THIIS December 2019

THIIS Trade Magazine • Issue 255 • December 2019

THIIS Issue 255 December 2019

TRADE MAGAZINE

The best products of 2019, selected by the trade Providing news and views in the trade since 1999

Leading retailers say which products impressed them the most in 2019 and why MORE ABOUT…

RETAILER SPOTLIGHT:

Purple Tuesday

Warrington Disability Partnership

Also inside:

TRADE TALK WITH GRACE TIPSON

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welcome

…from the editor

Don’t be shy, why not get in touch...

The end of a busy year…

A

s the year draws to a close in what has been an extremely eventful 12 months in the mobility, access and independent living industry, it is good to reflect on some of the big news that really got the trade talking this year.

In terms of retail, the market has seen a mixed bag, with some companies rapidly expanding – such as Middletons’ 10 stores, Easy Living Mobility’s new franchise model and others – whilst others decided to move away from retailing – Betterlife in the spring and more recently Ability Matters’ shop closures.

It sounds like a generic, throwaway line but ensuring your proposition is right couldn’t be more important as the market sees more consolidation, more competition and players with national ambitions.

Many suggest that this was the way the mobility retail market was always going to head, with larger retailers focusing on the more lifestyle-orientated mobility products whilst smaller retailers specialise on the other end of the spectrum, meeting more complex needs.

For retailers that sit in the middle, what does this mean? Is it better to diversify, like Warrington Disability Partnership have outlined in this month’s Retailer Spotlight, or specialise and carve out a niche, such as Stuart Mobility’s strategy? Trying to tick all the boxes can be tough but some, such as Lifestyle and Mobility, are managing to successfully walk that tightrope.

Whichever strategy it is that retailers are planning to pursue, one thing is for certain – a strategy is a must. If 2019 is an indicator of what is to come, then 2020 will likely see more of the same, with those that have their proposition right taking market share from those unsure about where their future lay.

When it comes to sectors to watch, the top two arguably are moving & handling and telehealth, with both seeing an extensive amount of M&A activity and investment over the past 12 months as companies position themselves to respond to the domestic and global demographic shift of an older population and the needs that accompany that.

With an eventful 12 months laying ahead as we move into a new decade, professionals in the trade undoubtably deserved a well-earned mince pie, babycham and rest this festive period.

From the team at THIIS Magazine, thank you for your continued readership and I look forward to continuing to provide you with the news, insights, analysis and updates from a sector that has the exciting buzz of development, growth and opportunity.

Merry Christmas and a happy New Year.

Editor

Calvin Barnett 01933 278086 newsroom@thiis.co.uk

Advertising

Joe Fahy 07384 258 372 joe.fahy@bhtaengage.com

Sub-editor

Sarah Sarsby sarah@thiis.co.uk

Calvin Barnett

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TRADE MAGAZINE

THIIS is produced by BHTA Engage, 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH • 01933 278 086 • newsroom@thiis.co.uk BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.

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contents

58 A short move for long-term success

Features 40 Recruitment: What to expect in 2020 64 In perfect harmony with dealers 66 When not to put your best foot forward

Regulars 48 Unleashing the Purple Pound

8 Trip down memory lane 16 Retailers’ Product of the Year 36 Trade talk…

48 More about…

44 More from Middletons

58 Retailer Spotlight 66 Let’s get it clear 68 Training Diary 70 Recruitment 4 | www.thiis.co.uk

34 Trade talk

16 Top products of 2019

The Heartbeat of your

GEL Mobility Over One Million Batteries Sold in the UK!

Tel: 01536 203030 Website: www.easystartbatteries.co.uk Email: sales@easystartbatteries.co.uk

Ask about our other ranges

THE FINAL TRADE OFFER OF 2019 Throughout the year, Repose has been providing mobility retailers the opportunity to offer unique offers and promotions to its customers through its retailer support programme, running a different trade deal each month.

T

he initiative, which has enabled multiple retailers to pass on special discounts and add-ons to their customers to secure sales, is coming to an end, with December marking the last month of the 2019 programme.

“2019 has been another successful year in the story of Repose Furniture and I hope our retailers have benefited from the monthly promotion campaign we have been running throughout

the year,” commented Lisa Wardley, Managing Director of Repose.

“Our retailers play a vital role in our business and I would like to take this opportunity to thank them for their continued support in 2019 and wish them all a Merry Christmas and a Happy New Year.”

Going out with a bang, the bespoke seating manufacturer is offering a free luxury pocket sprung cushion upgrade worth £30 on chairs within

the extensive homecare range (not available on seat widths over 22” or seat depths below 16”).

According to the company, the cushion upgrade provides the user with comfort in their chair thanks to its individual high tensile steel coil springs in individual pockets, providing consistent support and lasting shape throughout the life of the chair.

To qualify for this special offer, retailers just need to quote December2019 when placing an order between December 1st and 20th. www.reposefurniture.co.uk

Christmas opening times Repose Furniture will be closed for Christmas from Monday December 23rd and re-opening on Thursday January 2nd 2020.

6 | www.thiis.co.uk

2Year upto

Warranty Selected Parts

5Year upto

Guarantee Riser Recliners

Merry Christmas

& Happy New Year Best wishes from,

The Electric Mobility Team

Last

s

order

c 20 De

Continue your journey in 2020 with us & offer your customers they quality & choice they need Give the gift of improved 0800 252 614 mobility to your customers! sales@electricmobility.co.uk

electricmobility.co.uk

20 years of THIIS

A TRIP DOWN MEMORY LANE The Homecare Industry Information Service (THIIS) is 20 years old in 2019!

For the last two decades, THIIS has been keeping the trade in the know with the latest news, views, products and jobs in the industry. Over 2019, THIIS is looking back at some of the interesting, impressive or surprising stories featured in past issues that have shaped the industry into what it is today.

BACK TO BLACK

DECEMBER

2009 NOT SUCH A HOPPING MAD IDEA? As Toyota unveils its futuristic range of small, electric vehicles aimed at the mobility industry, THIIS reported on a not-to-dissimilar concept a decade earlier after seeing the Kenguru car at Rehacare in 2009.

Arguably a model well ahead of its time, the Kenguru was a unique miniature car designed specifically for wheelchair users.

The electric-powered vehicle enabled a wheelchair user to roll themselves into the car and drive, removing the effort needed to transfer into traditional WAVs. Among the changes to the product showcased to visitors at Rehacare were an increased height, a separate dashboard, simple wheelchair docking station and an easy-to-use diagnostic system.

8 | www.thiis.co.uk

At Naidex South – held at the Excel London – THIIS came across a product that promised to “reinvent the wheelchair.”

Speaking with creator Andrew Slorance in December, he explained that as a wheelchair user from the age of 14, he knew by the age of 18 that he wanted to revolutionise the traditional wheelchair, highlighting how the heavy, chunky NHS wheelchairs he had experienced made him really feel disabled.

20 years on, Andrew decided to turn his ambition to reality, creating the Carbon Black, a wheelchair completely out of carbon fibre.

Extremely strong, extremely lightweight and extremely sleek, the chair was heralded for its ergonomic and contemporary design.

The attractive aesthetic and enhanced performance came at a significant cost however, resulting in a price tag that left the model out of reach for most consumers.

In 2018, Carbon

DECEMBER

2011

Black Systems, headed up Paul Strudwick, launched the CB2, completely changing the production process to deliver a carbon fibre chair at cost significantly lower than its predecessor.

Still working to transform the manual wheelchair market, Andrew Slorance and his new company Phoenix Instinct are one of five teams from across the globe to have reached the finals of the Toyota Mobility Unlimited Challenge 2020 with an ultralightweight, vibration-reducing, smart wheelchair concept. His design will now compete for a $1million prize in Tokyo 2020.

Wishing all our partners a very Merry Christmas and a prosperous New Year.

From everyone at Access BDD.

www.accessbdd.com

20 years of THIIS

DECEMBER

2012 JUST PEACHY Boasting a showroom of 5,000 sq. ft focused almost entirely on specialist seating, Peach the Chair Shop in Newcastle decided to reach out and engage healthcare professionals in 2012, with THIIS reporting on the store’s success.

With 80 healthcare professionals in attendance, the exercise proved to be a hit, as physiotherapists and occupational therapists took part in a training event held in conjunction with Kirton.

Speaking with Peach’s MD at the time, she explained that the name for the store came from a need to distinguish itself in the market, as well as the link between a peach and seating – the shape of a peach and the associated part of the body which is involved in the sitting process.

Focusing on a strategy of specialising in seating rather than diversifying, the company said engaging with OTs was a key aspect of its retail strategy.

Now part of Ability Matters Group, Peach the Chair shop is one of the Group’s last remaining retail channels, after closing the vast majority of its Ability Matters retail shops in late summer/early autumn.

KEEPING A CLOSE EYE ON THE INDUSTRY

2013

After a number of high-profile rulings by the then Office of Fair Trading against suppliers and retailers in the mobility industry in 2013, including a finding that Roma had broken competition law, Cavendish Elithorn, Executive Director for Office of Fair Trading, spoke to THIIS about the OFT’s stance on the industry.

In essence, Cavendish emphasised that the OFT recognised the rights of consumers to shop online – emphasising many mobility consumers inability to visit multiple physical stores – with suppliers and retailers not be allowed to restrict the sale or directly set the price of mobility aids sold online.

A controversial topic, many retailers and suppliers in the industry agree with the importance of customers having access to information and products online, however, note that mobility aids, particularly powerchairs and mobility scooters, are medical devices that require the correct assessment to avoid doing more harm than good.

Cavendish ended by warning the industry that the OFT was watching the mobility sector carefully, due to the nature of the vulnerable consumers that the market reaches.

“We have sent clear messages to the sector that we will follow up with enforcement action wherever credible evidence of wrongdoing is found or provided.”

CAVENDISH ELITHORN, EXECUTIVE DIRECTOR FOR OFFICE OF FAIR TRADING, IN 2013

EXCELLING IN EXPORT In December 2014, THIIS reported that Newton Aycliffe-stairlift manufacturer Meditek had been bestowed an Export Award at the first ‘Make Your Mark’ ceremony, having successfully entered over 40 new territories in the 12 months prior.

Doubling its export sales, rebranding its marketing and bringing on a new European sales manager, the future looked bright for the stairlift supplier, with improved lead times and new upholstery colours.

Less than five years later, Meditek entered receivership at the end of February 2018, with Otolift having purchased its assets.

10 | www.thiis.co.uk

DECEMBER

DECEMBER

2014

NRS EasyFit Plus+ Bed Rail Winner of Retailers’ Product of the Year 2019

Retailers’ Product

• Unique clamps slide into place for quick and secure installation • Versatile – for use with slatted, divan and non-height adjustable profiling beds • Ergonomically designed handle offers multiple grip options • A low and wide base gives extra stability and support

Place your order today!

Contact your local NRS Regional Sales Manager Scotland & Northern Ireland Bruce Fleming Mobile: 07889 990862 E-mail: bfleming@nrs-uk.co.uk

North West, Wales & The Midlands Jane Hallam Mobile: 07877 641979 E-mail: jhallam@nrs-uk.co.uk

North East & Eastern England Craig Ball Mobile: 07778 639490 E-mail: cball@nrs-uk.co.uk

Southern England John Sweeney Mobile: 07721 977585

E-mail: jsweeney@nrs-uk.co.uk

20 years of THIIS FILLING A PRECISE POWERCHAIR NEED Having launched his new company in 2015, THIIS spoke with Matt James, Managing Director of Precision Rehab, in December to learn more about the venture.

An industry veteran with 20 years’ experience under his belt, working with both the Balder and Etac range of powerchairs, Matt decided to set up his own company after the ranges left the market.

Highlighting that there was a gap in the specialist powerchair market in the UK, James’ told THIIS that the focus of the new company would be on providing a high standard of assessment, sales process and aftersales care, including service and repair coverage.

A PACKAGING PROBLEM With environmental concerns putting plastic packaging firmly in the limelight this year, December 2016 saw Hertfordshire Action on Disability (HAD)’s team addressing problem packaging for disabled customers.

The charity which retails a range of mobility and daily living aids highlighted that heat-sealed plastic

DECEMBER

2015 Supplying the Paravan range on both a direct sales basis and through authorised dealers, the company has gone from strength-to-strength, introducing new products and working with different suppliers.

At this year’s OT Show, he unveiled two new powerchairs, the Paravan PR40 and Paravan PR25.

THE END OF AN ERA

DECEMBER

2016 packaging, also known as blister packs, was proving difficult for disabled consumers to open.

Calling on the industry to rethink its packaging choices to fit with the needs of its customers who may have limited dexterity, the charity did highlight some examples of thoughtful packaging choices, such as Able2’s Multi Grip.

ON THE LOOKOUT

DECEMBER

2017 12 | www.thiis.co.uk

In December 2017, THIIS reported on a number of thefts that impacted on both suppliers’ and retailers’ in the industry.

