THIIS December 2023 by THIIS

THE UK’S NO.1 MAGAZINE FOR THE MOBILITY, ACCESS & INDEPENDENT LIVING TRADE

TRADE TALK Why Laybrook is not lying down on product innovation SUPPLIER SPOTLIGHT Handicare offers a behind-thescenes tour for dealer partners

ISSUE 303 DECEMBER 2023

THIIS.CO.UK

RETAILER SPOTLIGHT Burnham Mobility celebrates 15 years of serving customers well

Best in class for 2023! Find out which mobility products impressed the most in this year’s Retailers’ Choice Awards

P58 Check out our exclusive one-stop shop for retailers, installers and distributors

Welcome! It is fair to say 2023 has seen much to celebrate in the mobility, access and assistive technology sectors with plenty of new and innovative products coming to the market and trade events enjoying plenty of footfall. This issue, don’t miss our Retailers’ Choice Product of the Year 2023 (p12) from handy fold-down rollators and wheelchairs to stylish homelifts and stairlifts with curve appeal. In other features, find out about Laybrook’s adjustable beds (p18) and Handicare’s new information-sharing events series for its partner network (p32). Burnham Mobility (p24) shows why effective customer service is helping its business thrive 15 years on. Dr Barend ter Haar from BES Healthcare looks at different approaches to controlling the pelvis (p40). Also, check out the Buyers’ Guide for a round-up of the best bed and mattress products (p42). As this year draws to a close I want to take this opportunity to thank you, our loyal readers, who continue to turn the pages of THIIS Magazine. In particular, I want to thank our advertisers, whose commitment helps to ensure the industry has a free trade publication to call its own. I look forward to continuing to provide you with the news, insights, analysis and updates in 2024, and don’t hesitate to contact me (details to right) if your business has any news to share. From the whole team at THIIS Magazine, we wish you a Merry Christmas and a Happy New Year. Stay safe and well.

THE UK’S NO.1 MAGAZINE FOR THE MOBILITY, ACCESS & INDEPENDENT LIVING TRADE EDITOR Liane McIvor 07917 784929 liane@thiis.co.uk ADVERTISING Joe Fahy 07384 258 372 joe@bhta.com SUB-EDITOR Sarah Sarsby sarah@thiis.co.uk STAY UP TO DATE... @wwwthiiscouk THIIS.Magazine thiis-magazine THIIS is produced by the British Healthcare Trades Association. Printed in the UK by Buxton Press Ltd. Designed by Dan Thompson at TypeStart. 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.

Editor

Inside... Features

18 Trade Talk: Laybrook 24 Retailer Spotlight: Burnham Mobility 32 Supplier Spotlight: Handicare 38 Trade Thoughts

Regulars

04 News, deals and people 10 Events 12 Retailers’ Choice Product of the Year 2023 40 Let’s Get It Clear 42 Buyers’ Guide: Beds and mattresses 58 THIIS Discount Club

32 thiis.co.uk | From the editor | 3

News, deals & people

A round-up of the key trade stories for business leaders to digest

Stiltz launches the Trio Classic L Homelift Homelift specialist Stiltz launched the new and inclusive Trio Classic L Homelift at The Occupational Therapy Show in Birmingham recently, where the firm won ‘Best in Show’ for its stand design. The homelift offers greater accessibility and comfort for manual and powered wheelchair users, with Stiltz stating that this homelift encompasses a generous platform size

4 | News, deals & people | thiis.co.uk

and specialist features which cater for diverse mobility requirements. Its “future-proofing design” also maintains suitability if users’ needs change over time, helping to resolve challenging transfers for carers and wheelchair users with more complex needs. The Trio Classic L Homelift represents a step change in access solutions, according to Stiltz. A wider,

fully powered door facilitates easier ingress for larger powered wheelchairs, enhanced by near-level access. The lift car is fully enclosed for added safety and reassurance whether standing or in a wheelchair and there is the option for full or half-height doors. Once onboard, its minimal aesthetics provide a clean and fresh feel, whilst being lifted by powerful electric motors with a safe working load of up to 250kg.

in brief... JIRAFFE LAUNCHES THE RIFTON STANDER

City Mobility wins Scottish retailer award Inverness-based mobility retailer City Mobility is celebrating winning the award for Best Retailer in Scotland at the annual Grand Final of Scotlands Business Awards. The event brought together all of the regional winners to compete for the national awards. City Mobility had previously won an award for ‘Best Specialised Retailer’ in the regional Inverness section of Scotlands Business Awards in March 2023. It is the only mobility business north of the central belt of Scotland that, as well as private sales, repairs and service, works in partnership with Motability to deliver powered wheelchairs and mobility scooters through the charity’s lease scheme, covering 41,000 square kilometres from Aberdeen to the Western Isles. Carol Elliot, City Mobility’s managing director, along with three members of her team, attended the award ceremony in Glasgow to accept the award. She said: “On a weekly basis we hear from customers telling us how the service we provide makes a huge difference to their lives so winning this award is the icing on the cake!”

Lifestyle & Mobility goes green Mobility retailer Lifestyle & Mobility has taken delivery of two fully electric vans after opting to undertake several eco-friendly initiatives. The VW ID Buzz has a surprisingly large load space and a decent range, commented Darren Macey, Business Development Manager at Lifestyle & Mobility. He added: “As responsible people and businesses we all need to start looking at how we impact the environment.” Lifestyle & Mobility has been looking at different ways to reduce its carbon footprint over the last few years. Recent measures include rolling out iPads to all members of its service team to ensure that the business moves over to a fully paperless process and system. In its non-customer facing areas the firm installed PIR sensors to help reduce the business’s overall carbon footprint and reduce running costs.

Postural care specialist Jiraffe has launched a new device that can be configured as a prone stander, a supine stander, and in multiple positions upright for children of varying abilities. The Rifton standing device will eventually be available in four sizes but size one, which is designed for early intervention, is available now. This adjustment also facilitates easier transfers, allowing precise positioning in every imaginable configuration, quick prone-tosupine switching and tool-free adjustments. The frame easily adjusts in height down close to the floor to allow peer-to-peer socialisation and then up to table height for play activities.

THERAPOSTURE HEADS INTO ORBIT Adjustable beds specialist Theraposture has unveiled a “pioneering” rotating bed, which allows users to get in and out of bed on their own terms. The Orbit 235 bed can be configured through personalised programming and modular adjustments from its flexible design. It can be adapted to suit users from 4’10” to 6’6” with adjustable platform lengths and programmable seating dimensions to suit all shapes and sizes. There are three mattress lengths and the seat settings for different heights and depths, ensuring that full support and comfort is achieved. Another innovation is the option to program a finished chair position of either 60 or 90 degrees in relation to the bed to aid side access to a wheelchair, or if space is limited in a room.

thiis.co.uk | News, deals & people | 5

in brief... SUNRISE MEDICAL LAUNCHES PAEDIATRIC WALKER Mobility solutions manufacturer Sunrise Medical has launched the new paediatric Leckey MyWay+ Gait Trainer. The MyWay+ supports children in an upright position, improving stepping and maximising opportunities for exploration, interaction, and participation. Featuring a minimalist, openframe design combined with a wraparound harness, and a wide range of accessories, Robust indoor-outdoor wheels come with anti-rollback, direction lock, and variable resistance. A wide range of accessories can be combined to tailor the frame to every child’s needs and abilities.

ACCESS BDD’S NEWLY REGULATED STAIRLIFTS Stairlift and home lift manufacturer Access BDD has reported a successful experience at The Occupational Therapy Show in Birmingham recently with the working models of the HomeGlide straight stairlift and Flow X curved stairlift proving popular with visitors to the stand over the two days. According to the firm, both lifts meet the EN 81-40:2020 stairlift safety standard that came into effect in April this year and the show was a great opportunity for the Access team to explain these new regulations and what they mean to qualified and student OTs, many of whom had little knowledge of this latest development within the stairlift industry.

6 | News, deals & people | thiis.co.uk

Care bed added to Lomond bed range Medical equipment manufacturer Alerta Medical has added a new community care bed to its Lomond bed range that has been designed to enhance inclusion of a greater scope of needs. Available in a oak wood finish, the Alerta Lomond Community Bed provides a balance between user care, functionality, economy and quality for users, according to the supplier. It has all the functionality of the Lomond Standard bed including bed rails. Boasting a 30cm to 70cm operating height ratio the bed can be dismantled for storage or transporting.

