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THIIS Trade Magazine • Issue 223 • April 2017

Issue 223 • April 2017

Providing news and views in the trade since 1999


For everything new

Providing news and views in the trade since 1999

Dealer conference out of this world NEW TO THE TEAM RECRUITMENT TIPS





Why sell a stairlift when you can sell a real lift? ●

Smallest footprint of any home lift

A neat and discreet alternative to a stairlift

Surpisingly affordable lift options, prices start from just £10,000 No load bearing walls required; can fit almost anywhere, even in a small cupboard

Aesthetically pleasing; a lift to be proud of

One day installation, with minimal disruption

Earn up to an amazing


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


For more information call


0808 274 2789



…from the editor Handicare’s cleverly named ‘Stair Trek’ conference aimed to blast their dealers out of this world with business tips, product demonstrations and awards. Matt Armstong received the Elite Partner award on behalf of EMS Lifts and is featured on the front cover. The conference revealed Handicare’s dedication to their customers and a willingness to try something new, different and fun to engage and build stronger relationships. Also in this month’s issue, we caught up with a couple of retail directors who answered the question, ‘how can manufacturers make retailers’ lives easier?’ The feedback gives some insight into some of the issues retailers can face and how these can be avoided and resolved. For many businesses, there may be services out there which could dramatically help support and create new opportunities that may never be considered. We caught up with an experienced business coach and recruitment consultant to find out why their services could be right for your business.

Don’t be shy, why not get in touch...

Editor Calvin Barnett 01933 278086

Advertising Enquiries

Calvin Barnett

Lauren, Jayne or Sue 01536 317000


On the front... New theme, same customer focus. Page 34.

You can find THIIS on Twitter at: wwwthiiscouk

INSURANCE & FINANCE A helping hand when you need it most.

Call us today 01582 840067 3

“Admiral Slack’, ‘Captain Stockdill’ and ‘First Officer Edwards’ took their places on the Bridge and invited the ‘Stairfleet Federation’ members to hear about their latest mission”

“Bringing recruitment inhouse will save money, right? That is often the assumption, but sometimes not the case.”

“What is the number one challenge in your business right now?”

“Everyone likes the simplicity and believes it has great potential”

Contributors this month...

Antony Elkington Trusted Recruiter

Gail Gibson Business coach


Dealer training proves a success Page 8


“I love the mobility industry. Every product we supply is needed and a necessity. That’s what I like”

New export tool excites industry Page 6

18 years of success for Repose Page 22

Recruitment tips Page 30

Different theme, same customer focus Page 34

Getting on board with a Business Coach Page 38 How can manufacturers make retailers’ lives easier? Page 48

Retailer April special offer Page 59


TRAVEL FURTHER WITH •RELIABLE •LONGER LASTING •100% GENUINE GEL Full Range of Haze GEL Batteries available Easystart Ltd. Tel: 01536 203030 Website: Email:

New export tool excites industry Global Healthcare Trader (GHT), the new tool for companies looking to find distributors around the world, has already had over 30 companies request to become export partners and be listed on the site. GHT has been developed by BHTA’s commercial operation, BHTA Engage Ltd. The tool centres around a simple search facility that enables companies wishing to import new products the ability to find businesses looking to sell into their country. The website has been heralded for its ease of use and simplicity, with users able to find companies in just a couple of clicks. BHTA Engage Director, David Russell, says that the reaction to the site has been overwhelmingly positive. “I have been involved with a lot of product and service launches over the past 30 years in this industry, but GHT has really caught people’s imagination very quickly. Everyone likes the simplicity and believes it has great potential,” explained David. Partnerships are also being built with organisations around the world to spread the message about GHT. David added: “We already have some partnerships in place with influential organisations around the world and more will be announced shortly.” Along with UK companies, businesses from Italy, Belgium and France are already on board, with enquiries received from Finland, USA and Australia as well. GHT is in a ‘soft pre-launch’ period at present and David says that now is the time to get


Smart Ideas For Easier Eating And Drinking 6


involved if your company is looking to export. “The website has already had 5,743 page views with an average reading time of over 5 minutes and we are starting to get visitors from all over the world – all this before we have activated any of our full launch programmes.” For the companies on GHT, it is all completely free right now. “All the companies listed already are on GHT for free and will pay nothing until the main launch. When that happens, in a few months’ time, they will have a £200 “If you are interested in discount off the yearly exporting, now is the time membership fee. By that time, they will get involved” have had considerable free exposure and may even have made contact with potential business partners around the world. So, if you are interested in exporting, now is the time to get involved.” The easiest way to see how powerful GHT is will be to use the search facility and select a country such as Australia – you will then see all the companies looking for a distributor in that country. Companies interested in being on GHT can enquire through the ‘Become Listed’ section. To learn more, visit





Hidden Features

Herkömmlicher Becher

For More Info:


T: 01254 619000


Mugs with Becher mit Internal Trink-TrickCone

Dealer training course proves a success TGA hosted its latest technical training course, welcoming a number of dealer engineers from its network to its headquarters in Sudbury, Suffolk. The training course involved a day full of tips and advice for dealers, including a variety of educational sessions relating to TGA products and services and initiatives. Dealers were also given a presentation on a new, fast online warranty service to help support dealers and save time for TGA trade customers. The company also highlighted internal processes focusing on quality control in a separate presentation before the engineers were given a guided tour around the offices, warehouse and workshop facilities. The rest of the day was dedicated to a product training workshop, providing technical guidance on the Breeze and Minimo ranges. Engineers were invited to get involved with Q&A sessions in the workshop and see from a hands-on


perspective how to service and repair TGA scooters more effectively. Dom Thomas, TGA Service Manager said: “The feedback we have received from the engineers attending “Seeing us ‘warts and all’ our latest training means they get a true feeling course has been really positive. Seeing us of our traditional family-run ‘warts and all’ means values” they get a true feeling of our traditional family-run values whilst changing the perception many have that we are only a small company.” To find out more, visit

Hamble & Heddon Waterfall Back Design 1 Year Guarantee up to 20 Stone

Modern lines & great value for money Hamble


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No compromise on comfort FIRA Tested for your peace of mind Value for money


Year Guarantee Riser Recliners

Terms & Conditions apply. E. and O.E- v 1 Final-October 2016

Choose our furniture with confidence All riser recliner chairs are tested by FIRA The leading authority in furniture safety by design.

Approved Dealer


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A2 Poster & Spec Sheets

Economy Risers


New Sales & Marketing Materials available for our Network of Authorised Dealers, call & request yours today!

Place your order today with our Customer Service Team

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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 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

Are you selling or would you like to sell specialist seating? The specialist seating market is buoyant and growing quickly. For the past 8 years we have sold our exclusive range very successfully using unique marketing methods that have generated substantial sales. We are now on the lookout for businesses to work with. You’ll get your own exclusive territory, plenty of support and a tried and trusted product range to offer to clients. Whether you are already selling specialist seating or you would like to become active in the sector, we have the right products for you.

Interested? Then call us on 0800 0467 448

Call Free

0800 0467448

You can find more details about us at



Finance Available

Insurance cover

Roadside Recovery

No consumer credit license required

Comprehensive cover with amazing customer service

24/7 recovery to get your customer and their mobility vehicle home

Just call or email us – our friendly team is waiting for your enquiry!

