THIIS Trade Magazine - September 15

Issue 204 • September 2015

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

A spring in the step for ramp sales DEAL ON OFFERS RETAILER FOCUS

MENTORING REVOLUTION

TIME TO SELL?

TRADE DAYS UPDATE NEW ON THE MARKET

making life better by design “We decided it was time to introduce contemporary design and new levels of comfort to furniture for the independent living sector. We also wanted to make it choosing style, functionality and fabric selection simple.

We created accentu8 - British designed and made rise and recline chairs, engineered and crafted with care and so easy to select for every need. We look forward to the introducing you to accentu8, a world where we redefine motion furniture.�

Angela Gidden MBE, Consultant Creative Director & Designer, accentu8

explore accentu8 today and receive our brochure www.accentu8.net t 01446 776111

…from the editor

30

In this issue we are featuring a retail outlet that can be genuinely described as being unique. There are lots of different sectors in our marketplace and the business we have covered is targeting a niche that very few others will be looking at right now.

34

As you might expect, with just a few weeks to go until Trade Days, we have plenty of information about what you will see at the trade-only event.

After a great start last year, the show has developed further, with a larger exhibition floor and big names such as Pride, Ottobock and Invacare booking in for the first time.

In fact, it’s very likely that the exhibitor list includes the vast majority of your suppliers – all of whom are looking forward to seeing you over the two days to discuss business in a very different atmosphere to anything you will have experienced before at a show.

If you can afford the time, then we strongly suggest being there for the two days, there will be plenty going on to keep you and your team members busy.

We’ll be there, of course, with a stand right inside the entrance and so come along and say hello and tell us your news.

David N Russell Editor

Don’t be shy, why not get in touch...

“I think it has potential to be a major benefit for our stockists”

“A key tip is not to sell to the first company that shows some interest”

44

“If customers need us, then they will ‘get’ the shop”

48

“In my view the NHS is failing our communities by not being able to provide the right equipment at the right time”

On the front...

A very different approach to increasing sales.

See page 16

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

Assistant Editor

Advertising Enquiries

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

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

You can find THIIS on Twitter at: wwwthiiscouk

www.thiis.co.uk 3

18th & 19th October 2015 / NEC Birmingham

Mark, Able2

Daniel, TGA

Join us again at the UK’s sole TRADE ONLY business to business event for the mobility, living aids and assistive technology industry.

Meet over 150 suppliers

Linda, Freerider

Network with 1,500 of your colleagues and friends Take advantage of the exclusive trade deals and save £££ Tom, Flexel

Elaine, Electric Mobility

David, Primacare Matt, MK Battery

Choose from a packed programme of free business, sales and marketing seminars all designed to grow your business “What a brilliant event! It is great to have a trade only show and we have not only made new contacts but have also done some business. I will 100% be here again next year .”

Joe Ganatra, Cleethorpes

Supported by:

Mark, Karma

Register for your FREE place now at

More suppliers joining TRADE DAYS every week!

A & D Instruments Ltd

Eurocastors Ltd

OPPO

Able2 UK Ltd

Experia

Osprey Healthcare

Ableworld Franchise

F A Parkes/STABILUS UK

Ottobock

accentu8

First Senior Group

Patterson Medical Ltd

Access Needs

Flexel UK Ltd

PDS Hygiene

Active Living by Paroh

Flexyfoot

Platinum Batteries

Aidapt Bathrooms

Forever Living (UK) Products Ltd

POTS Global

Airospring Medical Ltd

Freerider UK Ltd

Pride Mobility

Alert-it Care Alarms

Furmanac

Primacare

All Batteries UK

Geemarc Telecom Ltd

Primacare Prestige

amplicomms

Globaleather.com

Recliners

Aquarius Porta-Bidet

Guy-Raymond Engineering Company

Redwood TTM

Assistive Partner Ltd

Haze Batteries UK Ltd

Repose Furniture Ltd

Autochair Ltd

Healthcare and Assistive Technology Society

Rika Care

BATHEX (Bathroom + Shower Accessories) Ltd

Healthcare Distribution Direct Ltd

Rise and Recline Ltd

Bealift Bath Aid

Healthcare Matters

RollerScoot Ltd

Beauty & Brows

Here To Help Mobility Company Ltd

Roma Medical

BES Rehab Ltd

Hertford Shelving Shopfitters

Royams

BHTA

HMS Vilgo - Pharmaouest

Sandpiper

Bibbleplus Dignity Bibs

Horizon Mobility Ltd

Scooter Pac

Blue Badge Company

Hospital Direct

Scootertech Ltd

Brig-Ayd Control

Incy Wincy - Specialist in Incontinence Swimwear

Select Medical

Camelot Furniture

Invacare Ltd

Sidhil Limited

Capatex Medical

Invictus Active

Simplantex Healthcare Ltd

Care Designs

Isagi Ltd

Spearhead Trade

Carpenter

Ivanhoe Trading Ltd

Special Kids Company

Cavendish Healthcare

Jetmarine

Steroplast Healthcare Ltd

CEDAB

Karapharm

Stiltz Lifts

Cefndy Healthcare & Manufacturing

Karma Mobility

Sunrise Medical Ltd

Classic Canes

Kinetic Media Limited

Swallow Evacuation and Mobility Products Ltd

Cosyfeet

Kymco Healthcare UK

Symmetrikit

COTSSIP

Langham GE

Tap2tag

Courtney Associates (Global)

Leoch Battery Shenzhen Corp

Tente Castors LTD

CPC Battery Services

Lifemax

TGA Electric Leisure Ltd

Dartex Coatings

Limbo Products

The Kirton Healthcare Group

Disabled Living Foundation (DLF)

Loxfield Innovative Products

The Ramp People

Drive Medical Ltd

Mackworth Healthcare

The Sticker Haus UK Ltd

Easy Move Sheets

Manbat

THIIS Magazine

Easylink UK

Mark Bates Limited

Topro Ltd

Eazy Beds

Medequip

TravelJohn Products

Electric Mobility Euro

MG Retail Consulting

Uniscan

Electric-Trikes-N-Bikes

MK Battery

Van Os Medical UK Ltd

Embryonyx Ltd

Mobility Choices

Z-Tec Mobility

Enable Access

Monarch

Etac supplied by R82 UK Ltd

Ontex Healthcare UK Ltd

…and many more

www.tradedays.co.uk/register

More big names join a packed show floor Suppliers continue to book into the second Trade Days show which takes place on October 18-19 at the NEC. There are now 131 exhibitors already booked, with three of the latest companies to take space being some of the biggest names in the industry. Over the past couple of weeks Pride Mobility, Ottobock and Invacare have all taken the decision to be at the show and get themselves in front of the UK’s retailers.

Trade Days is the only show in Europe that is produced for a retail trade-only, business to business audience in the mobility, independent living and assistive technology markets.

Show Director Matthew Butler believes that the trade supplier exhibitor list is as strong as any ever produced for a UK show. “Retailers looking through the exhibitor list are going to see a large majority of the suppliers they are doing business right now, as well as plenty of companies on the look-out for retailers to work with in the future.

It’s a very strong show-floor and wouldn’t have been possible without the backing of the large numbers of suppliers who made the launch event such a resounding success.”

Of their entry to the show, Pride Mobility MD, Nick Allen says: “Unfortunately we were unable to attend last years’ Trade Day exhibition due to budgets, and the time frame of the show. This year it fits incredibly well with the release of our new products. The show will give us a chance to display our new and exciting developments, an example of which is our new luxurious range of rise and recliners and the very latest additions to the Apex mobility scooter range. We will also be promoting our new iLevel Seat lift technology on the latest addition to the Quantum range, the Q6 Edge 2.0 Mid-Wheel Drive powerchair.”

Matthew is happy to give visitors guarantees: “We are confident that anyone visiting the show will find it really worthwhile, find the educational

programme interesting, find deals that will save them money and really enjoy their time at the show. Last year the overriding feeling was that everyone enjoyed being there, liked the trade-only focus and being part of the ‘industry event’. If you have team members that haven’t experienced a trade-only environment before, then we would encourage you to bring them along – they are sure to learn lots and have time to meet plenty of people they work with day to day.”

Visitors will also get simple, common-sense tips on how to generate more sales just by picking up the Show Guide, which includes a special 15 point retail growth plan.

The growth plan “Last year the overriding covers easy to implement actions feeling was that everyone that will keep retailers enjoyed being there” one step ahead of their competition.

Matthew says that providing advice like this is exactly what Trade Days is all about. “From the minute visitors walk through the door at this years’ show, they will have access to the very best advice and support, both from the exhibitors and from the presenters of a packed two-day educational programme.”

He added: “Trade Days is all about everyone in the trade coming together to develop their businesses, learn new ways to do things, find new markets to sell into and to spend a couple of days just thinking about their business and all the opportunities that the marketplace offers.”

The website for Trade Days is at www. tradedays.co.uk

mmende co over by

Re

d

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

alth l ProHe a fession

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

6 www.thiis.co.uk

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

are exhibiting at...

Come and visit us on Stand B75

...and colle ct you r F REE * Exhibition Surviva l Kit to keep you going through Trade Days 2015. *Limited numbers available!

Special Show Discounts & Special Pricing on Key Product Lines Rollators & Tri-Wheel Walkers

New Coloured Escape Lite & Swift Wheelchairs

Early Bird Offers on the...

Now with heel cups

Bathing & Toileting

Hot & Cold Therapy

Kitchen & Dining New Brochure Now Available

Visit Our Sponsored Sessions 11.30am Both Days ‘From Catalogues to Websites Full Range Solutions for Your Customers.’

Got any questions?

Need to place an urgent order?

Patterson Medical are Supporting National Arthritis Week

Come and meet your local Area Sales Manager at Trade Days 2015

Register for your trade ticket and get more information at www.tradedays.co.uk/patterson Contact your Patterson Medical Area Sales Manager or our Customer Services Team on

Tel: 03444 124 330 Email: retail.sales@pattersonmedical.com www.pattersonmedical.co.uk

New trade catalogue published Able2 has launched its new Trade and Professional Catalogue for 2015-17.

Managing Director Mark Diaj told us: “Our new Trade Catalogue is filled with our range of ever popular and reliable products, including our own ‘Splash’ range of Wet Weather Wear and Scooter/ Wheelchair Accessories, a comprehensive range of Stander Bed Rails and our own ‘Vida’ incontinence product range. We have also freshened up the design which should make it easier to read and find products for our customers.”

New to the catalogue is the ‘Atlantis’ range of bathing and toileting aids, the exclusive ‘Mobeli’ Grab Handle range, the ‘StayPut’ range of luxury non-slip products plus many others.

If you have not yet received the new catalogue or would like additional copies, call 01254 619000.

You can also pick up a copy at Trade Days, where Able2 will be on stand C15.

Does advertising in THIIS work?

Does advertising work in THIIS magazine.

This is what Julian Cobbledick of Assistive Partner thinks…

“We supply a range of software for healthcare.

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

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

And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several 8 www.thiis.co.uk

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

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

Julian Cobbledick, Director, Assistive Partner

Earn up to an amazing

£1,000 through the Stiltz Lift referral scheme:

• Exciting and unique product offering; an easy referral.

• Great commission structure.

• Various sizes of eye catching point of sale.

• Simple process, just collect the client details and we do the rest.

Introducing the new Stiltz Lifts

Lead Referral Scheme • Smallest footprint of any home lift.

• A neat and discreet alternative to a stairlift.

• Surprisingly affordable lift options, prices start from just £8,999.

• No load bearing walls required; it can fit almost anywhere, even in a small cupboard.

• Aesthetically pleasing; a lift to be proud of.

• One day installation, with minimal disruption.

For more information call

0844 870 9087

www.stiltz.co.uk

Software experts on hand at Trade Days The software system designed especially for use in the healthcare industry, POTS, has become the software of choice of patient lifting equipment supplier, V. Guldmann A/S. And the POTS team, now BHTA Trade Affiliates, will be returning to the NEC for Trade Days 2015 to give free face-to-face demonstrations of their software as well as promotional cupcakes.

Paul Thompson, Contracts Manager at Guldmann UK explained: “We have utilized the POTS software for carrying our annual service of ceiling hoists across various hospital sites countrywide. The clearest benefits to us are undoubtedly the customer support, the ease of use for engineers, and the improved productivity across the board.”

He added: “On the few occasions where we have called on the POTS team to resolve issues or explain something specific to one of our new users, they have replied punctually and politely, always offering to explain or demonstrate the system as much as necessary.”

Kris Allen, Managing Director of POTS said: “Trade Days 2014 was an enormous success

for us. As our software is built specifically for the healthcare and mobility market, having an opportunity to meet members of the industry face-to-face was invaluable. Our end goal is the same – we all want to improve the quality of care provided to those who need it. We do this by helping companies “Trade Days 2014 was an that service and maintain equipment enormous success for us” to be more productive and responsive, which ultimately benefits those receiving care. We would love for attendees to come and grab a free cupcake, have a chat and see that we aren’t just your typical software geeks.”

The POTS team will be on stand F82 at Trade Days, or call 01793 680 863. The website is at www.potsglobal.com.

Exclusive deal for Moorings Moorings Mediquip, which has been trading for over 20 years in the Healthcare market, has been appointed as exclusive distributor in the UK and Ireland for the Special Tomato range of paediatric equipment.

Chairman Girvan MacCorkell told us: “We are delighted to partner with the US Company Bergeron Health Care who manufacture Special Tomato. This initiative has enhanced the range of products that we have available for NHS Trusts, Special Schools and end users.”

Girvan says that, as a result of the exclusive 10 www.thiis.co.uk

deal, the sales team has been expanded to add to the Area Consultants throughout the UK and Ireland.

For more details of the products, call 0800 031 6571.

