THIIS January 2023

inspirational marketing tips for retailers on page 16.

of Sumed International, runs through his firm's new the moment, Gino Farruggio, Trade Sales Director for Stiltz, has some advice and facts for retailers to share

Senior Stairlifts, which has quickly built a reputation

In the second part of his articles about travelling by Healthcare, summarises the key elements of the Air

Don't miss the latest expert-recommended manual wheelchairs in the Retailers' Choice (p8) and Buyers' contact if there is a story to tell. It can be something

News, deals & people

Award-winning Parkinson’s rollator

Mobility equipment manufacturer Rollz Mobility UK saw its Parkinson’s rollator voted ‘Best New Product’ at The OT Show, which took place in Birmingham in November 2022.

The Rollz Motion Rhythm rollator is designed to be used in treatments of specific neurological conditions, such as Parkinson’s disease or multiple sclerosis, by overcoming symptoms of freezing or festinating gait patterns.

It is equipped with sound, vibration and laser cues, which can be combined in different ways to perfectly fit different needs. The cues can all be adjusted as required on the rollator itself or via an app on a smart phone.

ABLEWORLD REWARDS EMPLOYEES

Mobility retailer Ableworld is offering a Share Option Scheme for its employees as a way of rewarding those that help to support the company as it looks to drive the business forward.

Launched by Mike Williams, Managing Director of Ableworld, staff members will be given the option to potentially benefit from the company’s future growth and profits. The allocation of shares will come from 10 per cent of Mike’s personally owned shares, as a top-up from the scheme he launched in 2015 where he previously allocated 10 per cent.

A round-up of the key trade stories for business leaders to digest

Care & Independence launches new website

Patient moving and handling specialist, Care & Independence, has launched a new website for healthcare professionals seeking sling and bathing equipment. The new website incorporates timesaving features with content provided in a clear and comprehensive manner.

User-friendly navigation (including multiple interactive search features) means visitors can quickly locate specific products or any of the 200+ supporting resources now available online. The introduction of a ‘Compare the Product’ feature allows up to three products to be referenced side-by-side.

Another new aspect is the introduction of interactive 360-degree product imagery, providing visitors with the opportunity to view the products from all angles and zoom in on details. Introductory and fitting videos are also associated with each product page.

As part of its service provision, free CPD training is offered for healthcare professionals, so this too was given attention with a dedicated page.

AGEING BETTER PHOTOGRAPHY COMPETITION

The Centre for Ageing Better is joining forces with content licensing platform Alamy to run a competition for photographers to challenge old-age stereotypes.

The competition aims to demonstrate the diversity of older age groups through more realistic and authentic imagery. It is encouraging photographers to capture positive images of people aged 50 and over.

The top three winners and nine runners-up will have their images featured in a blog promoted to Alamy’s customers and social media followers. The closing deadline for entries is 31 March 2023.

Motability marks 45 years of helping disabled people

Motability, a charity which ensures that no disabled person shall be disadvantaged due to poor access to transportation, has marked its 45year anniversary.

Over 640,000 people benefit from the Motability Scheme by exchanging their qualifying mobility allowance to help gain more freedom and independence. Around two thirds of Scheme customers drive, but those who do not can still lease a car and travel as a passenger.

Before Motability was established in 1977, only disabled people who could drive themselves received any government help with transport, usually in the form of a small single-passenger blue trike. As a

result, many disabled people were housebound and dependent on others to get around.

The Motability Scheme delivered its first vehicles to customers in July 1978. Since then, over five and a half million vehicles, scooters and powered wheelchairs have been delivered through the Scheme.

These include Samantha (pictured above), from Cambridgeshire who leases a Wheelchair Accessible Vehicle (WAV) from the Motability Scheme. She said: “I received a grant for the cost of the adaptations in my WAV and having a Motability Scheme vehicle which is highly adapted for my needs is fantastic – it gives me so much independence and freedom.”

GOOGLE’S ACCESSIBILITY DISCOVERY CENTRE

Google has opened a new Accessibility Discovery Centre in London, a space where engineers, researchers, product teams and partners can build new kinds of accessible technologies aimed at helping people with disabilities.

Partners involved in building the Accessibility Discovery Centre include the Royal National Institute of Blind People, the Royal National Institute for Deaf People, Everyone Can, and Google’s internal Disability Alliance employee resource group. It will be a workshop for research and product development, and a space for collaborating with disability communities.

Winncare acquires Herida Medical

Winncare, a European manufacturer of beds, pressure care products, patient handling equipment, and hygiene solutions has confirmed that it acquired Herida Medical in November 2022, strengthening its pressure area care portfolio and providing entry into the maintenance and decontamination market.

Leeds-based Herida Medical has built a successful mattress range having launched the highly regarded Avon brand and developing two of the leading dynamic systems in the Argyll and Pure Air range of mattresses.

Employing more than 70 staff, the business supplies healthcare organisations in the UK and export markets including Australia. The company has demonstrated a consistent and solid growth over the past year and is expected to exceed £14.5m in revenues this year.

Simon Claridge, current Winncare UK CEO, will head the combined UK business, supported by Herida’s managing director, Sean Spencer. Simon said: “The acquisition delivers business synergies both commercially and within the supply chain, which will enhance the service we offer our customers.”

SCOOTERPAC RELOCATES PRODUCTION

Mobility scooter manufacturer Scooterpac has relocated its production facility to a new 1,800 square metre production facility in Lowestoft, Suffolk, due to its expanding product range and growing order book.

The new production line at Elevation House pledges to increase both output levels and efficiency. It boasts an automotive grade paint spray booth and welding bays, in addition to a product showcase area and a modern office suite for the company’s growing team. The new premises provides improved staff welfare facilities, and the firm hopes that it will support the regeneration of the local area.

The Mountain Trike Company to outsource its hire scheme

A new hire scheme arrangement will enable The Mountain Trike Company to offer a more flexible approach for customers to hire and try its wheelchairs.

As a supplier of all-terrain wheelchair products, The Mountain Trike Company offers customers the option to hire some of its products to allow them to try before they buy and fully understand a product's capabilities and suitability before committing to purchasing.

The short-term hire scheme has been an invaluable service, it says, but due to the increase in product range and complexity in deliveries, the supplier felt the service could be better managed.

Rental mobility equipment firm, Mobility Hire, has confirmed that it will be offering short or long term rental of Mountain Trike equipment from this month.

Mobility Hire provide hires to customers throughout the UK and offers same/next day and weekend delivery. As well as offering hire of the manual Mountain Trike range, it will also be hiring the e-Trike, which previously Mountain Trike had been unable to offer.

New e-mobility showroom in Birmingham

Pro Rider Mobility has opened a specialist e-mobility showroom within the Electric Life showroom, in the West Midlands.

Pro Rider Mobility is owned by Tandem Group, specialists in sports, leisure and mobility equipment. The group launched Electric Life as a specialist e-mobility website earlier this year and now offers a full multi-channel experience having opened its first dedicated showroom in Birmingham, located off the M6 in Castle Vale.

The facility showcases the UK’s largest range of electric mobility products featuring a breadth of electric mobility scooters, electric bikes, electric scooters, electric motorbikes and electric golf trolleys.

A dedicated area of the showroom boasts Pro Rider Mobility products and a huge range of e-mobility scooters from brands including Pro Rider, Pride and Roma across all mobility vehicle classes.

The showroom offers a free test ride ‘try before you buy policy’ and supports customers with a dedicated service and repair centre where all products sold come with a free six-week check.

Rising to the challenge

Mobility equipment supplier Drive DeVilbiss Healthcare has introduced the Rise Sit to Stand Aid, the first in its new range of moving and handling products.

The Rise is an active sit-to-stand aid and has been designed to provide safe ease of use when carrying out any moving and handling tasks such as standing, transferring and toileting a user.

It can be used in acute, community and long-term care environments and has a high safe working load of 204kg. It is designed to encourage active

user participation to maintain independence, and with the footplate removed it may also assist with rehabilitation, enabling the user to be supported whilst walking.

The base of the Rise features easy-roll castors that allow for easy manoeuvrability over a variety of floor surfaces.

With a soft, padded, heightadjustable leg support, padded hand grips and a range of compatible slings, the Rise offers a comfortable and safe solution to build users confidence.

Manual wheelchairs

Retailer’s Choice:

The Ultra Lightweight Aluminum

Wondering which manual wheelchair products are grabbing mobility companies’ attention? Each month, retailers in the mobility industry highlight one product that is standing out for them and why…

Retailer’s Choice: Icon 35

Wheelchair from

Rehasense

“We get lots of requests for lightweight wheelchairs, and the Icon 35 from Rehasense is a great choice. There are two versions, the BX which has standard upholstery, fixed height arms and a carrying weight of 8.2kg, or the LX, which has heightadjustable arms, a padded upholstery and a carrying weight of 9kg.

