Thiis Dec 2015

THIIS Trade Magazine • Issue 207 • December 2015

Issue 207 • December 2015

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

Christmas Sales Rush PR Opportunities LATEST PRODUCTS

NATIONAL CAMPAIGN FOR PHIL

NEW TO THE TEAM

NEW SUPPLIER LAUNCH

JOBS ON OFFER DATA WARNING

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

…from the editor We carried details online and through the weekly Round Up about the passing, in the USA, of CEO and Founder of VGM, Van G. Miller. VGM started life as a buying group for retailers and has since grown into a very substantial business.

Van will have been known to a number of people in the UK trade that are or have done business in America. He was an icon in the USA industry, and the recipient of numerous awards for business achievement.

Don’t be shy, why not get in touch...

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

The company published a page on the website where people could leave tributes and which told Van’s story. It was very powerful stuff and listed endless reasons why he was so well thought of by his staff, industry colleagues and competitors.

The way he ran the business and acted as the ‘boss’ provides plenty of lessons on how to become a great leader. For example, although the company has over 850 employees, he still made phone calls to them on their birthdays and work anniversaries.

If you want to get a flavour of what he meant to his employees and his customers, then go to https://www.vgmgroup.com/van

David N Russell Editor

Assistant Editor A very merry Christmas and prosperous New Yea r from the THIIS team!

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

On the front...

How to make more of those last minute Xmas sales.

See page 10

Advertising Enquiries You can find THIIS on Twitter at: wwwthiiscouk

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

www.thiis.co.uk 3

“There is a lack of specialist powered wheelchairs in the UK market place”

New bathlift business launches Page 8

“A reputable company has made a serious error of judgement”

Be careful with that data Page 12

“If you’re not already taking the time to listen – you need to”

“We have seen a 66% increase in traffic to the site and a 160% increase in sales during the same period”

Contributors this month...

Andrew Gubbins CAS Marketing

Calvin Barnett THIIS

Emily Webb Oarsome Potential

Janet Seward DLF

4 www.thiis.co.uk

InTHIISissue...

“At 60 I am now a Pensioner Poster Boy!”

New MD for Kingkraft Page 16

The value of a video Page 22

Impressive history as milestone reached Page 30

High praise for Trade Days Page 44

Rehacare Review Page 50

Stock Market option for Ableworld Page 56

25th - 26th September 2016 / NEC Birmingham

SEEING IS BELIEVING Watch the Trade Days 2015 show video and see what the industry’s sole trade-only show has to offer!

The show video features testimonials from over 1150 retailers who did business with over 140 exhibitors.

Visit www.tradedays.co.uk/video to view it today!

Contact Clare Johnson on 01926 736 989 or email c.johnson@closerstillmedia.com

for more information on exhibiting at Trade Days

Specialist supplier launches to fill a gap

Matthew James has just launched a company supplying specialist powered wheelchairs

Precision Rehab has become an official supplier of Paravan Powered Wheelchairs in the UK and Ireland.

Precision Rehab is a new company, set up by Matthew James who has over 20 years’ experience in the specialist powered wheelchair marketplace.

The company will be supplying the Paravan range both on a direct sales basis and throughout the UK and Ireland through authorised retailers.

Matthew told us: “I had worked with both the Balder and Etac range of powered wheelchairs for 20 years and following the announcement that this range of chairs would no longer be manufactured, I started to research the worldwide market for specialist powered wheelchairs.”

This led Matthew to Paravan in Germany.

“Paravan was looking to open up the UK marketplace and after initial talks I visited and was very impressed by the production and development facilities. It was a perfect solution for both Paravan and our new company.”

He added: “We will be looking to ensure a high standard of assessment, sales process and after sales care including service and repair coverage.

There is a lack of specialist powered wheelchairs in the UK market place at present and so I 6 www.thiis.co.uk

believe Precision Rehab will fill a gap.

Roland Arnold, founder of Paravan has been developing new and innovative products since 1998. What was a one-man business was transformed into a private limited company in 2005 and has continued to grow ever since.

The company has been awarded “There is a lack of specialist 53 state and powered wheelchairs in the UK innovation awards for entrepreneurial market place” achievements and employs around 140 people. Then product range includes vehicle conversions, electric wheelchairs, movement trainers, seat collections, ramp systems, wheelchair boarding aids and hand controls.

For more information about the new UK company, go to www.precisionrehab.co.uk

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New bathlift business launches This summer saw bathlift suppliers Care-Knight Ltd go into liquidation.

Now a new company, Easy-Bath has been formed with the support from businessman Jason Storey with Bicky Thandi and involves a number of people who have worked in the bathlift sales sector previously.

Nigel Crook, Sales & Marketing Manager for the new company, told us: Easy-Bath was launched following a number of calls from people requiring repairs to their existing bathlifts. Contacting and recruiting ex colleagues from around the country, Easy-Bath soon grew into a viable start up business.”

Nigel added: “A large quantity of liquidated stock was purchased at the receiver’s auction providing spare parts for Easy-Bath to be able to help Bath Knight owners requiring service support. At present the company offers to repair any belt style bath lift at a fixed price and offers warranty packages. We also have a number of Bath Knight lifts that are available for sale at a realistic price.”

The company also have a new bathlift of its own too, manufactured in the UK and will be offering a full 2-year warranty with every new

product it installs.

Nigel says that the company will be selling direct, but selling ethically. “We are determined to build a successful ethical business without resorting to the immoral direct sales tactics that we have seen in the marketplace from time to time and which has had such a “We are determined to build a negative effect on the customers’ view of successful ethical business” the industry.”

Nigel also says that the intention is to build a retail network too. “We intend to supply the Easy-Bath product through mobility shops, where trained advisors can give potential clients the opportunity to ensure the product works for them and fits adequately in their existing bathroom.”

You can see more about the product and the new company at www.easy-bath.co.uk

Chair Boost with Kirton win Kirton Healthcare held a special competition for Trade Days visitors, offering one of their most popular dynamic seating models, the Florien II, as the prize.

The competition was a quiz comprising different questions about Kirton, such as when the company started manufacturing. The winner was chosen at random and turned out to be TGA. The chair is now in the TGA showroom in Suffolk.

Kirton is on 01440 705352, The website is at www.kirton-healthcare.co.uk Rachel Elding and Roseanne Finch of TGA, with Laura Adkin of Kirton

8 www.thiis.co.uk

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

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Focus

PR & Marketing Andrew Gubbins of CAS marketing is in festive mood as he talks about how you can make the most of the Christmas period

Christmas… tis the season to be jolly – and to use PR As the festive season fast approaches it is important to remember that customer’s requirements never stop, even at Christmas.

If you run a showroom it is important to make your customers aware of your Christmas opening times and if you are a manufacturer you should ensure that everyone knows your final deadline for placing orders to guarantee delivery before Christmas.

There are various ways this can be achieved including: • Putting a flash on your website homepage and on any newspaper advertising • Including details on your Christmas cards and email signoff • Placing a sign in your showroom window

“If you feel the urge to turn up in a Santa suit, well, why not...it is Christmas after all!!”

However, you are likely to receive that panic phone call in the lead up to Christmas, but before you look to the heavens think about how you could potentially use the situation from a PR angle. If you manage to resolve the problem for your customer and so they are able to enjoy Christmas, then the chances are they will be more than happy for you to put together a short press release explaining how you

helped them.

Therefore when your customer collects their product or you or a colleague deliver it to them, remember to take your camera and before you know it you may well find yourself in the pages of THIIS or your local newspaper.

And if you feel the urge to turn up in a Santa suit, well, why not... it is Christmas after all!!

If you would like some help with promoting your business through PR you can contact Andrew on andrew@cas-marketing.com 01491 578888/01844 355477 or 07771 800434

Will you have the best Christmas delivery story this year?

Will you be the company tha t goes even more ‘extra mile s’ that anyone else this year for one of your customers? If you do get the panic call and someone in your tea m makes a customer’s Xmas with outstanding service, then let us know and we’ll feature you in the New year.

10 www.thiis.co.uk

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

Be careful with that data – new fine hits £130,000 Just in case you are looking at that customer database you have built up over the years and thinking it could be worth quite a bit, then just be aware of a hefty fine that an online pharmacy has recently been handed out.

The company sold details of more than 20,000 customers to marketing companies and has been fined £130,000.

Pharmacy 2U offered the customer names and addresses for sale through an online marketing list company. Companies that bought the details included a health supplements company that has been cautioned for misleading advertising and an Australian lottery company subject to investigation by Trading Standards.

The ICO (Information Commissioners Office) investigation found that Pharmacy 2U had not informed its customers that it intended to sell their details, and that the customers had not given their consent for their personal data to be sold on. This was in breach of the Data Protection Act. ICO Deputy Commissioner David Smith said: “A reputable company has made a serious error of judgement, and today faces the consequences of that. It should send out a clear message to other companies that the customer data they hold is not theirs to do with as they wish.”

12 www.thiis.co.uk

So, can you sell customer data in any circumstance? The answer is yes, but there are clear conditions.

The ICO states: “If an organisation first obtains information from individuals with the intention of selling the database as a commercial asset, individuals should be “A reputable company has informed how their information is going made a serious error of to be used, including judgement” that it will be sold.

