocks, alerting devices for door www.tradedays.co.uk bells and alarm clocks. “Our phones are the loudest in their categories” Ran told us, “using unique patented technology that delivers clearer sound quality than any other manufacturer.”

Ran believes that retailers in our sector “Our phones are the loudest in should be interested.

“Expanding your product their categories, using unique line makes perfect sense” patented technology that delivers he says. “You will be tapping into a rapidly clearer sound quality than any growing market. Existing other manufacturer” customers already have confidence in your knowledge and service and we offer resellers and providers the same confidence. We are a market leader with some of the best products

available which, in turn, will help you generate a substantial new revenue stream for your business.”

At present, the products are marketed in the UK by charities such as RNIB and Action on Hearing Loss, social services, hearing centres, audiology equipment suppliers and pharmacies.

Ran explained: “Resellers in the audiology sector are selling our products alongside hearing aids, to provide a complete hearing solution to their clients. Pharmaceutical chains across Europe have started selling our products and mobility retailers use our products as a platform to develop on, significantly increasing sales and profit margins.”

And it seems that mainstream retailers and Telecom service providers are becoming aware of an increase in demand for this type of product too. Leading retailers such as Boots, Robert Dyas, O2 and the Co-Op are among those offering amplicomms products to their customers.

Ran says that anyone visiting the stand at Trade Days will be exposed to a whole world of new technology. “We will showcase our new products including live demonstration of products on site, including the TCL300 which is one of the world’s loudest alarm clocks. There is nothing like testing an extra loud phone or an amplified TV listener yourself to immediately realise how it can change lives. Visitors to our stand will also learn more about our target markets, activity and latest market trends in our sector.”

Products on the stand will include a personal listener, which is a wireless amplified device that helps hear sound sources such as TV more clearly and at much louder volume. These devices can be used with or without hearing aids. Amplified telephones will also be on display that can help make the sound louder and clearer with an extra-loud ringer and tone control to boost high frequency sounds. The phones also have a built-in flashing light to attract attention when the phone rings. All phones are hearing aid compatible to the world’s highest standard, which means customers can hear more clearly with hearing aids.

The company also provide a range of mobile phones with special accessible functions. These include amplified

The company believe that the product range could be sold well through showrooms in our sector.

54 www.thiis.co.uk

receiver volume, extra loud ringer, hearing aid compatibility and voice assisted interface.

All models offer a built-in SOS button and a powerful vibrating ringer alert. The phones are designed for ease of use, particularly for SMS text messages in large print.

Showcasing for the first time will be an easy to use Android Smart phone which is fully hearing aid compatible delivering 90dB ringer and 40dB receiver volume. A new operating system with large and clear icons makes it easy to use for all ages.

“In most European countries” Ran added, “including the UK, we offer a complete service to Ran Meyrav is our distributors. This includes training, personal amplicomms account manager, regular updates on new European Sales Director. He says products and stock, easy tracked ordering and that the products confirmation process, marketing tools such as use unique patented product samples, displays, dummies and printed technology and that they win plenty of material. We also offer a local service centre in awards. most countries taking care of technical support, spare parts and returns. We provide good margins with a transparent discount structure.

Due to the nature of our products sales are done mainly through specialised channels, not through “We are a market leader with mass market high street some of the best products retailers. Commercially this contributes to higher available which, in turn, will margins and stable pricing for the long term.” help you generate a substantial The company is on new revenue stream for your stand E24 at Trade Days.

If you would like to talk business” to Ran before the show, then call him on 07940 410207 or email meyrav@ amplicomms.com

SOMETHING DIFFERENT IN THE RISE RECLINE SECTOR Camelot Furniture has introduced the Matrix Dual Motor Tilt-in-Space Riser Recliner.

Managing Director Charles Wall says that the new chair provides something that has been missing in the marketplace. “What’s missing from the riser recliner market is something different. Chairs are just the same old, same old, with the same fabrics and same features.”

He added: “The Matrix raises the product-bar with many features never seen before in the UK and in a market that has seen no real innovation in the last ten years.”

Ben Westcott, Matrix Chair Sales Specialist told us: “Orders for showroom demonstration models are the highest that we have ever

seen for a new model and are exceeding all expectations.”

The chair has an optional breathable fabric Brisa finish and can be fitted with the Porter-Lite Trolley so that users can place the chair where they want.

The company says that the Matrix is the only UK riser recliner to provide more leg and foot support and higher leg elevation through the use of an ‘extending automatic-flip-out foot-rest’.

Call 0114 2823353 or email info@ camelotfurniture.co.uk. The website is at www.

Camelotfurniture.co.uk

VISIT US ON STAND B15 5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

Active Living the experts in Daily Living Aids Brands Brandsby by

For further information about the Active Living range please contact Paroh Ltd on 0121 543 1336 Web: www.paroh.co.uk

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Four week delivery promise Gainsborough Specialist Bathing has announced a four-week delivery promise on selected baths.

The company says that, with its UK based manufacturing facilities and its flexible approach, it is able to offer one of the shortest turnaround times available following a full site survey.

For more details call 0800 542 9194. The website is at www.gainsboroughbaths.com

Theory of Retailativity:

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• Special Trade Days reductions Visit our stand B43 to speak to us about how we can help you meet your needs

www.besrehab.net +44 (0) 1179 666 761

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Signing up the Doctor – a prescription for success?

