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THIIS Trade Magazine • Issue 221 • February 2017

Issue 221 • February 2017

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

Big news… Big acquisition BUSINESS OBLIGATIONS

FAST ACTION, FAST GROWTH

MORE NEW PRODUCTS THAN EVER

LATEST PRODUCTS INDUSTRY NEWS BUILD RELATIONSHIPS


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…from the editor This month’s front cover features both Richard McGleenan, Managing Director of Drive DeVilbiss Healthcare Ltd with James Ibbotson, Managing Director of Sidhil Group, following one of the largest acquisitions the industry is likely to see this year. With it being February and of course, Valentine’s Day, we also decided to explore the importance of relationships in business; be it with dealers, customers or even your own staff members. An interesting piece from a specialist recruiter points out warning signs that an employee may be looking to jump ship, and we look at the importance of making sure relationships with customers do not become stale and mundane.

Don’t be shy, why not get in touch...

Editor Calvin Barnett 01933 278086 newsroom@thiis.co.uk

For manufacturers looking to export around the world and for retailers interested in importing the next big product into the UK, former THIIS editor David Russell discusses his next big project, Global Healthcare Trader.

Calvin Barnett Editor

Advertising Enquiries Lauren, Jayne or Sue 01536 317000 advertising@thiis.co.uk

On the front... Big acquisition in industry. Page 6

You can find THIIS on Twitter at: wwwthiiscouk

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

Call us today 01582 840067 www.thiis.co.uk 3


“What are you doing to show your customers that they really are special?”

Time to export? Page 8

“It doesn’t make sense to us to launch a mobility product in the springtime”

“Our new initiatives will help to shake up the marketplace!”

“If they were a chocolate bar, which bar would they be and why!”

Contributors this month...

Calvin Barnett THIIS Editor

David Russell BHTA Engage

Antony Elkington Trusted Recruiter

4 www.thiis.co.uk

InTHIISissue...

“How many small things can you do in your business that could make a difference?”

Wooing customers Page 12

Why employees leave Page 16

Milestone partner Page 18

Building critical momentum Page 20

New to the team Page 32

Retailer keeps it personal Page 36

Know your business obligations Page 52


Drive DeVilbiss acquires Sidhil

Richard McGleenan, Managing Director, Drive DeVilbiss Healthcare Ltd with James Ibbotson Managing Director, Sidhil Group Ltd

Drive DeVilbiss has acquired Sidhil, the UK’s leading manufacturer of hospital and home healthcare beds. The acquisition of Sidhil was effective January 6, 2017, with terms of the transaction being undisclosed. Sidhil has designed and manufactured healthcare products for over 130 years, currently at its 105,000-square-foot facility in Halifax, West Yorkshire and has a nationwide Service Centre network. The company is one of the leading providers to the homecare, acute care and long-term care markets in the UK and throughout Europe. Peter Siddall, Chairman, Sidhil Group said: “I’m very proud of what Sidhil has accomplished – growing from a small, family-run business to a leading manufacturer of healthcare products in the UK. Now, with this new partnership with Drive, Sidhil will have access to their global distribution network, bringing our product line to new markets the world over.” According to Drive DeVilbiss, the acquisition

6 www.thiis.co.uk

will expand the company’s product portfolio and market presence. Harvey P. Diamond, Chief Executive Officer of Drive commented: “This acquisition will expand Drive’s existing manufacturing capabilities in the UK “Sidhil will have access to their while adding significant manufacturing global distribution network, expertise to our bringing our product line to European platform. “We look forward to new markets the world over.” having this well-known and well-respected brand as part of the Drive family of companies.” To find out more about Drive DeVilbiss, visit www.drivedevilbiss.co.uk and to find out more about Sidhil, visit www.sidhil.com


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New website to open up a world of export opportunities A simple new tool for companies looking to grow export business has been developed by BHTA Engage. Global Healthcare Trader (GHT) includes a simple search facility that enables companies looking to import new products the ability to find businesses looking to sell into their own country in just a couple of clicks. According to David Russell, BHTA Engage Director, Global Healthcare Trader will provide businesses with a cost-effective way to open up new markets. “The majority of companies want to see their export sales grow but it’s often a very expensive exercise when it comes to finding partners around the world. GHT is designed to provide the link between the companies that are looking to market products around the world and businesses that want to become distributors and promote new products in their own country.” “There are websites where you can search globally” David says, “but they tend to be loaded with thousands of products, many of which seem very similar and it can become quite confusing. GHT is a very clean site which will display the companies looking for distributors in any country around the world in seconds.” The search facility is very much the focal point of the GHT site, but there will also be content from media, exhibitions and organisations that can support companies around the world to build a business. GHT is, at present, in the first phase of a planned ‘soft launch’ as David explains. “Over the next couple of months, the companies that decide to be part of this new initiative will load details onto the site. When we have the right content levels, we will take GHT live and develop it with further content before we enter the final phase which will be the main launch. At that stage, we will be using online and traditional direct marketing to promote the site all around the world.”

David says that there is a good reason for companies to be on GHT early. “It means that any company adding details to GHT in the first phase will have free exposure and publicity for a number of months, before we finally launch. No payment will be made until the final phase, but companies may well get contacted with new export opportunities.” GHT is currently in a ‘soft launch’ period when companies can take advantage of a FREE listing. You can take a look at GHT at www. globalhealthcaretrader.com ​To discuss the opportunity, call 01536 710050.

Unique Active Seat: only available from Handicare This easy to fit, user controlled feature can be used with Elegance and Alliance seats to give the user a little extra help and support when needed. Call your Business Development Manager to find out more. Trade Partner Support Team 0844 225 3121 enquiries@handicare.co.uk | www.handicare.co.uk 8 www.thiis.co.uk


Exclusive product launch for Green Trousers The new online retailer has launched the Klip2Lift hoistable clothing range. The range was developed by Occupational Therapy Senior Lecturer Jo-Anne Webb in collaboration with Barbara Ackley from The Disabled Living Centre charity. Jo-Anne noticed the distress that people often suffer when being hoisted in and out of wheelchairs using traditional all-in-one slings. Jo-Anne explained: “This has always been a bugbear of mine. Carers transfer young people from a wheelchair, onto a bed to take their clothes off, then hoist them onto the toilet. “That tends to be too difficult for a lot of carers, so the disabled young person is often just put in a nappy all day, which is incredibly undignified for them.” The new system involves a waistcoat-style jacket which can be worn throughout the day and clipped onto a hoist, along with a pair of leg straps which are detachable and only required for the duration of the transfer. David Lynch, Managing Director of Lynch Healthcare, said: “Green Trousers is our flagship store for disability and care equipment. After having personally been involved in moving and handling equipment for 18 years, I know this product has a great future ahead.” The Klip2Lift range includes a handling jacket for those who are ambulant and hoistable clothing for users who require full hoisting. Lee Daines, Ecommerce Manager of Green Trousers, added: “We’ve had considerable interest for the product so far and we are thrilled to have the range as part of our website offering.” To find out more, visit www.greentrousers.com

For More Info... Phone Email Web

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More new products than ever in 2017 TGA plans to introduce several new products over the year to help retailers achieve more growth.