Normally personal information in a database should not be sold if the individuals have not been told originally that their information could be passed on to other organisations. However, where a business is insolvent, bankrupt, being closed down or sold, the Act will not prevent the sale of a data base containing the details of individual customers, providing certain requirements are met.

To find out more, go to https://ico.org.uk

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Children’s hospital contract win Knightsbridge Furniture has provided its contract furniture to a revolutionary new children’s hospital in Liverpool.

Appointed by NHS Shared Business Services, Knightsbridge developed furniture for Alder Hey Children’s Hospital, a new £250 million, 270 bedroom hospital which has been specially designed through the eyes of a child.

The company manufactured a number of specially designed pieces of furniture including the Domino drop end sofa which turns into a three-foot wide bed for parents to sleep in close

proximity to their child.

The old Alder Hey hospital, which has been in operation for more than 100 years, will be demolished, with 95% of the materials being recycled. The site will be transformed into a new parkland.

Contact Knightsbridge on 01274 731442. The website is at www.knightsbridge-furniture.co.uk

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 14 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

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

New MD for Kingkraft For almost 20 years, Nigel Harrison has been the Managing Director of Kingkraft but has decided that now is the time to pass this position down to his son, Thomas.

Kingkraft was established in May 1984 but Nigel and Ruth Harrison purchased the company in 1996 and built up a small but successful family business.

Nigel has taken a step back from the day to day running of the business, which Thomas will now oversee, but will still take an enthusiastic approach in Kingkraft’s development.

Nigel said: “I am pleased that the continuous investment in people and facilities over the last few years has maintained the company in a strong position today. I look forward to Tom and my daughter, Rosie, continuing to pursue a policy of quality and innovation.”

Thomas has been working as Business Development Manager for Kingkraft for four years and spent his summers growing up doing work experience in the factory.

Before Kingkraft, Thomas began his career as a chartered surveyor for a national firm of surveyors which gave him a strong business grounding. He then went on to study product design at Manchester Metropolitan University.

Thomas said: “Having seen the company grow over the years it is exciting to take the helm with Rosie and develop the company further using my knowledge in both business and design. We have an ambitious research and development programme with investment in new technology and manufacturing. This will allow us to reach

Thomas Harrison is now heading up the Kingkraft business

new customers in what is undoubtedly a tough market.”

The company has recently been chosen by a campsite that provides accessible camping holidays to equip a new swimming block.

Woodlarks Campsite was established in Farnham, Surrey in 1930.

Products chosen include the Mobile “I look forward to Tom and my Shower Changer which can be used daughter, Rosie, continuing to for both showering pursue a policy of quality and and changing. It is height adjustable innovation” making low-level transfer safe and easy but also helping parents/carers avoid back strain. It also offers an option for twin opening sides to provide a wider changing area and more access.

The website for the company is at www. kingkraft.co.uk

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 16 www.thiis.co.uk

Contact us at: 9 Holkham Road, Orton Southgate, Peterborough, PE2 6TE Tel: 01733 391900 Fax: 01733 391551 Email: mail@shineinternational.co.uk

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HA-4265 Suction Base Egg Cups (Single colour pair White or Red) £1.80 each or 20 for £1.71

HA-4262 Drinking Cup £1.68 each or 50 for £1.59

HA-4510 Inflatable Back & Leg Pillow £8.10 each or 20 for £7.70

Leckey’s Phil features in national campaign James Leckey Design’s Phil Ahern is featuring in a national Charity campaign.

Phil was diagnosed with bowel cancer last year and featured at the launch of the Decembeard 2015 campaign recently.

Phil told us: “I joined James Leckey Design in December 2013 - an amazing business, with truly amazing people. Regretfully in March 2014 I was diagnosed with Rectal Cancer and underwent long and very invasive surgery. I have made good progress and returned to work in July and with the continued understanding and fabulous support of all at JLD have a very fulfilling role as part of their newly formed Mobility Division.”

Phil supported a Bowel Cancer charity last year as he explains: “By way of giving a little back I supported the Beating Bowel Cancer Decembeard in 2014 and through Justgiving managed to raise 2.3k for the charity. I continue to do some work for them and earlier in the year they asked if I would be an Ambassador for the 2015 campaign.

Phil added: “At 60 I am now a Pensioner Poster Boy! I’d never grown a beard before and it was for me my guilty pleasure. I liked it so much, I kept the beard.”

The Beating Bowel Cancer’s Decembeard fundraising campaign asks men to stop shaving and go grizzly for the month of December to raise funds to support those affected by bowel cancer,

which is the UK’s second biggest cancer killer.

Phil featured in the My, My Beard and Why photographic exhibition by award-winning street photographer, GarconJon and he joined other Decembeard ambassadors, cancer patients, media, bearded models and celebrities at the launch, which took place in London’s Covent Garden.

Phil told us: “Cancer can really “At 60 I am now overwhelm you, and Poster Boy!” the people around you. I tried really hard to act on fact and not emotion. It’s really difficult but it was the only way for me. The Three F’s got me through; Family Friends and Faith. You have to get on with life and that’s what I did.”

Each year more than 41,000 people are diagnosed with bowel cancer, but if caught early, more than 90% of cases can be treated successfully.

“Everyone should get involved with the campaign” Phil says. “If it encourages one person to go to their GP for a test, it could save a life.”

Phil has again set up a Justgiving page which can be found at www.justgiving.com/Philip-Ahern2

Show video paints a positive picture The Show video for Trade Days, which took place a few weeks ago, has just been published on YouTube. The five minute video features comments from both suppliers and retailers.

The video opens with an exhibitor explaining that they have been rushed off their feet on the Sunday morning of the show and gives a great overall view of what was a very successful two days.

Another exhibitor puts it simply: “We’ve done lots of business today. It’s been very successful.”

Matthew Butler, Show Director says that the video will give potential exhibitors and anyone who hasn’t already visited a useful understanding of what Trade Days is all about. “You can really feel the genuine enthusiasm of both exhibitors 18 www.thiis.co.uk

and visitors for the trade-only format and it’s very clear from the comments that Trade Days has, in just a couple of years, become the place that the trade go to do business.”

The final comment on the video, from the Managing Director of one of the leading companies in the industry, maybe sums it up – “Just once in a while a show comes along that offers something fantastic and new and this is it.”

You can take a look at the show video at https://www.youtube.com/ watch?v=hDWVcDFQn6Q&feature=youtu.be

Phil Ahern, pictured right, is helping to promote a national campaign

a Pensioner

Mark Bates Ltd at

Trade Days 2015 We were overwhelmed by the response to our sponsorship of the VIP lounge at Trade Days this year. As part of our continued partnership with the mobility industry MBL are proud to know so many of you.

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New training facility at retailer showroom Newport based Dolphin Stairlifts South Wales has recently opened the doors to its new showroom and training facility.

Managing Director John Pearce explained that the company is very aware of the need to engage with OT’s and Healthcare Professionals. “We hope to greatly increase the number of CPD (Continued Professional Development) and training events for Occupational Therapists and other Healthcare Professionals based in South Wales.”

In the training room, there are five different stairlift models: Thyssen flow2, Stannah 260,

Stannah 420, Stannah 600 and a Bruno 30 stone heavy-duty.

The company was founded in and currently employs seven people. For more information, call 01633 223121 or visit www.dolphin-stairlifts. co.uk

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If a picture is worth 1000 words, then how much might a video be worth?

In a recent issue of the magazine, we looked at how Stiltz had produced a professional new video to promote the company and also featured a rather interesting video from The Ramp People in ‘Things We Like’.

In a world that is becoming more digital by the second and with an endless number of places to post and share content, more companies are utilising video as means of conveying messages.

So, is now the right time to get your company and your staff in front of the camera? THIIS has spoken to Kinetic Media – a video production company that specialises in the healthcare market – to gain a better idea of how companies can take advantage of using video.

Is video relevant for your business?

As a medium for getting messages out to audiences, video can be very powerful. We are stimulated by imagery – you just need to look at the success of video sharing websites such as YouTube to see the popularity of watching videos online – and video allows companies to talk to a lot of people for a relatively low cost whilst conveying a range of information, from promotional to educational.

Danielle Rudd from Kinetic Media discussed some of the ways that companies in the healthcare industry are already taking advantage of video, such as a recently produced Sidhil corporate video.

Danielle explained: “As shown throughout the Sidhil video, a professionally shot corporate film can inform customers, investors and even internal staff about a company’s history, product range and commitments in a way that is more 22 www.thiis.co.uk

engaging and easier to consume than long essays on a company’s ‘About Us’ section.”

“Aside from promotional opportunities, there is another use which particularly lends itself to our industry; the ability to demonstrate and teach end users, healthcare professionals and staff about products and services.”

As Danielle points out, in our marketplace, a number of people need to be trained regarding the safe and correct use of products; whether it is the staff in a retail showroom or the occupational therapist who needs to be shown a product in order to see if it may be a viable solution for their patients.

Inevitably, running “Is now the right time to get these training your company and your staff sessions and demonstrations can front of the camera?” involve a number of costs, including venues, time, travel and staff. This is where an effective video can really make a difference, bringing the anytime, anywhere learning concept to the forefront.

