Thiis February 2018

THIIS Trade Magazine • Issue 233 • February 2018

THIIS

TRADE MAGAZINE

Providing news and views in the trade since 1999

Issue 233 February 2018

In sync with future growth New face, new name, new showroom, new future Providing news and views in the trade since 1999

MORE ABOUT…

RETAILER SPOTLIGHT:

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welcome

…from the editor Suppliers of products, both inside and outside the industry, are feeling the squeeze as a result of falling margins.

I

n retail, bricks and mortar stores are competing against ever increasing competition, especially from the internet, whilst suppliers to the NHS feel the pressure to tender at the lowest possible price in the hope of winning contracts. This focus on price as the one and only priority can unfortunately lead to poor service for customers and, as a recent report by the Association of British Healthcare Industries (ABHI) pointed out, a lack of innovation by manufacturers who are required to remove features to win contracts.

The result are companies that are more and more walking the risky tightrope of winning business with low margins. Some organisations are able to traverse this area effectively, thanks to extremely efficient operations; however, others are not so lucky – as seen by the collapse of construction and facilities management giant Carillion.

In an industry that needs to be able to give customers good, professional service and advice, it can be difficult for retailers to find the recipe for success. Southern-based retailer Lifestyle and Mobility’s Managing Director in this month’s February issue provides some pearls of wisdom for how the company is remaining competitive and avoiding becoming embroiled in costly price wars.

The Product Showcase for February reveals some of the best and most innovative slings, hoists and lifts available in the market, whilst Stuart Barrow provides valuable knowledge of legislation and other considerations to be aware of when selling this category of product.

Our March Product Showcase will feature seating, furniture and cushions so If your company has an outstanding product they would like to feature that fits into these categories, please get in touch and let us know.

Don’t be shy, why not get in touch...

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

Advertising Enquiries 01933 272437 advertising@thiis.co.uk

Calvin Barnett Editor

You can find THIIS on Twitter at: wwwthiiscouk

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

TRADE MAGAZINE

www.thiis.co.uk | 3

contents

12 Picking products wisely

Features 22 When playing the numbers game goes wrong 26 Product Showcase – Hoists, slings and lifts 40 Global growth for mobility market

50 A new demographic of Motability customer

Regulars 10

Deal On!

12

Retailer spotlight

18

Round Up

44

More about…

66

Recruitment

68

Training Diary

4 | www.thiis.co.uk

64 GDPR: The need-to-know

36 The OT’s Perspective

52 Meet Mark Hermolle

TRAVEL FURTHER wiTH

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THE OFF-ROAD TO SUCCESS Having recently reached the impressive milestone of 10 successful years in business, Shropshire-based All Terrain Wheelchairs – a specialist in allterrain, off-road powerchairs – is preparing to launch a new product in early 2018 and looking to expand its retailer network.

E

stablished in 2007 by Richard Kusnierz, with the assistance of his father, All-Terrain Wheelchairs aims to provide those with mobility issues the freedom to enjoy the outdoors.

Having been in the industry since 1999, Richard described how he knew the range of All Terrain Wheelchairs were a great product when he first came across them and didn’t hesitate to take on sole UK distribution when the opportunity arose.

“I knew there was a niche in the market for such a unique product and that people would be interested in such a bespoke solution. From my

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experience in the mobility industry, I had seen people’s expectations & desires change with one of the main things people wanting being the ability to access the great outdoors in a powerchair that was equally at home travelling across fields, or being used in a domestic environment. I knew the powerchairs from All Terrain

Wheelchairs ticked all these boxes,” explained Richard.

Manufactured by Australian-based Magic Mobility, Richard set about establishing the business once an agreement had been reached and remembered what it was like launching the fledgling business in the early days.

“Make sure you know the market and make sure the product you supply is a good quality and reliable one” RICHARD KUSNIERZ

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“It was hard going at times, but with the help and support of my family and friends and the team at Magic Mobility, the business slowly started to grow here in the UK” continued Richard.

Now, a decade on, All Terrain Wheelchairs says it prides itself on offering a high level of customer service – in particular its aftersales service - with quick turnaround times responding to new enquiries and those from existing customers, as well as aiming to carry out servicing within 24-hours.

According to the company, it is this level of service that has been highlighted by customers and key for helping Richard grow the business over the 10-years.

Richard commented: “Being a smaller, family-run business means the whole team and I remain very close to our clients, often building relationships with them & their families. We believe in offering the right product, to suit the individual; if the product is not right, we won’t push it.”

With the experience of launching a new business and product in the UK, Richard had some useful, simple advice for anyone considering going down the same path of taking on sole distribution of a product.

“Make sure you know the market

From left: Cheryl Thomas, Mark Weston, Richard Kusnierz, Elizabeth Chadderton, David Thomas

natural movement, resulting in a comfortable, safe journey for the wheelchair user.

The fluid motion of the chair moves in harmony with the attendant, making navigation and control easier. Tight turns and effortless movements are

“It was hard going at times, but with the help and support of my family and friends and the team at Magic Mobility, the business slowly started to grow here in the UK” RICHARD KUSNIERZ

and make sure the product you supply is a good quality and reliable one,” he confirmed.

In February 2018, All Terrain Wheelchairs will also be launching a new product; Mobility Handles.

Developed to provide a state of the art wheelchair control system for attendants, carers and staff, the Mobility Handles follow an attendant’s

8 | www.thiis.co.uk

controlled via a joystick operation, meaning the user no longer has to experience jerky responses and stopstart operation.

Discussing 2017, Richard commented: “From a personal perspective, my partner Cheryl who helps run the business recently gave birth to our first child, Layla, which has been amazing! From a business

perspective, Liz recently joined the business to cover for Cheryl while she is on maternity leave and she will be remaining with the company to help run the administrative side of the business.

“I would like to take this opportunity to thank Cheryl, David, Mark and Liz for all their support and our loyal customers as without them there would be no business. Here’s to the next 10 years!”

In 2018, the company will also be looking to appoint a number of retailers across the UK to increase coverage, promising to continue to provide dealers with a high-quality range of products, as well as all the support needed.

Discussing the future of All Terrain Wheelchairs, Richard finished: “Onwards and upwards with expanding the business this year.

We are looking later to employ an engineer to keep the good service and back up we are proud of at it best.” www.allterrainwheelchairs.co.uk

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retailer spotlight

Aaron Sverdloff and Darren Macey

LIFESTYLE AND MOBILITY: THE POWER OF PICKING THE RIGHT PRODUCTS A common issue for retailers, both inside and outside the mobility industry, is that of internet-sellers undercutting prices and eroding margins from bricks and mortar stores.

T

he situation has left many retailers questioning the best course of action, as the trend in consumers to turn online continues to increase. For Southern-based Lifestyle and Mobility, the key is carefullyselected products.

Shrewdly selected suppliers The topic of eroding margins for retailers battling with lower prices often found online has left many at a loss

12 | www.thiis.co.uk

for the best way to respond. Should prices be lowered and margin lost in order to secure a sale? The recent fate of Carillion stands as a testament to the woes that befall companies that are willing to walk the tightrope of tiny margins to secure business.

Speaking with Aaron Sverdloff, Managing Director for Lifestyle and Mobility, he told THIIS that the company has avoided becoming involved in costly price wars by wisely

choosing what products it promotes and sells.

Aaron told THIIS: “We like to focus on manufacturers who are concerned about the quality of their products and how they are being sold; manufactures such as TGA, Quickie, Invacare, Quantum and Ottobock.

Sales of these products tend not to be driven so much by price, but more on the quality and features of the products.

retailer spotlight “How the products are sold is imperative to our business; we ensure each customer has been given a thorough assessment in line with the BHTA code of practice. At the point of sale, we also emphasise that our infrastructure is in place to provide a professional after sales service as well.”

A focus on specialisation The strategy seems to be working for the mobility retailer who expanded its retail operations across the South throughout 2017. Aaron discussed the main focus driving the company forward in more detail.

“Over the last few years, our focus has been to become a known specialist provider of active wheelchairs and powerchairs. The products can range from a basic specification, or include specialist controls such as head, chin, and environmental controls for use in customer homes. Each client’s needs are assessed, and the specification provided is always tailored according to those needs,” he said.

“We are so passionate and

Strategically selected stock

“Simon is working closely with charities, OT’s and other medical professionals. The service element of this side of our business is crucial to its continuing success, and we have recently taken on additional, highly experienced service engineers to ensure we give the best levels of service possible.”

According to the successful

“We are careful who we work with and try to give our business to the manufacturers that do not necessarily give their business to sellers that are just interested in box shifting” AARON SVERDLOFF

committed about this focus that we have invested a significant amount of time and money in a new specialist unit in Potters Bar. The new Potters Bar depot isn’t like our normal retail stores, it’s a specialist centre that focuses purely on these types of products. Its location has enabled Lifestyle and Mobility to fully cover London and all surrounding areas.”

Headed up by Business Development Manager Simon Greenway, Aaron explains how he has taken the specialist centre from strength to strength, growing that side of the business significantly.

14 | www.thiis.co.uk

Southern retailer, this strategy delivers better commercial efficiencies and a better experience for customers, both in the short and long run, enhancing Lifestyle and Mobility’s reputation and business growth.

“It is one of the ways that we help ensure we aren’t competing with the online boys on price. Generally, these aren’t the types of products they are usually stocking because they tend to be on the higher end of the price spectrum and require more specialist knowledge. Generally, internet-sellers are more after the lower end of the market, with products that may look

good on screen but don’t provide the same quality for the customer,” continued Aaron.

“We are careful who we work with and try to give our business to the manufacturers that do not necessarily give their business to sellers that are just interested in box shifting and flogging them at the cheapest cost.”

The retailer recently won TGA’s coveted Dealer of the Month Award for December after achieving significant success supplying TGA scooters, being awarded exclusive trade discounts, free PR support, as well as a bottle of bubbly.

Darren Macey, Business Development Manager for Lifestyle and Mobility, also shared the importance of building relationships with the right suppliers.

“We regard our relationship with suppliers as very important,” commented Darren.

“Working in unison with TGA is more like a partnership, where we support one another for the common good. We appreciate the service received from Martyn Simpson, TGA Area Sales Manager, who visits regularly and provides added incentives. Co-operation we feel is always the best way forward and forms part of our traditional ethos, we approach business as it used to be, fair, honest and focused on the long term.”

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retailer spotlight no margin, then we would still match that because that is our price match promise, however, it is very rare that we have to match products that I would say have been ‘trashed’ on the internet.”