01582 840 067

Copyright Š2017 First Senior Group, First Senior Insurance Services Limited, First Senior Finance Limited. First Senior Insurance is authorised and regulated by the Financial Conduct Authority. All rights reserved. Registered in England number 3504591 Registered office: Unit 2-3, Cotswold Business Park, Millfield Lane, Caddington, Bedfordshire. LU1 4AR.

Retailer’s partnership with national charity Online retailer has been in partnership with the Stroke Association since early 2015 after the company’s Managing Director, Alex Wrenn, experienced first-hand the work the charity does. The Stroke Association works directly with stroke survivors and their families, as well as health & social care professionals to campaign for better stroke care. After a stroke impacted one of Alex Wrenn’s family members, he became increasingly aware of the work undertaken by the Stroke Association. Keen to make a difference to the lives of other stroke survivors and their families, the retailer partnered with the charity with an aim of helping raise funds, as well as offering a broad array of products to stroke survivors. Alex explained: “We felt we could provide a more comprehensive range of rehabilitation products than had historically been offered through the Stroke Association. The charity itself could see that we had integrity as an organisation and the potential to work together for the benefit of stroke survivors and their carers.” Essential Aids donates 5% of the purchase price of an order from a stroke survivor or carer 12

to the Stroke Association. The retailer also includes a wide collection of useful content on its website about stroke health, as well as stroke survivor case studies that the company has collated. “We felt we could provide a The company says that an important more comprehensive range ethos of EssentialAids. of rehabilitation products com is to make a difference and is than had historically been looking ahead to offered through the Stroke ‘Make May Purple’, an annual stroke Association” awareness month which invites people across the UK to join in with fundraising and awareness-raising activities. To find out more about the retailer, visit For more information about the Stroke Association, visit

Simplymed RTS and Frame Code SMT018 Compatible with TCES code TA04 • • •

• • • • • •


Fits over most WC suites Comfortable ergonomic seat Rotational Mould to prevent water ingress Clip-on/ clip-off seat for easy cleaning Integral handles to allow the user to rise from the toilet easily Rubber ferrules not TPR to prevent slipping Ideal solution for people who struggle when raising on and off the toilet 154 kg (24 stone) weight limit Width between arms 495mm Depth 480mm Adjustable height seat 450-600mm

For all your mobility aids please contact one of our sales team on 01942 243999 or email us at

MAXIMUM PERFORMANCE FOR MOBILITY Market-leading batteries, chargers and tyres developed especially for the mobility industry.

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


Please contact us for more information on the complete Strident range of mobility products and customer service.

THE POWER BEHIND THE BRAND Tel: +44 (0) 1362 300102 Fax: +44 (0) 1362 300103 Email: Global House, Hall Lane, Dereham,Norfolk NR20 3GG

round up

Mountain Trike introduces 0% finance The Mountain Trike Company is now offering finance packages to customers to help with the buying process of their all-terrain products through their finance partner, Divido. Tim Morgan, Managing Director at the Mountain Trike Company, said: “We know there are options available to help with the purchase of mobility equipment, such as charity funding or self-fund raising, but because this isn’t an option for everyone, we wanted to find a suitable, safe and viable finance scheme.” The company says the process aims to be simple and flexible, offering several 0% packages to UK customers with low monthly payments and a fee-free early payback option. For more information, visit


Europe’s largest test drive and independent mobility event!

1-3 June 2017

NAEC Stoneleigh, Warwickshire Free, fully accessible and fun for all the family!

Racing Driver Nic Hamilton, brother of F1 Driver Lewis Hamilton, to open the show!

Open 10am daily. Test, drive and compare the latest: • Accessible vehicles • Adapted driving controls • Mobility scooters • Wheelchairs • Ramps • Hoists • Innovative ideas for easier mobility & more!

Register now for all the latest news at: and follow us on Facebook Official Media Partners:

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24/02/2017 17:25

Classic Canes celebrates 35th anniversary

(Left) Ben and Diana in 1989. (Right) The Classic Canes team.

Classic Canes is celebrating its 35th birthday in 2017 and reflects on its humble beginnings of handwritten invoices, delivery drop offs on the school run and the kitchen production line. The company was started by Ben and Diana Porter in 1982, who discovered the woodlands around their home in Somerset grew raw materials needed for walking sticks. The couple sold the wood to a walking stick factory in Surrey and sold the finished sticks to local retailers, with invoices written by hand and deliveries made from the back of Diana’s car in between school runs. In 2003, the Porters’ daughter, Charlotte Gillan, joined the company, becoming managing partner and later managing director in 2011. Charlotte commented: “It seems a long time since my parents started the business. Then we had walking sticks stored in the kitchen and we would label and package them at the kitchen table. Sometimes the stock overflowed into our bedrooms.” The family business has grown steadily since 16

then, now employing ten members of staff and supplying a range of over 700 walking sticks, seat sticks and umbrellas to retailers in 40 countries. “We had walking sticks stored Charlotte added: “We have many in the kitchen and we would customers who have label and package them at been with us for several decades and the kitchen table. Sometimes I hope that many who the stock overflowed into our are stockists now will still be buying bedrooms” from Classic Canes in another 35 years’ time.” To find out more, visit

round up

DB Shoes win at the 2017 Footwear Industry Awards DB Shoes has won the Comfort/Wellness Footwear Brand of the Year award at the 2017 Footwear Industry Awards ceremony. The UK manufacturer creates wide fitting footwear, specialising in shoes, boots, sandals and slippers and was the first recipients of the Healthy Footwear symbol in 2009. The ceremony saw a number of players in the footwear sector gather at the National Conference Centre in Birmingham and marked the sixth anniversary of the Footwear Industry Awards. The Comfort/Wellness Footwear Brand of the Year accolade is an independent stamp of

endorsement recognising the DB Shoes brand nationally. The company thanked its stockists for helping build the brand alongside DB Shoes throughout the years. To find out more, visit

WE DELIVER YOUR PROMISES We are a nationwide delivery company based in the heart of Yorkshire. We specialise in the delivery, installation, demonstration, handover and testing of all types of healthcare products.

Our services include: • • • • • • • •

Delivery and Installation of ALL Healthcare Products Engineering Call Outs Removal and Disposal of Old Products Honour Manufacturers Warranties Customer Service Management Full Annual Services Inbound Receipt and Warehousing LOLER / PUWER Testing


Visit us at @HDDltd


Big in performance , small in size..... Introducing the Travelux Quest compact power mobility.


Superb multi use powerchair, fitted with 2 battery packs (2 x 18ah and 2 x 12ah) this will give the user the confidence to use the full range of the chair without worrying about


lack of power. The Quest offers excellent maneuverability, with a tight turning circle it can be operated indoors and on even outdoor ground. Easily disassembled and extremely robust the Quest can be transported around and simply fits into most vehicles.

