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THIIS Trade Magazine • Issue 226 • July 2017

Issue 226 • July 2017

Providing news and views in the trade since 1999

TRADE MAGAZINE

For everything new

Providing news and views in the trade since 1999

Retailers rally to Mongolia MANUFACTURER SEEKS DEALERS

DEALERS WANTED RETAILER SPOTLIGHT VIDEO MARKETING

LIGHTS, CAMERA, ACTION

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…from the editor Surely, we have all fantasied once or twice about picking up the keys to a car and driving off into the sunset. It seems for Heather and Colin on our front cover this month, fantasising was not enough. In a bid to raise money for charity, the couple have answered the call of the open road. Aline Mobility’s Heather and Colin are undertaking a mammoth challenge of covering 20,000 miles in a classic VW beetle in a journey that will see them go from the UK to Mongolia. The couple are undertaking the tremendous challenge to raise money for a charity close to their hearts. It would seem they are not alone, with Adventure Mobility’s founder Phil Pugh attempting a gruelling ‘Megathon’ and Ableworld’s Paul Boniface tackling Mt Kilimanjaro. Each inspirational story of people pushing themselves to their limits to raise funds for good causes and charities is to be highly commended and reinforces the amount of care and consideration that exists within the industry. Also in the July issue, we encourage manufacturers and retailers to really embrace the power of video in their marketing. Not only are we looking at companies that are already ahead of the curve, but also providing useful tips and ideas for making the most out of your videos. You may not win any praise at the Sundance Film Festival, but you may see a big change in sales conversions. Additionally, we take an in-depth look at one retailer and one manufacturer, finding out more about their past, present and futures in two new features; Retailer Spotlight and More About...

Don’t be shy, why not get in touch...

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

Advertising Enquiries Greg Askew 01933 272437 advertising@thiis.co.uk

Calvin Barnett Editor

On the front... Heather, Colin and Betty off on an adventure. Page 20.

You can find THIIS on Twitter at: wwwthiiscouk

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

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


Hampshire Mobility Services celebrates Page 6

“We know however that the UK market will really be interested”

Progeo seeks UK dealers Page 8

“I realise that it will not be a walk in the park”

“Around 40% of our sales are international exports”

“Watching a scooter being driven in a video is the next best thing to a test drive”

“Disabled people often can’t find independent information on new products” 4 www.thiis.co.uk

InTHIISissue...

“She’s like a patchwork quilt”

Lloyds Pharmacy and Unforgettable partnership Page 10

More about Mountain Trike Page 12

Aline Mobility’s adventure Page 20 Seventh Unlimited Company store opens Page 26

Lights, camera, action Page 34

Ableworld: Driving for growth Page 42


The New Portable Explorer Scooter Has Arrived The Explorer Features excellent all round suspension and a supreme comfort seat to provide the excellent ride quality of a larger scooter It also features 2 x 22Ah MK Batteries; the largest battery pack available in our range of portable scooters providing an impressive 13 mile range.

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Retailer celebrates major certificate and contract win Hampshire Mobility Services has a number of reasons to celebrate after being awarded Stannah Stairlift’s Certificate of Excellence and winning a valuable contract with local councils. The Certificate of Excellence is awarded to authorised Stannah Stairlift dealers, of which Romsey’s Hampshire Mobility Services are one of a select few who meet the strict criteria. Brian Cook, Stannah’s Worldwide Technical Support Manager who oversees the Certificate of Excellence, told us: “This is an advanced assessment programme covering the correct installation process, fault finding and planned maintenance of both straight and curved stairlift to ensure all Stannah Stairlifts Hampshire Mobility Services install and maintain are to the same standard as our own engineers.” The independent family run retailer celebrated being awarded the certification with a presentation attended by Romsey’s Mayor, Chambers of Commerce, centre manager and various local authorities for whom the company installs stairlifts for. Caroline Munday, Dealer Manager for Stannah Stairlifts, said: “Only dealers that can demonstrate an ethical business manner, a customer focused approach and have completed the Stannah installation and service training are accepted as authorised dealers. Kevin and his team have shown this over the last five years.” Operating from their mobility shop in Romsey’s town centre, Hampshire Mobility Services has grown significantly over the last few years. After moving to a larger retail space, the company now displays a broad choice of mobility equipment including rise and recline chairs, wheelchairs and a range of working Stannah stairlifts. Kevin Fry, Managing Director for Hampshire Mobility Services, commented: “Our investment in the move to the larger shop instead of an industrial unit out of the town centre has been the correct move forward. Our client base is expanding daily and the ability to walk in to our shop and try all the equipment that is on offer is important to us.” As well as the Certificate of Excellence, Kevin and his team are also celebrating being one of a small list of approved contractors for both Southampton and Portsmouth city council. 6 www.thiis.co.uk