A container filled with 81 Drive DeVilbiss Envoy 8mph scooters was stolen from a compound when a lorry managed to sneak in and make off with the entire container.

Additionally, THIIS alerted the trade about a van stolen from Eden Mobility’s head office in Scunthorpe.

Captured on CCTV, the company offered a £1000 reward for any information leading to a successful conviction.

Having been designing and manufacturing handmade seating since 1936 from High Wycombe, THIIS covered the unfortunate news that AJ Way had entered administration.

One of the industry stalwarts in the seating sector, Tony Mercer, the former MD of the company, explained that sales had declined after the acquisition of Kirton by Direct Healthcare Group.

Becoming a standalone company in 2017, AJ Way moved to reduce its prices to combat the reduction in sales whilst trying to cut costs and increase output.

Tony said despite the strategy to turn AJ Way around, it had not managed to reduce overheads enough, resulting in margin erosion and a loss-making business.

Following the announcement, Primacare’s MD David Tomlin confirmed the South Wales-based had taken over AJ Way’s former plant & machinery, design rights, intellectual property and the work in progress chairs.

DECEMBER

2018

new to the team

Drive DeVilbiss Healthcare appoints new CEO Drive DeVilbiss Healthcare’s Board of Directors has appointed Robert Size as the company’s new chief executive officer, taking over from former CEO Bob Gilligan.

Having held various executive leadership roles at Dentsply Sirona,

Bob Gilligan steps down after less than two years

the world’s largest supplier of dental materials and equipment, Robert will now assume day-to-day leadership of Drive DeVilbiss Healthcare, alongside joining the Board of Directors.

During his 15 years with Dentsply Sirona, Robert held enterprise-wide executive and operating duties, as well as responsibilities over both manufacturing operations and sales organisations in the US and Europe.

The appointment comes as Bob Gilligan steps down from the role, less than 24 months after being appointed.

“We thank Bob Gilligan for his leadership and valuable contributions to Drive,” said John Compton, Chairman of the Board of Directors.

“We are confident that Bob Size will lead Drive into a phase of further growth and customer satisfaction.”

Recently, Drive DeVilbiss Healthcare faced an alleged “liquidity crunch” before confirming it had agreed to receive $35 million in new capital and a reduction in cash debt service obligations from its current lenders.

Robert Size

In Drive DeVilbiss Healthcare’s annual report for the year ended 31st December 2018, the company revealed improved trading figures in the UK, with both turnover and gross profit up, reporting a loss of £6.05 million for the period.

Following its acquisition of Sidhil however, Drive DeVilbiss Sidhil reported that over the same period, it had significantly increased its profit by 43 percent to over £4 million. www.drivedevilbiss.co.uk

SPECIALIST SKILLS JOIN SCOTTISH TEAM Bringing 20 years of Special Educational Needs (SEN) experience and a wealth of inclusive cycling industry knowledge to John Preston Healthcare’s Scottish team, Jason Davies has joined the company as its new Product Specialist.

Working with support seating systems and walking aids when first joining the industry, Jason’s position eventually led him to become involved in the disabled cycling scene and spearheading the RaceRunner three-wheel running trike.

14 | www.thiis.co.uk

In his new role, he will primarily look after the company’s paediatric product range which includes the AAT Stabilo, TheraTrainer and Tomcat suite of products.

Mark Anderson, Managing Director of John Preston Scotland /Fast Aid Products, confirmed that the appointment is part of an ongoing development programme: “We have been substantially growing the business and are eager to continue this momentum with the introduction of skilled and industry expert assessors.”

Jason Davies

www.johnpreston.co.uk

A FOCUS ON EDUCATION

Seasons’ Greetings to all our stockists!

WheelAIR has welcomed occupational therapist Susie Turnbull to its team as its new Clinical Educator.

Qualifying as an OT in 2000 and specialising in spinal cord injury rehabilitation, Susie’s experience includes time at the National Spinal Injuries Centre, positions in the NHS and working as an independent practitioner.

Having also achieved a Masters in Design Research for Disability in 2006, WheelAir’s new clinical educator will now focus on implementing the company’s clinical strategy and promoting the medical benefits of its wheelchair user cooling systems.

In particular, the role will see her building on microclimate research and fully understanding the effects of overheating and over-sweating on wheelchair users, with research being advanced through partnerships with universities and hospitals. www.wheelair.co.uk

The patented transfoldable mobility scooter sleek design | modular | flight approved

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Partner with the globally renowned Movinglife and expand your business

WHAT PRODUCTS ARE RETAILERS IN THE INDUSTRY RAVING ABOUT? Wondering which products impressed retailers in the industry the most this year? THIIS has asked dealers from across the UK to pick the products that have stood out above all others in 2019… 16 | www.thiis.co.uk

PICK OF THE YEAR:

The Hurrycane from Drive DeVilbiss CERI DIXON MARKETING MANAGER OF ABLEWORLD

“

There have been so many new, innovative mobility products available this year that has meant picking our Product of the Year has been tricky but we have decided the Hurrycane deserves the accolade.

The Hurrycane has been a great success with our customers due to the variety of colours, the innovative

design and the practicality of the product.

“Walking sticks have been around for years with lots of inventions and ways to try and improve the walking aid and the Hurrycane has incorporated all of these improvements into one handy mobility aid.

“Packed full of features, it provides extra stability for customers, featuring a wide pivot base for added flexibility.

Available in a range of colours to suit the customer’s personality, its practical, height adjustable and foldable with a carry bag and wrist strap.

“It also overcomes the all-toofamiliar problem of where to hang, lean or stand your walking stick as the wide base allows it to stand up ready for when the user needs it. It’s no wonder this is has been a huge hit with many of our customers.

“Our aim at Ableworld is to provide customers with affordable mobility aids to help them lead more comfortable and active lives, and the Hurrycane does just that!

”

www.ableworld.co.uk

PICK OF THE YEAR:

Brecon Dual from Primacare

“

The product that has really stood out for us this year is the Primacare Brecon dual TIS chair.

“The Tilt in space action provides a better seating position than most standard dual motor chairs and the quality has withstood both our rental and sales markets.

“The next day option works

really well in the showroom, and there is a good choice of domestic fabrics and sizes to suit most of our customer’s needs. Delivery is always as promised and the aftersales service is excellent.

”

www.classicmobility.org.uk

LAUREN BROMFIELD DIRECTOR OF CLASSIC MOBILITY

www.thiis.co.uk | 17

product of the year PICK OF THE YEAR:

Shock Absorber Walking Stick from Classic Canes KATY BROWN MANAGING DIRECTOR OF SCOTGATE MOBILITY

“

I would like to put forward the Classic Canes Shock Absorber Walking Stick.

The shaped handle spreads the user’s weight across the palm of the hand, and the shock absorber mechanism reduces the ‘jarring’ caused to the wrist and elbow joints each time the cane makes contact with the ground. This walking stick is comfortable to use for extended periods of time. It is very popular with our customers.

“Also, anything by One Rehab. The quality of their products is excellent and their customer service is second-to-none.

”

PICK OF THE YEAR:

Let’s Go Out Rollator from Able2 KATHERINE PYNE BUSINESS MANAGER OF DESIGNED2ENABLE

www.scotgatemobility.co.uk

“

It was one of the first products that we selected for our website, it was also launched around the same time as our business and it is a perfect fit for our ethos: to enable equality through design so that our customers are happy to use our products and to have them in their homes; products that are of quality, style, and interest.

“This rollator has sold consistently for us; it is really well received by our customers and is well priced. It was one of the first rollators to have suspension, the large wheels make it easy to manoeuvre and cross curbs and we love the mudguards on the rear wheels that protect your clothing. It has no visible brake wires and five years on, it still maintains its stylish, modern look.

”

www. designed2enable. co.uk

18 | www.thiis.co.uk

Distributors Required

Over 10x the life cycles of lead-acid Only 25% of the weight per amp Twice as much power as lead-acid Immune to sulfation

Afforable

Lithium-ion Is here.

There’s 2 main qualities for a mobility scooter - reliability and independence. They are designed to give the user all the freedom and power to get out and to get where they’re going - and back.

TN Power lithium have partnered exclusively with Battery Megastore to design and manufacture lithium-ion batteries with a 3 word mantra:

Maintains voltage throughout cycle Can be mounted at any angle Does not need to be vented Works with existing chargers Interested in helping to lead the lithium revolution? we’re actively seeking UK-based distributors to help put high-quality, afforable lithium batteries into the hands of businesses and the public.

Dependable.

Reliable.

Affordable.

Lithium power has long been known to solve all the issues for the modern mobility user (weight, service life, depth of discharge....) but a lot of customers have long been priced out of the exciting world of lithium.

This changes now with TN Power Lithium-ion batteries - boasting a staggering double depth of discharge compared to lead acid and weighing in at only 25% of the weight per amp. This, combined with their longevity and immunity to sulfation means there really is no reason not to go lithium.

product of the year PICK OF THE YEAR:

Drive DeVilbiss Automatic Folding Scooter JAMES GARGAN COMMERCIAL DIRECTOR OF BEECHFIELD HEALTHCARE

PICK OF THE YEAR:

Handicare 1100 from Handicare LEE FARRINGTON MANAGING DIRECTOR, DOLPHIN LIFTS MIDLANDS

“

The Handicare 1100 stairlift is the slimmest straight stairlift we offer and has been incredibly popular since it was added to our portfolio in 2018. Space is often at a premium when installing a stairlift and the ultra-slim compact design enables it to be fitted close to the wall. The seat, footrest and armrest can be folded in when the unit is not is use which ensures there is plenty of space for other users to safely use the staircase.

“Whether we are working with a private individual or a large local authority, all our customers are looking for the same end result – a stairlift that will offer independence and peace of mind and the Handicare 1100 does just that.

“As many of our clients live alone this is also important for their friends and family. For example, in the very rare event that one of the motors breaks, the unit will still finish the ride up or down the stairs. Another safety feature on the Handicare 1100 is the sensors which are fitted as standard and will automatically stop the stairlift if there is an obstruction on the stairs.

“Any concerns about battery charge are eliminated by the continuous charge function which ensures the seat can be left anywhere on the rail and the batteries are always fully charged. The Handicare 1100 really does offer superb peace of mind to all concerned and as a distributor this is invaluable.

“Not only is the Handicare 1100 great aesthetically but also extremely easy to fit which is so important for us as a distributor. All these factors combine to make the Handicare 1100 a superb product which we are delighted to offer our customers and I believe would be a very worthy winner of the 2019 THIIS Magazine Retailers’ Product of the Year.

”

20 | www.thiis.co.uk

www.dolphinmidlands.co.uk

“

In 2019, we introduced the Drive DeVilbiss 4 Wheel Auto Folding Scooter, providing our customers with a quick and easy solution for when they are on the go.

“With a speed of 4mph and a range of 13 miles, this lightweight gem automatically folds into a compressed size within 15 seconds. This scooter has puncture-proof tyres, mechanised electromagnetic brake system, a padded seat and backrest for added comfort, as well as on-board charging. Safety features include antitippers and an anti-rollback system.

“The scooter can be folded and unfolded using the handheld remote control or buttons on the tiller. The compact design weighs-in at only 27.5kg, making it the perfect travel partner with its light-weight lithium airline friendly batteries.

”

www.beechfieldhealthcare.ie

Any chair…

Any colour…

Any size…

The answer is…

Yes! visit us online at www.primacare.co.uk or call 01685 845900

product of the year PICK OF THE YEAR:

GH1 and GH3 Ceiling Hoists from Guldmann GARETH WATKINSON MANAGING DIRECTOR OF DOLPHIN MOBILITY YORKSHIRE & CUMBRIA

“

Selecting the product of the year was not an easy task, as there were quite a few to choose from, with several new products launched this year and a number of new and innovative updates to others.

However, after careful deliberation, I feel the product of the year for me has been the Guldmann GH1 and GH3 ceiling hoists.

“The GH3 hoist is a stationary lifting module that is user-friendly and powerful enough to handle lifting and moving procedures in almost all professional care settings. The lifting module is easy to operate and helps make lifting and moving procedures safe, simple and comfortable for user and care staff alike. It charges itself through the rails which ensures that the ceiling hoist is always ready to use. It has been designed specifically for the working conditions that are typical in professional care settings

and it can manage heavy loads on a regular basis.

“The GH1 on the other hand has been designed to deal with day-today lifting needs typically encountered in private homes, sheltered accommodation and nursing homes.

It takes up little space, is easy to operate and helps make lifting and moving processes safe, simple and comfortable for user and care staff alike. I also like the user-friendly hand control unit that allows for quick and easy lifting for people weighing up to 255 kg.