To organise a demonstration today please call our product specialist team at: 01977 681400 Van Os Medical UK Ltd Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire

LS25 6PJ T: 01977 681400 E:

EXCEL® is a registered trademark of VAN OS MEDICAL B.V. TRAVELUX® is a registered trademark of VAN OS MEDICAL B.V. Minifigures are trademarks of the LEGO Group. ©2013 The LEGO Group. We are not affiliated with the LEGO group, directly or indirectly.

round up Topro delivers first Odysse order Topro has delivered the first Odysse rollator in the UK. The order was placed by Osteopoise Healthcare, based in Bingham, Nottinghamshire. The Odysee features a two-way folding mechanism, which the company says makes it ideal for travel. When folded, the rollator’s dimensions are 75cm x 44.5cm x 24.5cm, ensuring it can be transported in the back of a car or on public transport in the provided bag. To find out more, visit

Stiltz named one of Britain’s fastest growing SMEs Stiltz Lifts has been ranked as one of Britain’s fastest growing SME exporters. The manufacturer was placed seventh in the third annual Sunday Times Lloyds SME Export Track 100, a report ranking small and medium-sized (SME) enterprises with the fastestgrowing international sales over the past two years. Stiltz has installed its lifts in more than 20 countries, with strong sales in the USA, Germany and France helping increase its exports by 146% per year to £3.2million in 2016. The company, who employs around 100 staff, recorded total 20

sales of £8.4million. Stiltz Lifts Chairman Mike Lord said: “To achieve this level of success in such a short space of time is a testament to our innovative home lift technology, the commitment of the staff and the fact that there is a growing global need for our products.” The company launched its premium Lifton Home Lift last year and plans to launch new products later in 2017. To find out more, visit www.stiltz.

Tunstall celebrates Diamond Year Tunstall celebrated its diamond anniversary on the 20th March 2017 and says this year will be pivotal as they expand development of digitally connected healthcare services. David McKinney, Managing Director, UK & Ireland, commented: “The last sixty years have seen Tunstall achieve many industry firsts, and as digital opportunities accelerate the speed of change, we will see many more.” The company was the first to develop alarm systems designed specifically for older people and has since then developed a cloud based Connected Healthcare ecosystem. To find out more, visit

Doing business around the world just got easier Global Healthcare Trader (GHT) is designed for companies looking to find distributors around the world. A simple search facility enables companies looking to import new products the ability to find businesses looking to sell into their own country in just a couple of clicks. If your company is looking to build business around the world, then it could well be the easiest, quickest and simplest way to do it. GHT is currently in a ‘soft launch’ period when companies can take advantage of a FREE listing.

Take a look at GHT today... To discuss the opportunity, call 01536 710050 today R SPECIAL INTRODUCTORY OFFE


Family company celebrates 18 years of success Set up by John Elcocks and his son David 18 years ago, Repose has grown to become a leading manufacturer of seating solutions. Lisa Wardley, the company’s Managing Director, reflects on how the company has developed and evolved in that time. Repose Furniture began in a small manufacturing unit in Cradley Heath, Birmingham in 1999 and since then has grown significantly, operating for a 23,500 sq. ft. facility - still in Cradley Health – and currently sells through a network of over 200 retailers across the UK. “My father has always been in the upholstery and furniture markets,” explained Lisa. “He left school at 14 and started working for Rackhams in Birmingham. By the age of 21, he was running his own national bedding company.” John has remained in the industry since those early days and is still very active within Repose today. His son David followed very similar footsteps, leaving school at 16 and working for an office furniture company before going 22

into business with his father in 1999 with the formation of Repose. Over the next 6 years, the company moved to larger premises in Brierley Hill, steadily growing before Lisa came on board. “Just like my father “Chinese imports at the time and brother, I worked in the furniture industry for the domestic marketplace from a very early age. were crippling the industry” I initially worked with my father after leaving college for his furniture company, learning the basics of how a factory works, the administration required to ensure orders were processed, deliveries made on time and more.”




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Lisa went on to work in a furniture shop to gain retail experience and supervised a factory shop floor. From there Lisa joined a large furniture manufacturing group as customer services manager before joining the family business with a wealth of in-depth knowledge of the furniture industry. “One of the first decisions we had to make was in which direction the company was going. Chinese imports at the time for the domestic marketplace were crippling the industry. In addition to making standard domestic furniture for the high street, we already had a small number of mobility customers who we produced riser recliner chairs for, but this was not enough to keep the business going alone. So, we took the decision to restructure and focus on the mobility sector,” said Lisa. “With the support of the local Business Link, we received a grant and used that to produce brochures and a website prior to booking our first Naidex in 2006. We put all our investment into the show and worked on new products and mechanisms, all of which launched at Naidex.” The manoeuvre paid off, with the company receiving a great response from visitors and considerable interest being generated. Lisa commented: “Over the following weeks and months, the phone didn’t stop ringing with enquiries from all over the UK. It’s been a rollercoaster ever since with production increasing year on year.” The company does not solely concentrate on the mobility marketplace, also focusing on care homes, hospital, the high street and working closely with occupational therapists to supply equipment. “When one sector goes quiet, another will often pick up so we always have a steady flow of orders” explained Lisa. With 18 years of success under their belt, we 24

wanted to know Lisa’s thoughts regarding the future of the market. “I am hoping people will realise that buying off the internet is not the way forward. By purchasing off the internet, people may think they are getting a cheaper option but they don’t receive the aftersales service they can get from the high street, where they are buying from a face and someone that can ensure the chair meets all their requirements and offer after sales support. “Looking to the future, it is my aim to continue growing in a controlled fashion, ensuring our retailers and end-users continue to receive the best possible level of service. We are also looking to reduce our lead times further and will be launching our “When one sector goes quiet, new Celer product another will often pick up so range, which will be available on five-day we always have a steady flow delivery.” of orders” Each month, the company has also been providing retailers with special offers as a means of support and will be announcing the launch of a retailer training programme later in 2017, being developed in conjunction with Kate Sheehan, one of the UK’s leading independent OTs. “I love the mobility industry. Every product we supply is needed and a necessity. That’s what I like, as we are producing a piece of furniture that is actually going to help someone on a daily basis. I would like to take this opportunity to personally thank all the staff at Repose and our UK retailers for their support, as without them there would be no Repose! Here’s to the next 18 years,” ended Lisa. For more information or potential retailer opportunities call, email info@reposefurniture. or visit

Unlike other shows, every single exhibitor at TRADE DAYS wants to talk business with people just like you…


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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 April 30th 2017 unless otherwise stated.

Two Free Home Delivery Smartphone Apps (worth £750)* UNIQUS® iRetailer. Stock & barcode management software specially designed for the VAT 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 CRM will help you gain efficiency, save time and increase sales opportunities. See our advertisement in this issue or visit *Requires Windows Smartphone. Order before end of April 2017 to qualify.

Free delivery with your first order of 4 batteries or more! Contact Easystart on 01536 203030 or

Simplymed Ltd, who are mostly associated with walking aids, are offering the following to the trade... SMT018 RTS and frame in batches of 20 Units @ £16.75 each carriage paid on the volume mentioned. Enquiries to info@simplymed. or why not phone us on 01942 243999 to speak to us now.

Stiltz Home Lifts are looking to develop their new, exciting Installer Partner Programme

April promotion from Repose Repose Furniture is offering FREE memory foam seating on Rise and Recliners from its Homecare range including general, domestic or upgraded healthcare fabric when retailers quote APRIL2017 up until April 30th. This is a saving of £40. Terms & Conditions apply.

