COULD A SPECSAVERS RETAIL MODEL WORK IN THE WORLD OF MOBILITY?
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hilst there may be no formal, recognised qualifications for the selling of mobility scooters, many dealers currently assess customers, both as part of their own sales procedure or as a requirement of the BHTA’s Code of Practice. A common bugbear of retailers in the industry is carrying out an assessment, only to then lose the sale to an internet-seller, where prices can often be cheaper to their bricks and mortar counterparts who have higher overheads. Ray argues however that part of the problem lies in offering assessments for free, both devaluing assessments in the eyes of consumers and restricting bricks and mortar retailers from being able to provide extra value offers.
“Some consider the idea of qualifications, assessments and prescriptions becoming a barrier for selling when in my view, it is actually a tool for selling. If retailers were to put a value on their assessments, they could then use it as a sales tool for incentivising a customer to shop with them. For example, if a retailer was to offer an assessment and prescription for £50, they could then incentivise the customer to purchase a mobility vehicle from them by taking the price of the assessment off the final selling price of the scooter. “This would not only mean customers need to come into a physical store to be assessed but it also gives retailers an opportunity to offer more value to customers and educate them about the importance
of aftersales care and support as well.” Additionally, Ray suggests that wheelchair services could also play a role in helping transform the mobility scooter market. “Wheelchair services could and should play a big role in helping bring about change in the mobility scooter sector. Currently, the 150 or so wheelchair services need assurance that they can safely signpost retailers to people who don’t qualify for their assistance (or who would benefit from a mobility scooter rather than a wheelchair). Having qualifications that prove a proper assessment will be provided should help to overcome that,” he finished.
Where is Amigo now? Not currently distributed in the UK, the pioneering mobility scooter supplier is still manufacturing its range of Amigo healthcare models, motorised shopping trollies for supermarkets and a new line of material handling carts at its headquarters in Michigan, USA. Having just celebrated its 50th anniversary last year, Al Thieme still runs the company with his wife Beth Thieme and the second generation is also working in the business to see it grow into the next 50 years. www.myamigo.com
Lord Snowdon viewing an Amigo at Naidex Harrogate 1979
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