“During the year, we have collaborated with local authorities and bestowed the benefit of a full X/Y room coverage system which aids and maximises the transfer positions within the room. In particular, we have worked closely with East Riding of Yorkshire Council (ERYC) and installed a few Combo Lock gate systems

PICK OF THE YEAR:

Go-Go Elite Traveller Sport from Pride

“

Our Product of the Year for 2019 has to be the Pride Go-Go Elite Traveller Sport. So many great products stood out but for us, the Go-Go Sport has been one of the most popular models across our showrooms.

"The highly reliable boot scooter is fantastic user weight capacity - up to 23 stone - and boasts a new and improved 20ah battery.

"With a good range of miles and the

22 | www.thiis.co.uk

which enable transfers from room to room through doorways. This allows access to bathing and toileting from the bed can be achieved in one journey “In total, this year we have fitted over 100 Guldmann ceiling hoists.

“Guldmann themselves continue to invest in new products and staffing levels to support ourselves and the dealer network and a new handset design and trainer modules have just been released too.

“The incredible product quality, capability and support provided by Guldmann is why I have selected them for my choice of product of the year 2019.

”

www.dmyc.co.uk

KIERON MACFARLANE HEAD OF RETAIL AT MOBILITY SOLUTIONS potential to break the scooter down into manageable pieces that can fit into a car boot, it is a convenient and transportable product that really does tick almost all the boxes for customers looking for a mobility scooter.

"Impressively, it has stood the test of time and has consistently proven popular with both our retail and Motability customers, which is why we think it is a worthy winner. www.mobilitysolutions.co.uk

”

PICK OF THE YEAR:

inStore Mobility Scooter range from Drive DeVilbiss KAREN SHEPPARD MANAGING DIRECTOR OF PEOPLE FIRST MOBILITY

“

When I was asked to choose a Product of the Year, it was difficult to make a choice as each Product of the Month that I have chosen was either a good seller, or a very popular choice with the customer because of its benefits.

“After looking at all the products and what they bring to the retail shop floor, the Drive DeVilbiss inStore mobility scooter range must be the Product of the Year for us.

“Drive’s goal is to work closer with independent retailers and support us.

They are aware that the high street is struggling and have thought of ways to help. After many discussions with retailers, they were told how we are finding it hard to compete with the cheapness of some onlinesellers. They also listened to retail stores about people that come to physical stores to look, touch, feel and sit on the product, getting a full demonstration and finding out all the information before going online to buy.

“This practice is increasing so by selling unbranded models, we can name them instore ourselves so when the customer goes online to purchase, they cannot find it. This means they have to come back to the store if they want to purchase the scooter.

“We offer excellent face-to-face personal service but cannot always compete on price, however, we can let customers know that it is an exclusive model for instore only.

“Drive also has other products within the range, supporting small bricks and mortar retailers to demonstrate and sell products instore.

“The car portable mobility scooter has two styles, one with suspension and led front light, plus an extra charging port on the tiller. It has 20ah batteries, with a 20 stone weight limit, and breaks up easily to go into a car.

The second style car portable has 12ah batteries with a 20 stone weight limit. Feedback has been positive and very few problems reported with breakdowns or faults.

“The large 8mph scooter, has 34 ah batteries, a weight limit of 21 stone user weight and is a good budget range 8mph class 3 scooter. It is comfy to ride, is quite a slow 8mph unless turned to maximum but it makes it an ideal starter scooter.

“All the scooters have been good sellers this year mainly due to price and to no direct competition from the online large companies.

“As I mentioned about finding it hard to make a choice out of each month, my second choice for product of the year would be the new Motion Healthcare Lithilite Pro being very lightweight and having a large range of 26 miles from a lithium battery, easily making it a good choice for the showroom.

“Happy New Year. Hoping 2020 is a brilliant year for you all.

”

www.peoplefirstmobility.co.uk

PICK OF THE YEAR:

Intimate Rider Love Chair from Intimate Rider JOHN PRESTON HEALTHCARE

“

Designed and built in the USA, the Intimate Rider features patented technology that allows those with spinal cord injuries and various disabilities to enjoy intimacy with their partner. It has proved popular throughout the year and has helped break down barriers in regards to those of all abilities enjoying physical relationships.

“It has been a popular product in the USA for many years. The comfortable, conforming fabric and stable back support are great features. It is particularly suited to older users and those with high level spinal injuries or no core stability. It folds easily for compact storage.

“We have seen a noticeable increase in sales throughout 2019 and thankfully more awareness from health professionals as to this solution – long may it continue.

”

www.johnpreston.co.uk

www.thiis.co.uk | 23

product of the year PICK OF THE YEAR:

Empulse R20 Powerpack from Sunrise Medical DARREN MACEY BUSINESS DEVELOPMENT MANAGER OF LIFESTYLE & MOBILITY

“

We have reviewed so many products this year and it has been a hard decision to choose the Product of the Year. In our industry, it is common to trade off pros & cons for the products we advise our customers on. This can be for a multitude of reasons but inevitably, it is due to shear range of conditions, level of function and environmental challenges we have to deal with every day.

“Powerpacks are a segment that had remained largely untouched, with models that have rolled into the fold often presenting the same cons we have seen before. A typical end-user scenario we come across time often is an elderly couple struggling to get around town whilst the ageing spouse pushes their partner. Adding a powerpack to the wheelchair can help reduce the strain and offer more independence, however, time and time again we have seen these products annexed to the cupboard under the stairs because they are too heavy for the spouse to mount – usually because as time has gone on, they have become weaker themselves.

“Of course, there are a whole host

of other users that these products are suitable for but I am guessing there is likely to be people in similar situations buying powerpacks up & down the country every day. The reality is as that couple ages, that powerpacks become more unsuitable; it’s not futureproof.

“Tackling many of the aforementioned ‘cons,’ the Empulse R20 Powerpack takes a stellar leap in innovation that aims to futureproof the product for longer and blows the demographic wide open in terms of suitability.

“At an ultra-light weight of only 4.5kg – less than the battery pack alone from the majority of powerpacks in the segment – the Empulse R20 also folds with the chair, giving users the choice to leave it on or take it off – made possible by its low weight.

Both of these elements are possible because of how it gains traction which has been cleverly designed so it doesn’t need the giant battery to weigh down the drive wheel.

“It is easy-to-use, looks great - a powerpack is never going to look sexy but using a neat back pack design and a small lithium battery certainly helps – and gets my vote because it delivers the very definition of innovation to a vulnerable client group that deserve a solution that is going to see them into the future. It means that they can enjoy their days out with ease and that puts a smile on my face.

”

www.lifestyleandmobility.co.uk

PICK OF THE YEAR:

Talking Button Clock from Ravencourt MATT WARD HEAD OF RETAIL & MARKETING AT MANAGE AT HOME

“

The Ravencourt Talking Button Clock has been a top selling product on Manage At Home this year.

“Talking clocks are an essential to people living with blindness or low vision, as well as those experiencing memory loss. This talking button clock has a high quality loud and clear English male voice which tells the time and date at the press of a button and also has an alarm feature.

“The compact design sits flat and secure and cannot easily be knocked over. Setting this clock couldn’t be easier the loud & clear voice will help talk you through it in conjunction with the large print instructions provided.

”

www.manageathome.co.uk

24 | www.thiis.co.uk

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product of the year PICK OF THE YEAR:

Boston Chair from Repose Furniture JUSTINA NURSE MANAGING DIRECTOR OF STUART MOBILITY

“

The Boston was officially launched in March 2018, after being previewed at the OT Show in 2017. However, like most new products, it takes time to find a position in the marketplace and for Stuart Mobility, this year the chair has proved very popular with both OTs and customers alike.

“The Boston has a unique combination of Tilt in Space and independently controlled back recline and leg elevation so that carers can constantly adjust the user’s position to relieve pressure and provide allday comfort. Adaptable back and

seat cushions, adjustable foot plate, manual or electric and the chair comes in three sizes with a variety of fabrics and colours to suit any environment.

“Repose Furniture has engineered the Boston to meet the needs of semi-ambulant and non-ambulant users with a range of additional support features to modify the chair to individual needs. Ideal for those who are unable to independently manoeuvre their weight to relieve pressure build up, the assisted movement reduces the risk of skin breakdown due to poor skin integrity, high pressure risk or poor circulation.

“It can also support people with swallowing problems by allowing them to be positioned optimally for food to be swallowed, for example, individuals

PICK OF THE YEAR:

Easyfit Plus+ Bed Rail from NRS Healthcare

“

This product has been exclusively designed and developed by our in-house product development team and has continued to make a big impression on Occupational Therapists from across the UK. “When NRS Healthcare attended the OT Show at Birmingham NEC, hundreds of healthcare professionals, including many OTs, flocked to our stand for a demonstration of the NRS EasyFit Plus+ Bed Rail and the feedback on its design was stunningly positive.

“With an ergonomically designed handle, the bed rail offers multiple grip options so the user can find their most comfortable hand position when using the product to rise from, stand up from or sit down on the bed.

“Versatility is another major feature

26 | www.thiis.co.uk

of the NRS EasyFit Plus+ Bed Rail as it has been designed to work on most beds, including slatted bed frames, solid base divans and sprung divans.

It can also be used on non-height adjustable profiling beds and is super easy to install, with no tools or straps required - simply slide under the bed and use the unique easy fit clamp and lever system to fix into place!

“I must say, however, one of my favourite things about the NRS EasyFit Plus+ Bed Rail is the sleek, sophisticated and inclusive design. This bed rail would make a complimentary addition to any bedroom and easily blend into contemporary surroundings - an important point which is often overlooked in the design of many daily living aids.

“When it comes to style, innovative

with neurological conditions such as MND, and can also be very useful for those with low blood pressure to alter their position to reduce the impact of changes in pressure e.g. postural hypotension.

“Stuart Mobility has sold the Boston to both care and nursing homes as well as private homes and it’s gaining a growing fan base. Above all, this chair, for me, is just so comfortable and supportive.

”

www.stuartmobility.co.uk

ALEXANDRA LOMAS CUSTOMER ENGAGEMENT MANAGER AT NRS HEALTHCARE design and a quality finish, the NRS EasyFit Plus+ Bed Rail has it all, which is why I believe it will continue to impress others and stand out from similar products of its kind going forwards.

”

www.nrshealthcare.co.uk

PICK OF THE YEAR:

Hurrycane from Drive DeVilbiss DANIEL GRIFFITHS MANAGING DIRECTOR OF EASY LIVING MOBILITY

“ PICK OF THE YEAR:

Light Drive2 from Benoit System ANNIE HOLLANDOAKES MARKETING & MOTABILITY SPECIALIST AT RECARE

“

The Product of the Year in 2019 for me would be the Benoit System! Following our takeover of the distribution for this product throughout the UK, it has sparked a great national interest in such a short amount of time, aided by its ease and overall practicality for manual wheelchair users.

“Benoit System is lightweight and easily removable from the rear of the chair for transportation, providing greater independence to a much wider audience than alternative add-on solutions. With the joystick function on the Light Drive2 model, it makes the use of a wheelchair with a power addon more diverse, with people that are dominant on one side not having to rely on a one-arm drive wheel system.

“With this adaptation on the chair, it does not involve increasing the footprint on the ground, making the turning circle as close to that of just the manual wheelchair as possible.

“With the capability to be used on a paediatric chair through to a bariatric model, the diversity is vast, making this product more inclusive to a wider audience. Functioning on the movement of the rear wheels alone, there are fewer wearable parts for the ongoing user to maintain than an average power add-on product.

“Overall, this is an exceptionally smart looking piece of equipment that ensures the individual in the chair is seen rather than the chair itself.

Needing minimal movement to enable control is practical and functional for a wide range of clients to be able to use, it is lightweight and transportable to keep clients from requiring a wheelchair accessible vehicle.

This year this walking stick has been a firm favourite for anyone looking at using a walking stick or just another to add to their collection.

Its uniquely designed pivoting base is engineered to always provide a customer with effortless three-point contact with the ground, instead of the more traditional one-point sticks which are typically a single line with a single, very straight, point of contact which means even less contact between you and the ground which can ultimately lead to a disaster.

“We have seen that it truly works and so have many of our customers, giving them real added piece of mind while up and about. You lose no flexibility either, should you have been used to adjusting and/or folding your walking stick away for travel or if it is just not always needed; its brilliant!

“It has flown off all our shelfs all year long and with Christmas fast approaching, we've fully stocked up as we know this little beauty will be finding itself in many friends & family's stockings as fillers.

”

www.easylivingmobility.co.uk

”

www.recare.co.uk

www.thiis.co.uk | 27

product of the year PICK OF THE YEAR:

Quickie Salsa M2 Mini from Sunrise Medical

“

Coming from a pure retail background, I have the ability to often look at prescriptive products from outside the box. This has given me an edge when myself and my partners founded Motus Medical. A product for me that really stands out during that time is the Quickie Salsa M2 Mini by Sunrise Medical. This has been available for a couple of years now and it has been a standout product since launch because it offers functionality that features that don’t exist in other chairs.