The company believes that Dr Hilary is the right face to use in our marketplace

Earlier in the year we featured Repose Furniture and Dr Hilary Jones on the front of the magazine. The company has appointed Dr Hilary to work with them to promote and develop its range of specialist seating solution, working as their inhouse Health Advisor.

Working with a television and radio celebrity such as Dr Hilary isn’t a new development in our marketplace. In the past Henry Cooper, Bill Maynard and a number of other well-known characters have featured in press and TV advertising.

But, choosing to go down the ‘celebrity’ route is an important and major investment consideration and so we found out more about why Repose has decided to work with Dr Hilary and what the company hopes to achieve.

Keith Fairhurst of Repose gave a little background to the decision and some of the rationale behind the thought process involved.

“Before joining Repose I had been developing business opportunities in the healthcare sector for some 15 years and one of the things that I learnt was that the sector has a very subtle approach to the purchase of products and services. You don’t sell to the marketplace you create an affinity with it. Therefore a major part of the Repose engagement process is to build a closer working relationship with the marketplace at multiple levels. This requires a detailed understanding of the sector, its needs, and the ability to develop products that meet the requirements. A good example of something that we have done recently would be when the company joined the BHTA (British Healthcare Trades Association). It’s about being part of the sector and drawing us closer to the market.”

Keith is clear about what the company wasn’t looking for when they talked about linking with someone known throughout the UK. “When we first discussed appointing a personality we knew we needed someone who could help us to understand the market, the issues they face 58 www.thiis.co.uk

and then to create the affinity that I mentioned. It needed to be a personality that the sector both recognises and respects.”

And it seems that Dr “You don’t sell to the Hilary Jones ticked pretty much all the boxes for the marketplace you create an company. “Dr Hilary had affinity with it” everything for us. In my own personal opinion, I think he’s probably the best in the marketplace when it comes to the range of customers and end users we supply to. You can think of individual stars of course and you could have had any one of a number of people in the role, but we wanted “We knew we needed someone someone with healthcare experience, experience who could help us to understand of posture and pressure the market” management and experience of the issues that the NHS faces daily. It was as important to work with someone with all that experience as much as it is about promoting the Repose brand.”

Keith expanded on the thought process behind the decision to approach Dr Hilary “He was one of the very first names mentioned. When you look at high profile personalities or people who have a medical background, who are also “We knew we needed someone very well respected and who could help us to understand known after many years in the public eye Dr Hilary the market” is probably one of the first names you think of. He is known to the generation who are buying chairs today and that works for us.”

So is it more a case of making a wish list of

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

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We reserve the right to change specifications without prior notice.

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the type of person you would want fronting a campaign, rather than just sitting down and coming up with names of personalities? “Firstly it’s about setting your objectives and goals based on your market knowledge. It’s then about determining those personalities that are suited to the market and just as importantly your corporate values and approach. We believed that whatever we did, it had to be totally aligned to the markets in which Repose operates and you have to be appreciative of the sensitivities of those markets. The first step was to clearly understand the marketplaces that you are selling into and then find the person who can create that affinity with them. For us, it wasn’t just about a ‘face’; it was about someone with experience, knowledge and most importantly, credibility.”

Keith is very aware though, that any use of their new team member must be carefully thought through. “We know that we have to be careful to position ourselves and Dr Hilary in the right way. We are very clear - he isn’t selling chairs – he is bringing added value to our products and approach. He is on board with us as our Health Advisor and expert and as such is advising us on any relevant issues and opportunities that our brand of specialist healthcare seating can help to resolve.”

Repose sell through a distributor and retailer network and so I wondered how the company were going to make sure that the connections and benefits of Dr Hilary were going to get all the way through to them and, eventually, to the end customer.

“We have now created all the point of sales material for the showrooms and these are currently being distributed – they include brochures, posters, window stickers, and brochure holders. We have also had photos of Dr Hilary taken so that they can be used by our distributors to promote our furniture in the press and we are also asking them to look out for potential PR opportunities which our agency will follow up on behalf of both parties. Obviously everything that we do will be very closely related to the Repose brand and retailers can’t just use Dr Hilary to promote their own business in isolation, there are strict guidelines.”

“There are other areas that we are currently working on too” Keith added, “including the creation of retailer and end user resources such as pressure management and posture management guides utilising Dr Hilary’s health and lifestyle expertise. A major part of our work with Dr Hilary is to provide additional knowledge and information to our retailers and to ensure that we are aligning our work to some of the key calendar events such as Back Care Awareness Week and Arthritis Week in October 2014. It’s also about keeping abreast of the latest developments affecting the healthcare sector, such as the Care Bill and understanding its impact.”

Will Dr Hilary be involved in the future development of the Repose range?

“Yes, he will” Keith confirmed. “He has looked thoroughly at our chairs. We’ve done some good work on research through HDTI at Coventry and I can see the value in coupling that with the work that Dr Hilary will be doing with us.”

The big question I guess is whether a move like this will be cost-effective for the business.

“It requires considerable financial investment and management involvement” Keith explained.

“It’s easy to look at what you are paying a personality, but, of course, there is much more to it than that. To make the whole thing work you have to have a marketing machine behind it and that means working with a PR Agency. So there are quite a few additional costs which total up when you look at the broader picture. But, equally, Keith Fairhurst says I think the long term benefits and value is going that the decision to prove very rewarding to Repose in many ways. to work with Dr Hilary was carefully We believe that we have someone on board thought out that has the respect and position across the healthcare sector which will enable us to enhance our reputation and position in the marketplace.”