“Both versions are available in two sizes and have a maximum user weight of 125kg. We have found Rehasense great to work with, delivery times are quick with same or next day dispatch and items are usually in stock.”

www.classicmobility.org.uk

Wheelchair from Drive DeVilbiss Healthcare

“The Ultra Lightweight Aluminum Wheelchair from Drive DeVilbiss Healthcare is comfortable, practical, stylish, and most importantly, ultra lightweight.

“There are two versions: self propel and transit, with both being available in a choice of 17" or 20" seat widths. The self propel model features quick release wheels with spoked 24" solid grey polyurethane (PU) tyres. The transit version has 12.5" rear wheels with solid PU tyres and this version features cranked push handles to allow compact folding.

“It has a single cross brace which is strong and stable, whilst keeping the chair lightweight for transporting. The half-folding backrest and quick release footplates helps it fit in a car and helps storage in more compact spaces. The transit version has brakes on the handles allowing the attendant to secure the chair.

“The two-tone grey upholstery is easy to clean and makes it look a little more modern. I find younger customers like this although they would also like to see it in blue and pink. The soft touch sides improve comfort for the user. The footrests easily adjust to five height positions and swing out the way to facilitate transfers. Deskstyle armrests allow easy access to work surfaces or tables.

“There are two stepper tubes on the back to help lift it up at the front to help with kerbs and a handy small pocket in the back of the seat for storing small items.”

www.peoplefirstmobility.co.uk

Lauren Bromfield Occupational Therapist at Classic Mobility

Karen Sheppard Managing Director of People First Mobility

Manual tilt at: -5 °, 15 °, 25 °, 35 °

USIONe

The Fusion E is a cost effective rear wheel drive power chair with a modular state of the art design that provides improved obstacle climbing performance and a smooth ride. The Fusion E is a versatile chair that will meet the demands of even the most active user.

*Contact your local dealer for more information

VR2 Controller Lights & Indicators Solid or Pneumatic

Retailer’s Choice: Sonic Plus Wheelchair from One Rehab

“We sell a wide range of wheelchairs in both our showrooms but one that really stands out from the rest is the Sonic Plus from One Rehab.

“This wheelchair has a lightweight aluminium frame weighing 12kg for the transit model and 13.5kg for the self-propel model, making them easier for lifting in and out of cars. Both models effortlessly fold into a compact size for transport and storage.

“Apart from the design looking modern and sleek, what we love about this wheelchair is that the seating area is padded for extra comfort for the end user. The padded seat covers can also be removed for cleaning purposes.

“Another great feature on this chair is the ergonomic armrests. They have been designed to be quick and easy to adjust allowing height adjustment to the most comfortable position, for instance, lowering the armrests for sitting up at the table.

“This really is a great wheelchair and very popular with our customers who are looking for an occasional use chair but with the added comfort.”

www.thistlehelp.co.uk

Retailer’s Choice: Escape Lite from Performance Health

“Ability Superstore's choice for the top manual wheelchair is the Escape Lite from Performance Health. It has consistently been one of our top sellers for many years and our customers never seem to experience problems with it either.

“One of the reasons it is a best seller is because of the different options it comes in. It is available as attendant propelled and

self-propelled. Customers like it because they also have a choice of widths and colours. The choice of widths includes standard (18”), narrow (16”) and wide (20”).

“The Escape Lite wheelchair is constructed from aluminium, making it lightweight and suitable for inside and outdoors. It comes complete with puncture-proof tyres, a full-length armrest, padded seat upholstery and swing-away footrests to ensure that the wheelchair user can easily step in and out of the chair.

“The wheelchair folds up quickly and without any

tools required, so it’s easy to transport and store away.

“The attendant version has attendant brakes and rear steppers which helps the attendant to stop and slow the wheelchair whilst easily navigating curbs and small steps.

“Both models come offer a choice of coloured frames. We have found, over the years, that the traditional silver blue is the most popular colour.

“All in all, a robust wheelchair which will provide our customers with many years of service at a good price.”

abilitysuperstore.co.uk

Laura Hays Director of Thistle Help

Julia Phipps Owner of The Ability Superstore

Retailer’s Choice: Quickie Nitrum Wheelchair from Sunrise Medical

“The Quickie Nitrum is one of Lifestyle and Mobility’s bestselling lightweight active wheelchairs and its clear to see why!

“This is a chair that is not only popular with our customers, but a chair that is used by our very own wheelchair assessor Kevin who is paraplegic T4. Customers have reported feeling a new lease of life after upgrading to the Nitrum. This is due to its minimised propulsion effort whilst still maximising movement.

“We believe that this is truly a stateof-the-art chair and a pro option for all experienced users. The Nitrum is an all-round stunning chair from its weight-saving aspects and energysaving design to its sleek modern look.

“These are just some of the reasons that the Quickie Nitrum is one of our all-time favourite active wheelchairs.”

www.lifestyleandmobility.co.uk

Retailer’s Choice: Flexx Configurable Wheelchair from Karma Mobility

“Mobility Scotland are proud to be associated with Karma Mobility. Our relationship began in 2009 and has grown and developed positively over the years. There are two reasons for that. Firstly, it is down to the excellent customer support we receive from the Karma team and secondly, the outstanding product range. Having access to good quality, versatile, reliable and cost-effective products really makes a difference when we need to meet varying needs and customer objectives.

“Our champion manual wheelchair from the range is the Karma Flexx. It delivers style, amazing comfort and offers the customer high levels of performance and reliability. The Flexx also has many configurable permutations which can help us get it just right for the customer without the lead-time or expense of a bespoke option.

“Features such as backrest height and angle options and the ability to change seat depth is also a great boon. Couple that to its user-friendly weight and storage features make the Flexx a real champion within our showroom.

“The features we have probably used most and found most useful over the years is the leg and foot supports, which are so value adding. The articulating legrest extends in length as it lifts, thus providing safe, and optimal support for the user and another great feature is the amputee footrest, which is fully adjustable ensuring high levels of comfort and positioning. You just don’t find these features on standard wheelchairs.”

www.mobilityscotlandltd.co.uk

Darren Macey Business Development Manager for Lifestyle and Mobility

Billy Finnie Operations Manager at Mobility Scotland

Retailer’s Choice: Excel

G-Logic

Wheelchair from Van Os Medical

“The very basics of any mobility retailer will always include a range of manual wheelchairs. Typically, a retailer of any size would include products in the ‘Good’, ‘Better’ and ‘Best’ sectors to be able to match customer requirements and expectations with resources and clinical needs.

“The majority of the volume sales will inevitably fall into the midpoint sector and our choice at TPG would be the G-Logic chairs from Van Os Medical.

“It is a very competent range of chairs with enough range of adjustment and options to enable critical dimensional requirements to be met. It also comes in a range of colours for the image conscious.

“Mid-range in weight and price they would certainly be a step up from a standard NHS issue but not going into the extreme expense of a sports or bespoke wheelchair. Great quality and great value.”

tpg-disableaids.co.uk

Retailer’s

Choice: Ergo

125 Wheelchair from Karma Mobility

“So, for this product of the month, we have chosen the Ergo wheelchair from Karma Mobility. We know many of our customers are looking for extra help in remaining independent, and as this wheelchair has a great design with excellent features, it makes an ideal choice.

“The Ergo is built by some of the most innovative people in the mobility industry. Made from aircraft-grade aluminium, it has a lightweight, easy-to-use sturdy frame. Weighing just 9kg in its carry format it's also perfect for travel!

“The flip-back armrests provide extra space when needed, making transfers in and out of the chair stress-free. The seating system promotes pressure relief and helps to stop users sliding forward helping to maintain a good posture.

“The Ergo 125 is approved for transportation, meaning it's suitable to be used as a seat in a motor vehicle for transportation.

“Available in either a self-propel or transit version, the Ergo is an ideal mobility aid for added support enabling people to get out and about to enjoy the fresh air safely during the cooler months.

“Can you believe it’s January already? Happy New Year! We wish you all a happy and healthy 2023!” www.ableworld.co.uk

Alastair Gibbs Managing Director at TPG DisableAids

Rhian Pita Marketing Manager at Ableworld

6 steps to a thriving 2023

You will be the single biggest factor determining what happens in your business this year and beyond. You are in control. The difference between the winners and the losers will be how you think and what you do…

In every downturn there’s a sector in all markets that does very well. Why can’t it be you in 2023?

Mobility retailers need to consider the following: What does my customer want? What does my customer not want? What is my desired outcome (in one sentence)?

These are simple questions, but the better, and more specifically, you answer these questions the better you can sell to your customers. When you make the answers as simple as possible, then you really have something.