The three-year contract will be to provide and install stairlifts, hoists and other lifting equipment throughout both cities and surrounding areas. “This contract win means business security for the forthcoming years, continued investment into the business and local employment to maintain not only the levels of work that this will bring in but also the existing contracts we already hold,” added Kevin. “Our investment in the move to “Our business plan the larger shop instead of an when we started five years ago was to industrial unit out of the town be able to grow and centre has been the correct sustain a reputable business based on the move forward for the business” quality of products and service we provide; we will now continue to look ahead to ensure we maintain this for the next five years.” For more about Hampshire Mobility Services, visit www.hampshiremobilityservices.co.uk


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Italian manufacturer seeks dealers to bring hand-made quality to the UK When you think of Italy, images of delicious food, classical artwork and fast cars may spring to mind. One manufacturer however is keen to add wheelchairs to that list and is seeking UK dealers to expand their network. Progeo, a wheelchair manufacturer based in Treviso near Venice, is looking to work with distributors in the UK to help sell their range of wheelchairs. Founded 21 years ago, the company is the leading wheelchair manufacturer in Italy, employing around 40 people. The Italian-based supplier produces a comprehensive range of premium wheelchairs, including folding frame, rigid frame and tilting wheelchairs, as well as power devices and accessories. Using a range high-end materials, including carbon fibre, titanium and aluminium, Progeo manufacture some of the lightest wheelchairs on the market, such as the ‘Noir’ chair which weighs 6.6 kg, including the chair’s wheels, brakes, mudgards and folding backrest. Marco Nosella, Export Manager at Progeo, told THIIS: “In the UK, we are going to introduce our entire range of products. We know however that the UK market will really be interested in our top, made-to-measure wheelchair range in full carbon fibre and aluminium.” Working across a range of different countries, Progeo is no stranger to exporting and has already began laying the groundwork for expanding in the UK. Based in Hastings, the company has already founded Progeo UK to offer a better service to distributors and for testdays for end users. Marco commented: “We understand how important it is to ensure dealers we work with have access to spare parts and technical training for the sales force, so founding Progeo UK made sense.” The company is currently building a dealer network with plans to cover the entire UK and EIRE. Marco explained: “At the moment, we are the market leader in Italy. We are also one of the first four in Europe, as well as being active in many 8 www.thiis.co.uk

other countries including the Arabian Peninsula, Russia, Australia, Canada, South America and more. In the UK, we are currently cooperating with three or four “In the UK, we are currently dealers but we are keen to grow this cooperating with 3 or 4 dealers number.” but we are keen to grow this To discuss the distribution number” opportunities, contact Marco Nosella on +39 347 6087405 or email marco.nosella@rehateamprogeo.com The website for the company is www.rehateamprogeo.com

Progeo’s super light Noir wheelchair


Style, Luxury & Performance! Now, as well as the Agility, the ever popular MAXER is available in Glossy Bronze too and it looks amazing! Order yours today and get an extra £75 discount. This offer is only available until the end of JULY and applies to MAXER in Glossy Bronze only, so don’t miss out! Mini Comfort is now available with super-comfortable pneumatic tyres! Order your showroom demonstrators now, they’re going fast!

Add the super-portable K-Chair to your order in July and get a FREE “Dynamics LiNX” diagnostic programmer device (while stocks last)

CALL YOUR AREA SALES MANAGER NOW! Central – Patrick Bevan 07803 000017

South West – Martin Garrett 07850 501634

South East – Keir French 07515 282647

North – Brian McCarry 07714 739763


LloydsPharmacy brings dementia products to the high street LloydsPharmacy, a leading community pharmacy and healthcare provider, has partnered with Unforgettable.org to rollout a range of dementia products in their high street showrooms and website. Unforgettable.org was set up in 2015 by James Ashwell who was inspired to found the organisation after discovering how to difficult it was to source dementia products whilst caring for his mother. Unforgettable.org is now one of the leading authorities on specialist dementia products, featuring over 1,000 products on their website. The partnership will see LloydsPharmacy offer a range of seven products aimed specifically at carers and those living with dementia from 50 high street LloydPharmacy and nine Betterlife from LloydsPharmacy stores for the first time. LloydsPharmacy has around 1,800 pharmacies across the UK, employs over 19,000 staff and dispenses more than 150 million prescription items annually. The move will now make dementia products as accessible for consumers as paracetamol or toothpaste. The range focuses on supporting