Carefully chosen products helps avoid costly price-wars

Stocking the right products Discussing the recent TGA accolade, Darren discussed what products were proving particularly popular amongst the retailer’s customers.

“TGA Vitas continue to be really popular with customers and in relation to new TGA products, the Zest Plus has been a big hit. I believe this is the first ever car boot scooter that has effective suspension; when you pull away you feel the dip of the rear suspension.”

Having a clear understanding of what their customers are looking for plays a central role in what products it decides to stock as well.

“Southend and Bournemouth are densely populated areas; many people live in flats or apartments and so have limited storage space.

Despite this, they still want a mediumsized scooter with all the bells and whistles. They get that with TGA’s Zest Plus. The folding Minimo Plus 4 has also done well and we are starting to see healthy sales of the new 8mph Ibex,” continued Darren.

“Your average 60-year-old is now very different and demands contemporary styling and high specification as standard. In our opinion, TGA were the first supplier to truly elevate scooter design and engineering and their products continue to look more modern and desirable than many other brands.”

16 | www.thiis.co.uk

Price match promises Cleverly choosing the right products to stock and suppliers to work with has also allowed Lifestyle and Mobility to feel confident enough to offer its customers a ‘Price Match Promise’ without being constantly forced to match their products to prices offering little or no margin.

Sustainable strategy By carefully picking the right products to sell, Lifestyle and Mobility’s strategy is one of long-term sustainability, differentiating itself from competitors that compete purely on price..

For many retailers worried about the fear of losing customers to competitors willing to undercut on pricing, the lure of slashing prices to keep their customers can seem very appealing. This short-term thinking however can do far more harm than good in the long-run, as price wars often prove to be a race to the bottom where no business really wins and the service & quality of product provided to the customers tends to suffer.

“As a company, we are not focused on making large margins from the products we provide, however it is essential for our customers that a

“It really is the case that our strategy is driven by good quality products.”

AARON SVERDLOFF

“It really is the case that our strategy is driven by good quality products.

In our store, we offer a price match promise, however, if you search for the higher-end products online, they don’t tend to be readily available without some margin being retained, so we are happy to price match,” explained Aaron.

“If there is a company out there that is selling a quality product with

certain level of margin exists, so that the expected levels of aftersales care can be provided. Constant provision based on the price alone restricts choice and is not always in the customer’s best interest. It’s essential to think about the long-term.” www.lifestyleandmobility.co.uk

Lifestyle and Mobility Founded in 2002 by Ron Sverdloff, Lifestyle & Mobility has continued to grow over the years, now boasting four popular stores across the South of the UK in Basildon, Potters Bar, Southend-on-Sea and the latest launched last year in Bournemouth.

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round-up

ABLEWORLD’S MD TAKES BACK CONTROL OF BUYING ROLE Following the departure Ableworld’s Senior Buying Manager, Mike Williams, Managing Director of the national mobility retailer, is to take control of the buying role.

Believing that changes to ranges and packaging, as well as store category reviews, need to take place far quicker, Mike aims to refresh and upgrade Ableworld’s range of products.

The MD is strengthening the buying team and has promoted Tony Leavy, Manager of Ableworld’ s Northwich store and one of the company’s most successful store managers, to work with him, as well as taking on experienced administrator in Fiona Davidson.

Mike also confirmed it is going to be another interesting year for the company and is inviting suppliers – new and old - to come up with ideas and ranges to enhance its offer. www.ableworld.co.uk

Tony Leavy and Fiona Davidson

Duke vs Joker

F

ollowing the launch of their latest wheelchair, the DUKE, Progeo have compared the key features of its new product with those of its Joker R2 wheelchair to help trade customers understand the DUKE’s unique qualities.

Although both wheelchairs have a rigid, lightweight frame, the Joker R2 – Progeo’s bestselling wheelchair in the UK – is built using a 7020 ultra-light aluminium frame, whilst the DUKE has a carbon-fibre monocoque frame.

Created with “Hydroformed Technology”, the Joker R2’s frame benefits from innovative section

shapes and weighs approximately 5.6kg without rear wheels. In comparison, the DUKE is designed using high modulus carbon fibre, allowing it to have one of the lightest adjustable frames in the market at approximately 4.9kg without rear wheels.

With a large range of additional optional extras, the Joker R2 also comes with carbon-fibre mudguards / sideguards as standard and a regular retail price of £2740, excluding VAT. The differentiated section shapes of the DUKE’s frame allow for resistance & reactivity according to the company,

The new DUKE

18 | www.thiis.co.uk

whilst the carbon-fibre frame has the ability to absorb the irregularities of the ground to help ensure a smooth ride. The DUKE has a regular retail price of £3700, excluding VAT. Based in Italy, Progeo export to various markets across the world and established Progeo UK in Hastings to offer a better service to its retailer network, noting that it is planning to build its dealer network across the entire UK and EIRE. To discuss the distribution opportunities, contact Marco Nosella at marco.nosella@rehateamprogeo

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diary dates 27-28 February 2018 Medtrade Spring - Las Vegas www.medtrade.com 15 March 2018 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk 25-26 April 2018 Naidex – NEC www.naidex.co.uk 26 April 2018 OTAC (Occupational Therapy Adaptations Conference) - Weetwood Hall Conference Centre, Leeds www.otac.org.uk or call Sally on 02921 900402 17 May 2018 Kidz to Adultz South – Farnborough International Centre www.kidzexhibitions.co.uk 1-2 June 2018 Motability: The Big Event Northern Ireland – Eikon, Northern Ireland www.motability.co.uk 11-13 June 2018 COT Annual Conference - Belfast Waterfront www.cotannualconference.org.uk 12-13 June 2018 NAEP Annual Conference – Kenilworth www. naep.org.uk 13 June 2018 OTAC (Occupational Therapy Adaptations Conference) - Hallmark Hotel, Cambridge www.otac.org.uk or call Sally on 02921 900402 27-28 June 2018 Health+Care – Excel London www.healthpluscare.co.uk 5 July 2018 Kidz to Adultz Wales & West - Bristol www.kidzexhibitions.co.uk 6-7 July 2018 Motability: The Big Event - NEC Birmingham www.motability.co.uk 11 July 2018 OTAC (Occupational Therapy Adaptations Conference) – Stradey Park Hotel, Llanelli www.otac.org.uk or call Sally on 02921 900402 15 July 2018 – 27th Disability Awareness Day annual event - Walton Hall and Gardens in Warrington www.disabilityawarenessday.org.uk 23-25 July 2018 Posture & Mobility Group Conference Manchester Central www.pmguk.co.uk 28 July 2018 Motability: One Big Day – Westpoint, Exeter www.motability.co.uk 11 August 2018 Motability - One Big Day - Yorkshire Event Centre, Harrogate www.motability.co.uk 8 September 2018 Motability: One Big Day - Peterborough Arena, Cambridgeshire www.motability.co.uk 12 September 2018 OTAC (Occupational Therapy Adaptations Conference) - La Mon Hotel, Belfast www.otac.org.uk or call Sally on 02921 900402 26 September 2018 OTAC (Occupational Therapy Adaptations Conference) - Imperial Hotel, Torquay www.otac.org.uk or call Sally on 02921 900402 26-29 September 2018 Rehacare – Dusseldorf www.rehacare.com 7-8 October 2018 Trade Days – NEC www.tradedays.co.uk 15-17 October 2018 Medtrade – Atlanta www.medtrade.com 17-18 October 2018 The Care & Dementia Show – NEC www.caredementiashow.com 7 November 2018 OTAC (Occupational Therapy Adaptations Conference) - The Spa Hotel, Kent www.otac.org.uk or call Sally on 02921 900402 28 November 2018 OTAC (Occupational Therapy Adaptations Conference) - Hilton Hotel, Newcastle www.otac.org.uk or call Sally on 02921 900402 5 December 2018 OTAC (Occupational Therapy Adaptations Conference) - Hilton Hotel, Southampton www.otac.org.uk or call Sally on 02921 900402

20 | www.thiis.co.uk

Ramsey Hulbert

Innova launches new case management and litigation division

H

ealthcare equipment supplier Innova Care Concepts has expanded to work in areas of case management and litigation.

Having previously been handled by Innova’s sister company, Yorkshire Care Equipment, the move means that all case management and litigation projects will be designed and delivered exclusively by Innova.

The company will work with people who have had severe life-changing injuries and assist with home adaptations that may include level access facilities equipped with specialist equipment, such as patient lifting hoists.

This also means that Litigation Project Specialist Ramsey Hulbert has left Yorkshire Care Equipment to join the Innova team.

Although all work will now be carried out by Innova, it will still have full access to Yorkshire Care Equipment’s product range including electric wheelchairs, specialist seating and bathing equipment.

Innova will be offering a complete case management package at a discounted price which will cover all CAD design work, project management, installations, and further servicing, ensuring that all work is carried out to a consistently high quality and delivered on time.

The company is also looking to host a free case management training day in 2018 to discuss ways litigation projects can be planned and specified. www.innovacareconcepts.com/en/

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PLAYING THE NUMBERS GAME AND GETTING IT WRONG… BADLY WRONG

By David Russell If you are bidding for business that comes with wafer thin margins, then you better know what you are doing…

T

he demise of Carillion is, without doubt, one of the biggest business news stories for some years and there are sure to be a number of lessons learnt after the dust has settled.

The facts and figures are pretty impressive. Carillion was the UK’s second-largest construction company and in 2016, it had sales of £5.2bn.

However, it also had a whopping £1.5bn debt pile too and ran out of cash, owing more than £1.3bn to its banks.

The company employed 43,000 people worldwide, 20,000 in the UK, and had 450 contracts with the UK government. There are an estimated 30,000 smaller firms which have been working on Carillion projects in the private sector.

So, what went so badly wrong?

One of the suggested reasons for the collapse has been that the company took on too many risky

22 | www.thiis.co.uk

contracts that proved unprofitable.

Taking on contracts that generate very small margins is clearly a risky business. Some companies are very good at it. They are super-efficient, extremely good at what they do, know all the tricks of the trade to run an incredibly lean machine and they do well. In short, they understand fully the risks but back themselves to deliver the contract and still make money.

For others, it’s not the same story.

Get the numbers wrong, even a little bit wrong and it can make a massive difference. It’s a sobering thought for any company looking at pitching for a big contract right now.

It seems that some businesses are taking a more realistic look at what they are committed to. For example, in the care sector, we are seeing a trend of companies deciding that they just cannot continue to struggle on tiny margins.