Signing up for both sales and installation will make the Stiltz business far more profitable that a straightforward sale. Full training will be provided. For more information, call/email Trade Sales Manager, Gino Farruggio on 07940 437 835 /

For more details call 0844 7766001 or email

British Made

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Free Display Stands - Premium Packaging

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round up

Bio-Rite continues to expand across the UK services to hospitals and care homes throughout the Scottish region Graeme commented: “We were surprised that outsourced infection control services were not already readily available in the area. We anticipate our rapid ward decontamination will be of interest to infection control managers within the NHS and care homes too.” Nick Saxby has also joined the company and is offering Bio-Rite’s services across Nottingham and Lincolnshire. Nick said: “My background is in medical sales and I have more than two decades of experience supplying the NHS and private establishments. I am looking forward to working with infection control staff and care home managers to address the threat from common infections.” For further information, visit

Infection control company and franchisor BioRite has extended its services further across the UK, introducing mobile decontamination units and launching services across Scotland, Nottingham & Lincolnshire. The company works with local authorities, care homes and the NHS across the UK to help infection control staff and care home managers address the threat from common infections such as MRSA, C.Difficile and Norovirus. The new mobile decontamination units are 7.5 tonne trucks that have been converted to house a hydrogen peroxide chamber, enabling effective decontamination of used care equipment and mattresses safely. The trucks now allow the company to offer a four-hour turnaround service. The company has also continued to extend its services, with Simon Grey and Graeme Sim offer the company’s range of decontamination



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Recruitment Recruiting the next star employee can sometimes be a costly minefield for companies, with time and money often being casualties. Antony Elkington, Managing Director of Trusted Recruiter, explains how recruitment agencies can help businesses navigate the recruitment process safely and effectively.

5 reasons using a recruitment agency could be the right move #1

Time is money Recruiting can be a costly process and sometimes, the most expensive cost is time. A recruitment agency can help save time by taking care of the beginning steps of the hiring process. There is a risk when advertising a single position that a company may get inundated with applications that may not be qualified or right for the role. Sifting through countless applicants to find someone that is industry experienced and ready to interview can really eat up hours and can prove costly, especially if it is a role that needs filling quickly. A recruitment agency is able to find these ideal applicants and importantly, are able to seek out potential candidates who may not be actively job hunting.


Access the best As previously mentioned, in addition to sorting through submitted applications, a recruitment agency will have access to hard to reach talent, including individuals who may only be registered with that specific agency. Recruitment agencies are able to work discreetly with qualified individuals who may be concerned about their employer learning that they are interested in other roles. This can particularly be the case in a niche, specialised industry. Working with a recruitment agency means gaining access to that agencies own database of talented and difficult to reach applicants.


The bottom line Bringing recruitment in-house will save money, right? That is often the assumption, but sometimes not the case. Spending on advertising a vacancy can prove expensive if posting single, one-off jobs on multiple job boards. Recruitment agencies often have allocations on the top job boards, ensuring jobs are still advertised in the right places. There can be a range of administrative costs when hiring a new employee which also need to be taken into account, such as filtering numerous CVs, holding initial conversations and more. Each one takes time and money. As expensive as the process can be recruiting a new individual, there is also the risk and substantial cost of


getting it wrong and having to restart the process. Most recruitment agencies offer rebate systems, providing businesses with some protection in case this happens. An agency is also able to help negotiate the best salary, providing guidance on what is fair and appropriate, whilst also providing advice on what might be needed to secure that top candidate that everyone else is after!


Knowing the industry There are many specialist recruitment agencies out there who offer a point of call for both candidates and employers to connect. Specialist agencies can be particularly beneficial, as those with industry knowledge can better understand the vacancy, competitors and where best to find the right candidates. They will also be familiar with a client’s products or services, allowing them to speak comfortably to candidates and make a client’s opportunity attractive to those within the industry.


Relationship Developing a good relationship with a recruitment agency can help future hiring go smoothly for a company. The better an agency knows a company, the better it will understand what qualities are needed by a candidate to fit that organisation. A company may even wish to be kept up to date with available candidates that fit the business and a good relationship may mean regular updates on hot candidates in the marketplace. This also means the next time the client has an available position, it can be filled quickly and satisfactorily. Trusted Recruiter is a specialist recruiter within Assistive Technology and Healthcare. Please get in touch with one of our consultants to discuss your vacancy on 03330144014 or email The agency has industry candidates with experience in Lifting and Handling, Seating and Positioning, Bathing and Toileting, Pressure Care, Medical Devices, Digital Technology and many other disability/assistive aids and services.

round up

National scooter registration service launched The National Federation of Shopmobility has launched a National Mobility Registration Scheme in a bid to help police reunite owners with stolen or abandoned scooters. Marketing and Communications Manager Steve Perry said: “We were amazed by the police statistics for 2015; out of 517 mobility scooters stolen - with an estimated value of £615,000 - only 22% were ever recovered. We understand the devastation the theft of a mobility vehicle can have on its owner, with the loss of independence. We saw the scheme as way of helping to increase the numbers of vehicles returned to their owners working closely with the police nationally.” The registration costs £12 per year and will hold information on a user’s specific scooter, including serial numbers, description and an image. Donna Eade, National Federation of Shopmobility Coordinator, told us: “We hope the registration service will be picked up by insurers

in the future and may lead to discounts for registered scooters.” Proceeds from the registration will be donated to National Federation of Shopmobility members nationwide. To find out more, visit

Care home group turns to accentu8 for style accentu8 has supplied a range of stylish static chairs to the Silvercrest Care Home Group designed by Angela Gidden MBE. The care home group approached accentu8 for a range of static chairs for each of their four care homes in Wales. Each home has its own logo and brand colour and the care home group wanted the chairs complement each home’s unique colour. accentu8 supplied Silvercrest with the latest range from their static lotus lounge collection of chairs. Angela Gidden, Creative Director at accentu8, commented: “The lotus furniture was styled in slim-line and compact form, with a classic 1960s modernist and Scandinavian feel and integrates the healthcare and hospitality applications with a range of fabrics and colours.” To find out more, visit



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A different theme, but same strong customer focus David Russell reports on the recent Handicare Partner Event audience participation as people loaded their cars and vans with the display towers and posters and the room was stripped bare! Marketing Manager, Sharron Cutler, explained that last year’s speaker programme had been well received and that both traditional and internet marketing were highlighted by partners as areas where they would welcome insight. “We felt that some pointers on generating effective PR would sit well alongside a refresher session on Internet Marketing. “We saw a great example Although we can’t of audience participation as hope to tick all the boxes for everyone, we people loaded their cars and aimed to provide some vans with the display towers learning points that would support a review and posters and the room was of current practice.” stripped bare!” The team at Handicare have always been good at combining the delivery of essential information with a dollop of fun and this year was no different. After Afternoon Tea, the audience took their seats as ‘Admiral Slack’, ‘Captain Stockdill’ and ‘First Officer Edwards’ took their places on the Bridge and invited the ‘Stairfleet Federation’ members to hear about their latest mission. What followed was a clever homage to Star Trek, with all the Handicare team members dressed in Star Trek uniforms - making a pleasant change from the usual delivery of lists of features and benefits. It was also when the company introduced its new Matt Armstong receiving the Elite Partner award for EMS Lifts straight stairlift, the Advantage. The company says that the new lift offers the

It isn’t every day that you receive a “Hailing All Frequencies” save the date message from Lieutenant Uhura, so it’s bound to get your attention. The invitation was from the same company – Handicare – that created a ‘Stair Wars’ and James Bond ‘006½’ theme for its annual Elite and Select Partner Event in previous years. This year’s invitation wasn’t entirely unexpected because Handicare had invited me to speak at the event. I often get asked by people what makes a good news story and so I presented on the benefits of producing PR and how to go about it effectively. The morning session included a review of 2016, covering the topics that one would expect to see at a manufacture’s meeting - growth in sales, improvements in quality and product updates. National Sales Manager, Paul Stockdill, also introduced new point of sale material that would be available to Elite and Select partners, examples of which were on display around the venue. As Paul told the audience that they could take the on-site examples, we saw a great example of