We tend to overthink our ‘sales strategy’ and worry about all the bells and whistles but what we really need to do is know our customers deeply. We need to know what they want and need.

The relationship we have with our customers is everything. There will be tough times ahead when you have to face up to your responsibilities for mistakes and things not going right, but there will be ‘ah-ha’ moments too. There will be moments when you see that a few simple changes can make a big difference. Small hinges swing big doors they just need oiling!

Here are six steps you can take in 2023 to give your business the best platform to thrive…

1HAVE A PLAN AND A GOAL

You need a plan. What’s your plan for next year? Are you going to cut back on everything or are you going to invest in the key areas of your business? How will you know where to invest without the right information?

Include numbers in your plan. You must have a goal that’s measurable so you know if you’re succeeding. Being clear on where you’re heading in 2023 will help to define the plan ahead.

2UNDERSTANDING

Having an understanding of the situation in your market is one thing, looking for things that could go wrong is another.

There may be some doubt in your mind that you can get through the next year but self-belief is critical. Having a clear idea of what success would look like to you is part of that reinforcement of self-belief.

3CLEAR THINKING

Having a ‘yes’ or ‘no’ is far more definitive that a ‘maybe’. The uncertainty of ‘maybe’ wastes time and costs money. The question is: ‘does doing this deliver my plan, yes or no?’.

4THE WILLINGNESS TO ACT

It’s down to you. Success or failure – it’s down to you. Procrastination they say is “the greatest amount of wasted time is the time not getting started’. Whatever you do – do it now!

5OVERCOMING RESISTANCE

Who you associate with matters

– a lot! Make sure you hang around with people that inspire you and not those that suck life out of you.

Be aware of the time stealers around you – these might include your staff and your customers. Being more focused in your activities will yield a better return than jumping from project to project.

Allow your team to make mistakes and give them more accountability for delivering results.

6

BUILD YOUR AUDIENCE

Make sure you know who your audience are and where they hang out.

If you want more customers next year, then you need to build your audience now. The more people that know about you and your products the better.

In short you need to control yourself, your time, your environment, the people around you and the way in which you prioritise.

If you control all of these then you’ll be on course for a successful 2023.

If you would like some help planning 2023 then let’s have a chat.

Call me on 01256 213021 or you can email info@mgretailconsulting.co.uk

Marketing expert Mike Glynn shares his advice for mobility retailers hoping for a successful year ahead …

Trade Talk

Q&A with Martin Sampson, Director of Monarch Mobility

CAN YOU DESCRIBE THE NEW LIGHTWEIGHT SCOOTER THAT MONARCH MOBILITY HAS RELEASED?

“We believe the Monarch Air is the lightest genuine four-wheel boot scooter in the world. We set out to substantiate the above claim by researching those companies which have similar assertions or state that their scooter is one of the lightest on the market. To find out more information about our survey along with a full URL list of retailers, visit the Monarch Mobility website (monarchmobility.com/scooter-weightsurvey).

“A lot of thought has gone into this amazing, feather-light scooter. Though “lightness” was a design priority, we refused to compromise on build quality. That’s why the Monarch Air is made from super-strong magnesium alloy and weighs in at only 14.75kg. Three-wheelers might be light, but they are very unforgiving on corners (even at low speeds) Some three wheelers have the motor on the front wheel also making them very difficult to climb the lowest gradient incline.

“Four wheels, on the other hand, are far more reassuring! The Monarch Air not only feels safe to operate,

but it also offers the perfect driving position thanks to an adjustable tiller. Retailers can find out more by either emailing trade@monarchmobility.com or calling either Ian or Chris on 01422 323888.”

WHAT OTHER NEW PRODUCTS ARE COMING UP FROM MONARCH MOBILITY?

“Monarch Mobility is continuously looking for new products and without giving too much away we are currently developing a new folding

A nationwide supplier of mobility scooters, powerchairs and adjustable beds, Monarch Mobility has brought many innovative products to the mobility marketplace in its tenure, with its folding scooter being amongst its most successful. The firm is currently showcasing the newest additions to its range after a busy year attending events and launching its ecommerce side of the business.

scooter that will provide several elements that our customers have requested, offering stability, strength, comfort and a good cost. This new

Monarch Mobility enjoyed a successful Naidex 2022 and have rebooked this year

The Ezi-Fold Traveller Powerchair boasts a lightweight aluminium and magnesium alloy frame

vehicle will be available by the second quarter of 2023.

“The Ezi-Fold Powerchair was recently accompanied by new additions, the Pro, Auto and Traveller.

“With a top speed of 4mph and a range of up to 10 miles, the allnew Ezi-Fold Traveller Powerchair is set to become one of the UK’s most popular powerchairs. For a start, we believe the Traveller is one of the world's lightest powerchairs thanks to its aluminium and magnesium alloy frame.

Agile, strong, and coming in at a featherweight 14.8kg, the EziFold Traveller is powered by two 150w brushless motors which work independently, enabling this agile powerchair to turn on the spot. The advanced design of the chassis delivers incredible strength. The acclaimed build quality of this durable machine gives it a maximum weight capacity of 16 stone!

“Light, strong, agile and capable of carrying more than five times its own weight, the incredibly strong EziFold Pro powerchair comes in at just 26kg (excluding battery) thanks to its magnesium alloy construction.

“The two independent motors enable the Pro to turn on the spot and deliver a top speed of 4mph with a range of up to 15 miles. Fitted with a remote attend and control as standard, this advanced feature allows the user to remotely “call” the Ezi-Fold Pro powerchair from a docked location. It is also extremely useful for assistants and carers, enabling them to safely reposition and manoeuvre the powerchair in confined areas.

“A great deal of thought has gone into the new Ezi-Fold Auto. Like the Pro it has the capability of carrying more than five times its own weight.

This incredibly strong powerchair comes in at just 27kg (excluding battery). What’s more the Ezi-Fold Auto folds automatically at the push of a button, making it ideal for car journeys.

“The two independent motors deliver a top speed of 4mph and enable the Auto to turn on the spot. Also fitted with a Remote-Control Attendant control, this advanced feature allows the user to remotely “call” the Ezi-Fold Auto powerchair from a docked location. It is also extremely useful for assistants and carers, enabling them to safely reposition and manoeuvre the powerchair in confined areas.”

CAN YOU TELL US A BIT MORE ABOUT MONARCH’S INVOLVEMENT WITH THE MOTABILITY SCHEME?

“Monarch Mobility has worked with the Motability Scheme for many years. It was a dealer and manufacturer for the scheme when it was known as Route 2 Mobility, before it changed in 2010. As a national supplier we are well known across the UK, supporting both our retail and

trade dealers.

“Our products on the Scheme, like Monarch, have grown each year and we now supply a various range of products including the Smarty Folding Scooter, MobieFree Folding Scooter, Smarty Plus Folding Scooter, Monarch Air 4mph Scooter, MM4 4mph Scooter, Mini 4 4mph Scooter, MM8 8mph Scooter, Sprint8 8mph Scooter, Vogue Sport 8mph, Vogue XL 8mph, Ezi Fold Power Chair, Ezi Fold Traveller Power Chair, Ezi Fold Pro Power Chair and the Ezi Fold Auto Power Chair.”

MONARCH PARTNERS WITH DEALERS

ALL OVER THE UK. HOW DOES THE FIRM AIM TO ASSIST ITS PARTNERS?

“Monarch Mobility is always looking for new partners across the UK. Our partners are a very important part of our business. Unlike other suppliers we are always here to help, and our dedicated partner sales team will always assist with product training, marketing tools and after-sales service.”

HOW IMPORTANT IS THE ECOMMERCE SIDE OF THE BUSINESS AND HOW HAS THIS BEEN PROGRESSING?

“Ecommerce is very important for Monarch Mobility. As the years go by, more and more dealers are entering the digital age and if we don’t continually develop this route to market we will be left behind. However, I still believe in the old school ways of getting that customer to touch and feel the scooter before they buy – you just can’t get a more solid sale if you tried.

“On another note, we are also seeing more online sellers who are purely drop-shipping from home in their spare room, under-cutting everyone and providing zero aftersales support to the consumer. The industry needs to be aware of this and act on it. Recently, Monarch Mobility

came across this same scenario but acted upon it and Monarch Mobility no longer supplies this online seller. Unfortunately, the same online dealer who just wanted to make a quick buck now purchases from another wellknown manufacturer in the UK based

not far from Monarch Mobility.”

HAS MONARCH MOBILITY NOTICED ANY DELAYS IN ITS SUPPLY LINES?