A BBC Panorama programme

recently highlighted the fact that 95 UK councils have had home care contracts cancelled by private companies struggling to deliver services on the funding offered.

It suggested that, as a result, a quarter of the UK’s 2,500 home care providers were at risk of insolvency, with some 70 closing down in a three month period.

Putting pressure on companies to bid at levels which isn’t sustainable will only result in one thing and it isn’t very pretty.

Whether you are a one-man band, a growing outfit or one that has been around for years and with a sizeable workforce, playing the numbers game when there isn’t a great deal of meat on the bone needs to be done very carefully indeed.

For retailers, the online marketplace is probably the greatest challenge.

When you see some of the prices posted online, you do wonder

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whether some of the margins are going to be enough to make it work long-term.

Customers have always wanted to get the best deal of course – it’s only natural. There’s really no difference than sitting across the table from someone responsible for awarding a multi-million pound contract to sitting with a customer looking to buy a product in the showroom. They both want to pay you less than you would like them to.

A salesman I used to work with had a standard response when he was asked for a discount by a customer.

He would simply ask them, “which part of my service don’t you want me to give you?” They would look at him bemused and he would add, “would you prefer me not to check the product properly before we deliver it, not deliver it properly, not set it up properly or not get back to you if you need me in the future?”

They would usually get the point and he would usually protect his margins.

Many years ago, I sat and listened to someone in our industry speak at a conference and warn that discounting your product and service to a level where you couldn’t actually do the job properly was a one-way street to disaster. His message to the people who were handing out the big contracts was simple; you get what you pay for.

It’s a simple message but it doesn’t seem to be getting through.

David Russell

MORE ABOUT DAVID...

David has over 35 years’ experience in the industry and has worked with manufacturers and retailers, running a network of retailers with 40+ outlets. He launched THIIS magazine in 1999 and edited over 200 issues. David now offers advice and practical help for both retailers and suppliers looking to develop in the marketplace. You can find out more about the services on offer at www.cantbuyit.com

When you want to look for a new supplier...

www.productsupplier.co.uk

product showcase

PRODUCT SHOWCASE

HOISTS, SLINGS AND LIFTS Innovation delivers pressure relieving sling

I

n conjunction with Silvalea, Dan Medica South have introduced a unique, pressure relieving sling product that uses the company’s Treat-Eezi pressure care technology combined with Silvalea’s In-situ fabric Silva-Superfine.

According to the company, the pressure reducing design makes the Treat_Eezi Sling an excellent option for high-risk users and contains no seams and no pressure points.

Complementing Dan Medica South’s existing range of Treat-Eezi pressure relieving products, which now includes a pillowcase, community bed and recliner chair pads, plus a full length overlay available with fine vapour permeable covers, the sling helps distribute pressure more evenly, allowing end-users to be seated for longer.

More information, including clinical trial downloads, can be found on the company’s website. www.danmedicasouth.co.uk

TRUSTED DISPOSABLE CLIP SLINGS Manufactured by the original patient specific sling company, Mangar disposable clip slings are widely used and trusted in the UK. Available to purchase direct and also available through SBS and NHSSC Frameworks, the slings come in six different sizes, are colour coded for easy identification and are compatible with clip hoists used in hospitals and care environments.

Every sling is load tested to 272 kg, with rigorous quality checks completed before dispatch from the factory.

There is no additional training required for staff when switching to the slings, according to the company, as staff will be familiar with the clip sling sizing and colours. www.mangarhealth.com 26 | www.thiis.co.uk

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

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product showcase

Mobile hoist provides easier lifting of patients Liko’s Golvo 9000 mobile hoist has a unique design available in two models, both ideal for daily transfers for adults and children. The low base model has a base measuring just 60mm in height to be used in combination with bed frames or other equipment where space for the hoist in limited.

Offering the functional advantages of an overhead hoist with the flexibility of a mobile hoist, the Golvo, with an extensive range of Liko accessories, provides a safe solution for common lifting situations across a variety of care environments.

Some of the hoists key features include a vertical lifting motion with a flexible lift strap for horizontal lifting, ambulation and lifting from the floor, parallel base, with width adjustments contributing to easier lifting of patients to/from bed, chair & floor and armrests to help support patients during ambulation. www.hill-rom.co.uk/uk

CUSTOM, CONTOURED SLINGS DELIVER COMFORT Designed to suit each individual person’s body contours and anatomical position, Consolor’s custom contoured in situ slings aim to achieve the same goals as the company’s custom seats.

When moulding for a custom contoured seat, Consolor digitally scan the person’s body shape to create a seat that supports, accommodates and corrects posture, to achieve best position and maximize comfort.

After years of seeing slings being left in place and rarely working well in conjunction with moulded seats, Consolor now offers slings that match clients’ body contours, as well as promoting appropriate postural positioning within the sling.

Facilitating easier transfers and precise positioning into a custom contoured seat, the company uses the digital seat shape data to make patient specific, custom contoured slings, matching not only the client but also their seat.

The sling becomes part of their seat and provides optimum positioning and comfort. www.consolor.co.uk

28 | www.thiis.co.uk

product showcase

Latest compact hoist offers rising capacity

E

nhancing the natural lifting pattern of the QuickRaiser range, the Molift QuickRaiser 205 sit-to-stand hoist delivers a new compact design and higher lifting capacity of 205kg.

Offering a reduced risk of ‘dragging’ when lifting through four-point suspension that encourages natural movement, the hoist also has lower life time costs with no in-built actuator and lithium battery option, as well as impressive manoeuvrability and electrical adjustable legs to provide access under/ around wheelchairs, toilets and more.

According to the company, the Molift QuickRaiser also boats improved efficiency with a new intuitive control panel and instructions and more ergonomic operation, thanks to easy-to-adjust leg supports and easy-grip handle.

In addition, the company’s new padded Active Sling is perfect for transfers with Molift QuickRaiser 205, featuring a clever design feature – sliding loops that self-adjust to the size of the user and provide additional grip and support around the hips when standing. www.etac.com/uk

ROBIN ENCOURAGES BETTER COMMUNICATION Designed for optimal interaction and with an emphasis on safety, the Invacare Robin provides an innovative method of transfer.

The only ceiling hoist available that has ‘Dual Strap’ technology, the Robin offers a comfortable and safe transfer with optimal communication between client and carer.

The two-strap design has no obstructive spreader bar, helping to ensure an uninterrupted field of vision for optimal verbal and non-verbal communication. The lack of spreader bar not only provides an environment where reassurance can be provided at all times, but also removes any fear that a client may have of coming into contact with the equipment or the equipment passing their face.

Featuring a maximum user weight of 200kg, in-built emergency features and an overload security system, the hoist also has a self-adjusting strap inlet that enables the straps to automatically adjust to a client’s body shape. www.invacare.co.uk

30 | www.thiis.co.uk

WE NOW PROVIDE OUR RETAIL CUSTOMERS

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product showcase

Ceiling Hoist… what ceiling hoist?

W

inning the Best Product award at the British Healthcare Trades Association at the end of 2017, Guldmann’s GHZ is a room covering ceiling hoist solution that draws on the company’s more than a quarter of a century experience in supplying assistive technology products designed to help people live their lives to the fullest.

Released to the market in June 2017, the GHZ’s lifting module is the first to run inside the traverse rail, minimising the installation height, which in turn delivers an attractive lifting span in rooms with a low ceiling height.

Designed to be discreet, the GHZ is an almost invisible solution according to the company, providing a safe and comfortable patient lift and an ergonomically safe working environment for the healthcare staff.

Its sleek, simple design also makes it easy to clean, a particularly important element within the healthcare sector.

The GHZ is available from Multicare Medical at www.multicaremedical. co.uk www.guldmann.com/uk

32 | www.thiis.co.uk

PORTABLE JOURNEY POPULAR WITH CARE PROVIDERS Part of the Oxford Professional series, Joerns’ Oxford Journey is a compact folding stand-aid with a host of unique features making the aid one of the most popular choices for care providers.

With a compact, folding design for storage and transportation requiring no tools and adjustable cow-horn to accommodate a wider range of clients, the aid also includes a diagnostic control system with lift counter and overload detection.

Additionally, the stand-aid features contoured, height adjustable knee pads, removable foot-tray for walking/rehab training and the choice of two slings to help facilitate a range of care duties The Oxford Journey possesses a safe working load of 155kg (24st). www.joerns.co.uk

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product showcase

Stand out stand aid The Ergolet Pallas 150 Stand Aid from Cefndy Healthcare is a compact stand aid made for individuals who are able to bear partial body weight for transitioning between seated and standing positions.

Designed with safety in mind for both the caregiver and the patient needing assistance for sling supported transitions, the device is a popular choice in homes and care homes for its ease of use.

The compact Pallas 150 boasts a range of benefits, including improving a user’s circulation by enabling the patient to raise to standing position easily, adjustable knee support of height, angle and depth and a bullhorn design of lifting arm to enable eye to eye contact with carer.

Also featuring a detachable footplate for use as a walking aid and an emergency lowering button for safety, the Pallas 150 has a weight capacity of 150kg with full spaces being exclusively available from Cefndy Healthcare. www.cefndy.com

WASHABLE VERSION OF PRO-LOOP SLING Select Health Care (UK), in partnership with Proto Magic Innovations, have launched the Pro-Loop Universal Sling, a washable interpretation of the popular, disposable PRO-LOOP Sling.

With a safe working load of 203kg (32 stone), the PRO-LOOP Universal is a full body sling, incorporating head support, suitable for a wide range of people for general transfer. Additionally, due to the to the integral ability to hammock the sling, it can also be used by amputees.

Offering high levels of comfort and safety, the sling is the first choice for many, according the company. www.selectheathcare.co.uk

34 | www.thiis.co.uk

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OT perspective

THE OT’S PERSPECTIVE

THE KEY FACTORS BEHIND SUCCESSFULLY USING HOISTS AND SLINGS TO HELP CUSTOMERS Hoists and slings are a key way to ensure that those with physical ailments and disabilities are able to get around, and whether you’re selling hoists and slings, or recommending them to your clients, it’s vital that you know what you’re talking about

A

nd that’s what this article is for – providing you with a whistle stop tour of the key legislation to be aware of and the things you need to consider when providing hoists and slings.

We’ll get started in just a second, but first, let’s clear up this misconception first…

There is a clear misconception in the industry that Occupational Therapists, as well as other professionals, can assess for, prescribe and train carers to use slings and hoists.