VW Caddy Morelife added to the Motability Scheme Brotherwood has added its popular ‘Morelife’ wheelchair access conversion for the new Volkswagen Caddy to the Motability Scheme. The Caddy Morelife features a flat, level lowered floor, enabling the wheelchair user to travel centrally, between two rear passenger seats, for optimal comfort and inclusion. The compact VW Caddy conversion seats 3-4 people as well as space for one wheelchair user. Claiming to be the most spacious on the market, the Brotherwood conversion offers 56” of internal headroom – meaning even taller wheelchair users or those with larger powered wheelchairs can travel in a compact, car-like vehicle. Access is via a short, lightweight, counterbalanced rear access ramp,

with an optional winch system relieving the effort of pushing. Brotherwood’s unique STORQ system automatically adds tension to the rear wheelchair restraints, ensuring a safe and stable ride and reducing the time and effort needed to secure the wheelchair. The Volkswagen Caddy Life is popular with wheelchair users looking for a spacious, comfortable vehicle, with a compact, easy-to-drive footprint.

A big festive

Thank you

Looking forward to a year of shared growth and success in 2024!

We want to thank you, our dedicated partners, for your continued commitment to helping customers stay in the homes they love during 2023. Together, we’ve changed lives for the better. Looking ahead our commitment deepens with an expanded product range, now including stairlifts, platform lifts, and homelifts from the Savaria family.

Speak to your BDM to learn more or call TPS on

0844 225 3121 www.handicare-stairlifts.co.uk www.handicarepartners.com

Stannah expands its manufacturing facility

Ableworld’s management revamp Nationwide mobility retailer Ableworld has introduced new regional manager roles as part of its strategy to focus on sales potential, reinforce brand awareness, and better support its company-owned and franchise-owned stores. Ableworld has announced the promotions of Lee Hollis and Robert McClelland to the positions of Regional Managers. The regional managers will be pivotal in ensuring that Ableworld consistently delivers high-quality products and services whilst adapting to the unique needs of each store, a spokesperson said. They will lead the change in developing and executing sales strategies while fostering a culture of excellence, thereby ensuring that the company remains at the forefront of competitiveness in the market. With well-defined roles and responsibilities in place, Ableworld says that its revamped structure is keenly focused on achieving and surpassing operational and sales targets. Regional managers, it states, will be instrumental in ensuring that the company consistently reaches its objectives, maintaining its strong track record of success.

Sleek new riser recliner for the senses Bespoke mobility furniture manufacturer Recliners has added a sleek new riser recliner chair that comes in a range of sizes to its domestic seating range. The Devon is available in seven sizes – super petite, petite, wide petite, standard, classic, grande and tall – and it is built with a premium kinked spring seat design. Its cushion backrest is complemented by the ergonomic arm design and piped facing. A kinked spring and top-tier Reflex Foam enhances the seating experience. Other features include an integrated optional reading light and a premium, adjustable light which provides focused illumination for convenience. An optional heat and massage system has also been seamlessly integrated, enabling the user to experience soothing warmth and customisable massage options. This chair comes with multiple additional extras such as seat, arm and head covers, as well as a head pillow and locking castor to allow the user to achieve maximum comfort.

8 | News, deals & people | thiis.co.uk

Stairlift and home lift supplier Stannah has submitted plans for further development at its manufacturing site in Andover Business Park in Hampshire, marking a substantial milestone in the company’s continued growth. The proposed development encompasses a 136,100 square feet unit, located on a ca.10 acre plot. The modern design of the new unit will integrate with Stannah’s recently completed 90,000 square feet factory, creating a unified campus. Incorporating a range of eco-friendly features, the new building will include solar panels, LED lighting, rainwater harvesting and air source heat pumps. Furthermore, the development will feature cycle storage facilities and provisions for future electric vehicle (EV) charging points. The facility will also include three levels of office accommodation, new access arrangements, landscaping, service yard, and parking facilities. This expansion aligns with Stannah’s long-term strategy for growth, reinforcing Andover as its primary UK manufacturing location, where it has been based since 1974.

Events

Our guide to some of the key upcoming events UK and abroad for the mobility and access sector...

ARAB HEALTH

KIDZ TO ADULTZ MIDDLE

WHEN? 29 January – 1 February 2024

WHEN? 14 March 2024

WHERE? Dubai World Trade Centre

WHERE? Exhibition Hall, Coventry Building Society Arena

www.arabhealthonline.com

www.kidzexhibitions.co.uk/ kidz-middle

NAIDEX WHEN? 20-21 March 2024 WHERE? NEC, Birmingham www.naidex.co.uk

MEDTRADE WHEN? 26-28 March 2024 WHERE? Dallas, Texas www.medtrade.com

CARE SHOW LONDON WHEN? 24-25 April 2024 WHERE? ExCeL, London www.careshowlondon.co.uk

KIDZ TO ADULTZ SOUTH

MEDTECH FORUM

WHEN? 2 May 2024

WHEN? 22-24 May 2024

WHERE? Farnborough

WHERE? Vienna, Australia

www.kidzexhibitions.co.uk/ kidz-south

www.themedtechforum.eu

Yonder walking stick • Folds to just 36cm • Available in silver or black • Adjustable height options 10 | Events | thiis.co.uk

If there’s an event you would like to see included here or you would like to advertise your event please email info@thiis.co.uk

PARALLEL WINDSOR 2024

DISABILITY EXPO

WHEN? 7 July 2024

WHEN? 5-6 July 2024

WHERE? Windsor Great Park

WHERE? ExCeL London

www.parallellifestyle.com/ windsor2024

www.thedisabilityexpo.com

DISABILITY AWARENESS DAY

PMG CONFERENCE

WHEN? 14 July 2024

WHEN? 15-17 July 2024

WHERE? Warrington, Cheshire

WHERE? The International Centre, Telford

www.disabilityawarenessday. org.uk

www.pmguk.co.uk

REHACARE

CARE SHOW BIRMINGHAM

WHEN? 25-28 September 2024

WHEN? 9-19 October 2024

WHERE? Dusseldorf, Germany

WHERE? NEC, Birmingham

www.rehacare.com

www.careshow.co.uk

Get in touch

01787 888 106

trade.sales@tgamobility.co.uk www.tgamobility.co.uk thiis.co.uk | Events | 11

THE RETAILERS’

CHOICE

THIIS Retailers’ Product of the Year 2023

Wondering which products have impressed retailers most this year? Business leaders from across the mobility industry award one product that has stood out above all others for them this year… 12 | Retailers’ Choice | thiis.co.uk

Four Wheel Aluminium Folding Rollator from Alerta Medical “At Thistle Help, we sell a large amount of walking aids all year round. One of the walkers that has stood out this year and been very popular with our customers is the Four Wheel Aluminium Rollator from Alerta Medical. “This rollator stands out from the rest in our showroom, due to its ability to fold down for transportation and storage. It boasts a unique patented robust quick-fold lightweight frame for easy manoeuvrability, and it also benefits from quick-release adjustable height handles. “It comes equipped with a seat, bag, and independently adjustable backrest making this rollator tick many boxes for our customers. It takes a maximum user weight of 21 stone and weighs only 7.35kg making it really lightweight for lifting. “When customers visit our showrooms, they try the various range of walking aids that we stock but more often than not, they choose to buy this rollator. “This is only one of the products we sell in our showrooms from Alerta. We also supply a wide range of equipment to the care sector and Alerta products are our main choice to recommend. These products include profiling beds, hoists, mattresses, bathing equipment and much more. “We have a great relationship with the team at Alerta and they always go that extra mile to support us. We look forward to 2024 to continue working with Alerta in supplying their range of products.”

THE RETAILERS’

CHOICE 2023

Laura Hays Director of Thistle Help www.thistlehelp.co.uk

THE RETAILERS’

CHOICE 2023

Icon 35 LX Wheelchair from Rehasense “The Rehasense Icon 35 LX wheelchair range is our best-selling wheelchair. What we and our customers like about them is the fact they are lightweight (9 kg), easy to manoeuvre and comfortable. “Having the choice of either selfpropel or transit in the range is also very helpful for us when selling it to the customer as it gives them a choice depending on their needs. The air mesh upholstery helps with the comfort of the chair and having attendant brakes with ergonomic push handles helps anyone pushing stay in control. “The adjustable armrests give increased levels of comfort and support something that we find a lot of our customers look for when buying a wheelchair. They are very easy to fold away and the self-propel version comes with easy to use, quick release rear wheels which makes it easier to lift and store in a vehicle. “The general look of the wheelchairs in its ‘ice blue’ colour helps to make the overall appearance feel modern and appeals to all. Rehasense as a company give a good service to their dealers and if we have ever had any issues with their products, it has always been quickly resolved.”