“The sector has for several years been struggling to supply products to both consumer and dealer and the common blame was COVID. Monarch Mobility suffered very little in its supply as our preparation and planning prevented such delays. Our supply lines have been kept open throughout each year with very little disturbance. We have noticed lately that availability of certain items has increased with a warm welcome to the reduction in shipping costs.”

WHAT ARE YOUR PLANS FOR MONARCH MOBILITY IN 2023?

“Our preparation for 2023 started early this year. After a very successful Naidex we rebooked our stand. At Naidex 2022 we had our biggest stand ever and 2023 will be the same. We have so many new products to showcase we just can’t wait.

“This year we plan to grow again with our trade partners and enhance our retail customers after-sales experience. Monarch Mobility will next year celebrate its 22nd anniversary providing care and support to those of need of its mobility products.”

www.monarchmobility.com

“The Monarch Air not only feels safe to operate, but it also offers the perfect driving position”

The lightweight Monarch Air four-wheel boot scooter

Senior Stairlifts: Taking service to the next level

Leeds-based firm Senior Stairlifts may be fairly young as a company but it has quikly built a reputation for its customer service and as a caring company that helps local charities.

THIIS speaks to Kieran Harris, Managing Director of Senior Stairlifts to find out more...

Kieran (fourth from left) picking up an award at this year's Handicare Partner Day

Senior Stairlifts may only have been established in October 2020 but the firm has quickly built a reputation for offering an excellent service selling new and reconditioned stairlifts to its customers, even picking up an award at this year’s Handicare Partner Day Awards.

Kieran decided to set up the company in 2018 after working in the construction industry for many years and becoming fed up with it. His good friend Joe Stevenson, a stairlift engineer, was also fed up with how he had seen the industry treat its customers and employees.

With Joe’s help, Kieran started to get the wheels rolling on setting up his own firm 2018, registering the company in March 2019 and after undergoing extensive training in

stairlift engineering himself the firm commenced business in October 2020. Joe now works as Operations Manager, organising engineers and dealing with customers, while Kieran is the Managing Director.

Kieran comments: “We don’t have sales people, just engineers, and they go out and assess the user. We are partnered with Handicare, but if there is something Handicare can’t offer there are other brands we work with.”

Earlier this year Senior Stairlifts won Handicare’s Silver Dealer of the Year award. The company is now a Handicare Gold Dealer and Kieran says that he was thrilled with this recognition of its work.

Senior Stairlifts has been working with Handicare since day one of the

busness being established. He says: “With Handicare they are always quick to sort a problem out and deal with it. We look after them and they look after us.”

The firm also works with Access BDD, offering lifts that are reconditioned and new, as well as repairing all makes and models.

Discussing what makes Senior Stairlifts stand out from its competition Kieran puts it down to there being “less red tape”. As he puts it: “We’re all about the keeping the process of getting a stairlift simple for the customer. There’s no sales pitch or jargon.

“We offer longer warranties on our reconditioned lifts than the manufacturers offer on new. It also comes down to the rapport we have with the customers.

“We may not be the cheapest but we’re the best. If someone says that they can get it cheaper we remind them that, in some cases, that company is probably not going to be around in a few years time, which is important to consider when you have a high value item under warranty.”

Recently, Kieran experienced this

“We don’t have sales people, just engineers, and they go out and assess the user”

Engineer Scott Thomas with a stairlift he helped to fix for the charity SNOOSC

Joe Stevenson, Operations Manager for Senior Stairlifts

A True

first hand when he was contacted by a customer of another local stairlift firm which had ended up going bust. The business in question had been growing sharply as it been selling a lot of stairlifts cheaply, Kieran states, but then when the business failed, its disgruntled customers ended up turning to Senior Stairlifts for help instead.

Says Kieran: “We must get two calls a week from unhappy customers who explain that this particular firm has gone bust and they were charged for a stairlift under warranty.”

One of these customers was the charity SNOOSC in Luton, which was set up to help disabled children and give respite to their parents. Kieran continues: “They called me and explained that they had been sold a

product with a seven-year warranty, so we went and fixed the stairlift for free for them, then serviced and cleaned it.”

The charity were over the moon with the result, he says. “We received a letter of from the charity coordinator, Kirsty Hunt. She wrote: “SNOOSC was unfortunately left without a working stairlift due to our previous company disappearing with paid five-year warranty and a broken stairlift. We are extremely grateful for your generosity in helping us.”

HELPING CUSTOMERS

The firm is based in Leeds and covers most of the UK. The parts that it is not touching it is working on covering, says Kieran: “We have five engineers and we’re currently recruiting some

more engineers to cover the south of England – including Devon, Cornwall, Hampshire and Kent.”

The firm does not have a showroom but does not feel the need for one as it aims to cover the whole of the UK, explains Kieran.

“Once we have assessed customers, we advise them and share brochures with them, but it goes on trust in us to deliver what’s best for them.

“One of the biggest things in my business experience is to keep overheads to a minimum. Why build a national business and have a showroom in Leeds? It makes no sense!” Kieran points out that the firm’s Facebook page boasts plenty of photographic examples of Senior Stairlifts’ work that it has completed, as well as reviews.

What makes the firm stand out from its competition is simply that it cares, explains Kieran. “We care about our reputation and we have that at the front of everything we do. If a customer is unhappy about something we’ll go the extra mile to make sure it’s dealt with.”

“We’re all about the keeping the process of getting a stairlift simple for the customer”

The firm recently supplied and installed this Handicare Freecurve stairlift for a customer in Cumbria

The firms prides itself on excellent customer service and no sales spiel

Polyair® Cushion

Polyair® Cushions are medical cushions used for the purpose of preventing pressure ulcers. They use air-cell technology which is widely recognised as the best way of preventing pressure ulcers in seated patients.

Polyair® can be used for patients at any risk level and also for people who are already su ering from a pressure ulcer.

Polyair® can be used on, wheelchairs, riser recliners, car seats and other seating.

Polyair® comes with a pump and gauge to assist in setting up the cushion with the correct amount of air in for the patient. The cushion cells are aligned in a honeycomb style which leads to better stability whilst the user is seated.

Polyair® comes in a range of di erent sizes, ranging from 14in x 14in, up to 24in x 20in.

A COMPANY THAT CARES

Kieran observes that nearly all of his customers request reconditioned stairlifts and he thinks a lot of the reasoning behind this is the long warranty, the reviews and the service. “They trust us. Also, we don’t fit lifts that are really old. Our bestsellers are reconditioned straight stairlifts.”

As far as the stairlift industry goes Kieran feels that it is probably only going to get bigger as the ageing population continues to grow. “For me it’s important that those working in a market which is directly targeting the elderly and vulnerable have a straight and true moral compass. It is so easy to get caught in business and think about how to make more money when actually you need to consider the needs of your customers.”

Kieran says that when he is employing staff the first thing he looks at is personality. “They get a bit of a grilling quiz from me over video and they get sent a personality questionnaire,” says Kieran. “We are employing based on who they are as a person first before we know what they can do. We want them to be trustworthy, caring, honest and hardworking.”

Kieran’s plan in the future is to set up a foundation or trust to help lonely people. Comments Kieran: “One thing which became apparent to me when I was out on the road installing stairlifts to begin with was that there are a lot of lonely people. One older lady gripped my arm and said I was the first human being she had spoken to for three weeks.”

His idea would be to set up local centres where elderly people can come. They would be taken there by a bus once or twice a week for coffee and a natter, and given access to financial support if they need it.

As far as 2023 goes, Kieran says that his plan is just to continue to grow the company. “We are recruiting in the office, in the field and we just want to continue to build the name,” he says.

www.seniorstairlifts.co.uk

“We care about our reputation and we have that at the front of everything we do”

Senior Stairlifts operates in most parts of the UK

as seen

Customers worrying about the cost of running a homelift?

In the midst of the cost-of-living crisis, it stands to reason that some of your customers are asking how much mains powered adaptations cost to run in the home.

Homelifts [like stairlifts] are among those choices currently under the spotlight. This topic came up in a recent BHTA section meeting, so here are some background insights and indisputable facts from our technical experts back at HQ…

Based on a 230V supply, a 27.9p kWh price and a journey time of 30 seconds when fully loaded, our Trio+ Homelift only needs £0.0035 (approximately one third of a penny) of electricity to travel upwards between floors.

To put this data into perspective, it costs 3p (£0.03) to boil one litre of water with a 2.8kW kettle. This works out as 0.75p (£0.0075) of electricity for every 250ml mug of tea made.

So, as you can see, travelling upstairs in a Trio+ is 10 times cheaper than boiling a kettle and what’s more, coming down costs even less. On a journey downstairs the electric usage drops to a staggeringly small £0.0002 – that’s over 100 times lower than it costs to heat those favourite cuppas!

