Thiis Jan 2017

THIIS Trade Magazine • Issue 220 • January 2017

Issue 220 • January 2017

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

Time to get noticed ATTENTIONGRABBING ANTIQUE BIG REACH, SMALL BUDGET

SALES SUCCESS NEW PRODUCTS NEW TO THE TEAM FOND FAREWELL

Why sell a stairlift when you can sell a real lift? ●

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A neat and discreet alternative to a stairlift

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Earn up to an amazing

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through the Stiltz Lift referral scheme ●

Exciting and unique product offering; an easy referral

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Various sizes of eye catching point of sale

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Simple process, just collect the client details and we do the rest

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www.stiltz.co.uk

…from the editor With it being a new year, we decided to cover a selection of new, attention grabbing products from last year’s Rehacare, including the eye-catching Gatsby scooter featured on our front cover.

The unique scooter is from Swiss based Vintage Mobility and is one of four products that really stood out from last year’s show.

We also have an interesting piece looking at how companies can achieve big promotion without the need for a big marketing budget, helping make sure you can hit that New Year’s resolution of generating more business in 2017.

Don’t be shy, why not get in touch...

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

Lastly, the new year sees a new editor for THIIS magazine as I look to continue the amazing work of David Russell. You can read his heartfelt fond farewell on page 12.

Calvin Barnett

Managing Editor

Editor

David N Russell Tel: 01536 710050 E-mail: info@thiis.co.uk

On the front...

Rehacare innovation to look out for.

Page 30

Advertising Enquiries You can find THIIS on Twitter at: wwwthiiscouk

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

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

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

“How honest are you with the customers”

British Healthcare Awards Page 8

“Getting people to like us can make a massive difference to the bottom line”

“It’s been challenging, fun, sometimes frustrating but always incredibly satisfying”

“Hate or love the design, it is undoubtedly a conversation piece”

Contributor this month...

Tom Courtney Courtney Associates (Global)

4 www.thiis.co.uk

InTHIISissue...

“It’s about creating those stories to help push your product”

Antique grabs attention Page 14

Successful selling Page 16

New to the team Page 20

Rehacare round-up Page 30

Big promotion, small budget Page 36

Why the Silver Census?

Page 40

Understand your customers Page 52

THE PATTERSON MEDICAL

WINTER SPECIAL DISCOUNT LOW PRICES ON OUR BESTSELLING RETAIL PRODUCTS QUOTE CODE H0271 WHEN ORDERING. ALL OFFERS END 31ST JANUARY – DON’T DELAY!

Bathmaster Deltis

Buckingham Caddy

One hour battery charge.

Robust components and optimum transition speed.

Ideal for carrying a variety of items around the home. Includes tray for transporting food and a mug holder.

Complete with blue covers 09 132 4144 Complete with white covers 09 132 4185

Walking frame not included AA8389

RETAIL

£507.60

RETAIL

£43.75

TRADE

£274.96

TRADE

£25.49

ONE+

£155.00

ONE+

£18.50

FIVE+

£152.50

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£17.50

Days Trolley Walker

Days Trolley

Savanah Bath Step

Sturdy, height adjustable walking trolley with easy-to-clean shelves.

Flat packed height adjustable trolley with wooden shelves.

4 inch raise and easy to stack. Supplied with a foam pad.

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199F

AA1824Y

RETAIL

£137.65

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TRADE

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ONE+

£46.00

ONE+

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£14.75

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£14.25

Shatterproof Mug

Caring Mug

Easybar Suction Rail

Shatterproof material with a choice of lids.

Dishwasher and microwave safe.

Large contoured, angled handles. Matches the caring cutlery range. Dishwasher and microwave safe

Complete with safety lock indicators that display green. Convenient for travelling.

AA5700

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ONE+

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Please contact your Patterson Medical Sales Representative

FOR FURTHER INFORMATION

Tel: 03444 124 330 Email: retail.sales@pattersonmedical.com www.pattersonmedical.co.uk

Clearwell Mobility cut the ribbon on new showroom Councillor Judy Rogers, the Mayor of Hastings, officially opened the new showroom, taking the company’s tally of stores to eleven.

The store is the first showroom in the centre of Hastings devoted solely to providing independent living equipment ranging from mobility scooters and riser recliners to smaller day to day living and dressing aids.

The showroom also offers daily and weekly wheelchair hire for day visits and holidays in Hastings.

Duncan Gillett, Managing Director of Clearwell Mobility commented: “There are a large number of elderly and disabled residents in Hastings and St Leonards and this showroom will help them to maintain an independent lifestyle for longer.”

This latest addition is the eleventh showroom in the Clearwell Mobility chain which covers Sussex and parts of Surrey and Kent. The company has been operating in the region for the past decade and has steadily grown since opening their first showroom in Brighton back in 2004.

Clearwell Mobility says it intends to continue to expand its retail locations across the South East.

To find out more visit www.clearwellmobility. co.uk

British Made

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

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

British Healthcare Awards celebrate the best of 2016 Now in their 21st year, the annual British Healthcare Awards took place in December.

Awards were presented for a number of categories, ranging from the most effective marketing campaign to the best contribution to the community.

The Independent Living Design Award went to the Minimo Plus folding mobility scooter from TGA, a product that was launched back in 2013.

The judges were particularly impressed with how the company had considered and incorporated the users feedback into the scooter’s latest design.

Best Product was awarded to the Invacare Maxxcare Heel Boot, a product that protects one of the most common sites for pressure ulcers.

Well Medical’s Brayden CPR Training Manikin and Invacare’s Modulite Seating System were also highly commended in the tightly contested category.

The Best Service award was presented to InHealthcare’s INR self-testing service for warfarin patients, allowing patients to selfmonitor and reducing frequent, time-consuming clinic appointments.

The Most Effective Marketing Campaign Award went to Invacare’s TDX2 Marketing Campaign team, whose use of digital marketing techniques, combined with traditional offline elements, 8 www.thiis.co.uk

resulted in sales volumes growing by 270%.

Essential Aids’ ‘Quadrosenior’ campaign, which featured as our cover for last year’s January issue, was highly commended for challenging stereotypes and portraying ageing with attitude.

Heather Seaman of Kent Mobility, described as ‘a credit to her company,’ won BHTA’s Individual of the Year whilst Team of the Year was awarded to Stiltz who scored highly both in terms of the quantity and quality of comments from customers.

The Best Contribution to the Community award – a new category for 2016 – recognised Acorn Mobility Services’ contributions, which included support of a local hospice, various fundraising activities and a donation of over 25 stairlifts, altogether raising over £21,000.

You can find out more about the awards with the full list of entrants and winners at www.bhta. net

GEL BATTERIES

TRAVEL FURTHER WITH •RELIABLE •LONGER LASTING •100% GENUINE GEL Full Range of Haze GEL Batteries available Easystart Ltd. Tel: 01536 203030 Website: www.easystartbatteries.co.uk Email: sales@easystartbatteries.co.uk

Barend receives Lifetime Achievement Award The British Healthcare Trades Association awarded its prestigious Lifetime Achievement Award to Dr Barend ter Haar, acknowledging the major role he has played within the Healthcare Industry.

With over 40 years of industry experience, Barend has achieved global recognition as a result of his work, training and knowledge within the Assistive Technology, Decontamination, and Healthcare markets.

He is also the co-founder of BES Rehab Ltd, which he started in 1993.

His contribution started through medical publishing, later serving as a Director of the BHTA for eight years. He has been part of the

5 Banner Waranty.indd 1

ISO Seating Standards committee since its inception in 1998, leading the group for the Flammability Standards published in 2012 and 2014 and led the ISO Standard on Guidelines for Pressure Mapping.

He was a key member of the small Posture and Mobility team for several years that helped grow the group from 200 members to 900.

year warranty on mobile hoists

10 www.thiis.co.uk

We are so committed to quality, that we now offer a 5 year warranty on our bestselling mobile hoists.

Please contact us for more information on 01656 776222

www.invacare.co.uk 27.08.15 10:25

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So long…farewell…

As they say, all good things have to come to an end and so I find myself writing a goodbye message as Editor of THIIS magazine.