The website for the products is at www.specialtomatouk.co.uk The Moorings website is at www.mooringsmediquip.com

Retailer network goes from strength to strength Operating in both the trade and retail sector, the Countrywide Care Network is a collection of 11 individual companies working together supplying and servicing equipment to offer a nationwide network.

Co-ordinator, Cassie Barber Jones tells us: “Over recent years the CCN has gone from strength to strength, with the addition of new members and a turnover in excess of £40 million.

The newly branded organisation is looking bigger and better than ever.

She added: “This year witnessed the first CCN Annual Charity Day with over £2,000 being raised for four charities. More than 50 suppliers and manufacturers enjoyed a fantastic day of golf

and took advantage of an invaluable networking opportunity.”

There has been a recent change at the top too. After two years as Chairman, Eric Filbin of Millercare has stepped down and has handed over the role to Louise Pearson of Clark & Partners.

The CCN members are: Allardyce Healthcare Ltd, Cantre Mobility Sgwar Alban, Clark & Partners, Galgorm Group, Garner Medical Limited, Hickleys Ltd, Indy Mobility, Mercury Medical, Millercare Limited, Redland Healthcare Ltd, Wightman & Parrish Ltd The CCN office can be contacted on 0114 229 33 54.

First Find-a-Physio App Launches With the launch of the UK’s first and only Find-A-Physio app, patients can now quickly and conveniently find, search and book a Chartered Health and Care Professions registered Physiotherapist from the palm of their hand.

The app is the first in the UK and not only enables people to find and book a physiotherapist in their area but allows people

12 www.thiis.co.uk

to learn about common injuries and the treatments physiotherapists offer.

It may also be a useful tool for retailers and suppliers looking to make contact with Physios to work with in their business.

Find out more at www.Find-aPhysio.co.uk

CR

TES T E SH

170Kg (26 1/2 STONE) MAx uSEr wEIgHT SEAr wIdTHS 20”, 22” ANd 24”

S T Y L E I N N O VAT I O N C H O I C E The Flexx is a highly configurable wheelchair that looks great and is built to the durable standard you would expect from a Karma wheelchair. Adjustments can be made the wheelchair set up to provide the optimum comfort and performance for the user, these include:

* The Flexx is now crash tested.

CR

D TE

A S H T ES D TE

CR

a Backrest angle a Seat to ground height 15” to 20” a Backrest height a Seat depth a Rear wheel position a Castor angle

A S H T ES

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

For further details please call 0845 630 3436

VIS

I

STANT U S O N D B0 5 www .trad & 19 edays. co.u NEC th Octo k Bir be

18th

r gha 2015 m

min

A

HD Version Now Available

CR

D

TES T E SH

D

A

in the frame

Ottobock wheelchairs added in Scotland

Acorn reacts to tweet with surprise donation

NHS Scotland has added Ottobock wheelchairs to the wheelchair services framework agreement.

Nine of Ottobock’s power, manual and children’s wheelchairs are now available to patients across Scotland.

The company says that families with children living with disability will see the greatest changes, as a range of Ottobock wheelchairs specifically designed for kids are added to the NHS framework agreement, including the Ottobock B400 Kids, powered wheelchair specifically designed for children.

The Ottobock website is at www. ottobock.co.uk

Stairlift manufacturer Acorn used the power of social media recently to help a mother and her daughter suffering from Ehlrer-Danlos Syndrome (EDS).

The company reacted quickly to a tweet to donate and fit a stairlift for Tracey Higginbottom, 37, and her 11 year old daughter Charlotte who were diagnosed with EDS, which limits the pair’s movements and causes chronic fatigue, making their lives a daily struggle and restricting their ability to move around their three-story townhouse.

Tracey tweeted about her problems whilst watching Channel 4’s ‘The Last Leg’. Using the trending hashtag #legup which was used on the show for people to suggest how to help others, Acorn picked up on the tweet quickly, asking for details before offering to donate and install a stairlift free of charge.

To read more about the story, visit the THIIS website and enter ‘Acorn’ into the search facility on the home page.

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

Call your Business Development Manager to find out more.

Trade Partner Support Team 0844 225 3121 enquiries@handicare.co.uk | www.handicare.co.uk 14 www.thiis.co.uk

Things we like...

Flipping perceptions on their head When you think of wheelchair ramps, you may not necessary associate it with parkour - the extreme and dangerous free running sport – but a recent video by The Ramp People will likely turn that perception on its head.

The video features one of the company’s employees, Ben, performing an elaborate and dangerous parkour routine, along with his brother Tony, through the Ramp People’s factory.

Developed in France, parkour is the noncompetitive discipline of moving across a complex environment using only the body’s abilities, such as jumping, climbing, vaulting and rolling. Runners are required to have an incredible amount of functional strength, balance and spatial awareness to perform the moves required without injury. The video sees the pair flipping off fences, rolling out of cars and other awe-inspiring stunts at The Ramp People’s facility.

What we like is the fresh approach by the company to show that their brand and their products are about mobility and helping people

overcome obstacles in a unique way. The video shows that in an industry where many may not consider what we sell to be ‘cool’, with the right spin and a bit of creativity, you can make your brand and products reach people in an interesting and engaging way. Also, having a pair of parkour experts on hand doesn’t hurt either.

Watch the video here: http://www. theramppeople.co.uk/blog/backflipssomersaults-the-ramp-people

Sleep solutions from Parkinson’s UK The charity Parkinson’s UK has identified sleep problems as one of the most common symptoms of Parkinson’s. According to the charity, up to 90% of people with Parkinson’s will experience some form of sleep problem, ranging from vivid nightmares and sleep walking, to insomnia and incontinence.

Now the charity has developed a range of products to help people manage their symptoms at home with a new collection of waterproof bedding to tackle issues with bladder and bowel weakness in a practical but unusually stylish way.

The luxury collection includes single and double duvet covers with pillow cases in three attractive designs, plus coordinating plain coloured sheets. Made from soft polycotton with 16 www.thiis.co.uk

a discreet waterproof backing, the range is easily washable.

A wooden occasional chair with a discreet commode is also available in matching, wipeable upholstery.

For more information on the products, contact Sue Mills on 0207 963 3909 or 0796 485 0319. You can email her at smills@ parkinsons.org.uk Sue is also interested to hear from any suppliers that might have products to add to their Daily Living Aids range.

S MA R T CH A R G E R •For use with AGM, Gel & Calcium batteries •Optimises battery cycle life •Rejuvenation mode to reduce sulphating •Suitable for all Mobility applications

Haze Batteries UK Ltd Tel: 01536205952 Website: www.hazebattery.com Email: sales@hazebatteryuk.com

Two big wheelchair deals for Sumed Sumed has announced two big deals involving wheelchair ranges. In the first, the company has acquired certain assets from Uniroll GmbH, giving it complete control over the business.

It follows Sumed’s appointment as exclusive distributor for Uniroll’s product in UK and Ireland in January 2013 and what the company describes as its ‘subsequent success in selling the Phonix, Goliath, and Moly brands of heavy duty wheelchairs and Dino brand of paediatric wheelchairs.

The acquisition includes all Uniroll’s stock of Phonix, Goliath and Dino chairs, spares and workshop equipment, all rights to the Uniroll and Moly trademarks for UK and Ireland and global rights for Phonix, Goliath and Dino.

The company says that it will continue to develop and invest in the range and will transfer manufacturing from Germany to England in the coming weeks.

Sumed has also announced that, with immediate effect, prices across the Uniroll range will be reduced by as much as 30%.

In another move, the company has also been appointed exclusive distributor for the Netti range of specialist wheelchairs from Alu Rehab ApS.

The company says that the Netti range has been sold throughout the world for over 30 years and is already established in the UK and Ireland.

Commenting on the changes, Graham Collyer, Sumed’s Executive Chairman said “Sumed sales grew significantly in our last financial year. Wheelchairs are an important part of our business and these developments offer us an opportunity “Wheelchairs are an important to bring quality, innovation and value part of our business” to the UK wheelchair market.”

Diane Hargrove Sumed’s Sales and Marketing Director added: “Sumed has a strong, committed sales team and these initiatives will benefit both customers and users in both acute and community settings.”

The company can be contacted on 01457 890980. The website for the company is at www.sumed.co.uk

Handicare sell Mobility division to Sunrise Handicare has announced that it has sold its Mobility division, headquartered in The Netherlands, to Sunrise Medical. It follows the acquisition of Sunrise Medical by Handicare’s owners Nordic Capital, in June.

The Handicare product lines affected are wheelchairs, scooters and the Gemino rollators range. All other Handicare product lines including Stairlifts and Moving and Handling equipment remain within the Handicare portfolio.

Johan Ek, Handicare’s Chairman and acting CEO, explained: “Sunrise Medical is the perfect home for continued successful development of our mobility business. Handicare Group will now have the opportunity to further focus on investing in and growing our remaining business segments.”

According to the statement, Sunrise Medical’s intention is to integrate Handicare’s Mobility Business over the course of the next 12-18 months but, for now, it remains business as usual: Trade Partners should continue to contact their current representatives for Handicare and Sunrise products respectively.

Thomas Rossnagel, President and CEO of Sunrise Medical added: “Sunrise Medical has seen very strong growth over the past five years, organically and by way of strategically important and successful acquisitions. Acquiring Handicare’s Mobility business makes perfect commercial sense. This business is highly complementary to Sunrise Medical’s, geographically as well as from a product perspective.”

18 www.thiis.co.uk

Johan Ek, Handicare’s Chairman and acting CEO

New e-commerce site for retailer The Mobility Aids Centre in Peterborough has launched a new e-commerce website.

The business has been around for over 30 years as a retailer and importer of specialist equipment dealing with the public, NHS, and specialist therapists both locally and across the UK. According to Steve Perry, Marketing and Business Development Manager, the challenge for the company was how to replicate its local reputation for good service, product advice and after sales service in an ecommerce site and ensure the customer received the same buying experience.

“The site was developed by focusing on our core values and reputation as a company and then designing it with the user in mind who may not be local to our large retail centre. Product selection based on our knowledge over many years was a key factor, and also the ecommerce experience where we have endeavoured to make the advice and layout easy for product selection with telephone advice always available. We will be open 24/7 all year round.”

Steve says that, as a BHTA member the company will be the first to geo

fence mobility enquiries and have a dedicated BHTA page to reflect their commitment to the Code of Practice.

“Geo Fencing enables you to identify post code areas and IP addresses so that when an enquiry it arrive we know if its local to the shop and in an area where we offer a home demonstration or if it’s from some distance away.

We are looking to control the enquiries and support them as if it was a shop enquiry.”

The new website is at www. themobilityaidscentre.co.uk

Retail Mobility Insurance For flexible commercial insurance tailored and competitivley priced for your business, call us now on...

Email: sales@markbatesltd.com 20 www.thiis.co.uk

01476 513789

SPECIALIST INSURER

Visit: www.premiercare.info

SCOOTER ACCESSORIES

EMBROIDERY SERVICE NOW AVAILABLE To view the complete SPLASH range online, scan the adjoining QR code.

www.able2.eu

For any further details please contact us below: Tel: 01254 619000 Fax: 01254 619001 Email: enquiries@able2.eu Head Office: Able2 UK Ltd. Moorgate Street, Blackburn, BB2 4PB

top trade deals

DealON! Looking for a deal? Then this is the place to come.

Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage...

All offers are valid until September 30th 2015 unless otherwise stated.

Patterson Medical Bundle Deal Buy either a small (09 155 3874), medium (09 155 3841) or large (09 155 3858) NEW Days Red Walking Frame at £18.95 (normal trade £31.26) and get the Buckingham Caddy for only £19.95 (normal trade £22.35).

To place your order call 08444 124 330 email retail.sales@ pattersonmedical.com, or contact your local ASM and quote H0240

£150 off the new Folding Maximo Mobility Scooter from TGA Folded in seconds, the larger version of the bestselling Minimo provides an enhanced driving experience and increased user weight capacity – without any loss of transportability.

It also includes next generation adjustable armrests, pneumatic tyres and an ultra-lightweight lithium battery.

01787 882244 sales@tgamobility.co.uk

Two Free Home Delivery Smartphone Apps (worth £750)* UNIQUS® iRetailer. Stock & barcode management software specially designed for the complexities of mobility retailers.

Affordable subscription. No big initial outlay. Fully integrate your quotation, sales, purchasing and stock process on one platform.

Cloud based and paperless, iRetailer will help you gain efficiency, save money and increase sales time. See our advertisement in this issue or www.assistivepartner.co.uk/iretailer.aspx. *Requires Windows Mobile.

Order before end September 2015 to qualify.

22 www.thiis.co.uk

Cosi Chair STOCK CLEARANCE on selected Riser Recliners!

Single & Dual motor – offer applies to selected sizes & fabrics only. Available while stocks last!

• Ambassador Waterfall & Button Back • Comforter & Comforter Elite • Monarch Take advantage of the low, low prices on offer and have a mid-season sale in your showroom!

To place an order call Electric Mobility on 0800 252 614 or email sales@electricmobility.co.uk

Free Delivery on your first Bed/Mattress order!

Get free delivery on your first order of any product from the ICON Community Care and Motif ranges from Nexus DMS. Both of these new ranges are in stock and adaptable to meet all needs and tastes.

ICON and ICON-Low are available with or without timber side-rails and Esteem head/footboards and are compatible with the complete range of Nexus mattresses and accessories.

Motif brings pressure redistribution you can trust at prices you’ll love, with all grades and sizes straight from stock.

To find out more or place an order visit www.nexusdms.co.uk, call us on 01905 774695 or email sales@nexusdms.co.uk Quote code: THIIS0915

Extra 10% off KYMCO Healthcare Accessories!

“Excellent for your showroom display” • Adjustable Windshield, Delta Tiller Kit • Front Bumpers, Rear View Mirrors • Front Basket kits, Rear Basket Kits • Crutch & Cane holders, Cup Holders • Walking Frame holders, Touch up paints • Mobile phone charging cables • Adjustable Seat Belts Call 01656 645755 & Quote: “Extra10acc” (Offer ends 30th September 2015)

SAVE £180!