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market’s slimmest straight track in a design that has removed not only its teeth but the need for greasing the rail too – according to the company, a real ‘Star Track’! Shortly after the audience was asked to clear the area (Klingons on the starboard bow apparently) and report to the ‘Observation Deck’ where six Advantage series stairlifts were installed during the presentation. The Handicare crew were on hand to answer any questions Partners might have about the new lift while they got hands-on with the product. The event was rounded off with the Elite and Select Partner Awards Dinner, which always includes interesting entertainment. While this year’s speaker may not be able to travel at WARP speed, Typhoon Fighter Pilot and ex Red Arrow Graham Duff will probably get a lot closer to it than the rest of us ever will. As you might imagine, his talk was fascinating. This is also when Handicare presented a few awards. Matt Armstong received the Elite Partner award on behalf of EMS Lifts and Colm Connolly of Leinster Bathrooms picked up the Stairlifts’ Growth award. The Select Partner award went to Somerset and West Country. Putting together a full day and evening event like this doesn’t happen overnight. It takes an

awful lot of time and effort by a lot of people. For some companies, it would be just too much effort, but clearly Handicare feel that it is more than worthwhile to be able to spend over 12 hours with your key customers. They are also good at doing it and you get the feeling that, even though it can be pretty stressful and ‘full on’, they really enjoy it too – maybe a little bit more when it’s all over! So, was the enterprising approach to this year’s Partner Event a success? Well, you can’t deny that this team choose to boldly go down a route that many would find alien. The company reports that the day was universally well received, even by the non ‘Trekkies’ in the audience. No doubt the Handicare team will hope that its annual gettogether will live long and prosper! To find out more about Handicare, visit

The countdown is over. Now watch the video. Count more sales than ever before. QR scan to watch 24/03/2017 14:48 35

round up

Ottobock HealthCare acquires BionX Ottobock has acquired US company BionX, further strengthening the company’s global market share. BionX is the producer of the world’s only active prosthetic foot and ankle solution available on the market, the empower Ankle. The device is the latest mechatronic prosthetic foot to join Ottobock’s growing portfolio, which saw the addition of the BeBionic hand earlier this year. President of Otto Bock HealthCare, Professor Hans Georg Näder, commented: “With the products we have acquired, both in upper limb and lower limb prosthetics, we will offer even more comprehensive fitting solutions in the future.”

Ottobock has already been the exclusive distributor of the emPOWER Ankle in the markets of Germany, Austria and Switzerland, Scandinavia and the United Kingdom since 2016. Now, the company is also taking over global marketing with the acquisition of BionX. To find out more, visit

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Getting on board with a Business Coach You’ll have probably have heard of ‘business coaching’ but it’s quite likely that you have never considered it for yourself. Australian native and successful business coach Gail Gibson has been residing in the UK since 1996 and has recently worked with a company in our industry. Here, she explains a little about the benefits of using a coach… Why small businesses need coaching Running a long term successful business is a piece of cake, right? You know the systems, processes and your customers, just like the back of your hand. Your business keeps ticking along nicely. After many years as a market leader, having built your success on the delivery of excellent customer service, you’re keen to grow your business to the next level. Does business growth present a challenge? What plan of action needs to happen to enable you to explore new ways to market your business or improve team performance? Do you have the right people, the right systems and processes, and the right solutions to make growth happen? How will you keep on track to achieve the results you desire? Since 2007, I have delivered business performance coaching to entrepreneurs and small businesses along the M4 corridor. Along the journey, I have met many small business owners who are in fact puzzled by the thought of why they need a coach to help them grow their business. On occasion, I have been challenged by people who feel that coaching is a) a costly expenditure and b) unnecessary because they know how to run their business without any outside help. In response, I ask, “What is the number one challenge in your business right

now?” Most of the time, this question triggers a steady flow of thought and conversation about what really isn’t working in the business, whether it is to do with profit, people or performance. FACT: Businesses who get coached simply do better in business. Do you know where you want your business to be but you’re not quite sure how to get there? In 2015 I was approached by a small Bristol based independent mobility company who were keen to explore how business performance coaching could help drive new growth into a new market. Prior to my arrival, and with a successful track record of business for 15+ years, the company “In 2015 I was approached had continued to achieve year on year by a small Bristol based growth. The team had increased from 3 to independent mobility company” 5, and with relocation to new and larger premises, they gained better access to their growing number of local public and private contracts. From the start of the coaching relationship it was clear that the company had a strong vision, together with extensive technical and practical sector knowledge and experience. After completing a company review and analysis with the directors, we focused on key objectives and priority goals to create and implement an achievable plan of action. Over the course of the last two years, in

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conjunction with monthly performance coaching sessions, the company has rebranded and redeveloped their brand and website, employed an apprentice, transferred a contract employee to become a permanent, full-time team member, implemented monthly team meetings which has led to improved communication and morale, increased team development opportunities, improved their presence on social media via a bespoke marketing strategy, and increased turnover and profitability as a direct result of new clients. What are the benefits of business coaching for small businesses? Dependent upon the individual needs of a business, the key benefits of coaching include: Stay on track: Having a vision for your business is vital however you can get lost in the day to day operations. It’s all too easy to make excuses about the actions you say you will make but never get around to doing. This is often due to businesses not having the right skills or time to implement change. Accountability: Each month I challenge my clients as to why or why not their planned actions did or did not happen. This helps to create a sustainable habit for reaching short, mid and long-term goals. In addition, my clients

report better productivity and better team performance, which has led to better results. Objective insight: From an outside perspective, I can observe and ‘see’ what’s really going on in a business. These real-life observations help build better rapport and communication and inject a boost of motivation for the team. Shift thinking: Coaching will challenge your thinking around how you work in or on your business. Being open to new thinking can streamline people and processes and promote a better and more balanced working environment. New growth: When a business embraces coaching as positive and progressive, the right solutions appear because of breakthrough moments of clarity, purpose and direction.

More about Gail Gail is a successful business coach with proven results in enabling professional people and entrepreneurs to break through the frustration of stagnant business growth by teaching simple, incredibly effective techniques she’s honed and developed that can take any business owner from amateur to pro in record time. To find out more about business performance coaching with Gail visit

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round up

New scooter campaign goes bright and bold The company has announced the launch of two new scooters, the new Comet and Orion, through its creative new marketing campaign called ‘Style is Forever.’ Even though the names are the same, the scooters designs have undergone a change, with the company saying that careful design consideration has been given to the seating, driving position and overall functionality whilst delivering modern styling and aesthetic appeal. The Comet and Orion scooters are completely new and unique designs to Invacare, packed with advanced technology and safety features. The company says that careful design consideration has been given to the seating, driving position and overall functionality, whilst ensuring to deliver modern styling and aesthetic appeal. The ‘Style is Forever’ campaign cleverly combines a bold visual style and messages to show the attributes and benefits of the new scooters through the lives of six characters, who will be brought to life as the campaign unfolds. With a dedicated microsite that includes a colour configurator, the campaign reveals a fresh and different approach to engaging consumers. The scooters feature a new ergonomic driving position, more responsive steering system, intuitive LCD display and advanced suspension system. The new models also include an extensive range of accessories and clip-on colour shrouds, allowing users the opportunity to stamp their own style on their scooter. There are six models in the range, available in a variety of colours. To find out more, visit


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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.