After 220 issues, millions of words and hundreds of interviews, the magazine is now in the very capable hands of Calvin Barnett and I’m sure he will take good care of it.

It seems just yesterday that the first, 8-page newsletter was published - way back in 1999.

From a simple newsletter to a ‘proper’ magazine, THIIS has come a long way since then, reflecting the development of the marketplace and the industry along the way.

It wouldn’t have happened without the support of many of you reading this who have encouraged, suggested, provided constructive criticism, passed on ideas and have generally

been fantastic cheerleaders for what we have been doing over the years.

Many, many thanks for all the help and the support which has been greatly appreciated.

Although I am finally letting the baby go, I’m not disappearing completely. I will still be writing for the magazine and will still be delighted to interview you if you have a good story to tell.

It’s been challenging, fun, sometimes frustrating but always incredibly satisfying and I thank you for giving me the opportunity to play a small part in a wonderful industry.

Best wishes, The Ex-Editor!

New Year Specials 12 www.thiis.co.uk

ed v o pr

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NE

&

im

Jubilee

by

Dual-motor Riser Recliner featuring the latest Seminar Tilt-in-Space Mechanism with Variable Angle Lift.

British Design & Craftsmanship

Our Premium Jubilee chair now comes in stylish new fabrics from stock.

For more information or to make an order call our Customer Service Team.

Plaid & Plain Linen

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Made to measure from 16� seat height Waterfall & Lateral back options in stock for next day delivery Pressure care drop-in seat cushions Ultra up to 25 stone weight limit Leather Woodland Bark Ultra Leather Sandy Beach

Ultra Leather Night Shadow

0800 252 614

sales@electricmobility.co.uk electricmobility.co.uk

Eye-catching antique is window display centre piece A reconditioned medical device over half a century old is grabbing shoppers’ attention in Kent.

The Safe Hands Mobility team have produced an eye-catching window display using a Harding Model IV Electric Invalid Carriage which was rescued from an antique shop and restored.

Director Neil Smith explained: “We found the machine in a sorry state in an antique shop in Hastings eight years ago. Originally this machine was coloured green as were all the model IV carriages. We had the carriage restored and painted in our corporate colours. The model we own was produced in January 1963 and was one of a production run of 12 machines.

He added: “The firm of RA Harding Ltd of Bath produced hand propelled petrol and electric

14 www.thiis.co.uk

carriages from the 1920’s until they ceased production of powered machines in 1966. Hand propelled machines were produced until 1973.

After a period of service as a ministry repairer the company closed down in 1988.”

Neil says that he believes that there are just three known model IV survivors and he would be interested to hear from anyone who has any further information on the products.

The retailer has two showrooms in Folkestone and Birchington.

Call 01303 274574 or visit www. safehandsmobility.co.uk

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

Our services include: • • • • • • • •

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

CONTACT US TODAY ON 0330 445 0099 SPECIALISTS IN HEALTHCARE LOGISTICS

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

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Focus

Successful selling (Part Two) In his second of two articles, Tom Courtney, Founder and Managing Director of Courtney Associates (Global), builds on his first article about selling and the fact that whilst we obviously need a good product or service to sell, we mustn’t lose sight of the fact that…

...People Buy from People!

As I stated in Part One of this article, it is too simplistic to say that ‘people buy from people’. Perhaps the phrase should be ‘People buy from people who behave in line with how they like to behave’.

As I also stated in Part One, there are many and varied characters out there that whom we are trying to sell to. I highlighted the following groups: • Forceful, Direct, Results Orientated People – I called them (D) People • Fun, Talkative, Outgoing People – I called them (I) People • Steady, Patient ,Relaxed People – I called them (S) People • Precise, Analytical, Accurate, Detailed Oriented People – I called them (C) People I highlighted that our challenge when selling to others was to recognise what type of person we are dealing with and to adapt our behaviour in such a way as to build rapport, connect and influence them to buy from us. In essence getting them to like us.

Recognising a ‘D’ Character A ‘D’ character can be described with the following words - independent, quick, direct, decisive, daring,

determined, challenge-orientated, forceful, objective, achieving, firm, confident and results-driven.

A ‘D’ character is easy to recognise straight away.

When building up a rapport and connecting with a prospective client, that is very useful to understand.

Generally, a ‘D’ character can be recognised as someone who likes to get to the point with the minimum of small talk.

They like to stick to business and have low patience levels when irrelevant facts are being presented or when another party is taking too long to get to the point. They are generally quite decisive people and use strong words with a strong tone of voice and generally display a lot of dominant non-verbal communications.

Some tips to communicate, influence, build rapport and connect with a ‘D’ character in a sales context would be: • Be clear, specific and to the point – don’t ramble on or waste time • Stick to business, don’t get too personal or waste time with idle chit chat • Be prepared when meeting with them and present facts logically and in short chunks • Provide alternatives and choices for them to make Cont. on page 18

16 www.thiis.co.uk

!

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Made to Measure

ROMA MURCIA FEATURES Split battery pack.

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Comfortable adjustable height seat and flip up and width adjustable armrests.

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Easy to use controls and front shopping basket with carry handle.

Maximum user weight up to 21 stone with a range of 19 miles.

Available in Red & Blue.

www.romamedical.co.uk | 01656 674488

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• •

their own decisions Motivate and persuade by referring to results Be punchy and to the point when communicating

Recognising an ‘I’ Character An ‘I’ character can be described with the following words - emotional, enthusiastic, optimistic, outgoing, excitable, persuasive, friendly, charming, humorous, motivating and inspiring.

An ‘I’ character is another easily recognisable person.

They tend to talk a lot and are very animated non-verbally.

They are comfortable talking about themselves and sharing personal details about themselves very quickly.

You can be in the company of a strong ‘I’ character for ten minutes and it feels as if you have known them for ten years. Their face is an open book and they respond quickly and emotionally to any controversial, happy or sad news given to them.

Some tips to communicate, influence, build rapport and connect with an “I” character would be: • Allow time for relating and socialising – don’t be curt, cold or tight lipped • Talk about people and their goals – don’t drive on facts and figures • Ask for their opinion – don’t be impersonal or task orientated • Use enough time to be stimulating, fun and fast moving- don’t cut meetings short or be too business-like.

• • • •

questions Present your case logically, softly and nonthreateningly If they are talking to you, give them time to speak and don’t interrupt Make gentle movements non-verbally – don’t be too animated If a decision is required of them, allow them time to think – don’t force a quick decision

Recognising a ‘C’ Character A ‘C’ character can be described with the following words – logical, thorough, serious, systematic, critical, conscientious, precise, perfectionist, deliberate, high standards and accurate.

A ‘C’ character is one of the hardest characters to identify quickly face to face. They tend to look in control of a situation and in a sales context, tend to take a lot of notes when you are pitching to them. They can look pensive, contemplative and sometimes evasive when you are communicating with them and in the extreme, can lack a little warmth.

A ‘C’ character places a lot of emphasis on detail, facts and figures and in a sales situation, it is always best to be well prepared when pitching to them, knowing all the details of your proposal and bid document.

Some tips to communicate, influence, build rapport and connect with a “C” character would be: • Be well prepared – don’t be disorganised, out of control or messy • Approach a ‘C’ in a straightforward direct way – don’t be casual, informal or personal • Use a thoughtful approach to sales - don’t force a quick decision • Present specifics and do what you say you can do • Draw up an action plan with schedules dates and milestones • In disagreement with a ‘C’ prove your case with clear data, facts and testimonials - don’t appeal to opinion or feelings as evidence • Provide a ‘C’ with the information and time they need to make a decision

“Your product’s great, the market needs it and your company’s sales strategy is technically sound... but is this enough to gain a competitive advantage when you are in front of a prospective client?”

Recognising an “S” Character An ‘S’ character can be described with the following words - cooperative, loyal, supportive, diplomatic, patient, easy-going, respectful, effective listener, approachable, friendly, tolerant and encouraging.