“It also changes the way we see ourselves too.” Keith added. It’s easy to promote yourself as a manufacturer that sells quality chairs through retailers. However, we believe we are much more than that and that we can play a leading role in the “For us, it wasn’t just about a sector that we are working ‘face’; it was about someone with in. For us that has been the primary driver for experience, knowledge and most getting Dr Hilary on board.” importantly, credibility” The company is already working with Dr Hilary to issue independent advice in any message it puts out to the market. Repose recently helped raise awareness of Arthritis Care Week by demonstrating the benefits of its range to arthritis sufferers. Repose asked Dr Hilary to provide Right Choice expert comment on why sufferers of arthritis rely Mobility give the thumbs up to the on specialist seating point of sale material to enhance their created for retailer showrooms quality of life.

It seems that Repose has a strong strategy and plan for working with Dr Hilary that it is implementing to help enhance its market presence.

With such a wellrespected industry face fronting the brand, the company is aiming to become a leading business in the healthcare market.

For more information, call 0844 7766001. The website for the company is at www.reposefurniture. co.uk

g up and

are exhibiting at...

Come and visit us on Stand C42

...and collect your FREE Exhibition Survival Kit to keep you going through Trade Days 2014. Limited numbers available!

Special Pricing on Key Product Lines

01 SESSION

Sunday 5th October 2014 Answers to the big questions: could the mobility and independent living industry meet the same fate as other sectors such as digital cameras and music retailers?

Early Bird Deltis Bathlift Lock-in Deals

02 SESSION

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Product Demonstrations Including StairSteady

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Email: retail .sale

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What will the Assistive Technology business model of the future look like? How will it impact on marketing and communication strategies, who are the customers of the future and how can you engage with them?

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Tel: 08444 124 330 Email: retail.sales@pattersonmedical.com

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.

Specialist insurances for Parkinson’s

New report highlights cystic fibrosis progress

People living with Parkinson’s can now access a bespoke insurance scheme which promises no age restrictions and a one-call-to-quote service without the need for separate medical screening by a third party. The charity has signed a deal with Arthur J. Gallagher’s specialist insurance scheme Unique, which caters specifically for people with pre-existing medical conditions and disabilities, but is also available to family and friends.

A new report shows that 57% of people with cystic fibrosis in the UK are adults who make up an active and able patient population with almost 71% (70.9) in education or employment.

Fifty years ago when the Cystic Fibrosis Trust was established, 80% of people with cystic fibrosis did not reach their fifth birthday, and 90% did not reach their 10th.

Ottobock technical service provider for new Games Ottobock, Partner of the Paralympic Games since 1988 has announced that it will be providing technical service for the first Invictus Games presented by Jaguar Land Rover. Over 400 competitors from 14 nations will take part in the games, with teams coming from the armed forces of nations that have served alongside each other. twion_PressBanner:Layout 1

14/4/14

12:43

Results and retirement at Invacare Invacare Corporation’s financial results for the quarter and six months ended June 30, 2014 show that a strong performance from the European business was more than offset by the weak financial results from the North America/ Home Medical Equipment (HME) and Asia/ Pacific segments.

Page 1

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 62 www.thiis.co.uk

776222 www.invacare.co.uk

Repose Stands F50 & G25 – Trade Days 5/6th October 2014

• An extensive range of rise and recline mechanisms to suit all needs

Rimini Deluxe

• Bespoke chairs designed to the users measurements and requirements

Rimini Classic

Bringing 15 years of comfort and quality to homes all across the UK

• A choice of seat and back cushion design with the emphasis on comfort and posture

Kingston

Westbury

• A wide range of fabrics to match any décor.

All Repose home furniture has been designed to the highest standard. This is demonstrated in the quality and attention to detail in each recliner chair, designed specifically to the users measurements and personal requirements.

Dr Hilary Jones Our In-house Health Advisor

For more information please give us a call:

Tel: 0844 7766001

www.reposefurniture.co.uk CO M FO RT W I T HOU T COM P ROM I S E

Let’s talk retail session promises lively views and debate One of the first sessions at Trade Days, promises lively debate about the state of retailing in the marketplace, with a panel of retailers giving their views and responding to questions and points of view from audience members.

There will be three main topics of discussion, which are: What are the challenges to a retail business over the next few years and what is keeping our panel members awake at night!

What do the panel members believe are the opportunities for their business in the next few years – what do they think they will be doing in the future that aren’t doing now.

And, what type of support would they like to see from suppliers in the future - what could suppliers can do better to help retailers sell more.

The Panel members are Alastair Gibbs from TPG Disableaids, Gary Wright from AJM Healthcare, Jo Bonser from Healthcare Services, Mike Williams from Ableworld and Ailsa Reston from RKS Ltd. They represent different retail businesses of various sizes, with different models of doing business. They all have different backgrounds too and, quite likely, different opinions too.