“For those that are not familiar with the Quickie Salsa M2 Mini, it takes its core technology & performance from the thoroughbred Salsa family which, to my knowledge, has been the most successful range of mid-wheeled powerchairs the UK and indeed Europe has ever seen.

“I know that the UK Sunrise Medical plant makes more than 5000 chairs a year. The Quickie Salsa M2 Mini is unique in the chassis is tiny (only 52cm wide) BUT it still has an awesome suspension system that can cater for full lift, tilt & recline and be super stable. It’s also able to climb kerb and navigate rough terrain

JOHN PAYNE MANAGING DIRECTOR OF KENT MOBILITY

as well as its bigger brother, the Salsa M2 or the even cooler Q500M. “Not only has the Quickie Salsa M2 Mini been a dominant solution for the last few years, its successor, the Q300M, is set to launch in the new year. I know that this is going to include some awesome upgrades including bigger batteries for a massive 25-mile range, more than 17 colour & style options, the award-winning Sedeo Pro seating and full lift & drive system. The Quickie Salsa M2 Mini has been such a favourite of ours that I can’t wait to see the new Q300M and its next generation performance.

NATHAN BEVAN DIRECTOR OF MOTUS MEDICA

”

www.motusmedical. co.uk

PICK OF THE YEAR:

Variotronic from Progeo

“

We saw this product in Italy this year when we visited the Progeo factory in Italy and we have just started to import it so it is very new to the UK “The chair is based on the Exelle Vario made-to-measure lightweight manual frame which the self-propelling wheels can be removed from with a quick release axle, allowing you to clip on the power drive unit to it.

“The chair then drives the same as a powerchair, complete with electric braking. The unit also comes with lights, indictors and hazards as standard, as well as removable battery boxes as standard for transport.

“The quality of the engineering is very good – as with all the Progeo range- and this chair gives the customer two chairs in one.

”

28 | www.thiis.co.uk

www.kentmobility.co.uk

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product of the year PICK OF THE YEAR:

The Bambach Saddle Seat from Bambach UK ELAINE FERGUSON MOBILITY SERVICES MANAGER OF FORTUNA MOBILITY

PICK OF THE YEAR:

“

I’ve chosen The Bambach Saddle Seat as my Product of 2019, because it’s helped so many of our customers relieve lower back pain and improve their posture. The Bambach provides comfort and stability, while relieving and preventing posture related issues – including headaches, shoulder problems and sciatica.

“This product is unique as it’s the only saddle seat with scientific evidence of its effectiveness, and its benefits include improved circulation, not compressing internal organs, and discouraging slouching. It also helps people living with multiple sclerosis, the effects of stroke, and cerebral palsy, plus children with motor impairments or posture challenges.

“Available in a wide range of colours, with a choice of seat type, a gas lift height adjuster, and optional extras including a back rest and foot ring, each Bambach is custom built to suit every user.

“Earlier this year actress Trudie Goodwin, formerly of The Bill and Emmerdale, started using a Bambach and is pleased with its benefits, as are the majority of those who have tried one. Most are so impressed with it they never want to use a regular seat again. A Bambach is an important gift and investment for your back, and I’d highly recommend it for everyone!

”

www.fortunamobility.com

Adelphi Care Chair from Primacare ALASTAIR GIBBS MANAGING DIRECTOR OF TPG DISABLEAIDS

“

For TPG DisableAids, our Pick of the Year is the Primacare Adelphi Care Chair. It has been a clear winner in expanding our range beyond the standard riser/recliner chairs, which clearly have their place in the comfort market. It has opened up a whole new customer base of more specific positioning seating requirements and dovetailed nicely with our other hoisting and handling ranges.

“The Adelphi back style uses soft cushioning and conventional wings to give postural support, sometimes with optional extras such as soft lateral support cushions. The Adelphi is available with manual or electric controls of the three main operations; leg rest, tilt and back angle.

“The end result is a very adaptable chair that can be tailored to suit a very wide range of clients. This makes it very easy to hold stock for rapid delivery and also extremely convenient to keep a demonstrator unit that can be adjusted to suit each individual client at the time of assessment.

”

www.tpg-disableaids.co.uk 30 | www.thiis.co.uk

A retail ready range of products to help people live well with memory loss and visual impairment

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product of the year PICK OF THE YEAR:

Zest Plus from TGA Mobility SCOTT SMITH SALES AND MARKETING MANAGER OF STYLE MOBILITY

“

This fantastic mid-sized car boot scooter really is a leap forwards in comfort and quality. The addition of the pneumatic tyres alleviates one of the main objections when it comes to customers looking for a transportable scooter, and that is ride comfort.

“These air-filled tyres combined with the advanced suspension makes even the bumpiest pavements feel smoother and more enjoyable to ride along.

“Having the capability to break apart into manageable components, even splitting the larger batteries into separate units, this scooter is a definite contender in one of the best

transportable scooters currently on the market. A selection of six different colour options is just the icing on the cake when demonstrating these exceptional pieces of engineering.

”

www.stylemobility.co.uk

PICK OF THE YEAR:

KANJO bathlift from Eureha YVONNE MALONE MANAGING DIRECTOR OF H&M HEALTH AND MOBILITY

“

The product we have found to be the most innovative, highest quality, most economical and with the longest warranty period is the KANJO bathlift range from Eureha GmbH. “Weighing only 10.5kg with a weight limit of 140kg (or 170kg for XL version) KANJO bathlifts have Fixed & Recline function as standard and fit most baths including corner baths. All models are Latex Free, are exceptionally easy to install and go

32 | www.thiis.co.uk

really low in the bath (6.5cm) helping the user to enjoy a good soak in the bath.

“There are four variations to suit individual needs – KANJO Eco (lowest cost), KANJO Power, KANJO XL and KANJO Silverline which has antibacterial material embedded in the plastics, reliably killing 99.9 per cent of all common germs and pathogens.

“Accessories include: Seat & Back Cover standard or full (blue/white), Antibacterial Coverset, Turntable, Swivel & Slide (Blue or Antibacterial), Pommel and Lap/Chest Harnesses for children.

”

www.hmmobility.co.uk

Dorchester

Buxton

Hereford

Monmouth

The exquisite Hudson Range from Pride Mobility is proudly manufactured and expertly hand crafted within the UK. The range offers sophisticated design, expert craftsmanship and a variety of comfort and style options that can fit in any home.

Recognised as practical and purpose built chairs with comfort and support in mind, that are engineered for outstanding construction and long-lasting durability. The Hudson Range includes unique features designed to increase comfort, support, quality and reliability.

Merry Christmas and a Happy New Year from all at Pride Mobility and Quantum Rehab

focus

MERGERS, ACQUISITIONS AND INVESTMENTS A new global mobility power player?

T

wo well-established European mobility manufacturers, German-based Meyra and Danish-based Alu Rehab, are to be acquired by H.I.G. Capital (H.I.G.), with the aim of merging the two to create one leading global supplier.

The merger will combine Meyra and Alu Rehab across manufacturing, logistics, assembly, sales and services to challenge on a worldwide scale.

H.I.G. confirmed that the current management teams of both companies will continue to run the group going forward.

Holger Kleingarn, Managing Director at H.I.G., commented: “We look forward to the partnership with Michał, Kjetil and their teams and to supporting them in the group’s international expansion, both

organically and by acquisition.”

The combined group will generate over 40 percent of its sales in the German-speaking healthcare market, whilst also pursuing further grow in currently underrepresented European countries.

A large-scale global private equity firm with over £26 billion of equity capital under its management, H.I.G

is set to acquire the two European manufacturers by the end of the year after the move has been cleared by the relevant antitrust authorities.

No financial terms were disclosed.

Who is Alu Rehab?

Boasting a wide portfolio of mobility products including wheelchairs, powerchairs and scooters, Meyra has been in the market since 1936 and is one of the leading suppliers in mainland Europe, with subsidiaries in multiple countries.

With large-scale manufacturing and distribution sites in Germany and Poland, the supplier has approximately 600 employees and is expected to generate more than £69 million in sales in 2019.

Speaking earlier in the year with Meyra UK’s Sales Director Stephen Stone, he told THIIS the company was now actively seeking to expand its presence and dealer network in the UK.

Alu Rehab, a comfort wheelchair specialist formed in 1989, sells its products under the established “Netti” brand, manufacturing and distributing its wheelchairs and specialist seating systems and equipment from facilities in Norway, Denmark and China.

Yet to be firmly established in the UK, models of its ranges are available from select distributors, including Sumed International and John Preston Healthcare.

www.meyra.com

www.my-netti.com

Who is Meyra?

34 | www.thiis.co.uk

TAKING A DIP INTO THE BATHING SECTOR Having successfully manufactured the Relaxa Bath Lift for over 20 years, CR Manufacturing has assigned the design rights to iLECSYS Group, a new entrant to the mobility and bathing sector.

A leading enclosures and electrical components distributor, iLECSYS Group has been working with CR Manufacturing’s Ann and Colin Rapsey for over two decades, fabricating the metalwork for the Relaxa bath lifts.

The lightweight and slimline bath lift requires no electrics or plumbing for the installation and uses a rechargeable battery for operation.

After Ann and Colin announced plans to retire, Grace Tipson, Director

and Owner of iLECSYS Group, decided the time was right to diversify and enter the sector.

Taking on production of the bath lift, iLECSYS Group has established a new company, Relaxa Mobility, to sell the range and has already began developing new product features, including a Relaxa-Seat to further

support people getting in and out of the bath.

Colin Rapsey, Director of CR Manufacturing, commented: “We wish the new company well and the bath lift an even wider appeal in what is a global market.” www.relaxamobility.co.uk

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

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trade talk

TRADE TALK:

Q&A WITH GRACE TIPSON, MANAGING DIRECTOR OF RELAXA MOBILITY WHAT INSPIRED THE DECISION TO DIVERSIFY INTO THE ASSISTED BATHING MARKET? “We have been manufacturing the internal metalworks for twenty years and were approached by Ann and Colin from CR Manufacturing when they began to think about retiring. We felt that because we already knew the product well and were confident in its success, it would be a good move for the iLECSYS Group.”

HAVE MANY OF THE CR MANUFACTURING EMPLOYEES STAYED ON FOLLOWING THE ACQUISITION? “All of the CR Manufacturing employees have stayed on following the acquisition – apart from Ann and Colin.”

WILL THE ACQUISITION HAVE ANY BEARING ON DEALINGS WITH EXISTING RELAXA BATH LIFT DEALERS? “The acquisition should improve how we support suppliers of the Relaxa Mobility bath lift. We are looking at improving the support materials with a new video, updated sales aids, leaflets and manual.”

36 | www.thiis.co.uk

WHAT WAS THE MOTIVATION BEHIND THE NEW RELAXASEAT AND ARE THERE ANY OTHER DEVELOPMENTS IN THE PIPELINE? “In order to cater for people who feel unsteady without a frame or chair support, the seat offers additional stability before and after having a bath. The seat is at the correct height for doing this and is just another aid to increase independent living at home.

“We are thinking about some alternative materials and colours for the belt and handle but we have nothing confirmed at present.”

ARE YOU CURRENTLY LOOKING FOR NEW DISTRIBUTORS IN ANY PARTICULAR AREAS AND WILL YOU CONSIDER GOING DIRECT-TO-MARKET? “Yes, to distributors! We are always looking for new distributors – we do not have any areas we are specifically focusing on. Also, our strategy is to continue to focus on the B2B trade.”

WHY SHOULD MOBILITY DEALERS CONSIDER WORKING WITH RELAXA MOBILITY? “It really is a fantastic product which enables people to continue using their own bath without the need for considerable renovations and changes to their home. It also allows other members of the household to easily use the bath as the belt retracts neatly into the unit.

“Safety features such as a thermometer for checking the bath temperature before use is standard on the product, as is the remote control.

“The slimline unit is easy to fit under normal conditions but we also offer a helpline for more difficult installations such as stud walls or situations where the bath is fitted away from the main wall.

“Having our own in-house metal fabrication means that we can make special brackets and plates as well so that our product can still be used safely. We are an incredibly proactive company and we are looking forward to supporting our suppliers new and existing.”

round-up

TESCO EMBRACES CHANGING PLACES

Dementia care costs to balloon by 2040 A new report commissioned by Alzheimer’s Society has predicted that the total cost of caring for those with dementia will reach £94.1 billion by 2040.

According to the national dementia charity, the direct cost of dementia care is currently £15.7 billion, however, the total cost of dementia, including costs to NHS, social care costs and unpaid care, has soared to £34.7 billion.

The research suggests that whilst the number of people with dementia in the UK is expected to nearly double to 1.6 million by 2040, the direct cost of dementia care will almost triple to £45.4 billion.

The substantial increase is attributed to more people living longer with the disease, in turn requiring care for longer and driving up the average amount spent.