SEERS Medical offers a FREE PRESSURE REDUCING MATTRESS 150kg with every Signature Care Bed ordered before 30th October.

Signature Care Bed features: • 4 Section Electric Profiling • 2 Way Electric Tilt • Safe Working Load 250kg • Compact transport and storage system Call 01728 861590 or email info@seersmedical.com Quote: DealSEPT

3 months free!

Did you know we offer 3 months mobility scooter and powerchair cover, including new and reconditioned scooters, to all customers completely free of charge! Our mobility scooter cover ensures customers are covered for compensation claims and breakdown recovery with no excess to pay should they need to make a claim.

Call now on 01476 591104 www.premiercare.info sales@markbatesltd.com

Trade Fair and Congress

First Come First Served Offer!!

Envoy 8 Scooter in Silver Product Code – MS058SIL · One touch tiller adjustment · All-round suspension · Comfortable rotating sport style seat with sliding and reclining facility. ** Includes 34 Amp Batteries RRP £2299 • Trade £949 • Offer Price £799 Only 5 available at this price Call Drive Medical on 01422 314488 or email info@drivemedical.co.uk

Self-determined living

‘Manchester’ Lift & Recline chair, Autumn Offer Only The MiChair® range by Furmanac. A UK manufactured, wood knuckle arm chair.

Standard size, Single motor £349 each Large size, dual motor £399* each *For more information please call or email the below: Furmanac Limited, Unit 71, The Pensnett Estate, Third Avenue, Kingswinford, West Midlands, DY6 7FF Phone: +44 (0)1384 408844 • E-mail Sales@furmanac.com

Düsseldorf, Germany 14 – 17 October 2015 www.rehacare.de

Now THIIS advertisers get even more exposure at no extra cost...

Advertisers in THIIS magazine get the option to take up a free of charge spot every month in the ‘Deal On’ section.

Fancy a spot next month?

For further information contact ITSL Ltd _ Ramsay House _ Marchmont Farm Link Road _ Hemel Hempstead _ Hertfordshire _ HP2 6JH Tel 01442 230033 _ Fax 01442 230012 info@itsluk.com

First ever £1 million month for TGA TGA reached a milestone recently with its first ever £1 million turnover month in July.

Daniel Stone, TGA Managing Director told us: “July was the best ever month since the company began trading which I think can be attributed to the quality, reliability and range of scooters and wheelchair powerpacks we offer retailers.”

TGA was established in 1985. Since the mideighties the business has grown to now employ a 55-strong workforce. The company has consistently experienced 15%+ growth year-onyear.

“For sure our product innovation and quality service have contributed to achieving this monthly million pound turnover” Daniel added, “however, other factors must be considered.

To benefit all retailers, we continue to invest extensively in brand building across the UK

through tactical advertising, social media and public relations. This press and online media ensure customers entering our dealerships have greater product awareness and are regularly primed to purchase a TGA scooter.”

The TGA team will be at Trade Days in October on stand B40.

Walking sticks, folding canes, orthopaedic sticks, quad canes and seat sticks

Visit us at Trade Days: Stand A55

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

The The Amazing Amazing Space Space Rack Rack

L L ES ES IA IAAT AT ECECR R LE LE SPSLPAYLALYABLAB SPSPAI AI DI DIAVAV

The Walking Stick Specialists

The TGA Trade team at the Trade Days exhibition last year.

· Will fit all standard “Flange type” tow bars. ·· Will fit all standard “Flange type” bars.

All aluminium construction Only tow 16 kilos. ·· All aluminium construction Only 16 kilos.

Powder coated finish ·· Powder coated finish Available in Black or White finish ·· Available in Black or White No tools required for fittingfinish or · removal.

No tools required for fitting or · removal.

Folds in half for easy boot storage. ·· Folds in half forfor easy boot storage.

Extra discount stockists. ·· Extra discount for stockists.

Will carry scooters up to 90 kilos · depending Will carry scooters up to 90 kilos on vehicle. depending on vehicle. · Comes · complete Comes with complete with full lighting. full lighting. · Recommended · retail Recommended price retail price £699.00 Inc VAT. £699.00 Incfree VAT. Or sell VAT Or sell VAT free £599.00 £599.00trade · Stockist · price Stockist trade £399.00 price £399.00 plus VAT. VAT. Profit · plus £200.00 · £200.00 Profit per rack per rack

For sales enquiries please ring For 01935 sales enquiries please 424444 or emailring 01935 424444 or email spacerackproducts@aol.co.uk spacerackproducts@aol.co.uk

VISIT US ON

STAND E50 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

HANDCRAFTED FURNITURE C O M P L E T E LY T A I L O R M A D E T O F I T Y O U R E X A C T R E Q U I R E M E N T S

Manufacturers of bespoke rise and recline chairs and handcrafted adjustable beds for the mobility and healthcare market

For furniture offering comfort, independence and a higher standard of care, contact;

Tel: 0115 913 3572

email: info@riseandrecline.co.uk www.riseandrecline.co.uk

NEW

Trade Days 2015

Trade Days free seminar programme Take a look at what’s on offer at Trade Days over the two days of the show.

For updated information on sessions, visit www.tradedays.co.uk SUNDAY OCTOBER 18TH BUSINESS BUILDER 1

Speaker: Lynda Niles, Chair of the College of Occupational Therapists Specialist Section for Independent Practice (COTSS-IP).

can be a priceless skill to have.

10:15 - 10.45 Making your business more retail savvy - Learn what’s working now if you want business to be one that the customer wants to deal with

15.00 – 15.30 What makes people tick – understanding how to build relationships with everyone you work with and meet.

12.30 – 1.00 Getting the most out of social media – easy steps to make it work for your business

Whether you consider yourself a retailer or not, there are some simple but very effective things you can do to help your business compete on the high street. Here you’ll learn about what’s working now if you want to seriously develop your business into one that the customer wants to deal with. Now is the perfect time to put your business in fifth gear! As the economy goes from strength to strength, it’s vital businesses take advantage of the resources available.

Have you ever wondered why you ‘get on’ with some people but not others, why some people work the way you like to work but others don’t, or why you find some clients, suppliers and team members easy to deal with and others difficult?

This session will help you appreciate the different ‘personalities’ you’ll come across and show you how to recognise them. You’ll discover how to adapt your behaviour to build relationships and how to influence different characters.

Speaker: Mike Glynn, MG Retail Consulting

Speaker: Tom Courtney, Courtney Associates

11.15-11.45 Marketing in a changing market – How one retailer has moved with the times

16.00 – 16.30 Tops tips for building export sales around the world – Tap into 40 years of selling success

As the song goes, ‘times, they are a changin’.

This session explains how one retailer has adapted its marketing plans to suit the changing landscape and will highlight the approaches that have worked, both from traditional ‘bricks & mortar’ and online angles. You’ll come away with tips, ideas and inspiration from someone who is marketing a retail business every day.

Looking to export and would like a few pointers? This session will provide you with top tips based on real experiences over 40 years introducing a range of products world-wide. What to do, what not to do, the biggest challenges, the biggest opportunities – you’ll hear plenty of advice that could save you a lot of time and a lot of money!

Speaker: Alastair Ronaldson, Lead Graphic Designer & Marketing Co-Ordinator, Clark and Partners

Speaker: Steven Evanson, RedNewt Ltd

12-15 – 12.45 Killer questions that will get you thinking about your business – your very own sales and marketing audit in just 30 minutes Come along and listen to very simple but very essential questions about your business which are guaranteed to provide some interesting, challenging and maybe even scary answers.

They will give you some very easy but very powerful action points to take away and enable you to ensure your promotional plans are in the best shape possible. Based on over 30 years’ experience in the industry, see how your business scores - it could be a real eye-opener!

Speaker: David Russell, Editor THIIS Trade Magazine 14.00 – 14.30 Why you need to build a relationship with an Independent OT. How a healthcare professional can help you build your business.

Find out what an OT can do for you and your clients and why an Independent OT is a great fit if you are looking to get closer to your customers. Learn how to find someone to work with and what you need to know about the ethical issues, insurance and lots more.

26 www.thiis.co.uk

SUNDAY OCTOBER 18TH BUSINESS BUILDER 2 10.30 – 11.00 Tick..Tock..Tick..Tock – how to get more done every day by managing your time more effectively.

“There’s not enough hours in the day”; “Where has the day gone”; “I’ve achieved nothing today”; I’ve too much to do and not enough time” – Are any of these phrases familiar to you?

Learn what time management is all about, what ‘steals’ your time and understand the causes and symptoms of poor time management. You’ll get a structure and approach to prioritise time and simple tips, tools and techniques on how to maximise your use of time.

Speaker: Tom Courtney, Courtney Associates 11.30 – 12.00 Would you like it in red or in blue?....simple steps to help you close more sales It’s a very simple process, but it can be one of the hardest things to do – closing the sale. The customer is ready to buy, but walks away without signing on the dotted line. Learn the simple, very effective but very ethical ways to make sure the sale goes through and you are left with a happy customer. It’s not rocket science, but it

Speaker: Dave Sutton, DPS Associates

Does using social media mean simply that whoever shouts loudest and most often wins the customer or is it an opportunity to genuinely engage with and connect with your audience?

In this session, you’ll discover how you can turn ‘just another marketing channel’ into a valuable and ever-growing network that connects you to your existing customers, generates you potential leads and links you to future collaborators and influential industry leaders.

Speaker: David Glenwright, Head of Training Services, JC Social Media.

14.15 – 14.45 Improve sales with a more effective selling space - simple tricks to make the showroom work for you If you have a showroom, then learn how to make the most of it by understanding what makes a customer buy a product. Learn how to give your showroom space its own in-store personality and find out how you can connect with your customers, provide simple space planning techniques to increase customer flow and consider the key drivers within a retail environment. If you are thinking about developing your showroom space in the future, then this session will be a great first step.

Speaker: Dean Waugh, Retail Experience Design (RED) 15.15 – 15.45 Sell more, but sell well – steps to build customer loyalty It’s not just about selling, it’s about having a happy customer, hopefully for years to come.

Anyone who is face to face with a customer will learn some useful and essential ways to make sure you start to build customer loyalty. The session shows you how you can achieve strong sales performances whilst maintaining the highest of ethical standards.

Speaker: Dave Sutton, DPS Associates 16.15 – 16.45 What do OT’s really think about the trade?

Results of a first-ever survey about retailers and suppliers revealed - Facts and figures to help you promote.

What do OTs really think about retailers and suppliers? Do they know who they are and do they advise their clients to buy from them? How do they like to be contacted and how often are they contacted right now? What are the opportunities to work more closely with them in the

future. Whether you have a retail outlet or are a manufacturer or supplier, you’ll find the results of this new survey very interesting and it will help you to promote your products in the future.

Speaker: David Russell, Editor THIIS Trade Magazine

SUNDAY OCTOBER 18TH BUSINESS BUILDER 3 10.45 – 11.15 The bar-coding revolution – what you need to know and what you need to do to take advantage of a great sales opportunity.

Bar-coding has been on the agenda in our marketplace for a couple of years now and the need for companies to take action to ensure they are in position to take advantage of the growth that is about to happen has never been greater. Bar-coding is an issue for both suppliers and retailers and this session will explain why you need to grasp the nettle and show you what you need to do and how to do it in the most effective and easiest way.

Speaker: Julian Cobbledick, Director, Assistive Partner 11.45 – 12.15 Find and keep the hidden gems working in your company – why mentoring is so important for any business, however big or however small.

Mentoring is a key part of people development and retention. Learn how to undertake mentoring, find out why an internal mentoring programme works and the big difference it can make in the motivation and performance of your staff, setting you apart from your competitors.

Hear real examples of mentoring in practice making a tangible difference in business.

Speaker: Emily Webb, Managing Director, Oarsome Potential Ltd 12.45 – 13.15 Getting the most out of a staff appraisal system – how to make them work but why they can sometimes go wrong “Staff Appraisal is a waste of time”, “Staff Appraisal is a box ticking exercise” “Staff appraisal is all about paper work” – Are any of these phrases familiar to you...maybe you have said them yourself?

This session is designed to explain to you exactly what a Staff Appraisal system is and what it designed to do, explain the many benefits of having a Staff Appraisal System, highlight why Staff Appraisals can go wrong and provide you with some simple tips, tools and techniques on how to get the most out of your own Staff Appraisal system.

Speaker: Tom Courtney, Courtney Associates

14.30 – 15.00 Dealing with Disciplinary and Grievance procedures – how to become confident that you are doing and saying the right thing

12.15 – 12.45 How to get a lot more business from your customers - using your database effectively to create additional sales

“I run a company but I’m no expert in HR - what if I say something wrong?” Many managers are perhaps morally right in what they want to achieve, but fall at the first hurdle from an employment law point of view. This session is designed to make you aware of the pitfalls but also provides guidance in how to get things right first time – every time.

No matter how many customers you have – 100, 200,1000 or 2000 - one of the biggest assets your business has is your customer information. But, how do you make the most of it? Learn how to manage your customer database to target them more effectively in the future. Discover key tips that will help you create a powerful tool, that is likely to have an impact on your bottom line. Find out also how to stay on the right side of the Data Protection laws. There’s more to customer information than meets the eye.

Speaker: Hattie Sketchley-Bates, HR Training Manager, Honest Employment Law Practice 15.30 – 16.00 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.

Does everyone in your team understand the concepts of cross selling and up-selling? Do you use the techniques to give customers better value and to make sure they return for repeat sales? Find out how to make better margins by using these age-old techniques. Anyone in your team who is face to face with customers will enjoy and benefit from this session.