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Multiple launch events will be held at Naidex (28-30 March, NEC) and later in the year, which the company says will provide retailers with the opportunity to discover new ways to grow sales in a sustainable manner. Daniel Stone, TGA Managing Director, explained: “As we approach Q1, we can all reflect on a positive year for the TGA brand. Results from our dealer network have been extremely encouraging, especially regarding the success of our folding Minimo car boot range. “End users are looking for the next big thing

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that will deliver higher forms of independence. This is why we are driving product innovation, so retailers can deliver more choice to customers on the high street whilst offering stable healthy margins and championing ethics.” Daniel continued: “I have recently returned from international visits with our manufacturers where we formulated our strategy to bring more innovations to the UK in 2017.” More news can be found at the TGA Trade e-zone: www.tgamobility.co.uk/trade/homepage

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Moving & Handling People is a CPD accredited event focussing on effective solutions for practitioners. The two-day training event features: y seminars on cutting-edge issues led by the UK’s leading practitioners y practical interactive workshops using the latest equipment y an open forum discussing live questions on acute and community cases Limited places so book now at www.movingandhandlingpeople.co.uk Early Bird discount available Disabled Living Foundation

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The demise of loop fixings on patient slings? Silvalea plans to release a new innovation that addresses an issue healthcare practitioners have lived with for the past two decades. The Silva-Safety Slot provides a solution to the potential hazards of loop tapes for standard coat hanger style spreader bar fixings according to the company. The new sling fixings are loop free and provide a safer sling tape. Requiring minimal instruction as pick-up positions and colour coding remains the same, the fixings allow end-user care plans to remain unchanged. Pauline Guilfoyle, product designer and Manging Director of Silvalea, believes this innovation has the potential to be industry changing. Pauline told us: “We have been working on this product innovation for many years, we just had to wait for the technology to catch-up to the idea. Creating a solution for the hazards in loops has long been a personal goal, having seen many injuries caused by loop fixings. “It is not just the injury potential of loops but also it’s the damage to the fixing tapes caused by catching, trapping and snagging. We have seen and repaired untold numbers of slings due to these issues over the years. We have now found the right combination of design, thread, manufacturing and fabric strength which will allow us to go into production in the first part of this year.” Commenting whether this would be the end of loop tapes, she added: “Not right now. Loop tapes have been used for over 20 years so it 14 www.thiis.co.uk

will take a while. We certainly won’t be stopping manufacturing loop fixing slings immediately, but one day, yes, we would like to see the SilvaSafety Slot on all our spreader bar, coat hanger fixing slings.” “We have been working on this The company says that the product will be product innovation for many available for sale early years, we just had to wait for this year and more information can be the technology to catch-up” found at www.silvalea. com


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Focus

Staff retention Break ups can be messy affairs. When key staff members decide to leave, the effects can be damaging to a company’s morale and bottom line. Antony Elkington, Managing Director of Trusted Recruiter, shares his tips for helping ensure those star employees don’t part ways with you.

How to avoid breaking up with your most valued employees this Valentines! Not all of your employees may be happy in their jobs; some will be living out their dream position and enjoying every moment but others may want to take a break or leave completely. Sometimes a key employee leaving is inevitable, however, sometimes it is preventable by recognising what is motivating them to leave or join a competitor. Here are some of the reasons registering candidates tell us they are looking for a new challenge: Feeling they aren’t valued The vast majority of candidates registering with Trusted Recruiter explain that in some way, they do not feel valued by the company or their manager. Not everything needs to be rewarded with pay increases and sometimes, the best reward is a certificate, trophy or even verbal recognition. Why not try running monthly or quarterly recognition events to both incentivize and recognise employees?

16 www.thiis.co.uk

Having a bad manager Are you or your senior managers well trained not only in the industry or your company’s products and services but also as a manager? Be careful not to underestimate the importance of people management skills; they can be as valuable, if not more so, as the attention paid to products, services or industry knowledge, especially when it comes to retaining those star employees. They did not get a promotion Many employees feel that they have been overlooked for a promotion. Understandably, not all staff can be promoted at any one time but it is always a good idea to offer training and development to support your staff in their future aspirations. You may also wish to assign them with tasks relating to their future career paths where possible. If you decide to cut your training budgets, you will see a company that is less efficient and productive. Cont. on page 18


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Too much work Many candidates express dissatisfaction with a lack of work/life balance, wishing to work fewer hours or those in field-based roles finding themselves travelling more miles than they spend working. This can cause burn out and result in your employees leaving you. Regularly assess individuals’ workloads, hours worked and distance travelled and, if necessary, bring in support.

Lack of company direction Do you share your company’s goals and plans with all employees, even those who may not be directly affected by them? There is no reason not to unless, of course, they are too confidential. Every time someone new joins, ensure you communicate to them clearly what your company stands for and the role they play in helping the business achieve its objectives.

Not enough trust or autonomy Some of the attributes people value most are trust, honesty and fairness. A common reason we hear is that there is a lack of trust, with employees believing management is not giving them freedom and the ability to express themselves. This often results in an employee feeling micromanaged and under a lot of pressure. It may be worth providing staff more freedom if they are doing or even exceeding what has been asked of them.

Trusted Recruiter are not only specialists in the field of Assistive Technology and healthcare, we also offer our clients ongoing support and advice where needed on any existing or future staffing plans. Why not speak to one of our consultants confidentially about your staffing plans and help avoid that Valentines’ break up in February. Call us on 0333 0144 014 or email us at contact@ trustedrecuiter.co.uk

Milestone retail partner for Autochair Autochair has signed up its 500th partner shop. The new distributor saw their first order within just eight hours of signing up to cap off the milestone. A customer request for a scooter hoist triggered the new partnership between Somerset and West Country Stairlifts ‘At Home Mobility’ and Autochair. Mark Grantham, Managing Director of Somerset and West Country Stairlifts, said: “One of our customers had just purchased a scooter from us but struggled to get it in the back of his car in one piece. We’d received a leaflet from Autochair a few days earlier and so knew the company could recommend a hoist to help him.” Hours after the customer call, the partnership had been confirmed and a hoist demonstration had been booked at the retailer’s showroom in Taunton. “After contacting Autochair, we were immediately set up as a partner and able to book a demonstration for the customer. He was so impressed he bought the hoist straight away and we received our commission a few days later. He’s even offered to give personal demonstrations to other customers thinking of making a similar purchase” added Mark. 18 www.thiis.co.uk

Autochair has added around 450 partner shops to its portfolio in the last year and has plans to double this number in 2017. There is no set-up fee and partner shops receive a freephone number, dedicated account handler, posters, personalised point-of-sale material and can earn between £200 and £500 for each completed order. For more information, visit www.autochair. co.uk or contact Riannah Vickers on 0800 167 0923 or r.vickers@autochair.co.uk.


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Non-League lessons to shoot your business into the Premiership By Lincoln City fan, David Russell A few weeks ago, in the FA Cup 3rd Round, Lincoln City visited Ipswich Town. The football fans amongst you may know that The Imps (Lincoln) drew 2-2 on the day after being the better side through much of the game and leading with just 5 minutes to go. Better still, in the replay, City beat the Championship side 1-0 with a goal in the last minute. It was a sell-out with 9000 Lincoln fans backing the team. What does this have to do with business in general and our industry in particular? Well, it’s all about building something special and creating success through momentum. As a born and bred Lincoln lad, who used to be at Sincil Bank (Lincoln’s ground) every other Saturday from the age of about 6 or 7, I travelled to Ipswich for the game and it turned out to be a fantastic experience. I don’t get to see City that often these days and there have been some dark times over the past few years as the team dropped out of the Football League around 5 years ago. Declining support, a team that was under-performing and a feeling that nothing good was going to happen resulted in a fairly miserable outlook. Then, last summer, something happened that has changed everything. The Club brought in a new management team – Danny and Nicky Cowley – brothers who had done well at another non-league team for a short time, but who were essentially at the start of their managerial careers. Young, very enthusiastic and with some new ideas, the brothers have set about transforming Lincoln City both on and off the pitch and it’s been a remarkable few months. The Club Chairman said recently that he couldn’t believe how they have changed everything in such a short time. Lincoln is now challenging for promotion and regularly getting attendances much greater than many teams in higher leagues. Back to the Ipswich game, where Lincoln had 20 www.thiis.co.uk

close to 5000 supporters fill the ground. It was the highest number of supporters for an away team at Ipswich for 20+ years – and that from a non-league team. The BBC covered the replay and so the Imps have now made a good deal of money from the Cup run and TV coverage – a very nice bonus for a Club that has been on a financial roll-a-coaster in the recent past. At one point during an interview, one of the BBC pundits said: “There’s something really special happening at this Club.” There is, but is it a miracle? Not really. City winning the Cup would have been a miracle. The transformation is mainly down to hard graft,

Brothers Danny and Nicky Cowley have done a great job in creating a buzz at Lincoln with some simple steps that can help to create a real buzz in any business too.