James Thorpe Director of The Ability Shop www.theabilityshop.co.uk

thiis.co.uk | Retailers’ Choice | 13

THE RETAILERS’

CHOICE 2023

Quickie QS5 X Folding Wheelchair from Sunrise Medical “Everyone has been affected by the cost-of-living crisis, and wheelchair users are no exception. Prices have skyrocketed in all industries, including ours, where we have witnessed some products doubling in price. Sunrise Medical has responded quickly to this by manufacturing the Quickie QS5 X, a high-quality lightweight wheelchair at a fraction of the cost. “The Quickie QS5 X revolutionises easy folding with its FreeFold Technology, an innovative cross-brace design that reduces folding forces and saves 40 per cent energy with each fold. Its aluminium box frame is

constructed from heated 7000 series aluminium. Quickie has utilised current processes, parts, and technology to keep the overall cost down. They have managed to incorporate all these weight reduction features without compromising on user ability, comfort, or style. “This is Quickie's second wheelchair to come equipped with bright removable LED lights. Some may view this as a gimmick but consider how often able-bodied individuals use the flashlight function on their phones. Wheelchair users need their hands to propel the chair, so this feature is not always convenient. These LED lights

Darren Macey Business Development Manager at Lifestyle and Mobility www.lifestyleandmobility.co.uk are a game changer for users who may need to use the bathroom at night or be seen when out and about in the evening. “Quickie has created an active user wheelchair that is now more affordable for a wider range of users. This is why it has been awarded Lifestyle & Mobility's Product of the Year.”

Fold Down Rollator by Rhealthcare “One of our bestsellers this year has been the Fold Down Rollator by Rhealthcare. The ongoing support received from the rep has been above and beyond, always ready to help, and any warranty needs sorted very promptly. It makes a huge difference when you get the support from the suppliers. “The fold down rollator has a lightweight aluminium frame, weighs only 8.4kg, but it still has a user weight of 136kg.

14 | Retailers’ Choice | thiis.co.uk

THE RETAILERS’

CHOICE 2023

The Trio Lift from Stiltz Homelifts “Mobility Scotland’s Home Access Division work hand-in-glove with some of the industry’s leading manufacturers. The whole support team at Stiltz are outstanding. Their commitment in helping us develop a go-to market proposition and strategy and the support, service and encouragement given to the team as we skilled up was excellent. “The Stiltz product range is impressive. There’s a lift for everyone’s needs, with each model delivering a high-impact, value-adding solution within the domestic environment. “In general, the lifts are spacious, THE RETAILERS’ comfortable and compact and CHOICE 2023 unlike some other homelifts, the aesthetics are outstanding, tying in beautifully with modern, daily living, and effortlessly operating on electric Billy Finnie technology. They travel so quietly and Operations Manager are very economical to run. There’s no at Mobility Scotland need for external clunky hydraulics or www.mobilityscotlandltd.co.uk pumps as all the operating technology is housed within the lift car. This is a massive selling point for our customers and helps ensure the customer experience is uncompromised. “The Trio in particular is the perfect wheelchair lift and works well for the less mobile and is ideal for users with walking frames etc. The lift itself sits on a neat footprint, ensuring living space is maximised and it offers many other values not least the psychological and emotional benefits of being able to remain in the beloved family home.”

“For most of the collapsible rollators on the market you have to be able to bend down to the bottom of the frame and unscrew knobs to release parts of the walker, and then to make sure you do not lose them, you have to screw them back into the frame. If someone is suffering with painful hands, making gripping things hard, or can’t bend down, this makes it difficult to collapse the walker. “The folding system on the Rhealthcare Walker allows the user to just pull the handle on the seat to fold the rollator in half, then just simply fold the handle to the floor. “The walker comes with a shopping bag to carry essentials and shopping, quick release front castors, to make

it even lighter and smaller to store and it has a comfortable backrest for when the user is sat on the walker. The handles are adjustable in height and ergonomic for a relaxing hold when pushing it along. It is suitable for both indoor and outdoor use.”

Troja Original rollator from Topro “At TPG we love the rollator range from Topro. It is difficult to single out any one particular model as they all are innovative top-quality products, but our biggest seller of the range is the Topro Troja Original. “Its safety, high quality, low weight design is typical of the range but is stylish and thoughtful in the features at a lower price than the more specialist items. “Other models in the range include the Troja 5G with its range of colours and slim design, the Olympus ATR for outdoor all-terrain performance and the Taurus for more specialist forearm/ rehabilitation walker. “But what really makes this range work for us is the support and assistance given by the UK team under the leadership of Terence Clarke. They assist with marketing as well as pure ‘point of sale’ material. “The knowledge of what a dealer wants probably comes from the fact that Terence has been on our side of the fence for many years before crossing to the dark side.”

THE RETAILERS’

Karen Sheppard Managing Director of People First Mobility www.peoplefirstmobility.com

CHOICE 2023 Alastair Gibbs Managing Director of TPG DisableAids www.tpg-disableaids.co.uk

thiis.co.uk | Retailers’ Choice | 15

Two-Way Support Cushion from Made in the Mill “The one product which has really excelled for us this year is the Two Way Support Cushion. “This cushion helps users who have back problems and find being seated for any length of time difficult. “The cushion comes in different patterns and has a nodular finish on one side and a flat finish on the other. It has a fleece cover, which ensures warmth against the back and top of the leg area, preventing draughts. When not in use, the cushion can be folded in half and has carry handles for easy transportation.”

THE RETAILERS’

CHOICE 2023 Julia Phipps Director of The Ability Superstore www.abilitysuperstore.com

Flow X Curved Stairlift from Access BDD

THE RETAILERS’

CHOICE 2023

“The Flow X from Access BDD has been our best-selling curved stairlift this year, our customers here in Northern Ireland love it. The fact that it has a single rail and that customers can fully customise it is obviously attractive but what really sets it apart is the unique technology that allows it to rotate on transit, which means it can be installed on staircases that no other stairlift model can. “Along with that it has six metres of rail and a five-year warranty all as standard in the price, plus there is even a lifetime warranty available too, all of which gives us more flexibility as dealers when selling it to our customers. The warranty aspect is a real seal of approval in reliability from the manufacturer, which is true as we rarely have to go out to any issues with the hundreds of Flow Stairlifts that we have installed across N.I. “Also, Access BDD are always at the forefront of innovation and safety within the stairlift industry, so it’s reassuring to know that they are keeping up with the latest technology and global trends within the sector. “So the Flow X - it looks great, Michael Wallace can be fully customised, has unique Managing Director technology allowing it to be installed on of Stairlift Solutions any staircase and is super reliable with www.stairliftsolutionsni.com a five-year warranty, what’s not to like?”

Quickie Q50 R Carbon Fibre from Sunrise Medical “The product that’s stood out for us this year is the Q50 R Carbon Fibre. This remarkable powerchair which arrived in April, has quickly become the sensation of the mobility industry, standing out as one of the lightest powerchairs on the market. “The Q50 R Carbon Fibre Powerchair’s swift rise to prominence is a tribute to its exceptional design and unmatched performance. At Ableworld, we take great pride in selecting products that not only meet

16 | Retailers’ Choice | thiis.co.uk

the needs of our customers but also set new standards in the industry. The Q50 R Powerchair has not only met but exceeded these expectations. “Its carbon fibre frame, a true innovation, makes it one of the lightest powerchairs available, providing users with a level of manoeuvrability and ease of transport like never before. “Since its introduction, the Q50 R has become Ableworld’s best-selling powerchair, earning the love and trust of customers.”

THE RETAILERS’

CHOICE 2023 Rhian Pita Marketing Manager at Ableworld www.ableworld.co.uk

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Trade talk Oxfordshire-based manufacturer Laybrook has been supplying specialist adjustable medical beds for 20 years. THIIS spoke to managing director Mike Kavangh to find out more about the business… 18 | Trade Talk | thiis.co.uk

‘Tilt and rise’ is a key feature of the Turning Bed

HOW DID LAYBROOK COME TO BE ESTABLISHED? “Myself and my wife Sharon established Laybrook in 2002. We started with a small internet site which has grown over the years. “I had always been interested in mobility. We started as a normal adjustable bed manufacturer before getting involved in the more clinical

care side of things. “Sharon has since retired so we took on an operations manager, Brett Gilham, who has been with us for over a year and has bedded in extremely well (sorry for the pun!). “We provide a huge range of adjustable beds to help people with different medical needs to get in and out of bed. These range from rotating settee bed to chair beds.”

“We provide a huge range of adjustable beds to help people with different medical needs to get in and out of bed” thiis.co.uk | Trade Talk | 19

Anti-entrapment bellows have been added to improve user safety, as well as for pets and children

DO YOU THINK ADJUSTABLE BEDS HAVE ENJOYED A REVIVAL OVER THE LAST COUPLE OF YEARS? “The adjustable bed industry has been booming for the past few years – not only for people with medical conditions, but for the general public looking for an adjustable bed for comfort reasons and to relax watching TV.”

The Dorchester linked bed

20 | Trade Talk | thiis.co.uk

WHAT KIND OF MATTRESSES DO ADJUSTABLE BEDS WORK BEST WITH?

HOW DOES LAYBROOK DIFFERENTIATE ITSELF FROM ITS COMPETITORS?

“Foam mattresses work better with adjustable beds as they can be bent and contoured. “Sprung mattresses on the other hand are designed just to be sat on as the spring goes up and down in one direction.”