This isn’t true.

Moving and handling qualified trainers CAN train, but CAN’T prescribe, unless they’re suitably qualified, usually through professional clinical training. Also, being a clinician

does not mean you can train carers to use a hoist or sling, only a qualified trainer can do that.

Occupational Therapists can prescribe and demonstrate to suitably qualified carers how to use a hoist or sling, but the carer MUST have a minimum level of moving and handling training to be able to understand the information provided and - with their team, managers or a qualified professional - complete a risk assessment before the equipment is used with the client/patient.

Risk assessments The risk assessment process needs to take into account that there is a minimum of four people involved in the decision-making process and the use of the product following the

decision; the client, the carer, the prescriber and the provider.

Clearly the client is an imperative part of the assessment process, but all four parties are vital to ensure a safe and effective hoist operation.

All risk assessments on hoists and slings should follow the TILE process: T: Look at the Task – where are you starting and finishing the task, i.e. bed to chair.

I: Look at the Individual carrying out the task – are they capable?

L: Look at the Load (the person and equipment being moved) – are they comfortable and content?

E: Look at the Environment – is it a safe place for this manoeuvre?

A suitable and appropriately detailed written risk assessment must be completed in accordance

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with the Manual Handling Operations Regulations 1992 and an up to date handling / hoisting plan must be in place for each transfer.

Sling selection When considering a sling, several factors should be considered: 1. Fabric type 2. Transfer type 3. Re-useable or a one-off transfer 4. How will the sling be attached?

One hoist or multiple hoists 5. Height 6. Weight 7. Leg support 8. Head support How do you pick a hoist?

There are various types of hoist and the one chosen will depend on what the aims of the customer are, the condition they are in, the environment they are in and a whole variety of other factors.

The three primary hoist options are: • Stand aid hoist – needs help into standing • Passive hoist – effectively cannot stand safely, thus taken off their feet; a mobile hoist • Ceiling track hoist – a hoist that attaches to the ceiling and performs a transfer in a straight line, or using a H track, transfers to multiple parts of a room One other key consideration is whether a person needs to be picked up from the floor? That task is fundamentally different to most others, so it’s vital to ask the question, which hoist will do the best job for that task?

Client conditions & budget It’s vital to contemplate any conditions the end-user may have that could impact the choice of hoist or sling, or

indeed, whether they are able to use one at all.

Some key things to look out for include pressure sores, spasms and blood pressure changes, but it’s important to use both common sense and professional skill to consider all potential conditions and their implications.

It’s also crucial to consider budget, particularly if the customer is paying for the hoist or sling privately. In my view, this needs to happen before any investigation is started, to manage expectations and ensure effective use of time.

Is it portable?

One other consideration is whether the sling or hoist needs to be portable.

The best next step If you’re involved in selling hoists and slings, I recommend booking onto a Moving and Handling course, like Handicare’s ETHOS course www. handicare.co.uk/ethos-education.

In addition, Invacare provide equipment specific training, and Deborah Harrison at A1 Risk Solutions provides bespoke courses relevant to your establishment, as well as useful products www.a1risksolutions. co.uk/content/ training

Stuart Barrow of Promoting Independence is a member of the Royal College of Occupational Therapists and a recognised expert in the field of home adaptations. His experience is sought by manufacturers and service providers looking for an expert opinion. Stuart also runs the Occupational Therapy Adaptations Conference (OTAC).

Compact folding

Quick release 24” wheels

Is it used in one location or multiple?

If multiple, how will it be transported?

If one location, is there somewhere obvious to store it, and does it still need to be moved around that one location?

QR scan to watch

Unique contoured backrest 15/01/2018 10:24

www.thiis.co.uk | 37

round-up

AskSARA in Welsh

T

he Disabled Living Foundation (DLF) has launched a Welsh version of its AskSARA online guided advice tool, providing Welsh-speaking users access to the service’s advice and information about equipment.

Launching in early 2018, the first licensee for the service is Newport City Council and will feature a range of complementary local information with live links to useful organisations that can offer help and support people.

AskSARA includes advice and information about over 90 topics written by DLF’s OTs, with all content governed by the NHS’s Information Standard of which DLF was a founder member.

Users of the service answer a series of questions that hone in on areas that are of concern to them and on completion, receive a personalised report which includes live links to useful local and national information.

Live links take the user to Europe’s largest database of assistive technology products – Living Made Easy - with details of over 10,000 products from over 900 national manufacturers and suppliers. www.asksara.dlf.org.uk

Accredited Training Courses from Disabled Living Foundation Disabled Living Foundation offer two types of training; for individuals and for organisations.

DLF Trusted Assessor Training is a practical hands-on 2-day OCN-accredited training course using equipment.

Nationally accredited by the Open College Network, the course provides training for community staff in the assessment, fitting and use of daily living equipment.

DLF Training offers a ‘value for money’ programme of CPD-accredited courses aimed at professional healthcare providers and carers, as well as informal carers and others who wish to learn more about interactions with disabled and older people.

Both courses are carried out by expert trainers with a wealth of experience.

Training can take place at one of our open courses which run regularly at our fully equipped training centre in Wandsworth, London or by arrangement at a location suitable to you.

38 | www.thiis.co.uk

For more information on the Training or any other DLF Courses, please call 0207 432 8008 or visit www.dlf.org.uk/training

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POSITIVE OUTLOOK FOR THE GLOBAL MOBILITY MARKET A new report into the global homecare medical market has forecasted considerable growth globally over the next six years, with mobility & patient support equipment expected to be the fastest growing segment and Asia Pacific set to be the fastest growing region.

T

he report by Allied Market Research examined the global market for equipment intended for use in any environment outside of a professional healthcare setup, such as hospitals and clinics, and includes mobility and patient support products, including mobility scooters, wheelchairs, stairlifts, specialist seating and more, as well as therapeutic equipment.

According to the report titled “Homecare Medical Market Report

by Functionality: Global Opportunity Analysis and Industry Forecast, 2017-2023,” the global homecare medical equipment market accounted for $21,912 million in 2016 and is estimated to reach $35,183 million by 2023, registering a compound annual growth rate (CAGR) of 7.1% from 2017 to 2023.

Generating a revenue of $13,514 million in 2016, therapeutic equipment was the highest contributor in the market, however the mobility & patient support equipment segment is expected to witness the highest growth rate during the forecast period at an estimated growth rate of 7.8%.

Importantly, within that segment,

40 | www.thiis.co.uk

wheelchairs are expected to see a CAGR of 8.2%.

The research suggests that the rise in prevalence of respiratory disorders, growth in the elderly population worldwide and advancements in the field of homecare medical devices are driving the market growth.

North America accounted for the maximum contribution to the total revenue in 2016, generating $9,050 million. This is expected to continue over the period to 2023, due in part to a high prevalence of chronic diseases such as diabetes, as well as increased investment in R&D activities.

Asia Pacific however is predicted to witness the highest growth of 8.3% during the period, attributable again to

a rise in the prevalence rate of chronic diseases, increasing government initiatives to improve healthcare infrastructure and a rise in healthcare expenditure to improve the medical health of the masses in the region.

The report profiled and analysed a range of major companies operating in the industry, including British Healthcare Trades Association members Hill-Rom and Invacare, to understand the competitive outlook of the global homecare medical equipment market.

Some manufacturers in the industry are taking advantage of this continued global market growth, such as Acorn stairlifts, which jumped up almost 50 places in the 13th Sunday Times

“Now is a great time for companies in the mobility sector and all fields of homecare to look at reaching out to new markets, especially with the considerable growth predicted in Asia Pacific.”

DAVID RUSSELL

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GLOBAL HOMECARE MEDICAL EQUIPMENT MARKET 40000

30000

DOLLARS (MILLIONS)

Top Track 250 league table following record global sales.

The latest ranking was based on Acorn’s published accounts for the year ending September 2016, revealing global sales of its Britishmade stairlifts at £177.2 million, an operating profit of £18.9 million and a total workforce of 1,307.

Joanne Richardson, Finance Director of Acorn, commented: “We now export to around 85 countries and have grown to become the world’s biggest business concerned solely with the manufacture, supply, installation and maintenance of home stairlifts.”

The company, which manufactures around 70,000 stairlifts per year in its UK factories, exports to 82 countries and says that two-thirds of its revenue now comes from export sales and in particular a booming USA market.

The Sunday Times Top Track 250 list also identified Blatchford as ‘one to watch’ with the prosthetics

20000

10000

0

2016

2023 (PREDICTED)

and orthotics manufacturer recently expanding into Norway through a recent acquisition, as well as having subsidiaries in the US, France and Germany.

David Russell, Director of BHTA Engage, commented: “As the research suggests, now is a great time for companies in the mobility

sector and all fields of homecare to look at reaching out to new markets, especially with the considerable growth predicted in Asia Pacific. This is something we are seeing too, with more and more interest in companies looking to sign up for GHT in order to take advantage of the export opportunities out there.”

British Healthcare Trades Association

Better health, better care, better value The British Healthcare Trades Association (BHTA) is the oldest and largest trade association in the UK representing the healthcare and assistive technology industry.

With member sections covering mobility, stoma and continence, seating and positioning, beds and patient support surfaces, prosthetics and orthotics, augmentative communication devices, children’s equipment, hearing care, first aid medical supplies and independent living products, you can be reassured as a healthcare professional you are dealing with the right people in your healthcare field.

All BHTA members sign up to our Code of Practice, overseen by the Trading Standards Institute. If you are a BHTA member or a healthcare professional the code ensures high levels of customer care and making sure we put our costumers first to provide products that meets their needs.

British Healthcare Trades Association Suite 4.6 · 4th Floor · The Loom · 14 Gowers Walk London · E1 8PY T 020 7702 2141 · E bhta@bhta.com

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more about...

MORE ABOUT‌

KES-VIR: PLUGGING A GAP IN THE INCONTINENCE SWIMWEAR MARKET After successfully selling incontinence swimwear through her company Incy Wincy for 14 years, founder Daksha Mistry decided to take the plunge and begin manufacturing her own range after discovering a gap in the market.

Launching the Kes-Vir range in 2010, she has now secured an order with catalogue distributor JD Williams. Daksha discussed with THIIS working with the direct home shopping company, ambitions for her brand and the changing views on incontinence.

44 | www.thiis.co.uk

Can you tell me more about the Kesvir range? What inspired you to start your own range of incontinence swimwear?