Bearing in mind that’s the energy consumption for our larger wheelchair-friendly homelift, now consider our more compact Duo+. This two-person lift, when fully loaded at 170kg, will ascend between one floor for an even lower electricity

price of £0.0032. Descending costs £0.0002 like the Trio+, so when you add it up over 50 journeys, your customers will have only spent on average one pence.

THE BIGGER PICTURE

Over and above the negligible cost of powering a Stiltz Homelift, potential customers can also be reassured about performance, safety and long-term value. In our case, we are a specialist manufacturer with a reputation for product reliability and diligent service, which ensures customers can depend on their choice of homelift. Dealers are in a strong position to prove this track record simply by referring customers to the Stiltz Trustpilot score.

From a safety perspective every Stiltz Homelift is rigorously tested before dispatch and commissioning in the home is a thorough and precise process. For peace of mind a lift car battery backup comes as standard so in the event of a mains power outage, passengers can continue their journey for a safe exit.

Nevertheless, when it comes to considering running costs, it’s more important to focus on the bigger picture. We have proven the minute daily energy consumption, however the purchase cost of a homelift may still be a barrier to ownership.

As dealers, you are fully aware of helping your customers reach an informed decision. When stairs are

Fear not, Gino Farruggio, Trade Sales Director for Stiltz, has all the energy data you need to reassure customers looking for an economical home adaptation

starting to become problematic, clients need help to weigh up all the choices, so the best outcome is achieved. There are many alternatives to a homelift but are they cost effective? Will they be futureproofed? What will they mean for other members of the household?

INVESTING IN THE FUTURE

By choosing a homelift customers are investing in the future; they are purchasing a solution which will pay for itself in the long run.

When compared to a costly accessible ground floor conversion or extension, relocating home or ultimately funding expensive carers, a homelift provides the sustainable, cost-effective choice.

It’s also worth considering other life overheads which are not monetary – what about the practical and wellbeing costs if in essence a home is split in two? Falls on the stairs come with a heavy price in terms of injury, rehabilitation and stresses on the rest of the family. Or the loss of income can be another major blow.

So, when you sum it all up, the day-to-day running costs of a Stiltz Homelift may be perceived as a concern for your customer, but in reality they are not, and it would be far more prudent for customers to focus on the holistic savings a homelift provides.

www.stiltz.co.uk

Sumed International: Taking the pressure off

SUMED HAS ATTENDED A FEW TRADE SHOWS IN 2022. WHICH EVENTS STOOD OUT FOR YOU THE MOST?

“The shows we have attended last year included The National Association of Educators in Practice, RISE@THIIS, PMG, UK Care Week and The OT Show. All shows have benefited the company, especially PMG and The OT Show, where numerous potential new leads were developed.

“We were able to showcase the majority of our product range at each show and were able to carry out live demonstrations to people in attendance at each. We find live demonstrations really help people understand how some of our more complex products, such as the XTech-25 Mattress, work and how

they would use it in their respective settings.”

CAN YOU TELL US A BIT MORE ABOUT THE NEW INTEGRITY STATIC CUSHION RANGE, AND THE RESPONSE YOU HAVE HAD TO IT?

“The Integrity Static Cushions are a new range of cushion. At an affordable price, the cushions are suitable for all types of users, from entry-level to people that are at very high risk of developing pressure ulcers. Comfortable, lightweight and low maintenance, the cushions can be used on most seating surfaces such as wheelchairs.

“The cushion range was launched in 2020 and the response has been great. We manufacture many hundreds of Integrity Cushions a month and are constantly receiving

Sumed International manufactures, supplies, and distributes a range of medical equipment and supplies, such as beds, mattresses, cushions, and heel products, providing solutions for the pain and discomfort caused by pressure ulcers. Over the course of 2022, the firm was busy showcasing brand-new products to retailers at events such as Naidex. THIIS caught up with Graham Collyer, Executive Chairman at Sumed, to find out more about these and the firm’s plans for 2023…

orders for them. The uptake in large quantities by wheelchair services and community service customers has exceeded our expectations.

“Cushions are available in three weight limits, 17 stone, 28 stone and 50 stone, and three different cover types: wipeable, spacer fabric and towelling. All cushions are available in white boxes or printed polythene bags. The range is simple to understand and show to clients/ potential purchasers

“Special sizes have a very quick turnaround, usually the same day, and retailers/services do not need to keep large shelf stocks.”

CAN YOU TELL US A BIT MORE ABOUT THE UNIROLL BARIATRIC WHEELCHAIRS. WHAT DOES THE RANGE INCLUDE?

The Sumed team are pleased to demonstrate the XTech-25 Mattress at trade shows

for user weights up to 300kg, while the Phonix is suitable for users up to 185kg. One of the key features of the Phonix chair is that it is widthadjustable and if a user has seat width requirements, by purchasing a seat kit, the chair can be reissued at very little cost. Moly has been designed to support user weights up to 150kg.

“The wheelchairs stand out due to their user weight limit and the long warranty period, which is five years for the crossbar and frame on all three wheelchairs. Also, the wheelchairs are patient-specified so the wheelchair can be configured/manufactured to the patient’s needs based on the prescription form for each.”

ARE YOU LOOKING TO INCREASE YOUR NETWORK OF DEALERS IN THE UK? IF SO, FOR WHICH PRODUCTS?

“Sumed is keen to develop a dealer network in the UK for bariatric wheelchairs and cushions. Our retailer network is currently being developed but we have excellent packages for dealers with expertise in wheelchairs and cushions.

“For key dealers we will offer free of charge pressure mapping clinics on-

way to ensure that clients are provided with the correct equipment.”

WHAT SUPPORT DOES SUMED OFFER DEALERS?

“We offer comprehensive product training, both at the time of appointment and regularly when new staff are recruited.

“For larger customers of cushions and wheelchairs, we will offer consignment stock, and merchandising/stock replenishment.

“For larger customers we offer regular on-site pressure mapping clinics free of charge. This gives customers the chance to check that their equipment is offering the best possible level of pressure relief. We offer point-of-sale material, including leaflets for customers to take away.”

CAN YOU TELL US MORE ABOUT ANY RECENT UPDATES?

“We have just introduced a tensionadjustable back on our Goliath 50-stone wheelchair. We also offer mattresses and pressure mapping/ monitoring to ensure that clients/ patients have the correct surface for sleeping on.”

WHAT PRODUCTS WILL YOU BE LOOKING TO LAUNCH THIS YEAR?

“We will be launching the new Integrity Community Bed in the first quarter of this year, which is an ideal dealer proposition when used with Integrity Mattresses.”

HOW IMPORTANT IS RESEARCH AND DEVELOPMENT AT SUMED?

“Sumed works closely with several

“We find live demonstrations really help people understand how some of our more complex products work”

The Integrity Static Cushions were developed for people at risk of developing pressure ulcers

The width-adjustable Phonix is suitable for users up to 185kg

research organisations, such as the universities of Southampton and Birmingham. Whenever we see an opportunity, we work with clinicians in specific areas of research.

“Most recently we have been investing in research focused around preventing pressure ulcers in a community setting by using continuous pressure monitoring and have published widely in collaboration with investigators. Further details are available on request.”

WHAT ACHIEVEMENTS ARE YOU MOST PROUD OF AT SUMED?

“Sumed has a long history in working with the NHS and social care, providing servicing and maintenance of medical supplies in the healthcare sector. For the past three years, the world has focused on living through the pandemic.

“Sumed was one of the first companies to have its employees classed as key workers, and throughout the pandemic, the whole

company worked tirelessly supporting colleagues in the NHS and social care. We are so proud of the entire Sumed team, which certainly played its part in supporting the NHS at a time when everyone was so reliant on it.

“In April 2021 we won a contract for servicing specialised equipment in Cumbria. In the heart of the pandemic, we introduced this vital service involving the maintenance and testing of lifts and hoists in a community setting.

“We believe that the implementation of the new service has been a resounding success, with glowing reports from both Cumbria County Council and service users.”

WHAT ARE YOUR HOPES FOR SUMED IN 2023?

“In 2023, we look forward to a year of continued growth in revenue and further investment in our UK manufacturing plant.

“We have several new product launches planned and are looking to extend our service offering by winning new contracts.”

WHAT ARE YOUR HOPES FOR THE SECTOR AS A WHOLE, AND WHAT DO YOU SEE AS ITS MAIN CHALLENGES?

“We hope that funding in social care is increased to free up space in secondary care, which is clearly close

to capacity. Government choices for funding must be taken wisely to unblock bottlenecks appearing throughout the system.

“Many of our product lines are focused on care in the community and if the Government makes wise funding decisions, it will be good for the sector, good for the entire health and social care system, and good for Sumed.

“The sector needs increased investment – the challenges will be that with the next general election no later than January 2025, we are about to enter a period of political uncertainty in an economy with high inflation.