An ‘S’ character, whilst not the easiest character to recognise straight away, none the less does give out signals. They tend to be a little more reserved and don’t talk much, although when they have something to say it is generally worth listening to. An ‘S’ character tends to be less animated than an ‘I’ character and emphasises points with gentle less erratic hand gestures.

‘S’ characters, unlike the ‘I’, don’t tend to talk about themselves a lot. They are much more interested in others from a caring perspective. Again, unlike the ‘I’ character, the ‘S’ character doesn’t wear their heart on their sleeve and their face doesn’t tend to be an open book. As a result of this, they tend to make very effective counsellors, mentors or coaches.

Some tips to communicate, influence, build rapport and connect with an ‘S’ character would be: • Start a meeting on a personal level to break the ice – don’t rush headlong into business • Show a sincere interest in them as people • Patiently listen to them and draw out their thoughts or ideas – don’t force a quick response to your

18 www.thiis.co.uk

None of these tips will guarantee success when selling, however in a competitive world where we have to maximise every element of the sales process and where the small margins can make a big difference, understanding behaviour and getting people to like us can make a massive difference to the bottom line.

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MAXIMUM PERFORMANCE FOR MOBILITY Market-leading batteries, chargers and tyres developed especially for the mobility industry.

Please contact us for more information on the complete Strident range of mobility products and customer service.

THE POWER BEHIND THE BRAND Tel: +44 (0) 1362 300102 Fax: +44 (0) 1362 300103 Email: sales@strident.uk.com www.strident.uk.com Global House, Hall Lane, Dereham,Norfolk NR20 3GG

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

New Sales & Marketing Director for AKW AKW, manufacturer of accessible bathrooms, kitchens and mobility support solutions has appointed Andrew Crown to the role of Sales and Marketing Director.

The company says that Andrew will be a driving force behind ambitious plans for double-digit growth.

Reporting directly to AKW Group CEO Paul Massey, Andrew will lead a 40 strong sales and marketing team.

Over the last two decades, Andrew has worked with a number of extremely successful companies. Prior to joining AKW, Andrew was Managing Director at ATAG Heating Technology Ltd, where he held full responsibility for planning, building and successfully launching the business to market.

For more information, visit www.akw-ltd.co.uk

New Midlands Area Dealer Manager for Electric Mobility John Wrigley has joined Electric Mobility as Midlands Area Dealer Manager, focusing on developing business with the company’s network of Rascal and Cosi Chair Dealers across the region.

John joins the company having spent the last eleven years at Pride Mobility, where he was instrumental in acquiring numerous large key accounts.

Jonathan Hearth, Managing Director of Electric Mobility said: “He has a fantastic reputation among the Dealers, great experience of the industry and brings a real depth of knowledge to our business.”

For more information, visit www.electricmobility.co.uk

New Product Specialist for RMS New team member at All Terrain Wheelchairs Mark Weston (left, with the rest of the All Terrain Wheelchairs team Richard, Cheryl and David) has taken the role of Sales & Maintenance Engineer at All Terrain Wheelchairs.

He will be involved in demonstrating the company’s powerchair to potential customers around the country as well as visiting existing customers to service and maintain their powerchairs.

Cheryl Thomas, All Terrain Wheelchair Sales Coordinator, commented: “Mark brings with him a wealth of customer service experience, having spent 15 years in retail; myself and Richard believe this will be hugely beneficial to us as a company and to our customers.”

For more information visit www.allterrainwheelchairs.co.uk 20 www.thiis.co.uk

Following increased growth, RMS Ltd has appointed Micael Lazaro to the role of Product Specialist for the South West of England, joining as the eighth member of the growing sales team.

In this new position, Micael will be responsible for assessment, support and back up to NHS wheelchair services, Child Development Centres, Specialist Schools as well as being involved in new private assessments.

RMS is a long-standing supplier to NHS wheelchair services and in recent years has increased its product range which now includes Gait Walkers, Standing Systems and Vibration Standing Therapy.

Call 01795 477280 or visit www.ineedawheelchair. co.uk for more information

Excel Sportrek The Excel Sportrek is our latest, 8mph class 3, mid-size mobility scooter

Height adjustable headrest

Easy to adjust captain seat.

Adjust the height, depth and backrest angle to suit your needs.

Our fully adjustable tiller section coupled with our depth adjustable seat means the optimum driving position is only a moment away

The existing foot board, plus the newly added anti-scuff rubber matting on the front shroud means the legs can be extended for total ride comfort.

Bright, modern LED lights use less power while increasing visibility.

Front independent & rear mono-shock suspension systems means the Sportreks ride quality is unparalleled.

All new dashboard with multi-function LCD screen showing speed, time, distance travelled, temperature, maintenance reminders and remaining battery level.

Total width: Total length: Seat width: Seat height: Speed: Batteries:

65 cm 120 cm 46 cm 41.5 - 46.5 cm 8 mph 4x 22 Ah premium batteries

www.vanosmedical.com

Charger Wheelbase: Ground clearance: Total weight: User weight:

The battery location means the Sportreks balance and stability are greatly improved

5 Ah 88 cm 12 cm 127 kg Max. 136 kg

Colours:

Complies with: EN12184

Due to the battery location we have been able to add a lockable under seat storage compartment.

Van Os Medical UK Ltd. Excel House Ashbrooke Park Sherburn In Elmet North Yorkshire LS25 6PJ 01977 681400 sales@vanosmedical.com

w

top trade deals

DealON! Looking for a deal? Then this is the place to come.

Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage...

All offers are valid until January 31st 2017 unless otherwise stated.

Deal on offer...

Right Handed Ergonomic walking stick – £3.49 each or box of 10 for £29

Trade prices for new product

Mackworth TA180 – New Year Offer!

Mackworth TA180 transfer support unit available throughout January 2017 at an amazing discounted rate!

Call Prism Medical UK on 01924 845009 for more information or to place an order.

50% OFF Twitter Marketing Programme

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Introducing the TailorMade; a high back chair with a variety of options providing a comfortable yet stylish chair to suit any customer. You can choose the back style, arm styles, size, fabrics and an optional foot stool.

The TAPPS Twitter programme drives internet traffic to YOUR Website. If you want more web visitors TAPPS can deliver them. Get 6 months for the price of 3 and turn on the TAPPS for more sales today.

Call us on 0330 311 6498 or email at trade@betterlife.co.uk

For more information please contact us on 0800 037 3084 or email at us sales@niagarahealthcare.co.uk

Contact Impression-Marketing 07968-421428 info@impression-marketing.co.uk www.impression-marketing.co.uk

Two Free Home Delivery Smartphone Apps (worth £750)*

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FREE Marketing Appraisal Got an impressive product, service or organisation to promote? We can help you get noticed. Take advantage of our FREE, no obligation, marketing appraisal today.

Contact Impression-Marketing 07968-421428 info@impression-marketing.co.uk www.impression-marketing.co.uk 22 www.thiis.co.uk

Contact Easystart on 01536 203030 or sales@easystartbatteries.co.uk

Bespoke Stairlifts Infinity Curved Stairlift Take advantage of our fully comprehensive in house training currently free of charge. This in depth training covers all aspects of the Infinity from installation, commissioning and troubleshooting.

For more information please contact josh@bespokestairlifts. co.uk or call 01484 516 777

Stiltz Home Lifts are looking to develop their new, exciting Installer Partner Programme Signing up for both sales and installation will make the Stiltz business far more profitable that a straightforward sale. Full training will be provided.

For more information, call/email Trade Sales Manager, Gino Farruggio on 07940 437 835 / gino.farruggio@stiltz.co.uk

EZ-Adjustable Bed Rail

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The Unlimited Company opens new Bicester store Following on from the launch of a new Blackburn superstore in November, The Unlimited Company from Simplyhealth has opened another shop in Bicester.

In addition to a scooter showroom, The Unlimited Company store has a consultation area with seating for customers to discuss individual needs with staff.

At the launch event, Wellbeing Practitioner Elizabeth Shield was on site providing complimentary wellbeing advice, blood pressure testing and BMI testing for shoppers.