In discussions about the challenges they are going to face in the future, our panel members have mentioned a variety of things. They range from the thought that the challenges might not necessarily be market led but are more likely to be legislation led, to the issue of employing the next person to support the business without “Value for money means just that overstretching yourself or without running your – the right product at the right present people into the price” ground. Competing with low service, web only outlets, while ensuring that customers place sufficient perceived value on high service levels Gary Wright, Alastair has been mentioned, as has meeting customers’ Gibbs, Ailsa Reston, expectations of value for money whether about Jo Bonser and Mike the product or the service.

Williams will be giving the retailer The opportunities that they have identified point of view in one have been, according to one panel member of the first sessions ‘endless’. They include the normalisation of at the new trade event.

64 www.thiis.co.uk

T h e

P r e s t i g e

C o l l e c t i o n

VISIT US STAND ON B51

by primacare

5th & 6 th O NEC Bir ctober 2014 mingha www.tra m de

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

days.co .uk

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

many of the products that are currently sold as ‘disability’ products which will simply become lifestyle products, an opportunity to acquire retailers to grow the business and a move to voucher and prescription models for all types of equipment, which should provide new opportunities as it gains traction. Working more closely with professionals in social services, NHS and the independent sector is seen as being an opportunity too as state provision dwindles.

On the subject of the support that suppliers could offer retailers in the future, expect to hear arguments for a more focussed approach to marketing. One panel member told us: “Marketing isn’t just providing a point of sale leaflet. It isn’t designing a fluffy toy to stick on your computer and it’s not giving you some pens with the suppliers name on. What we want is for manufacturers to realise that we need assistance to find customers in the first place.”

Another retailer will argue for value for money, innovation, packaging and training saying: “It all sounds simple but value for money means just that - the right product at the right price, but not devaluing a product so much it’s ‘not fit for purpose’. There are other ways to save costs and give the right quality product without cheapening the quality.”

Bringing new innovative products to market at sensible prices is another point that may well be made. “We often see great products being introduced, but with retail prices too high. Part of the ‘set up costs’ should be bringing this to market at a sensible price to see if it will sell – then getting it produced in larger quantities to give a return.”

Supplier using evidence based product design and “Marketing isn’t just providing the introduction of modern a point of sale leaflet. It isn’t looking products with style designing a fluffy toy to stick on as well as being functional is also something that has your computer” been mentioned.

It promises to be an interesting and thought-provoking session and, like all the seminars at Trade Days, is free to attend. The session is scheduled for the Business Builder No 1 theatre which you will find at the back of the exhibition hall.

The session takes place at 10.15am on Sunday October 5th. Register to attend the show at www.tradedays.co.uk

NEW OPPORTUNITY MANUFACTURER LOOKING FOR RETAILERS

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

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

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

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

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

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

Visit us at Reha Care, Dusseldorf Hall 3, Stand 3A10

24th-27th September

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

For more information call us on: (01325) 311442 email: sales@meditek.net or visit: www.meditek.co.uk

RETAILER BUILDING STRONG LOCAL RELATIONSHIPS

If you produce a day that has interesting content going on, you’ll get a good response

Getting closer to the professionals in your local area is always a good move and it doesn’t have to cost a fortune or take up lots of time to be able to do it.

Open days and training events are becoming more popular with retailers looking to build relationships and the latest company to run an event is TPG Disableaids of Hereford.

Managing Director, Alastair Gibbs told us: “Whilst we are all fully aware of the cut backs in local authority and NHS budgets and the impact that is having on their ability to provide the appropriate equipment to the communities they serve, this should not be seen in any way to be negative for the retailers in our industry.”

“In fact quite the opposite” he adds. “Health care professionals still have a significant caseload of clients that will often require equipment that historically had been provided by the state in one form or another. They really need to form closer relationships with local retailers to have the confidence to signpost their clients to responsible, ethical and professional retail outlets that will take care of their clients in the same way that they do. Often that will mean ensuring the retailer concerned is a member of BHTA and

complying with a Trading Standards Approved code of practise, but additionally there is nothing like having first-hand experience of the services and products than can be offered.”

Alastair’s company recently hosted some all day sessions covering topics such as manual handling, pressure care, aids for daily living and mobility assessments.

“For the mobility “There is nothing like having assessment section we first-hand experience of the brought together the community OTs and the services and products than can NHS wheelchair manager be offered” to share knowledge on available products as well as assessment criteria from the local CCG. We provided a lunch and the open format allowed the free flow of information from us in the retail sector through to those in the health sector.”

The website for the company is www.disableaids.co.uk

It’s all about the learning

68 www.thiis.co.uk

It doesn’t have to cost a great deal. Just a decent lunch and plenty of great information will give you something to promote

The Professional Dealer’s Choice For outstanding value for money insurance and warranty Premier Care Partnership

Premier Care Products

Best commission levels in the market

Scooter and powerchair insurance with 24/7 breakdown as standard

15 months insurance for 12 offer to help you sell

Manual wheelchair insurance

Eye-catching point of sale to attract customers Experienced staff to support you and your customers

In-Home warranty with accidental damage cover from day one High value insurance and warranty

For an easy way for your customers to buy MBL Finance Easy payment plans to purchase mobility products Interest free loans up to 18 months Interest bearing loans up to 42 months Simple application process

to find out more call

01476 513789

email: sales@markbatesltd.com visit: www.premiercare.info

SPECIALIST INSURER

jobs on offer

Wheelchair Therapist South London Part time – two days per week (flexible) Salary: £25,000–£30,000 depending on experience plus bonus/commission Ability Matters Group is a market leading healthcare services provider both in the UK and internationally. In recent years the ir group has actively diversified into related fields such as wheelcha services and the mobility/independent living retail sector.