Danielle told us: “Businesses in the industry can use video for demonstrating existing or new products for either training or promotional purposes, depending on their target audience.

Recently Kinetic Media worked with Frontier Medical and their repose range; creating video using the art of 3D animation, displaying the

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intricacies of their pressure care products inside and out.”

As well as improving product knowledge, video production can also be used to educate, such as teaching all sales staff in a company about the ethical ways to sell to end-users. Derbyshire Community Health Services worked with Kinetic Media to create a range of employee training videos on topics including Equality and Diversity, Tissue Viability and Manual Handling.

Where can you use a video?

There are a number of different outlets available for a business to host and share their content.

For promotional videos about your company, products or something different and quirky like The Ramp People’s parkour video, having the videos available on your website is the first port of call. Not only does it give an engaging way for potential customers to engage with your website and learn about your company or products, but it also works wonders for your search engine optimisation.

Videos also give companies something interesting to talk about and people something to share on social media channels such as Twitter and Facebook; whilst popular websites such as YouTube and Vimeo allow you to host videos for free to unbelievably large audiences (YouTube alone has over a billion users).

Informative, educational videos also create the possibility for the use of an e-learning platform, where staff undertake and complete customised training online. Danielle explained how Kinetic Media have their own e-learning platform: “Kinetic e-learn is a central platform where learner pathways can be created for employees or customers. The powerful system can manage learners and the video training content for as many users as required. Bringing anytime, anywhere learning to people, so they can learn what they need when and where they need it across a variety of digital platforms. This is specifically pertinent for healthcare staff as 24 www.thiis.co.uk

video allows them to learn on the job, wherever they may be.”

3D imagery is just one of the techniques being used to produce effective video’s

Lights… camera… action?

Is it time for you to explore using video as a way to communicate with your audience? As one of the most powerful means of reaching people and with no signs of the trend abating, it is certainly worth consideration.

By being able to professionally “It also works wonders for your demonstrate how a product works and search engine optimisation” the correct way to use it, customers become better informed and professionals better understand how it could work for their patients, making the selling process far easier for retailers and suppliers.

This could mean significant cost savings and increased sales, changing the way the industry promotes, sells, buys and trains in the future.

To find out more about Kinetic Media, visit the website at www.kineticmedia.org You can watch the Sidhil video at: http://www. kineticmedia.org/sidhil-promotional-video You can view the 3D animation for Frontier Medical at: http://www.kineticmedia.org/client/ frontier-medical-group

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Acorn Stairlifts raise the bar Acorn Stairlifts has been awarded a top accolade in West & North Yorkshire Chamber’s ‘Raising the Bar’ Awards 2015.

The company was the overall winner and, in the eyes of the judges, had ‘Raised the Bar’ the most across four categories of community, education, economy and the environment. The judges were impressed with its commitment to local employment and its community activities, especially for the nearby Sue Ryder Manorlands hospice.

The award was collected by company secretary Dave Belmont who commented: “As a medium-size business it is easy to stay in your own business bubble but we have made a conscious effort to make a positive impact on the local community and environment plus creating jobs for every level too.”

The website is at www.acornstairlifts.co.uk

“I use my RollerScoot for 8 hours a day at work , much easier to get around than in my scooter or wheelchair” Mr A. Kent, Cambridge

“The RollerScoot has transformed my life!”

Mr P Souther Corby

n,

Looking for a great, new, all-yearround seller with high profit margins?

Look no further – here it is! Due to a very successful year and with around 100 RollerScoots now sold...we are looking for more dealers to distribute our Award-Winning, Patented new mobility vehicle. Interested?

Give us a call on 01803 558888, email info@rollerscoot.com or visit our website www.rollerscoot.com

Stephen Wright, chairman West & North Yorkshire Chamber (left), with Dave Belmont, company secretary of Acorn Stairlifts

Haystack D

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 December 31st 2015 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 www.assistivepartner.co.uk/ iretailer.aspx *Requires Windows Smartphone. Order before end January 2016 to qualify.

Special scooter deal The Tiempo Rapide is here - New and improved with allround suspension, 17ah battery pack, excellent ground clearance, smooth operation gearing.

Available December 15th, 90 days payment terms to help out our customers over the Christmas period – Launch price £459.00 or £419.00 for a pallet of 6.

Call Van Os Medical on 01977 681400

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.

10% Discount off your initial Bison battery order over £300!

Key features of BISON DEEP CYCLE AGM batteries: • Thick positive plate design • Manufactured from 99.9999% pure lead • Safe and easy to transport • Low internal resistance • Increased cycle life • Faster recharge

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

T: 0114 272 7399 E: enquiries@sybsgroup.co.uk www.sybsgroup.co.uk Offer ends 31st December 2015

3 months free!

5 Banner Waranty.indd 1

year warranty on mobile hoists

top trade deals

£ £ £

FREE van or parcel nationwide delivery

On all Haze branded battery orders over £100 Contact sales@ easystartbatteries.co.uk or call 01536203030 for more details.

We are so committed to quality, that we now offer a 5 year warranty on our bestselling mobile hoists.

Please contact us for more information on 01656 776222

www.invacare.co.uk 27.08.15 10:25

www.thiis.co.uk 27

New education and training Academy for JCM JCM Seating Solutions has launched the JCM Academy, based at the company’s headquarters in Peterborough.

Tim Cox, Head of Sales and Marketing told us: “The Academy was born out of the huge success of our training and workshop programmes, not only in Peterborough, but also out on the road, locally with community teams, schools, partners, and with fellow healthcare professionals. We feel that providing a dedicated training facility, coupled with a product demonstration suite will enable us to interact even more with our customers.”

The Academy will host of series of different courses, workshops, training modules, clinics and specialist product demonstration days.

Course attendees will have the opportunity to visit the company’s manufacturing plant and see first-hand the research, design and engineering teams on site.

For more information, visit www.jcmseating. co.uk/training

Birthday surprise for stairlift customer Acorn Stairlifts customer Edna Hughes had a 99th birthday party to remember thanks to the company.

Miss Hughes wrote to Acorn after receiving a notice about the company winning the 2015 Made in UK award. She thanked the team for giving her 10 more years in the home she loves thanks to her stairlift.

Members of the original Acorn Stairlifts team of Geoff Goodman who sold the stairlift and Dave Sharkey who installed it in 2005 presented Edna with a birthday cake, flowers and a Fortnum and Mason hamper on her birthday. Nice touch!

28 www.thiis.co.uk

INTRODUCING THE NEW SOLITE PRO COMMUNITY BED FROM SIDHIL!!

The highest specification product in its class, designed and made in the UK! KEY FEATURES: • Full length side rails • Redesigned platform for improved patient comfort when profiling • Fully compliant to the IEC 60601-2-52 and IEC 60601-1-11 bed standards • Standard 5 year warranty which can be extended to 10 years*

T. 01422 233 000 / E. sales@sidhil.com >>Visit our website: www.sidhil.com * Requires a Sidhil Service contract to be in place

How many years?… that’s an impressive history!

The old and the new.

The company has come a long way

After you’ve celebrated your first 12 months in business, it’s a big deal. When you move pass the 5 year mark, then you are really starting to feel established. As the 10 and 15 years in business anniversaries pass, then you can quite rightly feel that you are building something that is going to last.

So, imagine what it must be like to reach the 140 year milestone!

That’s exactly what Nicholls & Clarke is doing.

Established in 1875, the company started life servicing the capitals building trades from the heart of London, Shoreditch High Street.

N&C has developed over the many years, surviving two World Wars, inter-war depressions, recessions and evolving into the business it is today. N&C has grown in many directions over the century as manufacturers, distributors, retailers and exporters, sup1plying over 60,000 products nationwide and internationally.

In 1875, Samuel Nicholls founded the business as glass, lead, oil and colour merchants, which he expanded in the 1880’s to include Sanitaryware and Architectural Ironmongery.

At the turn of the century, Nicholls & Clarke began experimenting with ready mixed paint, leading to the invention of the first emulsion paint.

The later involvement in supplying tiles developed following the company manufacturing fireplace surrounds.

In 1958, N&C developed readymixed tile cement, an industry innovation, which eventually resulted in the company distributing tiles on a large scale and manufacturing adhesives. Today, the tile business operates 30 www.thiis.co.uk

from 7 distribution centres and a total of 17 retail showrooms nationwide, with a manufacturing plant in Stoke-on-Trent.

In the early 1970’s the company moved “In 1958, N&C developed into the healthcare marketplace and ready-mixed tile cement, an the sanitaryware industry innovation” department began offering products designed for the elderly and disabled as well as producing its own specialist equipment under the name, Phlexicare.

This led N&C to design the world’s first raised height toilet pan, half height shower doors and the RADAR lock for exclusive toilet facilities for disabled clients. The company now produces a complete wetroom solution.

Learn more about N&C’s history at www.nichollsandclarke.com/history-heritage

The founder, Samuel Nicholls and an early team photo

NEW Tilt-in-Space

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HAD expand with second location Hertfordshire Action on Disability (HAD) has opened a second equipment and advice centre with retail showroom in Hillingdon.