10 www.thiis.co.uk

independence and safety and includes a 2-in1 Day Clock, Easy Eating Kit and Shining Star Cube with Soothing Sounds, all which will also be available online at lloydspharmacy.com for ‘click and collect’ or home delivery. There are 850,000 people estimated to be living with dementia in the UK and with that number set to increase to one million by 2025 and two million by 2050 according to Alzheimer’s Research UK, the demand for dementia products will also be on the rise. To find out more about www.unforgettable.org

Unforgettable 2-in-1 Day Clock, one of seven dementia products to enter the high street stores


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Copyright Š2017 First Senior Group, First Senior Insurance Services Limited, First Senior Finance Limited. First Senior Insurance is authorised and regulated by the Financial Conduct Authority. All rights reserved. Registered in England number 3504591 Registered office: Unit 2-3, Cotswold Business Park, Millfield Lane, Caddington, Bedfordshire. LU1 4AR.


more about...

more about...

The Mountain Trike Company

Left to right: Seb Luxford, Marie Giles, Tim Morgan, Inventor & Managing Director; Roger Crawford and Sancha the dog at the Nantwich manufacturing premises

From one engineering student’s final year university project to a successful global export, the Mountain Trike company has enjoyed impressive success since the company began trading through direct sales in 2011 and has recently signed their first mainland UK distributor. Now, the company is looking to expand UK dealer network and has its sights set on global growth. Tim Morgan, the inventor of the Mountain Trike and the company’s managing director, first conceived the original Mountain Trike as a final year student at the University of Bath, keen to share his love of the outdoors. After half a decade of prototypes, development and testing, the Mountain Trike entered the market to praise and awards. Since then, the company has gone from strength to strength, successfully launching the MT Push and MT Evo in 2015 and expanding into a number of markets across the globe. Until recently, the company had not had a UK mainland distributor and instead sold to and serviced customers in the UK directly. Tim explained: “Since expanding our product ranges, we saw a growth in customers requesting demos or wanting to see our 12 www.thiis.co.uk

products. Our business is based in the north of the country with a very small team and although we have a hire scheme and some great regional Experience Centres, “When we are deciding which logistically we were stretching ourselves to dealers to work with, user reach customers.” focused customer service is The company made the decision to find a top of list” distributor in the UK that could help service the growing demand, particularly in the South West, and signed Exeter Disability Centre (EDC) in June. Situated in Marsh Barton, David Denning, Managing Director at EDC, and his team have been trading for over 30 years and was already


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more about... familiar with Mountain Trike, having serviced one for an injured motor cross rider in the past. Discussing the partnership, Jayne Fishwick, Media Relations Manager at Mountain Trike, told us: “It is early days yet as they have only just received their demo model, yet they have already made their first sale of an MT Push which is very promising. Having the Mountain Trike on display helps create a talking point and they are also looking into finance options for customers to help with the sales process.” The company is now keen to work with more retailers in the UK in areas further afield from Nantwich, helping to meet customers’ needs easier, as well as continuing to expand brand awareness. “When we are deciding which dealers to work with, user-focused customer service is top of list” commented Jayne. “Experience with other active mobility or sports products is important too, however, we do provide full training on the operation and demonstration of the Mountain Trike range. Distributors are also provided with a digital marketing pack to aid in the promotion of the Mountain Trike online and in store or at events they attend.” With 60% of The Mountain Trike Company’s sales coming domestically, the company has seen considerable export growth and has partnered with distributors around the globe. Tim explained: “Around 40% of our sales are international exports, some direct to customers, though most through our international dealers. The US is our largest global market; however, we have had other good results from European dealers such as Norway, Ireland, the Netherlands and France.” Tim gave us some insight into why Mountain Trike has managed to successfully enter markets where others have failed. “Firstly, it’s the capability and reliability of our products that has made it a success. We fill a unique gap in the market for an all-terrain wheelchair that is highly capable off road yet practical for everyday use,” he said. “Additionally, high-quality British manufacturing, excellent customer reviews