“We offer home trials, a seven-night money-back guarantee for 14-night mattress exchanges, and we build a bed to the customer’s specification with assessors over the telephone. “We have great staff who will go over and above to help the end user.”

We are the UK's sole importer of batteries

offer an extensive range of both Gel and AGM batteries

01536 203030 sales@easystartbatteries.co.uk www.easystartbatteries.co.uk

guarantee. I think people like the peace of mind of a quality product backed up with a good guarantee.”

HOW ARE YOUR PRODUCTS DISTRIBUTED IN THE UK? “In the past we have not had any distributors so people would contact us online, in our showroom or at a show event. We are looking to change this with our Turning Bed and have six or seven dealers nationwide. “For interested retailer partners we offer full training and will offer to do it on a commission basis, where we will do the assessment for the deal. Call 01869 255400 to find out more.” WHAT PRODUCT DO YOU REGARD AS A BESTSELLER? “The Classic Divan electric adjustable bed range is the best seller. This gives great storage options as well as being very sturdy and comes with a five-year

WHAT’S NEXT FOR LAYBROOK OVER THE NEXT 12 MONTHS? “We are looking to expand our distribution capabilities and open a new showroom in the Manchester area to allow customers to try the products.” WHAT’S THE LATEST PRODUCT TO COME OUT FROM LAYBROOK? “The main product which we have focused on this year is the new Turning Bed. This has been designed by Laybrook with plenty of key features. “We are the first company to introduce anti-entrapment bellows to our beds for safety. These keep pets

“For interested retailer partners we offer full training and will offer to do it on a commission basis”

and children safe as well. “The bed includes simple remote controls. Many of the bed controls are confusing for the elderly so we designed it with simple ‘get in and get out’ wording to avoid confusion. “We are offering ‘rent to buy’ options to give the customer a chance to try before they actually decide to buy. We think it is essential to make sure the user can use the product before totally committing. “The bed features a 20 per cent deeper mattress than all other rotating beds. Comfort is key and we felt this would definitely blow the competition away. “‘Tilt and rise’ is another feature of the turning bed. This acts more like a riser recliner chair to enable a smaller person to get into the bed easily but also helps taller people to get out of the bed much easier than a flat rise bed as it keeps your feet planted safely on the floor. “You can also do a flat rise if you do not have core strength so the option is there for you to choose how to use the bed.” www.laybrook.com

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Owner Meryl Side with Lawrence, her son and business partner

Burnham Mobility: Service with a smile A thriving Burnham-On-Sea town centre business is celebrating its 15th year of providing mobility equipment to happy customers… Mobility retailer Burnham Mobility has been celebrating 15 years of serving customers with its wide range of vital mobility aids, which include mobility scooters, reclining chairs and wheelchairs. Owner Meryl Side, who runs the Burnham-on-Sea business with her son Lawrence, marked the occasion in mid-October by offering customers 10 per cent off all items over £20, which she says went down well. Meryl said: “We have progressively

24 | Retailer Spotlight | thiis.co.uk

got busier as people have come to know we are here and rely on the services we provide. We have thoroughly enjoyed the last 15 years, meeting many loyal customers.” KEEPING CUSTOMERS HAPPY It is clear that offering excellent customer service is a priority for the business and holds the key to its success so far. “Some of the positive feedback we get from customers is

“We are a family run business and give our customers the respect all customers deserve with a smile”

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Burnham Mobility has a prominent high street location

heart-warming and is a reminder about how crucial this equipment is,” Meryl comments. “One elderly lady hadn’t been out of her house for three years due to her mobility problems, but we arranged a mobility scooter for her, and it gave her a new lease of life. “She’s now able to get out frequently for shopping and to attend social events such as coffee mornings. “It’s a very necessary service given the ageing population in the area, but we also see many customers from out of the area too during the holiday season.” Meryl is proud of the customer service her business provides to customers. She says: “We have never done any hard selling. We would prefer people to go home and talk to family and friends first before making a purchase, especially if it’s a large item like a mobility scooter powerchair or a rise and recline chair. “We have always been happy

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26 | Retailer Spotlight | thiis.co.uk

to go to customers’ homes to do a demonstration, and offer a delivery service free of charge in the local area for all items sold as disabled customers may be unable to carry items home.” The business also delivers outside of the area to most places in the country, although it does charge for this. A RISK WORTH TAKING Burnham Mobility was established in October 2008. Meryl had accumulated plenty of knowledge and experience of the sector through working as an advisor for two different mobility companies from 2003 to 2008. Before this her work involved looking after children on the health and welfare side at well-known private schools, such as King’s College School and Wells Cathedral School. After being made redundant Meryl decided to set up her own mobility retail business. Meryl comments: “Knowing that we were in a recession at the time it was a

risk but I knew that Burnham-On-Sea was in need of a good mobility shop where people could come in or phone for advice about their needs or a loved one’s needs.” Since then the business has gone from strength to strength, says Meryl. “We hold a large array of items, so customers have a choice, and if we happen not to have an item in stock we will order it in for them. Most items are in stock within a few days which is so important.” Meryl’s role in the business is front desk, answering the phone, booking in services, helping people with their requests and advising them on items that can help them in day-to-day living. She also does the book keeping and orders items in. Meryl’s son, Lawrence, is her business partner. He is also a highly qualified engineer, who has trained as a heavy goods engineer as well as with a number of mobility companies. Meryl continues: “I often get phone calls from customers to say how much they appreciate his honesty and kindness. “We do have a lot of returning customers. A lot of customers now are friends. “We feel very happy that customers call us by our first names and often greet us when we are out and about. We are a family-run business and give our customers the respect all customers deserve with a smile. We are only to happy to help people, which gives us pleasure.”

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TOP PRODUCTS Burnham Mobility aims to offer a variety of different brands and price points. Many of its mobility scooters and powered wheelchairs come from long-established suppliers, such as Electric Mobility, Pride Mobility and Roma Medical. Meryl comments: “We tend to stay with companies that give us a fair price and a good service. The representatives at Roma Medical, for example, are always very helpful and courteous, so what more can you ask?” The business also likes purchasing wheelchairs from Z-Tec and Drive DeVilbiss Healthcare for the same reasons. Other brands they enjoy working with are Aidapt, which Meryl says provide an great service. “They’re an all-round company that will send items out the same day if we ask.” Flexel is another brand she can rely on. “Batteries tyres and inner tubes are sent out the same day and they are very helpful. “If we have a scooter or wheelchair with an odd size tyre they try to sort it out and advise us accordingly.” Burnham Mobility’s website signposts customers to the types of products it stocks, the services it provides and how to find them, but it is not an ecommerce site. Offering

The shops offers a huge selection of mobility aids

“We tend to stay with companies that give us a fair price and a good service”

a face-to-face service means that the business can ensure that customers are selecting the right product for them, Meryl says. She adds: “We are proud of our website and a lot of customers comment on how good it is. “I feel that all mobility shops have a challenge with people buying from the

internet. With the internet people don’t have the luxury of seeing the item or having advice if the item is suitable for them as you would in a shop and often it’s hard to return items and get a full refund.” As for the future, Meryl says that she would like to expand her business in the near future perhaps with a shop in another town. www.burnhammobility.co.uk

Many of the mobility scooters are from long-established brands

28 | Retailer Spotlight | thiis.co.uk

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Handicare in Motion Stairlift provider Handicare has launched a new series of events aimed at sharing information about its evolving business… As part of the global accessibility leader Savaria Corporation, lift supplier Handicare is accelerating exciting and ambitious strategic plans to grow and strengthen its network of trusted partners.

The company has launched ‘Handicare in Motion’, a new series of events for its European and rest of world partner network aimed at sharing information about its evolving business and expert teams from R&D to service.