The new centre was opened by the Charity's Patron and The War of the Worlds musician Jeff Wayne.

The 2,200 square foot centre in Yiewsley carries a wide range of products from walking sticks to wheelchairs and rollators to rise and recline chairs.

HAD, which lost all its local government funding in 2014, already operate a similar centre at its Hertfordshire HQ in Welwyn Garden

City. Managed by Lorraine McMahon and her assistants Mina Previdi and Lule Kidane, the centre will also benefit from the input of HAD's team of Occupational Therapists.

For more information call 01707 324581 or 01895 544311 or visit www.hadnet.org.uk

Argos deal for Blue Badge Company Blue Badge Company’s range, which includes walking stick bags, lap trays and wheat warmers, is now available on Argos online.

The high street giant is the latest in a string of big name retailers to stock the company’s products, coming just a few months after a deal with Halfords.

Blue Badge Company will sell 12 Blue Badge permit covers, four leather display wallets, Radar Keys and five lap tray designs through Argos.com.

The website for the company is at www.bluebadgecompany.co.uk

32 www.thiis.co.uk

HAD Patron Jeff Wayne (right) opens the new premises.

&

Wishing You A Merry Christmas & A Very Prosperous New Year!

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

www.able2.eu

Focus

Business Development Emily Webb, Managing Director of Oarsome Potential Ltd talks about how any business can benefit from something as simple as listening to its team members

Finding the hidden gems: Are you making enough time to listen?

Who is your most valuable member of staff? Take a second to consider what makes them so important to you.

We tend to measure the value of our staff by their financial impact on our bottom line – whether that is generating income or helping to reduce outgoings – and rightly so… this is business and KPIs are the order of the day.

Now I’d like you to think about the staff that work in the showroom or on your shop floor; whether you know them as a number on Payroll or by name. How well do you know your staff? Really know them… Here are the two vital things you’ll miss if you’re not careful: their knowledge and their individuality.

Individually is the spice of life Do you know what you’re staff are interested in pursuing outside of work? What skills and experience do they have that their current role doesn’t involve? Whilst you may think that outside of working hours is irrelevant, I would encourage you and your team to listen carefully to what your staff share about themselves.

You may find there are some hidden talents and skills that you are over- looking. Perhaps your fastest shelf stacker is a whizz at organising her children’s birthday parties – the same skills that could be transferred into organising an open afternoon in your store to showcase your latest products. Maybe on the weekends your stairlift technician writes a gardening blog with a national readership – could he write your newsletter or even a PR piece about the open afternoon? Maybe your Saturday girl is studying a hair and beauty qualification – perhaps she would do manicures during the open afternoon?

By extending your listening range, you’ll start to uncover hidden gems of knowledge and ability that lie within your team which could prove to be valuable resources to your organisation; resources you may currently be paying to buy in externally. So perhaps uncovering the value of your hidden gems will make that significant impact to your bottom line after all.

“If you’re not already taking the time to listen – you need to”

Knowledge is Power Your staff in the showroom or on the shop floor have daily interactions with customers who have priceless industry information that you will miss out on if you’re not listening. What does Mrs Jones think of the latest mobility scooter? What will she tell her friends? How does your customer service compare to your competitors in the next town? Why do your customers come to your store?

This is the kind of industry and competitive knowledge that your retail staff develop every day, under your guidance. If you’re not already taking the time to listen – you need to. This invaluable knowledge can be gathered in a fairly formal way and fed to the people at HQ to help influence decision making.

For ideas on activities to engage and understand your staff, head over to Emily’s blog www.emily-webb.com/blogs

34 www.thiis.co.uk

2015 – How much do you remember?

It’s been another busy year in the marketplace with comings and goings, mergers and acquisitions, growth for many and challenges for others. Here are 10 stories that we have covered in the magazine throughout 2015. How many questions can you get right? You’ll find the answers on page 62.

January In the January issue, we covered details of a survey that one manufacturer has undertaken that showed that 79% of OTs were looking for greater collaboration with suppliers. Which was the company?

February

March

April

In the February issue, we reported on the Which? survey of stairlift customers which highlighted a number that said that they had ‘experienced dodgy sales techniques’.

Was that figure – 22%, 43% or 61%?

In the March issue, we featured Anna James and Sarah Boyle of Spring Chicken, a new online retailer. Both has spent time at a major retailer before setting up the business. Which company was that?

In the April issue we wrote about a major acquisition when Simplyhealth bought six new stores. Which company was involved in the deal?

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36 www.thiis.co.uk

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May

June

July

May was our 200th issue. One of the stories was about a retailer based in the south which had opened a second store in six months and was looking to open another six over the next two years. Which retailer was that?

In the June issue we featured a supplier with a different range of products that included a number of reading lights which are one of the best-selling lines. Which supplier was that?

In the July issue, we ran an article on a well-established manufacturer that had undergone a re-brand and had re-vamped its offers for retailers.

Which company was that?

August

September

October

In August we featured a case study of a sale of the new style of homelifts which indicated that the marketplace for the products might well be a good deal larger than many thought. Which company’s product was featured?

In the September issue we ran a story on a very unique retailer, Aunty Agatha’s, that had been launched recently. Which product range is the retailer focussing on?

In the October issue, we ran a story about a new Ableworld franchise operation in Inverness that had just been opened by a couple. But where were they from?

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www.thiis.co.uk 37

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.

Autochair partner with Blue Badge Company Autochair, supplier of vehicle adaptations has entered into a trade partnership with Blue Badge Company after a successful appearance at Trade Days.

The deal will see Autochair’s promotional material being distributed

by Blue Badge Company, the supplier of hand-stitched wallets for Blue Badge parking permits and a range of living accessories including walking stick bags, hot water bottles and lap trays.

Autochair was at Trade Days to promote the Partner scheme, a commissions-based referral arrangement, as well as publicise its new website, brochure and corporate branding.

Jules Allen, Sales and Marketing Director at Autochair, reported that around 40 companies signed up to the scheme during the two day show. He told us: “Ellen has agreed to send out leaflets advertising our products to customers who have ordered a wallet from her, which will enable us to reach a new audience.

“Blue Badge Company was just one of a number of excellent companies to have joined our Partner Scheme during Trade Days. Many people came to our stand because they had read about us in THIIS magazine beforehand and it is fair to say our appearance was a resounding success.”

Autochair’s hoists range from the 40kg80kg Mini-Hoist to the Olympian, which, with a lifting power of up to 200kg, is the most powerful hoist on the market.

For more details of the Partner Scheme, call 0800 214 045. The website is at www.autochair.co.uk

38 www.thiis.co.uk

New Area Sales Manager at Radcliffe With over 25 years of product sales and marketing experience in mobility and rehabilitation equipment, Andy Haines has joined the Radcliffe Rehabilitation Solutions team to become the Midlands, Wales and South West area sales manager.

The company says that Andy will be focusing on sales development for rehab wheelchairs, comfort/ positioning seating and mobility bases, posture and pressure care solutions to wheelchair services, nursing homes and hospitals throughout the region.

Jonathan Horne, MD of Radcliffe Rehabilitation Solutions said: “I’m really pleased to announce our appointment of Andy. He has many years’ experience in the industry and brings a wealth of knowledge in many areas that we are involved in.”

The company can be contacted on 01280 700 256. The website is at www.radclifferehab.co.uk.

Sales Director for Kintech Shaun Caddick has been appointed Sales Director of Kintech, expanding the company’s Orchid Medicare business which manufactures products for the healthcare sector.

Shaun joins the company from the garment and textile care business Johnsons Services Group, where he was Business Development Director for two and a half years. Before that he spent 11 years with workplace services providers the PHS Group PLC, including four years as Sales Director.

He said: “I was attracted to Kintech because it has a number of very strong products in a variety of markets and the company is very entrepreneurial and innovative.

There has been a huge amount of investment in Orchid Medicare and we are now well positioned for significant further growth.”

“Our programme of investment to date has primarily focused on our products, operations and infrastructure. Now with all that in place we are launching a major new initiative to continually improve

customer service and make ourselves the Number One choice for our customers,” he added.

From a 40,000 square feet factory and office complex in Hull, Orchid Medicare manufactures a comprehensive range of products, including medical beds, bathing aids, plinths and cradles.

The website for the company is at www.orchid-medicare.co.uk

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

HORIZON PLUS FEATURES • Adjustable pad, back, height & arms • Suitable for users up to 140kg (22st) • Rail angles 25° to 62° • Ergonomically shaped joystick control • Digital diagnostic display in arm • Infra-red remote controls • Manual seat swivel • Dual lever linked footrest raiser • Retractable reel seat belt • Adjustable sideways footrest • Choice of upholstery colours • Optional powered seat swivel • Optional powered hinge rail • Optional Horizon outdoor kit

For more information call +44 (0)1535 631 177

www.platinumstairlifts.com

Call us to find your nearest stockist 01535 631177

Focus

Things we like When a new calendar landed on his desk recently. THIIS Assistant Editor Calvin Barnett decided to take a closer look at what turns out to be a lot more than just 12 months of images.

Foundation looking to give something back This month’s ‘Things We Like’ features a unique calendar from Molten Rock.