To find out more, visit www. theunlimitedcompany.co.uk

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Tracy Ward, Store Manager, said: “We want to help as many people as possible regain or rediscover their independence. This might be in the home, using a cleverly designed piece of furniture or kitchen appliance, or out and about using a power chair with ergonomic steering system.”

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round up Devon businesswoman wins regional business award Bubbles Putnam, Director of Putnam Health, has won the Leadership Award for the South West region at the EEF Future Manufacturing Awards. She will now proceed to the national finals in January.

A panel of judges were impressed by Bubbles drive to build upon her family business and find new markets and opportunities.

Bubbles commented: “I’m really looking forward to the national finals in January to see how I measure up against leaders from across the rest of the UK.” The website is www.putnams.co.uk

Overseas growth leads to award success for Acorn Acorn Stairlifts FastTrack system has helped fuel a boom in the company’s overseas sales and also helped fill its award cabinet.

The company has just won the Innovation and Export Awards for the North East, Yorkshire and Humber region at the EEF Future Manufacturing Awards and now progresses to the national finals in January.

The FastTrack system allows a curved stairlift to be fitted within a few days of an order being taken, with engineers assembling prefabricated stair rail sections on site.

The system has helped Acorn export to 84 countries and become the market leader for stairlifts in America. Almost two-thirds of its near £150M annual turnover comes from export sales.

Repose announces competition winner Repose announced the winner of a competition which challenged exhibition visitors to pick up a Selfie Sid or Posing Polly pen from Repose’s stand and take a pic of it in the most unusual location possible.

Contestants had to post their pictures to either Facebook or Twitter in order to enter, with the top prize of a night away being awarded to Kerry Beswick, who took her pens all the way to Queensland, Australia.

Runner-up Jo Bonsor took her pens on a short trip to Amsterdam, as well as visiting her mother who was pictured with her pens while sitting in her Repose chair.

26 www.thiis.co.uk

round up

Companion achieves Trusted Trader status Companion Stairlifts has been awarded Which? Trusted Trader status after completing the consumer champion’s vetting procedure.

Which? Trusted Traders helps consumers find local, endorsed traders who have passed an assessment process which includes credit and customer reference checks and a visit from a Which? assessor.

Managing Director Clare Brophy said: “It’s important to us that our customer service is recognised as being first class, and the Which?

Trusted Trader scheme gives an independent assurance to our customers so they can have complete confidence.

“This year has been fantastic already, with turnover up by almost a quarter. Now with the Trusted Trader endorsement we’re hoping for greater success in the last quarter of the year.”

To celebrate becoming a Which? Trusted Trader, Companion has also launched a new look website.

To find out more, visit www.companionstairlifts. co.uk

Scottish entrepreneur wins Stelios National Award Alex Papanikolaou from Glasgow has won the Stelios Award for disabled entrepreneurs and the £30,000 prize money.

Alex’s business, Freedom One Life, developed a next generation power wheelchair which aims to be more reliable and durable following his own experiences of using unreliable power wheelchairs.

The four finalist businesses to join Alex at the awards ceremony included an app for restaurant menus, portable gyms for wheelchair users, and inclusive training and community engagement.

All four were awarded £10,000 for their business ideas.

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Rehacare 2016 Round-Up: Ones to watch At 2016’s Rehacare, over 90,000 visitors descended on Dusseldorf’s Messe to see the latest in rehabilitation, prevention, inclusion and care products and services on the market. THIIS selected four eye-catching and attention grabbing products that could be the perfect addition to your retail store or next big distribution opportunity.

The Great Gatsby One of the most striking mobility products being shown at Rehacare was Swiss-based Vintage Mobility’s scooter, the Gatsby.

Rethinking what a conventional mobility scooter looks like, the Gatsby takes heavy inspiration for both its name and design from the 1920s and in particular, Ford’s legendary Model T. The scooters are designed in Switzerland, with a lockable front storage compartment, large front bumper & grill and capacity to reach speeds of 6 – 11 miles per hour.

The company claims that the Gatsby is the first in what will become a family of vintages scooters, with another already planned to be launched in 2017.

Hate or love the design, it is undoubtedly a conversation piece. Find out more at www. vintage-mobility.ch 30 www.thiis.co.uk

Photograph credit: Messe Düsseldorf/ctillmann

Seen in all the best places!

The BHTA logo has always been something important to look out for if you want to be sure that the company you are dealing with is setting and maintaining the right standards.

Every BHTA member agrees to abide by a Code of Practice, part of the Consumer Codes Approval Scheme, which is run by The Trading Standards Institute. The BHTA code is the only one in this industry.

Only BHTA member companies can display the two logos together and it means that you can be confident of enjoying high levels of care, courtesy and professionalism.

To find out which companies can offer you that guaranteed level of confidence, go to the website and use the member search facility.

www.bhta.net

Rehacare Round-Up Mobility controlled by your tongue?

One of the most technologically innovative devices showcased at 2016’s show was TKS Technology’s iTongue. The creation of Aalborg University’s Faculty of Medicine Associate Professor, Lotte Andreasen Struijk, the iTongue allows users to communicate and even control their wheelchair using just their tongue.

The ideal solution for those who have suffered spinal cord injuries and cannot use their arms or legs but can still use their tongue, the device is designed to fit inside a user’s mouth. The user then uses their tongue via a piercing which operates sensors built into the device, effectively functioning as a mouse and keyboard on a computer. In this way, paralysed people have the ability to operate a computer or control their wheelchair.

The company has also launched a range of other products including the iHandle, a finger operated controller; the iTremor, a digital device allowing people with tremors to use standard wheelchair joysticks safely; and the iCtrl, a smartphone and tablet application that allows a wheelchair user to control their chair using their smartphone.

More information can be found at www.tks-technology.dk

SitnStand stands-out One of the stand-out products at Rehacare is a new device that helps people sit down and stand up. Aptly called the SitnStand, the device features multiple air sealed layers and an air pump that inflates and deflates to assist with a user to either sit or stand.

Operated via a remote with two main bottoms for inflation or deflation, the portable device focuses on simplicity and weighs less than 2.5kg, allowing users to use the device anywhere in the home or when out and about.

The company hopes the device will increase users’ mobility and independence, whilst also removing risk and strain to caregivers who help those that struggle getting out of chairs.

More information about the device can be found at www.sitnstand.com

Reinventing the wheelchair Claiming to have rethought the wheelchair concept entirely, German-based DESINO showcased their innovative adaptive wheelchair, the Radius. After years of research, including motion analysis of how the human body moves when walking, the award-winning wheelchair has developed a unique seat and drive system that transmits motion similar to human gait on the spine.

Focusing on comfort and movement, the patented seating structure activates the spine, relieving the back and upper extremities. Its lever drive transmits a natural, slight swinging motion which reduces functional disorders caused by a rigid posture.

The manual hybrid drive system combines the conventional hand-rim drive for interiors with a lever drive for longer distances. The steering and brakes are also linked to the lever drive which is operated by tilting the handles, while the gearshift has 8 or 11 gears; letting the user travel further distances easier.

The Radius is currently only available through DESINO, with the company saying that it is still looking for distributors in the UK. To find out more, visit www.desino.eu 32 www.thiis.co.uk

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on the launch of their Brand-New state of the art Easy Riser bath. on the launch of their Brand-New state of the art Easy Riser bath.

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Bio-Rite Expands in Yorkshire Infection control company and franchisor Bio-Rite is expanding into Yorkshire.

Drew Heald and business partner Darrian Lewis have taken on the franchise and will be providing the company’s decontamination services to clients in the region.

Drew Heald explained: “I have many years’ experience in the cleaning industry and my colleague Darrian has particular experience working with infection control in the NHS, so we are well placed to offer Bio-Rite’s decontamination services to institutions within our region.

“We are now looking forward to developing strategic partnerships with clients including doctor’s surgeries, care homes and the NHS to help protect vulnerable patients.”