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imagination and the really important thing… building a momentum. Danny and Nicky went in with a plan – a business plan really. In a short space of time they have enthused the players, the staff, the supporters, the media and, importantly, people who had never even been to a game before. The City is buzzing and that makes a real difference to day to day life in Lincoln. People are happy. A feel-good factor is worth its weight in gold. So, what lessons can we take from this for business, because the thing is that the same success can be achieved in any business too – your business. It’s all about creating that crucial momentum. The question is, do you have it in your own business at the moment? Are you enthusiastic about what you are doing? Are your staff (the players) enthusiastic too? Are you engaging with your supporters (your customers and people who will generate you the business)? Are you doing things in the business to make the phone ring and to bring people through the doors? Are your customer and professional databases constantly growing? Are you maintaining contact with the customers you have right now?

Do you change things…constantly, to see if you can make it better, more powerful, more efficient, more profitable? Does everyone in the team know what they are doing, understand how their role fits in to the bigger picture, supports each other, has help to get better at what they “The same success can be do and gives 100% for achieved in any business the team, every day? What Danny and too – your business. It’s all Nicky have done in a about creating that crucial short space of time at Lincoln is a collection momentum” of a lot of small things, all designed to create that essential momentum. How many small things can you do in your business that could make a difference? Now, of course, the Lincoln success story may not last as things can change very quickly in the world of football, but whatever happens, there will be supporters, young and old, who will remember this period of success for many years to come. I’m proud to say that I am from Lincoln and that I’m one of them!

Seen in all the best places! The BHTA logo has always been something important to look out for if you want to be sure that the company you are dealing with is setting and maintaining the right standards. Every BHTA member agrees to abide by a Code of Practice, part of the Consumer Codes Approval Scheme, which is run by The Trading Standards Institute. The BHTA code is the only one in this industry. Only BHTA member companies can display the two logos together and it means that you can be confident of enjoying high levels of care, courtesy and professionalism. To find out which companies can offer you that guaranteed level of confidence, go to the website and use the member search facility.

www.bhta.net 22 www.thiis.co.uk


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Repose continues commitment to UK retailers Following on from their special offer in January, Repose has announced a follow up deal in February as part of its ongoing commitment to its UK retailers. The special offer is a half price, all-inclusive five-year warranty on every homecare chair ordered between February 1st and February 28th 2017 when quoting FEB17. The warranty covers stains, structural and accidental damage and a range of household accidents that result in damage or staining to furniture. Lisa Wardley, Managing Director of Repose, said: “As our range of homecare chairs are used as everyday items of furniture, we are fully aware of the wear and tear they can suffer and therefore the importance of a warranty package. “We hope this special offer in February will help our UK retailers provide increased peace of mind

to their customers and increase their business.” The warranty is available in association with Staingard and customers must register their details with their order to be eligible. To comply with the conditions of the warranty, users have to follow the care instructions provided when purchasing their homecare chair. However, if an accident threatens to spoil the appearance of their furniture, all they have to do is call the dedicated Repose claims and advice line. For more information, contact 0844 7766001, email info@reposefurniture.co.uk or visit www. reposefurniture.co.uk

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The Patterson Medical Kitchen & Dining Special Low prices on our best-selling retail products

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

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Homecraft Standard Caring Cutlery

Dycem Jar Opener

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

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

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

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top trade deals

DealON! Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage... All offers are valid until February 28th 2017 unless otherwise stated.

Two Free Home Delivery Smartphone Apps (worth £750)* UNIQUS® iRetailer. Stock & barcode management software specially designed for the VAT complexities of mobility retailers. Affordable subscription. No big initial outlay. Fully integrate your quotation, sales, purchasing and stock process on one platform. Cloud based and paperless, iRetailer CRM will help you gain efficiency, save time and increase sales opportunities. See our advertisement in this issue or visit www.assistivepartner.co.uk/iretailer.aspx *Requires Windows Smartphone. Order before end of February 2017 to qualify.

Bespoke Stairlifts Infinity Curved Stairlift February Special Offer Free assisted installation on all first Infinity orders. (U.K. Installations only) For more information please contact josh@bespokestairlifts.co.uk or telephone 01484 516 777

For More Info... Phone Email Web

01254 619000 enquiries@able2.eu www.able2.eu

26 www.thiis.co.uk

Free delivery with your first order of 4 batteries or more! Contact Easystart on 01536 203030 or sales@easystartbatteries.co.uk

February Special Offer from Repose As part of its ongoing commitment to its UK retailers, Repose is announcing a special offer for February. The special offer is a half price all-inclusive five-year warranty on every homecare chair ordered between February 1st and February 28th 2017 when quoting FEB17. For more information call 0844 776600

£ £ £ Stiltz Home Lifts are looking to develop their new, exciting Installer Partner Programme Signing up for both sales and installation will make the Stiltz business far more profitable that a straightforward sale. Full training will be provided. For more information, call/email Trade Sales Manager, Gino Farruggio on 07940 437 835 / gino.farruggio@stiltz.co.uk

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round up

Select Medical launch ‘Extra Care’ video Select Medical has teamed up with Kinetic Media to create an engaging video for their Pure Air ‘Extra Care’ range. The new range is suitable across hospital, hospice and community care environments and the company has been working over the past year to bring the Pure Air Extra Care range to market. David Elstone, Managing Director of Select Medical, commented: “We wanted to show

that the cared for are our top priority and that everyone deserves to have the right system for them, no matter what their needs.” The new video can be found at www.vimeo. com/198035548 and to find out more about the range, visit www.selectmedical.co.uk

Dolphin Lifts Kent named Stannah Dealer of the Year Dolphin Lifts Kent, part of the Dolphin Lifts Group, has been named the 2016 Stannah Dealer of the Year. Caroline Munday, Dealer Manager at Stannah, said: “This is a very well deserved award for Matt, Neil and the rest of the team at Dolphin Lifts Kent. Several factors were taken into consideration including unit sales achieved, the effective use of existing and new technology, adapting to new products quickly and how efficiently they worked with Stannah personnel and procedures”. The partnership has benefitted both companies, with Dolphin Lifts Kent seeing its business grow and Stannah seeing its local presence increase without having to add additional infrastructure. Matt Pettet, Dolphin Lifts Kent Director, commented: “We are delighted to win and is recognition of how hard everyone works here. We look forward to continuing our very successful relationship with Stannah in 2017 and beyond.” For more information, visit www.dolphinliftskent.com