The company has used a combination of moving customer stories with interesting photography to help support a number of charities.

Molten Rock is the manufacturer of the BOMA7 – an all-terrain wheelchair offering off-road capability. The company has created the Molten Rock Foundation which aims to give something back to charities and the calendar is the first project. Designed by journalist, artist and model Rachael Clegg, it features images and stories of different customers who have had their lives changed by using the product.

There are lots of things we like about the calendar. The shots of different customers are striking and beautiful and also show the capabilities of the BOMA7, being set in environments that may be inaccessible for some chairs.

The stories of the customers featured bring a personal and human element to the project and most important, the revenue generated will be going towards good causes - each customer featured has picked a charity which will receive an equal share of money raised through the sales.

The engaging project is an effective way of raising brand awareness, telling inspirational customer stories, demonstrating a products capabilities, while, at the same time giving something back.

40 www.thiis.co.uk

To find out more about the calendar and the project, visit www.moltenrockfoundation.org.uk

Storage Basket and Flip-Up Footrest

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RENO II Special Features Unique frame locking system (Patent Pending) Easily dismantled without tools Large storage basket Maximum user weight 21 Stone (133kgs)

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

New campaign aims at 55 plus Building awareness for products in our marketplace isn’t easy as very few people want to be bothered to learn about things that they really don’t want to ever have to use.

A new campaign is looking to do just that – raise the awareness of products to people who might not yet be in the market themselves.

14 local authorities in the West Midlands have come together to launch a new campaign that will be aimed at people aged 55+ who are thinking about later life but might not have experienced any major daily living difficulties as yet.

The AT Home campaign will use a range of channels and media and will encourage people to think about how independent living

and mobility equipment can help people to continue to live independently in a healthy and safe environment at home. The campaign is supported by Naidex.

This initiative aims to reach people whilst they might still be termed a ‘consumer’,before their needs increase and to help prevent them from tipping over to becoming ’a patient’ or service user.

The website is at www.athome.uk.com

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Web: www.assistivepartner.co.uk / Tel: 0844 335 6791 42 www.thiis.co.uk

DEEP CYCLE AGM BATTERIES

The BISON Deep Cycle AGM range provides high performance and reliability in long duration cycling applications. The development combines precision component selection and state-of-the-art manufacturing to produce the most cost effective battery solution for today’s applications.

Exceptionally long lasting, BISON Deep Cycle AGM offers up to eight times the cyclic stability of conventional batteries (up to 800 cycles).

SUPERIOR CYCLIC PERFORMANCE Terminals: Heavy duty insert copper terminals for easy and safe assembly and maintenance free connection with excellent conductivity.

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Liverpool Branch

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G R O U P T H E BATT E R Y S P E C IALI S T S

Trade Days sees rise in numbers and spending power It was all about business at Trade Days

According to organisers CloserStill Media, the second Trade Days Show attracted even higher praise than the first and continues to fulfil the need for a trade-only event.

Trade Days welcomed 3581 visitors in total including crossovers from the Pharmacy Show. The Trade Days-only audience rose by 11% and the spending power of the visitors rose by an impressive 360% from 2014 to 2015 indicating that a large majority of people who came to show had direct control of the budgets and the decisions about which products to stock in the showrooms. In fact, over 85% of the retailers at the show had either sole or joint budget responsibility.

Both visitors and exhibitors had positive feedback for the organisers as 93% of the visitors said that they had seen new products and met new suppliers during the two days.

There was a lot of business being done too as Clare Johnson, Show Manager explained: “80% of visitors told us that they had either placed an order at the show or since the show had ended with exhibitors. Clearly they were taking advantage of some of the excellent show only deals on offer.”

And 88% of visitors told the organisers that they would definitely or probably visit the show in 2016.

The figures mirror the reactions from the exhibitors. For example, Tim Ross, TGA National Sales Manager said: “Trade Days has been a strategic success for TGA and we congratulate the organisers for delivering on their promises.”

Charlotte Gillian, Managing Director of Classic Canes said: “We heard many positive comments from stockists on the format and how business-like the atmosphere was. It was also very beneficial to have the Pharmacy Show next door as we met many potential new customers from it. We appreciate its 2- day format, which encourages everyone in the industry to get on and do business in a time and cost-effective manner. Too many shows are stretched out to 35 days unnecessarily.”

As indicated by the post show figures, Julian Cobbledick of Assistive Partner was impressed with the type of visitor to his stand. “The quality of the enquiries have been outstanding and will unquestionably lead to new business. We 44 www.thiis.co.uk

will certainly get a return from our investment.

In two years the foundations have been laid for something very special in the business to business sector.”

The show is all about business of course and Paul King of Osprey Healthcare was confident that his business would also see a return, saying: “Last year we secured a £60,000 order from the show and this year has been just as positive too.”

There was export business being done too as Nigel Moult, Sales Director at Paroh Ltd confirmed: “Trade Days 2015 was another great show for us. We met with lots of current customers “We felt that the exhibitors have and potential new customers including more time to talk to you than at picking up orders from mainland Europe other shows” and beyond.”

Scott Jacobs of The Helping Hand Company added: “We have met a good number of retailers including new and existing customers who have placed orders with us, including large export orders too.”

From the retailers point of view the two days really hit the mark again. Kevin Fry of Hampshire Mobility Services said: “It’s exactly the right show for us because you can talk business openly.

We’ve ordered new products for the showroom and we will be back next year with more people from the team.”

Maureen Cummings of The Mobility Depot agreed: “It’s been absolutely worth the visit from Scotland. We felt that the exhibitors have more time to talk to you than at other shows and the Sunday opening was a real hit with us. We will definitely be back next year.”

Plans are already in place for Trade Days 2016, taking place 25th-26th September at the NEC. With over 85% of the floorplan already booked, if you are interested in taking exhibition space, contact Clare Johnson on 0207 348 5766 or email c.johnson@closerstillmedia.com

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

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Mangar launches specialist CPD training

MD Andrew Barker says that Mangar places great emphasis on OT support

Mangar International launched new specialist CPD modules for occupational therapists and care workers at The OT Show.

The modules have been developed under the expert guidance of Rachel Russell and Kate Sheehan from the OT Service and will highlight important criteria when prescribing equipment, pertinent to the 2014 Care Act and occupational performance.

Both modules take 2 hours to complete and are free to occupational therapists and care home healthcare professionals. The Mangar International team delivering the CPD modules has been personally trained by Rachel Russell and will be available to provide training sessions across the UK.

Andrew Barker, Managing Director said, “Mangar International places great emphasise on OT support, ensuring they have the information needed to support clients requiring our products. Working with Rachel and Kate from the OT Service means we can now deliver accredited training, designed by professionals for professionals.”

The website is at www.mangar.co.uk

LET’S GO INDOOR ROLLATOR Email: enquiries@able2.eu | 46 www.thiis.co.uk

www.able2.eu |

Tel: 01254 619000

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TES T E SH

MORGAN POWERCHAIR The Morgan powerchair is an excellent product for both indoor and outdoor use. It’s small turning radius allows the users to manoeuvre freely at home whilst the powerful motors are great outdoors. It also offers superior handling over rough terrain due to its all-round independent suspension.

The modern sleek design available several seating configurations and colour options make the Morgan a versatile solution.

a 65cm turning radius a 60cm overall width a Full suspension a Crash tested For further details please call 0845 630 3436 or visit www.karmamobility.co.uk.

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

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tweet... tweet

Tweet... Tweet... Who’s there?

Here’s another set of ‘tweets’ that we’d like to give a mention to this month…

Even packaging materials can get you some exposure.

Powerful words…new, free and…sale.

A simple message which will get noticed.

As we’ve seen before, if you are running a competition, a tweet may well be the way to promote it.

A nice campaign from AKW – Wetroom myths

Unusual, but it will get noticed

Sometimes, just using a single word tells the story

Remember that you can follow THIIS at @wwwthiiscouk 48 www.thiis.co.uk

Increase your income with The Acorn Partner Scheme

How? It’s simple! Refer your stairlift enquiries to Acorn.

TH ORIGI E AND S NAL THE B TILL EST!

Recommend Acorn Stairlifts to your customers, and we’ll reward you with a very attractive commission for each sale. We do all we can to convert your leads into sales, so all you need to worry about is generating leads. You’ll also have the benefit of knowing your customer is being looked after by one of the world’s leading stairlift manufacturers.

Call our dedicated Partner team now, and we’ll take care of everything else.

EXCELLENT RATES OF COMMISSION FROM EVERY SALE RAPID RESPONSE AND INSTALLATION ON ANY STAIRCASE WIDE RANGE OF POINT-OF-SALE TO SUIT YOUR NEEDS LEAFLETS PROVIDED FOR YOU TO GIVE YOUR CUSTOMERS WEBLINKS AVAILABLE FOR YOU TO GENERATE LEADS ONLINE NEW, RECONDITIONED AND RENTAL OPTIONS AVAILABLE Complete control at your fingertips!

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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.