We are now expanding the activities of our orthotics/prosthetics private clinic in Wimbledon to include a specialist wheelchair service.

To get the ball rolling we need to recruit a part-time wheelchair therapist to help us provide a professional level of support to satisfy the demand for high end manual and powered wheelchairs within the private marketplace. It is anticipated that local hospitals and the OT/physio community will represent an important channel in pushing this new area of activity forward. In addition are well placed to capitalise upon the PI solicitor/case management/embassy sectors.

Working in partnership with our preferred wheelchair supplier, we need a clinically qualified therapist who is comfortable in dealing with quite complex clients needs and who is also able to win the confidence and trust of NHS Wheelchair Service managers and other key actors active within the specialist seating/posture management arena.

Mobility Sales Technician/Mobility Sales Consultant – Retail Manchester South Weekdays only.

Salary: £20,000–£25,000 depending on experience plus bonus/commission Ability Matters Group is a market leading healthcare services provider both in the UK and internationally. In recent years the group has diversified into related fields such as wheelchair services and the mobility/independent living retail sector.

We will shortly be opening a new retail operation inside a busy NHS clinic in South Manchester which will sell mobility products and independent living aids with an accent upon private wheelchair and power chair provision.

To make this venture a success we need to recruit two sales consultants – one with a good technical background to handle the product servicing and repair side of the operation. Assessing clients’ needs and demonstrating a wide range of mobility aids both in the shop and at customer homes will be a common responsibility. Therefore knowledge of mobility/independent living aids/equipment and/or the local healthcare market place would be a distinct advantage.

If you are positive, empathetic, hands-on and ready to learn then please send your CV plus brief covering letter to recruitment@ abilitymatters.com

If you are positive, empathetic, hands-on and ready to learn then please contact us for an informal chat about the opportunity.

Mark Bryden 07725 873353 mark.bryden@abilitymatters.co.uk

TSM (Territory Sales Manager) Covering Midlands area

Area Sales Manager South of the Thames and South West £24,000+ with OTE £35,000+ The Company For almost 40 years RMS has been a supplier and manufacturer of mobility products to both the NHS and private sector. Due to our continued expansion and growth, we now have an exciting opportunity for a suitable candidate to cover the South Thames and South West area of the UK. The Role Reporting to the National Sales Manager, the role will entail supporting existing clients and developing new opportunities through assessments, exhibitions, attending clinics and auditing loan stock held with our customers.

You will be working with fellow professionals in the health sector serving Children and Adults with a wide range of health conditions and disabilities. The role is primarily away from the Kent head office at customer and healthcare establishments throughout the territory.

www.ineedawheelchair.co.uk

Requirements We require enthusiastic, hard working individuals. Previous sales experience is an advantage; however, people with no previous sales experience may also apply, as full and ongoing training will be provided. A technical background with a confident, positive and empathetic personality would also be an advantage. The role will require the applicant to complete a CRB check which the company will source.

Benefits 20 days plus Bank Holidays increasing with length of service Mobile phone Laptop Company Vehicle Interested parties should send a CV marked “Sales Manager” by email to sales@rms-kent.co.uk No agencies please Closing date Monday 29th September 2014

The Company: Sidhil Ltd are a leading UK manufacturer and supplier of clinical beds, mattresses and treatment furniture to the social care, NHS, Care & Nursing home and distributors.

The Role: We are looking to recruit a Territory Sales Manager to join us to further develop the established sales into social care and the NHS across the Midlands region.

The Person: The role requires a highly organised individual who is focused on delivery, results and meeting sales targets.

You will be a self-driven, and a dynamic sales professional with the following proven skills: • • • • •

Sales Skills, Planning and organisation Clinical ability and knowledge Account management Results Orientation Commercial & Business Acumen / IT competency

Candidates for this role will ideally have a background of working in the Healthcare industry coupled with previous experience of selling to the Social Care and the NHS. The Package

• A competitive rate will be paid to the successful applicant dependent on skills and experience.

• Company Car, Laptop and mobile phone.

• Opportunity to opt in to auto-enrollment pension.

• 34 days annual holidays including bank holidays.

• Company Sick pay after qualifying period.

• Sales related bonus.

Please submit a covering letter with CV to vacancies@sidhil.com Sidhil is an Equal Opportunities and Age Positive Employer.

Theraposture Ltd is looking for a:

Trusted Assessor / Area Sales Manager – Central England

Product Specialist – South East

Industry leading salary package.

Accora Ltd is a fast growing and progressive organisation based in the South East supplying care equipment across the UK.

Due to continued growth and the planned retirement of a long established team member, market leading Theraposture Ltd has a rare opportunity for a quality individual to join our established and successful team of Trusted Assessors.

Continued growth has provided a vacancy for a Product Specialist based at Accora’s head office near Cambridge and covering London and the South East. This exciting and varied role involves carrying out home visits, typically with an Occupational Therapist to demonstrate riser recliner and specialist chairs.

Theraposture Ltd is the UK market leading supplier of Care Cots, Beds and Chairs for both children and adults requiring a specialist assistive solution. We are looking for a talented and motivated individual to work with both private and professional clients to help specify equipment solutions and be responsible for sales development in the central area.