Originally, I started my company, Incy Wincy Swimstore, in 1996, selling baby swim nappies and from 2001, sold other companies incontinence swimwear; it started from there. After selling incontinence products for a number of years, I noticed a gap in the market for adjustable incontinence swimwear and started doing research in 2009.

It came about from customers requesting to have their swimsuits altered because sometimes the items weren’t the correct fit, commonly in the leg and waist region.

So, I started looking into creating my own range, something that was adjustable in the waist and leg area, and launched the Kes-Vir range. My goal was to create something that was more fashionable, colourful and fitted more into the mainstream.

At the time most of the products

and said they were interested in stocking the range and enquiring if I was selling to the trade.

I put forward the Kes-Vir lady swimsuit as it had received second place at the ACA conference in 2017 and they said they were interested.

What has it been like working with such a large, national online and catalogue retailer?

As it is the very first time they have included an incontinence range of swimwear into their catalogue, I’m proud they selected my brand and working with them is completely different to working with other retailers that I have been involved with so far.

One of the biggest challenges is the amount of information they require before they can sell your product.

They need details of your factory to ensure it meets quality controls, standards, ISO certifications and packaging, size, weight, dimensions of packaging, type of packaging and more.

“I have always been a firm believer that if you want something to happen, you need to make it happen; that’s the way I approached it.”

DAKSHA MISTRY

available on the market were very clinical, dull and really quite unattractive. I just wanted to provide swimwear that was both attractive and discreet for customers whilst being versatile and affordable as well, so I went for it.

I have always been a firm believer that if you want something to happen, you need to make it happen; that’s the way I approached it.

How did you first come to the attention of JD Williams?

In Autumn last year, JD Williams contacted me via email, asking about the incontinence swimsuits because they were interested in the ladies’ style we produced.

The majority of their customers are female and around the 60-age group, so they contacted me in November

There was a lot of paperwork to complete before they even accepted my swimwear, so I had to ask the factories I am using to complete some of their forms, provide certificates etc, and submit everything to me by the deadline.

In particular, JD Williams also require test and standard certifications for the fabrics too.

Did you have to change or adapt any of the packaging or the product to meet their requirements?

99% of JD Williams requirements we met, there was just certain labels that had to be on each product, such as a ‘suffocation warning’ label on any polybags used and their codes for the product. Their system is automated, so all picking and packing is done by

Daksha Mistry

machine, meaning the package had to be quite flat as to not catch onto any of the machinery. Apart from that, everything was fine.

Did you find there were any challenges working with a large catalogue retailer?

Not particularly; JD Williams have been good to deal with and all my contacts there have been very helpful. In that type of organisation, due to its scale, you aren’t just dealing with one buyer. You are dealing with several people, such as buyers, a merchandiser, a packaging technologist, a quality assessor and marketing.

The one thing I would say is that because of all the various parties involved, it can become very time consuming and hectic. Luckily, they don’t all contact you all at once. So, although working on my own, I have managed to deal with all the requests and, importantly, have met with all their deadlines.

They wanted to add my products to their health and wellbeing category of the Spring/Summer 2018 catalogue, so everything had to be in place three months in advance to provide time for the catalogue to be prepared and printed.

Making sure to keep on top of everything they needed and not miss anything with the tight schedule was a bit of challenge, so it meant I had to

www.thiis.co.uk | 45

more about... ensure I have all my products packed and ready for dispatch.

That was probably the most challenging aspect of it.

Incontinence is somewhat of a hushed topic. Does the approach of JD Williams looking to expand their range suggest there is less of a stigma around incontinence in society?

There is still a stigma around incontinence but as people see that there are products out there to help them cope with it, they realise that they are not the only ones’ suffering.

Subsequently, they have the confidence now to ask for this type of product.

I think therefore the market is taking notice of this demand.

the competitor is too expensive, and my design is more attractive.

They want something functional but more fashionable. I have two distributors in Europe interested in the swimwear who are presently trialling them and so far, the results have been positive and will hopefully trigger more orders. I also have trade customers in Ireland and Netherlands who have been selling my swimwear successfully for several years.

What are some the challenges you have found as a manufacturer?

Many people who have their products manufactured will be aware of the challenges you can face. For me, co-ordinating purchasing of materials and components in time

“I have approached a few small businesses in the UK mobility market and they have stocked my swimwear but would love to hear from more” DAKSHA MISTRY

This opportunity really has probably come about because JD Williams’ customers have been enquiring about these types of products. Also, people who love to go swimming can do so, without any worry. Not so long-ago people just wouldn’t go swimming if you were incontinent.

We’ve still to reach the point where this type of product reaches the high street shop and I don’t know how long that will take, but I would certainly say that things are heading in the right direction.

You also stock overseas; are other markets interested in the Kes-Vir range?

Other markets are very much interested in the swimwear. In Europe, at the moment, there is one company that I am aware of that sells this type of swimwear and some of my trade customers who have been selling their swimwear for the past decade or so are now thinking switching to Kes-Vir Swimwear. Their reasoning being that

46 | www.thiis.co.uk

for production is one of the biggest challenges.

Suppliers can let you down without a word of warning. This means the production could be delayed for months. Getting the best price possible for the materials.

Making sure all printing work is ready. Quality of packaging, labels, fabric and components all have to be policed and checked and double checked.

There is so much that needs to be done in preparation for sending the shipment to the factory. We pack the pallets ourselves for each production, with all

the customs documents and forms completed correctly so that the shipment is not held up in customs for anything. Not inputting the price or tariff code of an item can hold-up shipment.

Finding a reliable factory is also a challenging task. Making them understand my swimwear was very important. The factories I have dealt with had never made incontinence swimwear before. So, making them aware that re-stitching the garment was not an option, as any holes, even needle holes, would mean that the The Kes-Vir Ladies Skirt Swimsuit

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more about... many customers are simply not aware of it but when they get a chance to see what it is all about, it is something people with incontinence issues really do respond well to.

The feedback at exhibitions is always positive from customers who see the swimwear and all its features.

They really feel confident about buying it, so I know the market is there; now it is just about getting it in front of people.

Almost every week, I receive a phone calls from someone who found out about Kes-Vir, telling me that they didn’t know the product existed and how much they like it.

Daksha Mistry (middle) presented ‘LOOKGOODFEELGOOD’ Award at ACA conference 2017

swimwear will not be effective or fit for purpose.

Moreover, I still need to find the time to run my daily business affair for my online company Incy Wincy Swimstore. I still need to reach out to my customers, keep in touch with the running of the website, marketing, customer calls and queries are all just as important.

It can also become slightly lonely working by yourself as well and keeping myself motivated to keep pushing forward. I would say I spend 90% of my time working on this alone and really the other 10% is when I actually get to interact with customers, which is what really helps keep me going Are you interested in working with more retailers in the UK? I am and I have approached a few small businesses in the UK mobility market and they have stocked my swimwear but would love to hear from more.

Why should mobility retailers stock the Kes-Vir range?

My range is, to my knowledge, one of the only types of incontinence swimwear available in the UK that is adjustable. There is another company in Germany that produces a product

48 | www.thiis.co.uk

similar but at a price double to mine because they manufacture in Germany. I would love to manufacture my products in the UK, but the result would be that my prices would immediately double, making

What does the future hold for Kes-Vir? To continue to grow the business.

I have so many ideas for distinctive styles which I haven’t had the chance to put into action yet. I would love to create them and bring to the market sooner.

I would like to continue to increase the export side of the business.

Customers contact from USA,

“As it is the very first time they have included an incontinence range of swimwear into their catalogue, I’m proud they selected my brand” DAKSHA MISTRY

the product inaccessible to many customers.

The range is adjustable, affordable and fashionable, with opening style for children with limited limb movement and I think it is a great addition for retailers to add to their portfolios. It is still quite a new and niche product, so

Australia and New Zealand, wanting to know if there are distributors in their country and until I find distributors, those that can afford to, will continue to buy it from me directly online.

Now I am just searching for the right distributors. www.kesvir.co.uk

What is Kes-Vir? Designed to provide extra versatility to consumers, Kes-Vir aims to provide male and female customers with a range of incontinence swimwear that is fashionable, functional, affordable and importantly, adjustable. The company’s Girls halterneck swimsuit and Boy’s Wrap swim shorts received 2nd and 3rd place in the Joint ACA & Promocon ‘Look Good Feel Good’ Award at the ACA & Promocon Conference in Brighton.

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sales@electricmobility.co.uk electricmobility.co.uk www.thiis.co.uk | 49

THE IMPACT OF PIP REASSESSMENTS FOR MOTABILITY AND DEALERS As the rollout of Personal Independence Payments continues, the changing criteria for eligibility has led to an impact on the fleet size of Motability, as well as the emergence of a different demographic of customers visiting the Scheme’s dealers.

I

n Motability Operations’ Annual Report for 2017, the organisation revealed the Motability fleet size has declined from 648,000 in 2016

50 | www.thiis.co.uk

to 629,000 in 2017, a reduction of 2.9%, as over 40% of working-age customers fail to meet the Scheme’s criteria after PIP reassessments.

Contracted by Motability (the Charity) to operate the Motability Car, Powered Wheelchair & Scooter Scheme, Motability Operations have

PIP assessment resulted in a large number of customers losing eligibility, resulting in Motability Operations having to provide a more flexible solution.

“Customers can now choose whether to take the full financial support payment of up to £2,000, or keep the car for up to six months, at which point they receive a reduced

leading the organisation to provide more training to dealers.

“To provide appropriate and timely support, we have invested in specific additional training with expert organisations such as Mind. Mind has also helped us devise resilience programmes for our customer service teams, to assist them in handling a larger volume of challenging

“With these customers leaving the Scheme, the fleet size declined slightly this year, although the Scheme also attracted around 72,000 brand new customers” MIKE BETTS

operated the Scheme since 1978, aiming to deliver a consistent, ‘worryfree’ leasing proposition to recipients of qualifying mobility allowances across the UK. Mike Betts, Chief Executive of Mobility Operations, commented in the report: “Currently, around 43% of working-age customers undergoing reassessment fail to qualify for the enhanced mobility rate of PIP, which they need to remain eligible for the Scheme. With these customers leaving the Scheme, the fleet size declined slightly this year, although the Scheme also attracted around 72,000 brand new customers, who chose to use their allowance to lease a Motability car, powered wheelchair or scooter.”

The organisation cited that welfare reform caused by the introduction of

sum of up to £500,” explained Neil Johnson OBE, Chairman of Motability Operations.