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

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Rehacare 2015

On the floor at Rehacare

Rehacare attracted 39,000 visitors with a total of 754 exhibitors from 37 countries this year. In comparison to the 2013 show, which featured the same reduced exhibition floor, the attendance was slightly reduced from the 43,500 visitors that year. Messe Düsseldorf Managing Director Joachim Schäfer said: “Even though visitor numbers may have fallen short of the 2013 level, Rehacare always finds its audience, regardless of quantitative aspects.”

This year, Calvin Barnett, our Assistant Editor, visited Rehacare for the first time.

Here are just a couple of the products he came across…

New wheelchair designed to save backs According to Strongback Mobility, the new Strück wheelchair is the first off-the-shelf standard folding wheelchair to provide frame-integrated effective posture support. The chair aims to tackle a common problem of back pain experienced by wheelchair users.

The innovative wheelchair is the design of Christian Grothe and Ladd Lougee, who spent three years of joint product development. Grothe has a PhD in Engineering and has primarily worked in the field of Aviation Research. Having worked in community service, Grothe became aware of how uncomfortable conventional wheelchairs are.

The ergonomic geometry of the new chair includes an improved seat angle and curved supportive back frame, tackling bad posture that leads to pain in the lumbar region of the spine.

To find out more information, visit www. strongbackmobility.com

50 www.thiis.co.uk

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Rehacare 2015

Simple but effective A young designer from the UK has come up with a simple solution for people who struggle to open packaging or letters. Simon Lyons, director of Version22 has created the Nimble; the world’s first, single finger opener aimed at making opening packaging safer and more accessible.

Currently patent pending, the thimble shaped product can be placed onto the end of a user’s finger. At the top of the Nimble is a small, zirconia blade that holds a shaper edge than steel, but the opener has been specially designed to ensure users are unable to cut themselves. The product comes in bright yellow and is specially designed to expand and contract for a one size fits all. To find out more, visit www.version22.com

Two new medical aids help save backs The ELEA standing assist and the ROLEO motuna transfer device assist healthcare professionals and promote the patient’s mobility while getting up, sitting down and during standing exercises and support the back-friendly work of nursing staff.

Both devices feature a retainer with adjustable grips, an additional vertical support for standing exercises and a belt in the pelvic area. The difference between the two aids is that the ROLEO motuna has an incorporated turntable to allow for patient rotation with minimum effort and no manoeuvring; resulting in significant space savings and faster transfers for patients.

To find out more about either device, visit www.leonair-rehatechnik.de/en/

52 www.thiis.co.uk

THE LUXURY SCOOTER

THAT RIDES LIKE A CAR Introducing the luxurious, Class 3, Freerider FR1 NEW COLOUR

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.freeridernetwork.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.

Rehacare 2015

Latest powered exoskeleton offers fastest walking speed Rewalk Robotics has introduced the latest update - the Rewalk Personal 6.0, described as the most functional exoskeleton system to date, with a precise fit and the fastest walking speed.

It has highly customised fittings and software to match the size and anatomy of each individual user and provide a better walking experience.

Clinical research on the ReWalk device has demonstrated that users can walk at speeds up to 0.71 meters / second, faster than any other exoskeleton currently available on the market, whilst the removal of the back pack gives the user freedom for clothing choice and movement.

For more information, visit www.rewalk.com

Getting a grip The GRIPO from Gripoballs is a small gripping aid.

Users slip the ball over the utensil required – such as knives, pencils, forks, toothbrushes and more – and are able to safely handle the objects without having to exert a lot of pressure or strongly bend their fingers. It is designed to fit in the palms of both children and adults. To find out more, visit the website at www.gripoballs.com

World’s most lightweight and portable walker USA based Stander’s new EZ Fold-N-Go Walker weighs less than 4kg but can support up to 120kg.

Capable of being lifted with a single finger, the design allows for the walker to fold four times smaller than average walkers and can be adjusted to fit people between 1.5m to 2m.

Available in three colours, the walker is aimed at make travelling easy and stress free and offers a lifetime guarantee.

For more information, visit www.stander.com

In 2016, Rehacare will take place from 28th September to 1st October.

The website is at www.rehacare.com

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Stock Market float on horizon as Ableworld staff pocket share options

Ableworld continues to grow and intends to accelerate its store opening programme

With the recent announcement of store openings in Liverpool, Inverness, Manchester and Bridgend it’s a good time to catch up with the Ableworld management team for their usual ‘annual report’.

And it seems that the last 12 months has seen further progress, with a float on the Stock Market becoming a distinct prospect in the next few years.

Regular readers will be familiar with the back story of Ableworld which was started in 2001

by Mike Williams after his earlier and successful spells at B&Q and Focus. Mike, an out-andout retailer, saw a gap in the market for a professionally run, modern retail chain of mobility stores giving customers an increased range of products at affordable prices.

From one store in Nantwich the group now has retail outlets in 30 locations across England, Scotland and Wales making it the largest mobility chain in the country. It stretches as far north as Inverness to Southampton on the South Coast and from Colchester in the east to Cardiff and Bridgend in the west.

The group of stores are partly companyowned and partly franchise-owned. Currently the split is 12 stores in and around the North West under direct Ableworld ownership with the balance being opened under the franchise model. Included in the latter figure are four stores operating under a joint venture agreement with entrepreneur Barry Pearson.

All Ableworld stores operate using the same 56 www.thiis.co.uk

range of products and services, systems and signage. The increasing recognition of the brand is something which has been carefully developed over the years.

It seems that the company intends to accelerate its store opening programme with a medium term plan of having 60/70 stores by 2019.

“We have recently changed The company says that the strategy has our year end to better reflect been to grow sensibly the natural life-cycle of our by re-investing its profits into developing business” the brand whether that is by opening new stores, hiring key people or investing in new technology. The group, which is debt-free, has experienced double-digit growth for each of the last 9 years with profit increasing six-fold over the last 3 years.

Finance Director Neil Cox told us: “We are seeing a healthy improvement in all areas of the business and this is reflected in the financial performance of the group. Ahead of our future plans for expansion and floatation on the stock market we have recently changed our year

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end to better reflect the natural life-cycle of our business and have also introduced rigorous auditing procedures before we officially needed to”.

Neil adds “We have always had a robust budget process in place and by investing in new systems we can forecast even more accurately important elements such as cash flow and likely capital expenditure.”

One major investment the group recently made was to relocate its Head Office. The project, tackled almost entirely in-house, gave Ableworld double the space and enough head room to allow for another five years expansion.

The group recently offered approximately 10% of the company’ shares to the staff via a share options scheme, something the board hope will give motivation and potential reward for the people who have helped Ableworld reach its current positon.

And, as you might expect, the team is expanding all the time. For example, there are now 24 full time engineers to service its highly successful stairlift operation and two dedicated ‘specialist’ managers who handle the more complex customer needs.

The marketing and buying functions have become more specialised as the company grows and both of these key functions have expanded over the last few years enabling Ableworld to better support its own stores and the franchise network. Two roving Franchise Support Mangers visit franchises on a rolling six weekly cycle offering support and training as well as ensuring that the high standards set by the company are constantly maintained.

The first franchise was awarded in 2008 and in 2010 a Franchise Director was appointed.

Two more franchises were appointed in 2011 to further test the model. There are now 14 franchised stores across the country and another 4 stores operating under a joint venture agreement.

As the group expands the plan is for most of the growth in stores to come via the franchise route and Ableworld are looking to award another 6-8 franchises next year.

Franchise Director, Paul Boniface, tells us “Joining the British Franchise Association was critical to setting up the franchise operation correctly and we were delighted last year when we were nominated by the bfa as one of the finalist for the Emerging Franchise of the Year 2014. Although we lost out to a larger US owned franchise in the final it was a good experience and we learned a lot along the way”.

According to the company, hiring a specialised internet marketing manager has paid dividends for Ableworld’s on-line presence. Victoria Cooper-Samios has been responsible for a redesign of the company’s website incorporating a click-and-collect facility which, while still allowing for a full assessment to be done in store, gives customers the convenience of shopping on-line and reserving items for collection.

MD Mike Williams says: “Customers have a 58 www.thiis.co.uk

The management team is looking ahead to a possible float.

cleaner, easier experience of our website and it is mobile and tablet responsive. As a result, we have seen a 66% increase in traffic to the site and a 160% increase in sales during the same period.”

Another division showing impressive growth is the Stairlift and engineering Department. Headed

by Board Director Angela Fraser, it posted a 20% increase in stairlift sales compared to the previous year.

The rapid expansion necessitated an increase in the size of the Buying and Merchandising Team including Head-of-Department, Martin Lewis, who joined Ableworld after many years’ experience in “We have seen a 66% increase large retailers.

The result is a in traffic to the site and a 160% greater effort than increase in sales during the ever being made in analysing and same period” interpreting sales data and working closely with suppliers to cleanse poor performing items from the shelves to make way for new products - known in the trade as ‘weeding and feeding’. The company is also working with suppliers to ensure that product packaging (something that was very poor across the industry a few years ago) meets the standard expected by today’s buying public.

New software has upgraded the Planogram and Store Planning systems. Among the benefits of the new software according to Sarah Hulse, Buying and Merchandising Manager, are improved line plan and store planning with data links to Sales MIS. This helps to measure product performance across the store allowing for quicker range reviews which will optimise shelf selling space, ultimately increasing category sales and profits.