For further information, visit www.bio-rite.com

Inspirational win at the Skegness Business Awards People First Mobility’s Director Karen Sheppard has won Business Person of the Year at the Skegness Business Awards 2016.

Karen was delighted to win the award following a year that has seen her battling breast cancer and going through chemo and radiotherapy treatment; all whilst continuing to work.

Karen said: “It has been a tough year for me battling cancer but I have kept fighting and have worked as much as possible during my treatment. I hope I am an inspiration to other business people and also to anyone battling cancer.

“I am so proud to have received this award and would like to thank all my customers and suppliers for their support during the last twelve months.”

To find out more, visit www.peoplefirstmobility.co.uk

34 www.thiis.co.uk

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Reach your audience without blowing the budget Ruth Amos and David Standing at 2016’s Trade Days shared their experiences and insights into how to reach target audiences using new and traditional methods and it may not cost as much as you think.

Ruth, Managing Director of StairSteady, gave a number of helpful tips for taking advantage of free advertising, focusing on how free advertising can help SMEs compete with big industry players with larger advertising budgets. She shared her own experiences of starting StairSteady with only £1,200 and the need to get her new product noticed.

“We don’t have hundreds of thousands of pounds’ worth of marketing budget, so I’m still creative with how we get our message out,” she told the audience, “so one of the key things is looking at awards and campaigns within the industry. Entering them and working with different initiatives gives us a platform to tell people who we wouldn’t normally be able to reach about our products. Importantly, a lot of these organisations have their own press teams as well.

“Some of StairSteady’s best opportunities have come from winning awards, such as Young Engineer for Britain or a British Healthcare Trade Award. These also led to some of our best press, with articles in various major newspapers including the Guardian and Daily Mail. I even had a customer hand me a cut out of our Daily Mail article from four years previous; she kept it pinned on her noticeboard for when she needed us.”

Ruth explained that these may not always be quick wins, although occasionally you can have a piece of press that goes viral overnight, but are essential raising brand awareness. She stressed

this works when engaging with local initiatives as well as national ones.

“What are the local initiatives going on in your area? We have had dealers work with local fundraising days and get good local press. It’s about creating those stories to help push your product or business; that is free advertising. And it can sometimes be more powerful when people read about you in an article than seeing an advert.”

“Working with different As well as free initiatives gives us a platform advertising from the press, Ruth to tell people who we wouldn’t also discussed the normally be able to reach potential social media and new online about our products.” technologies hold for the industry. She was keen to highlight that there is a significant difference between people engaged on these platforms and people who use the products.

“If I think of my average user, that person may not be the person on Twitter or Facebook,” said Ruth, “however it could be their daughters or sons who are on these platforms. They will see the product and get it in front of our users.

“I see some of our dealers that are fantastic on social media and really growing a following.

Spring Chicken is a good example, and they

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have built an amazing Facebook following by staying relevant to their audience, being creative and really engaging.

“My advice is not to choose too many platforms; pick the ones you want to go at and really focus on doing them effectively. Is it Twitter and Facebook, or is it something more visual like Pinterest or Instagram.”

David Standing, CEO of Accordant Partners, shared similar sentiments in his session ‘Generating more business from Facebook’, with both speakers pointing out the potential of highly targeted advertising options available on social networks.

David highlighted a number of online resources that can dramatically increase traffic to websites, including Facebook, Google Adwords and its free Keywords Planner tool which gives users detailed statistics about each keyword, as well as LinkedIn’s premium account for B2B engagement.

“All of these channels are queuing up to sell you traffic. If you think you have a traffic problem, you don’t. The targeted traffic is out there.”

One social media advertising platform often overlooked which David was keen to tell the audience’s about was YouTube.

“YouTube is the Wild West opportunity open to all and one of the best options available to reaching your targeted audiences in a fresh and innovative way. The beauty of the ads is you only ever pay when someone clicks on it or if they watch an advert longer than 29 secs, meaning you can get a really cost effective, unique campaign.

“It’s not hard to produce a video and the majority of you have a device in your pocket which is more than capable of producing an HD video. Plus, there are lots of free, online software available that allow to edit those videos to create your own YouTube ads. You can then serve your ads before, during or after videos that have some relevance to your perfect prospect.”

Perhaps David’s most important point and one that was echoed throughout Ruth’s session was the importance of knowing your audience.

“Become very focused on who your perfect prospect is. Do not “All of these channels are spend another penny on selling or marketing queuing up to sell you traffic. until you have really If you think you have a traffic honed what this person looks like” problem, you don’t” urged David.

“Understanding your perfect prospect informs how you are going to speak to them, what tone of voice you will use and where you will find them. What are their goals, values, objections to sale, role in the purchase process, where do they get information about decisions?

“Once you know this, you can maximise the effectiveness of the targeting options available.”

To find out more about either session, contact Ruth at ruth@room54.co.uk or David at info@ accordantpartners.co.uk

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round up Simple Stuff Works helps children in Bangalore Simple Stuff Works has donated equipment to The Unit of Hope in Bangalore. The unit offers multidisciplinary care for children with special needs and subsidised care for those without access to it.

Sarah Clayton, CEO for Simple Stuff Works, commented: “ We pride ourselves on supporting charitable organisations when possible and hearing such positive feedback and seeing the pictures of the children using our equipment is brilliant.”

John Preston & Co celebrates 170th John Preston Healthcare has recently celebrated their 170th birthday with cake, a showroom relaunch and a coat of arms.

The relaunch of their Lisburn showroom was attended by Lord Mayor Brian Bloomfield of Lisburn and Castlereagh, who presented John Preston’s Managing Director Nick Cooke with the coat of arms incorporating both councils.

Nick Cooke said: “Thanks to all past, present and future customers, staff and suppliers for making it a success. We look forward to the next 170 years to come!”

To find out more about the company, visit www.johnpreston.co.uk

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How Stannah learns more about customers The Stannah Stairlifts’ Silver Census has been produced for a few years now and you may have seen the results that we have published from time to time. It is commissioned twice a year and polls around 1,000 adults from Stannah’s target age group.

It’s always an interesting read but just what exactly does the company get out of it after spending the time and money to create it?

Patrick Stannah, Managing Director of Stannah Stairlifts explained why the company believes it is worthwhile.

“The Silver Census has become a flagship piece of research on behalf of the older generation” he told us. “By giving a voice to an often overlooked portion of society, we can showcase the sentiment and trends that are common among this age group, offering an insight into their likes, dislikes and habits. It is vital for us to maintain a certain level of insight and understanding into the over-65 mindset and it helps us to adapt to the changing demands of the consumer.”

According to the company, at a time when the way we consume content is changing rapidly, it is more important than ever for brands like Stannah to connect with their target customers on a regular basis. Patrick says the Silver Census offers the ideal platform to do this.

The most recent Silver Census found older Brits are in fact the happiest generation in the 40 www.thiis.co.uk

UK. The YouGov study found that well over a third (36%) of Brits over 65+ feel happier now than in their twenties. Almost a quarter (22%) said 65 and over was the happiest time in their life – more than at any other age!

Patrick says: “This stat perhaps goes against the grain of popular thought, but is key for understanding that ‘retired’ not does always mean ‘retiring’. We can then transfer this onto every aspect of our customer’s experience; from product design to sales.”

The top reasons for being happier now than in their twenties were described as “being content and not striving for more” (71%) and being “more confident in myself” (66%).

Patrick adds: “The company started by producing cargo lifts and hoists in the London docks in the 1860s, and is run today by our fourth generation. Our endurance can be attributed to an ability to adapt according to shifts with our target audiences and The Silver Census is at the heart of this.”

The website for the company is at www. stannah.com

The Stannah family.

From left to right, Alastair, Jon, Alan, Helen, Brian, Patrick and Nick

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Topro target retailer expansion in 2017 Topro Limited, the UK importer for the Topro range of rollators, has launched their new Odyssé rollator and plans to expand its UK presence by appointing new retailers in 2017.

Paul Briggs, Topro Sales Manager, said: “In 2017 we are looking to increase our presence and would like to hear from anyone that is

interested in becoming a Topro retailer.”

