that you can monitor a new product more closely and react to anything that needs to be attended to before the sales levels start to increase.” And constant product development if important too. “We don’t tend to leave a product on the market until it becomes outdated. We look at developing the products so that they are always current and a lot of our changes are driven by feedback from either our retailers or the professionals that we work with.” With the companies selling through a large number of retailers, Scott has been watching the development of that sector closely too. “I think retail has changed in the past couple of years” he told us. “There seemed to be a groundswell of opinion that we would see the emergence of the larger retailers and that the smaller businesses would struggle to compete with them. I’m a cyclist and we have seen that happen in the cycle industry to some extent where the big boys became very active in the marketplace. There are still some very good, smaller businesses that specialise in cycling, but the majority of the business goes though the larger companies. We thought we would see that happening in our marketplace a lot more than I think it has. The big boys are there now of course, but there is a core of smaller retailers that are doing good things and have reacted to the larger companies coming in by developing their marketing and other aspects of the business.” “There’s no doubt” he added, “that there were retailers who didn’t believe that they could
compete when new businesses entered the market, but many of them have responded and responded brilliantly to the challenges.” Scott identifies one aspect of retail as seeing great changes. “I think one of the biggest areas of progress has been with the showrooms. They don’t look like cluttered spaces these days, the retailers that are doing well have spaces that look like a proper retail shop. They are thinking about appearance and the layout and some of them have gone down the road of limiting the number of ranges “We have managed a growth that they carry. It does make a difference to rate of some 30-40% a the visual impact in year, which I think is really a showroom when there are maybe just impressive” two different ranges on display rather then everything on the market. I’ve seen showrooms recently that just have a couple of ranges and they look fantastic.” If Scott is positive about his own business, then he is just as positive about his retail customers too. “I think it’s looking really positive for a lot of retailers, particularly the ones that have embraced change and have showrooms that people really want to go into and buy something from.” Van Os Medical can be contacted on 01977 681400. The website is at www.vanosmedical. com
Does advertising work in THIIS magazine? This is what Julian Cobbledick of Assistive Partner thinks… “We supply a range of software for healthcare. Since our company’s formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in). Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment. And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several sales. 42 www.thiis.co.uk
So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts. I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.” Julian Cobbledick, Director, Assistive Partner
A Valentine's Day special, THIIS looks why and how to maintain strong relationships with stakeholders important to your company, be it emplo...