28 www.thiis.co.uk


WHERE THE TRADE COMES TO DO BUSINESS BOOK YOUR SPACE AT TRADE DAYS 2017 Contact: Clare Johnson on +44 (0) 207 348 5766 or email: c.johnson@closerstillmedia.com To register your interest in Trade Days 2017 visit: www.tradedays.co.uk/THIIS

z Meet over 130 suppliers all under one roof z Take advantage of the special trade deals and save ££££ z See the latest innovations and product launches z Choose from a packed programme of free business, sales and marketing seminars z Network with industry colleagues: Trade Days unique retailers plus buyers from the co-located Pharmacy Show


Focus

Are you keeping the marriage with your customers fresh? With Valentine’s Day around the corner, THIIS Editor Calvin Barnett discusses why it is important for companies to make sure that they do not let their relationships with customers become stale and the importance of that weekly date night. “We want to build meaningful, long term relationships with our customers.” This kind of rhetoric is ushered from every manner of business guru, marketing department and business aiming to win the hearts of their customers and for good reason. By entering into a long-term relationship with a customer that is built on loyalty, the logic is that this will lead to competitive advantage. You and your customer will be in an exclusive relationship that no other competitor can break. For certain brands, this kind of bond with their customers can happen - why else would people camp outside a store to buy a phone almost identical to the one in their pocket – however this kind of borderline obsessive loyalty is more often the exception rather than the rule. Many consumers are not interested in building an exclusive relationship with just one company. As competition increases and customers’ buying behaviours evolve, more customers are interested in playing the field and this means companies cannot rely on the idea that a customer that has been loyal in the past will not play the field in the future. Long-term relationships can become monotonous, mundane and dull, especially if one party begins to take the other for granted. Complacency can creep in and it is at this point that advances made by competitors to

neglected customers can become irresistible. Before you know it, the customer that had regularly bought from you is running off into the sunset with that competitor who offered a special introductory offer at the right time. With so much choice, it is the job of companies to constantly flatter and charm their customers and we are no more charming than when we first begin to date someone. We do all we can to impress and woo the other; we are on our best behaviour and look our best. We haven’t let ourselves go, began leaving the toilet seat up or started chewing with our mouth open. Companies should strive to remain constantly on a date with their consumers, vying for their affections to stop their eyes and wallets wandering. Exclusive offers for pre-existing customers, loyalty schemes rewarding their commitment and other marketing initiatives used by companies are essentially devices used to keep the relationship fresh and ensure customers do not run into the arms of another company. A bouquet of flowers every now and then can go a long way. Investing resources in ensuring a long and happy marriage to customers is undoubtedly better than going through a divorce and working on trying to win them back. So, be it a pleasantly unexpected discount or a free gift with their next purchase, it may be worth asking, what are you doing to show your customers that they really are special?

“We haven’t let ourselves go, began leaving the toilet seat up or started chewing with our mouth open”

30 www.thiis.co.uk


new to the team Do you have a new team member? Why not let the industry know? Just send us a short news item and photo.

New senior appointment for Select Medical Select Medical has appointed Steve Buckland as Sales Manager, supporting the company’s growth plans into the Care Home and NHS market. Steve started his sales career in healthcare at Bullens before moving to Karomed, where he spent 18 years and rose to the position of Sales Director. The new role will focus on developing and implementing a new strategy, leading with the Pure Air Extra Care specialist surfaces range. For more information, visit www.selectmedical. co.uk

OwnFone appoints Chairman

VIDA appoints new National Sales Manager

OwnFone, manufacturer of easy to use mobile products, has appointed Nigel Litchfield as its new Chairman. He has held non-executive chairman roles previously with Liquavista & Antenova and was also a board member of Nokia Mobile Phones for 10 years. Nigel said: “OwnFone’s recent success in supplying the telecare sectors is evidence of the demand for a new approach to the care of elderly and vulnerable and I look forward to being part of the growth of this company.” To find out more, visit www.ownfone.com

VIDA, the sales and customer care division of James Leckey Design, has appointed Dave Richards to the role of National Sales Manager. The company says Dave will help drive continued growth and his responsibilities will include sales, key accounts, business development, strategy and policy formulation, as well as leading the divisional sales teams. Having held national management roles at Bupa and Simply Health, as well as spending ten years as Sales and Marketing Director at OCR – a part of Cambridge University – Dave will bring a wealth of experience to the role. For more information, contact +44 (0)2892600750 or visit www. vidaglobal.co.uk

Curtis Instruments appoint Rob Woodcock Rob Woodcock has taken the role of Sales and Support Manager for Rehab Chair Control Systems at Curtis Instruments. The role will provide Quantum Rehab UK with specialist product support for the Q-Logic power chair control system, as well as providing training presentations to dealers and NHS Wheelchair Services and promoting the Q-Logic in the UK and European markets. Rob has over twenty years of experience working with electronics and control systems for powered wheelchairs, having spent 11 years with Dynamic Controls and over 12 years working for Sunrise Medical as the specialist in P&G Controls (Curtiss-Wright). The Q-Logic 3 is unique to Quantum Rehab and will launch during the first quarter of 2017 in the UK. To find out more, visit www.quantumrehab.co.uk

32 www.thiis.co.uk

David Wilkes – Left: Sales Director (Curtis Instruments), Rob Woodcock – Sales and Support Manager (Curtis Instruments), Scott Clegg – Quantum Build, Chris Floyd – Quantum Build Supervisor


round up

Terry Lifts introduce new lift solutions for bariatric users Terry Lifts has added new domestic lift products to its range which address the needs of bariatric users. The TSL 1100 Step Lift, which has a load capacity of 385 kg and a 1100 mm extra wide platform, is available in the UK, as well as other countries that Terry Lifts exports to. The company has also launched the Libretto range of fully enclosed ‘through floor’ lifts with a high load capacity of 325 kg, offering a higher load capacity than the current range of Harmony and Lifestyle Home Lifts. Terry Lifts’ says the ranges are the result of recognising an increasing need for lifts with a load capacity of 300 kg or more, which is now being referred to as “the new standard”. The company is making the Libretto range available to its distributors during the first half of 2017.

34 www.thiis.co.uk

Stamford Mobility changes hands After 23 years at his shop, Stamford Mobility’s Peter Seamer is retiring and handing over the business to Katy Brown. Over the past decade, Peter operated the shop as a mobility store, stocking and repairing mobility scooters and wheelchairs. Katy came across the store whilst running her online business ‘Extra Large Clothing’. She explained: “Some of our customers have mobility problems and were asking me to look for unusual products such as leg raisers and long handled shoe horns to help with dressing. I heard through a friend that Peter was reducing his hours in the shop and approached him to find out whether we could work together to make these products more widely available.” Following a handover period, the torch was passed and a new company, Scotgate Mobility, has been formed. Katy says Scotgate Mobility will continue Peter’s work of supplying similar products and offering new & secondhand scooters and wheelchairs, as well as a range of daily living aids. For more information, e-mail Katy at info@scotgatemobility.co.uk or phone 01780 763276