“By the end of the year, we had around 189,000 PIP customers, whether first-time applicants or those transitioning from Disability Living Allowance. We expect that by summer 2018, more than half of customers will be qualifying through PIP.” With 1.8m people in receipt of a qualifying allowance allowing them to choose to lease through the Motability, there are 629k customers who currently choose to use the Scheme through 4,800 approved Motability dealers across the UK. The changing qualifying criteria for PIP has also led to an increase in the number of customers with mental health and cognitive conditions gaining eligibility to the Scheme,

calls,” said Neil Johnson OBE in his Chairman’s statement.

“A successful series of business briefings to more than 3,000 dealers through January and February brought the topic of neurological conditions into focus. This included advice on how to prepare the showroom environment and train dealership staff to assist customers with wide-ranging cognitive conditions.”

Going forward, the company acknowledged that the potential implications of Brexit could be a challenge as the organisation prepares for a revised structure from 2019.

What is PIP? Gradually replacing Disability Living Allowance (DLA), Personal Independence Payments are benefit payments to help people aged 16 to 64 manage the extra costs faced due to disability or mobility needs.

DLA was often based on self-assessment, whereas eligibility for PIP involves a test, with money being allocated based on a points system.

There are two components – daily living and mobility – with eligibility for payments dependent on the ability to carry out 12 activities, including communicating, washing and getting around.

www.thiis.co.uk | 51

meet...

MEET…

MARK HERMOLLE, MANAGING DIRECTOR OF KYMCO UK (NOW KYMCO HEALTHCARE AND KYMCO MOTORCYCLES)

What does your position involve?

It involves managing just about all aspects of our business from design, sales & marketing, the people, stocks, pricing… really its everything that is involved in managing our business.

What do you enjoy most about your job and working in the industry? I’m very passionate about the products because I design them.

I like dealing with all the people in the supply chain, from customers to suppliers. Our team is pretty close knit and they are great people to work with too.

Really, I’m lucky enough to be able to say I enjoy all aspects of the business.

What are one of your proudest moments working in the industry? There are so many but a real standout moment for me was becoming number one on the Motability Scheme by such a large margin for our mobility scooters. It proved that our products are good value and something that customers really do enjoy using.

What are the biggest changes you’ve seen in the industry over the years? There seems to be a number of changes in the selling channels/routes to market available and being used by some companies.

We’ve always traditionally been a dealer business, meaning we sell everything through our dealer network and do whatever we can to support them and help to promote our business through them. Ultimately, they are the face of KYMCO to our customers.

Now, I see a lot of activity on the

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internet, which can lead to some controversy between what our dealers think and how other manufacturers act.

The online side of the business isn’t something we have ever explored to any degree because we like to promote our product through assessment-based selling, which is a fundamental element of the BHTA Code of Practice, which many companies, including KYMCO, signed up to some time ago.

I was involved in the BHTA for a number of years and this need for assessment is something I still feel very strongly about today.

So, route to market is probably one of the biggest changes. There are some improper ways that enable people to purchase mobility products at the moment, as seen on some TV shows, exposing rouge retailers.

What one innovation would you like to see appear in the market?

I think it would have to be an innovative power source. Products are becoming more lightweight and batteries are constantly increasing in range but a power source that could really give a major boost to life and travel distance would be wonderful for helping people become mobile without any limitations.

What are your interests outside of work? My wife and my daughter

A passion for motorcross

ride horses so the equestrian side of things is something I get involved in and enjoy. I love photography and I have a motor cross, off-road motorbike which I like to ride. Plus, I’m into my fitness, so working out and going to the gym is important to me as well.

If you had to do any other job in the world, what would it be? This answer is pretty cheesy but honestly, I wouldn’t change it and couldn’t see myself doing anything else.

Quick-fire questions!

Describe yourself in three words: Passionate, motivated and driven What’s your favourite song?

Don’t look back in anger – Oasis What is the last film you watched? Inception If you could have a superpower, what would it be? To heal Favourite place in the world: Wales!

Who are Kymco Healthcare?

Based in Bridgend, Wales, Kymco UK have been manufacturing mobility scooters and powered wheelchairs for over 17 years, selling through an expansive National Dealer Network, as well as the full range being available through the UK’s Motability Scheme.

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retailer spotlight

Mark Spottiswoode, Director of Sync Living

SYNC LIVING: SYNCHRONISING FOR THE FUTURE After 20 successful years, the company formally known as Disability Needs is embracing the future with a new look as it explores new markets. Now known as Sync Living, the mobility equipment provider and bathroom adaptation specialist discussed with THIIS rebranding, two decades of success and what the future holds.

From humble beginnings Starting life as a disabled bathroom supplier over two decades ago, Disability Needs was the brainchild of founder John Spottiswoode. John, along with his wife and one other employee, started the business from a garage after discovering a gap in the Northern Irish market in 1997.

Finding success quickly, Disability Needs grew and branched out from just supplying and installing bathroom adaptations, with the company today designing, manufacturing, sourcing, distributing and retailing a wide array of mobility solutions.

54 | www.thiis.co.uk

Boasting more than 20 staff nationwide, premises in Dublin and Belfast and an expansive product range, the company has continued to develop its offer to end-users, care homes, hospitals, housing associations, the health service, as

well as the building and plumbing trade throughout all of Ireland and the UK. Throughout 2016 and 2017, the company focused on expanding its team, product portfolio and areas of expertise and towards the end of last

“The new brand is in response to the changing world around us and an evolving inclusive society.�

MARK SPOTTISWOODE

year, refreshed its brand in preparation for the decades ahead.

In sync with a changing market Officially changing to Sync Living on the 6th November 2017, the new name and branding is a reflection of the changing views of disability in society, according to Director Mark Spottiswoode.

Mark commented: “It’s a moment of great pleasure for us to reintroduce ourselves with a new face, new name, new showroom and new future.

“The new brand is in response to the changing world around us and an evolving inclusive society. With each passing day, we are being encircled into a more inclusive space where we expect and deserve our lifestyles to work in ‘sync’ with the equipment we may require. Thus, the name ‘Sync Living’.

“The new name duly echoes our ethos of ‘Us + You’, which signifies provision of solutions in respect to the needs of our end-users.”

Building on the two decades of successful trading as Disability Needs, Mark says the company is now moving forward as Sync Living and targeting new customers and markets.

“We promise to provide a premium and extensive range of home adaption and mobility solutions, backed by

innovative design and top-notch development,” continued Mark.

In 2017, the company expanded its team, filling sales and business development roles, as well as securing distribution for unique mobility solutions including the paediatric HOGGI range, described as one of the most versatile and adjustable wheelchairs to reach the Irish market.

“From mobility scooters to walking aids to bathroom adaptations to stairlifts, we have got everything to make daily tasks easier and encourage independent living,” added Mark.

Sync Mobility’s ever growing and bustling product portfolio has opened

of Ireland and the UK. A fresh, new showroom In addition to the company’s new brand, Sync Living has also recently completed refurbishing its showroom at its head office in Belfast, designing a bright, open and fresh space to highlight core product ranges.

As is the trend in more contemporary showroom spaces, Sync Living has given a greater focus to reinforcing the lifestyle aspects of the products.

Incorporated into the modern space is a living area with a profiling bed, stairlift and a suite of rise and recliner chairs, as well as a section dedicated to bathing, featuring a full-length walk-

“We plan to open a couple of strategically placed showrooms within Dublin to start and then we will look further afield” MARK SPOTTISWOODE

up a large range of new customers to the company, supplying mobility equipment to end-users, care homes, hospitals, housing associations, the health service and the building & plumbing trade throughout the whole

in bath and bath lifter, Geberit Aqua Clean Plus 800 automatic toilet, hand wash basin, free-standing shower chair and fitted wetroom.

Mobility products including mobility scooters and wheelchairs, as well as

Sync Living looks to expand retail and trade operations

www.thiis.co.uk | 55

retailer spotlight other products from the company’s portfolio, are on display as well, and according to Mark, there will be more showrooms to come.

“We plan to open a couple of strategically placed showrooms within Dublin to start and then we will look further afield”, he said, confirming the company’s commitment to growing in the retail market.

Two decades of success With over 20 years of success under their belt, Mark told THIIS what he believed were the key factors to the company enduring growth.

“Great staff and fantastic products!

We have always prided ourselves on the level of quality and diversity of our product portfolio,” said Mark.

“The majority of our suppliers have been with us since inception and over the years we have developed outstanding relationships. Our team have a combined knowledge of nearly 200 years within the healthcare industry, so we can therefore offer honest expert advice to professionals, trade and retail customers to ensure

“Heavy manual wheelchairs have now vanished from the wheelchair market and have been replaced with super lightweight, highly manoeuvrable carbon frames. They are now stylish, minimalistic, innovative and highly customised pieces of equipment.”

Another area that the company’s director highlighted as having substantially evolved are home

“Wheelchairs are the game changer within the healthcare industry” MARK SPOTTISWOODE

they get the right products they need.

“In addition, we have an outstanding maintenance and installation team who can quickly and efficiently solve product issues so the customers are not without vital equipment for long periods of time.”

How times have changed Over the years, the company has seen the market change, both in terms of the quality and range of products available and the expectations from customers. For Mark, one of the product categories that has seen the most innovation over the years are wheelchairs.

“Wheelchairs are the game changer within the healthcare industry,” explained Mark.

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adaptations and especially bathrooms, with the rise in demand for one particular adaptation in both domestic and leisure settings.

“When we first started supplying and installing bathroom adaptations, they we’re a basic design and the customers had a limited choice. In today’s market, the most popular bathroom adaptation is a wetroom,” said Mark.

“Wetrooms are now becoming extremely popular choices in homes and hotels across the globe, regardless of ability due to their stylish design. A wetroom is a modern, contemporary, barrier free bathroom that can suit the whole family, regardless of ability.”

With 20 successful years under their

belt, Mark provided some insight into some of the challenges facing the industry as Sync Mobility prepares to continue its success for the future.

He told THIIS: “E-commerce within the healthcare industry I believe will become the biggest challenge. Online purchases of mobility equipment, for example, may be slightly cheaper for the consumer but advice and knowledge are key for these specialist products to ensure the consumer gets the right product to suit their needs and lifestyle.

“Having a local team who can make small adjustments to make a product work more effectively is also so important I believe in this industry.”

Working with the trade Sync Living are also planning to work closer with and build its trade network, seeing it as key element to the company’s continued growth.

“We are always looking to build on our trade business and offer quick and easy ordering systems and rapid delivery times to ensure products arrive to trade customers on time and safely,” explained Mark.