Speaker: Dr Barend ter Haar, Managing Director, BES Rehab Ltd 16.30 – 17.00 How an effective business plan can steer you towards greater profits and a more certain future Do you have a business plan? If you do, then do you use it, or is it just filed away gathering dust? This session will show you what a business plan should look like, what should be in it, how it can quickly highlight the changes you need to be aware of and how you should review it to get the most from it. Whether you have a plan or not right now, this session will help you see the benefits of using one to get better results.

Speaker: Mike Glyn, MG Retail Consulting

MONDAY OCTOBER 19TH BUSINESS BUILDER 1 10.15 – 10.30 10 easy ways that your business may well be breaking the law right now - the essential rules and regulations update It’s not easy to keep up to date with all the rules and regulations for business, particularly in this marketplace. This session, brought to you by someone whose job it is to know all the latest legal developments will give you an update on the things that have changed, the things that are changing in the future and highlight all the important stuff you need to know to keep on the right side of the law.

Speaker: Sarah Lepak, BHTA Director of Governance & Policy Development 11.15 – 11.45 Introducing the most effective ‘no cost’ marketing you can do – customer referrals and testimonials – how to get them and what to do with them.

Why pay £100’s for a sales lead when you can generate them for almost nothing? By following some very simple steps, you can produce sales enquiries by building a big salesforce using one of your most important assets – your customer base. Find out how happy customers can help you grow your business, using real examples from the industry.

Speaker: David Russell, Editor THIIS Trade Magazine

Speaker: Leisa Evans FCIM, Chartered Marketer 14.00 – 14.30 Getting the most out of social media – easy steps to make it work for your business Does using social media mean simply that whoever shouts loudest and most often wins the customer or is it an opportunity to genuinely engage with and connect with your audience?

In this session, you’ll discover how you can turn ‘just another marketing channel’ into a valuable and ever-growing network that connects you to your existing customers, generates you potential leads and links you to future collaborators and influential industry leaders.

Speaker: David Glenwright, Head of Training Services, JC Social Media.

15.00 – 15.30 What makes people tick – understanding how to build relationships with everyone you work with and meet.

Have you ever wondered why you ‘get on’ with some people but not others, why some people work the way you like to work but others don’t, or why you find some clients, suppliers and team members easy to deal with and others difficult? This session will help you appreciate the different ‘personalities’ you’ll come across and show you how to recognise them. You’ll discover how to adapt your behaviour to build relationships and how to influence different characters.

Speaker: Tom Courtney, Courtney Associates 16.00 – 17.00 BHTA AGM

MONDAY OCTOBER 19TH BUSINESS BUILDER 2 Tick..Tock..Tick..Tock – how to get more done every day by managing your time more effectively.

“There’s not enough hours in the day”; “Where has the day gone”; “I’ve achieved nothing today”; I’ve too much to do and not enough time” – Are any of these phrases familiar to you?

Learn what time management is all about, what ‘steals’ your time and understand the causes and symptoms of poor time management. You’ll get a structure and approach to prioritise time and simple tips, tools and techniques on how to maximise your use of time.

Speaker: Tom Courtney, Courtney Associates 11.30 – 12.00 How to get found online by customers in your local area – the what, why and how

can win new customers locally from a company that is the leading local SEO tool provider.

Speaker: Myles Anderson, CEO & Founder of BrightLocal.com.

12.30 – 13.00 How to compete in an ever-changing marketplace – the keys to future growth With a marketplace that is changing as fast as ours, sometimes it isn’t easy to see the wood for the trees. This session will map out the trends, the opportunities and the threats that every business is facing right now and will almost certainly face in the future. Customers of all types are buying products in different ways and the businesses that will be the winners in the future are the ones that adapt and embrace the changes.

If you want to know where your business needs to be in 5 years’ time, then this is the session to attend.

Speaker: Tony Mercer, Business Development Director , Kirton Healthcare Group.

14.15 – 14.45 Creating a powerful and profitable brand – a fascinating insight presented by experts from a major brand design agency How important is a brand? How important is your brand to you? Do you have a recognised brand and, if not, what do you need to know about developing one? Having a recognised, trusted and powerful brand means a lot more than having a nice logo – it means more sales and more profits. This session, presented by a major brand design consultancy, will help you understand the processes the big boys go through to get that brand right – things that anyone, in any sized company, can do too. Learn the key trends that are influencing consumers today and see examples of brand building from case studies Speaker: Simon Preece and Kelly Broomhead, Elmwood.

15.15 – 15.45 How to get found online by customers in your local area – the what, why and how For local, franchise and multi-location businesses, getting found online can be a challenging prospect - but if you want to attract customers in your local area then it’s also a high priority. In this session you’ll learn how to implement the best local search strategy to get yourself found online and ensure you stay ahead of the competition. Learn valuable insights into how you can win new customers locally from a company that is the leading local SEO tool provider.

Speaker: Myles Anderson, CEO & Founder of BrightLocal.com.

MONDAY OCTOBER 19TH BUSINESS BUILDER 3 10.45 – 11.15 How to manage staff absences with total confidence Having problems with staff attendance and managing absences? Having a couple of team members away in a small company can cause real problems and so this session will help you pro-actively manage your absence levels and give you the confidence to do and say the right

thing. Learn about the effectiveness of return to work interviews and how to take into account reasonable adjustments to avoid disability discrimination.

Speaker: Hattie Sketchley-Bates, HR Training Manager, Honest Employment Law Practice 11.45 – 12.15 Why image is everything when it comes to growing your business – how to stand out from the crowd.

Images sell and so using the right one’s really matters. Learn how to choose well, what customers respond to and what they probably won’t. Find out why design is so important and the big difference creativity can make and how can you stand out from the crowd using your specialisms, your knowledge and experience to lift you above the competition. See examples of how a creative design has made a big difference to the bottom line.

Speaker: David Bamber, Founder & Creative Director of Cake Agency 12.45 – 13.15 Getting the most out of a staff appraisal system – how to make them work but why they can sometimes go wrong “Staff Appraisal is a waste of time”, “Staff Appraisal is a box ticking exercise” “Staff appraisal is all about paper work” – Are any of these phrases familiar to you.......... maybe you have said them yourself?

This session is designed to explain to you exactly what a Staff Appraisal system is and what it designed to do, explain the many benefits of having a Staff Appraisal System, highlight why Staff Appraisals can go wrong and provide you with some simple tips, tools and techniques on how to get the most out of your own Staff Appraisal system.

Speaker: Tom Courtney, Courtney Associates 14.30 – 15.00 De-mystifying company accounts – what to keep an eye on when you are looking at your figures, or your competitors!

Not sure what the most important figures are on a balance sheet? Would you like to learn how to spot an issue before it becomes a problem? This session will highlight all the important numbers that you should be keeping an eye on, both in your own business and your competitors too!

Speaker: Mike Lord, CEO, Drol Investments 15.30 – 16.00 Tops tips for building export sales around the world – Ta into 40 years of selling success Looking to export and would like a few pointers? This session will provide you with top tips based on real experiences over 40 years introducing a range of products world-wide. What to do, what not to do, the biggest challenges, the biggest opportunities – you’ll hear plenty of advice that could save you a lot of time and a lot of money!

Speaker: Steven Evanson, RedNewt Ltd

For local, franchise and multi-location businesses, getting found online can be a challenging prospect - but if you want to attract customers in your local area then it’s also a high priority. In this session you’ll learn how to implement the best local search strategy to get yourself found online and ensure you stay ahead of the competition. Learn valuable insights into how you

www.thiis.co.uk 27

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

Just send us a short news item and photo.

Dual role Co-ordinator appointed TGA has appointed Julie Kean as its new national Trade Co-ordinator and Area Sales Manager for mobility scooter retailers in Scotland and Ireland.

Julie will be supporting all the nationwide Area Sales Managers and their retailers, whilst directly servicing Scottish and Irish dealers.

The company says that she has over 20 years’ experience working in the logistics market and managing a nationwide network of trade customers.

Julie says: “From the beginning, my main focus will be delivering a truly customer-centric service. I have successfully delivered this in my previous sales roles and helped clients achieve significant results. I look forward to nurturing existing and new trade relationships.”

Addition at Ergolet

Communications and Marketing for OTs Martin Reid has been appointed as the College of Occupational Therapists’ new Assistant Director of Communications and Marketing. Martin joins the College with more than 11 years’ experience across the professional associations sector and over 20 years working in marketing for private, public and not for profit organisations.

Martin will lead the College’s newly created Communications and Marketing Team integrating member and stakeholder communications, marketing, web, social media, events, design and publications functions.

The appointment marks a new phase for the professional body as it builds on a membership base of 30,000 occupational therapy staff across the UK. Martin said: “I want the College to be seen as a modern, relevant and valued organisation and for occupational therapy to be widely understood by the general public.”

Steve Harvey has joined Ergolet as the Regional Manager for Southern England.

Steve is well known in moving & handling circles. He told us: “The Ergolet product range is fantastic and more to the point, can provide solutions no other manufacturer can.

Managing Direct David Lomas added: “Steve will be a useful resourceful addition to the team.”

Call 0161 477 7900 or visit the website at www.ergolet.com

‘NEW’ TRADE

CONTACT US NOW FOR YOUR COPY: Tel: 01254 619000 | 28 www.thiis.co.uk

CATALOGUE OUT NOW!

Email: enquiries@able2.eu | www.able2.eu

Power for the extra mile.

Strident Batteries from Ivanhoe.

Motivated by a history of success in providing high performance battery power to the mobility market, Ivanhoe is proud of the range of Strident batteries that has been tried, tested and proven over years of service in many vital applications.

Our passion for producing a quality, reliable product with outstanding customer service underlies the success which you can rely on every time.

Ivanhoe – where expertise exceeds your expectation.

Please contact our sales team to find out more about the full Ivanhoe mobility range of products.

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 Email: sales@ivanhoe.uk.com

Ivanhoe Trading Limited Head office address: Global House, Hall Lane, Dereham, NR20 3GG

UK central sales line: Tel: 0845 555 55 11 | Fax: 0845 555 55 22 | sales@ivanhoe.uk.com MOTIVATION THROUGH INNOVATIONTM

Northern office: Southern office:

Tel: +44 (0)1302 365987 | Fax: +44 (0)1302 365988 Tel: +44 (0)1362 300102 | Fax: +44 (0)1362 300103

tweet... tweet

Tweet... Tweet... Who’s there?

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

There are a few things that always work as images to capture attention and money is one of them!

It’s always an effective marketing promotion if you can put together a few reasons why customers should consider a product.

Customer testimonials will always gain interest

Getting the message across about a case study

A good example of an installation news item.

Whenever you supply equipment to a different or interesting venue, then it’s worth publicising.

Drive take the humour route, although it’s maybe not too funny for the giraffe!

Remember that you can follow THIIS at @wwwthiiscouk 30 www.thiis.co.uk

The 4mph transportable scooters that reflect...

Modern Design

Comfort & Style

Sturdy Build

8'1 8'1 : LIFE IS COLOURFUL! The two-piece chassis of the Veo & Veo X dismantles without tools.

The Veo Range up to 18.5km / 11.5 miles Carrying capacity up to 18 stone Available in Citrus or Orange

The Veo X

Range up to 21km / 13.5 miles Carrying capacity up to 20 stone Available in Red or Teal

Call now & order today VISIT US ON

STAND D60 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

0800 252 614

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

Social media toe dipping The front of the new trade catalogue

Classic Canes is the latest company to embrace social media.

The company now has a presence on both Facebook and Instagram.

Managing Director Charlotte Gillan explained what the company was looking to achieve.

“We intend to use the two slightly differently.

Facebook will be for newsflashes and things like seasonal product suggestions. The stockists that are already following us are sharing our posts with their customers and encouraging them to come into their stores or go on their websites to buy the featured products. This seems to be working well and is of course free apart from a moment of their time, so I think it has potential to be a major benefit for our stockists.”

“Instagram” Charlotte added, “which is very visual, is about sharing beautiful images of our products and life at Classic Canes to build up a following for the brand among the international public, hopefully to the benefit of our stockists and ourselves.”

She says that some retailers have been sceptical about the use of social media. “Some

stockists tell us that elderly people don’t use social media, so we have been explaining that there are early adopters among this group, and there are also many younger walking stick users who are using social media. For many disabled people, it is a very valuable link with friends, family and other communities. We already have Instagram followers who are ME sufferers. Some of them are confined to their bedrooms, but are commenting that “I think it has potential to be a they love seeing our product photographs major benefit for our stockists” each day and it is inspiring them for when they are able to become more mobile and get about using sticks.”

Charlotte isn’t looking for an immediate impact. “We are expecting that it will be a little while before we see significant results, but we do encourage stockists and stick users to Like and Follow us. Hopefully it will be to everyone’s The company are advantage.” using Facebook and It follows the other social media platforms for the first time

A mood board is used to inspire the production of the catalogue

32 www.thiis.co.uk

VISIT US ON

STAND B60 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

Take a look at our NEW 2016 range of daily living aids For more information and to receive a catalogue please contact sales on 0121 543 1336 or email sales@paroh.co.uk or visit www.paroh.co.uk Brand by

Web: www.paroh.co.uk

Email: sales@paroh.co.uk

Paroh Ltd

@ParohLtd

Paroh Ltd

High quality images are a key to sales according to the company

introduction of a new trade catalogue from the company which Charlotte says is still an important marketing tool. “Even in this age of digital communication, it would be a brave marketing department that decided to dispense entirely with a printed catalogue. Far more of our customers order from the catalogue than as yet log onto our website.”

Charlotte also gave an insight into the thinking behind the look of the new catalogue: “Every detail is carefully considered, from the quality and feel of the paper to the style of the copy and layout. We use a mood board of pictures to convey the look we want to the designer.

The 19th century oil painting The Wanderer Above the Sea of Fog, Downton Abbey, Cary Grant (Somerset’s finest export), and the chic 1950s British women photographed by Norman Parkinson were all inspirations this time. The elegance of bygone eras is a rich seam to be mined for walking stick marketing.”