The research also reports that families are currently providing £13.9 billion a year in unpaid care for people with dementia, which will increase to £35.7 billion by 2040.

Demanding dementia care be funded like other public services, Jeremy Hughes, Chief Executive at Alzheimer’s Society, stated: “The cost of dementia care is too much for an individual to bear. It should be spread between us – just like schools, the NHS and other public services.”

38 | www.thiis.co.uk

As November’s Purple Tuesday focused companies’ minds on the importance of disabled customers’ retail experience, Tesco claimed to be the UK’s leading supermarket for providing access to Changing Places facilities.

Since partnering with Muscular Dystrophy in spring 2019, the supermarket giant has registered 40 new facilities across the UK. Larger than standard accessible toilets, Changing Places contain extra equipment to help those with complex needs to use the toilet in comfort, including heightadjustable changing benches, overhead tracks, hoists and additional space for a disabled person and two carers.

Confirming plans to install 35 more facilities in 2020, the Changing Places rollout comes as Muscular Dystrophy UK highlight that fewer than 0.1 percent of retailers and supermarkets in the UK have the valuable toileting facility.

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DELIVER

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Will candidates have the power in 2020 and will companies have to work harder to woo star candidates?

RECRUITMENT:

WHAT TO EXPECT IN 2020 With the new year and a new decade just around the corner, the end of 2019 will mark the closing of a decade of growth for the assistive technology, access and mobility sector… but what will 2020 bring, particularly in terms of recruitment? Emma Summers, Business Development Executive for Trusted Recruiter, shares her expert insights about what the next 12 months has in store for recruiting in the industry.

By Emma Summers

Strengthen your sales with the Minimo Autofold ■ Effortless powered folding ■ 10 mile range ■ Stylish and practical design ■ Up to 18 stone user weight ■ Lightweight and compact for easy transportation and storage

40 | www.thiis.co.uk

CANDIDATES IN CONTROL We are now in a candidate driven market due to the number of available opportunities as a result of industry growth - candidates are now in control of who they can work for and have more options as to what businesses require their level of industry experience.

This is set to continue in 2020 as candidates are in the driving seat and are being more selective about who they want to work for. As a result, this means companies need to work harder to woo the best candidates.

Going into 2020, it is important for companies that are recruiting really consider what the experience is like for candidates.

A good idea may be for companies to speak to current and past employees to gain an understanding of what their feelings, behaviours, attitudes and overall perception was to the recruitment process, from screening to interviewing to hiring.

This can help shape and improve the recruitment process going forward.

When interviewing, is there flexibility, whether it is a telephone interview, meeting at a mutual location or meeting at the business out-of-hours? Organising the meeting in a timely manner that can fit around a candidate’s current work commitments could prove the deciding factor in securing that star candidate.

All these points are very important as candidates who have a positive experience through the recruitment process will be more likely to accept the job offer, re-apply in the future and

Folds in seconds

refer friends & family to a business.

For mobility companies planning to expand their teams in 2020, this will have a vital impact on their recruitment success.

SERVICE ENGINEERS IN DEMAND The demand we have seen this year for engineers in the industry has grown rapidly in the last six months.

This will continue to increase into 2020 for sure, with more equipment being installed into the homes of the elderly and disabled to support their independence.

Also, with the potential of a new government investing significant more funding into the NHS and social care, there will be more need for qualified engineers to install, test and demonstrate more equipment.

This demand is inevitably leading to an increase in salary expectations, with experienced industry service engineers often having alternative options available.

Employers may benefit from looking outside the industry for engineers with experience in another field and investing in training them for the mobility and access sector.

FRESH OPPORTUNITIES Over 2019, we have seen a growing trend towards companies merging and re-structuring their business which has made way for more opportunities.

Companies, and in particular

retailers, are having to broaden their focus on a wider product range to be in line with current trends within the industry, requiring new employees with new skillsets as 2020 gets underway.

For a retailer who currently sells mobility aids, it may be worth looking to increase their portfolio by introducing new ranges, such as pressure care products, to help expand their current customer base and also increase sales.

As more companies look to diversify, it will continue to open up and fuel recruitment opportunities in the sector.

Undoubtably, we will also see more mergers and buyouts in 2020, with many changes throughout the industry which we hope will have a positive impact.

OVERALL The outlook looks positive but we should all consider what the outcome of Brexit will be and how that will effect every facet of the industry, impacting foreign investment and trade. With so much uncertainty, it is yet to be known where this will take recruitment in 2020.

Despite this, I am positive that recruitment within the assistive technology, mobility and access sector will continue to grow in the new year, with new opportunities and new faces. www.trustedrecruiter.co.uk

Working with manufacturers, retailer and distributors in the mobility, independent living and assistive technology sector, Trusted Recruiter is the industry recruitment specialist. Operating a ‘no placement, no fee’ structure, the company recruits sales, marketing, operations, manufacturing, servicing and senior management roles.

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round-up

Rollz’ will be setting up a subsidiary to bring its ranges to dealers

Rolling out a new company Norwegian mobility aids manufacturer Topro and Dutch-based rollator specialist Rollz have confirmed its distribution agreement has ended, with Rollz announcing it is preparing to launch a new company in the UK. Having distributed the Rollz range which includes its award-winning Motion two-in-one rollator/wheelchair hybrid, Topro confirmed it was no longer supplying the range in order to

focus on its own models.

With the distribution agreement coming to an end on the 31st December 2019, Rollz International has confirmed it will be creating a new company, Rollz Mobility UK Ltd, for 2020.

To help establish the new company in the UK market, where it will not only be selling the well-known Rollz Motion and Rollz Flex but also a range of new

innovations that it says are yet to be seen in the UK, the company is now searching for an experienced Account Manager.

Working with its Germanmanufacturing partner Saljol, the Dutch-firm says Rollz Mobility UK will have exclusive distribution rights to the new range, bringing a unique offer to the mobility trade. https://rollz.com/en/

DEMAND ON LOCAL AUTHORITIES FOR SOCIAL CARE SWELLS Local authorities across England are facing an unprecedented rise in the number of requests for and the cost of adult social care revealed data from NHS Digital.

The Adult Social Care Activity and Finance Report for England reviewed the level activity provided by local authorities, covering services including home adaptations and community equipment.

From the 1st April 2018 to the 31st March 2019, there were 1.9 million requests for adult social care support from 1.3 million new clients.

An increase of 3.8 percent

42 | www.thiis.co.uk

compared to the previous year, the rise is the equivalent of 195 more requests per day than 2017-18, amounting to an average 5,245 requests for support per day received by local authorities.

Alongside the growth in demand for local authority adult social care, spending on social care by local authorities leapt to £18.7 billion, representing an increase of £807 million from the previous year.

Dr Alison Giles, Associate Director for the Centre for Ageing Better, commented: “We desperately need a sustainable funding solution for

social care. But we also need to reduce demand by investing in prevention. Disability, frailty and some forms of dementia can be prevented or delayed, so we must put more resource and effort into helping people to stay healthy and independent for as long as possible.”

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One of the quickest store opening programmes the industry has seen

MIDDLETONS IS COMING TO TOWN… Over the past 12 months, the West Midlands’ has proven to be one of the most active regions in the mobility sector, with a number of exciting retailers expanding their presence with new stores. In particular, Staffordshire seems to have attracted more competition than almost any other, with mobility dealers keen to gain a foothold in some of the county’s affluent towns and cities. Keen to get in on the action, Middletons is rounding off a busy year of bricks and mortar expansion by entering the county with plans of taking on established players.

44 | www.thiis.co.uk

M

iddletons, the bricks and mortar proposition from the owners of Bristol-based direct-selling furniture firm Oak Tree Mobility, has seen its store portfolio skyrocket since receiving a £3.8 million investment from the Development Bank of Wales and Wealth Club in early 2018.

Armed with the significant investment, owners Ricky Towler and Tom Powell set to work pursuing their national retail ambitions, confirming plans to open 24 stores across the UK by the end of 2020.

Throughout 2019, the company opened a steady stream of stores across the UK and now, capping off the busy year, the retailer is in the process of firmly planting its flag in Staffordshire.

SIGHTS SETS ON STAFFORDSHIRE Staffordshire has been a proving ground for mobility dealers over 2019, with THIIS covering the launch of a number of new stores including Staffordshire Mobility’s and Easy living Mobility’s Hanley branches and Ableworld’s flagship Stafford showroom, which joined its established Burton-on-Trent and Stoke-on-Trent branches.

Trailblazing the West Midlands expansion in 2019 however has been Middletons, having already launched three outlets in the region during spring/summer in Brierley Hill, Coventry and Cannock.

During the latter part of summer and autumn, the retailer primarily focused on the South West, opening its Swindon, Plymouth and Exeter since August.

Turning its attention back to the Midlands, Middletons has now concentrated on Staffordshire, cutting the ribbon on its Burton showroom on the 30th November 2019.

BRINGING MIDDLETONS TO BURTON UPON TRENT Nestled in-between its Cannock and Nottingham locations, Middletons’ Burton store marks the company’s ninth mobility shop opening this year in what has been one of the most

unprecedented expansions the mobility retail sector has ever seen.

Discussing the decision to enter Burton, a market with its fair share of existing, established mobility retailers, including Ableworld and Stuart Mobility, Tom Powell, director and co-founder of Middletons, highlighted the geographical advantages of the Staffordshire town.

“The new Burton-on-Trent store is well connected and well located,” he said.

“It’s connected in the fact that it’s

footfall due to the proximity of the shopping centre.”

This particular location will also see Middletons set up shop a stone’s throw away from competitor Burton Premier Mobility, which is less than a mile away.

Undaunted by the prospect of having a competitor on the doorstep of its new shop, Tom explained why he believes Middletons will be able to enjoy success in the new location.

“We are different to our competitors in the way we interact with our

“We also chose this area because of the high population density, particularly for our target demographic.”

TOM POWELL

easy to reach from neighbouring cities. It’s only 20 minutes south of Derby and 26 minutes north of Lichfield. We also chose this area because of the high population density, particularly for our target demographic.

“The new store is also well located, sitting just outside the city centre of Burton-on-Trent.”

A MOVE CLOSER TO TOWN With the retailer usually setting up its stores in out-of-town locations, opting for retail parks with their often-larger showroom spaces and free parking, Burton will see the company move closer into the town.

“This one’s not in a retail park but just on the outskirts of the main shopping area. It’s easy to get to from the local high-street and Copper Square indoor shopping centre,” continued Tom. “We chose this building because this area already has high

customers,” he asserted.

“When people come to a store, they are greeted by one of our professional and friendly staff and we will take the time to get to know them over a cup

Tom Powell, Co-founder of Middletons

www.thiis.co.uk | 45

of tea or coffee. We listen to their needs and pair them with a product to help them live life without limits.

“If they’re looking for a scooter, they can test it out on one of our unique in-store scooter tracks. We’ll even take them through a scooter safety course and assess their health before suggesting a suitable product, an experience you don’t get from simply purchasing on the internet.

“At Middletons, it’s all about experiencing the difference. We aim to create a relationship with our customers in our cosy and delightful showrooms so they feel comfortable and at home.”

SETTING UP SHOP IN STOKE-ON-TRENT Completing the year’s store opening programme, Tom confirmed that Middletons will launch its final store before the year is out and again, it will be in Staffordshire.

“We have another store opening

Middletons is ending a hectic year of store openings with two more in Staffordshire

in Stoke-on-Trent before the end of 2019,” he said.

Taking the number of new stores launched this year to a grand total of 10, Tom finished by setting out the company’s intentions for the year to come and, unsurprisingly, the pace is just as full throttle in 2020 as it has

been in 2019.

“In the first half of 2020 we plan to open another six stores, so watch this space!” he finished. www.middletons.co.uk

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more about...

Mike Adams OBE promoting accessibility for disabled consumer

PURPLE TUESDAY: TAPPING INTO THE PURPLE POUND When people mention a day in November that is dedicated to shopping and has a colour at the start of its name, Black Friday usually springs to mind. A newcomer to the awareness day circuit however saw retailers committing to the cause of accessibility this year. Launched in 2018, Purple Tuesday is quickly gaining momentum with consumers and businesses across the UK, leading organisations to pledge to do more to meet the needs of disabled customers.

48 | www.thiis.co.uk

W

ith an ever-increasing number of awareness days filling the calendar, keeping up with all the different events taking place and what they stand for can be a time-consuming and confusing task.

For mobility retailers however, Purple Tuesday is certainly an event that should be on radars, with its cause championing exactly what the mobility industry is all about.

Designed around raising awareness of the needs of disabled consumers, the day calls on participating organisations to make at least one new public commitment to undertake an activity to bring about better customer experiences for disabled shoppers.

Co-ordinated by the disability organisation Purple, the initiative is aimed at unleashing the ‘purple pound’ – the combined spending power of disabled people and their families estimated to be worth £249 billion every year.