“As a country, we need to be buying British but we must invest in the UK and resist the temptation to base our economy on cheap imports from the Far East.”

sumedinternational.com

“We manufacture many hundreds of Integrity Cushions a month and are constantly receiving orders for them”

The Integrity Static Cushion on a mattress

Trade Thoughts

This month, THIIS asked leaders from across the mobility and access industry to give their forecasts for what 2023 might hold...

Terence Clark Country Manager of Topro UK

2022 brought many challenges to the world, the UK and the mobility industry, this, on the back of the significant challenges faced in 2021 and 2020.

“Huge events of historical importance have taken place, and there has been the war in Ukraine, political unrest, rising inflation and financial instability, all happening under the shadow of Covid.

“As to 2023, what’s going to happen? It’s likely that 2023 will continue to be unsure and of course many of the pressures of 2022 will roll forward to mix with fresh troubles from the new year.

“So, the question is how does Topro protect itself from this?

“Fortunately, there are some things that are always the right thing to do! The first is about surrounding ourselves with good people who are motivated to perform and ready to go the extra mile.

“Working as a team and pro-actively seeking to help clients is what will set Topro apart and what sets any company apart.

“Secondly, it is about good quality products. Everyone likes a bargain but in reality, we all know you get what you pay for, so quality should be identified, measured and respected.

“Finally, it’s about integrity and a straight-forward approach. This never goes out of fashion and short, medium and long term is always respected.

“Relaunching Topro during 2022 has been exciting, fun, and challenging, and I know this will continue to be so. The three pillars above have been at the centre of Topro UK’s approach to 2022 and will remain there during 2023.

Alastair

Gibbs Managing Director of TPG DisableAids

2022 has been an unusual year for those of us at the retail end of our industry.

“It has entailed coming out of the tightest Covid restrictions, dealing with the fall-out of Brexit and a Ukrainian war that has impacted on far more than many of us thought possible.

“The impact of these influences is still far from over, and for those that did not make sufficient provision, or change their business model to suit, 2023 is going to be really tough.

“We have endured constant price rises in fuel, energy, and supplies and we will all be expected to provide significant pay rises to staff. Then business tax rises are coming in April.

“Treading that thin line between offering a competitive product or service, or overcompensating and pricing yourself out of the market, will be a management skill many have not had to face before.

“We are already seeing business casualties from retailers, and I suspect there will be more as the appetite for change is simply too much for some.

“Inflationary pressures are unlikely to ease as our costs go up, inevitably our retail prices will too. This is, of course, not exclusive to our industry and we will all see extra draw on our disposable income from any other product or service we need to buy. It is a vicious circle that will need external factors to change before the cycle gets broken and we can return to some form of stability.

“With interest rates rising, will there be an appetite for investment?

“There is no doubt that the size of the market is growing and the solutions available to fulfil the needs of that market are improving all of the time, but at what cost? The crystal ball is certainly a little cloudy at this time!

www.topromobility.co.uk

tpg-disableaids.co.uk

What is your forecast for what 2023 might hold for industry, and retail in particular?

Billy Finnie Operations Manager at Mobility Scotland

2022 was very much a year of adjusting to change, and reshaping business models, although sales were strong and a good indicator that consumer confidence had not hit the lows predicted, the big issue for retailers was margin erosion as supply chains recalibrated and logistic costs sky rocketed for us all.

“The mobility sector won’t be immune to the wider economic headwinds which await us in 2023, however we will definitely enter leaner as businesses and be prepared to act with the same fleet of foot we have demonstrated over the past few years. Mobility Scotland will anticipate the challenges and continue to implement cost-saving initiatives and protect our profit margins as best we can.

“Going by economic forecasts if we’re not already in recession it looks like we could be in the first quarter, it will be around this period we see how consumers are reacting to everything that’s going on, such as Christmas credit card bills, increasing energy costs, high inflation and general costof-living increases.

“I reckon Spring 2023 will be a significant period for us all. We will see how the economy is fairing and how it’s likely to develop over the rest of the year, this will be the catalyst and will determine how retailers react.

“If recession is biting, we will maximise our revenue streams further by introducing some innovative inflation busting deals, i.e. new lines and services with lower margins to assist the consumer who still need their mobility products but may not be in a position to spend as they did previously.

mobilityscotlandltd.co.uk

Dane Lawrence Managing Director at Scooterpac

There is lots of doom and gloom in the media, but I still believe there is a lot for all of us to still be positive about.

“2022 has been an interesting year, with plenty of change, and not without it’s challenges, but on the whole the mobility retail industry seems to have been pretty robust and survived it well, with some even expanding and thriving.

“At Scooterpac our mission is to be here for our dealers at all times, providing products that are different and meeting the varying needs in the marketplace. It is thanks to this (and hard work!) that 30 per cent growth has been achieved during the past 12 months.

“Whilst not wanting to be overconfident, we are looking forward positively to 2023 and Scooterpac is ready and poised for rapid growth. This rapid growth is based on two underlying principles.

“The first is about working closely with our core network of dealers to maintain and enhance our strong retail support. This includes joint demonstrations where required; high quality, bespoke marketing support; and healthy stocks of both main products and all spare parts.

“Secondly, with a plethora of new innovative products being launched in early 2023, the Scooterpac range is gathering momentum and offers something new and exciting to freshen up the retail showrooms.

“All these positive things happening doesn’t mean there isn’t dangers. Managing overheads, and ensuring we plan for further “road-bumps” is critical, but looking ahead as far as possible, and working closely together with our partners we truly believe the outlook is optimistic.

www.scooterpac.com

Paul Stockdill UK Sales Director for Handicare

This year hasn’t been easy, and I expect we’ll see similar challenges in 2023. Everyone is feeling the pinch as inflation soars and the cost-of-living impacts businesses. Global uncertainty is still causing supply chain disruptions which in turn causes delays and affects consumer confidence.

“The industry needs to continue to adapt as we learn to live with these challenges. Handicare has introduced a new RMA process, reusing parts to reduce waste and make our supply chain more robust, as well as making our business more sustainable. Savaria’s acquisition of electronics company Ultron will also reduce our reliance on third party components.

“Suppliers will also need to give retailers the tools they need to keep growing their businesses. We’re providing an opportunity for our partners to diversify their businesses and explore new markets with the Sell Serve Support project, which will give Handicare Partners access to Garaventa Lift and Savaria products from their usual Handicare teams.

“New product launches will help suppliers and retailers stand out in the market – we’re excited about the new Handicare 4000 and improved Garaventa Lift Artira. These quality, reliable products will boost consumer confidence.

“With the launch of the 4000 we’ve produced a new online training platform to give our partners everything they need to install our products while saving on resources travelling to in-person training.

“With the right tools and support, I’m confident that our partner network will pull together to face the challenges ahead, and grow bigger, better and stronger than ever in 2023 with our Savaria family.

handicare-stairlifts.co.uk

Travelling by air with a wheelchair 2. Air Travel Configuration Card

When we board a plane, we are not asked to have our legs removed and placed in the hold of the plane. However, most wheelchair users will be expected to leave their ‘legs’, i.e. their chair, in the hands of others while the chair is placed in the hold and live in hope that it will be returned to them intact at their destination. Sadly, frequently, the chair is not returned intact. To reduce the risk of loss or damage, a series of standards have and are being developed in the USA, the first volume of which concentrates on mobility devices (Figure 1).

This Volume is divided into four sections:

1. Vocabulary and Definitions for Assistive Technology and Air Travel

2. Information and Instructions for preparing Wheelchairs to be Stored and Transported in Commercial Aircraft

3. Handling Procedures for Powered Mobility Devices (PMDs) to be Stored and Transported in Commercial Aircraft

4. Labelling and Design Requirements for Mobility Devices Designed for Stowage and Transport in Commercial Aircraft

The core of Section 4 is the content of an Air Travel Configuration Card (ATCC) (Figures 3 and 6) which is designed to be with the wheelchair, but also accessible online via a QR code on the chair (Figure 2).

There are four key aspects to this card. The first is to provide full name and contact details of the user. The second is that the wheelchair user is

In last month’s Let’s Get It Clear article we reviewed the experience that wheelchair users have when trying to travel by air, and the concerns they have about whether they will see their chair soon after they arrive at their destination, and whether it will have been damaged in transit. A standard has been produced in the US aimed at increasing the likelihood that their chair will be delivered intact. The core of this standard is an Air Travel Configuration Card. This article summarises the key elements of the card.

expected to remove as many items as possible from the chair (such as seat cushion, head support, joystick, etc) and take those items into the cabin as ‘hand baggage’. The principle is that if something is ‘removable’ you do not want to risk it coming away in the hands of a baggage handler and being ‘mislaid’. Note that, if an item like a joystick is not removable, then try fitting a hard box, or similar, to place around the joystick to protect it from being damaged.