Ableworld has clearly come a long way since the first store opened in January 2001. The company promise that more stores will open over the next few years and when the time is right the management at Ableworld plan to float the company, which will trigger even faster growth.

The website for the company is at www. ableworld.co.uk

Stand out from the crowd with Handicare Handicare offers you a number of unique, market leading features to help you and your business stand out from the crowd.

Illuminated Footplate

Active Seat

Slide Track

Voice Connect

Whether it is safer hallways with the illuminated footplate, additional support for users with the Active Seat, unobtrusive rails with the revolutionary Slide Track or peace of mind for the user thanks to Voice Connect, we are delighted to offer our Trade Partners innovative and unique solutions.

We offer you the widest range of stairlift features and systems. Call our Trade Partner Support team or your Business Development Manager to find out how Handicare’s comprehensive range of straight and curved stairlifts can help you make everyday life easier for your customers.

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

The team at Handicare would like to take this opportunity to thank all our customers for your continued support and wish you a very merry Christmas and a happy New Year.

Focus

Market Developments Janet Seward of the DLF highlights how NICE guidance on supporting older people could impact in the years ahead.

Making the case for the products you sell As local authorities’ social care budgets are reduced and they take on new responsibilities under the Care Act there is an increasing concern about how to meet the needs of frail older people.

Earlier this month NICE published national guidance on how best to support older people with social care needs and multiple long-term conditions (NG22).

NICE guidance strongly influences how services are delivered and are intended to be evidence based.

There is a welcome emphasis in this latest guidance on the importance of person-centred planning and the need to provide information, signposting and co-ordinated care across organisational boundaries. The guidance focuses on how to support older people to live a ‘normal’ life, enabling older people to maintain social relations and carry on activities in the community. There is a specific recommendation that telecare is considered as an option when planning care.

Analysis of the NICE guidance indicates that the value of daily assistive technologies for use around the home is not recognised and that telecare assistive technologies and housing adaptations are being described in isolation from the full range of technologies that disabled and older people need to remain independent. The NICE guidance notes that “managers and practitioners often prioritise meeting older people’s essential personal care

needs over their wish to live a ‘normal’ life. This approach needs to change to reflect a much wider understanding of the role and contribution of social care.”

This implies that there is an option open to staff to choose between meeting essential needs or focus on supporting older people to live a normal life. There is no evidence that this is the case. This month Age UK published their ‘Agenda for Later Life 2015’ that notes findings that 1,004,004 older people did not received help with basic tasks such as getting out of bed, washing and dressing (up from 870,000 in 2012-13).

DLF is now working as a division of Shaw Trust and our aim is to support the assistive technology sector to work together to highlight the value of everyday and extraordinary technologies that support disabled adults and children and older people to live independent, active lives.

Over the next year we will be working with trade organisations and 3rd sector bodies to address the worrying trend to overlook the importance of the full range of assistive technologies.

Call 020 7289 6111 or visit www.dlf.org.uk

“Analysis of the NICE guidance indicates that the value of daily assistive technologies for use around the home is not recognised”

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Red option for dementia patients Patterson Medical is producing its most popular walking frames in vibrant metallic red, designed to meet demand from the NHS market for use with patients with dementia.

According to the company, bright colours can highlight important objects, making them easier for people with dementia to find and use making this range ideal to help increase the mobility for patients with dementia and reduce the risk of potential falls. The frames are being made available to inpatients on medical, orthopaedics, surgical, intensive care unit and neurology wards.

The company is using a quote someone using the frames who says: “We are starting dementia patients on a standard silver frame.

If they struggle with it – for example by not

remembering to use it or struggling to find the handles – then we give them a red frame, which stands out much more against the pale green hospital floor.”

For more information, call 0344 873 0035. The website is at www. pattersonmedical.co.uk

Italian connection for Mobility Networks Group The Mobility Networks Group, a specialist in wheelchair access solutions for vehicles, will be significantly expanding its Italian operations and strengthening its worldwide product portfolio following the acquisition of Caroil Systems S.p.a.

Based in Palidano di Gonzaga, Italy, Caroil Systems has been a highly regarded supplier of powered platform lifts for commercial vehicles since 1996. It has been acquired by Mobility Networks following commercial difficulties earlier in the year so existing and new customers can once again benefit from world-class products and service. The existing Managing Director for Mobility Networks Italy, Leandro De Aguiar, will also take on the role for Caroil Systems S.p.a.

For more information go to www.mobilitynetworksgroup.com/it 62 www.thiis.co.uk

2015 – What did you remember?

Here are the answers to the end of year quiz…

January – Repose Furniture February – 43% March – Mothercare April – Care & Mobility May – Clearwell Mobility June – Lifemax July – A J Way August – Stannah (Salise Homelift) September – Products for a range of special needs October – Texas, USA

new on the market New community care bed Sidhil has introduced the new Solite Pro community beds, incorporating a redesigned four section profile offering improved alignment with the human anatomical structure.

The new beds include electric back rest and knee break function and variable height control operated via improved actuators which add to the strength of the bed without increasing the weight of individual sections. New integral full length side rails conforming to all gapping requirements feature a unique central ‘step down’ profile for easier ingress and egress.

According to the company, the individual sections of the bed have been strengthened for performance and reliability, whilst keeping unit weights below the single person moving limit, making assembly, installation and disassembly of the bed safe, quick and easy. There are also improved corner locking mechanisms and an improved foot section.

The range also includes the Solite Pro Low bed.

Descending to a mattress platform height below 30cm, it provides a solution for environments where falls prevention is an important consideration.

Solite Pro beds come complete with a five year warranty as standard, which can be extended to ten years for applications where a Sidhil bed service and maintenance contract remains in place.

Call 01422 233 000. The website is at www.sidhil.com

New bariatric option Nexus DMS has launched the new RotaPro-Bario which has a safe working load of 41 stone (260kg), and is 20cm wider than the company’s standard version.

The Rota-Pro-Bario comes compete with a specially designed pressure-relieving mattress, as well as bespoke bedding which holds the pillow in place. The bed can be configured to rotate out to the left or the right hand side, and all positions are re-programmable to user preference.

Call 01905 774695. The website for the company is at www.nexusdms.co.uk

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

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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

64 www.thiis.co.uk

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Keep up with the latest in assistive technology at ATtoday online Find the latest products Read the latest news See the latest job opportunities Sign up for regular updates AT Today – for everything new in the world of assistive technology

www.ATtoday.co.uk

new on the market New therapy bench Jenx has launched a new bright, simple and flexible Therapy Bench to help offer children real benefit without the need to undergo formal assessment.

The new product offers a range of therapy activities and is available in two different sizes with a half and full length option in each size and to suit children of all ages and a max load weight of 85kg. Both sizes are height adjustable with secure locking legs. There are also three interchangeable flat cushions, or the option of a half round cushion, which ensure its versatility in a multiuser environment.

Call 0114 285 3376. The website is at www.jenx. com

New pressure monitoring system Sidhil has launched the Monitor, Alert, Protect (M.A.P) system, which the company says is the first continuous bedside pressure monitoring system.

The intelligent system uses a pressure sensing mat to identify high and low pressure areas between the patient and the support surface. The outer layer of the mat consists of a medical grade biocompatible material which houses thousands of sensing points capable of accurately imaging the body of the patient lying on the support surface.

The information is sent to a monitor attached to the mat, where it is displayed as a real time, colour coded high resolution image, with areas of high pressure clearly delineated in red and orange, and lower pressure areas showing as green and blue.

Call 01422 233 000. The website is at www.sidhil.com

Exhibition Diary January 25-28 2016 - Arab Health, Dubai. www.arabhealthonline.com

June 28-30 2016 – OT Annual Conference – Harrogate – Call 020 8977 7997

January 31 – February 1 – IIC Show, Manchester. www.iicshow.co.uk

June 29-30 2016 – Health+Care, Excel, London. www.healthpluscare.co.uk

February 2-3 2016 – Moving & Handling People, London. www.movingandhandlingpeople.co.uk

July 7 2016 – Kidz to Adultz Wales – Cardiff. www.disabledliving.co.uk/Kidz/Wales

February 29 – March 2 2016 – Medtrade Spring - Las Vegas. www.medtrade.com

September 25-26 2016 – Trade Days – NEC. www.tradedays.co.uk

March 10 2016 – Kidz In The Middle – Ricoh Arena, Coventry. www.disabledliving.co.uk/Kidz/Middle

September 28 - October 1 2016 – Rehacare – Dusseldorf. www.rehacare.com

April 26-28 2016 Naidex National – NEC. www.naidex.co.uk

October 11-12 2016 – The Care & Dementia Show – NEC. www.careshow.co.uk

May 26-28 2016 – The Mobility Roadshow – Silverstone. www.mobilityroadshow.co.uk

November 1-3 2016 – Medtrade, Atlanta. www.medtrade.com

June 9 2016 - Kidz to Adultz South. www.disabledliving.co.uk/Kidz/South

November 14-17 2016 – Medica – Dusseldorf. www.medica.de

June 14-15 2016 – NAEP Annual Conference – Kenilworth. www.naep.org.uk

November 23-24 2016 – The OT Show – NEC. www.otshow.co.uk

66 www.thiis.co.uk

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CMY

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www.movingandhandlingpeople.co.uk MHP16_Ad2.indd 1

The essential learning event for moving and handling in healthcare goes nationwide

Moving & Handling People brings its CPD-certified mix of practical workshops, best-practice seminars and peer-to-peer problem-solving to new audiences.