Accora is a highly values driven organisation and the ideal candidate will live and respect our values, have a positive and cando attitude, be proactive and accountable, be a team player and have excellent interpersonal skills.

The successful applicant will report directly to the Sales Director and must be able to manage a busy schedule, demonstrate equipment and communicate clearly at all levels with confidence and clarity. Being able to contribute to the future development of the region as well as the company and its products is also essential.

This role includes significant amounts of travel and occasional overnight stays. A company van, laptop, and phone will be provided.

You will become an ambassador for a highly respected and trusted organisation that supplies the NHS, Councils, Major Charities and Private Purchasers. We are specifically looking for someone who can combine the commercial sales needs of an expanding business with the patience, professionalism, care and understanding required by all of our clients.

Previous industry and product experience are not essential.

To enquire in confidence, please contact: rcs@accora.uk.com

Full training and support will be provided together with a company vehicle, all expenses and one of the best remuneration packages in the industry.

Please email your CV (in the strictest confidence) directly to: liam@theraposture.co.uk If you require further information, please call Liam Braddell on: 01373 823030 No agency contact please.

YOUR INDEPENDENCE, OUR COMMITMENT

0685THERAthiisadQPaug14sales.indd 1

www.accora.uk.com

18/08/2014 09:37

We’ve got a number of interesting and exciting projects that we are currently developing and so we are looking for support for our current Editor who will be heading up the new initiatives.

Editor – THIIS Magazine You will take responsibility for the publication of THIIS magazine, a successful trade magazine which has been running for 15 years in the mobility and rehab care market.

Based in Northamptonshire, this is an exciting role to help develop an already well established magazine and website with an existing customer base.

THIIS Magazine is produced by BHTA Engage, the commercial arm of the BHTA (British Healthcare Trades Association). The role would also involve support for AT Today magazine and eventually other publications that may be developed through BHTA Engage.

a strong network within the industry

articles through interviews (usually by phone) •

Manage production of magazine – approval of proofs, etc

•

•

Manage daily updates of website news items and new product entries. Add new magazines and magazine articles to website and upload magazines to page reader system

Be able to work as part of a team and to meet demanding targets and editorial deadlines, in a fast paced journalistic environment

•

Good all round IT skills

•

A proximity to the Wellingborough office

•

Manage and update Twitter account

Key Performance Indicators

•

Manage weekly Round Up email system – produce and send weekly Round Up

Key Accountabilities & Responsibilities

Knowledge & Specific Job Skills • A knowledge of the mobility and rehabilitation market would be desirable, but not essential

•

Edit press releases received for both magazine and website

•

•

Generate and write feature

Must be a good communicator with particularly effective writing skills and with the ability to build

• • •

Turnover Profit Leadership

Package dependant on experience Applications in the first instance to info@thiis.co.uk with CV and salary expectations.

Closing date – September 30th 2014

www.thiis.co.uk

jobs on offer Service & Maintenance Technician An exciting opportunity has arisen within the Kirton Healthcare Group for a Service & Maintenance Technician to cover the South and West of England. Reporting to the Customer Services Manager and supported by the Customer Services Department, you will be responsible for helping us to provide a professional service for the repair and maintenance of seating for our customers - many of which have complex requirements.

You will also be required to collaborate and work closely with the Sensory Product Manager to ensure an efficient installation of sensory environments.

Responsibilities • Attending repair work and servicing of equipment.

• Maintaining technical knowledge with ongoing training.

• Evaluating information, diagnosing and repairing dynamic seating, riser recliners, and sensory products.

• Delivering seating to the customer, including product demonstrations and guidance on the safe use of the equipment.

• Installation of sensory environments.

• Creating and submitting role related paperwork.

Required skills • A dedication to providing an excellent customer service.

• Excellent oral and written communication.

• Full, clean UK driving licence.

Experience with service and maintenance of similar products would be an advantage, although not necessary as full training will be given.

A suitable vehicle, computer, uniform and mobile phone will be provided.

If you are dedicated to exceeding our customer’s expectations by providing a prompt and exemplary service and have a ‘can do’ approach; please forward your current CV and a covering letter to the Customer Services Manager, kathyhart@ kirtonhealthcare.co.uk This is a great opportunity to join one of the UK’s premier manufacturers of specialist seating. Kirton Healthcare has been a supplier of products to the NHS as well as many other healthcare establishments and private individuals for over 35 years. Not only is Kirton a member of the British Healthcare Trades Association which means we adhere to strict code of practice, but our ISO9001:2008 accreditation assures quality and helps fulfil our pledge to customer satisfaction.

Thinking of using THIIS to recruit new team members?

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

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

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

Tim Dines, Chunc Posture & Mobility

kirtonhealthcare.co.uk

So, if you’re looking for someone...

Ottobock service provider at new Games Ottobock will be providing technical service for the first Invictus Games presented by Jaguar Land Rover.

Over 400 competitors from 14 nations will take, with teams coming from the armed forces of nations that have served alongside each other.

In the UK, an £11 million Government fund has led the way in ensure ex-Servicemen and women who are amputees have access to the highest level of prosthetics and rehabilitation care.

Teams from the allied forces of UK, Australia, Canada, Denmark, Germany, Iraq, Afghanistan, France, Estonia, Georgia, Italy, Netherlands, New Zealand and USA will all take part.

mmende co over by

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d

The Extra Roomy footwear brand that 0 really gives your business extra oomph! 900 s

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Cosyfeet is the brand for Extra Roomy footwear, socks and hosiery.