Keeping it personal paying off for South West retailer When it comes to customer service, nothing beats a personal approach according to the team at TVM Bristol & Cheltenham. It’s the philosophy that has driven the growth of the independent mobility specialist which was founded in 2000 by Kevin O’Leary. The company has developed a solid business covering Gloucestershire, Bristol and the surrounding areas. Apart from a full range of mobility equipment, the company also supplies automated equipment for doors, windows, curtains and blinds. On leaving school, Kevin became an apprentice engineer for British Rail, before moving into the mobility sector with Wessex Medical (now Wessex Lifts). It was here, he says, he learnt that good customer service delivered through clear communication and a personal touch was paramount and according to Kevin, these are the values which run through TVM today. “We have an honest working approach, with integrity in all we do” he says. “We tailor our service to each individual client and don’t restrict ourselves to one piece of equipment; we fit the most appropriate piece of equipment for each situation. We communicate clearly with our clients too, whether it’s the professionals who are specifying the equipment or the service user, so they know what to expect. The client needs to know how the installation process will work and when it will be carried out.” TVM has been successful in gaining and retaining large Social Services contracts, which Kevin puts down to good personal

communication, in addition to providing an excellent service. Today TVM employ six people including a new apprentice, all of whom are an important part of the business. “From our client feedback, we know our engineers have a good rapport with our clients. Sometimes the engineer can be the only person the client sees that day, so engagement with the customer is extremely important.” He adds: “All those personal interactions lead to greater customer satisfaction, which in turn builds customer loyalty and makes the

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clients more likely to recommend us to others. We get lots of repeat custom from clients and occupational therapists. They come back to us because we treat people as we’d expect to be treated ourselves. The personal touch is very much in evidence on the company website and, in particular the ‘About Us’ page, where the team is introduced. Each member of the team has a short, fun biography including their hobbies, future dreams and explains if they were a chocolate bar, which bar would they be and why! It’s a very easy but very powerful way of engaging with people who might be looking to do business with you for the first time. Kevin says that he isn’t interested in extending the geographical area, preferring to ‘keep it local’. “If your area is too big and you have to drive too far, you are spreading yourself thinly. That can lead to problems. By keeping the company service area to an optimum size and operating with a local team of engineers, the service is kept personal.” Plans for TVM include further development in

Left to right, Operations Manager Matt Carling, Service Engineer Mike Walker and Managing Director Kevin O’Leary

the private sector, in addition to consolidating the working relationships they have with other companies in the industry. The company is the sole authorised UK distributor of the LockitDown Refrigerator Door Lock for fridges and freezers. Kevin explains: “In 2013 a paediatric OT asked if we could access a fridge lock in the UK to save her the costly expense of ordering one from the US. Since then we have stocked and sold, via our website, the easy to install LockitDown Refrigerator Door Lock to thousands of customers in the UK. It has been sold for a variety of uses which include a prescription printer in a doctor’s surgery to manage ink costs, to prevent people with Dementia and Alzheimer’s putting food in microwaves, dishwashers and washing machines and to safely lock away drugs, medicines and potent substances in nurseries, schools, university laboratories, shared housing and nursing homes.” The company can be contacted on 01454 501121 or by email at hello@tvmcltd.co.uk. The website is at www.tvmcltd.co.uk

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www.thiis.co.uk 37


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Positive outlook for fast-moving company​ Van Os Medical opened in the UK nearly 10 years ago and throughout that time the company has enjoyed impressive growth rates. A Dutch company, Van Os is, as you would expect, very strong in mainland Europe, but also does business in many countries around the world. Scott Crabtree is the Sales Director for the UK venture and he told us more about the way the business has performed since it launched here in the UK. “We started the company in the UK in 2007 at a tough time in the middle of a recession” he explained. “We’ve been very happy though with the development of the business and we have seen pretty much constant growth over the years. It’s may not be surprising that a new business would see growth in the early days but we have managed a growth rate of some 3040% a year, which I think is really impressive.” “We did think that, a year ago, maybe we had reached a plateau and we wouldn’t experience the rate of growth that we had in the past as the marketplace was getting even more competitive but we’ve surprised ourselves by pushing on again and it’s been quite extraordinary really.” Scott believes that there is one trait of the company that can be attributed to the growth 40 www.thiis.co.uk

rates. “We have the ability to move quickly as a company” he told us. “We aren’t a huge corporation with layers of management, we are quick on our feet and we don’t have to go through lots of processes to make the changes that we think the market is asking for. The changes could be for logistics or for products but we implement change quickly when we get feedback that something different needs to be done. The fact is that the market is changing all the time and if you don’t react, then you get left behind. We’ll hear about a problem or a suggestion and we will go away and do it.” Scott says that the timings of product launches have been critical too. “We always tend to launch products in the Autumn and all our product launches are what you would describe as ‘soft launches’. It doesn’t make sense to us to launch a mobility product in the springtime and then have to deal with any issues through the busy summer period. Launching in the Autumn means

Scott Crabtree believes the ability to make changes quickly has helped produce impressive growth figures


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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


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New Senior Management team aims to double market share Companion announces a restructure and new senior management team to drive forward plans to double its share of the UK’s stairlift and accessible bathing markets. Managing Director Clare Brophy said: “We have an ambitious growth strategy in place, focused on increasing our market share and the size of our workforce. David Harrison, our Operations Manager, has made a huge contribution to our development and will oversee the next phase of our expansion in his new role of Sales and Marketing Director.” David will lead the new senior management team, comprising of Ian Dysart, Senior Field Sales Manager; Karen Stockdill, Senior Office Sales Manager; and newly appointed Craig Bagley, Senior Operations Manager. David commented: “We know 2017 is going to be challenging, however we are confident we

have the perfect team in place to allow us to surpass our ambitions.” Clare added: “The next 12 months are set to be very exciting; we have a number of key projects in the pipeline and our new initiatives will help to shake up the marketplace!” To find out more, visit www. companionstairlifts. co.uk

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round up

Partnership leads to new chair for Paralympian hopeful A partnership between Horizon Mobility and Sunrise Medical has seen a young Team GB athlete receive a new, prescription built Sunrise Quickie Helium sports wheelchair. Scott Jones, a long-time customer of Horizon Mobility, had outgrown his Sunrise Quickie Argon so the retailer and Sunrise Medical came together to provide him with a top of the range Helium Black. The new chair will help the young athlete

continue training towards competing as part of the Team GB Rowing squad at the 2020 Paralympics. To find out more about Horizon Mobility, visit www.horizonmobility.com and for more about Sunrise Medical, visit www.sunrisemedical.co.uk

New Invacare microsite for wheelchair range Invacare has launched a new microsite supporting its Rea Passive tilt-inspace wheelchairs. The microsite provides a range of detailed product content and a comprehensive resource centre with links to videos, documentation and clinical information all designed to assist healthcare professionals in finding and selecting the right product for clients. Each Rea wheelchair is illustrated in detail and highlights key features, options and a comparison guide. Visit www.invacarerea.com for more information

46 www.thiis.co.uk


The new Terry Lifts Lead Referral Scheme can earn you

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round up

C

New support team for trade dealers

M

Y

CM

Stiltz Lifts has introduced a strong dealer support team following the launch of its Home Lift Training Academy.