Tim Morgan assembling a Mountain Trike

and inspiring online marketing material, videos, photos, webpage and more have made Mountain Trike appealing to international customers whilst also attracting the attention of great partners to aid with distribution.” The strategy seems to be paying off, with the company having recently signed up distributors in both Japan and Germany, as well as in talks with dealers in New Zealand and a territory in Canada, adding to “Having the Mountain Trike their ever-growing list on display helps create a of global markets. “Our plans centre talking point and they are also around continuing to looking into finance options expand our sales and distribution network. for customers” We are also looking at various future design developments to add to our range to widen the range of wheelchair users our products can help,” finished Tim. With no signs of global activity abating and a promising expansion of their UK dealer network in sight, it seems The Mountain Trike Company will continue to grow impressively in the near future. The website for the company is www. mountaintrike.com The Mountain Trike model range

14 www.thiis.co.uk


Stylish protection for your customers – whatever their age However old your customers are, if they need head protection, then you can offer them a stylish range with unique shock absorbing foam integrated in all models.

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Gel Ovations is now the UK distributor for the Ribcap range of soft protection helmets and is looking for retailers throughout the UK. For full details of the range, call 01454 285071 or email james@gelovationseurope.com

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


round up

RICA to launch mobility product review website The Research Institute for Consumer Affairs (RICA) is developing the ‘Rate it!’ project, an online product review website for disabled consumers. The national research charity focuses on issues concerning disabled and older consumers and is funding the project using a £150,000 grant from the Disability Research on Independent Living and Learning programme. Jon Quinn, RICA CEO, discussed the project: “Disabled people often can’t find independent information on new products and, like everyone else, want to read and share user reviews.”

The Rate it! project will aim to provide disabled consumers with independent information on new products, as well as share their own reviews and is expected to be live by early 2018.

BUSINESS FOR SALE EVACUATION & DISABLED ACCESS PRODUCT SALES, HIRE & MAINTENANCE

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Sales £149,000 | Profit £77,000 An excellent opportunity to buy a small but established and profitable company specialising in the safe and inclusive access and egress of disabled persons from buildings in both emergency and non-emergency situations. l

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WANT TO PLACE AN OFFER? Mike T: 07848 451745 E: mike.stay@btinternet.com 16 www.thiis.co.uk


Round up a first-class performance with this pair!

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top trade deals

DealON! Looking for a deal? Then this is the place to come. Deal On features the best trade deals you will find this month. Just pick up the phone to take advantage... All offers are valid until July 31st 2017 unless otherwise stated.

££

July Retailer Promotion from Repose

Stiltz Home Lifts are looking to develop their new, exciting Installer Partner Programme

Repose Furniture is offering retailers a Coolform pressure management seating upgrade for £99 (excluding chairs above 22” seat width) when they quote JULY2017 up until July 31st.

Signing up for both sales and installation will make the Stiltz business far more profitable that a straightforward sale. Full training will be provided.

This would normally cost £140 for the standard rise and recliners and £155 for healthcare chairs respectively. For more information call 0844 7766001 or email info@reposefurniture.co.uk

18 www.thiis.co.uk

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

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


POWER TRIPS

Mobility limits are set by power, determination and dreams. MK Battery has powered the equipment of leading mobility manufacturers for over 25 years and helped fulfill the dreams of thousands of consumers. MK Battery is dedicated to providing the reliable power that enables people to dream big and go boldly into their mobility adventures, while living a more active lifestyle. When runtime, cycle life, safety and service matter; equipment manufacturers, providers and consumers DEPEND ON THE POWER OF MK BATTERY.

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Heather, Colin and Betty off on an adventure Heather and Colin Maddox, who run Aline Mobility, are swapping demonstrations of scooters, stairlifts and riser chairs for the challenge of a 20,000-mile rally to raise funds for Claire House Children’s Hospice and a new hospice being built in Liverpool. Established in 1999, the company is based in the North West and has two retail outlets in Widnes and St Helens. Heather and Colin will be relying on a 1971 VW Beetle which they have named ‘Betty’ to get them to Mongolia and back when they take part in the Mongol Rally, which starts on July 16th from Goodwood Race Circuit. The couple have named themselves ‘The Mongol Wanderers’. Colin told us: “Heather and I share a love of classic cars and motorbikes and we were inspired to take this trip after watching Ewan 20 www.thiis.co.uk