The third aspect describes activities that the wheelchair user may be able to do when handing over the chair, but also ideally the baggage handlers will have been trained to do, which includes folding up foot supports, isolating battery power, disengaging the drive system, etc. The fourth aspect is to fold the chair into its

Figure 1. American National Standard for Assistive Technology for Air Travel

Figure 2. QR code link to ATCC

smallest footprint and configuration, so that it falls within the maximum size (e.g. under a height of 840mm) that can be loaded into an aircraft hold.

WEIGHT AND BATTERY

INFORMATION

The front of the ATCC has weight and battery information for baggage handlers’ information and protection (Figure 4). Batteries must be non-spillable, and the following information is required: Number of batteries; Battery chemistry; Access location; Nominal voltage; Watt-hour rating if Lithium.

The rear of the ATCC (Figure 6) provides information as to the situation of the battery isolation switch, and if there isn’t one, where the batteries can be unplugged (Figure 5).

DISENGAGING THE DRIVE SYSTEM

This information is provided on the rear of the ATCC (Figure 7).

WHERE TO LIFT THE CHAIR

The chair should have blue manual

Figure 3. Air Travel Configuration Card for a powered wheelchair - Front

Figure 4. Weight and battery information example

Figure 5. Battery isolation switch information example

LET’S GET IT

CLEAR

lift point labels placed where it is safe and appropriate for the handlers to lift the chair (Figure 8).

CHAIR SECUREMENT

The chair should have yellow labels depicting where tie-down strapping can be attached (Figure 9). After attachment, the drive system should be re-engaged.

CONCLUSION

When travelling by air, no-one can be certain that their baggage will arrive with them and undamaged. Given the significant disruption and inconvenience that lost or damaged luggage can cause, and how catastrophic this can be for the user if related to their wheelchair, it is vital that actions are taken to reduce this risk. Hopefully, now, wheelchair users can improve the odds by following the guidance in the US standard and by making use of the ATCC. The downside is that this is a US standard and being taken up by US airlines in the US. However, other airports and other airlines are slowly coming aboard as well.

Disengaging the drive system

then seek out a mobility device that meets the requirements.

This is information is provided on the rear of the ATCC (Figure 7):

Now that the US standard Volume 1 has been published, various manufacturers have been working on creating ATCCs for their chairs, and adding appropriate labelling. If you are a purchaser or supplier of a chair that is to be used during air travel,

Dr Barend ter Haar has been involved in seating and mobility for over 30 years. Further items can be found at www.beshealthcare.net

Figure 7

Where to lift the chair

The chair should have manual lift point labels placed where it is safe and appropriate for the handlers to lift the chair (Figure 8):

Figure 8

Chair securemen

The chair should have yellow l After attachment, the drive s

Figure 9. Securement information

Figure 6. Air Travel Configuration Card for a scooter – Rear (example)

Figure 7. Drive disengagement information example

Figure 8. Manual lifting points information example

Figure 9. Securement information example

Buyers’ guide to manual wheelchairs

Flexx Wheelchair

Series from Karma Mobility

The Flexx is Karma Mobility’s most adjustable wheelchair and is available in a variety of seat widths from 15” to 24”.

The seat depth is available from 16” to 20”, and there are two backrest heights, 17” and 20”. The seatto-ground can be adjusted from 16.5” to 21”, and the backrest angle is also adjustable.

Having such a wide variety of settings and accessories makes the Flexx an ideal option for users who need a configurable wheelchair.

Icon 35BX Wheelchair

from Rehasense

Weighing only 8.2kg, the Icon 35BX is the lightest aluminium wheelchair in the Icon range from Rehasense and features an ergonomic seat and back angle to provide a superb seating position.

The chair can be transported and stored with ease when folded, as it takes up little space when not being used, with length, height and width dimensions of just 26”x29”x11”. With a maximum user weight of 125kg and seat widths of 16” or 18” the Icon 35BX offers a great lightweight wheelchair solution for most users. Standard features on the Icon 35BX include swing-away leg rests with release lever, stepwise brake control with cable, armrest and carrying handle for when folded.

www.rehasense.com

Each month, discover key products from a different segment of the mobility market to consider offering to customers

Phonix

Wheelchair from Sumed International

Phonix is very easy to configure or reconfigure and is suitable for a wide variety of users up to 185kg.

It is backed up with a five-year warranty for the crossbar and frame. The width and depth can be adjusted quickly and easily, with the width ranging from 50cm to 65cm and the depth ranging from 42cm to 50cm. With many extras included as standard, Phonix offers remarkable flexibility and value for money. The model has been crash tested and offers users a stylish and comfortable wheelchair.

sumedinternational.com

Caneo XL/XXL Wheelchair from DIETZ Mobility UK

The heavy-duty Caneo XL/XXL wheelchair has been specially designed for users who are larger and heavier, yet it is still lightweight and foldable.

Its low seat height permits the use of a variety of seat cushion thicknesses, and the side panels are extended forwards to provide additional support when sitting.

The advanced forward and outward position of the front wheels ensures significantly greater stability, as well as adequate foot room for any users who may need or wish to foot propel.

The Caneo XL has a maximum user weight of 170kg, and the Caneo XXL has a maximum user weight of 200kg.

www.dietz-mobility.co.uk

Bariatric Steel Transport Chair from Drive

DeVilbiss Healthcare

The Bariatric Steel Transport Chair features a dual, reinforced steel cross brace to give extra support and stability.

A generous weight capacity of 200kg is also backed up by a heavy-duty, nylonreinforced upholstery, with a back carry pouch for storage. Removable desklength armrests facilitate easy side transfers and allow for unhindered access to work surfaces.

The footrests are height adjustable to suit user support requirements while the 12" rear solid tyres are durable and low maintenance. The stepper tube allows an attendant to safely mount kerbs with the chair.

www.drivedevilbiss.co.uk

Ultra Lightweight Folding Wheelchair from RHealthcare

The ultra-lightweight aluminium wheelchair in RHealthcare's Dash Rehab range is available in self propel (SP) and transit. The wheelchair comes in a stylish silver colour frame with a padded seat and back.

The compact design is ideal for wheelchair users who need an ultra-lightweight chair. It is ideal for short trips and loading into the car, as its total weight is only 10kg for the SP and 9kg for the transit model.

The ergonomic seating provides excellent comfort and support. The transit model comes with attendant brakes, and the SP model benefits by having 22” QR wheels.

www.dashrehab.co.uk

DB1 Heavy Duty Wheelchair Range from Greencare Mobility

The DB1 bariatric wheelchair range boasts a 200kgload capacity and is available in both transit and self propel versions. Available as a stock or a configured version, the DB1-XXHD has a multitude of configurable options available to meet the specific needs of wheelchair users.

The DB1-XXHD is available in up to four different seat widths as standard and is also available in custom sizes dependent on the users’ clinical needs. Standard built configurations include triple re-enforced cross braces, heavy-duty front castors as well as a long-lasting, embossed back and seat upholstery with a double inner liner for durability as standard.

The DB1-XXHD is assembled in the UK, offering configurable options with short lead times.

greencaremobility.com

Ergo Lite Wheelchair Series from Karma Mobility

The Ergo Lite 2 is one of the very lightest wheelchairs available on the market, starting from just 8.5kg complete.

It is available in 16” or 18” seat widths and comes in either transit or selfpropel variations. The double cross brace ensures that the wheelchair is durable as well as light. The Ergo Lite and Ergo Lite 2 has won a Taiwan Excellence and THIIS Retailers’ Choice of the Year award.

www.karmamobility.co.uk

CRASH TESTED

CRASH TESTED

Icon 35LX Self-Propel from Rehasense

The Icon 35LX self-propel weighs only 9kg with a transportation weight of just 8.2kg and is fitted with large 22” wheels with push rims while enhanced ergonomic seating, back upholstery and adjustable arm rests provide increased levels of postural support.

With a seat width of 16” it can be easily folded for transportation and storage. With dimensions of 26”x29”x11” it takes up little space and weighs just 8.2kg with the wheels removed. With a maximum user weight of 125kg, the Icon 35LX self-propel offers a lightweight wheelchair solution. Standard features on the Icon 35LX self-propel include swing-away leg rests with release lever, stepwise brake control with cable, height-adjustable armrests and carrying handle for transporting when folded.

K2 Wheelchair from Trekinetic

Trekinetic K2 boasts a unique three-wheel design and carbon fibre seating system. Utilising its previous experience working in Formula 1, the Trekinetic K2 can be set up with user or attendant brakes with a unique range of optional extras. It can also be modified to be made suitable for children as young as five years old.