MY

CY

CMY

K

Launched last December, the academy enables partner companies to install Stiltz domestic lifts into customers’ homes, rather than relying on the company’s installation teams. Led by National Sales Manager Gino Farruggio, the support team will work with Stiltz’ retailer network to provide technical training, marketing support and customer service. Technical training is run by Technical Support Manager, Rob Pinion, customer service is

headed up by Emma Potter and marketing support is provided by Yola Mealing. The Stiltz Home Lift Training Academy consists of two mandatory classes which are currently provided free of charge - a one-day technical induction session on how Stiltz products work and a two-day course which covers the process of lift installation. To contact the Stiltz Lifts Technical Team, call 0330 222 0334

James Leinhardt takes over Posture Care James Leinhardt has completed the takeover of Posture Care, acquiring the remaining shares from former partner and co-founder, Anthony Mitchell. The company will continue to focus on providing the best postural management equipment to patients and is currently working in partnership with neuro-physios on the second generation Hugga and Onion systems, which are currently at the trial stage. James commented: “I would like to take this opportunity to thank all those that helped me with the takeover and I

48 www.thiis.co.uk

wish Anthony and his family all the very best in the future.” To find out more information, contact 01612839480 or 07813833272 or email enquiries@hugga.co.uk Visit the website at www.hugga.co.uk


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What are your business’ obligations? A new guide has warned businesses that sell goods and services online and in people’s homes that they may have more responsibilities than those who sell over the counter and on the high street. The new guide is a collaborative effort by the Chartered Trading Standards Institute (CTSI) and government-backed www. businesscompanion.info to ensure that businesses that sell to consumers away from their company premises, online, by phone or mail order are aware of their legal obligations. Published in December 2016, the guide comes as a response to research that suggests a third of businesses had reported that asking for cancellation fees had led to disputes with customers. The guide seeks to provide answers to the top five questions businesses ask about offpremises and distance contracts and selling, including what information should be given to a customer when a contract is made; cancellation rights for various products and services; and the circumstances that apply when issuing a refund. Adrian Simpson, CTSI’s business education and consumer advice expert, said: “Customers 52 www.thiis.co.uk

often cancel services or return goods and we understand that can be difficult for businesses. That’s why it’s important everybody is clear on the law and your customers’ cancellation rights are clear from the start. “For some newer and possibly even smaller businesses this might feel counterintuitive, like you are inviting customers to return goods, but businesses that fully understand their obligations save time and money, and drive up customer satisfaction. “When you get trading standards law wrong, it’s bad for business. It often leads to complaints and reputational damage and if trading standards get involved you could end up being prosecuted and fined. We don’t want that.” The new guide can be found at www. businesscompanion.info by searching for ‘Offpremises & distance contracts’, with the website featuring a range of other practical information for businesses.


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telephone (01685) 845900 info@primacare.co.uk www.primacare.co.uk


round up

New demonstration videos for Timo UK Timo UK has announced the launch of a product overview hub, featuring 7 product demonstration videos recorded live at 2016’s OT Show. Timo UK Sales & Marketing Director, Paul King, said: “We’re pleased to be constantly expanding and perfecting our range of Shower Trollies, Changing Plinths and Wall Mounted units. These videos will help to educate and inform users about the choices available and the features of each product.” The videos can be seen at www.timouk. com/videos.html For dealer opportunities, contact 01257 472255 or email sales@timouk.com

Exiting additions to our exclusive range! At Timo UK we’re extremely proud to boast an extensive range of Shower Trollies from Children’s to Heavy Duty, we’ve got something to suit every one of your customers showering and bathing needs! Children’s Trolley

Hydraulic Trolley

£2

41

7.0

0*

£2

00

Heavy Duty Trolley

£3

46

7.0

0*

For dealer opportunities get in touch today! * Prices from with free carriage when delivered on a pallet

54 www.thiis.co.uk

www.timouk.com

sales@timouk.com

01257 472 255

0.0

0*


HANDCRAFTED FURNITURE C O M P L E T E LY T A I L O R M A D E T O F I T Y O U R E X A C T R E Q U I R E M E N T S

Manufacturers of bespoke rise and recline chairs and handcrafted adjustable beds for the mobility and healthcare market

For furniture offering comfort, independence and a higher standard of care, contact;

Tel: 0115 913 3572

email: info@riseandrecline.co.uk www.riseandrecline.co.uk

NEW


Tweet of the month Our tweet of the month went out on the very first day of the New Year and highlights something that very few companies or organisations will be able to claim – turning the ripe old age of 100! The British Surgical Trade Association became The British Healthcare Trades Association (BHTA) some years ago, and this year sees the organisation turn the big 100 after being formed in 1917. There are a number of celebrations taking place throughout the year, so keep an eye out for them. ​

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

Our services include: • • • • • • • •

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

CONTACT US TODAY ON 0330 445 0099 SPECIALISTS IN HEALTHCARE LOGISTICS

Visit us at www.hdd-ltd.com @HDDltd

/HDDLtd


on the market New look for Invacare Action3 Junior Invacare introduces the Action3 Junior into the Action family range, offering multiple options and accessories that will allow the chair to meet the individual child’s needs. The chair comes in six new frame colours, three modern spoke guard designs and a number of growth adjustments that lets the chair grow with the user. To find out more about the Action3 Junior, visit www.invacare.co.uk

New bed aid prevents falls Easy Move Sheets has released the Single Sided fitted sheet, an aid designed to help prevent falls from the side of the bed. The company says the sheet offers up to 60% more slide than a cotton sheet and has special raised surface grip fabric along one edge, providing a solution for couples sharing a bed who both need to turn easily and slide but where only one person requires a safe sitting edge. The sheets come in all mattress sizes and also for adjustable beds. For more information, email contact@ easymoveovesheets.com or call 01380 739234

Patterson Medical is now Performance Health In 2016, Patterson Medical made the significant acquisition of Performance Health, the manufacturer leading consumer branded products, including Theraband, Therapearl and Biofreeze. Now, Patterson Medical has change its company name and brand to Performance Health International Ltd, (trading as Performance Health. Ian Thomas, MD of Patterson Medical company explains: “2017 marks an extremely exciting time of transition in our organisation. We are proud to now be the largest, vertically integrated specialty distributor and manufacturer of branded products and solutions in the World.” He continues: “Now more than ever, we can offer an unrivalled combination of products and knowledge to help our customers.” The company says that, with the broadest range of 58 www.thiis.co.uk

top brands, along with the full benefit of a global leaders scale, the new Performance Health will save consumers time and money, by being a single high-quality source. Ian adds: “Over the next several months, stakeholders of the former Patterson Medical company can expect to see various aspects of the business reflect this name change, however we would like to assure our customers and partners that during this time, our service levels will remain at the same high standards that you come to expect.” The official transition to the Performance Health name became effective from the 3rd February 2017. For further information call 03448 730 035.


Have you seen the new range?

Travelux Venture

Excel Sportrek Excel Elise Travel Buggy

Excel

Proudly holding prices for 2017, call us today for the very latest!

Van Os Medical Ltd. Excel House Ashbrooke Park Sherburn in Elmet North Yorkshire, England, LS25 6 PJ

T: +44 (0) 1977 681 400 E: sales@vanosmedical.com W: www.vanosmedical.com


on the market

Next generation Quickie Helium Quickie Wheelchairs has unveiled the latest model of their Quickie Helium manual wheelchair. According to the company, the new version of the lightweight manual wheelchair offers users increased comfort due to a new backrest option which provides a full range of upper body movement. Available in a choice of 32 colours, the wheelchair can be further customised through modern frame graphics and a choice of colour for castor forks, wheels, backrest plates, axle stem clamps, HealthcareProA5Ad2.pdf

2

60 www.thiis.co.uk

22/09/2016

the rim and the hub of the rear wheels. The company has made a number of technical updates to the new model, including a new compact performance frame, an oval frame cross tube and a stiff, but lighter carbon axle tube. For more information, visit www.SunriseMedical.co.uk/ NextGen 10:32


REVOLUTIONARY NEW PRODUCT LAUNCHED FOR 2017! b A b A b A b A b A b A b A b

b A b A b A b A b A b A b A b

Alerta Medical offer a comprehensive range of alternating pressure relieving mattress systems covering all risk levels.