McGregor and Charlie Boorman’s Long Way Round.” The unique ‘Betty’ the Bettle is sure to grab some attention thanks to her quirky colours, made up of a mix of all the different paints that have adorned her over the years. “She’s like a patchwork quilt,” Heather explained. “Colin will be driving both there and back, while I am driving there and then flying back once we reach the finish line so I can get back in time for our daughter going back to school in September. Colin will be away for 12 weeks, and I will come back after six weeks. At


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...since 193


that point Colin’s father, who is 72, will be joining Colin.” According to Heather, Betty has needed quite a bit of work on her to get ready for the long, global trip. “We’ve been lucky enough to receive a donation of new parts from a VW Classic vehicle parts company ‘Just Kampers’. Her engine was in a dire state, with a number of parts on their way out; she wouldn’t have lasted the full trip.” The retailer is also being backed by a key supplier, Handicare which Heather says without the Handicare team’s help and support, the venture would not be taking place. “We are very grateful that Handicare stepped in to become our main sponsor,” Heather told us. “Betty will be stickered up shortly with Handicare logos and they will be helping us with our fuel bill, which, with 20,000 miles to cover, is pretty big. “We’ve had a great working relationship with

Handicare for over 15 years now. They were amazed about the trip that we were taking on, as they know myself and Colin are workaholics and hardly miss a day at work.” Regarding the fundraising, Colin told us: “We chose the Claire House charity as it’s very close to our hearts; we look after their equipment so we visit regularly.” “Her engine was in a dire state, You can follow with a number of parts on their Colin, Heather and Betty at www.tracking. way out; she wouldn’t have theadventurists. lasted the full trip” com/#mongolrally/ mongolrally2017​ To donate, go to www. justgiving.com/fundraising/Betty-Maddox The website for the company is www.alinemobility.co.uk Heather and Colin with ‘Betty’ the Beetle

For More Info... Phone Email Web

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22 www.thiis.co.uk

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round up

Autochair seeks global and domestic growth with a rebrand Autochair has completed a rebranding, creating two distinct product categories that will aid domestic and global growth. The company’s range includes wheelchair and scooter hoists, person lifts and a transfer plate, which will now be grouped into two new categories; Smart Transfer and Smart Lifter. Jules Allen, Autochair Sales and Marketing Director, commented: “This is part of our threeyear plan of strategic business development which includes recruitment, marketing and NPD, with the aim of doubling our turnover and sales by 2020.”

The Smart Lifter range covers all equipment which aids the lifting of a scooter or wheelchair into a car, whilst the Smart Transfer range refers to aids which transfer passengers from a wheelchair into a vehicle. Autochair hopes the categories will translate simply across global markets as the company looks to develop commercial export channels. The new branding will be seen on POS and marketing materials, featuring fresh imagery which Autochair says will make engaging with potential customers easier for retailers and referrers. The company’s website is www.autochair.co.uk

21 YEARS OF HAND-BUILT QUALITY • • • •

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BATTERiES

SAME BOX MORE POWER! Full Range of Haze GEL Batteries also available Easystart Ltd. Tel: 01536 203030 Website: www.easystartbatteries.co.uk Email: sales@easystartbatteries.co.uk


round up

The Unlimited Company opens seventh store The Unlimited Company from Simplyhealth has opened a new store in Leeds and is the first to include kitchen and bathroom installations. The store continues The Unlimited Company modern, lifestyle-focussed approach to retailing in the industry, with a bright, clean and contemporary environment. As well as offering mobility equipment, the store includes kitchen and bathroom installations for customers to see how functional features and room modifications can look stylish in the home environment. There is also a tailor-made disabled adult changing area created for those who want to try clothing on and a resident Occupational Therapist offering a free OT service to customers that include home visits. The launch comes following the announcement that the company is offering flexible, interest-free payment options. The new store is located at Kirkstall Bridge Shopping Park and is open 7days a week. For more information, visit www.theunlimitedcompany.co.uk 26 www.thiis.co.uk


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round up

NRS Healthcare provides valuable support to Disability Awareness Day NRS Healthcare has once again partnered with Warrington Disability Partnership (WDP) and is pledging a substantial £5000 sponsorship towards the charity’s 26th annual Disability Awareness Day (DAD). First launched in 1992, this year’s DAD will be held at the Walton Hall and Gardens, Warrington on Sunday 16th July and is now the world’s largest ‘not-for-profit’, voluntary-led disability exhibition. The NRS team sponsored the 25th silver anniversary of DAD in 2016 after Commercial Director Steve Kennedy met the charity’s Founder and Chief Executive of WDP Dave Thompson MBE DL. After a successful show last year which saw NRS presented a special honour in recognition 28 www.thiis.co.uk

of their support, as well as winning the ‘Best Business Exhibitor’ award, Steve and his team vowed to return, noting that the event was something special. True to his word, the NRS team will be attending and sponsoring this year’s event, bringing knowledge and demonstrations about daily living aids to attendees. NRS will also be running a competition, giving entrants the opportunity to win up to £250 worth of products. The website for the company is www.nrshealthcare.co.uk