She added: “Our stockists vary from seaside gift shops to luxury retailers in the world’s great capital cities, so keeping the catalogue relevant to everyone is both important and challenging.

What is one retailer’s idea of an expensive walking stick (“What, thirty quid?!”) is very different to another’s (“Darling, a hundred pounds is entry-level; our customers come here for something special.”). Some are as perplexed by the concept of a basic chestnut crook as others are by a Swarovski crystal-encrusted evening cane.”

Charlotte says that a big feature of the catalogue is the lifestyle photography. “We include cheerful and stylish lifestyle images to show walking sticks in use in various situations, such as country walks, weddings and evening events as well as in everyday use.”

And sometimes it can be the thing that gets the order as she tells us: “Golden Retrievers play a large part in our catalogue, ever since the time they secured an 34 www.thiis.co.uk

enormous order from an American buyer swayed by their cuteness.”

As Charlotte says, the trade catalogue is the equivalent to the shop window. “If retailers find it inspiring, and then provide the public with distinctive and elegant walking sticks, it will be worthwhile for all parties.”

To receive a copy “The elegance of bygone eras of the Classic Canes is a rich seam to be mined for catalogue, call 01460 75686. walking stick marketing” You can see the company on Facebook at https://www.facebook.com/ classiccanes and on Instagram at https:// instagram.com/classic_canes/

The Company participated in national ‘Bring Your Dog To Work Day recently’ which was a great opportunity to add content on social media. The picture shows Boris, Sammy, Pepsi, Jimmy, Bailey and Jess, all being angelic at the company’s Goods Out department!

Telephone: + 44 (0) 1422 314488 I Web: www.drivemedical.co.uk I Email: info@drivemedical.co.uk

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

www.drivemedical.co.uk

VISIT

STAN

US O N

D D40

www .tra

deday 18th & s.co.u 19th O k ctobe NEC B irming r 2015 ham

Please visit our new online catalogue at www.easyriderscooter.co.uk Follow us on Twitter @drivemedicaluk

Time to sell?

Deciding whether the time is right to sell your business is no easy decision, but once the decision has been made, knowing how to sell your business can be just as daunting of a task.

For first time sellers, understanding who to sell to, how to advertise a sale and how to optimise their value can be somewhat overwhelming.

With so many recent acquisitions taking place within our industry, THIIS has sought the advice of BCMS Corporate, experts in the sale of privately owned companies, to provide some valuable tips and advice for those looking to sell.

Be prepared for a knock at the door With a number of sales having recently taken place from other industry players, venture capitalists and companies outside the market, there is currently a high level of acquisitive interest in the medical and healthcare products sector. What this means for companies in the industry is the increased likeliness that they will be approached by potential suitors interested in gaining a foothold in the assisted living market at some point in the future. For many companies, this knock on the door from another organisation may be the first time they may have considered selling their business.

Don’t sell to the first company that comes along A key tip from BCMS is not to sell to the first company that shows some interest. According to the company, a business owner in a recent healthcare sale managed to receive a highest offer of more than three times that of the lowest offer, only after generating a competitive market for the business. BCMS and the vendors met

with nine serious acquirers before the final price was agreed and by holding out from the first company that expressed an interest, the owner managed to secure a much higher selling price.

Dave Rebbettes, BCMS Founder and Director gives some tips if you are looking to put the business on the market

Who might like to buy?

The assisted living industry is growing but still a relatively niche market. This does not necessarily mean however that interest will be from a limited number of niche parties. BCMS explained how this had been the case for Specialised Orthotic Services. The business had been operating for 35 years and specialised in designing and manufacturing postural management seating for children and adults with complex disabilities.

Due to the particular and specialised nature of the company, it was “A key tip is not to sell to the only natural that the shareholders were first company that shows some concerned that there interest” would be a lack of interest from buyers when the decision was made to move on.

In spite of this, when BCMS advised Specialised Orthotic Services on the sale process in 2014, they found that this was not the case. A total of 34 companies expressed an interest in acquiring the niche seating producers, with 14 of those companies being from outside of the UK – demonstrating a healthy interest from the international market.

After meeting with the most likely potential

OPEN UP A NEW WORLD OF SALES: THE FOLDING FAMILY FROM TGA

MAX NEW MAXIMO

LARGER SIZE • PNEUMATIC TYRES • EXTRA PERFORMANCE • ULTRA-LIGHTWEIGHT LITHIUM BATTERY • FOLDS IN SECONDS

36 www.thiis.co.uk 0943TGAad.newstripSept15v2.indd

1

acquirers, offers were invited from four; among them was the ultimate acquirer, Drive Medical.

Dave Rebbettes, BCMS Founder and Director, says; “Far from being put off by a specialist focus, acquirers in this market often see it as one of the key drivers for acquisition. This was certainly the case for Drive Medical, who added a significant skillset and strong specialist product line by acquiring Specialised Orthotic Services.”

Preparing for sale After the decision has been made to sell, there is a lot of preparation which must be completed in order to achieve a maximum selling price. It takes on average three months for a company to ensure it is adequately prepared to go to market and in this time, a number of things need to happen; market research to identify potential acquirers, preparation of financial plans and compelling marketing documents that really sell the business to potential buyers.

To achieve the best sale possible, it is recommended that an experienced team are involved. As an example, BCMS told us about the case of their client CUI International – a manufacturer of parastomal hernia support products. The team on the project consisted of a Research Analyst responsible for compiling a list of 126 likely buyers’ names, with a 60/40 split between UK and overseas companies; an accountancy trained Business Analyst tasked with producing a financial plan; a Copy Writer that created the marketing documents, a Deal Leader who handled the meetings and negotiations and a Project Manager.

The company was sold to H&R Healthcare Ltd, a supplier of products in the area of infection control, advanced wound management and compression hosiery in March 2015.

Next steps…

Whether you have been approached by another company or are considering moving onto new pastures, it is worth speaking to a mergers “It takes on average three and acquisitions months for a company to advisory to get an understanding of ensure it is adequately what you hope to prepared to go to market” achieve.

BCMS run free halfday seminars giving business owners advice on selling business; you can check upcoming seminars on their website: www.bcmscorporate. com/seminars

MIN MINIMO

ENHANCEDMINIMOPLUS NEW REMOVABLE SEAT • NEW ARMRESTS NEW HEADLIGHT • NEW SAFETY SENSOR

W AS EIG 21 LITTLEHS .85 A K S

G!

FE AS AT ON URE TV D !

COMPACT, FOLDS IN ONE MOVEMENT • TOP SELLER • 12 MILE RANGE • LIGHTWEIGHT

01787 882244 SALES@TGAMOBILITY.CO.UK WWW.TGAMOBILITY.CO.UK

www.thiis.co.uk 24/08/2015 14:1137

VISIT US ON

STAND B65 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

38 www.thiis.co.uk

JOIN ROMA MEDICAL AT 18th & 19th October 2015 / NEC B irmingha m

Power Chairs

Scooters

Manual Wheelchairs

Rehab Range

VISIT US ON

STANDSTAND D65 D65 Romachair

Sports Wheelchairs

www.tradedays.co.uk 18th & 19th October 2015 NEC Bi rmingham Beds & Daily Living

www.romamedical.co.uk www.romasport.co.uk

Active Wheelchairs

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

Something to shout about – Trade Days success guarantees loud return Amplicomms, specialists in developing amplified and assistive technology products for people with hearing, vision and dexterity loss, are returning this year to Trade Days in October following the success of last years’ show.

European Sales Director, Ran Meyrav says: “We weren’t sure what to expect last year as it was the first show. The market was definitely lacking a B2B event and Trade Days seemed meet the requirements. It was a success for us in terms of gaining new contacts and business, exposing our brand and products to relevant visitors and decision makers. The number of diverse visitors from numerous countries surprised us.”

Ran added: “The organisers are obviously experienced and used a variety of channels to publicise the show, aided by excellent marketing tools before and during the show. It was an easy decision to take part again this year and

we would highly recommend the show to other companies looking to expand their B2B sales.”

This year amplicomms will be showcasing a number of their latest products, all easy to use and ergonomically designed to improve the ability to hear and communicate with others.

The range includes Bluetooth and Mobile Phone amplifiers, Care Monitors and Alarm Clocks, Vibrating Pillow Pad Alerts, TV Listeners, Door Bells, and some of the loudest hearing aid compatible domestic and mobile phones.

The company will be on stand D01 at the show. To make an appointment to speak to Ran at the show, call him on 07940 410207 or email meyrav@amplicomms.com

GEL WHEELCHAIR & WALKING AID ACCESSORIES 100’s of quality instant solutions to your pressure care problems that are affordable and easy to fit.

We take away the pressure… …so YOU feel the comfort 01454 285071

E: info@gelovationseurope.com

www.gelovationseurope.com

40 www.thiis.co.uk

Confidence Security Style unique shock absorbing ferrule upgrades canes, • The sticks and crutches – 4 sizes available great new range of specially designed telescopic • Asticks, folding sticks and urban hiking poles with a

choice of colour, handles and accessories (including a bad weather Flexyfoot Ice Foot)

surveyed report: • Customers 98% would recommend Flexyfoot to a friend 78% felt safe and more secure 77% had less aches and pains

British product (patented world-wide and design • Aregistered) with an international market* * Distributors in Australia, Belgium, Canada, Czech Republic, Denmark, France, Germany, Holland, Italy, Israel, Japan, Korea, New Zealand, Norway, Spain, Sweden, Switzerland and USA

by informative, eye-catching • Supported promotional material (leaflets, editorial and advertising in national press, dedicated Flexyfoot website and in-store display units)

For more information on the Flexyfoot brand or Flexyfoot ferrules, sticks and walking poles visit www.flexyfoot.com or call 0800 0285888

C

M

Y

CM

MY

CY

CMY

K

‘Deal On’ option gives retailers even more reasons to visit Trade days The Trade Days show floor already has the vast majority of companies supplying retailers in attendance but there are plenty of other reasons for retailers to spend time at the tradeonly event in October.

As part of what is becoming an extensive list of features, educational opportunities and stand activities at the show, the ‘Deal On’ section of THIIS magazine will be making an appearance at Trade Days with opportunities for both exhibitors and retailers highlight promotions.

‘Deal On’ is available to all THIIS advertisers every month and is an opportunity for companies to promote ‘one off’ deals for products they are looking to push or for stock that they are looking to supply at very attractive trade prices.

Now the feature will be running on the THIIS

stand which is located just inside the entrance to the show. It will be available, free of charge, to all exhibitors at Trade Days and will provide a ‘one stop’ location where visitors will be able to see all the best offers on the show floor.

However, as well as exhibitors being able to take advantage of the exposure, retailers visiting the show can also use the feature to highlight stock that they have available and would like to shift from the showroom or stockroom.

Show Director Matthew Butler explained how the feature will work. “The ‘Deal On’ section of

Seen in all the best places!

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

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

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

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

www.bhta.net 42 www.thiis.co.uk

Surfaces from Sidhil... ...safe, ...secure, ...supportive Acclaim Pro

Acclaim VE

Softrest

Solite Zoned Contour

ACCLAIM FLOW

From high performance dynamics to pressure relieving statics - Sidhil has a surface to match every requirement!

PRESSURE MAPPING SERVICE AND CONTINUOUS IN BED PRESSURE MONITORING SYSTEMS NOW AVAILABLE

...made in the UK >>Visit our website: www.sidhil.com

...making it better

T. 01422 233 000 E. sales@sidhil.com

THIIS magazine is one of the first places retailers look to see what is on offer each month and we are delighted that we will have a live version at the show. It’s very easy for companies to get involved, they just need to send in details of the offer or offers and they will be displayed.

They could be offers on products, or details of a competition, or simply an incentive for a retailer to visit their stand.”

On the move to extend the ‘Deal On’ option to retailers, Matthew said: “Some of the retailers coming to the show may have products in the showroom that they might like to move on and they may well be high value items. Any retailer visiting the show has the option of adding an offer in the feature which might help to generate additional income and improve cash-flow.”

Matthew added: “We know that last year, retailers were delighted with some of the trade offers they managed to secure at the show, which made their visit even more worthwhile and a number of offers were the trigger for retailers to start distributing products from a new supplier. It’s only because we have a trade-only audience that our exhibitors can be as ‘openly commercial’ as this, but, at the end of the day, sales, profits and margins are very important to

everyone in the industry and will produce real business at the show.”

The ‘Deal On’ feature is open for new products only and details of how to take part will be sent to exhibitors directly.

Any retailer that would like to know how to take part can find out more by emailing info@ thiis.co.uk Trade Days takes place on Oct 18-19 at the NEC. Register for the show at www.tradedays. co.uk

You’ll find the THIIS stand right inside the entrance to the show

Retailer Showroom Stock offer Showroom Handicare Puma 40 & Puma 20 full electric specification plus various seats backs and legrests. Second hand FWD & RWD Ibis and old style Puma plus various Sedeo seats backs & spares.

Sensible offers to steve@southernmobility.com

?

T STS EE PI M A RE! R TO THE HE E G N AL B KI N O O IO D T LO AT EE UP N C U C YO

O

25th and 26th Nov 2015 NEC Birmingham theotshow.com

Only two days 4,000 Occupational Therapists Delivering the largest gathering of OT’s in the country, a focused event created to fulfil your business needs.

Endless opportunities for your business

 Over 4,000 OTs expected to attend this November

 Packed aisles throughout the two days (the best place for your sales team)

 Unrivaled opportunity to educate a dedicated OT audience about your products and services

 Packed conference theatres (the ultimate education / demonstration platform)

 Bespoke marketing campaigns available for all exhibiting companies

 One Occupational Therapy Show - your business needs to be there

WANT TO EXHIBIT AT OCCUPATIONAL THERAPY SHOW 2015?