2" FOAM INSERT

b A b A b A b A b A b A b A b c c c c c c c c c c c c c c c c c c

Alerta Bariatric A replacement alternating air mattress system with triple cell-on-cell air cells and a static base section for effective prevention and treatment of bariatric patients at very high risk of developing a pressure ulcer. Large stocks for next day delivery Unparalleled distributor marketing support Attractive distributor pricing structure Buy at manufacturing prices without having to buy large quantities Add the Alerta Bariatric to your product range. Contact us today to discuss further.

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


diary dates

Events Diary February 15 2017 OTAC (Occupational Therapy Adaptations Conference) Osprey Hotel and Spa, Dublin, Ireland. www.otac.org.uk or call Sally on 02921 900402

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

February 28 – March 1 2017 Medtrade Spring Las Vegas www.medtrade.com

September 27-28 Moving & Handling People – Newcastle www.movingandhandlingpeople. co.uk

March 16 2017 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk March 28-30 2017 Naidex National NEC www.naidex.co.uk April 26 2017 OTAC (Occupational Therapy Adaptations Conference) St David’s Hotel and Spa, Cardiff www.otac.org.uk or call Sally on 02921 900402 June 1-3 Mobility Roadshow – Stoneleigh www.mobilityroadshow.co.uk June 8 2017 Kidz to Adultz South – Reading www.kidzexhibitions.co.uk June 13-14 2017 NAEP Annual Conference – Kenilworth www.naep.org.uk June 19-20 2017 COT Annual Conference – Birmingham www.cotannualconference.org. uk June 28-29 2017 Health+Care – Excel London www.healthpluscare.co.uk July 17-19 2017 Posture & Mobility Group Conference – Cardiff www.pmguk.co.uk

October 4-5 2017 Independent Living Scotland – SECC www.independentlivingscotland. org October 4-7 2017 Rehacare – Dusseldorf www.rehacare.com October 10-11 2017 The Care & Dementia Show – NEC www.caredementiashow.com October 8-9 2017 Trade Days – NEC www.tradedays.co.uk October 23-26 2017 Medtrade – Atlanta www.medtrade.com November 13-16 2017 Medica – Dusseldorf www.medica.de November 16 2017 Kidz to Adultz North – Manchester www.kidzexhibitions.co.uk November 22-23 2017 The OT Show – NEC www.otshow.co.uk December 13 2017 OTAC (Occupational Therapy Adaptations Conference) Sheraton Grand Hotel, Edinburgh www.otac.org.uk or call Sally on 02921 900402

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 www.thiis.co.uk

Regency Recliners is a Midlands Based Company, manufacturing rise and recline chairs for over 25 years. We are looking for an enthusiastic experienced

SALES AGENTS who can effectively promote our products in the following areas East Midlands West Midlands Wales & South West To apply: please send your applications with a full detailed CV to: amelia@regencyrecliners.co.uk

September 14 2017 Kidz to Adultz – Edinburgh www.kidzexhibitions.co.uk

British Made

British Design

Free Display Stands - Premium Packaging

FREE Trade Pack 62 www.thiis.co.uk

No Minimum Order - Lengthy Guarantees


Independence Made Simple The Infinity Curved Stairlift is fast becoming the most talked about Stairlift on the market. Not only do we offer exceptionally high quality products our after-sales service and support are unrivalled. If you are unsure why not schedule a visit to our Huddersfield factory and see for yourself.

Exclusive Partner Benefits • Dedicated Technical Support • Personal Account Manager • Free On-site Training • Assisted Installations • Online Download Support Content • Industry Leading Delivery Times

+44 01484 516 777

Web www.bespokestairlifts.com Email sales@bespokestairlifts.co.uk Tel +44 (0) 1484 516 777


jobs on offer

Business Development Managers Location: Various UK regions available with some European locations considered Remuneration Details: Very competitive rates plus High OTE, company vehicle and IT package included Introduction: We have fantastic opportunities for the very best Business Development Managers, who can make things happen and wish to join a forward thinking pressure care manufacturer in changing but opportunistic market conditions. We are currently concentrating on the South East, Midlands and South West locations to join our highly trained and valued Business team. However, we are equally open to discussing the geographic regions of exceptional candidates, regardless of location. The role(s) will involve: •

Finding new sales prospects without conflict to our OEM partners. Following up on business opportunities and establishing daily meetings with clients within the NHS, Community Equipment Service sector, Dealers, Private sector and that of *nursing and residential settings (*or partners serving this group). Extensive Travel or a minimum requirement to meet the needs of our valued customer base

heridahealthcare.co.uk

• • •

• •

(current and prospective). Preparing and delivering sales presentations (power-point etc.) but mainly product demonstrations / overseeing local trials. Promote our clinically proven range – Taking further market share Introducing new product developments and ideas to existing and prospective clients Writing some basic reports – CRM, sales forecasting and diaries are expected to be completed on a weekly basis. Closing identified sales prospects Ensuring regular communication occurs with the management structure.

Company Overview: Herida Healthcare Ltd is a fast growing British manufacturing company, providing a truly global pressure ulcer management equipment solution. Based in Leeds, it was established by a well-seasoned management team with many years of combined experience within the global pressure care and moving and handling markets. By engaging this vast knowledge, alongside key and proven sector opinion leaders with a true understanding of pressure ulcers and their causes, we have been able to create an outstanding range of proven products, which offer

@HeridaHealth

total value for money. Visit our website or social media pages for further information about our company and truly dynamic product range. Are you are one of life’s “go getters” and feel you have what it takes to work in an exciting and fast-moving, progressive organisation with the very best in Industry? If that’s the case, then in the first instance send your up to date CV and current package details to john.kay@ heridahealthcare.co.uk or our Human Resources (HR) team on admin@heridahealthcare.co.uk Also, feel free to contact HR on UK Freephone 0800 193 6030 or +44(0) 800 193 6030 from overseas for further details. Don’t miss out. It’s a New Year and new start. Call us or mail today in what could be your smartest move in 2017 so far!

facebook.com/heridahealth

Do you have the drive to join a global leader in the manufacture and distribution of innovative home and long-term care medical products? Invacare Corporation is a New York Stock Exchange listed organisation specialising in the manufacture and distribution of a range of medical devices that promote recovery and active lifestyles, through its emphasis on providing clinically and technically relevant products such as powered and manual wheelchairs, pressure area care and respiratory therapy. Invacare aims to keep its promise to customers by ‘Making life’s experiences possible’

preferred, however, working experience and knowledge would be considered. The successful candidate will be expected to work with and build relationships with NHS Rehabilitation Engineers and Occupational Therapists as well as Sales Professionals to develop new business opportunities together with the retention and development of existing customers

Invacare employs approximately 5,000 associates worldwide and markets its products in over 80 countries around the world.

To be successful in this role the candidate must possess a thorough understanding of the NHS and dealer markets. Previous experience of working with Healthcare Professionals in the assessment of Safe Patient Handling products such as Beds, Lifters and Hygiene would also be a distinct advantage.

In Europe, Invacare is present in 14 countries with the European Headquarters located in Switzerland. Due to our continued success and sustained growth we have exceptional opportunities for Dynamic, Success Driven, Business Development Managers to join our National UK Sales team, with immediate vacancies for: Business Development Manager – Specialist Rehab (Seating), UK South East Region The ideal candidate will have hands on experience in accessing people for seating and positioning products. A clinical background in either Occupational Therapy, Physio Therapy, Rehab Engineering or Tissue Viability Nursing would be

Business Development Manager – Safe Patient Handling, UK Eastern Region

With the possibility of other opportunities arising throughout the UK shortly; our sales positions offer an attractive salary and benefit package and benefit packages. For full job description please contact the recruitment team via recruitmentUK@invacare. com NB: This recruitment will be handled directly hence no agency contact is required


Sales Manager – South West

Product Rehab Specialist – South

OTE £40k

OTE £42k

Our client provides a range of products into care homes, hospitals, trusts, and community. These include pressure care mattresses, cushions, recliners, wheelchairs, and patient moving and handling equipment. Having been established for over 15 years they are now undergoing rapid growth and expansion.