“Purple Tuesday is a business

opportunity for organisations; it isn’t about one day of highlighting the needs of disabled consumers,” stated Mike Adams OBE, Chief Executive of Purple and the mastermind behind the day.

“It’s about the commitments and changes that organisations can implement that will improve the

of the most recognised brands and retailers in the UK, with the likes of Sainsbury’s, Sky, Argos, The Body Shop and M&S embracing the initiative.

Closer to the mobility sector, a number of savvy companies in the industry also jumped on board, some for the second consecutive year, to

“You don’t have to spend big budgets to make lasting change” MIKE ADAMS OBE

customer experience for disabled people 365 days a year.”

Following its inaugural debut, this year saw a substantial increase in companies officially taking part in Purple Tuesday, from 750 companies in 2018 to more than 2,500 organisations collectively making over 3,500 pledges just 12 months on.

Amongst those 2,500 were some

take the opportunity to fly the flag for accessibility and gain valuable local exposure at the same time.

SMALL CHANGES, BIG IMPACTS Held on the 12th November 2019, this year’s Purple Tuesday called on companies to make changes to accessibility and disabled customer

www.thiis.co.uk | 49

more about... service that go Beyond the Front Door.

The event encouraged retailers to think beyond just getting customers through the front door and instead consider straightforward, low-cost solutions to help engage the 13.9 million disabled people in the UK - 80 percent of which live with a hidden impairment.

“Meeting the needs of disabled customers makes commercial sense for organisations of all sizes, from all sectors, but our message to organisations is: you don’t have to spend big budgets to make lasting change,” stated Mike Adams OBE, Chief Executive of Purple.

“That’s why we’re urging organisations to focus on improvements that go ‘beyond the front door’. Introducing staff training and improving website accessibility are low cost changes, but the difference to a company’s bottom line – as well as to a disabled consumer’s personal experience – can be significant.”

Pledges made by participating organisations ranged from disability awareness training for staff and mystery shopping commitments to lanyard schemes and various changes to websites to adopt best practices for accessibility.

UNLEASHING THE PURPLE POUND POTENTIAL The event comes as new research suggests that many UK businesses, including high street retailers, are losing millions of pounds of sales each year by ignoring the needs of disabled consumers.

Conducting a poll of 501 respondents in the UK who consider

50 | www.thiis.co.uk

themselves to be disabled, the study reported that more than half of respondents have struggled to make purchases of a product/service due to their disability.

Disabled consumers emphasised that inaccessible and unusable locations, poor customer service and a lack of understanding about disabilities were the main factors preventing them from spending their money with a company.

In particular, more than one in five respondents suggested that hiring more disabled people would make them more likely to make a purchase, as well as the need for “wider aisles” or “lighter doors” having a positive

because by turning their backs on disabled shoppers, they are losing out on millions of pounds of revenue every year.”

IRONY OR LUNACY? For all companies, ensuring their companies are accessible to disabled people is important but in the mobility industry, it is absolutely essential.

With disabled consumers forming a fundamental demographic for mobility retailers, prioritising accessibility and the retail experience for disabled consumers in showrooms and online is pivotal in a market where competition is intensifying.

The idea that a mobility retailer,

“Introducing staff training and improving website accessibility are low cost changes, but the difference to a company’s bottom line – as well as to a disabled consumer’s personal experience – can be significant.”

MIKE ADAMS OBE

effect on their likeliness to spend more.

By investing more attention to meet the needs of disabled consumers, the impact on businesses’ bottomlines by unleashing the Purple Pound would be significant, emphasised Mike.

“While many UK businesses and organisations are stepping up to the mark and making the changes needed to improve disabled customers’ experiences, far too many are not,” he stressed.

“This is a huge mistake, not least

whose business centres on providing solutions for independence and access, could lack accessible retail channels for disabled customers to purchase goes beyond irony and borders on lunacy.

Whether it is website design, the ecommerce process or improvements to the bricks and mortar retail environment, Purple Tuesday is a perfect reminder to mobility retailers to constantly consider ways of improving the experience for their customers.

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HOW MOBILITY COMPANIES MARKED THE DAY DESIGNED 2ENABLE

Jay-Care provided free giveaways and scooter health checks on the day

JAY-CARE STAIRLIFT AND MOBILITY Supporting Purple Tuesday for the second year in a row, Burnley-based mobility retailer Jay-Care collaborated with Charter Walk Shopping Centre to share useful accessibility and mobility advice, provide free giveaways, run a free ferrule exchange for walking sticks and conduct free health checks on mobility scooters.

Explaining why he supports the event, Paul Anderson, Managing Director of Jay-Care, told THIIS: “I have worked in this industry 35 years since I was 16 and it really isn’t job, it’s something that I thoroughly enjoy so we always jump at the chance to give something back. Yes, of course we are promoting Jay-Care, but equally, it’s just nice to be in the midst of the community and giving a bit back.

It’s nice to interact and be part of the local area.” www.jay-care.co.uk

LIFESTYLE AND MOBILITY The South East-based mobility retailer was invited by Basildon’s Eastgate Shopping Centre’s management team and the National Federation of Shopmobility Scheme to be a key representative for Purple Tuesday in the town centre.

Leaping at the opportunity, Lifestyle and Mobility’s Darren Macey told THIIS: “The shopping centre attracts such a massive footfall that it was the perfect chance to spread as much awareness about Purple Tuesday as possible.

“It so important that awareness gets out there, mainly for total inclusion. I’m so pleased some large retailers have taken notice and are making changes and are giving their staff correct training as well. I’m sure, from a commercial point of view, all companies that start making these changes will in-turn improve their bottom lines.

“We also have a fantastic relationship with the shopping centre’s Shopmobility Scheme, including supplying and maintaining all their stock, so to partner up with them for such a great cause was a no-brainer for us.” www.lifestyleandmobility.co.uk 52 | www.thiis.co.uk

Designed2Enable highlighted how Purple Tuesday inspired the online mobility retailer to revisit its online space to find ways of improving the experience for disabled visitors.

“We built the website with accessibility in mind because knew that there a large percentage of our traffic would have visual impairments,” explained John Pyne, Director of the Designed2Enable.

“Despite this, Purple Tuesday has really highlighted the issue of accessibility and prompted us to look again at our website, make some tweaks and take accessibility one step further.”

In particular, the company confirmed it is working through its site to enlarge links, saying it recognised that some customers may find the links on pages too small making it difficult for those without good hand dexterity or with a tremor to click with a mouse.

Additionally, the company is also reviewing the colour of its links, ensuring they have a strong colour/ contrast to make them easier to see for anyone with a visual impairment. www.designed2enable.co.uk

The day inspired the online retailer to review its web accessibility

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THE RAMP PEOPLE

The WAV specialist used the opportunity to promote its mobile servicing offer

ALLIED MOBILITY “Before, those who had wheelchair accessible vehicles and needed a service might have had to go to a dealership where they could face a rather lengthy wait and wouldn’t be provided with a suitable courtesy vehicle to keep them on the road.

“With our new service, we can offer to carry out a mobile service at the home of somebody with a disability, which can be a far more convenient and accessible option for some.”

Using the event as an opportunity to promote a new mobility service, Allied Mobility revealed how it was working to improve accessibility for disabled consumers.

“We have included disability awareness in our online training profiles to really enhance the education of everyone in the company and recently, we introduced a mobile servicing element to our various services that we offer to customers,” explained Gemma Žak-Duport, Communications Manager for Allied Vehicles Group.

www.alliedmobility.com

WARRINGTON DISABILITY PARTNERSHIP Donning purple to celebrate this Purple Tuesday, the team at Warrington Disability Partnership & Disability Trading Company worked with Warrington BID (Business Improvement District) to raise awareness of some of the barriers facing disabled customers in their daily lives.

Warrington Disability Partnership and its retail arm Disability Trading Company organised a ‘Disability Challenge’ which saw business leaders tasked with shopping at locations across the town centre using mobility devices, highlighting some of the daily difficulties facing consumers with disabilities.

Each business leader was required to choose an envelope which could be either a mobility scooter, powered wheelchair or manual wheelchair. They then had to choose a second envelope which had a list of tasks selected by the charity to offer them a valuable insight into the world of disability.

Committing to a more digitallyfocused approach, The Ramp People created an extensive resource hub of accessible information to help other businesses, alongside widely promoting Purple Tuesday and educating staff.

Philip Shaw, Managing Director of The Ramp People, commented: “We believe that the experience for disabled people needs to change and can change!

“We shared internally the Purple Tuesday Customer Service Guide & Infographic to allow them to improve their customer service skills further.

We have printed the British Sign Language Guide & placed this on our notice board for all staff to view as well.”

The company also invested time and resources improving the accessibility of its website, including adding alt-text to all images, ensuring it practices what it preaches.

“Regarding keyboard accessibility, colours & videos, we are reviewing this with our IT team to check our site is accessible & explore further ways to improve this, as well as undertaking a full Site Accessibility Assessment,” he added. www.theramppeople.co.uk/ accessible-business

www.disabilitypartnership.org.uk

Helping other businesses improve their digital accessibility

The team at Warrington Disability Partnership set a creative challenge to business leaders

54 | www.thiis.co.uk

round-up

16 YEARS OF COMMITTED SUPPORT Electric Mobility once again supported the British Limbless Ex-Service Men's Association’s (BLESMA) members during the 101st anniversary Cenotaph Parade on Remembrance Sunday 2019.

Devoting his own time to coordinate the supply of over 20 Rascal 338 S and Rascal 388 XL mobility scooters for limbless veterans, Electric Mobility’s dedicated Warehouse Manager Dave Pierce ensured around 40 BLESMA members were able to participate in the march.

Held on Sunday 10th of November in London, over 10,000 ex-veterans took part in the parade to honour their colleagues and remember those who were lost in the First World War. “We are strongly committed to supporting this great veteran charity and will continue to provide mobility scooters to give the veterans the opportunity to fully take part in the parade to pay their respects to those that are lost but not forgotten,” commented Elaine Leighton, Marketing & Communications Manager for Electric Mobility.

The 23 Ex-Demo 388S and 388XL models are now available to purchase from Electric Mobility at a discounted price, with the supplier advising trade partners to contact their Area Dealer Manager for more information. www.electricmobility.co.uk

Getting personal

A

new law coming into force on Monday 2nd December will see over 100,000 more people given access to personal health budgets as the Government works towards its goal of increasing access to 200,000 people by 2024.

The new legislation will entitle everyone eligible for an NHS wheelchair and people who require aftercare services under section 117 of the Mental Health Act to opt in to the scheme.

Part of the NHS Long Term Plan, personal health budgets aim to provide disabled people and those with long-term physical and mental health conditions more choice over how their personal healthcare allowances are spent.

The budgets are planned and agreed between individuals and clinicians with the intention of giving people greater choice, flexibility and control over their health and care support.

Following the announcement of the new law, Ruth Owen OBE, Chief Executive of Whizz-Kidz, said: “Now that the right to Personal Wheelchair Budgets has been enshrined in law, we hope that all wheelchair services will adopt a truly holistic approach to the needs of disabled people, and give wheelchair users the control that they deserve.”

MILLBROOK PREPARES FOR PERSONAL WHEELCHAIR BUDGETS Millbrook Healthcare has confirmed it is planning to introduce Personal Wheelchair Budget options to Kent and Medway service users in early 2020.

Preparing to meet the demand from service users to take control of their own health budgets, Millbrook Healthcare says it is intending to work with service users to spread awareness and information about the new scheme. www.millbrook-healthcare.co.uk

56 | www.thiis.co.uk

retailer spotlight

A bigger store to match big ambitions

WARRINGTON DISABILITY PARTNERSHIP

A SHORT MOVE FOR THE LONG GAME It will come as no surprise to any retailer in the industry that the mobility sector is becoming increasingly competitive, with multiple retailers often operating in the same town and trying to entice the same customers through the door, alongside contending with the all-encompassing internet.

To enjoy sustainable success, retailers are having to find new and inventive ways to set themselves apart in a crowded marketplace. Speaking with Dave Thompson MBE DL, Chief Executive of Warrington Disability Partnership and Disability Trading Company, he discusses how the charity and its trading arm is actively embracing new opportunities to carve out its place in the market, including the importance of diversification, as well as impending bricks and mortar expansion.

58 | www.thiis.co.uk

F

ounded in 1991 as the Warrington Information Group for the Disabled by Eric Shaw, Alan James and Dave, Warrington Disability Partnership has grown considerably over the years, providing over 25 vital services to disabled people locally and globally.

Built on the foundations of providing information, advice and guidance on all independent living matters, the charity decided to launch its own retail arm in 2011, with the same ethos at the heart of its operations.

Referring to its retail model as ‘values-based ethical trading,’ the charity established the Disability Trading Company as a social enterprise, selling a range of mobility and independent living products from three showrooms across the North West, with all profits being reinvested back into the charity.