Paul Stockdill, UK Sales & Marketing Director at Handicare

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UK Operations Director Richard Saunders (far left) leads the factory visit

The Handicare in Motion tours of its UK site in Kingswinford are facilitated and managed by experts from departments including R&D, production, training and service. The sessions lift the lid on the manufacturing processes with the aim of creating better communication with and collaboration between partners and the teams at Handicare. In addition, partners are invited to question the teams on any topic during the tour. October’s inaugural event was well attended with representatives from UK partners learning about the impact

of Handicare’s recent investment in manufacturing equipment for rail production from UK Operations Director Richard Saunders. STATE - OF - THE - ART TECH Over £1m has been invested in the last 18 months to improve safety, quality and throughput at Handicare’s UK manufacturing facility, with additional benefits for partners in product reliability and ease of install. New state-of-the-art equipment includes 3D scanning technology, a bending machine, milling and

“Handicare made us feel a part of their family and not just a dealer. When we were invited to the Handicare in Motion event, it was made very clear that they are here to help us as a company, along with supplying great stairlifts. The event was a real eye-opener and helped us see the work that goes on behind-the-scenes from everyone and the vision for where they are moving forward. It’s an exciting time ahead for this industry and Handicare are leading the way.” Adam Williams & David Cartwright, Directors, Devon Stairlifts

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deburring machines to aid production of the twin-rail 4000 series. While tube-to-tube welding processes and the powerpack production line have also benefitted from additional investment. Richard originally joined Handicare as UK Quality Manager over two years ago and is now Director of UK Operations, responsible for quality and compliance for all Savaria’s European sites. He welcomed the opportunity to speak directly with trade partners about his team’s drive for excellence. “I know the whole team were excited to share some of the new daily factory floor management practices which have been implemented this year. Giving trade partners the chance to actually see our manufacturing and

Curve appeal Handicare’s newest curved stairlift, the twin-rail 4000-series is the perfect choice for a multitude of staircases and individuals with different mobility needs. With the tightest bends on the market, a range of stylish seat options, with manual or powered swivel, and standard and heavy-duty versions, the new 4000-series stairlifts are fast becoming the preferred choice of retailers and their customers. The 4000HD version has a weight capacity of over 25 stone. The seat and chassis look exactly the same as the standard model, the only difference for customers is closer stanchions on the stairs. Under the covers, there’s a more powerful motor and a strengthened seat post. But for installation, servicing and maintenance, the standard and higher weight capacity lifts are exactly the same. UK Sales and Marketing Director Paul Stockdill said: “Our trade partners asked us for a safe and reliable lift capable of carrying over 25 stone around corners and over landings. Our team has worked hard to ensure the new 4000 series is more versatile, without compromising its good looks and performance.” Online on-demand 4000-series training is available for experienced engineers, and technical support is

34 | Supplier Spotlight | thiis.co.uk

The twin-rail 4000-series works for a multitude of staircases

available 24/7 thanks to Handicare’s easy to use troubleshooter, TechTool. As part of the its commitment to sustainability, Handicare has developed a conversion kit that allows tried and trusted 2000-series components including powerpacks and seats to be installed on new 4000 rails. This

helps to reduce waste and extend the lifespan of Handicare stairlifts. “Many in our industry are increasingly focused on the importance of refurbishment and recycling, and our R&D teams have designed these kits to give our twin-rail lifts the longest lifespan possible,” added Paul.

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The factory visit received enthusiastic feedback from partners

quality inspection processes promotes greater understanding for everyone about the importance of collaboration and feedback, which is what Handicare is all about,” he said. “We’re launching a new Quality Charter to help us all stay qualityfocused so we can work together towards our shared goal of delivering products and services to meet our customers’ needs on time and to the expected level of quality. It’s a clear statement of the standards we all commit to meet.”

solutions don’t always necessarily relate to the staircase only! Paul Stockdill, UK Sales and Marketing Director for Handicare, said: “These events offer partners a chance to get closer to our business and our people, in a real-time working environment. “We’re absolutely committed to collaborative relationships, and we believe sharing an inside view of how a stairlift is made, right from the beginning of its journey, will go a long way to build and strengthen connections with key and newer

partners.” The Handicare in Motion event received enthusiastic feedback from partners who appreciated the chance to see first-hand behind the scenes and direct questions at key team members. Handicare in Motion will run throughout 2024, providing European partners with the opportunity to visit the UK site and learn about the latest product and service offerings. Anyone interested in attending an event should contact their local Business Development Manager or call TPS on 0844 225 3121.

“RIGHT FIRST TIME” In addition, UK R&D Manager Paul Sykes provided an update on the 4000 series twin-rail curved lift, including the newly available 4000-HD with a weight capacity of 160kg. Designer Amy Suffolk from the Applications Team explained the importance for “right first time” installations of Handicare’s best-inclass survey tool, PS4D, which now also includes prices. Amy described how information included in the PS4D measurements submitted to the rail design team can make a difference to how they approach each project. She recounted a story about a customer who wanted a stop midstairs in order to water plants on a window sill, demonstrating that custom

36 | Supplier Spotlight | thiis.co.uk

“We were very lucky to have four members of our team attend the event. We have all come back with the same thoughts, that the day was incredibly valuable for us all and made us realise we are one large team working together to achieve the same end (customer satisfaction). The whole day was well run, inclusive and informative and I’d strongly advise anyone to take the time out of their day to go to the next event Handicare holds.” Richard Cole, Head of N-Able

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Trade thoughts What have you learned about yourself as a business leader over 2023? “As we close out the year, and look back over 2023, it’s fair to say we have gained some invaluable insights along the way that will help shape our thinking about the strategies we employ in 2024 and beyond. “After the intense challenges of the pandemic, eFOLDi experienced a dramatic period of growth, helped in part by the continued dedication of our trade partners and the success of our new Lite scooter. In 2023, we introduced a number of key enhancements on our popular Power Chair model and expanded our reach globally, securing some exciting trade partnerships in the US and across Europe that will provide a foundation for growth, in the medium- to long-term. “Key learnings for us in 2023, include the ever-increasing importance to retailers of manufacturers providing high-quality, reliable products alongside transparent warranty information, a strong service ethic and robust aftersales support. Its critical significance cannot be understated, when trying

“2023 has been a year for believing in oneself, the team, and the business model. “We have seen a complex economic environment, where inflation has outstripped interest rates, and everyone was predicting recession. Despite these forecasts, consumer spending has turned out to be pretty robust. “This has meant that whilst our consumer has been faced with a diminished wealth pool, Stiltz has had to continue on the assumption that it is business as usual. The lesson here is if you have a strong business model, and a belief in the vision you have set, this will win out in the end. The moral of my story has always been “keep continuing doing

38 | Trade Thoughts | thiis.co.uk

Tim Ross National Sales Manager, eFOLDi to stay ahead in an increasingly competitive market. In addition, an enduring realisation, that we are here to make business as simple and as easy as possible, it’s about addressing pain points and providing solutions to overcome challenges, be they product related or business processes. “Finally, we have strengthened our resolve in respect to how we promote our products, and how we sell and assess for products in the field. We fully endorse the guidelines set out by the BHTA, and we’ve further reinforced our commitment to ethical selling practices, working closely with our network of retail partners to ensure the very highest standards are maintained.” www.efoldi.com

Mike Lord CEO, Stiltz what you do to your best abilities”. “By doing just that, even when I thought this year might not see the business growth we had expected, 2023 has come back strongly. My takeaway from this year has been that if it has worked in the past, and you have a sound strategy in place, sometimes you just need to weather the macro-economic storm and play to your strengths. This is what got us here in the first place, and what takes us forward into the future.”

“I’ve always known, when growing a successful business, you need a great team around you. This last year has certainly confirmed this to myself. Unfortunately, after being healthy all my life, I fell ill and was hospitalised at the beginning of the year. Certainly, for the first quarter I was not on top form and sometimes absent from the business – but who noticed? “In every department, the teams rose to the challenge and drove the company forward. In the three-month period, our sales rose by 14 per cent. This period of my absence proved that the team knew and believed in the Ableworld model and successfully ensured I wasn’t missed too much (or at all)! “In addition, during the year the team helped grow the business by relocating two stores, Burton and Reading, to larger and more customer friendly premises; opened a new Ableworld company store in Thatcham and opened two new franchises in Newport (South Wales) and Leeds. “So, I’ve firstly learnt that I’m not indispensable and confirmed that the team around you are so important in order to build on the success of the company. “I’ve also learnt that, even with a personal set back, I’m still as enthusiastic as ever to grow the business and shall help ensure Ableworld is kept as number one in the mobility retail market.” www.ableworld.co.uk

Mike Williams Managing Director, Ableworld

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Alternatives for getting the pelvis under control When seated, we rely on the position and stability of our pelvis to allow us to manage the position and functionality of the rest of our body, in particular the upper body. Seating is an activity, and therefore ideally we need to find means for controlling the pelvis which allow for dynamic activity. In this article we review different approaches that are taken to achieve this control, and the pros and cons of the different methods. If we consider controlling the pelvis being akin to controlling a basketball, we have something that can move potentially in three dimensions. We can rock backwards and forwards in one plane, we can rock from side to side in a second plane, and we can rotate around the vertical axis in a third plane. Some of these movements are functionally useful and should be encouraged in order to provide beneficial aspects of seating as an activity, whereas others are counterproductive for functional control of other parts of the body. So how can we facilitate the good moves, and restrict the unwanted ones? MAKING USE OF BONY LEVERS Most of the places where we apply forces to control the position of a part of the body are linked to the bony bits. Alongside this, in most cases to have full control we require ‘three points of control’. If we continue with the ball analogy – if we have a block in a ‘V’ from behind controlling the left and

40 | Let’s get it clear | thiis.co.uk

Figure 1. Useful bony leverage points around the pelvis

right, the ball can still roll forward. If we have a block at front and back, it can still roll sideways. In each case we would need a third point of control. So what can we do with the pelvis? Although our pelvis may be surrounded by soft tissues, we can get to the many of the bony parts quite easily. The key bony points are at the top of the pelvis where we have, at the front, the anterior superior iliac spines (ASISs); at the back, the posterior superior iliac spines (PSISs); and at the side, the iliac crests. On the lower part of the pelvis we have our ischial tuberosities (ITs) (Figure 1). In addition, midway up the

side, we have the hip joints where our thigh bones (femurs) link in with the pelvis, and it is the femurs that are used to provide the most leverage to the forward movement of the pelvis. CONTROLLING POSTERIOR/ ANTERIOR ROTATION For most of us we require forward rotation of the pelvis to allow optimal forward reach, and therefore we should not restrict this if possible. We go into ‘posterior tilt’ of our pelvis when we wish to relax, but too much of this means that we compensate by

bending our spines forward – doing this for too long at a time leads to the risk of our developing a permanent kyphotic curvature of the spine with the compensatory need to hyperextend our necks so that we can still see forward. As the top and back of the pelvis slips back, the ITs start to slip forward underneath us, exacerbating the problem. The best way to manage this is to have something (like the base of the back support) stopping the pelvis rotating backwards – apply this to the PSISs and not the lower lumbar region – and a thin (5-10 mm) pre-ischial ridge in the cushion just in front of the ITs, to stop them sliding forward (Figure 2).