The Odyssé is the latest addition to the company’s portfolio of rollators which includes the Troja Classic, the 2G and the Olympos, as well as a range of complimenting accessories.

For further information, call 0115 8465406 or visit www.topro.co.uk

Simple Stuff Works launches new website The new website has been designed to offer users and therapists advice on the importance of sleep positioning and the range of solutions now available from the Simple Stuff Works.

Managing Director Anna Waugh explained: “In addition to details on range, the new website also offers advice on resources and training programmes along with an in-depth history of postural care in the UK. Many users and therapists have asked us over the years for advice on funding to purchase sleep positioning equipment and we have addressed this with a section on the website that provides clinical documents to assist

42 www.thiis.co.uk

therapists with funding applications”.

The new website features an extensive library of advisory videos, as well a selection of testimonials and video case studies from customers who have used the equipment.

For more information visit www. simplestuffworks.co.uk

Tweet of the month We feature four tweets this month, all making good use of the Christmas period to highlight special offers.

The Xmas countdown is a great opportunity to schedule a series of tweets that not only get you exposure, but could also produce business too.

If you didn’t take advantage of a great promotional opportunity last year, then you’ve got plenty of time to come up with something for Xmas 2017. Of course, there is always Easter!

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The new Terry Lifts Lead Referral Scheme can earn you

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Repose help retailers kick start 2017 With the first month of the year being a notoriously slow period in the retail calendar, Repose is providing a special offer for retailers throughout January 2017.

Repose has announced that every home chair ordered in January 2017 will come with a free ‘care kit’, consisting of a pair of arm caps and a head cover.

According to the company, the kit will give retailers a promotional opportunity for their customers.

Repose’s Managing Director, Lisa Wardley, says: “We are very aware that from a retailer

perspective, January is not always the easiest month following on from Christmas and we hope that this special promotion will help.”

To qualify for this special offer, retailers need to quote code JAN17 when placing an order.

For more information, call 0844 7766001, email info@reposefurniture.co.uk or visit www. reposefurniture.co.uk

Does advertising work in THIIS magazine?

This is what Julian Cobbledick of Assistive Partner thinks…

“We supply a range of software for healthcare.

Since our company’s formation in 2007, Assistive Partner has grown consistently and profitably each year. Somehow, all of that growth has been driven by word of mouth and referral (with the odd successful tender thrown in).

Like any expanding organisation though, to continue the momentum, there has inevitably come a time when we have had to invest in some limited promotional activity. Our first attempt has been very successful and has yielded an excellent return on investment.

And it’s thanks to THIIS magazine. Our first series of three advertisements has resulted in a number of high quality leads and several sales.

46 www.thiis.co.uk

So we have decided to extend the THIIS advertising campaign, try a few new offers in DealON! and generally embark on increasing our marketing efforts on several fronts.

I can honestly say that our experience clearly shows that advertising to mobility retailers in THIIS gets results. Thank you.”

Julian Cobbledick, Director, Assistive Partner

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round up

Bionic wheelchair can walk up stairs Researchers at the Technical University of Munich (TUM) have developed a stair climbing wheelchair with the ability to stabilise itself without requiring assistance.

To allow the wheelchair to navigate stairs, scientists attached two bionic-like ‘feet’ to the wheelchair that share a similar configuration to the human leg, as well as using ultrasonic sensors, an electric motor and a camera system. The prototype wheelchair is also capable of descending stairs.

Researchers are exploring using the concept for more applications including as a car seat, removing the need for a user to use a lift or hoist to enter a vehicle.

Professor Bernhard Wolf of the Heinz Nixdorf professorship at TUM says the chair is still in its development phase but is convinced the device has the potential to change the industry.

Prof. Wolf commented: “We want to give people a truly viable mobility alternative with this wheelchair.”

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New patent for 94 year old David David Garman OBE, the founder, former Chairman and previous owner of Mangar International Ltd, who will be 95 years old next May, has - with the help of his eldest son, Rupert - obtained a U.K. patent for his latest product, which has trademark protection as the ‘Air Cradle’ patient transfer system.

David E. T. Garman Concepts Ltd is the corporate assignee of David´s intellectual property and was founded, at Rupert´s suggestion, back in September 2013. Rupert is an international commercial lawyer.

David was awarded the British Healthcare Trades Association´s Lifetime Achievement Award

in 2007 and was honoured - for services to the healthcare industry - by H.M. Queen Elizabeth II in the New Year's Honours List 2015. He was made an Officer of the Order of the British Empire (O.B.E.), an honour he formally received from H.M. Queen Elizabeth II at an investiture at Windsor Castle in July 2015.

It is envisaged that the manufacture and global sale of the new product will be licensed to a suitable global healthcare company or companies.

For more information on the new product, email rupert@talbot-garman.com

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UK manufacturer, established in 1996 Curve & Straight lifts to suit all staircases Innovative, adjustable ERGO chair Award-winning reconditioned scheme

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• • • •

Space seat for narrow staircases Fastest lead times in the industry for a hand-built, custom-fit, curved rail Outstanding service and aftercare

Freephone 08000 355 591

Don’t get left behind...

Join the Scooterpac revolution!

The world’s first fold-away mobility scooter canopy Fits virtually ANY scooter Quick and easy to use Strong and rust-proof

As seen at Trade Days 2016

Do you really understand your customers? Trade Days session sheds light on how important it is You probably know a Mr Jones, Mrs Brown and you will be on first name terms with a lot of your customers, but you are probably less likely to know the people who buy from you as a ‘Customer 1.0’, ‘Customer 2.0’, ‘Customer 3.0’ or ‘Customer 4.0’.

These customer groups were the subject of a seminar presented by Michel Drescher, Director at Cloud Consult Ltd. Michel has a 20 year career in academic and commercial largescale distributed IT systems and has worked in sectors such as mobile networks, advertising and finance.

According to Michel, it seems that 81% of organisations believe they have a complete understanding of their customers’ needs.

However, only 22% of consumers feel that, on average, brands understand them and the figure is only 37% when customers are asked about their favourite brands.

So, this session was all about how you change things in the business to start to understand your customer better and, as a result, gain more loyalty and sales.

Michel told the audience at Trade Days that the way companies look at their customer needs to change and that the evolution of Customer 4.0 is the result of how the best companies have responded to a ‘customer led’ revolution to change the way they relate to their customers.

Michel said: “In the past Customer 1.0 was the type of customer who simply bought the product you made based on need, with little thought for the individual customer. Customer 2.0 is where a company stimulates a customers’ need, upselling or cross selling to make more money. It’s all about maximising the turnover from each customer. Customer 3.0 is where the company starts to take the customer needs seriously for the first time, using tools like segmentation and targeting clients with specific needs. These companies think they are pretty customer centric but they still fall short of a very important evolutionary step. Customer 4.0 is for the customer and most importantly LED by the customer. It’s where customer’s put themselves at the forefront of everything that YOU do. Where your business becomes part of the customer’s journey. In short, you start to see things from the customers’ point of view.”

52 www.thiis.co.uk

Michel Drescher told his audience at Trade Days that the way companies look at a customer needs to change

Michel explained: “It’s a very distinctive and important step. You change the focus on how you look at things and see things from a different viewpoint. A lot of companies struggle with this approach. But it’s not an option. This is a steady revolution “As a consequence they favour where customers the brands that look after are gradually taking control. It’s up to them, often irrespective of the smart businesses to respond.” actual performance” Michel gave the example of train services in the UK, highlighting South-West Trains, South-East Trains and Virgin Trains. He suggested that when it comes to punctuality, South-West and SouthEast Trains are pretty good, while Virgin lags behind. However, he says that Virgin has really understood the needs of the customer and takes really good care of them and so a customers’ perception may be that they are the better company.

“Customers really care about how they are looked after” he said, “and as a consequence they favour the brands that look after them, often irrespective of the actual performance”.