Rica appoints new Chief Executive Rica (the Research Institute for Consumer Affairs) has appointed Jon Quinn as its Chief Executive. He joins the organisation from Shelter, most recently as their Head of Campaigns, having previously worked with the Conservative party at a local, regional and national level, becoming Head of Campaign Literature at CCHQ. Jon Quinn said: “ I look forward to working with the trustees and the team to take the organisation to the next level, growing the charity’s research and promoting its work to a greater number of older and disabled people.” To find out more, visit

Kingkraft appoints new Sensory Manager Kingkraft has appointed Jan Wdowczyk as Sales and Marketing Manager for the company’s sensory range. Jan joins with a wealth of sensory knowledge and will be supporting the company at various exhibitions or seminars. Jan commented: “I’m excited to join the team and there’s lots going on at Kingkraft at the moment. We’ll soon be launching our new dedicated sensory brand and suite of sensory show-rooms. We’ll also be launching our new website and making announcements about our new partnerships. In addition, we’ll be promoting our brandnew list of UK exhibition dates, including an exclusive launch day!” Visit www.kingkraft. to find out more


From left: Kevin Atkins, Senior Quantum Sales Manager and Mark Shergold, Quantum Specialist

Mark Shergold joins Quantum Rehab Quantum Rehab has announced the appointment of Mark Shergold as Quantum Specialist for the South West and South Wales region. Mark has over 20 years’ experience in the mobility sector and brings a wealth of retail knowledge, helping to both promote Quantum products and also find solutions to support his dealer network. Kevin Atkins, Senior Sales Manager for Quantum, commented: “His rich expertise in powered mobility and knowledge of the South West region means he is more than able to provide an exceptional level of service.” To find out more, visit

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round up

John Preston Group launches 2017 Paediatric Brochure John Preston Group have launched their 2017 Paediatric Equipment brochure, now including over 100 carefully selected paediatric aids. After enjoying ongoing growth in 2016, the 171-year old family business has extended their range and reach with an aim to increase their presence in England in 2017. The brochure includes specialist equipment for paediatric needs, including specialist seating, walking aids, sleep systems, special needs buggies and special needs trikes. It is tailored for both health professionals and parents of children with special needs. The company has worked closely with paediatric health professionals for a number of years and used this feedback to tailor the 2017. The brochure can be downloaded from the knowledge bank at the company’s website. Visit to find out more

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. 46

Congratulations to our 2016 Award Winners!

EMS Stairlifts Elite Partner of the Year 2016 Paul Stockdill, Matt Armstrong (EMS), Graham Duff RAF

Somerset and Westcountry Stairlifts Select Partner of the Year 2016 Steve Porter and Mark Grantham (Somerset and Westcountry)

Leinster Bathrooms and Stairlifts Growth Award 2016 Paul Stockdill, Colm Connolly (Leinster), Graham Duff RAF

The Team at Handicare would like to take this opportunity to congratulate the winners of our 2016 Handicare Partner awards. Competition was tough; all three winners grew their business with us significantly last year and worked with us to strengthen our partnerships. We are looking forward to working with partners this year to support their growth as we continue to introduce new service initiatives and product developments to our range.

Trade Partner Resource: Trade Partner Support: 0844 225 3121 |

What’s the one thing manufacturers could do to make retailers’ lives easier?

Both directors agreed marketing support and quality marketing materials are vital

We decided to put this question to John Payne, Managing Director of Kent Mobility and Chris Cox, Managing Director of Cinque Ports Mobility, to find out what it is they would like to see from manufacturers in order to make their lives easier. With John having over 30 years’ experience and Chris being fresh to the industry having recently become a company director at Cinque Ports Mobility 6 months ago, at the age of 27, both were able to offer unique perspectives on the industry and issues they face. An issue that was quickly identified was spare parts, with John plainly stating to “supply the spares on time and accurately so we can get them out to our customers.” The major topic identified, however, where small changes could significantly help dealers and end-users, was marketing support. Chris explained: “I’ve noticed some major manufacturers seem to almost have a scattergun approach as to who they list on their website as a local dealer. Some manufacturers will have a local dealer search engine, yet when a postcode is entered, it will show some dealers and not others. On other websites, local dealers are absent altogether. “People who want our services quite often do not want to be hopping on a train or driving 10 miles, so pointing consumers to their local dealers is a relatively small and simple thing that can be done which would help both us and customers.” 48

The two retailers also reviewed the quality of information provided by some marketing material and its effectiveness to help promote products and inform consumers. “Point of sale material is important,” said Chris. “There seems to be a broad spectrum when it comes to the quality of the materials we receive. Some of it is really good and detailed, with advice “Supply the spares on time and for the customers on batteries, accurately so we can get them maintenance, out to our customers” insurance, and key product stats, alongside information for the retailers such as fault codes and upgradeable options. Some, however, will send out an A4, single-sided black and white piece of paper with minimal details. I don’t know whether that is because we haven’t asked for it but I would have thought with each product launch would have come the materials and information that helps us to sell it.” John added: “For manufacturers that don’t provide a lot of details on a product, it actually gives the impression that they are not certain of

When you want to look for a new supplier...

their product. Maybe the product hasn’t been tested properly or doesn’t do what they claim it will do. The knock-on effect is it makes us less likely to show and recommend it to our customers.” In addition to the information provided on the materials, the directors also raised concerns about claims made in advertising that can be unsubstantiated or misleading. Consistency in the information provided was also mentioned, with Chris speaking about a recent example he came across where a lack of consistency could have a real impact on both his customer and his business. “I was doing some homework on a large manufacturer and found that the warranty on the sheet given to a customer was one year different to what it says on the company’s website. The website then directs people to my company. “A discrepancy between one or two years is pretty big and someone is miss-selling somewhere. What do I say to my customer? It is little discrepancies like that which can lead to problems.” John also touched on the access to marketing materials, suggesting that a growing trend is for materials and forms to be sent and made










available digitally, with the costs being passed onto retailers to print it. “Ultimately, manufacturers could make my life easier by helping make it easier f​or my customers to understand their products,” summarised Chris. “You would think they would be eager to make it easier for us to sell their products,” added John. “At the end of the day, all we want to do is sell quality, reliable products that meet our customers’ needs and don’t need repairing ever week.” Now you have read “A discrepancy between one Chris and John’s or two years is pretty big thoughts, do you have some thoughts and someone is miss-selling of your own that you somewhere. What do I say to would like to share? If so, email calvin@thiis. my customer?” to have your opinions featured in future issues. ​ To find out more about Kent Mobility, visit the company’s website at www.kentmobility. and to find out more about Cinque Ports Mobility, visit the company’s website at www.​


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diary dates

Events Diary April 26 2017 OTAC (Occupational Therapy Adaptations Conference) St David’s Hotel and Spa, Cardiff or call Sally on 02921 900402

July 16 2017 Disability Awareness Day – Walton Gardens, Warrington www.disabilityawarenessday.