Figure 2. Positioning primary postural supports for positioning the pelvis (ISO/TS 16840-15 1)

For managing anterior rotation, for example in boys with Duchenne’s Muscular Dystrophy (DMD), where the indication is to pull back the front of the pelvis, a 4-point pelvic positioning belt is called for: the padded section of the belt (sometimes with added ASIS pads) is applied to the ASISs, and the webbing fastened to the back posts of the chair. The secondary webbing should be fastened to the seat rails to help prevent the primary belt riding up into the soft tissues of the belly (Figure 3). USING THE FEMURS For more refined management of the position of the pelvis we make use of the anchoring effect that the femurs

Figure 4. Options for correct positioning of a pelvic positioning belt (ISO/TS 16840-15 1)

have through their attachment at the acetabular (hip) joint (Figure 1). Note, however, that this is only appropriate with a well-formed acetabular joint, since we do not wish to have a risk of subluxation/dislocation of the joint. The forces on the joint from the regular use of standing, especially for growing children, is essential for the proper formation of this joint. The most common tool used is a pelvic positioning belt. The placement of this belt is important both for patient safety and for optimal functionality. Frequently these positioning belts are erroneously placed in a 45o restraint position at the junction between the back support and the seat frame1. This can cause significant safety issues by allowing the person to ‘submarine’ or slip under the belt, and also pulls the person down onto their ITs. On the functional front, this severely restricts the person’s ability to reach forward. By placing the belt in front of the greater trochanters (i.e. in front of the hip joint), the positioning forces are transmitted through the femur – See Figure 4. Some people have used pommels as means to stop the chair occupant from sliding forwards. The crotch, comprising soft and sensitive tissue, is completely unsuitable for load bearing, and the pommel pad should only be used to assist in abducting the femurs. Likewise, knee blocks have also been used as a means to control the pelvis. The downsides of this are that these blocks can lead to excessive forces on the hip joint, they restrict lateral/ medial leg movement, and they place a further visual barrier between the chair occupant and the outside world. LEG HARNESS

Figure 3. Positioning of 4-point belt to manage pelvic anterior tilt

An alternative to a pelvic positioning belt, and a solution which gives a much wider choice of applications, is one or a

Figure 5. A pair of leg harnesses in position

pair of leg harnesses (Figure 5). A leg harness wraps around one thigh, and attaches to the seat rail at its either end. The advantage of managing either side of the body separately is that this allows for the independent control of pelvic rotation and pelvic obliquities at the same time as controlling pelvic posterior tilt. At the same time there is the option of management of the degree of thigh adduction or abduction by selective placement of the harness attachment points. Contraindications are if the person has a weak hip joint, and clearly a leg harness is only usable if the individual is wearing relevant clothing such as jeans. ISO/TS 16840-15:2023 Wheelchair Seating – Part 15: Selection, placement, and fixation of flexible postural support devices in seating

‘Let’s Get it Clear’ by Dr Barend ter Haar Further items can be found at www.beshealthcare.net Dr ter Haar has been involved in seating and mobility for over 30 years, including lecturing internationally, and developing international seating standards.

thiis.co.uk | Let’s get it clear | 41

Buyers’ guide to beds and mattresses Discover key products to consider offering to customers...

Casa Elite Homecare Bed Low from Drive DeVilbiss Healthcare Designed and developed for the community care environment; the Casa Elite Home Care bed range provides simplified solutions for equipment provision with an innovative modular design. This electrical profiling bed with adjustable head, foot and knee sections supports effective patient care. The Casa Elite offers multiple profiling and positioning benefits which can reduce other potential complications of immobility.

42 | Retailers’ Buyers Guide | thiis.co.uk

The Casa Elite Low enables the bed platform to be lowered closer to the floor reducing the risk of a fall from height for vulnerable patients. It can be raised/lowered to a height such that a carer’s posture is closer to neutral for the moving and handling of patients. Available in three wood finishes, the bed comes with a choice of side rails and a range of compatible accessories. The cardiac chair position additionally provides a comfortable seated position for users nursed in

bed, further promoting interaction and comfort whilst undertaking activities Auto contour function is a preprogrammed profiling position that raises/lowers both the backrest and knee break simultaneously to promote comfort and minimise migration in the bed.

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Softform Premier Active 2 from Invacare The Softform Premier Active 2 is a hybrid pressure-relieving mattress offering multiple features. A combination of dynamic therapeutic cells incorporated with a castellated foam support surface offers advanced pressure redistribution and relief when the pump is activated. This static/ dynamic support system addresses the crucial aspect of pressure injury prevention, making this a reliable choice for those seeking a comfortable and superior therapeutic support. The RX pump with its simple plug and play aspect enables users to provide optimal client support through active alternating air cells, enhancing the pressure relief properties of the mattress system. Utilising the well-established and clinically proven Softform Premier foam mattress technology, the Softform Premier Active 2 system creates a clinically proven interface that prevents pressure injuries and ensures comprehensive support. www.invacare.co.uk

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Viva Sleep Premier from Pride Mobility The premier bed within the Viva Sleep range offers everything from the standard but with some added features including Bluetooth speakers, motion sensor mood lighting and a smart phone app for remote control access. The Low Profile series provides ultimate compatibility to fit any platform, slat or storage beds. Alternatively, it can also be used as a standalone power foundation with legs. The Soft Form technology harmonises the mattress and the power foundation with the user’s body. It is available up to king size and offers USB charging. spchairs.co.uk

44 | Retailers’ Buyers Guide | thiis.co.uk

Signature Comfort HighLow Profiling Bed from Opera Beds The Signature Comfort is a profiling bed for care and support at home, with retailers proving strong sales throughout 2023. The extensive height range allows for on-bed nursing when raised and provides an ideal access height when lowered. The bed features homely styling and design options, including a new 5ft dual size.. operabeds.com

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The Team at TOPRO Thank You for Your Support in 2023

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Integrity Sitto-Stand Bed from Sumed International Integrity Sit-to-Stand Bed has been designed for users to be able to go from sleeping position to standing position, without the need for carer assistance. For sleeping, the back-raising function can be adjusted smoothly, from 0 to 75. It also adjusts to the user’s reclining position by raising the back and legs, so the user can watch TV or read books. Any person of any height can take a sitting position. The bed can be adjusted according to the height, meaning users can eat comfortably. A standing position can be achieved with the lift-up function. By putting the feet flat on the floor, the user can be raised to a standing position. MEMBER

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Chester Electric Adjustable Bed from Drive DeVilbiss Healthcare The Chester Electric Bed was designed to offer excellent comfort and support through its five-part fully adjustable Podmatic System. This innovative feature has grey pods that were developed to provide a ‘firm zone’ strategically placed at the lumber region to offer improved support. The bed comes with a six-button multi-position handset. Featuring a strong, UK craftsman-built upholstered divan base, the bed is available in a broad range of models and sizes. It is ideal for use with memory foam or latex mattresses. Its maximum weight carrying capacity is 114kg per side. Massage unit models are also available.

sumedinternational.com drivedevilbiss.co.uk

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Sitting Pretty Slatted from Pride Mobility Sitting Pretty’s entire bed range is available in a selection of fabrics and colours. A hassle-free installation is guaranteed, with simple fixings used and an easy-assembly procedure. Its beds can be put together and installed in minutes with a selection of fully upholstered adjustable beds in both

46 | Retailers’ Buyers Guide | thiis.co.uk

single and double mattress options. Each bed boasts a five-part adjustable mechanism with a remote, allowing the user full control over

every movement and enabling them to always be relaxed in bed. spchairs.co.uk

Another Drive DeVilbiss Record Breaker! Following the launch of our previous record breaking folding scooter, we’re delighted to launch the AstroLite, our LIGHTEST EVER Splitable Scooter, with the heaviest part weighing ONLY 9.9kg!!