Cosyfeet brings more customers to your store - for you to sell more!

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

72 www.thiis.co.uk

www.cosyfeet.com 16/06/2011 09:58

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...

VISIT US ON STAND D15 5th & 6th October 2014 NEC Birmingham www.tradedays.co.uk

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

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.

SEPTEMBER 2014 Disabled Living - Safe Use of Bed Rails – 10th September.

Disabled Living, Worsley, M28 2LY, £50.00 + VAT Invacare Ltd – Fault Finding on Power Chairs – Wednesday 10th September – FOC to Invacare Ltd account holders Sunrise Medical - Manual Mobility Selection: Linking Assessment to Appropriate Prescription (CMAN) - Wednesday 10th September - FOC to Sunrise Medical account holders R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. August 10th & 11th – Block 1: Mechanical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Sunrise Medical – Manual Wheelchair Assessment (CMDE) – Thursday 11th September - FOC to Sunrise Medical account holders Invacare Ltd – Power Chair Controls – Thursday 11th September – FOC to Invacare Ltd account holders Disabled Living - Moving & Handling Children’s Conference & Exhibition - September 16th - Disabled Living, Manchester, M8 8QA. £60 + VAT Invacare Ltd - Servicing and Maintenance of Patient Lifters – Tuesday 16th September - FOC to Invacare Ltd account holders R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. August 16th & 17th – Block 2: Technical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Invacare Ltd – Robin Overhead Hoists – Wednesday 17th September - FOC to Invacare Ltd account holders Disabled Living, Moving & Handling Trainers & Assessors - 5 day course. Day 1 - 17/9/14, Day 2 - 24/9/14, Day 3 - 1/10/14, Day 4 - 8/10/14, Day 5 - 15/10/14, Disabled Living, Worsley, M28 2LY £650 + VAT Global Training by Silvalea – Introduction to Slings - 17th Sept.

Interactive Online Training. FOC. Global Training by Silvalea – Paediatric Sling Solutions - 18th Sept. Interactive Online Training. FOC. Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September - FOC to Invacare Ltd account holders Invacare Ltd – Pressure Ulcer Awareness and Mattress Care – Tuesday 23rd September - FOC to Invacare Ltd account holders Disabled Living, Housing Adaptations: Creating accessibility and promoting independence, 23/09/2014, Disabled Living, Worsley, M28 2LY, FOC Sunrise Medical – Seating & Positioning for Function & Mobility (for dealers) (CDEA) – Wednesday 24th September - FOC to Sunrise Medical account holders Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – September 24th-25th – Fee of £170 +VAT inc – Includes B&B and dinner for one night, and lunch for both days.

Global Training by Silvalea – Amputee Sling Solutions - 24th Sept.

Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 1 - 25th Sept. Interactive Online Training. FOC. Sunrise Medical – JAY Product Training for Dealers (PJAY) – Thursday 25th September - FOC to Sunrise Medical account holders Invacare Ltd – Servicing and Maintenance of Mattress Pumps – Thursday 25th September - FOC to Invacare Ltd account holders R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children.

September 30th – October 1st – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Kirton Healthcare - Kirton Seating Awareness Day - Tuesday, 30th September 2014, 9:30am – 4:30pm - Maidstone, Kent FOC

OCTOBER 2014 Sunrise Medical – Wednesday 1st October - Powerchair Service and Maintenance - Mechanics (TPSM4) - FOC to Sunrise Medical account holders Sunrise Medical – Thursday 2nd October - Powerchair Service and Maintenance - Electronics and Diagnostics (TPSM2) - FOC to Sunrise Medical account holders 74 www.thiis.co.uk

Invacare Ltd - Scooter Servicing and Maintenance – Tuesday 2nd October - FOC to Invacare Ltd account holders Disabled Living - A One Person Approach – October 7th Disabled Living, Worsley, M28 2LY. £60 + VAT Invacare Ltd - Community Bed Maintenance and Servicing – Wednesday 8th October - FOC to Invacare Ltd account holders

Tour De Yorkshire powers contract win

Clinician’s handbook from Invacare Invacare has put together a new Clinicians Handbook to support the new and improved Propad range of overlays and cushions. The A5 booklet not only gives detailed product information but also helps build knowledge on pressure ulcer awareness, prevention and seating and positioning.

Key sections include details on the overlay and cushion range, risk assessment guidelines, a knowledge bank, pressure ulcer awareness, pressure ulcer prevention and a seating and posture guide.

It can be downloaded from www.thinkpressurecare.co.uk.

Alternatively, call 01656 776222 and quote part no. 1578275.

First Aid and Immediate Care product supplier, SP Services were contacted by professional event medical suppliers Jigsaw Medical, one of the main medical providers for the Tour De France, to design a custom medical bag for use by their 100-strong team of Paramedics & Doctors.

SP Services is celebrating its 25th anniversary in 2014 as a leading international supplier of Medical, First Aid, Ambulance Paramedic and Emergency Rescue Equipment.

For more information, call 01952 288 999 or visit the website at www.spservices.co.uk

Introducing New Freeway Mobile Hoists...

At Prices You Will Love!

The new Freeway E and S Series are available with Manual or Powered Leg Opening and at maximum user weight capacities of 160kg and 180kg.