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diary dates

Events Diary

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

October 4-5 2017 Independent Living Scotland – SECC www.independentlivingscotland.org

July 16 2017 October 4-7 2017 Disability Awareness Day – Walton Gardens, Rehacare – Dusseldorf Warrington www.rehacare.com www.disabilityawarenessday.org.uk

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

October 10-11 2017 July 17-19 2017 The Care & Dementia Show – NEC Posture & Mobility Group Conference - www.caredementiashow.com Cardiff www.pmguk.co.uk October 8-9 2017 Trade Days – NEC September 14 2017 www.tradedays.co.uk Kidz to Adultz - Edinburgh www.kidzexhibitions.co.uk October 23-26 2017 Medtrade – Atlanta September 20 2017 www.medtrade.com OTAC (Occupational Therapy Adaptations Conference) - Hilton Hotel, Drake Way, November 13-16 2017 Reading Medica – Dusseldorf www.otac.org.uk or call Sally on 02921 www.medica.de 900402 November 16 2017 September 27-28 Kidz to Adultz North – Manchester Moving & Handling People – Newcastle www.kidzexhibitions.co.uk www.movingandhandlingpeople.co.uk

January 29 - 1 Feb 2018 Arab Health, Dubai www.arabhealthonline.com January 31st – February 1st 2018 Moving & Handling People - Croydon www.movingandhandlingpeople.co.uk February 27-28 2018 Medtrade Spring - Las Vegas www.medtrade.com April 25-26 2018 Naidex - NEC www.naidex.co.uk March 15 2018 Kidz to Adultz Middle – Coventry www.kidzexhibitions.co.uk

THIIS Trade Magazi ne • Issue 225 • June 2017

Does advertising work in THIIS magazine?

Issue 225 • June

2017

Providing news

and views in the

trade since 1999

TRADE MAG AZINE

For everything

new

This is what Julian Cobbledick of Assistive Partner thinks…

in the trade since 1999

30 www.thiis.co.uk

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.”

Providing news and views

“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. So we have decided to extend the THIIS

From the small sc re to the retail shop en TENDER TIPS

KIRTON ACQUIRED

Julian Cobbledick, Director, Assistive Partner

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Lights, camera, action It is said a photo is worth a thousand words, so how many is a video worth? THIIS explains why and how manufacturers and retailers should be taking advantage of video to reach out to customers and secure sales. Video marketing has been around for a while, yet many companies in our industry have yet to jump onboard and fully embrace video into their marketing strategies. Be it a lack of knowledge or a fear of the cost of using video, many retailers and manufacturers are missing out on a golden opportunity to use one of the of most powerful forms of marketing available to them today.

Danielle Rudd, Marketing Manager at Kinetic Media, a video production company that specialises in the healthcare industry, told us: “Video marketing has become one of the

What is video marketing? The term ‘video marketing’ sounds complex, but it is actually a very simple thing to implement. In essence, it is using video to promote your business, a service or a product.

“The scooter battery animation and Style is Forever video stings have been very well received with both consumers and dealers alike, and it’s a medium we plan to use more of in the future.” Melanie Scrivener, Invacare

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leading ways to market products and services, it is essential for proactive marketing activity, harnessing the power for sales purposes and brand awareness.” Why use video in your marketing? As more and more end-users and those purchasing for end-users turn to the internet to research what products and services will best meet their needs, having a video can play a major role in a consumer’s buying process. Manufacturers such as Invacare, Rise & Recline and TGA are embracing the power of video for both engaging consumers and helping dealers drive sales. Melanie Scrivener, Marketing and Communications Executive at Invacare, explained: “As always, having good content is the key and being able to deliver a clear message in an entertaining and sometimes quirky way does add value to engage with both for our dealers and consumers.” What videos can a business create? The beauty of video is its versatility. As the internet has evolved, the amount of ways manufacturers and retailers can use videos to convey information have also grown. Videos can allow a business to convey a lot of information in a visually attractive way when compared to just words and pictures on a page. Kinetic Media’s Danielle said: “The videos we have produced have been used to train end