The organisation also operates retail services from the Lifehouse, a Disabled Living Centre in Liverpool; Shopmobility in Warrington; as well as in Warrington Hospital.

Trading from two main showrooms in Warrington – from Warrington Disability Partnership’s Centre for Independent Living and the other in Warrington’s town centre – the charity recently took the decision to relocate from its Golden Square Shopping Centre premises to a new space less than a minute's walk away.

SMALL MOVE, BIG GAIN At the end of October, the North West-based charity upped sticks and moved from inside the mall to a larger outlet just outside the shopping centre, with the Deputy Mayor of Warrington Cllr Maureen Creaghan and Warrington Wolves’ legend Super Bennie Westwood officially cutting the ribbon.

Situated in-between high-street giants Specsavers and BrightHouse, the new Mobility and Independent Living Store offers Disability Trading Company the space to grow as the charity moves ahead with its upcoming plans.

“The store that we had in the Golden Square shopping mall was fairly small and we had the opportunity to take on something bigger, brighter,

and much airier, it is actually on a better footfall area as well,” explains Gavin Thompson, Dave’s son and Commercial Director for the Disability Trading Company.

Meeting the retailers’ criteria, the new space also has a first floor, which Gavin says will be used for some of the charity’s other services, including offering employment support to young disabled people.

“It means we have more space to display stock and can now display more practical daily-use products, including assistive technology, alongside larger products,” he continues.

“We have a couple of beds and now also have the space to demonstrate complementary products with them, such as hoists and bed tables. We also have a working stairlift demo unit and a bath for customers to try the various bathing aids.

“Equally, we have a much bigger range of mobility products, which we

Warrington Disability Partnership’s new store: 30 Sankey Street (Units 3 and 4), Warrington, WA1 1TD

stock independent living aids.

With such stiff competition around, it would be the natural reaction for most retailers to lament rivals entering their market, however, for Dave, he sees the entrance of more mobility companies operating in the town as a positive.

“We are always looking for ways that we can work with other partners, in order to best advise clients on the full product range, even if that means referring them to another local

“We are expanding into new products wherever there is a need. If we can be competitive, we will look to move into that market.”

DAVE THOMPSON MBE

needed as an accredited-Motability dealer, so we have been able to focus on the top-end ranges, including some of the big 8mph scooters and the high-end powerchairs, plus scope for us to expand in other areas.”

A BUSY MARKET The move has come following a period of increasing competition in the North West and particularly in Warrington, which has seen more mobility players enter the large Cheshire town.

With no shortage of mobility retailers, Warrington's town centre is not only home to Warrington Disability Partnership but also Millercare and Scootamart branches, as well as a new CareCo outlet preparing to launch in early January 2020 just outside the town centre, not to mention various chemists who also

provider,” he says.

“It is interesting, as other dealerships are increasing their presence in Warrington and moving in closer to our store, it has actually done us a favour and we have seen our income has increase substantially.

It has brought people into the town centre.

“I think what is happening is the consumers have seen that there are more mobility shops and are now saying to themselves that they can go into Warrington town centre and look around two or three stores at a time.

It means they have the opportunity to compare products, service and everything else on offer. It also means that there is more awareness of mobility solutions in general, which is only a good thing.”

Unfazed by the mounting competition, Gavin points out that

retailer spotlight Disability Trading Company’s unique retail model and its association with Warrington Disability Partnership’s core services helps add a unique string to the social enterprise's bow.

“Of course, our unique offer is that we are a user-led organisation and all profits go back to the charity,” notes Gavin.

“Plus, none of our staff are on incentive bonuses which removes the need for simply selling” adds Dave.

“The people who are our loyal customers are buying into that model of ethical retail, knowing that their purchases are going back into helping support local services, such as our Shopmobility service, luncheon clubs, accessible caravans and narrowboat.”

insights into some of the solutions that people are most interested in, opening the door for new commercial opportunities through its Disability Trading Company arm.

“Our smart flat initiative is really going well; it is opening up new opportunities to support people who have dementia, visual and hearing impairments and learning disabilities,” explains Gavin.

“We are looking to import some assistive products directly now to expand our offer and we have already secured four dealerships.

“We have introduced some assistive technology products into our retail stores as well, so it is really going to enhance that side of our commercial operations.”

MOVING BEYOND RETAIL Aware of the need, however, to seek new opportunities outside of the traditional mobility retail sphere, Gavin details how the social enterprise is dipping its toes into new waters.

One of the new ideas that the charity is pursuing is introducing its own assistive technology range, with the new enterprise being inspired by Warrington Disability Partnership's 'Smart Flat,' launched just over 12 months ago.

Located in the grounds of the Cheshire-based charity's Centre for Independent Living, the initiative is a dedicated, replica living space that features the latest in assistive technology, enabling people to try out and learn about the vast range of solutions available that can transform how people maintain their independence at home.

Featuring a display bedroom, living room and kitchen, the Smart Flat includes a multitude of different assistive tech solutions, including voice and switch operated openers/ closers for doors, windows, blinds and curtains; the Amazon Echo; movement sensors; talking glasses; facial recognition security cameras; talking clocks and much more.

Created around the charity’s core idea of information, advice and guidance, the Smart Flat also provides Warrington Disability Partnership with the opportunity to gain invaluable

A DESIRE TO DIVERSIFY Having introduced a community café after a £1.4 million refurbishment of its Centre for Independent Living, alongside a Mobility Test Track, IT Learning Centre and Mobility Workshop and Service Centre over recent years, it is safe to say that the charity is no stranger to exploring new ideas.

Working to offer a more holistic range of independent living aids to the ranges typically found in mobility retailers, Dave notes that Warrington

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engagement programme that includes attending over 150 local events annually.

“We are expanding into new products wherever there is a need. If we can be competitive, we will look to move into that market,” Dave affirms.

“For example, we are selling the animatronic cats and dogs and we have a lot of products around hearing problems. These aren’t hearing aids as such but more induction loops, amplification systems, doorbells and more.

“We also have a new product around drinking which is a hydrating system, so we are always looking at new products and solutions to introduce to people.”

Unlike many charities that struggle to turn their hand to commercial opportunities, Warrington Disability

“As other dealerships are increasing their presence in Warrington and moving in closer to our store, it has actually done us a favour and we have seen our income has increase substantially.”

DAVE THOMPSON MBE

Disability Partnership and Disability Trading Company are aiming to set themselves apart in the market through continuous diversification.

Not just shooting in the dark however, the new initiatives and inspired and informed by its userled expertise and knowledge gathered from its charitable services, gained from close contact with its client group by a vast community

Partnership benefits from Dave’s expertise, having run his own company before establishing the charity.

“Before my accident 30 years ago, this is actually what we were doing with the business I had back then, with retail and wholesale services” continues Dave.

“We would look at what the market needed and would aim to move into

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retailer spotlight it, rather than sticking to one particular area, such as household goods or frozen foods. We would do anything and everything that complemented our offer, always placing the customer at the heart of our service.”

It is this philosophy that has enabled Warrington Disability Partnership to expand the number of services it offers so successfully over the past 28 years, as well as helping to create a culture of embracing new ideas and the know-how to implement them.

Never afraid to diversify, Dave stresses that it is important for mobility companies to be flexible enough to move and pivot, particularly in a shifting market such as mobility.

“I think companies really need to be able to embrace diversification with the market that is out there at the moment, so it’s important to stay up-to-date with what opportunities are out there and stay in touch with customers & suppliers,” he points out.

mobility store, you will see a typical line of products. We are aiming to take that further and carry a lot more stock item-per-item than what most standard retailers carry, so the choice for customers will be much larger and more varied”, says Dave.

“Beyond our retail stores, we are also starting to work with a lot of

“We have been able to focus on the topend ranges, including some of the big 8mph scooters and the high-end powerchairs” GAVIN THOMPSON

“We try to keep ourselves as informed as possible on the trends and what’s new to the market, regularly spending time talking to visitors to our services.

“We also ead THIIS online and the magazine all the time, we attend a lot of conferences and exhibitions and we also have manufacturers overseas in the East who we work with directly who can produce what we need with quick turnarounds, enabling us to respond to opportunities quickly.”

THE BIGGER PICTURE The short move to its larger store is part of Warrington Disability Partnership’s wider move to vastly increase and differentiate its product offering to customers, alongside a focus on engaging alternative retail channels beyond just private customers.

“When you walk into your usual

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vs bricks & mortar retail and decided that because of our user-led status and the fact that the majority of our team are disabled people, bricks and mortar is the way forward for us, where we can assist people using our lived experiences,” he ends.

“Our strengths lie in working with people face-to-face to offer demonstrations, assessments and share our knowledge with customers.

Having physical stores allows us to give valuable information, advice and guidance, followed by the appropriate sales. That’s our strategy and that’s what we are sticking too, for now.” disabilitypartnership.org.uk disabilitytradingcompany.co.uk

nursing and residential homes to introduce not only the traditional mobility ranges but also our assistive tech solutions, especially for older people around dementia products.”

Not one to rest on its laurels, the charity is also in the midst of expanding its retail network alongside growing its product portfolio.

“We’ve got another store opening early January and we are in discussions with several Local Authorities to look at the possibility of running their Independent Living Centres,” confirms Dave.

During a time when many retailers are highlighting the struggle of operating physical stores in an increasingly virtual retail landscape, Dave caps off by justifying the charity’s decision to pursue expanding its physical store portfolio.

“We’ve sat down, looked at our strategy and considered web-based

Giving something back One of Warrington Disability Partnership’s many services is its Phoenix Project, which sees the refurbish and recycle equipment from Community Home Loan Stores, nursing and residential homes, as well as from national suppliers including NRS, Mediquip, Sunrise Medical and Ross Care.

Launched just over three years ago, Dave confirmed the charity has “so far donated over £750,000 worth of equipment to overseas charities in Egypt, Thailand and Syria.”

Toilet Buddy After it’s successful launch at the OT Show The Osprey Group are proud to introduce the Toilet Buddy.

• Can be used over most standard toilets • Compatible with wash/ dry toilets including the Geberit and Geberit Mera • Raises the user into the traditional perching position • Adjustable feet for use on uneven floors • Complete with a removable sleeve • 130kg safe working load

If you would like a demonstration or more information then please call 01257 425 623 or email our team at sales@ospreyhealthcare.com

IN PERFECT HARMONY WITH DEALERS? Cheshire-based Terry Lifts has been particularly active in the industry of late, having recently released its new Harmony FE (fully-enclosed) lift range and unveiling a new prototype three-door glass lift. Intent on making waves in the competitive homelift segment in 2020, THIIS wanted to know what these new developments mean for its trade partners.

To find out, we asked two Terry Lifts’ dealers to suggest what it is they want to know from the company and put the questions to the homelift manufacturer’s national trade manager, Roger Hammond.

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PHIL RICE, MANAGING DIRECTOR/ OWNER OF ANGLIA STAIRLIFTS, ASKED:

What’s new, and what products and improvements are Terry Lifts developing?

Roger Hammond: “We have increased the travel of our Lifestyle lift from 3600mm up to 4300mm. This will open up markets in countries where they have much higher ceiling heights and also period properties in the UK. As soon as approval is gained on this development, we will be working on the rest of our lifts to give them the same range.

“We have just returned from Interlift 2019 in Augsburg where we showed a new design. This prototype, although a long way from production, received very positive feedback. It has the ability to have doors on any

of three sides which is a first for a through floor lift.

“After feedback from local authorities and occupational therapists we recently brought to market an enclosed version of our Harmony lift. This new lift gives the user the ability to safely stand in the lift. With a range of sizes and a classleading weight limit of 325kg we can offer a lift that will accommodate even the heaviest powered chairs and also an attendant with the wheelchair user.

“We have also taken the opportunity to further improve the safety features of this lift. It now has not only external

emergency lowering (as all of our lifts do) but internal emergency lowering that the user can safely operate. We have also taken the decision to supply all the Harmony enclosed lifts with a hard-line phone to further ensure the users safety.”

PAUL BIRBECK, MANAGING DIRECTOR OF LIFTECH SOLUTIONS, ASKED:

How does Terry Lifts aim to keep ahead of the competition in designing new products and how can the company guarantee a quality product?

Roger Hammond: “Product improvement and development is key at Terry Lifts. We have a dedicated in-house design and engineering team with extensive experience in lifting equipment. We draw on this knowledge and expertise and combine it with new ideas from our apprentices, market analysis and feedback from our sales force, partners and customers to continually improve and develop our products.

“One such development is the integration of Bluetooth for our wireless controls. This will not only extend the range of the controls, but

the Bluetooth module will allow us to add remote diagnostic features in the future.

“In terms of quality, we have stringent monitoring procedures and KPIs to ensure we supply lifts that go out complete and on-time. We allocate serial numbers to all major components when we barcode the parts, this serial number is then assigned electronically to the lift when it is packed. This gives us full traceability of all tested, serialised components throughout the production process and for the lifetime of the lift.