Two year warranty.

E-Series A highly economical solution to hoisting requirements.

S-Series Highest quality solution to hoisting requirements, complete with electric leg opening.

Designed and Manufactured in the UK

Find out more. Call us on 0845 409 2000 www.prismmedical.co.uk | info@prismmedical.co.uk

training diary OCTOBER 2014 Electric Mobility – Servicing / maintenance & fault finding for Rascal Mobility products. 08 October. Ilminster. FOC including lunch.

R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. October 8th & 9th – Block 1: Mechanical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block JCM Seating Solutions Ltd - Course Title: Technical Training October 9th 2014 - Cost: Free of charge

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

Invacare Ltd - Servicing and Maintenance of Mattress Pumps – Thursday 9th 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

Disabled Living - Disabled children, equipment and home adaptations: law and practice – October 9th -Disabled Living, Manchester, M8 8QA.. £60 + VAT

Pride - Introduction to Pride Mobility Products Technical Trouble Shooting – October 22nd-23rd – Fee of £170 +VAT inc –Includes B&B and dinner for one night, and lunch for both days.

Disabled Living - Practical Solutions to Toileting – October 10th Disabled Living, Worsley, M28 2LY. £60 + VAT

Global Training by Silvalea – Complex Sling Solutions 2 - 22nd Oct. Interactive Online Training. FOC.

Disabled Living - Update day for Moving & Handling Advisors – October 14th - Disabled Living, Worsley, M28 2LY. £95 + VAT

Global Training by Silvalea – Toileting Sling Solutions - 23rd Oct. Interactive Online Training. FOC.

BHTA - BTEC Stoma and Continence Support - 14-15 October 2014 – Wellingborough. Member cost £399.00. Non-member cost £512.00.

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

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.

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 Sunrise Medical - Power Wheelchair Assessment (CPDE) – November 5th Invacare Ltd - Fault Finding on Power Chairs – Wednesday 5th November - FOC to Invacare Ltd account holders Invacare Ltd - Power Chair Controls - Thursday 6th November FOC to Invacare Ltd account holders SensoryPlus - Sensory Awareness Day – Autism focus - 11th November – Glasgow - Cost: £80 + vat Invacare Ltd – Ocean Shower Chair Workshop – Tuesday 11th 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. 76 www.thiis.co.uk

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

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

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

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.

VISIT US ON STAND C40 5th & 6th October 2014 NEC Birmingham www.tradedays.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

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.

training diary 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 – Fee of £170 +VAT inc – Includes B&B and dinner for one night, and lunch for both days.

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

Day 3 – 27/11/14, Day 4 – 4/12/14, Day 5 – 11/12/14, Disabled Living, Worsley, M28 2LY, £650 + VAT

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, 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

Disabled Living, Moving and Handling People: Trainers and Assessors (five day course), Day 1 – 13/11/14, Day 2 – 20/11/14,

CONTACTS FOR BOOKINGS BHTA - Call 0207 702 2141 or email nigel.woods@bhta. com Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Prism Medical – Call Cheryl Murdock on 0844 980 2260 or email: traininginfo@prismmedical.co.uk 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@ silvalea-globaltraining.com or visit www.trainingbysilvalea. com Quantum Rehab – Call 01869 324600 or email sales@ pride-mobility.co.uk Pride Mobility – Call 01869 324600 or email service@pridemobility.co.uk 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

78 www.thiis.co.uk

Play to win at Trade Days Beat your TGA Area Sales Manager at table football for unmatched mobility scooter discounts and offers WAYNE GALLOWAY

MARTYN SIMPSON

GARETH ALLMARK

DID YOU KNOW?

DID YOU KNOW?

DID YOU KNOW?

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10 10

WAYNE WAS A PROFESSIONAL FOOTBALLER BEFORE TGA

MARTYN IS A CONFERENCE LEVEL FOOTBALL SCOUT

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AGE: 35 HEIGHT: 5’8’’ AREA: CENTRAL GOALS: PROVIDING SUPPORT ALL THE WAY

AGE: 44 HEIGHT: 6’2’’ AREA: SOUTH GOALS: GIVING YOU THE BEST DEAL

GARETH HAS RUN THE PARIS MARATHON IN 5 HOURS

SPEED

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AGE: 37 HEIGHT: 5’10’’ AREA: NORTH GOALS: GIVING TACTICAL GUIDANCE FOR SUCCESS

MELISSA COOPER

DID YOU KNOW? MELISSA PLAYS PREMIERSHIP HOCKEY PART-TIME

SPEED

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10 10

AGE: 34 HEIGHT: 5’7’’ AREA: SCOTLAND/IRELAND GOALS: DELIVERING ON PROMISES

Sign up on stand E10 at Trade Days to play the TGA Dream Team. The more you score, the more discounts you qualify for on TGA scooters.

01787 882244

info@tgamobility.co.uk

www.tgamobility.co.uk

Team of the Year

The UK’s leading range of mobility products since 1985

A-CLASS RETAILER SCHEME & WHEELCHAIR POWERPACK SEMINAR, DAY 1, 14:45 • DISCOVER A MARKET LEADING STRATEGY • TEST & TRIAL CUTTING EDGE DESIGNS

0729TGAadThiisOctOBC14v2.indd 1

28/08/2014 09:55

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.