“The way that the best companies take care of their customers can be described as being authentic – they really mean it” Michel explained. “The brand

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

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

NEW

www.movingandhandlingpeople.co.uk

image that the company develops actually matches what the customer thinks of them and so they are in line with each other. An example of how the brand image wouldn’t be in line with a customer experience would be British Airways attempt to develop a low cost airline – it didn’t fit with the customers’ perception of the company and so it didn’t work out for them. Anytime there is a discrepancy in terms of what customers expect and what you deliver, there will be a problem.”

Michel asked the audience: “How honest are you with the customers and do the customers believe that you are authentic?”

He added: “People have a sense, an antenna, for whether a company really means it when it comes to helping them. Customer 4.0 means that you get yourself into the minds of your customers and that will enable you to develop a strategy that could transform your business. It means you commit to supporting each customer in their journey with you, from the initial contact stage. If you take customer care seriously, you don’t have to create loyalty programmes and discount cards and goodness knows what else to keep the customer with you, they will support you and will be happy to do so.”

“It’s not about whether you are a big player

MHPS17_Ad.indd 1

54 www.thiis.co.uk

or a small player” Michel insisted, “It isn’t about putting big programmes into place. It’s just about creating a better customer experience for everyone who comes into contact with your company.”

You can contact Michel at Michel.Drescher@ cloud-consult.co.uk or call 01252 510 935 or 07840 927 828

Five things you can do differently to start to become ‘authentic’...

1. Have a clear sense of purpose and make sure everyone in your business is clear about, and aligned to delivering that purpose, no matter where they work.

2. Treat customers, suppliers, partners, staff in the same way. Don’t differentiate. Your authenticity has to run through your business like the letters in a stick of rock.

3. Constantly evaluate and re-evaluate your products and services to ensure they meet customer expectations.

4. Rely less on ‘scripts and processes’ and more on capability and responsiveness. Empower your team to do the right thing.

5. Use your customer narrative to describe your success. Your brand is in the mind of your customers - so bring it to the surface!

Inspiring excellence in manual handling Wednesday 1st & Thursday 2nd February 2017 Croydon Conference Centre 5-9 Surrey Street Croydon CR0 1RG

The essential CPD-certified learning event for moving and handling people in healthcare y seminars on cutting-edge issues led by the UK’s best speakers y practical interactive workshops using the latest equipment y topics include bariatrics, dementia, falls prevention and paediatrics y focus on new legislation and CQC assessments Limited places so book now at www.movingandhandlingpeople.co.uk Early Bird discount available Disabled Living Foundation

Tel 020 7432 8006 Email mhp@dlf.org.uk Web www.dlf.org.uk Reg Charity No 290069 8/17/2016 10:45:02 AM

AIRFORCE ONE Compressor Nebuliser

The AirForce One compressor nebuliser is a cost effective & reliable device for aerosol therapy at home. It’s compact, lightweight design and quiet operation allows it to fit into any home setting discreetly.

Code: MQ5900-UK Retail Packaged

0123

Engineered with the patient in mind, the high performance yet easy-to-use AirForce One offers the user an effective and simple drug delivery option. Designed to be durable for everyday use.

Telephone: 0845 0600 333 Email: sales@drivedevilbiss.co.uk Website: www.drivedevilbiss.co.uk

The AirForce One Includes the Evo Nebuliser.

The disposable Evo Nebuliser pack includes a nose piece, mouthpiece with exhalation valve, air tubing, adult and paediatric mask, five filters and an instruction manual.

diary dates

Events Diary January 30 – 2 Feb 2017 Arab Health, Dubai. www.arabhealthonline.com

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

February 1-2 2017 Moving & Handling People - Croydon www.movingandhandlingpeople.co.uk

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

February 15 2017 OTAC (Occupational Therapy Adaptations Conference) Osprey Hotel and Spa, Dublin, Ireland. www.otac.org.uk or call Sally on 02921 900402 February 28 – March 1 2017 Medtrade Spring Las Vegas www.medtrade.com March 16 2017 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk March 28-30 2017 Naidex National NEC www.naidex.co.uk

September 27-28 Moving & Handling People – Newcastle www.movingandhandlingpeople.co.uk October 4-5 2017 Independent Living Scotland – SECC www.independentlivingscotland.org October 4-7 2017 Rehacare – Dusseldorf www.rehacare.com October 10-11 2017 The Care & Dementia Show – NEC www.caredementiashow.com

April 26 2017 OTAC (Occupational Therapy Adaptations Conference) St David’s Hotel and Spa, Cardiff www.otac.org.uk or call Sally on 02921 900402

October 8-9 2017 Trade Days – NEC www.tradedays.co.uk

June 1-3 Mobility Roadshow – Stoneleigh www.mobilityroadshow.co.uk

October 23-26 2017 Medtrade – Atlanta www.medtrade.com

June 8 2017 Kidz to Adultz South – Reading www.kidzexhibitions.co.uk

November 13-16 2017 Medica – Dusseldorf www.medica.de

June 13-14 2017 NAEP Annual Conference – Kenilworth www.naep.org.uk

November 16 2017 Kidz to Adultz North – Manchester www.kidzexhibitions.co.uk

June 19-20 2017 COT Annual Conference – Birmingham www.cotannualconference.org.uk

November 22-23 2017 The OT Show – NEC www.otshow.co.uk

June 28-29 2017 Health+Care – Excel London www.healthpluscare.co.uk/

December 13 2017 OTAC (Occupational Therapy Adaptations Conference) Sheraton Grand Hotel, Edinburgh. www.otac.org.uk or call Sally on 02921 900402

July 17-19 2017 Posture & Mobility Group Conference – Cardiff www.pmguk.co.uk

56 www.thiis.co.uk

WARRANTY

5YRS Y WA R RANT

The Hudson range

New to the Pride Mobility family is our range of British manufactured lift chairs. Teaming up with a UK Manufacturer has allowed us to bring you a range of highly adaptable chairs, with that classic unmistakable British quality.

Featuring a choice of 3 separate back support’s: Lumber, Lateral and Waterfall, the Hudson range offers out of the box comfort, allowing every user to find their perfect position.

Made in Britain

Tel: 01869 324600 | Email: sales@pride-mobility.co.uk Web: www.pride-mobility.co.uk | Ver: 1.0

on the market Sunrise launches the Zippie Voyage Sunrise Medical has introduced the Zippie Voyage, combining the clinical benefits of the Zippie seating system with a Baby Jogger base.

Suitable from babyhood through to school years, the paediatric stroller provides a high level of customisation to maintain good positioning for growth and development, as well as a choice of JAY chest support harnesses.

An easy-to-use tilt and recline adjustment assists with feeding, respiratory function and visual orientation whilst providing a lie-flat position for naps and pressure relief.

Patented quick-fold technology also enables the Zippie Voyage to be folded into a compact package in two steps and a slide-n-lock seat adapter makes it easy to remove the seat or change it from parent to world facing.

Find more information at www.sunrisemedical. co.uk/stroller

New Simple Smartphone for Seniors Amplicomms new M9500 offers users the benefits of a smartphone but with a number of features designed specifically for elderly users.

The phone includes an SOS button on the rear which can be programmed to call up to five contacts with a pre-recorded voice message, followed by a text containing a Google Map link to the phones location in the event of an emergency.

The phone also allows users to decide which operating system they would like to run – either the M9500’s Android operating system with access to the internet, email, Facebook, video chat and more, or Amplicomms custom, simplified operating system.

The smartphone has a 5” touch screen with large icons, fonts and voice-assisted keypad with an adjustable “Press & Hold” function to avoid accidental touching when navigating the menu. It also has loud ringtones for those with hearing loss, a double-sided camera and builtin apps including a music player and calendar.

To find out more, visit www.hearingdirect.com

58 www.thiis.co.uk

Made in the UK

Be the best… Buy the best… Support GB

Follow us: @SidhilLtd

61363802 Upload date:April 7, 2015 61363802

on the market

Upload date:April 7, 2015

i-Lite wheelchair from Karma Karma Mobility has released the i-Lite selfpropelled wheelchair which the company says the ideal wheelchair for occasional use.