“We are a trusted distributor for a number of design leaders in the accessibility market. Our length of relationships with many of these manufacturers means that we are often among the first to hear about new product developments and innovations, a gift we pass onto our clients in every sector too.” www.syncliving.co.uk

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round-up

Repose reaches out to retailers with February promotion

FLEXEL LAUNCHES TRADESPECIFIC WEBSITE FEATURE Flexel, a manufacturer, wholesaler and distributor for a wide range of mobility accessories, has launched a new online ordering system on the company’s website, allowing trade customers to place orders from a PC, tablet or smartphone.

The new trade-specific area will provide customers access to see their pricing and order directly with Flexel online after registering, activating and logging in to their account.

If users are not logged into their account, the website can still be used as an information portal for products, with Flexel assuring trade customers that no end-users can view any prices on the website or buy directly from them.

Flexel is one of the largest suppliers of spares & accessories for the mobility market in the UK, with a comprehensive stock of replacement tyres, batteries, castors, ramps and more, whilst also manufacturing the unique Flexel Puncture Proofing System.

According to the company, the new trade-only feature of the website includes a range of benefits for their customers, including being able to place orders 24/7, view live purchase prices and order for multiple shipping addresses. www.flexelmobility.com 58 | www.thiis.co.uk

C

ontinuing its retailer support programme, Repose Furniture has announced a special offer for February of a half-price, all-inclusive, five-year warranty on every chair and two or three-seater sofa from its homecare furniture range.

The offer is available throughout the entirety of February and can be claimed by reference FEBRUARY18 when placing an order.

This latest promotion offers retailers a saving of £29.50 on a chair, £39.40 on a two-seater sofa and £49.50 on a three-seater and is available in association with Staingard.

The warranty covers accidental damage such as rips or breakage, structure damage such as frame warpage or failure of mechanism, and fabric stains, as well as a customer’s chair receiving a spray treatment application whilst being manufactured. www.reposefurniture.co.uk

NEW NHS WHEELCHAIR SERVICE FOR NORTH EAST LONDON AJM Healthcare will deliver a new Integrated Wheelchair Service for NHS patients in North East London, aiming to deliver a safe and effective service to users, their families and carers and residents registered with a GP within the three CCG areas of Barking & Dagenham, Havering and Redbridge.

Patients referred to the service receive a full holistic assessment by occupational therapists and rehabilitation engineers through close working with health and social care professionals. Specialist services such as postural seating solutions will also be available for complex case, as well as urgent care pathways and flexible services for children and adults with rapidly deteriorating conditions.

AJM Healthcare will also provide a full modification, repair and maintenance service. www.ajmhealthcare.com

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How to sign up: • Call us 0800 7316495 • You will receive FREE posters, banners and leaflets • FREE visit from a Surveyor to advise your staff on products.

How it works: • Call us with a new customer’s details • Our trained Surveyor will visit your customer and quote FREE of charge • After ordering the installation completes in approx. 3-4 weeks • You are paid referral commission on completion.

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round-up

STILTZ TARGET OCCUPATIONAL THERAPISTS AT MIDLANDS CONFERENCE Stiltz Lifts reached out to OTs to help them understand what is involved in the assessment process in the application of domestic lifts, raising awareness of the benefits that through-floor-lifts can offer end-users.

S

tiltz Lifts, along with one of its authorised partners, Dolphin Lifts Midlands, led a seminar at the Occupational Therapy Adaption Conference (OTAC) at the end of January.

Gino Farruggio, UK Trade Sales Director for Stiltz Lifts, believes it is important that the company and its dealers continue to raise awareness

60 | www.thiis.co.uk

amongst healthcare professionals and promote the fact that a Disabled Facilities Grant may be provided to the user by the local authority to help adapt their home.

The grant provides a provision for improved access to floors & rooms to make them more suitable for individuals’ needs and as part of this grant, the purchase of a Stiltz homelift

can either be fully or partially funded.

Mr Farruggio gave a presentation to OTs on the three main phases of what is involved when recommending a domestic lift to a client, including assessing the end-users’ needs for a lift, reviewing the home’s suitability and exploring the available lift options. www.stiltz.co.uk

T G Y! A R IN A ST RN TOD EA SH CA We couldn’t be more pleased with how smoothly the whole process has gone. It took only a few hours to set up and we received our commission without delay. It’s also great to know that we’re recommending products and services which are the same high standard as our own.

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GDPR: What mobility marketers need to know

John Corellis

Is your company prepared for the GDPR changes that are fast approaching? Data protection regulations are due a big change in three months’ time, yet research suggests many marketers are unsure what the changes mean. Integrated marketing agency Accord explains what major changes are coming that all marketers in the mobility industry should be aware of.

W

ith the official implementation of GDPR fast approaching, marketers are still feeling uncertain and apprehensive about the changes these new regulations will bring. In fact, research conducted by the Direct Marketing Association has shown that thirty 30% of marketers think their organisations are unprepared for GDPR, with 15% reporting that they have not yet implemented a plan at all.

What is the GDPR? To put it simply, the General Data Protection Regulation (GDPR) is a new set of European-wide data protection regulations, coming into full force in May 2018, which will strictly regulate the way in which personal data is processed.

Until recently, UK data protection was regulated by the 1998 Data Protection Act and the 2003 Privacy and Electronic Communications Direction Regulations.

GDPR will replace both these legislations with a new, stricter directive, which focuses on balancing the data collection rights of businesses with the data privacy rights of consumers. As the first major revision of European data protection laws, the regulations come as a response to the ever-expanding digital age, where the amount of data being processed by businesses is rising at an unprecedented rate.

The need-to-know changes that GDPR will generate • Previously, pre-ticked and opt-out boxes were enough for companies to prove data

62 | www.thiis.co.uk

•

•

•

•

•

•

•

‘consent’, but under the new regulations this will no longer be sufficient. Instead, data subjects must actively opt in using unchecked tick boxes or written/ electronic/oral statements The definition of ‘personal data’ has been clarified in greater detail and now includes online identifiers (including IP addresses and local information) All opt-in requests must use accessible, clear and unambiguous language to ensure that informed consent is given Businesses are no longer permitted to withhold goods/ services from individuals who do not give consent for something completely unrelated (i.e. free Wi-Fi for opting in to email communications) Businesses must provide adequate and valid reasoning to justify claiming data through ‘legitimate interest’. Consumer rights must be respected, along with the businesses’ own data collection rights Privacy policies must be explicit about what data will be used and how it will be held – ambiguous statements like “data is used for sales purposes” will no longer suffice Extensive records must be kept of all data collection forms to show how consent was granted – this includes telephone scripts It must be made clear to all data subjects that they have the right to revoke data consent at any time and this must be a simple and straightforward process.

Why is it important to your business?

GDPR will have huge ramifications on the way in which UK businesses operate and the consequences for not adhering to the new regulations can become very costly.

Companies, both retailers and manufacturers, will run the risk of facing hefty fines if they fail to comply with the requirements listed above. Consequently, it is crucial for businesses to re-evaluate how they capture and store personal data.

Above all, personal information must be processed lawfully, treated with respect and importantly, kept secure.

This last issue of security is one that is extremely important for an industry such as healthcare, which can see companies sometimes collecting very personal information on their customers due to the nature of the business.

So, if your organisation has not started to implement a comprehensive GDPR strategy, now is the time to start.

Accord is an integrated marketing agency specialising in the mature market. Everything we do is brilliantly joined-up, achieving real results by using the right channels, targeting the right audiences and developing the right strategy. To understand more about the market or to find out more about how Accord can help your business, contact John on 020 7395 9632 or john.corellis@ accordmarketing.com

Valentine Discounts!

Deals you’ll love all month

Invacare Birdie Hoist • Retail price – £1,294.80 Inc VAT • Maximum space for the user offers a comfortable lift and transfer to or from beds, chairs or even the floor • The lifters are designed to ensure that folding and unfolding can be carried out easily and without the need for tools • Compatible with a wide range of slings • Simple to dismantle and folds for storage • Emergency lowering and stop feature

Quote “THIIS Birdie Hoist”

Special Offer

£699 Ex VAT

Georgia Riser Recliner Chair

Special Offer

• Retail price – £329 Inc VAT

£189 Ex VAT

• User friendly reclining action • Double arm padding • Contemporary and stylish design • Linen upholstery • Choice of 4 colours Blue, Stone, Mink and Pomegranate

Quote “THIIS Georgia Riser”

Offers valid until 28/02/18.

Prices correct at time of going to print.

Products and offers are subject to availability.

Dedicated account manager Order today – Call us on 0330 311 6498 or email at trade@betterlife.co.uk

“The best Curved Stairlift on the Market” Jack McHugh, Product Support Manager John Preston Healthcare Group (Belfast)

Hand-built in the UK

Curved & straight stairlifts

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Great dealer support

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CONTACT US TO BECOME A PLATINUM SUPPLIER TODAY.

CALL TODAY 08000 355 591 • WWW.PLATINUMSTAIRLIFTS.COM

CareCo Mobility Showroom Positions

Mobility Showroom Manager

Full-time Showroom Assistant

Canterbury. OTE £32k pa. Permanent.

Canterbury. OTE £28k pa. Permanent.

We are looking for someone with a strong managerial retail background, and ideally experience in the mobility industry, to make our new showroom in Canterbury a success, and build upon the CareCo (UK) Ltd name.

You will be responsible for, and be part of, a customer focused team, ensuring delivery of sales targets and KPI’s whilst ensuring our exceptional company service standards are maintained.

Job Description: • Managing and motivating the team to achieve sales targets.

• Maintaining and improving operations by initiating, coordinating and ensuring compliance to policies and procedures.

• Managing showroom stocks, layouts, pricing, and promotions.

• Ensuring staff have the product knowledge to sell effectively and enhancing this knowledge as required through effective communication and training.

• Planning day to day operations and reviewing results.

• Obtaining, interpreting and acting upon sales information.

• Training, coaching and appraising staff.

• Promoting the business by liaising and engaging with relevant local bodies Skills: • Leadership • Sales driven • Commercial awareness • Confidence, drive and enthusiasm • Good numeracy and IT • Initiative • Eye for detail • Good verbal and written communication skills • Customer focused • Staff Training • People handling To apply, send your CV to hr@careco.co.uk

CareCo provide top quality mobility products at the UK’s lowest prices.

Our showrooms are designed so that out our customers not only have an amazing shopping experience but also by getting the right advice from our fully trained sales advisors on mobility products suitable for their needs, enables them to promote their independence and quality of life both around the home and outside.