October 4-5 2017 Independent Living Scotland – SECC www.independentliving

June 1-3 Mobility Roadshow – Stoneleigh

July 17-19 2017 Posture & Mobility Group Conference – Cardiff

October 4-7 2017 Rehacare – Dusseldorf

June 8 2017 Kidz to Adultz South – Reading

September 14 2017 Kidz to Adultz – Edinburgh

June 13-14 2017 NAEP Annual Conference – Kenilworth June 19-20 2017 COT Annual Conference – Birmingham www.cotannualconference. June 28-29 2017 Health+Care – Excel London

Manchester November 22-23 2017 The OT Show – NEC

October 10-11 2017 The Care & Dementia Show – NEC

December 13 2017 OTAC (Occupational Therapy Adaptations Conference) Sheraton Grand Hotel, Edinburgh. or call Sally on 02921 900402

September 20 2017 OTAC (Occupational Therapy Adaptations Conference) Hilton Hotel, Drake Way, Reading or call Sally on 02921 900402

October 8-9 2017 Trade Days – NEC

January 29 – 1 Feb 2018 Arab Health, Dubai

October 23-26 2017 Medtrade – Atlanta

September 27-28 Moving & Handling People – Newcastle www.movingandhandling

November 13-16 2017 Medica – Dusseldorf

Jan 31st – Feb 1st 2018 Moving & Handling People Croydon www.movingandhandling

November 16 2017 Kidz to Adultz North –

February 27-28 2017 Medtrade Spring Las Vegas


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New Invacare Spectra XTR3 delivers more Invacare has launched the new Spectra XTR3, which the company says offers users more choice and style with 42 aesthetic combinations, with two frame colours, three rim colours and seven shroud colours. The XTR3 features shrouds that can be unclipped to provide access and protection to batteries, which can also be changed to a different colour.

The powerchair features 50Ah gel batteries as standard and uses the Modulite seating system, providing a range of different seating setups. The Invacare LiNX technology combined with the spring suspension system also offers enhanced drive performance, comfort and control according to the company. To find out more, visit

Simple smartphone aimed at elderly & disabled Amplicomms has released the M9500, the first smartphone that allows care givers to help operate the phone remotely in the event of an accident or emergency. The phone has been designed to help older and disabled users, with a help button that users can press that will alert carers or loved ones and allow them to operate the phone remotely. Pushing the Help button on the M9500 will give a choice of authorised contacts to receive an automated link via email, text or Whatsapp, enabling a screen share for complete control of the phone. Care givers can also initiate a remote “call-in� and have a two-way hands-free conversation and an SOS button 54

can be programmed to call up to five contacts with a pre-recorded voice message, followed by a text containing a Google Map link of the phones location. The phone is capable of performing the usual functions of a smartphone and includes further features to aid with accessibility, including hearing aid compatibility, amplified sound and vocalised Caller ID. To find out more, visit

More retailer support from Repose in April As part of its retailer support programme for 2017, Repose Furniture is offering retailers another special offer for the month of April.

Throughout the month, the company will be providing free memory foam seating on Rise and Recliners from its Homecare range, including general, domestic or upgraded healthcare fabric, when retailers quote APRIL2017. The offer represents a saving of £40 per order – not applicable to the Healthcare range - and will run up until April 30th. “We have been running a retailer promotion every month in 2017 and the response has been very positive. We are fully committed to supporting our UK retailers and will be continuing


with a monthly promotion throughout the year,” commented Managing Director Lisa Wardley. In addition to this latest promotion, the marketing team at Repose Furniture is in the process of putting the finishing touches to a new suite of marketing literature which has been produced in conjunction with Kate Sheehan, a leading independent Occupational Therapist. For more information, visit www.

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a relationship-based approach. • Help in the day to day running of the showroom Requirements: Leadership Sales driven

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• Ability to organise own time and multitask

• Help in the day to day running of the showroom

Working Monday to Sunday five days a week on a rota basis.

• Sales driven

Core Functions:

• Good telephone manner

Core Functions:

• Managing & motivating the team to achieve sales targets

• Computer literate

• Polite and flexible

• Maintaining and improving operations by initiating, coordinating and ensuring compliance to policies and procedures

• In house training will be provided

• Promote, sell and secure orders from existing and prospective customers through a relationship-based approach. • Demonstrate products and services to existing and potential customers

• In house training will be provided

• Answering Showroom calls.

Please send your CV to

• Managing showroom stocks • Promote, sell and secure orders from existing and

prospective customers through a relationship-based approach.

Due to our rapid expansion, we are looking to recruit an experienced full time Showroom Assistant to be part of this exciting new opportunity, and to help grow the company and build upon our existing customer base.

Due to our rapid expansion, we are looking to recruit an experienced full time Showroom Manager to be part of this exciting new opportunity, and to help grow the company and build upon our existing customer base.

Requirements: • Leadership • Commercial awareness

• Strong team player

Please send your CV to

• Keeping the showroom to the correct standards, including general housekeeping.

• Excellent Customer Service Skills • Good interpersonal skills, due to day to day interaction with customers from all ages

• Good telephone manner • Computer literate • Be driven to succeed • Strong team player

Sales and Marketing Manager – South West

Healthcare Project Specialist (Office Based) – Dorset

OTE £40k

An excellent opportunity for someone from a Healthcare or Building and Construction background to be part of a multinational company. Graduates will also be considered! This is essentially classed as a non -sales role.

Our client provides a range of products into care homes, hospitals, trusts, and community. These include pressure care mattresses, cushions, recliners, patient moving and handling equipment. Having been established for over 15 years they are now undergoing rapid growth and expansion. We are seeking a Sales manager to cover the South West of the country mainly Devon, Cornwall, Somerset and Avon. Contacting and visiting new and existing clients with the aim of growing business on the patch. This will be selling the companies full range of products mainly to care home groups and the NHS. You will be part of a small team and must report into senior management whilst working closely with the office. This is a field based role with on average a day in the local south west depot to attend meeting and discuss stock etc.

Our client is a leading manufacturer and supplier of Infection control products and services including the design and build of infection control rooms for care homes and hospitals. They are seeking an office based projects specialist to assist in identifying new build projects and plans for the build of care homes and hospitals. You will have access to a database which lists all proposed builds. You will then make initial contact to qualify, this will involve dealing with the client, architect, construction company or contractor, passing on the information to the BDM and Project Manager. You will also play a role in seeing though any successful projects as part of a team.

The patch has great potential with year on year targets achieved and is now looking for someone to take this forward, with the ability to achieve around £150k of revenue in the first year.

The ideal candidate will come from a Healthcare, Construction, Manufacturing or background. Having experience in project management or understanding of project management. Must be analytical in their approach.

The ideal candidate must have relevant experience and contacts within the NHS and care homes, ideally having sold rehab products. Must be driven, passionate and able to work as part of a small team.

Our client will also consider Graduates with keen interest in Healthcare, construction architect or building design.

Due to continued growth, this is a very rewarding opportunity to not only take part in the growth of the business but to be rewarded financially and long term. Salary of £30,000 which is negotiable depending on experience. £40k OTE in first year. Phone, laptop, car, pension, 20 days’ holiday plus bank holidays. Bonus to be paid quarterly with yearly profit sharing opportunities, as well as progression.

You will be given a basic salary of between £20k to £25k depending on experience. £27k- £32k with bonus, Bupa Healthcare, Pension, 25 days’ holiday plus bank holidays! Please apply by sending your CV to Including job reference 417

To discuss further please email a copy of your CV to Antony@ including reference 404 59

jobs on offer

We are hiring! Sales Representative/Business Development based in Birmingham and Midlands Do you want a new exciting opportunity in the mobility sector with an established and trusted business? We are recruiting a Sales Representative/Business Development professional who will be based in Birmingham or the Midlands region of England. You will have responsibility to promote our range of mobility technology and paediatric products to end users and healthcare professionals and will have at least four years experience in field based sales in the mobility sector. Download the full job spec at

Check the ‘Jobs On Offer’ section of the website for more opportunities Take a look at the recently added positions Regional Product Specialist Contracts/Bid Writer Manager Operations Manager Area Sales Manager Product Specialists

Apply by forwarding CV to

Tweet of the month VIDA has used an engaging and bright image to grab attention and inform their followers about one of their team members. The tweet helps raise Anthony’s profile and gives enough in the image to inform but still directs users back to VIDA’s website to find out more.