Weighing 14.5kg when fully assembled and only 9kg without the wheels and footrest hangers

and with a maximum user weight of 115kg, the chair has been designed to be easily folded and stored away when not in use.

For more information and to discuss possible retailer opportunities, call 0845 630 3436

New bed launch for Sidhil Sidhil launched a brand-new bed at Medica.

The company says that the IQ ICU bed with X-Ray backrest has been designed around the four key principles of patient safety, clinical needs, infection control and ease of use.

The new bed features an X-Ray translucent backrest, which includes an X-Ray cassette system to enable a smooth easy to use action.

The backrest is made from polycarbonate material, making it impact, shatter and corrosion resistant, while it has an easy-clean stainless steel tray and is fully adjustable to fit all universal cassette sizes. It also includes

bed-end ruled measure to help position patients for X-Ray or position X-Ray cartridges, is suitable for use with C-arm X-Ray equipment and has a factory fitted option which is compatible with all side rail systems.

The website is at www.sidhil. com

Unique Active Seat: only available from Handicare This easy to fit, user controlled feature can be used with Elegance and Alliance seats to give the user a little extra help and support when needed.

Call your Business Development Manager to find out more.

Trade Partner Support Team 0844 225 3121 enquiries@handicare.co.uk | www.handicare.co.uk 60 www.thiis.co.uk

Illuminated Footplate Illuminated Footplate

Active Seat Active Seat

Slidre Track Slidre Track

Voice Connect Voice Connect

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

www.productsupplier.co.uk 62 www.thiis.co.uk

Moving and Handling Range From Prism Medical UK

NEW

Raiser

• New sit to stand platform • Ideal for short distance transfers • Wide non-slip base

• Independent locking rear brakes • Belt and strap options available for added safety • SWL – 160 kg

Bed Management System

• Low friction solution for patients who require frequent repositioning • Designed for patient comfort and ease of use for the carer

• Consists of two separate units: A nylon, water resistant under sheet with wide non-slip sides, and a fully breathable, water proof, quilted, polyester softshell top sheet • Can be used with a hoist to assist turning

Special introductory prices!

Call 01924 845009 for information or to place an order.

Email: info@prismmedical.co.uk

Superior solutions. Exceptional service.

Freeway is a brand of Prism Medical UK

www.prismmedical.co.uk Manufactured in the UK

jobs on offer Full Time Showroom Manager – Leicester

Full Time Showroom Assistant – Leicester

OTE £32k pa.

OTE £28k pa.

Requirements:

Working Monday to Sunday five days a week on a rota basis.

• Ability to organise own time and multitask

• Help in the day to day running of the showroom

Working Monday to Sunday five days a week on a rota basis.

• Sales driven

Core Functions:

• Good telephone manner

Core Functions:

• Managing & motivating the team to achieve sales targets

• Computer literate

• Polite and flexible

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

• In house training will be provided

• Promote, sell and secure orders from existing and prospective customers through a relationship-based approach.

• Demonstrate products and services to existing and potential customers

• In house training will be provided

• Answering Showroom calls.

Please send your CV to hr@careco.co.uk

• Managing showroom stocks

prospective customers through a relationship-based approach.

Due to our rapid expansion, we are looking to recruit an experienced full time Showroom Assistant to be part of this exciting new opportunity, and to help grow the company and build upon our existing customer base.

Due to our rapid expansion, we are looking to recruit an experienced full time Showroom Manager to be part of this exciting new opportunity, and to help grow the company and build upon our existing customer base.

Requirements: • Leadership • Commercial awareness

• Strong team player

Please send your CV to hr@careco.co.uk

• Promote, sell and secure orders from existing and

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

• Excellent Customer Service Skills • Good interpersonal skills, due to day to day interaction with customers from all ages

• Good telephone manner • Computer literate • Be driven to succeed • Strong team player

www.careco.co.uk

Check the ‘Jobs On Offer’ section of the website for more opportunities Take a look at the recently added positions Regional Product Specialist Contracts/Bid Writer Manager Operations Manager Area Sales Manager Product Specialists www.thiis.co.uk 64 www.thiis.co.uk

?

Why Alert-iT You Should

Choose

Our products communicate up to 4 miles away, with a failsafe radio connection!

Our products are robust and built for life.

They often exceed a 10 year lifespan!

Our pager warns you if a critical monitor or the radio link fails Giving you peace of mind

Our alarm system complies with medical device standard EN 60601-1-8

Epilepsy

Falls Management

Dementia

Incontinence

OVER 25 YEARS’ EXPERIENCE IN PLESIOCARE TECHNOLOGY. We are a leading UK innovative company in engineering assistive alarms and monitors.

We believe in supporting both the user and carer providing ‘Less Stress Caring’ solutions for loved ones and for the Care Industry.

PROUD TO SUPPORT OCCUPATIONAL THERAPISTS We pride ourselves on being the UK’s foremost provider of plesiocare technology.

Find out more about how we support OT’s by visiting our dedicated portal at

WWW.ALERT-IT.CO.UK/OT LESS STRESS CARING VISIT ALERT-IT.CO.UK 01530 239900

training diary

Doing any training?

If you are providing training for the trade, then simply send us the details of the course, the date, any costs, the venue and the contact for booking places and we’ll include it in the Diary. Email info@thiis.co.uk with any details you have.

JANUARY 2017 Repose Furniture – Half day seating training – January 18th 2017 Repose offices, Cradley Heath – FOC. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 25th – Thursday 26th January 2017 – Market Harborough

FEBRUARY 2017 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 7th – Wednesday 8th February 2017 – County Durham Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – February 8th 2017 – Ilminster. FOC including Lunch.

JCM Seating Solutions Ltd - Technical Training Workshop – February 16th 2017 – JCM Academy Peterborough.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course - Monday 27th – Tuesday 28th February 2017 – Liss, Hampshire

MARCH 2017 JCM Seating Solutions Ltd Specialist Seating Workshop March 9th 2017 - JCM Academy, Peterborough.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 7th – Wednesday 8th March 2017 - Market Harborough.

66 www.thiis.co.uk

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 28th – Wednesday 29th March 2017 County Durham

APRIL 2017 Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – April 5th 2017 – Ilminster. FOC including Lunch.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 11th – Wednesday 12th April 2017 - Liss, Hampshire Pride Mobility – Two day intensive training course for authorised distributors - Wednesday 18th & Thursday 19th April 2017 – Bicester A deposit of £50 is required for each delegate, which will be returned once the training has been attended.

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 19th – Thursday 20th April 2017 - Market Harborough

CONTACTS FOR BOOKINGS Benmor Medical – Contact Sophie Allen – 0333 800 9000 – sophie.allen@benmormedical. co.uk.

Invacare – Call Joan James on 01656 776283 or email jjames@ invacare.com Global Training by Silvalea - +44 (0) 1626 331655 info@silvaleaglobaltraining.com or visit www. trainingbysilvalea.com Quantum Rehab – Call Debbie on 01869 324600 or email sales@ quantumrehab.co.uk Pride Mobility – Call Dave on 01869 324600 or email service@ pride-mobility.co.uk R82 UK Ltd – Call 0121 561 2222 or email Shawn Clarke on shc@ R82.com Electric Mobility – Call 01460 258158 or email marketing@ electricmobility.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk MediLink – Contact Emma Lister, Medilink Skills Coordinator, on 0114 232 9277 or email e.lister@ medilink.co.uk BHTA - Contact Nigel Woods at nigel.woods@bhta.com or call 0207 702 2141 Repose Furniture – Contact Keith Fairhurst at keith@reposefurniture. co.uk

CR

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TES T E SH

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TES T E SH

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

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

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

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

Optional lifting handle

ON WEIGLY HS

10.7K G W LE HEN VER ING!

Larger wheels and pneumatics tyres for smooth stability

Quick release removable seat

Your business winner

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

01787 882244 SALES@TGAMOBILITY.CO.UK

WWW.TGAMOBILITY.CO.UK

Team of the Year

1483TGAthiisOBCjan17v2final.indd 1

12/12/2016 15:04

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

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