“We conduct operational testing and then cycle test, under full load conditions, all major components on custom rigs designed and built inhouse. This means that when the lift is installed the parts have already been run in operational state and as such will not fail. All test certificates are completed electronically and stored against the component serial number, and a hard copy is provided with each lift.” www.terrylifts.co.uk

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let’s get it clear…

FOOT POSITIONING – WHEN NOT TO PUT YOUR BEST FOOT FORWARD Over the years I have enjoyed listening to, and learning from, inspirational presenters from around the world – these have included Bengt Engstrom, Bart Van der Heyden, and others.

I

nvariably these presentations have been overviews that have looked at seating from the needs of all parts of the whole person, not just the pelvis.

For normal everyday functionality, the position of our head is critical – for breathing, eating, hearing, balance, seeing, communication, etc, so why is this article looking at the position of the feet?

As in the spiritual song ‘Dem Bones’, every bone in the body is connected to the next, or at least that’s the case for most people. So how does this relate to seating? Most people who have reduced mobility have shortened hamstrings. (The hamstrings are a set of three muscles used, inter alia, for bending the knee.

They mainly attach around top of the

Toe bone connected to the foot bone Foot bone connected to the heel bone Heel bone connected to the ankle bone Ankle bone connected to the shin bone Shin bone connected to the knee bone Knee bone connected to the thigh bone Thigh bone connected to the hip bone Hip bone connected to the back bone Back bone connected to the shoulder bone Shoulder bone connected to the neck bone Neck bone connected to the head bone Now hear the word of the Lord From Dem Bones, a spiritual song by Johnson and Johnson

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lower leg at one end, and the lower part of the pelvis at the other.) People with reduced mobility are often in wheelchairs, with the foot supports way out in front of the casters (so that the casters can rotate unobstructed).

The consequence of this is that the feet, having been moved forward, will link through the lower leg, then through the hamstrings to the pelvis: with shortened hamstrings this will pull the pelvis into a posterior tilt, which in turn leads to kyphotic curvature of the spine. For the person to be able to raise their head for normal function, this then requires the neck to be hyperextended, or else the head drops down, visual contact is lost, drooling starts, and dignity is lost. The hyperextended neck is the position used for mouth to mouth resuscitation, since it opens up the airways – not a good position to be in when eating and trying to swallow down the neighbouring pathway! So the foot bone does connect eventually to the head bone, and having the feet in the wrong position has a major knock-on effect on the head’s position.

Further to the above, and under normal circumstances, where we place our feet relative to our head, and to our pelvis, varies according to what we are trying to achieve.

When eating a meal, we like our feet back, and our heads forward over the plate. When sitting on a toilet, this is ideally a similar position, to encourage rectal reflexes. However, when typing on a keyboard, we like our feet and

Figure demonstrating the consequences of foot position on those with shortened hamstrings

head in a neutral position.

In contrast, when watching TV, we probably like our feet out in front, severe posterior pelvic tilt, and our heads back.

Thus, to those of you designing or prescribing wheelchairs, please do pay attention as to where the feet can and will be placed for optimal functionality, and avoid placing clients into a position where a resulting kyphotic spine is an inevitable consequence, and where the foot position prevents normal activities.

The same applies to the design and prescription of comfort/recreational seating.

‘Let’s Get it Clear’

by Dr Barend ter Haar One in a series of occasional resumés of aspects in the world of posture and mobility where there are common misconception and myths to be addressed to promote better practice.

Further items can be found at www.beshealthcare.net If you are interested in receiving further information on the topic, please contact barend@beshealthcare.net

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TIS THE SEASON TO BE WARY...

As Christmas approaches and private customers shop around on the hunt for a bargain, a scam involving mobility scooters and Facebook’s highly targeted advertising platform back has been reported by national newspaper the Express.

F

irst reported in June, the Express stressed that the fraud is ongoing and still catching people out, whereby online scammers are using Facebook’s advertising platform to entice shoppers with alluringly cheap electric

folding scooters deals.

The catch, however, is that unsuspecting consumers have not received their orders after they have been placed and the money has been taken.

Andrew Stevenson, interim Director General of the British Healthcare Trades Association, told THIIS: "We need to avoid unsuspecting consumers from being defrauded online. Many of them are particularly

vulnerable and should not be subject to such abuse.

"To avoid falling victim to scammers, people need to buy from reputable, trustworthy companies. They need to make sure that the business is covered by a relevant Code of Practice such as that agreed between the BHTA and the Chartered Trading Standards Institute (CTSI).”

DOING ANY TRAINING? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the diary. Email info@thiis.co.uk with any details you have.

DECEMBER Disabled Living Foundation – Trusted Assessor: Assessing for Minor Adaptations – Level 3 – 2nd & 3rd Dec – Wandsworth, London – £400 Benmor Medical – Management of the Plus Size (Bariatric) Patient CPD Certified Course – 3rd & 4th Dec – County Durham – FOC (for NHS staff members) JCM – Specialist seating workshop for positioning and mobility – 4th Dec – Brierley Hill, West Midlands – FOC

Disabled Living Foundation – Trusted Assessor: Assessing and Adapting the Home – Level 4 – 12th & 13th Dec – TPG Disable Aids, Herefordshire – £420

JANUARY International Society of Wheelchair Professionals (ISWP): Hybrid Basic Training – 9th Jan – Aston Court Hotel, Derby – £65.00 + VAT

MARCH

JCM – Technical Workshop – 5th Dec – Brierley Hill, West Midlands – FOC

Jiraffe – Training for Life – One Day Sleeping, Standing and Mobility Course – 4th March – Sheffield – FOC

Disabled Living Foundation – Trusted Assessor Refresher – 11th Dec – Wenman Mobility, Warwickshire – £195

Jiraffe – Training for Life – One Day Seating and Toileting Course – 18th March – Sheffield – FOC

Blatchford – Complex Seating Course – Pelvis is Key! – 12th Dec – Holiday Inn, Kenilworth – FOC

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CONTACTS FOR BOOKINGS Benmor Medical - katie. rowsell@benmormedical.co.uk Katie Rowsell – 0333 800 9000 Disabled Living Foundation – Call 020 7432 8010 or email training@dlf.org.uk Blatchford - Tracy Minor on 07713 393942 or email tracy. minor@blatchford.co.uk PMG - conference@pmguk. co.uk or call +44 (0)1392 477710 Jiraffe – call +44 (0)114 285 3376 or email marketing@jiraffe. org.uk JCM – Contact steps@sunmed. co.uk or call 0845 605 66 88 (Option 6)

Clinical Seating Specialist South West England - £25k (negotiable depending on experience) + quarterly commission structure LOCATION: South West – Bristol, Wiltshire, Bournemouth Our client has been established for over 15 years and has seen significant growth and success with their award-winning products. Our client specialises in pressure care products including mattresses, cushions, and overlays to support mobility and independence within local authorities and hospitals. Our client is extremely passionate in supporting those with complex, long-term conditions and to support the healthcare professional in delivering the best possible care.

You will be working alongside an OT professional conducting assessments and demonstrations within local authorities and hospitals to find solutions for individuals to prevent pressure ulcers and ensure they receive a more comfortable and accelerated recovery. You will manage your diary on a daily basis with pre-booked appointments and also communicate with healthcare professionals to meet the needs of the individuals.

You will be required to sell products into the healthcare industry.

You must have previous experience of selling into the medical device sector and NHS. You will have good product knowledge in pressure care products and be able to confidently sell the features and benefits to healthcare professionals. Experience in conducting seating demonstrations and assessments is also essential within this role. You will also possess a positive and professional attitude and be confident in using your initiative to find the best solution for the customer. Self-motivation and communication is highly important and the drive for success will be highly advantageous. You will hold a clean valid UK driving license. £25,000 (negotiable depending on experience), quarterly commission structure, mobile, van, laptop, iPad, 21 days holiday (bank holidays on top) Confidentially send a copy of your CV to antony@trustedrecruiter.co.uk to discuss further.

Technical Product Assessor Gloucestershire, Oxfordshire, Berkshire, Wiltshire - £35k LOCATION: The South – Gloucestershire, Oxfordshire, Berkshire, Wiltshire Our client has been established for over 15 years and is a supplier of high-quality nursing equipment throughout the UK and Ireland. They pride themselves on using market-leading equipment to ensure the customers receive a first-class service and more importantly, unrivalled expert advice. The products our client specialises in are pressure care, moving & handling

equipment and nursing beds. Our client provides a service to care homes, hospitals, schools, local authorities and private individuals.

You will be supporting all aspects of product assessments such as demonstrations, technical surveys, installations , quotations and aftercare. You will also support promotion activities within NHS hospitals and local authorities. Part of your role will involve ensuring all products are taken through the assessment and training process so it meets the client’s vision and customer service expectation. This role requires the candidate to be physically fit as it will be an active role.

You will have experience in pressure care, beds and moving & handling products, and will be confident in completing assessments, installations and demonstrations with these products. You must be organised and be able to manage and plan your diary on a daily basis and have excellent communication skills. You will possess a positive attitude and enthusiasm to succeed. It is preferred you have knowledge within the NHS and community sectors, CES and OT, and also an understanding of long-term care markets. Basic computer skills and any professional qualifications will also be advantageous.

You must hold a full clean valid driving licence.

Salary: £35,000 plus van, mobile, laptop, printer, 20 days holiday (bank holidays on top), Mon-Fri hours.

Confidentially send a copy of your CV to antony@trustedrecruiter.co.uk to discuss further.

Product Specialist South East London, Kent and Sussex £30k + Commission & bonus LOCATION: South East London, Kent and Sussex Our client a large, highly recognised manufacturer and supplier of mobility and rehabilitation products for both paediatric and adult market. With over 50 years in business and with continuous growth and internal promotions.

They are now seeking a Product Specialist or Therapist to carry out assessments and demonstrations of their products across East/South East London, Kent and Sussex. You will be responsible for working closely with occupational therapists and physiotherapists products offered will be their seating and standing aid products mainly to the paediatric market.

The ideal candidate will have good experience of having worked with rehab equipment and carried out product demonstrations to therapists in care homes and the NHS. Those from a background working in occupational therapy, sports therapy, physiotherapy will also be considered.

Base salary of £30k plus commission and bonus £36k OTE uncapped, company van, home broadband, pension and life insurance scheme.

Confidentially send a copy of your CV to antony@trustedrecruiter.co.uk to discuss further.

0333 0144 014 www.trustedrecruiter.co.uk www.thiis.co.uk | 69

recruitment

MOBILITY AND SEATING SPECIALIST Better Mobility, are recruiting for the position of Mobility and Seating Specialist.

Based in Buckinghamshire, we’re committed to providing top quality service at all times and are recognised for our integrity, reliability and expertise. You will be working closely with clients to supply innovative mobility solutions and will be responsible for handling sales and maintaining excellent customer relationships.

Excellent communication & interpersonal skills are paramount, with strong empathy for the needs of the end users.

Joining a progressive and experienced team, 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 more importantly, we are seeking the right person for the position.

Please forward your CV to c.topping@bettermobility.co.uk

events diary December 4, 2019 Llechwen Hall, Cardiff – OTAC www.otac.org.uk or 02921 900402 January 22, 2020 Midlands – OTAC www.otac.org.uk or 02921 900402 January 27–30, 2020 Arab Health – Dubai World Trade Centre www.arabhealthonline.com February 5, 2020 Llanelli, Wales – OTAC www.otac.org.uk or 02921 900402 March 3–5, 2020 Medtrade Spring – Mandalay Bay Convention Centre, Las Vegas www.medtrade.com March 4, 2020 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk March 17 – 18, 2020 Naidex – NEC, Birmingham www.naidex.co.uk April 1 – 2, 2020 Med–Tech Innovation Expo 2020 – NEC, Birmingham www.med–techexpo.com April 22, 2020 Leeds – OTAC www.otac.org.uk or 02921 900402 May 7, 2020 Kidz to Adultz South – Farnborough International Centre www.kidzexhibitions.co.uk

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

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May 13, 2020 Exeter – OTAC www.otac.org.uk or 02921 900402 June 24–25, 2019 Health+Care – Excel London www.healthpluscare.co.uk July 2, 2020 Kidz to Adultz Wales & West – Bristol www.kidzexhibitions.co.uk July 12, 2020 Disability Awareness Day 2020 – Walton Hall and Gardens in Warrington www.disabilityawarenessday.org.uk September 23 – 24, 2019 The Emergency Services Show 2019 – NEC Birmingham www.emergencyuk.com September 23 – 26, 2019 Rehacare – Dusseldorf www.rehacare.com October 14 – 15, 2019 The Care Show – NEC Birmingham www.caredementiashow.com November 2 – 4, 2020 Posture & Mobility Group Conference – Telford International Centre, Shropshire www.pmguk.co.uk

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