Call Carmela on 0207 348 5767 or Panayiota on 0207 348 4909 or email theotshow@closerstillmedia.com for more information or to book your stand

POWER TRIPS

VISIT US ON

STAND C12 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

A very different retail proposition We have written about a lot of retail outlets in the magazine over the years, but a shop that opened in Kenilworth a little while ago must be the most unique that we have ever seen.

Aunty Agatha’s is the brainchild of Catherine Colby-Johnson. She worked for Coventry City Council for 12 years in Education Welfare, working primarily with teenagers in mainstream schools with additional needs, such as challenging behaviour, autism and dyslexia. “It was my job to go and find the resources that would help to keep them in school”, Catherine explained. “I was getting quite frustrated that schools weren’t doing enough to help them access the curriculum. After my Grandad died, who I was caring for, I had a bit of a lightbulb moment and decided that my job was never going to change and that I needed to be doing something else.”

Catherine told us that she wasn’t looking to be quite so different in the early days. “Originally we were looking to develop a mobility retail outlet similar to the many that are out there at the moment, but during our research it became clear that there was no-where that people could go to buy education based products for children with special needs or for mainstream children with additional needs.”

What emerged is a business that is very different to anything seen so far. “I think we are pretty unique and there isn’t anything around like us as far as we know. Certainly, the teachers that we have had in the shop have been very surprised to find something like what we are offering and are delighted at the range we are

46 www.thiis.co.uk

Catherine ColbyJohnson is developing a quite unique retail outlet

carrying.”

With a very unique business, comes a series of unique questions, one being – how do you market it? “We haven’t done a great deal of traditional advertising, we just don’t have the budget to spend a great deal of money, but we have concentrated on social media and building the business through word of mouth. We visit schools and places such as autism groups to get the message “It became clear that there across.” was no-where that people Catherine explained that Aunty Agatha’s could go to buy education was simply a working based products for children title when she was developing her ideas. with special needs” “We were looking for something that didn’t have a mobility or special needs reference in it, that we could style a boutique shop around that wouldn’t be at all intimidating for customers. The name was going to get changed at some point, but we just stuck with it as the idea developed and it became our brand.”

Even the suppliers that Catherine approached were surprised to hear about her plans. “I remember that one supplier that I knew from my work in the schools just couldn’t get their heads around the fact that we were going to have a go

The store uses the seasons to style the promotions

More

comfort. More Choice.

The Cannington

The Cosi Chair Fireside Furniture Collection, a modern twist on classic favourites.

Spray Cocoa Mahogany Legs

FIRA Tested Selection of stock fabrics Choice of wood finishes Matching sofa & footstool Made to order available Next day delivery

Call us today to order yours for your showroom

The Breydon Herringbone Cocoa Natural Finish

The Avon Leaf Cocoa Teak Finish

VISIT US ON

STAND D60 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

0800 252 614

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

and take the products into a retail setting. They didn’t have any retail prices as the products had never been sold that way and so we had to sit down and work out what we thought people might pay for the items.”

Having no experience of being in business before, Catherine took some steps to gain the knowledge she was going to need. She undertook the WMIP (West Midlands Incubation Programme) and she also had a business coach, but, of course, running a business is a little different to the theory as she found out. “It became very apparent, very quickly, that what was happening in the business was very different to what was in the business plan. You can write anything you like on a piece of paper, but when the doors open, it’s very different.”

Catherine says the business has changed over the past year. “It’s more like the business we wanted it to be now. Looking back, I think I was pretty naive. I thought that, having worked in schools for many years, getting into them would be very easy. In fact, it’s been quite difficult.

We’ve turned a corner now and we are getting a lot better known, but for the first few months it was very much trial and error.”

“If customers need us” she says, “then they will ‘get’ the shop. If they don’t need us, then they won’t, they will think that we are a toy shop.

The people who do need us understand what we are doing and they will come back again. One of the biggest questions we get in the shop is – what are these?”

In the shop there is a disabled toilet with a children and an adult changing pad. “That is available for anyone to use and we are the only retail outlet in the town with that facility. We get people popping in all the time.”

The big question, of course, is whether the business is working. Catherine says it is. “My husband, who does our accounts tells me we

48 www.thiis.co.uk

are OK! We are doing really well through social media and Facebook and Twitter have been really effective for us. We have to be clever in the way that we target our potential customers and it definitely isn’t a case of sticking a full page advert in the local press. We have to be very actively locally to get the message out.”

Word is definitely getting out. Catherine told us that she recently had a visit from an OT based in Malta who was over in the UK to do some training and added a trip to the shop onto her itinerary. People find out about what we are doing and they are keen to have a look at the shop.

It isn’t all about children though and the business does sell a range of standard ADL products online. A range of resource packs have been developed that cover a wide range of issues and go “If customers need us, then all the way through they will ‘get’ the shop” to dementia which indicates that there is an eye on developing the adult marketplace further as Catherine explained: “Sensory toys are excellent for people suffering from dementia and our memory packs are very popular too. The business provides solutions all the way through to the adult marketplace.”

Only time will tell as to whether something as different and unique as Aunty Agatha’s will thrive and Catherine has taken a very brave step. She clearly believes passionately in what she is doing and has a great deal of energy and ideas that will surely give her a great chance of a bright future.

Catherine can be contacted on 01926 858 753 or by email at info@auntyagathas.co.uk.

The website is at www.auntyagathas.co.uk

SEERSMEDICAL速

Daily Living Range | Specific products for patient support

For more information contact us

News & views from the commercial team at DLF October 2015 will see the opening of DLF’s brand new Equipment Demonstration Centre near our new HQ in Wandsworth, London and it is no coincidence that the Centre is located directly opposite the Southside retail and leisure complex on Wandsworth High Street.

Southside is the main shopping destination in the area with restaurants, a cinema and leisure facilities. Hands-on demonstration centres offering impartial and independent advice are a critical offering to meet the burgeoning demand for equipment to keep older and disabled people independent and they need to be located where people go in their daily lives.

DLF was the first organisation to open an independent living centre in the UK first opening our doors in 1971, so Wandsworth is

iRetailer

just our latest venue! Our previous Centre in Hammersmith was kept very busy with booking essential and visitors ranging from families of all ages, their carers and a wide range of healthcare professionals all working together to research the best solutions. People typically travel from the wider London region and spend a couple of hours trying out products and consulting the DLF staff.

We believe we offer an important service for people in the region and as with similar centres elsewhere in the UK we are carrying out an important impartial information and advice role whilst balancing and maintaining strong links with our commercial partners for the overall best outcomes: stuff that works and does the job.

NEED TO CUT COSTS?

SIT BACK AND WATCH YOUR PROFITS GROW WITH A VIDEO FROM KINETIC MEDIA

From only

ÂŁ995

NEW SOFTWARE THAT SAVES YOU MONEY

Point of Sale Barcode Automation Paperless VAT Records Purchasing Management Inventory Management Customer Relationship Tools Online Sales Options Service and Delivery Apps Free ne tpho Smar ps Ap ffer al O Speci See On Deal

Modernise now:-

Web: www.assistivepartner.co.uk / Tel: 0844 335 6791 50 www.thiis.co.uk

Being specialists in creating videos for the healthcare industry we really can put you ahead of your competitors Trust us and turn your business ideas into reality

01543 416853

enquiries@kineticmedia.tv

www.kineticmedia.tv

STAR

Mobility For Life

M BRAND CAPRI

Single Motor Leather Recliner

ZT-600-602

£350.00 each

Folding Aluminium Transit Wheelchair

320-0140-BR

2 at £68.00 each

(normal price £399.00)

(normal price £78.00)

Available in Black or Brown

160-0252

ZT-600-601 AE HB

Folding Aluminium Transit Wheelchair with attendant handbrakes

2 at £70.00 each

UK-WALKER

Extremely portable due to ‘Double Fold’ mechanism

(normal price £90.00 each)

2 at £58.00 each

Available colours:

(normal price £72.00)

160-0207

Blue

Red

130-4809

ZT-047

Overbed Table

M-BRAND A4

3 at £17.00 each

(normal price £18.00 each)

Premium 4 Wheel Rollator

220-0117

2 at £38.00 each

(normal price £45.00 each)

ZT-LITE TR 18

130-4800

Lightweight Folding Aluminium Transit Wheelchair

£125.00 each

(normal price £140.00 each)

ZT-NUEVO

160-0210

Folding Lightweight Compact Aluminium Rollator

2 at £38.00 each

(normal price £48.00 each) 130-4804

Available colours: Blue

Red

ZT-TRI WLK NB

ZT-TRI-WLK ALU

Folding Steel Tri-Walker

3 at £27.00 each

Folding Lightweight Aluminium Tri-Walker

130-3023

3 at £35.00 each

(normal price £30.00)

(normal price £37.00)

Available colours: Blue

130-3013

Red

Available colours: Blue Frost

more fantastic offers available online at www.z-tec.co.uk SEPTEMBER OFFERS (valid 1st September to 2nd October)

The best choice for your quality mobility products T: 01384 481 111 F: 01384 480 050

VISIT US ON

STAND B85 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

Red

Preventing Pressure Ulcers in the Community – A job for Industry?

By Claire James, campaign director for Your Turn, a pressure ulcer prevention and education organisation As campaign director for Your Turn I have spent many years visiting community based care organisations and delivering training around pressure ulcer prevention. Whilst knowledge is a really important aspect of preventing pressure ulcers occurring, there comes a time when equipment is needed. In my view the NHS is failing our communities by not being able to provide the right equipment at the right time for those people who are most at risk.

Whilst I recognised that the NHS has finite resources when it comes to community loan stores, taking a week to provide a person with the right equipment for their own home is not acceptable if preventing a pressure ulcer occurring is a real priority. And neither it is acceptable to prevent someone from returning to their own home because the equipment that they need is not available.

If care in the 21st Century is to be effective then we need products that can be purchased by families, individuals or even residential or domiciliary care organisations at a price that is realistic and which can provide individuals with real, tangible results. Unfortunately the majority of equipment that is available today is both expensive (mainly targeted at the acute sector) and overly complex for a home care scenario.

We would really like to see the manufacturers of beds, mattresses, chairs and cushions take on the challenge of making community products that are priced for the general public and can produce results for those people who have been identified as being at risk of developing a pressure ulcer.

This is about having a solution for an 80 year old man being cared for by his family in his own home who is struggling with mobility and therefore sits all day in front of his TV, or for an 85 year old female resident of a care home where other medical conditions are putting her skin more at risk of breaking down.

To have products that fill the gap between nothing and full medical intervention could mean the difference between someone developing a 52 www.thiis.co.uk

pressure ulcer and then living with it for months, maybe years, to being able to reduce the risk with equipment, knowledge and intervention so that individuals never develop a pressure ulcer.

“In my view the NHS is failing So this is a our communities by not being challenge to all the commercial able to provide the right manufacturers of equipment at the right time” pressure relieving products in the UK from Your Turn. We know that a market exists for this type of product and that there is a customer base out there who want to buy such products. Now it’s down to industry to produce a range of products at a price that will make the products affordable enough that we should see them being used in every home, and care home residence throughout the UK. Claire can be contacted on 07890 922 757 or email info@your-turn.org.uk

VISIT US ON

STAND B59 www.tradedays.co.uk 18th & 19th October 2015 NEC Birmingham

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

Do you need your chair quickly?

It could be made and delivered to you within days!

Without comprimise on quality or options, choose from; 2 styles, 3 sizes, 4 fabrics and 3 different actions to make the chair you need now!

Ask your Prestige by Primacare Dealer for full details.

Seating Experts in Assistive Technology

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

new on the market New Personal Hygiene Chair Designed exclusively for use with the Clos-o-mat Palma Vita Shower toilet and developed in conjunction with Clos-o-mat, the Spectra Personal Hygiene chair brings a new level of comfort and efficiency for the shower commode chair/Closo-mat user.

The innovative, patented, design allows the seat to be manually lowered onto the toilet bowl. This lowering action is achieved with a handle which the user or carer can operate, and with which the weight of the user acts as a unique counterbalance. The handle can be specified for either side, or both sides of the chair dependent on the clients need or space restrictions A uniquely moulded seat base coupled with the design of the lowering mechanism overcomes the limitations of conventional seat/sleeve combinations. The washing effectiveness is improved but the biggest benefit is felt in the drying facility. Soft polyurethane inserts make the seat comfortable and easy to clean.

The Personal Hygiene Chair also has inbuilt height adjustability to enable it to be used with new, or existing, Clos-o-mat Palma Vita installations, without the need for costly adaptations.

For further information contact Aidservice on 01942 495012 or Clos-o-mat on 0800 374876

Trade Days September Half Page:Layout 1 8/25/2015 10:30 AM Page 1

The UK’s leading adjustable bed manufacturer Unit 71, 3rd Avenue Pensnett Trading Estate Kingswinford, West Midlands, DY6 7FF 54 www.thiis.co.uk

VISIT US ON

STAND D20 www.tradedays.co.uk

Tel: +44 (0)1384 408844 Fax: +44 (0)1384 880208 Email: sales@furmanac.com www.furmanac.com

18th & 19th October 2015 NEC Birmingham

VISI

T

STAN U S O N D B3 1 www .tr

aded 18th ays.c & 19 o.uk NEC th Octobe Birm ingha r 2015 m

new on the market Enhanced Minimo on offer

Accentu8, formerly Wilcare has launched a new combined swivel and rise and recline chair.

The arc is designed to give a unique 360° experience to users and the swivel, rise and recline and footrest features all operate independently.

Designer Angela Gidden has given the chair a contemporary design and a modern colour palette including blue, mustard and purple hues.

MD Anthony Kiff said: “The arc signals a new generation of chair for the healthcare sector. It is modern and attractive but offers superior functional and comfort features. There is a real market for design-led furniture. Care homes and other healthcare providers, as well as the users themselves, are crying out for contemporary designs that lift the look of a room as an alternative to more traditional chairs.”