Moving & Handling People South

Tuesday 2nd & Wednesday 3rd February 2016 The Human Rights Action Centre, London and

Moving & Handling People North

Wednesday 21st & Thursday 22nd September 2016 Newcastle Racecourse, Newcastle upon Tyne (includes entry to DNEX 2016, Disability North’s daily living equipment exhibition) Book now at www.movingandhandlingpeople.co.uk Disabled Living Foundation

Tel 020 7289 6111 Email mhp@dlf.org.uk Web www.dlf.org.uk Reg Charity No 290069 11/9/2015 4:03:25 PM

Attractive margins for scooter transport option

The Spacerack now has a retail display option

The Space Rack, which was initially developed to carry small motorcycles and scooters on the back of motorhomes is becoming more popular with both mobility scooter users and retailers according to the manufacturer.

Managing Director, Charles White says that the product provides retailers with what he describes as ‘a superb profit margin’.

Charles explained about the development of a product that launched in 2012. “It’s fair to say that the disability marketplace wasn’t on our radar when we first produced the Space Rack. It was in response to demand from people who wanted to carry small motorcycles on the back of their motorhomes. It was only when the product was on the market that we received the feedback that scooters users were keen to buy one so that they could take their scooters with them without having to load it into a car.”

Charles added that the criteria the designers used for the product is one of the reasons that it is proving to be a sensible option for scooter owners. “We wanted to make sure it could be easily attached and removed from a vehicle, to have a multitude of uses and be able to fold in half allowing storage in the boot. It also had to be exceedingly light and that’s why we used aluminium. The weight limit for the rack is designed at 150 kilos, but is ultimately governed by the designed “Nose” weight of the tow bar.

Obviously the bigger the car the greater the load it can carry. As a rule of thumb, a small car will have a maximum load of 70 kilos. Medium people carriers 90 kilos and a large four by four or van 120 kilos.”

“Motorcycle shops took the first batch of over 100 racks” Charles said, “and a display stand was provided so that a small motorcycle could 68 www.thiis.co.uk

be displayed on it. After a few weeks the orders came flooding in, but many of them weren’t to carry motorcycles but mobility scooters.”

He says that there “After a few weeks the orders are a number of retailers in the mobility came flooding in, but many marketplace now of them weren’t to carry actively marketing the product and doing motorcycles but mobility well with it. “There are issues displaying the scooters” Space Rack for the retailers with smaller showrooms and we are aware of that and taking steps to provide them with effective point of sale materials, including a video which will help but there are a number of options that retailers can take advantage of.”

One of the biggest selling points according to Charles is that the Space Rack can be used by other family members on a different vehicle.

He says that taxi drivers are also interested in the product too.

If you want to know more, call 01935 479453 or 07788 724616. The website is at www.space-rack. com

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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

jobs on offer

Wicker Mobility Shop Manager – Sheffield We are looking for a motivated individual to lead our team. You will be responsible for ensuring our excellent service continues and our sales targets are met. We are a friendly, part employee owned, company and we need someone who shares our ethos and values. You will receive a competitive salary plus bonus scheme.

33 days paid holiday (including public holidays), pension, health scheme, and other benefits.

We have been in existence since 1985 in our large city centre showroom, and currently prescribe and sell a variety of mobility products throughout the north of England. Our agencies include, Invacare, Otto Bock, Sunrise Medical, Electric Mobility, Panthera, Wolturnus, Leckey and Easystand.

Skills/Traits • Retail savvy

• Love for the customer

• Passion

• Ability to quickly gain product knowledge but previous knowledge of the mobility industry would be an advantage.

• Leading from the front • Great communicator • Relishes the detail

Tasks • managing and motivating our team to increase sales and ensure efficiency • managing stock levels and making key decisions about stock control

Mobility and Seating Specialist Better Mobility are recruiting for the position of Mobility and Seating Specialist.

You will be working closely with Adults and children with disabilities, their therapists, and carers to supply innovative customised mobility solutions that improve their lives.

Better Mobility are firmly committed to providing top quality service at all times, and are recognised for our integrity, reliability and expertise.

Based in Hemel Hempstead, Hertfordshire, covering South East England, with a focus on Central London, we work with private as well as NHS run hospitals and clinics, Therapists and Case Managers, and individual private customers.

Joining a diverse and experienced team, each with their own specialty focus, this is an exciting career opportunity for the right candidate. Ideally you will have a few years experience in assessing for and prescribing manual and powered wheelchairs, however, in our team, it is far more important that you are the right person for the position. Whether you have previous training, or not, our entire team undertakes regular training, from many different sources in order to ensure that we remain experts in our field.

You will report to the General Manager and will be responsible for proactive and thorough handling of sales, and subsequent customer contact with a strong focus on maintaining excellent customer relationships. Excellent communication & interpersonal skills are paramount, with strong empathy for the needs of the end users and their families/carers , you will not just be selling products, but will be thinking “outside of the box” to provide customised solutions to suit the individual.

Flexibility and a great sense of humour are essential to working within in our small, but dedicated team. The reward being a good salary, ability to earn additional commission, late model company van, fuel card, work mobile, team building “fun days”, appreciative, committed, and supportive employers.

To apply: If you believe you would make a valuable addition to our team please send your CV with a Covering Letter outlining your experience and current salary details to: Jeanette Warner, Better Mobility Limited, 12 Henry Wells Square, Hemel Hempstead, Herts HP2 6BJ. Alternatively you can email: j.warner@bettermobility.co.uk

meetings • updating colleagues on business performance, new initiatives and other pertinent issues

• Being in the showroom the majority of the time, talking to colleagues and customers and identifying or resolving • using information technology urgent issues to record sales figures, for data analysis and forward • maint waining awareness of planning market trends in the retail industry, understanding • dealing with staffing issues forthcoming customer such as scheduling rotas, initiatives and monitoring conducting appraisals and what local competitors are performance reviews, as well doing as providing or organising • analysing sales figures and forecasting future sales

training and development •

• • •

•

• initiating changes to improve the business, e.g. revising ensuring standards for quality, opening hours to ensure the customer service and health store can compete effectively and safety are met in the local market resolving health and safety, • promoting the organisation legal and security issues locally by liaising with local responding to customer schools, newspapers and complaints and comments the community in general organising special • travelling to national promotions, displays and meetings and exhibitions events • dealing with sales, as and attending and chairing when required

The successful candidate must be willing to undergo an enhanced DBS check.

For further information please go to www.wicker.co.uk/jobs To apply, please send a CV and covering letter to jobs@wicker.co.uk

Orchid Medicare –

Business Development Manager

q

> Full time National Role > Competitive Salary and OTE > Full communications package > Company vehicle commensurate with role An opportunity has arisen to join one of the UK’s leading manufacturers of disability care equipment, specialist bathing equipment and beds.

It is an exciting time at Orchid Medicare, the business has invested heavily over the last 12 months in its infrastructure and technology in readiness for a period of sustained and substantial growth.

Our products represent the pinnacle of British engineering and are unique to Orchid Medicare.

The opportunity is for an experienced Business Development or Sales professional to lead the charge on behalf of Orchid in our pursuit of new customers, distributors and agents for our product.

Orchid Medicare currently supply products to some of the UK’s most prominent and successful medical care businesses, our strategy is to deliver increased customer service and product support to these customers, whilst expanding our customer base in the wider market.

In joining Orchid Medicare, you are joining a successful manufacturing business operating as a division of Kintech Ltd, a business with a long history of market leading engineering in multiple sectors. The successful applicant will enjoy the benefits of working for a well-established and growing business.

If you are an experienced sales professional with a track record of success in this sector, if you are energetic, dynamic, knowledgeable and looking for an exciting career move, then please contact:

Shaun Caddick – Sales Director scaddick@kintechltd.co.uk Tel: 01482 820333 Please forward a copy of your CV and brief covering letter All applicants will be contacted following application

It’s that

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

• Prompt commission payment upon installation

Call today on

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

PRODUCT TRAINING

DILIGENT PRE-DELIVERY INSPECTORS FREE MARKETING SUPPORT

INDUSTRY LEADING WARRANTIES

ESTABLISHED 30 YEARS

A-CLASS DEALER INCENTIVES

TOP SELLING PRODUCTS

BETTER MARGINS

RE YO QUE BR UR FR ST OC HU EE RE

WORLD-BEATING RELIABILITY

EXPERIENCED TRADE TEAM

Team of the Year

E-COMMERCE

WANT STRATEGIC SUCCESS? AWARD WINNING PRODUCTS & SERVICE

WE’VE GOT ALL THE MOVES CALL FOR A TACTICAL MEETING WITH YOUR AREA SALES MANAGER:

01787 882244

SALES@TGAMOBILITY.CO.UK WWW.TGAMOBILITY.CO.UK

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