As a leading independent distributor with over 13 years’ experience within the mobility industry as a group, we, at CareCo, pride ourselves on our growing reputation for supplying quality products, value for money and excellent service.

Due to our rapid expansion, we are looking to recruit a full-time Mobility Advisor in our new Canterbury showroom, and we provide extensive training to enable you to develop a rewarding career in the mobility industry.

Job Description: • Full-time showroom assistant • Hours of work are 9am to 5pm, five days a week including weekends.

• Promote, sell and secure orders from existing and prospective customers

• • • •

through a relationship-based approach.

Demonstrate products and services to existing and potential customers Assist customers in selecting the best products to suit their needs.

Answering Showroom calls.

Keeping the showroom to the correct standards, including general housekeeping.

Requirements:

• Ideally have a sales background, but not essential as we will train • Good Customer Service Skills • Good interpersonal skills – Day to day interaction with customers from all ages and all walks of life • Ability to organise own time and multitask • Good telephone manner • Computer literate • Polite • Flexible • Be driven to succeed • Strong team player • Excellent verbal and written skills To apply, send your CV to hr@careco.co.uk

Mobility Showroom Manager

Full-time Showroom Assistant

Cardiff. OTE £32k pa. Permanent.

Cardiff. OTE £28k pa. Permanent.

We are looking for someone with a strong managerial retail background and ideally experience in the mobility industry, to make our new showroom in Cardiff a success and build upon the CareCo (UK) Ltd name.

You will be responsible for, and be part of, a customer-focused team, ensuring delivery of sales targets and KPI’s whilst ensuring our exceptional company service standards are maintained.

Job Description: • Managing and motivating the team to achieve sales targets • Maintaining and improving operations by initiating, coordinating and ensuring compliance with policies and procedures • Managing showroom stocks, layouts, pricing, and promotions • Ensuring staff have the product knowledge to sell effectively and enhancing this knowledge as required through effective communication and training • Planning day to day operations and reviewing results.

www.careco.co.uk 64 | www.thiis.co.uk

• Obtaining, interpreting and acting upon sales information • Training, coaching and appraising staff • Promoting the business by liaising and engaging with relevant local bodies Skills: • Leadership • Sales driven • Commercial awareness • Confidence, drive and enthusiasm • Good numeracy and IT • Initiative • Eye for detail • Good verbal and written communication skills • Customer focused • Staff Training • People handling To apply, send your CV to hr@careco.co.uk

CareCo provides top quality mobility products at the UK’s lowest prices. Our showrooms are designed so that out our customers not only have an amazing shopping experience but also by getting the right advice from our fully trained sales advisors on mobility products suitable for their needs, enables them to promote their independence and quality of life both around the home and outside.

As a leading independent distributor with over 13 years’ experience within the mobility industry as a groupa, we, at CareCo, pride ourselves on our growing reputation for supplying quality products, value for money and excellent service.

Due to our rapid expansion, we are looking to recruit a full-time Mobility Advisor in our new Cardiff showroom, and we provide extensive training to enable you to develop a rewarding career in the mobility industry.

Job Description: • Full-time showroom assistant • Hours of work are 9am to 5pm, five days a week including weekends.

Core Functions: • Promote, sell and secure orders from existing and prospective customers through a relationship-based approach • Demonstrate products and services to

• • •

existing and potential customers Assist customers in selecting the best products to suit their needs Answering Showroom calls Keeping the showroom to the correct standards, including general housekeeping

Requirements: • Ideally have a sales background, but not essential as we will train • Good Customer Service Skills • Good interpersonal skills – Day to day interaction with customers from all ages and all walks of life • Ability to organise own time and multitask • Good telephone manner • Computer literate • Polite • Flexible • Be driven to succeed • Strong team player •

Excellent verbal and written skills

To apply, send your CV to hr@careco.co.uk

trusted recruiter

Business Development Manager North of England – £35k plus commission Our client has been established for over 50 years. They specialise in the supply of a range of mobility and medical products across the UK and Ireland. Due to growth they are now seeking a Business Development Manager to cover the North.

You will be responsible for growing their range of products in the North of the country, including Cheshire, Manchester, Yorkshire, Lancashire, Cumbria and Durham, up as far as Scotland. This will be both B2B/B2C and end-users. The product range includes wheelchairs - both powered and manual - mobility scooters and a range of wheelchair accessories.

You must have at least 2 years’ experience of having sold wheelchairs and good technical understanding of wheelchairs.

Must have field based sales experience.

Base Salary of £35k plus commission to be negotiated. Van, phone, tablet, pension, healthcare, 20 days holiday plus bank holidays.

Confidentially send a copy of your CV to Antony@trustedrecruiter.co.uk including job reference 462 in order to discuss further.

Business Development Manager South of England – £35k plus commission Our client has been established for over 50 years. They specialise in the supply of a range of mobility and medical products across the UK and Ireland. Due to growth they are now seeking a Business Development Manager to cover the South.

You will be responsible for growing their range of products in the South of the Country anywhere from Bristol across to South of the Thames. This will be both B2B/B2C and End Users. The product range includes Wheelchairs both powered and manual, mobility scooters and a range of wheelchair accessories.

wheelchairs and good technical understanding of wheelchairs.

Must have field based sales experience and be willing to cover the southern part of UK including London. (expenses paid for by company) Base salary of £35k plus commission to be negotiated. Van, phone, tablet, pension, healthcare, 20 days holiday plus bank holidays.

Confidentially send a copy of your CV to Antony@ trustedrecruiter.co.uk including job reference 460 in order to discuss further.

You must have at least 2 years’ experience of having sold

Technical Specialist London-based – £23k plus profit sharing bonus Our client is a leading supplier of innovative postural and seating products for both children and adults. Employing over 100 people across the UK and Ireland with over 20 years in existence.

They are seeking a Technical Specialist or Service Engineer to carry out quite basic repairs and audits of their products in customers’ homes, schools and hospitals etc. As well as helping to build relationships with existing customers and clients along the way. This product mainly includes walking and standing aids. This is an excellent opportunity for someone looking to start a role within the private mobility/disability sector or wanting to work for a well-established company offering career progression along the way. The previous Technical

Specialist was internally promoted.

As the product range is not too technical the candidate does not have to be too mechanical minded but more so have an understanding or have worked with therapy products. Perhaps been a therapy assistant or technical instructor. Must be willing to travel as will be covering the whole of London including central London where required.

Base Salary of £23k plus profit sharing bonus, company van, life insurance, pension, 20 days holiday plus bank holidays.

Confidentially send a copy of your CV to Antony@ trustedrecruiter.co.uk Including job reference 461 to discuss further.

0333 0144 014 www.trustedrecruiter.co.uk www.thiis.co.uk | 65

training

Training Matters...

Half Day Closing – our website is Open All Hours • • • •

Consultative Selling Customer Styles Awareness Coaching Process Skills Half-Day Closing

www.taskforcematters.co.uk

Training Diary 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 2018 Sunrise Medical - JCM Postural Management Workshop: Specialist Seating – February 6th 2018 - Sunrise Medical, Brierley Hill.

Sunrise Medical - JCM Technical Training – February 7th 2018 - Sunrise Medical, Brierley Hill.

Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – February 7th 2018 - Ilminster. FOC including Lunch.

Careflex - What A Difference A Chair Makes (OTAC) - February 7th 2018 Hallmark The Queen Hotel, Chester Simple Stuff Works - Measure, Position and Protect – 7th February 2018 – Hallmark the Queen Hotel, Chester – FOC Jiraffe - Essential Jiraffe Equipment Information and Training Session - 13th February 2018 – Belfast - FOC Jiraffe - Essential Jiraffe Equipment Information and Training Session - 13th February 2018 – Derry - FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified

Course – Wednesday 14th – Thursday 15th February 2018 - Market Harborough, Leicestershire

29th March 2018 - Market Harborough, Leicestershire

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 20th – Wednesday 21st February 2018 - Liss, Hampshire

Electric Mobility – Servicing / Maintenance & Fault finding for Rascal Mobility Products – April 11th 2018 - Ilminster. FOC including Lunch.

Pride Mobility - Service Training - February 21st & 22nd – Bicester

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 10th – Wednesday 11th April 2018 - Liss, Hampshire

Disability Trading Company – Disability Confident (Covers customer and staff needs) – Monday 26th February – Jiraffe - Jiraffe, Training for Life: Sleeping, Standing and Mobility Course - 28th February 2018 – Sheffield - FOC

March 2018 Jiraffe - Essential Jiraffe Equipment Information and Training Session – 13th & 14th March 2018 – Dundee – FOC Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 14th – Thursday 15th March 2018 - Liss, Hampshire Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 28th – Thursday

April 2018

Jiraffe - Jiraffe, Training for Life: Technical Users Course – 18th April 2018 – Sheffield - £100 (+VAT) per person Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 28th – Thursday 29th March 2018 – Tyne and Wear, County Durham Pride Mobility - Service Training – April 25th & 26th – Bicester Careflex - What A Difference A Chair Makes (OTAC) - April 26th - Weetwood Hall Hotel, Leeds Simple Stuff Works - Measure, Position and Protect – 26th April 2018 – Weetwood Hall Hotel, Leeds – FOC

Contacts for bookings or email marketing@electricmobility. co.uk

Balshaw – 01925 240064 – j.balshaw@ disabilitypartnership.org.uk

JCM – Contact Rachel Davis on training@jcmfactory.co.uk

Jiraffe – call +44 (0)114 285 3376 or email marketing@jiraffe.org.uk

Pride Mobility – sales@pride-mobility. co.uk or contact: 01869 324600

Careflex – Call Julieanne Fewings on 01626 831 843 or email julieanne. fewings@careflex.co.uk

Electric Mobility – Call 01460 258158

Disability Trading Company - John

Simple Stuff Works - Contact Simone McCarthy at Trainingadmin@ simplestuffworks.co.uk or call 01827 307870

Benmor Medical – Contact Katie Rowsell – 0333 800 9000 – katie. rowsell@benmormedical.co.uk.

Invacare – Call Joan James on 01656 776283 or email jjames@invacare.com

66 | www.thiis.co.uk

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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

TGA IBEX STRENGTHENING SALES WHATEVER THE SEASON THE STRONG YET STREAMLINED SCOOTER FOR TOWN AND COUNTRY

01787 882244 orders@tgamobility.co.uk www.tgamobility.co.uk

Team of the Year