The arc has 360° swivel action with auto-lock and extended horizontal recline to the ‘Trendelenburg’ position. The chair has easy grip arms to assist people getting in and out and a brushed chrome finish USB charger.

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

TGA has introduced an enhanced version of the folding Minimo Plus so retailers can offer a product that is easier to lift, provides an upgraded driving experience and delivers additional safety.

The Minimo Plus is an advanced lightweight design that combines the compact size of the original Minimo with extra features normally only associated with larger, mid-range mobility scooters. This latest Plus model can be easily folded in a single, one-handed action and has a new automatic safety sensor that reduces speed around corners, new removable seat and weighs only 21.85kg without the seat.

It also includes an ultra-lightweight lithium battery as standard which weighs a mere 2.65kg (5.85lbs). Call 01787 882244.

www.movingandhandlingpeople.co.uk

Combined swivel and rise and recline chair

MHP16_Ad.indd 1

56 www.thiis.co.uk

‘Care in Action’

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

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

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

The world’s first fold-away mobility scooter canopy Looks Turned out like rain? sunny? fold out the user-friendly canopy for protection...

fold it back easily for a breezy ride.

Its all in the fold…

Speedy

No long waits for a canopy to be made, and with the added benefit of it fitting virtually every scooter - instantly!

Versatile

From the largest 8mph scooters through to the smallest car-transportable, the ScooterPac’s clever design means one size fits all.

Robust

Aluminium construction for long term durability and no chance of rust! And state-of-the-art cover material too!

Call 03301 241733

scooterpac.com

new on the market Quality and economy from Nexus Nexus DMS Ltd has launched two new product ranges: ICON Community Care (adjustable profiling beds) and Motif (pressure-redistribution mattresses). The company says that it offers the ideal antidote to having to choose between high quality and low price.

ICON has a safe working load of 210 kg (33st), with a range of specifications, including with/without side rails, Esteem enclosed head/foot boards and a vast choice of fitted accessories.

MD John Robinson says that the ICON Community Care range is purpose-designed to offer the market both great value and product durability: “We hear horror stories from retailers of certain manufacturers’ beds being purchased at very attractive prices, but which when sold onto their customers are breaking down within weeks. Then, when spare parts are ordered from the manufacturer, they are either unavailable or taking 6 weeks to arrive – leaving both the retailer and their customer in a very difficult position”.

He added: “ICON is our solution to help eliminate this problem – we’ve taken our years of experience building top quality profiling beds and poured it all into our most practical, durable and cost-effective design yet.”

John says that both ICON and ICON-Low are held in stock at Nexus’ Midlands base for quick supply, along with a full complement of spare parts, which can usually be supplied next-day if required. The range is offered at single-unit

and volume pricing for trade customers and Community Equipment Services.

The company is also marketing low, medium, high and very high risk static foam mattresses in the new Motif range, purpose designed for profiling care beds. The range comprises CMHR (Combustion Modified High Resilience) foam specifications, including the innovative Geltex upper Motif-Gel-3 designed for optimum performance at what the company describes as ‘a less-than-premium price’.

John told us: “We have been very careful to ensure every mattress in the Motif range is extensively tested - including pressure mapping and roller-fatigue testing – to verify the pressure-redistribution credentials we claim. As with the ICON Community Care range, trade customers benefit from exclusive pricing discounts when purchasing Motif in volume.”

Call 01905 774695 or visit the website at www.nexusdms. co.uk

Contact us today on

01274 735041

We are your perfect partner for all Healthcare Product Logistics.

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

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

Visit us at www.hdd-ltd.com

Follow us @HDDltd

Join us /HDDLtd

Insurance, Finance & Warranty Available The Professional Dealers Choice

Call for more information:

01476 513789 sales@markbatesltd.com

SPECIALIST INSURER

www.premiercare.info

Mark Bates Ltd are authorised and regulated by the Financial Conduct Authority FRN 308390

Mentoring: The latest movement that’s here to stay One of the seminars at Trade Days this year is all about mentoring and what it means to a business. It is being presented by Emily Webb, an award winning entrepreneur, designer and director of Oarsome Potential Ltd. She was the youngest person ever to pitch on Dragon’s Den and now runs a business that trades internationally.

Here, Emily writes about mentoring and what it means to her…

It’s a fashionable buzzword at the moment but make no mistake, mentoring has been around as long as humans have; we just package it differently today. Google turns out umpteen definitions of mentoring, but the one that perhaps resonates best is: “Mentoring is a brain to pick, an ear to listen, and a push in the right direction” by John Crosby.

You may not even be aware but chances are you’ll have experienced a mentoring relationship at some stage in your life and career. But what does mentoring look like, how does it feel and why is it important?

Mentoring looks like two people, usually one with more experience than the other, in a mutually relevant area, sat somewhere quiet, talking. If you listen carefully, you’ll hear the mentor asking the questions and the mentee answering and expanding. Skilled mentors will usually use their questioning skills strategically so the mentee actually answers the majority of their own queries, whether they are professional or personal conundrums.

Mentoring feels empowering, helpful, inspiring and motivating – whichever side of the conversation you’re on. Experience and studies show the benefits of mentoring include achievement, improved morale, job satisfaction & retention, motivation, better cohesion, improved

performance and personal growth for both the mentor and the mentee. Translate these benefits in to the work place and suddenly as a people manager, this becomes something extremely powerful.

A perfect example of this is a young freelance sports coach I mentor. As a sports coach, he is an absolute perfectionist in his craft and knows coaching inside out but wanted to develop his business skills and grow his profitability. From months of mentoring sessions, I knew he had a difficult meeting approaching with a complex management situation at the club he worked at which he felt incapable of handling so I encouraged him to prepare.

Knowing he was about to face one of the most demanding meetings of his career and as an enthusiastic young woman with ten years business experience, I wanted to wade in, act on his behalf and get the outcome he desperately needed. However, a critical aspect of the mentoring relationship is being able to hold back and instead be that quiet voice of guidance and encouragement from the sides that no one else

VISIT US ON

STAND C15 www.tradedays.co.uk

EXCLUSIVE

Tel: 01254 619000

60 www.thiis.co.uk

|

Email: enquiries@able2.eu

|

www.able2.eu

18th & 19th October 2015 NEC Birmingham

Made to Measure in Great Br itain

Invictus Games 2014

Boris Johnson at the WWRC15 launch

Join Roma at BT WWRC15 Bringing together the World’s best wheelchair rugby teams alongside the Rugby World Cup www.wwrc15.com Proud to supply

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

can hear. Instead, I facilitated his preparation, threw in a few pearls of hard experience and waited to hear how he got on. Stunned and elated, he informed me that whilst it was tough, he stuck to the plan and had almost arrived at the hat trick he hoped for.

This kind of outcome is rewarding not only for him, who now has the experience and confidence to do this again in the future, but also personally rewarding for me. As a mentor you feel a sense of pride watching your mentees grow and develop. Rather than taking over, the purpose of mentoring is to develop the person so they gradually need you less, letting you get back to business.

It is no surprise that internal mentoring projects are popping up in organisations all over the UK. Joining the movement will require your time, commitment and buy in from staff– but the benefits, (especially to your bottom line) can make it really worthwhile, especially in the healthcare industry. Our industry requires newcomers and juniors on the frontline to understand our industry’s values of respectful, ethical and caring selling to some of the most vulnerable people in our society. We need to put both their needs and our own targets in the forefront of our work and consider our commercial and social responsibilities. For more experienced senior staff, this will be engrained, but for the juniors in our organisations, this can take some time. Perhaps investing some time having your senior sales team formally mentor your juniors, sharing best practice, knowledge

and including your suppliers or engineers too in the outcomes of these mentoring sessions will enable you to see real financial return on your time.

It’s critical to ensure your staff understands the essence of mentoring so they get the best out of the sessions. You can then start pairing up your employees, but be careful to ensure they’re not in the same chain of command; the mentoring relationship requires honesty, trust and being able to open up about challenges. You could invite your employees to identify team members they would “Mentoring feels like to mentor and helpful, inspiring be mentored by; this will help their buy in. motivating” Depending on your organisation, you may want to set the times these sessions can happen or allow your staff to work it out. The first few sessions may be a bit shaky and you may have to move some people in to pairs that fit better, but you’ll soon see the difference in your team. But who mentors the people at the top? You may need to step outside your organisation for this part…

For further guidance on mentoring at the top and info about setting up mentoring projects, head to www.Emily-Webb.com. Emily is on Twitter at @EmilyHWebb.

For more details of Emily’s seminar at Trade Days, along with over 30 other free sessions, go to www.tradedays.co.uk

empowering, and

Prism Medical UK acquire Smirthwaite Prism Medical UK has acquired Smirthwaite Ltd, the manufacturer and supplier of a wide range of specialised equipment for children and young people with special needs.

Devon based Smirthwaite has been designing, manufacturing and selling equipment for almost 30 years, selling to both the UK and global markets. Smirthwaite will operate as an independent business for the foreseeable future with Richard Snape continuing in his role as Managing Director along with the senior management team.

The acquisition of Smirthwaite is expected to increase the Prism group turnover to c. £40 million.

Prism CEO Stuart Meldrum said: “For some time Prism has wanted to extend its offering into paediatric. In Smirthwaite we have acquired an excellent company that has demonstrated 62 www.thiis.co.uk

significant growth in recent years, and has developed a range of products which are highly regarded by its customers.”

Richard Snape, Smirthwaite MD added: “Smirthwaite has huge potential for increased growth.

There is now further impetus for this growth with the addition of the expertise and capabilities of the Prism group.”

“For some time Prism has wanted to extend its offering into paediatric”

We’ve changed our look

Following the introduction of our new Style seat earlier this year, we are pleased to confirm that the next stage of the Handicare 2000 makeover is now in production.

Our new sleek and stylish slimline foot improves the overall look of the installation is supplied as standard with the Handicare 2000’s new adjustable stanchion system.

Our adjustable stanchions enable easy on site fine tuning which, when combined fewer than ever track joints, mean you can offer your customers the smoothest, most stylish Handicare 2000 stairlift solution ever.

Call your Handicare Business Development Manager to learn more about the Handicare 2000’s latest improvements.

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

New guidelines to provide retail opportunity for simple product According to Angus Long, Managing Director of Embryonyx, new NICE Guidelines, issued earlier this year, aimed at addressing the huge problem of deaths due to cold weather are expected to increase sales of the B-Warm Heated Seat Cover.

Angus told us: “The B-Warm is a very ingenious product that fits most chairs and offers users a low cost and easy method of staying warm when ambient temperatures drop. Since we launched it in December last year, the B-Warm has been well received and is now stocked by a number of retailers such as Millercare, Allardyce and Fortuna Healthcare.”

Angus believes that sales are set to increase markedly following a recent government guideline. “The NICE guideline calls on health and social services to do more to tackle cold home deaths and illnesses. The guideline makes a range of recommendations including ways to prevent people from succumbing to hypothermia, the principle cause of domestic fatalities due to cold homes.”

He added: “It is no surprise really when we consider that last winter alone 15,000 people died from being cold at home and that over the past 4 decades around 1,603,510 people have suffered premature death from cold weather*.”

Mike Glynn Director of MG Retail Consulting explains how he thinks the new NICE guideline will offer retailers a great opportunity. “Councils and social services will now be looking at how they can address the key actions of this guideline. With a retail price of £79 the B-Warm offers a very quick, low cost, solution to this problem and is, in many respects, going to be far more effective than free insulation or double glazing in preventing hypothermia.”

Preventing a drop in core body temperature and hypothermia are not the only benefits the B-Warm offers as Elaine Ferguson of Fortuna Healthcare explains: “Fortuna has been selling the B-Warm “We quickly realised that a lot for a few months of customers were interested now and while keeping warm was in it for the therapeutic the initial message properties this heated seat we promoted, we quickly realised that a cover offered” lot of customers were interested in it for the therapeutic properties this heated seat cover offered. One customer in particular was in considerable discomfort due to terminal illness and the warmth provided by the B-Warm on his chair eased his aching bones, joints and muscles.”

Embryonyx can be contacted on 0845 3008823. The website is at www.embryonyx. co.uk *Office of National Statistics

Easy to display, easy to sell. This model is in the showroom at Active Mobility in Billingham.

64 www.thiis.co.uk

The product has recently been shortlisted for a prestigious Green Apple environment award

New Cost Effective Pricing for TRU-Balance® 2 Power options 2 power tilt system

2

2 power recline system

power tilt and recline

Only available with: Q6 Edge / Lightning / Q610 Standard / Q600 Sport TRU-Comfort® Plus / Synergy Seating Systems

TRU-Balance® 2 Power Tilt - Features

TRU-Balance® 2 Power Recline - Features

•

Offers gravity shifting Tilt

•

Featuring 95-168° of recline

•

Featuring 0-55 degrees

•

21 Stone 6 lbs weight capacity

•

Lower standard seat-to-floor height

•

Does not increase seat-to-floor height

•

21 Stone 6 lbs weight capacity

•

Standard shear reduction

*Q6 Edge with TRU-Balance® 2 Power Tilt and Recline

QuantumRehabUK

#ileveluk

Tel: 01869 324600 Email: sales@quantumrehab.co.uk Web: www.quantumrehab.co.uk

jobs on offer

Quantum Specialist Required

Area Sales Manager (South East inc. Central London) Competitive salary + vehicle + benefits / commission This is an Exciting role with a leading Mobility Manufacture and supplier covering the South East of the UK, including Central London and surrounding areas.

The role will necessitate maintaining existing accounts but creating new ones too!!

Some of your key responsibilities will be: •

Acting as an ambassador / role model for the business, promoting all products within the Pride range.

•

Maintain accurate records via our CRM system.

•

Achieve growth through planned appointments, tenders/ exhibitions etc.