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www.thiis.co.uk 35


At 1:04 seconds, Rise & Recline’s new ‘Dual Motor - Riser Recliner Chair’ video shows and tells viewers the chair’s key benefits in a quick, engaging and easy to understand way

users, demonstrate products and showcase product portfolios.” Here are some of the different types of video your business can create to grab attention, inform and importantly, drive sales: “Explainer” videos A 2015 study by Animoto found that four times as many customers would rather watch a video about a product than read about it. Explainer videos inform viewers how a product or service works and visually demonstrates its key benefits. Tim Ross, TGA National Sales Manager, told us: “We believe video is becoming increasingly important to sell scooters as it is one of the most effective channels to easily communicate features and benefits.” As the saying goes, ‘seeing is believing’ and for an industry where products and services can be quite complex, using video to demonstrate a product can be profoundly effective. How-To videos According to Google, searches related to “how to” on YouTube grew 70% from 2014 to 2015 and this trend has been continuing to rise. The reason, as Invacare’s Melanie explains, is simple: “It’s easier to explain how to do an activity or an action in a two-minute video than reading two pages of text.” These instructional videos walk viewers through a number of steps required to perform a task with a product, proving particularly useful for products that require steps to perform a function or when providing maintenance advice. Invacare’s ‘How to look after your Mobility Scooter battery’ and TGA’s ‘How to get a TGA Zest mobility scooter into the boot of a car’ are both examples of manufacturers understanding that consumers are often turning to video when seeking instructional advice, whilst also providing 36 www.thiis.co.uk

dealers with valuable marketing material to use on their platforms. “We’ve experienced a huge rise in the use of video, and in particular animations that have the power to explain concepts or ideas far more quickly compared with traditional communication. This has Customer testimon ials are all about build worked well with our scooter battery ing trust. Pu t ou t a call to custome animation and we’ve seen a far higher rs to submit their ow reach and engagement with consumers n DIY tes timonial videos to and dealers than even we anticipated,” use on your busin ess added Melanie.

Tip...

Customer testimonials In our May issue, former THIIS Editor, David Russell, argued the value of customer testimonials, saying: “No matter how big or small your business, you will increase sales by simply letting your customers do the talking for you.” Videos provide customers with a platform to really sing the praises of a product or service that can prove to be a potent marketing tool. For retailers, this can be extremely effective when it comes to converting customers. A wellplaced customer testimonial video on a product page from users explaining how they’re using a product and why they love it would help build trust and see a substantial impact on conversions. Many, many more Really, the only limit to video is imagination and there is a myriad of different ways it can be used:

page to emphasise authenticity.

Mark Toner, an Acorn customer, explains the benefits an Acorn stairlift has brought to his family’s life, using personal imagery to add an emotional element.


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Trade Partner Support 0844 225 3121 hello@handicare.co.uk | www.handicare-stairlifts.co.uk


FAQ videos: create videos answering frequently asked questions which customers can be directed to, reducing incoming support calls and emails Adverts: Social media sites such as Facebook and Twitter, and video sharing sites such as YouTube, now have easy ways for companies to post videos as adverts and really target specific demographics including age, location and interests Branding video: ‘Day in the life’ videos showing a business’ environment, team and day-to-day running can show customers and partners the type of company they are working with Recruitment: When running recruitment, the branding video can also inform a prospective employee about the kind of company they are thinking about joining or the type of role they will be filling.

Where can videos be used? So, you’ve spent the time creating and editing your videos and ready to share them with the world; the big question is now, where can then go? Websites The fundamental point of call for your videos is your website and this can, particularly for retailers, prove the key factor when converting sales. Research by Wistia found that people spend on average 2.6x more time on a webpage that features a video than those without. Animoto’s 2015 survey found that four out of five customers believed that demo videos were useful in the buying process and a majority of consumers found it helpful to watch a product video more than once before making a purchase For retailers, ensuring explainer and customer testimonials videos are available on product pages can make all the difference between clicking ‘add to cart’ and a clicking ‘back’. One manufacturer that has embraced video to help support dealers is TGA, who shot videos of their five new scooters. The videos include features, benefits and driving experience associated with each scooter. “We continue to support our valued dealers with product videos that can be downloaded for free from our trade website.” TGA’s Tim Ross explained. “These informative sequences can then be embedded into dealer websites and shared socially so internet traffic and brand awareness is increased.” For manufacturers, supplying dealers with videos they can use online is essential marketing support. Tim added: “The videos introducing our five new scooter models have been popular, along with the new TGA Powerpack demonstration. We believe video is one of the most cost effective and sharable tools for effective social marketing.” 38 www.thiis.co.uk

For dealers, ensuring the videos are easily accessible for customers on product pages is essential.