The Performance Health Kitchen & Dining Special Low prices on our best-selling retail products

Offer Code: H0278

Homecraft Shatterproof Mug

Homecraft Caring Mug

Supplied with a choice of lids, this attractive mug is both dishwasher and microwave safe. AA5700

This mug has a wide, stable base with two large contoured and angled handles. Matches the Caring Cutlery range. Microwave and dishwasher safe. AA5710Y

Retail: £8.78 | Trade: £5.10

Retail: £11.14 | Trade: £6.73

1+: £4.35

5+: £2.95

1+: £4.50

5+: £3.50

Homecraft Standard Caring Cutlery

Dycem Jar Opener

A set of stainless steel utensils moulded into plastic built up ends, assisting those with restricted movement or a weak grip. A55700 Ivory

Retail: £25.32 | Trade: £14.35

1+: £12.25

5+: £11.25

The Dycem opener with non-slip properties helps those with a poor grip to open and close jars. AA5004 Blue

Retail: £5.83 | Trade: £3.27

1+: £2.85

5+: £2.45

Homecraft Two Handled Mug and Lids With a 270ml capacity, this popular mug has larger handles and shaped finger holds for ease of use. AA5720 Pair

Retail: £10.97 | Trade: £6.41

1+: £5.45 Days Trolley Walker A height adjustable, sturdy walking trolley to be used within the home. Complete with easy-to-clean plastic shelves. 109

Retail: £143.16 | Trade: £64.18

1+: £49.95

5+: £48.95

Have you got your digital copy of our new Kitchen & Dining Guide yet? Enquire today! Quote code H0278 when ordering. All offers end 30th April – don’t delay!

Please contact our Customer Services team on:

Formerly Patterson Medical

t: 03444 124 330 e: w:

5+: £4.25

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 with any details you have. APRIL 2017 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 11th – Wednesday 12th April 2017 Liss, Hampshire. Invacare Ltd – Kuschall – April 13th 2017 – Pencoed - FOC Kymco Healthcare - Technical Training Seminar - All the essential elements to service the Kymco range - April March 15th 2017 - Kymco Stadium. Pride Mobility – Two-day intensive training course for authorised distributors - Wednesday 18th & Thursday 19th April 2017 – Bicester - A deposit of £50 is required for each delegate, which will be returned once the training has been attended. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 19th – Thursday 20th April 2017 Market Harborough Invacare Ltd - Servicing/Maintenance & Adjs. on Manual Chairs – April 20th 2017 – PencoedFOC Invacare Ltd – Servicing and Maintenance on Power Chairs – April 21st 2017 – Pencoed FOC Invacare Ltd - Scooter Servicing & Maintenance – April 26th 2017 – Pencoed – FOC Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – April 26th 2017 – Liverpool Invacare Ltd - Scooter Servicing & Maintenance – April 27th 2017 – Pencoed - FOC

MAY 2017 Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – May 3rd 2017 – Stoke Invacare Ltd – Alber – May 3rd 2017 – Pencoed - FOC

Invacare Ltd - Invacare Manual Wheelchairs – May 10th 2017 – Pencoed - FOC JCM Seating Solutions Ltd - Technical Training Workshop – May 11th 2017 - JCM Academy, Peterborough.

Benmor Medical – Contact Sophie Allen – 0333 800 9000 – sophie. Invacare – Call Joan James on 01656 776283 or email jjames@invacare. com Global Training by Silvalea - +44 (0) 1626 331655 or visit www. Pride Mobility – Call Dave on 01869 324600 or email

Invacare Ltd - Power Chair Controls – May 17th 2017 – Pencoed FOC

Electric Mobility – Call 01460 258158 or email marketing@electricmobility.

Invacare Ltd - Fault Finding on Power Chairs – May 18th 2017 - Pencoed – FOC

JCM – Contact Rachel Davis on

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 23rd – Wednesday 24th May 2017 Market Harborough

Careflex – Call Julieanne Fewings on 01626 831 843 or email julieanne.

Invacare Ltd - Servicing/Maintenance of Patient Lifters – May 24th 2017 –Pencoed - FOC Invacare Ltd - Robin Overhead Hoist – May 25th 2017 – Pencoed FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 30th – Wednesday 31st May 2017 Liss, Hampshire. Invacare Ltd Impetus – May 31st – June 1st 2017 - Pencoed - £149.00 + VAT (2 day course)

JUNE 2017 Invacare Ltd - LiNX Power Chair Controls – June 6th 2017 - Pencoed - FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 6th – Wednesday 7th June - County Durham Invacare Ltd - LiNX Power Chair Controls – June 7th 2017 - Pencoed - FOC Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – June 7th 2017 - Ilminster. FOC including Lunch. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 13th – Wednesday 14th June 2017 Market Harborough

Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – May 4th 2017 – Birmingham

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 20th – Wednesday 21st June 2017 Liss, Hampshire.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 9th – Wednesday 10th May 2017 Liss, Hampshire.

Pride Mobility – Two day intensive training course for authorised distributors – Wednesday 21st & Thursday 22nd June - Bicester - A deposit of £50 is required for each delegate,



which will be returned once the training has been attended. JCM Seating Solutions Ltd - Specialist Seating Workshop – June 22nd 2017 - JCM Academy, Peterborough. Invacare Ltd - Pressure Ulcer Awareness & Mattress Care – June 27th 2017 – Pencoed FOC Invacare Ltd - Bed Servicing & Maintenance – June 28th 2017 – Pencoed - FOC

JULY 2017 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 4th – Wednesday 5th July 2017 Market Harborough Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – 5th July 2017 - Durham Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 18th – Wednesday 19th July 2017 Liss, Hampshire. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 25th – Wednesday 26th July 2017 Liss, Hampshire. JCM Seating Solutions Ltd - Technical Training Workshop - 27 July 2017 - JCM Academy, Peterborough









S T Y L E I N N O VAT I O N C H O I C E LEON POWERCHAIR The Leon is designed to exploit the advantages of a rear wheel drive chair for outdoor use. It is geared for speed without compromising on stability or control. The exceptionally narrow wheelbase allows for agile manoeuvrability. It is available in a range of colours that make the chair a real eye catcher. The Leon is a superior powerchair for even the most active users.

a Full suspension a 8 mph maximum speed a 450W 4 pole motors a Optional 75Ah batteries a 62cm overall width a Crash tested For further details please call 0845 630 3436

Karma Mobility Ltd Unit 6 Target Park, Redditch, Worcestershire B98 8YN T: 0845 630 3436 E:

The UK’s leading range of mobility products since 1985

1... Zest


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Minimo Plus 4

The countdown is over.



Now count more sales than ever before.

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01787 882244

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Team of the Year

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24/03/2017 14:16

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

Thiis April 2017  

The April issue of THIIS magazine is online, featuring the latest news, jobs and products in the industry. This month includes a dealer conv...

Thiis April 2017  

The April issue of THIIS magazine is online, featuring the latest news, jobs and products in the industry. This month includes a dealer conv...