Astronomically lightweight

Front suspension

Rear suspension

User friendly controls

Angle adjustable tiller

Lightweight lithium batteries

Front impact bar / carry handle

Super easy split mechanism

Call NOW for price, more information or to request an InStore demonstration! Karen Clarke 01274 475 118

karen.clarke@drivedevilbiss.co.uk

Sandra Conlan 01274 475 121

sandra.conlan@drivedevilbiss.co.uk

Nial Hutton 01274 475 116

nial.hutton@drivedevilbiss.co.uk

www.drivedevilbiss.co.uk Information current as of 10-23 AstroLite_Launch_231019_1.0

Alerta Lomond Rotate-Stand-Up Bed from Alerta Medical The Alerta Lomond Rotate-Stand-Up Bed is a powered rotation bed to support users with unassisted transfers between lying in bed and standing, providing enhanced freedom, safety and care for the user. Features include a 12-function lockable handset and foursection mattress support with mattress grips. A memory foam articulated mattress is included, as is battery back-up in case of main failure.

The bed offers tool-free assembling and dismantling for user convenience. It also offers a maximum safe working load of 250kg. Key benefits of the Rotate-Stand Up Bed include a threeyear warranty on the bed frame and a two-year warranty on motors and electrics. www.alertamedical.com

Xtech25 Hybrid Mattress from Sumed International Xtech25 Hybrid Mattress is a low air pressure motorised therapeutic hybrid mattress. It is a concentrate of innovations that combines in the same hybrid product as well as the best motorised and static technologies currently available in the prevention and treatment of pressure ulcers. The Crossover technology is based on an optimised combination of the two technologies used for the prevention of pressure ulcers. This combination of technologies optimises the therapeutic effect while at the same time providing extra comfort for the patient. The mattresses API (Automatic Patient Immersion) sensors constantly analyse precisely and in real time the patient’s penetration in the mattress.

48 | Retailers’ Buyers Guide | thiis.co.uk

Xtech25 hybrid mattress is equipped with real-time customised automatic control of penetration in the sacrogluteal zone, thanks to its API sensor: controlled automatic and continuous penetration of the risk zones. sumedinternational.com

MEMBER

NEW ALERTA SENSAFLO-HYBRID CUSHION

The Alerta Sensaflo Hybrid Cushion System is an alternating foam-filled air cell pressure relieving cushion system for effective prevention and treatment of users up to very high risk of developing a pressure ulcer

NEW PRODUCT LAUNCH

The Alerta Sensaflo Hybrid Cushion System incorporates simple to use settings and functionality, enabling care provider to quickly set up the cushion system and have it operating at optimal pressure for a specific user with ease. There is no requirement to remove the user from a chair to change from a foam cushion to an alternating air system.

DISTRIBUTOR OPPORTUNITIES Large stock holding for next day delivery Attractive distributor pricing structure Direct carriage paid delivery available

Contact the Alerta Medical team for attractive trade prices, technical information and marketing support.

Industry leading distributor support

+44 (0)3452 088 097 | www.alertamedical.com | sales@alertamedical.com

Domus Auto mattress system from Wellell UK The Domus Auto is a high-risk alternating pressure redistribution mattress system, complemented with many features to aid pressure ulcer prevention and reduce the risk of on-the-job injuries for caregivers. Patient-centric features include continuous low pressure mode, as well as alternating mode, which can both be combined with a seat inflate option to improve pressure area care when seated. Max firm is also included to ensure patient safety during caregiver procedures. In addition to this, the quiet and vibration-free pump embeds a proprietary pressure/bodyweight algorithm that automatically adjusts support surface pressure according to the patient's body mass distribution and movement, for intuitive setup and pressure relief delivery. This works alongside the finetuning function, allowing for caregivers to achieve the optimum patient comfort. uk.wellell.com

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Alerta Lomond Community Bed from Alerta Medical The Alerta Lomond Community Bed provides the ultimate balance between user care, functionality, economy and quality. It has all the functionality of the Lomond Standard, including bed rails, and benefits from Trendelenburg and reverse Trendelenburg tilting feature. Other features include a 10-function lockable handset and four-section mattress support with mattress grips. The bed requires tool-free assembling and dismantling. Its maximum safe working load is 200kg. Key benefits include a three-year warranty on bed frame and two-year warranty on motors and electrics.

www.alertamedical.com

50 | Retailers’ Buyers Guide | thiis.co.uk

Memory Foam Mattress from Drive DeVilbiss Healthcare This Memory Foam Mattress was designed to bring additional benefits not usually found in the more traditional pocket sprung and reflex foam mattresses. Memory foam has a unique open cell structure that responds to body heat and weight by moulding to the contours of the body, optimising weight distribution and comfort. When pressure is removed the memory foam mattress returns to its original shape. Providing superior comfort for a good night’s sleep this mattress is made up of 7cm memory foam bonded onto 15cm of reflex foam. drivedevilbiss.co.uk

MEMBER

Integrity SIT-TO-STAND Bed ®

Integrity® SIT-TO-STAND Bed has been designed for users to be able to go from sleeping position, to standing position, without the need for carer assistance and shear free. Sleeping Position: Back raising function that can be adjusted smoothly, from 0 to 75. Reclining Position: Adjusts to user’s required position by raising the back and legs, so the user can watch TV or read books. Sitting Position: Any person of any height can take a sitting position. The bed can be adjusted according to the height meaning users’ can eat comfortably. Standing Position: Supports the raising and transfer of users’ with the lift-up function. By putting the feet ﬂat on the ﬂoor, the user can be raised to a stand position.

Integrity® Dynamic Mattress

Integrity® Dynamic Mattress is an Alternating Pressure Mattress (APM) suitable for people who already have, or are at very high risk of, tissue damage due to pressure ulcers. It is an air filled mattress, which automatically, through a process of inflation and deflation, alternates the areas of patients skin which are bearing load against the mattress surface. The mattress uses small cell technology to provide excellent pressure relief without excessive movement. This mattress is made with high-quality materials, offering exceptional durability and hygiene. The easyto-clean cover is waterproof and vapour-permeable, safeguarding against spills and promoting a clean and safe environment. Elevate the standard of care with the Sumed Integrity Dynamic Mattress, a trusted choice for healthcare professionals and caregivers, providing peace of mind and unparalleled comfort.

Xtech25 Hybrid Mattress Xtech25 Mattress is a low air pressure motorised therapeutic hybrid mattress. It is a concentrate of innovations that combines in the same hybrid product the best motorised and static technologies currently available in the prevention and treatment of pressure ulcers. The Crossover technology is based on an optimised combination of the two technologies used for the prevention of pressure ulcers. This combination of technologies enables us to optimise the therapeutic effect at the same time providing extra comfort for the patient. The mattresses API Sensors (Automatic Patient Immersion) constantly analyse precisely and in real time the patient’s penetration in the mattress. Xtech25 hybrid mattress is equipped with real time customised automatic control of penetration in the sacro-gluteal zone, thanks to its apisensor: controlled automatic and continuous penetration of the risk zones, without ever bottoming out.

01457 890 980 sales@sumed.co.uk www.sumedinternational.com

Integrity Dynamic Mattress from Sumed International Integrity Dynamic Mattress is an alternating pressure mattress (APM) suitable for people who already have, or are at very high risk of, tissue damage due to pressure ulcers. It is an air-filled mattress, which automatically, through a process of inflation and deflation, alternates the areas of patient’s skin that are bearing load against the mattress surface. The mattress uses small cell technology to provide excellent pressure relief without excessive movement. The mattress is made with high-quality materials, offering exceptional durability and hygiene. Its easy-to-clean cover is waterproof, safeguarding against spills and promoting a clean and safe environment. sumedinternational.com

Verso mattress system from Wellell UK The Verso is an alternating pressure redistribution mattress system, suitable for patients with a medium to high risk of pressure injuries. The system offers dual therapy modes to fulfil individual care needs; the alternating mode continuously and sequentially inflates and deflates air cells to achieve periodic pressure relief, while static mode equally inflates the air cells to create a static mattress surface for caregivers to conduct their activities safely. Available in a 5” overlay and an 8” full replacement, the Verso offers a considerably low pressure range from 30 to 60 mmHg in both therapy modes, providing constant comfort to the patient, while retaining sufficient support. uk.wellell.com

MEMBER

Alerta SensaGel Heel Slope Mattress with Side Supports from Alerta Medical The Alerta SensaGel Heel Slope Mattress with Side Supports is a very high-risk profiling memory foam mattress built with a highdensity base, memory foam top, a sloping heel section with gel memory foam to alleviate pressure in the heel zone and built-in side wedge support to prevent rolling off the mattress. The mattress has a multi-stretch and vapour-permeable PU cover that is water resistant, antimicrobial and machine washable. MEMBER

52 | Retailers’ Buyers Guide | thiis.co.uk

alertamedical.com

Thank you to all of our UK retailers for their continued support during 2023

SPACE LX

ECO ASSIST

PAWS

TRACK WHEEL

Last order date for delivery before Christmas is Thursday 21st

Rehasense UK

+44 (0) 0333 220 0704

ukadmin@rehasense.com

www.rehasense.co.uk

STRIDENT BATTERIES THIIS ADVERT DEC 2021_Layout 1 07/12/2021 10:42 Page 1

MOTIVATION THROUGH INNOVATION

Strident - a name you can trust for high performance batteries With over 20 years experience, Strident are perfectly placed to offer the widest range of high quality battery products to the mobility and medical industries. Careful selection of only the highest quality raw materials, consistent quality control throughout the entire production process and painstaking attention to every detail gives the Strident range its unique properties that can be trusted and relied upon in many vital mobility and medical applications.