South / South East / Home Counties As a market and world leader in innovative powered wheelchair design, a unique opportunity has arisen for someone with high levels of energy, drive and ambition to join our successful Quantum rehab Product Specialist team.

This fantastic opportunity will require determination, energy and focus and in return we will offer competitive salary, vehicle and other benefits including clinical training.

Candidates will be required to demonstrate a successful sales career within the mobility sector. Have exceptional communication (written/verbal) skills as well as the gravitas and passion to be part of this leading manufacture.

Focussing on the NHS but with a keen eye on the private healthcare sector, the ideal candidate will have been a powered wheelchair sales specialist focussed on rehab wheelchairs for some time, ideally over three years.

To apply for this position please forward your CV along with a covering letter to Tracy@pride-mobility.co.uk Closing date for applications 5.30pm on Friday 25th September 2015.

Contact Quantum for more information: marketing@quantumrehab.co.uk

pride-mobility.co.uk

Position:

Business Development Manager x 2

Clinical Seating Specialist MIDLANDS/SOUTH

As a result of continued expansion we are able to offer a really interesting and varied role as a Clinical Seating Specialist ideally based within reach of London and Birmingham.

Ortho Europe (OE) is a central element of the Ability Matters Group, a dynamic healthcare business that has recently been listed as a Sunday Times HSBC International Track 200 company. OE is primarily focussed upon the manufacture/distribution of prosthetics, orthotics, wheelchairs and specialist seating. In the UK we enjoy an excellent and growing relationship with the NHS mainly through OE’s sister company Opcare. We see the specialist seating /wheelchair sector as a particularly strong opportunity for further growth.

As a key member of the multidisciplinary team, you will be required to play an active role in the prescription of custom-made and ‘off the shelf’ seating products to effectively meet the specific needs of the client.

Ideally, the successful candidate should hold a relevant degree/HNC/ HND and/or have proven knowledge and experience within this area of the healthcare industry. Experience as a Clinical Technologist/Rehab Engineer would also be of interest.

Confident and competent in the wheelchair/specialist seating area, you will also (ideally) be familiar with the use of 3D scanning techniques.

Able to work independently you will also be backed by an experienced team. You will be supported by our production facility in Bradford – we use the very latest in carving machinery and employ those with the specialist skills to fabricate bespoke seating solutions.

You must have a sympathetic approach to clients and be able to work as part of a multidisciplinary team in a clinical setting. You will be highly motivated with excellent communication skills to become an important member of the established and successful team.

Full training on the OE approach and our products will be provided to reflect the successful applicant’s experience.

To apply send your CV and covering letter to mark.bryden@abilitymatters. co.uk. We will welcome the opportunity for an initial informal telephone conversation to discuss the above opportunity.

Company: Mackworth Healthcare Salary: £25-30K uncapped OTE Locations: South West (South Wales, Avonmouth, Bristol, Devon, Cornwall etc) / Midlands Reporting to: National Sales Manager Job Description: Macworth Healthcare is searching for two Business Development Managers to cover the South West and the Midlands.

The main role of the Business Development Manager is to create and develop new and profitable business sales to community equipment services, dealers, nursing and residential homes where applicable. All of these are measurable via definitive sales weekly and monthly.

The role will involve regular customer visits in the region of 4.2 – 5 calls average per day (minimum of 4 days per week) and accommodating a half to one full day maximum for administration and general management of diary planning / reports to your line manager.

The role is a prerequisite in the following areas: • To generate new business sales (primary function) • To further develop relationships and additional business with existing clients • To provide information on the market that identifies potential opportunities for growth and development of the business • To maintain effective records of business development activity via a customer relationship database or relative administrative recording as determined by your line manager. This must be communicated effectively to key personnel within the business.

You will be dealing with the Senior BDM, SD, Managing Director and Customers alike. However there may be a need to interact via their Line Manager with general staff within the business with regards to the sales nature of the role (e.g. operations & customer services etc.).

Key tasks • Create and develop new business sales quickly to the appropriate sectors of NHS Community (loan stores), NHS Acute and Nursing & Residential sectors accordingly. Be mindful of acquiring appropriate and successful dealers, secondary to direct selling to loan stores.

• Regular New Customer Communication (Daily) • Daily Product Demonstrations • Developing New Business Sales (weekly & monthly) • Telephone Communication / Telesales supporting direct visits • Customer Service / Sales development calls (4.2 to 5 calls per day average with one administration day provided) • Reactive calls to repair product or customer service problems in the field • General marketing and promotion of the company and the companies goods • Maintain a smart and outwardly professional appearance to customers (physical being and company vehicle / products) • Be responsible for your own continued professional development in regard to competitors and changing economic circumstances to enable best function of new business development (e.g. Competitor new product launch or changes in NHS budgets etc.)

To apply for the role, send your CV to cara.smith@prismmedical.co.uk

THE LUXURY SCOOTER

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

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

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

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

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

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

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

We reserve the right to change specifications without prior notice.

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

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 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children – September 9th & 10th – Block 1: Mechanical, 15th & 16th – Block 2: Technical, 23rd & 24th – Block 3: Clinical. City & Guilds Accredited and endorsed by the College of Occupational Therapists.

Halesowen. £185 +VAT per Block.

Invacare – Alber training – September 9th 2015 – Bridgend - FOC Sunrise Medical Limited - Manual Mobility Selection: Linking Assessment to Appropriate Prescription (CMAN) - Wednesday 9th September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Sunrise Medical Limited - Manual Wheelchair Assessment (CMDE) - Thursday 10th September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Dealers (CMDE) - Tuesday 15th September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Sunrise Medical Limited - JAY Product Training for Dealers (PJAY) - Wednesday 16th September 2015 – West Midlands – £100 but receive £470 RRP worth of JAY seating products upon course completion.

Global Training by Silvalea – Amputee Sling Solutions - 16th September 2015 - Interactive Online Training - FOC.

68 www.thiis.co.uk

Invacare - Servicing/Maintenance & Adjustment on Manual Chairs – September 16th 2015 – Bridgend – FOC Radcliffe Rehabilitation Solutions Ltd - In conjunction with the British Association of Occupational Therapists, Regional Committee Wales - Seating Principles & Pressure Management - Wednesday 16th September 10:00am to 4pm - Newtown AFC, Newtown Powys - Refreshments will be supplied including lunch. FOC Invacare - Servicing/Maintenance & Adjustment on Power Chairs – September 17th 2015 – Bridgend - FOC Global Training by Silvalea – Walking & Standing Harness Solutions - 17th September 2015 Interactive Online Training - FOC. Invacare - Pressure Ulcer Awareness & Mattress Care – September 22nd 2015 – Bridgend – FOC Invacare - Scooter Servicing/Maintenance – September 23rd 2015 – Bridgend - FOC Quantum - Quantum powerchair training programme - Thursday 17th September 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Quantum training. This will be returned to you once the specific training has been attended.

Global Training by Silvalea – Paediatric Sling Solutions - 23rd September - Interactive Online Training - FOC. Sunrise Medical Limited - Scooter and Powerchair Service and Maintenance (TPSM1)

- Wednesday 23rd September 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Pride Mobility Products Ltd Training - Introduction to Pride Mobility Products Technical Trouble Shooting – September 23rd 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Global Training by Silvalea – Sizing & How to Measure - 24th September - Interactive Online Training - FOC. JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating 24th September 2015 - FOC - Peterborough, JCM Head Office Kirton Healthcare - Seating Awareness Day Wednesday, 30th September 2015 - BHTA, Wellingborough - FOC

OCTOBER 2015 Invacare - Servicing/Maintenance of Patient Lifters – 1st October - FOC – Bridgend Invacare - Kuschall (Dealers only) w- 6th October- FOC - Bridgend R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. 6th & 7th – Block 1: Mechanical, 13th & 14th – Block 2: Technical, 20th & 21st – Block 3: Clinical - City & Guilds Accredited and endorsed by the College

training diary of Occupational Therapists. Halesowen. £185 +VAT per Block Sunrise Medical Limited - Powerchair Service & Maintenance – Mechanics (TPSM4) Wednesday 7th October 2015 – West Midlands – FOC to Sunrise Medical Account Holders Invacare - Power Chair Controls Set-up & Operation - 7th October – FOC – Bridgend Invacare - Fault Finding on Power Chairs – 8th October – FOC – Bridgend Sunrise Medical Limited - Powerchair Service & Maintenance – Electronics and Diagnostics (TPSM2) - Thursday 8th October 2015 – West Midlands – FOC to Sunrise Medical Account Holders Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – 7th October 2015 - Ilminster. FOC including Lunch.

JCM Seating Solutions Ltd - Technical Training - 8th October 2015 - Free of charge – Peterborough Invacare - Introduction to Invacare Manual Wheelchairs – 13th October – FOC – Bridgend Invacare - Servicing/Maintenance & Adjs on Manual Chairs – 14th October – FOC – Bridgend Kirton Healthcare - Seating Awareness Day - Wednesday, 14th October 2015 - Alton, Hampshire - FOC Invacare - Servicing/Maintenance & Adjs on Power Chairs - 15th October – FOC – Bridgend Global Training by Silvalea – Complex Sling Solutions 1 - 14th October 2015 - Interactive Online Training. FOC. Global Training by Silvalea – Complex Sling Solutions 2 - 15th October 2015 - Interactive Online Training. FOC. Global Training by Silvalea – Manual Handling Products - 21st October 2015 - Interactive Online Training. FOC. Pride Mobility Products Ltd Training -

Introduction to Pride Mobility Products Technical Trouble Shooting – October 21-22 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Pride training. This will be returned to you once the specific training has been attended.

Invacare - Servicing/Maintenance of Mattress Pump – 21st October – FOC – Bridgend Invacare - Servicing/Maintenance of Mattress Pump - 22 October- FOC – Bridgend Global Training by Silvalea – An Introduction to Slings - 22nd October 2015 - Interactive Online Training. FOC. Sunrise Medical Limited - Mobility and Seating System Selection: A Paediatric Focus (TPSM2) Thursday 22nd October 2015 – West Midlands – FOC to Sunrise Medical Account Holders.

Invacare - Pressure & Posture in Wheelchair Seating - 27 October – FOC – Bridgend Invacare - Robin Overhead Hoist – 28-29 October - FOC - Bridgend Quantum - Quantum powerchair training programme – 29th October 2015 – Pride Mobility - A deposit is required for each delegate that you wish to attend the Quantum training.

This will be returned to you once the specific training has been attended.

NOVEMBER 2015 R82 UK Ltd - Structured Training in the Management of Medical Devices – Posturally Supportive Equipment for Children. 10th & 11th – Block 1: Mechanical, 17th & 18th – Block 2: Technical, 25th & 26th – Block 3: Clinical - City & Guilds Accredited and endorsed by the College of Occupational Therapists. Halesowen. £185 +VAT per Block Sunrise Medical Limited - Power Mobility: Matching Technology to Need (CPOW) Wednesday 11th November 2015 – West

CONTACTS FOR BOOKINGS Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com Sunrise Medical – Laura Payne on 01384 421 538, email laura.payne@sunmed.co.uk, or visit www.SunriseMedical.co.uk/STEPS Global Training by Silvalea - +44 (0) 1626 331655 info@silvalea-globaltraining.com or visit www.trainingbysilvalea.com Quantum Rehab – Call Hayley 01869 324600 or email sales@quantumrehab.co.uk Pride Mobility – Call Chris on 01869 324600

70 www.thiis.co.uk

or email service@pride-mobility.co.uk R82 UK Ltd – Call 0121 561 2222, or email Martyn Davis on mda@r82.com Electric Mobility – Call Sharon Newton on 01460 258118 or email sharon.newton@ electricmobility.co.uk JCM – Contact Rachel Davis on training@ jcmfactory.co.uk Radcliffe Rehab Ltd - Call 01280 700256 or email enquiries@radclifferehab.co.uk

Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – Toileting Sling Solutions - 11th November 2015 - Interactive Online Training. FOC. Sunrise Medical Limited - Power Wheelchair Assessment (CPDE) - Thursday 12th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders Global Training by Silvalea – In-situ Sling Solutions - 12th November 2015 - Interactive Online Training. FOC. JCM Seating Solutions Ltd - Postural Management Workshop: Specialist Seating - 12th November 2015 - Free of charge – Peterborough Sunrise Medical Limited - NEW FOR 2015!

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

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

Global Training by Silvalea – Amputee Sling Solutions - 18th November 2015. Interactive Online Training. FOC. Global Training by Silvalea – Walking & Standing Harness Solutions - 19th November. Interactive Online Training. FOC. Sunrise Medical Limited - Seating and Positioning for Function and Mobility - for Clinicians (CSEA) - Wednesday 25th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders Sunrise Medical Limited - The JAY Portfolio - a Clinical Perspective (CJAY) - Thursday 26th November 2015 – West Midlands – FOC to Sunrise Medical Account Holders

MORESALES

OPENUP

MINIMO PLUSMORE SALES@TGAMOBILITY.CO.UK WWW.TGAMOBILITY.CO.UK

01787 882244

n

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

n

NEW removable seat for easier lifting

n

NEW carbon fibre components – only weighs 21.85kg without seat

n

NEW adjustable ergonomic armrests

n

NEW high visibility LED light

n

Folds in a single, simple movement

n

Larger pneumatic tyres

n

Ultra-lightweight lithium battery – 2.65kg

n

Enhanced 270w motor and 70ah S-Drive controller

n

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

n

115kg (18st) user weight capacity

CELEBRATE OUR 30TH BIRTHDAY WITH US AT TRADE DAYS AND BENEFIT FROM EXCLUSIVE TRADE OFFERS – STAND B40, 18-19TH OCTOBER, NEC

0943TGAadMinimoPlusThiisSeptOBCv115v1.indd 1

24/08/2015 10:20

THIIS is produced by BHTA Engage: 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH Tel: 01933 278 086 E-mail: newsroom@thiis.co.uk Providing news and views in

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