Our client is a leading manufacturer and supplier of power wheelchairs and pressure cushions. Established for over 40 years, our client has a global presence and well-known brand name and is currently undergoing changes which includes a major growth plan in the UK. This makes for an excellent time to join the business.

We are seeking a Sales Manager to cover the South West of the country, mainly Devon, Cornwall, Somerset and Avon, to contact and visit new and existing clients with the aim of growing the patch.

They are currently seeking a Product Rehab Specialist to cover the South on a well-planned basis, which includes the South West, South East and London. The current patch is one of the best performing and currently sits over target by around 15%.

This will be selling the company’s full range of products mainly to care home groups and the NHS. You will be part of a small team and must report into senior management whilst working closely with the office. This is a field based role with, on average, a day in the local south west depot to attend meeting and discuss stock etc. The patch has great potential with year on year targets achieved and is now looking for someone to take this forward, with the ability to achieve around £150k of revenue in the first year. The ideal candidate must have relevant experience of selling into the NHS and Care homes, ideally having sold rehab products or pressure care products. Must be driven, passionate and able to work as part of a small team.

They are looking for individuals who come from a background in either seating and positioning, rehab or other disability related products. Must have experience of dealing with end users and care home groups, some NHS experience is advantageous but not essential. Base Salary of £32.5k which is negotiable depending on experience. £42k OTE, company van, phone, laptop, pension, 25 days’ holiday. Please apply by sending your CV to Antony@trustedrecruiter.co.uk including job reference 405

Salary of £30k, which is negotiable depending on experience. £40k OTE in first year. Phone, laptop, car, pension, 20 days’ holiday plus bank holidays. Bonus to be paid quarterly, with yearly profit sharing opportunities, as well as progression. To apply please email a copy of your CV to Antony@trustedrecruiter. co.uk including reference 404

www.thiis.co.uk 65


training diary

Doing any training? If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have. FEBRUARY 2017 JCM Seating Solutions Ltd - Technical Training Workshop – February 16th 2017 – JCM Academy Peterborough. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course - Monday 27th – Tuesday 28th February 2017 – Liss, Hampshire

MARCH 2017 Invacare Ltd - Pressure Ulcer Awareness & Mattress Care – March 1st 2017 – Pencoed - FOC Invacare Ltd - LiNX Power Chair Controls – March 3rd 2017 – Pencoed - FOC Invacare Ltd - Robin Overhead Hoist – March 9th 2017 – Pencoed - FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 7th – Wednesday 8th March 2017 - Market Harborough JCM Seating Solutions Ltd - Specialist Seating Workshop - March 9th 2017 JCM Academy, Peterborough Invacare Ltd - Servicing/Maintenance of Patient Lifters – March 10th 2017 – Pencoed - FOC Kymco Healthcare - Technical Training Seminar - All the essential elements to service the Kymco range. Wednesday March 15th 2017 - Kymco Stadium. Invacare Ltd - Bed Servicing & Maintenance – March 16th 2017 – Pencoed - FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 28th – Wednesday 29th March 2017 - County Durham Invacare Ltd - LiNX Power Chair Controls – March 30th 2017 - Pencoed - FOC

66 www.thiis.co.uk

Invacare Ltd - LiNX Power Chair Controls – March 31st 2017 - Pencoed - FOC

APRIL 2017 Invacare Ltd - LiNX Power Chair Controls – April 4th 2017 – Pencoed - FOC Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – April 5th 2017 – Ilminster. FOC including Lunch. Invacare Ltd - Power Chair Controls – April 6th 2017 – Pencoed - FOC

CONTACTS FOR BOOKINGS Benmor Medical – Contact Sophie Allen – 0333 800 9000 – sophie. allen@benmormedical.co.uk Invacare – Call Joan James on 01656 776283 or email jjames@invacare. com Global Training by Silvalea - +44 (0) 1626 331655 info@silvaleaglobaltraining.com or visit www. trainingbysilvalea.com Quantum Rehab – Call Debbie on 01869 324600 or email sales@ quantumrehab.co.uk Pride Mobility – Call Dave on 01869 324600 or email service@pridemobility.co.uk

Invacare Ltd - Fault Finding on Power Chairs – April 7th 2017 – Pencoed - FOC

R82 UK Ltd – Call 0121 561 2222 or email Shawn Clarke on shc@R82. com

Invacare Ltd - Servicing/Maintenance of Patient Lifters – April 11th 2017 – Pencoed - FOC

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

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 11th – Wednesday 12th April 2017 - Liss, Hampshire. Invacare Ltd – Kuschall – April 13th 2017 – Pencoed - FOC Kymco Healthcare - Technical Training Seminar - All the essential elements to service the Kymco range - April March 15th 2017 - Kymco Stadium. Pride Mobility – Two-day intensive training course for authorised distributors Wednesday 18th & Thursday 19th April 2017 – Bicester - A deposit of £50 is required for each delegate, which will be returned once the training has been attended. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 19th – Thursday 20th April 2017 - Market Harborough Invacare Ltd - Servicing/Maintenance & Adjs. on Manual Chairs – April 20th 2017 – Pencoed- FOC

JCM – Contact Rachel Davis on training@jcmfactory.co.uk MediLink – Contact Emma Lister, Medilink Skills Coordinator, on 0114 232 9277 or email e.lister@medilink. co.uk BHTA - Contact Nigel Woods at nigel. woods@bhta.com or call 0207 702 2141 Repose Furniture – Contact Keith Fairhurst at keith@reposefurniture. co.uk

Invacare Ltd – Servicing and Maintenance on Power Chairs – April 21st 2017 – Pencoed - FOC Invacare Ltd - Scooter Servicing & Maintenance – April 26th 2017 – Pencoed - FOC Invacare Ltd - Scooter Servicing & Maintenance – April 27th 2017 – Pencoed – FOC


CR

A

CR

D

TES T E SH

D

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TES T E SH

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

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

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


The UK’s leading range of mobility products since 1985 Ultra-lightweight lithium battery

Optional lifting handle

ON WEIGLY HS

10.7K G W LE HEN VER ING!

Larger wheels and pneumatics tyres for smooth stability

Quick release removable seat

Your business winner

Increase your profitability with our super-quick folding Minimo Plus – winner of the BHTA Independent Living Design Award 2016

01787 882244 SALES@TGAMOBILITY.CO.UK

WWW.TGAMOBILITY.CO.UK

Team of the Year

1483TGAthiisOBCjan17v2final.indd 1

12/12/2016 15:04

THIIS is produced by BHTA Engage: 2-4 Meadow Close, Ise Valley Industrial Estate, Wellingborough, NN8 4BH Tel: 01933 278 086 E-mail: newsroom@thiis.co.uk Providing news and views in

the trade since 1999 BHTA Engage Ltd. All rights reserved. No part of this publication may be reproduced or used in any way without the written permission of the publisher. The views expressed in this publication are not necessarily those of the publisher and although every effort has been made to ensure that the information is accurate, the publishers take no responsibility for errors or omissions.

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A Valentine's Day special, THIIS looks why and how to maintain strong relationships with stakeholders important to your company, be it emplo...

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A Valentine's Day special, THIIS looks why and how to maintain strong relationships with stakeholders important to your company, be it emplo...

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