To find out more about the Strident range of Mobility and Medical focused power products please contact our salesteam now. Strident Innovations

Head office address: 50 Turbine Way, Ecotech Business & Innovation Park, Swaffham, PE37 7XD T: +44 (0)1362 300102 | F: +44 (0)1362 300103 | sales@strident.uk.com

www.stridentbatteries.com

Motion Divan Adjustable Bed from Opera Care Launched earlier this year, the Motion Divan is distinct from other adjustable beds with its fully upholstered base and modular build. Retailers praise its design, price and ease to deliver, stated Opera Care. The Motion Divan includes all Opera technology such as zero gravity, wireless control, and optional pillow tilt, massage

and light. In addition the bed is available with generously sized storage drawers that are fabric lined, and a choice of two materials are available from stock, making it ideal for quick deliveries. operabeds.com

Viva Sleep Classic from Pride Mobility The Low Profile series provides ultimate compatibility to fit any platform, slat or storage beds. Alternatively, it can also be used as a standalone power foundation with legs. The Soft Form technology harmonises the mattress and the power foundation with the user’s body. It is available up to king size and offers USB charging. Offering excellent lumbar support its adjustable legs fit the user’s existing bed frame.

54 | Retailers’ Buyers Guide | thiis.co.uk

MEMBER

spchairs.co.uk

Introducing the new Dream with 7 standard sizes

NEW FOR 2023

on our range go to... www.primacare.co.uk Tel 01685 845900

Optima Turn press mattress from Wellell UK The Optima Turn is an innovative alternating pressure mattress that helps reduce patient handling complexity, patient discomfort and caregiver labour when conducting turning and repositioning. The Turn’s extensive features provide a cost-effective solution for improving pressure area care outcomes. Providing continuous pressure relief, the Turn offers automatic transitions between supine and lateral repositioning, including both a CLP and alternating pressure function. Pairing it with air-inflated side bolsters and a seat inflation mode provides maximum patient comfort and security when at rest and when active. Moreover, the entire therapy can be customised through the touch of a button, with extensive pressure settings, three turning angles up to 30°, turning directions, therapy and dwell times, alarms, troubleshooting, and turning pause to halt repositioning operations. uk.wellell.com

MEMBER

Soft Tilt from Invacare The Invacare Soft Tilt is a cuttingedge system that automates patient repositioning and aids care staff in daily handling tasks. Easily installed on the Invacare Etude Plus mattress platform, it seamlessly integrates with the bed's existing profiling movements and mattress, enhancing overall patient care and comfort. The automated movements of the Soft Tilt are silent and gentle, enabling users to enjoy a peaceful, undisturbed sleep. Carers benefit from a more comfortable working environment and avoid the risk of back injury. www.invacare.co.uk

MEMBER

DELIVERY l Nationwide delivery & installation l Removal & disposal of old products

Experts in Healthcare Logistics

l Manufacturers warranties honoured

l 35,000 Square foot warehouse

0330 445 0099 info@hdd-ltd.com www.hdd-ltd.com

l Owned & operated fleet of vehicles

SERVICING l Annual equipment servicing l LOLER testing & inspection l Bed inspections & servicing l Engineer call-outs for repairs

STORAGE l Short term storage solutions

Your Promises. Delivered.

We are hiring! Your dream role in the mobility and access industry could just be a click away... Visit thiis.co.uk/jobs to see all the latest jobs

Saledock EPOS Meeting the demands of the Mobility Sector Eliminate your stock and VAT relief headaches! Saledock’s EPOS system helps you track stock, and manage back orders, invoices, and signed VAT relief declarations with ease. "Before Saledock, dealing with VAT, being in a constant rebate situation, and with the demands of Making Tax Digital, everything was becoming a bit of a headache. Now, we can easily manage customer invoices and signed VAT relief declarations, and the fact that it also works seamlessly with Xero has taken away a lot of our headaches away." Stephen H, Parkgate Mobility

Call 01904 405 989 to book a demo and explore how Saledock’s awardwinning system can help you.

saledock.com

Buyers’ guide to... Each month, discover key products from a different segment of the mobility market to consider offering to customers.

THIIS Buyers Guide product listings by issue for 2024 January February March April May June July August September October November December

Manual wheelchairs Powerchairs Walking aids Mobility scooters Mobility accessories and power add-ons Smart mobility products Moving and handling Stairlift, homelift and access Bathing and toileting Aids for daily living Seating and cushions Beds and mattresses

For the various options available and to get your products in front of the mobility and access industry please direct your enquiries to Joe Fahy via joe.fahy@bhtaengage.com or 07384 258 372. thiis.co.uk | 57

Motion Healthcare The Aerolite powerchair offers an intelligent design, making it an ideal powerchair for the occasional traveller looking for indoor and outdoor manoeuvrability.

If you are an independent retailer, distributor or installer you can now get access to exclusive deals, offers, promotions and discounts from leading manufacturers, suppliers and distributors with the THIIS Discount Club, enabling you to pass on savings to your customers!

If you are a supplier interested in promoting your products in the THIIS Discount Club please get in touch with Joe Fahy now on 07384 258 372 or via email at joe.fahy@ bhtaengage.com to find out the rates. DISCLAIMER: All offers available until the end of December 2023.

58 | THIIS Discount Club | thiis.co.uk

TDC Special Offer: £799 (£500 saving from £1,299) Offer code: Quote ‘EOSS23’ when placing an order by calling 0844 257 8150.

www.motionhealthcare.co.uk

Drive DeVilbiss Healthcare The three-tier back single motor riser features a compact modern design and a full length padded chaise for increased comfort. It has a simple-to-operate two-button handset, a convenient storage pocket and is upholstered in a soft feel fabric that’s available in Oatmeal, Terracotta and Brown. TDC Special Offer: £249 (saving £60 on trade price of £309) Offer code: Quote ‘THIIS Discount Club’ when placing an order by calling 0845 0600 333 www.drivedevilbiss.co.uk

Rehasense UK The high-performance Icon 125 wheelchair comes with a range of set-up options. Comfort, postural support and pressure relief is provided by the reclining back and tilt-in-space seat when combined with pressure distributing seat and back cushions. The adjustable arm rests and headrest have PU fabric covers to minimise pressure. It is available in three sizes, with a maximum user weight of 150kg. TDC Special Offer: 10 per cent off trade price Offer code: Quote ‘THIIS Discount Club’ when placing an order by calling 0333 220 0704. www.rehasense.co.uk

Saledock Retailers can eliminate those stock and VAT relief headaches with the Saledock Epos System. Saledock is tailored to the mobility sector, to help retailers process sales and manage customer invoices, signed VAT relief declarations and back orders more effectively. The firms prides itself on support, and its friendly family-run team are on hand to help retailers make the switch. TDC Special offer: Get 20 per cent off a monthly subscription for three months. Plans start form £59. Offer code: Quote ‘THIIS Discount Club’ when placing an order by calling 01904 405989 to receive the subscription discount. www.saledock.com

THE ERGO LITE 2, PROUD WINNER OF

The Ergo Lite 2 transit weighs just 8.5kg complete and the self-propel breaks down to 6kg making them among the very lightest wheelchairs available on the market.

Karma mobility ltd Unit 6 target ParK, redditch Worcestershire b98 8yn T: 0845 630 3436 E: info@karmamobiliTy.co.uk www.karmamobiliTy.co.uk

Ergo Lite 2 Self Propel Wheelchair

Ergo Lite 2 Transit Wheelchair

YEAR-ROUND RAMBLER

THE BREEZE S4 WITH SOLID CANOPY Take on new terrain with TGA Mobility The Breeze S4 brings you the ultimate in advanced comfort, performance and looks that have set the standards within the mobility scooter industry. With all-round, active, adjustable suspension and powerful motor, kerbs and rough ground are simply a breeze. Keep going, no matter the weather with the solid canopy option designed to help keep out the elements.

tgamobility.co.uk | trade.sales@tgamobility.co.uk | 01787 888 106

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