Comfortable enough to use all day and capable of handling pretty much any terrain, Trekinetic wheelchairs are designed for those who refuse to let their disabilities get the better of them and do not like being told where they should or should not go.

www.trekinetic.com

Steel Travel Chair from Drive DeVilbiss Healthcare

This compact travel chair has numerous features and a great price point. Its push handles fold into the chair to allow for a compact size. It has a lightweight steel frame to facilitate easy transportation, which folds back down for storage. Swing-away footrests assist with transfers on and off the chair while padded armrests provide additional comfort and support.

The chair features fixed 8" puncture-proof wheels, which are durable and low maintenance, and a one-touch lap belt for added safety. Nylon canvas upholstery is durable and easy to clean, and the chair also comes with upholstery handles to assist with folding the chair. The maximum user weight is 115kg.

www.drivedevilbiss.co.uk

The

Tauron RSI

Wheelchair from DIETZ Mobility UK

The Tauron RSI has been especially designed with the needs of larger and heavier users in mind. Its abduction frame and abduction side panels guarantee an ergonomically optimised sitting position and increased sitting comfort.

Meanwhile, the rear seat width can be easily adjusted by swivelling the side panel attachment. This allows the Tauron RSI to offer ideal support over time, as it can be easily adapted to changes in physical condition. The Tauron RSI has a maximum user weight of 250kg.

www.dietz-mobility.co.uk

Easy1 Attendant Wheelchair from Greencare Mobility

The Easy1 wheelchair range is specifically developed for those who require mobility support for extended periods of time.

Its compact frame and lightweight structure make this manual wheelchair ideal to transport and provide additional postural control during everyday activities to support individuals with their everyday needs. Standard features include tension-adjustable back straps, angle-adjustable footplates, airflow exchange back upholstery and attendant brakes.

Additional features include height-adjustable arms, residual stump supports and elevating leg rests. Back posts are half folding with removable leg rests for easy stowage. The Easy1 wheelchair is available in four seat widths and has an occupant user weight of 120kg.

www.greencaremobility.com

Moly Wheelchair from Sumed International

Moly Wheelchair is a lightweight aluminium heavy-duty wheelchair, which has been designed to support user weights up to 150kg.

Moly’s push-release wheels and lightweight construction make it easy to transport and it also comes with an anti-tip kit as standard. With adjustable seat death, Moly offers ultimate comfort for all users, also coming with a range of different seat heights and backrest heights.

Moly offers a five-year warranty on the crossbar and frame, with a two-year warranty on all other parts for manufacturing defects.

sumedinternational.com

Agile Wheelchair from Karma Mobility

The Agile is the latest addition to the Karma range of wheelchairs.

It has a lightweight aluminium frame and takes users up to 125kg. Accompanied with detachable footrest hangers and flipback armrests, it is available in either transit and self-propel models and in 16”, 18” and 20” seat widths.

Optional accessories include a tension-adjustable backrest, elevating legrests and anti-tips. The Agile has been successfully crash-tested for use in a vehicle.

www.karmamobility.co.uk

Icon 60 Wheelchair from Rehasense

The Icon 60 manual wheelchair from Rehasense is one of the most adjustable wheelchairs currently available. It features a lightweight rigid 7000 Series aluminium alloy frame and carbon fibre side panels to enable the user to adjust the chair to suit their needs.

The frame length and seat angle are adjustable, and, for maximum comfort, the backrest can be adjusted forward by up to 20˚ or backwards by up to 10˚. The seat height can also be easily adjusted, which changes the centre of gravity to make the chair a more ‘active’ model. With a maximum user capacity of 120kg and a choice of four colour finishes and several wheel, tyre and push rim options available, the Icon 60 takes manual wheelchair design to the next level.

www.rehasense.com

DB1 Junior Wheelchair from Greencare Mobility

The DB1 Junior is a folding wheelchair built to accommodate younger patients of up to 100kg.

It can be easily adapted to accommodate growth or changing user needs and features multi-adjustable wheels that can be quickly moved to ensure that the user benefits from easy movement and gets the most out of the chair.

The DB1 Junior wheelchair is an extremely lightweight, simple to use, and easy to transport wheelchair. Available in both transit and self-propelled versions the DB1 junior is configured and assembled in the UK and is available in extended range of seat widths and depths to meet the clinical needs of the user.

www.greencaremobility.com

EXPERIENCED SERVICE ENGINEER

Highly competitive salary based on experience.

Chesham based office, covering London & surrounding areas

Monday-Friday 8:30-5:30pm

Better Mobility is seeking an experienced Mobility Service Engineer to join our team.

The ideal candidate will have experience in a mobility environment including technical knowledge, mechanical aptitude and the ability to deliver excellent customer service.

Your duties would include: Servicing and repairing mobility equipment, performed on premise and at client addresses, deliveries in London and surrounding areas, sourcing and ordering parts and maintenance of fleet rental equipment.

You will also assist in servicing contracts at care homes/hospitals, and providing full written reports of the servicing performed and subsequent parts required for repair.

Flexibility and a great sense of humour are essential to working within in our small, but dedicated team. The reward being a very competitive salary, company van, fuel card, work mobile, team events and supportive employers.

Contact our team today to enquire about this role...

careers@bettermobility.co.uk 0808 2959 909

EXPERIENCED SEATING & MOBILITY SPECIALIST

Highly competitive salary based on experience.

Chesham based office, covering London & surrounding areas

Monday-Friday 8:30-5:30pm

Better Mobility are firmly committed to providing top quality service at all times, and are recognised for our integrity, reliability and expertise. With access to the latest Mobility equipment, you will be working closely with adults and children with disabilities to supply innovative customised mobility solutions that improve their lives.

The ideal candidate will have a few years experience in prescribing manual and powered wheelchairs.

Excellent communication & interpersonal skills are paramount, with strong empathy for the needs of the end users, you will not just be selling products, but will be thinking “outside of the box” to provide customised solutions to suit the individual.

Flexibility and a great sense of humour are essential to working within in our dedicated team. The reward being a very competitive salary, company van, fuel card, work mobile, team events and supportive employers.

Contact our team today to enquire about this role...

careers@bettermobility.co.uk 0808 2959 909

Goliath Wheelchair

from Sumed International

The Goliath heavy-duty wheelchair was developed for user weights up to 300kg.

Constructed from high-quality

steel tube, the Goliath is highly durable but with a transport weight of only 31.4kg. The seat height and depth are adjustable, and a variety of widths are available, ranging from 55cm to 85cm. The wheels can be moved backwards or forwards to suit the centre of gravity of the user.

Goliath is crash tested and it delivers excellent performance with comfort and style. It comes with a five-year warranty for the frame and crossbar.

Strongback Wheelchair from TGA Mobility

The Strongback is a lightweight folding wheelchair with excellent back support. An evolution in wheelchair design, the Strongback solution provides contoured back support with an ergonomic backrest for improved posture and comfort.

The ergonomic lumbar support is integrated into the frame of the wheelchair, improving the seat angle and offering a curved supportive backrest. The seat angle aligns the pelvis for proper ergonomic posture and prevents slipping and slouching forwards.

It weighs just 11kg with standard features including attendant-controlled brakes, folding backrest, quick-release wheels and easy fold-back footrests. The wheelchair is available as attendant or self-propelled in a full range of sizes –and it comes with the option of flip-back armrests.

www.tgamobility.co.uk

sumedinternational.com

The Phantom Wheelchair from Drive DeVilbiss Healthcare

The Phantom Wheelchair features a stylish modern design, a lightweight silver aluminium frame and provides a wide range of added extras. Available in both self-propel and transit, these wheelchairs –which come with a generous 19” seat width – are designed for either occasional or frequent use and can be used indoors and outdoors.

Features include two-tone padded upholstery, which is removable, and push button for the padded fulllength arm rests. It has an ergonomic handle for swing-in-and-out footrests and a half-fold mechanism. The longreach brakes are user friendly and the chair comes with puncture-proof solid tyres, lap belt and heel straps. The self-propel features quick-release 24" self propel wheels. The maximum user weight is 135kg.

www.drivedevilbiss.co.uk

This organisation is a member of the British Healthcare Trades Association.

The updated Blazer has a number of user friendly upgrades and is now even narrower than before. It is still available with either a Sling or Captain seat and a variety of accessories.

YEAR-ROUND RAMBLER

THE BREEZE S4 WITH SOLID CANOPY

Take on new terrain with TGA Mobility

The Breeze S4 brings you the ultimate in advanced comfort, performance and looks that have set the standards within the mobility scooter industry.

With all-round, active, adjustable suspension and powerful motor, kerbs and rough ground are simply a breeze. Keep going, no matter the weather with the solid canopy option designed to help keep out the elements.