TGA reports that its videos are viewed for over 4 minutes, highlighting the level of interest and engagement they produce. “Many customers say watching a scooter being driven in a video is the next best thing to a test drive.” Tim Ross, National Sales Manager at TGA

Social Media Effectively being able to tap into the colossal reach of social media platforms such as Facebook, Twitter, Instagram and YouTube has been many a marketer’s white whale, and for good reason. In 2016, Facebook reported that users watched an estimated 100 million hours of video on the site daily, whilst in 2017, almost five billion videos are watched on YouTube every single day. The numbers are staggering and video’s influence is continuously on the up. Fortunately for both retailers and manufacturers, social media websites understand companies’ desire to use their platforms to reach their users and have made it relatively simple and cheap to upload video adverts and get them in front of specific audiences based on age, interests and more. With others Asking others to share a video seems obvious, yet there are many companies that fail to ask the question. Asking contacts who are closely linked to your target audience will prove most effective and it may pleasantly surprise many to see how willing some contacts are

Don’t be afraid to ask others to share. By simply asking THIIS to share their video, Osprey’s ‘How It’s Made’ video received 6 retweets, going out to over 4,000 combined followers on Twitter


to share a video, especially if it is informative, engaging and useful to their audience. At THIIS, we are always interested in the content the industry produces, so a simple email or a shout out on Twitter could go a long way.

sure to give it to them. The longer you make them wait, the more chance you have of losing them.

Making the most out of your videos Video can prove to be an incredibly powerful tool in a company’s marketing arsenal, however, it will only be as effective as you make it. Just like any other marketing device, it has to be engaging and relevant to what customers want. Here are some useful tips to bear in mind when shooting a video:

What next? Brilliant, the consumer has clicked on your video and watched it from start to finish; but what comes afterwards? Be sure there is a clear call to action that encourages a viewer to act. If they had just watched an explainer video for example and are excited about the product, this would be the right time to include information about finding out how to demo one themselves. Links to more information, phone numbers to the store or anything that encourages them to act are essential for making videos as effective as possible.

Time is precious Just because it is a video does not mean you should be aiming to make this your feature length film. Keep them short, snappy and most of all, engaging. The longer the video, the less chance customers will watch. Think of a product video showing users some of a product’s key features the same you would as any other type of advertisement. Bombard viewers with too much information and chances are you’ll lose them. Keep the messaging clear, simple and concise. Give the people what they want Before filming, the first question that should be on a company’s mind is, what is it that the viewer wants from my video? Is it product knowledge? Is it user information? Is it entertainment? Understand why someone is watching and be

Keep it interesting We’ve established that these videos should not be aiming to win a Golden Globe, but that does not mean they should be boring. They should informative, interesting and engaging, prompting customers into action that results in a sale.

Case Study: What retailers could learn from Lookers Lookers Mercedes Benz are a car dealer with showrooms across the UK who have cleverly incorporated video into their dayto-day business to enhance the care given to their customers. The company launched their ‘StarView’ service, which provides customers with a live video taken by Lookers’ engineers as they service or repair a customer’s car. Engineers film with a camera whilst assessing a vehicle, giving a running commentary as they work, allowing customers to see exactly what the technicians see and hear their recommendations. Following the assessment, the video is emailed to the customer. The benefits are numerous. The video ensures the technician is doing a thorough, professional assessment and it provides

40 www.thiis.co.uk

the customer with peace of mind that the assessment is trustworthy. It provides the customer with a level of transparency that has traditionally been absent and it also gives Lookers’ something unique to offer customers over competitors. Perhaps having engineers record scooter repairs or lift installations could be something easy to implement and a great marketing tool for dealers in our industry to consider.

Ardoo’s video for their Stand Aid Combo highlights how to make the most out a video. Time is kept under 1 minute and the tweet has a clear call to action for interested viewers


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retailer spotlight

Ableworld: Driving for growth

Ableworld head office team and franchisees at South Cheshire College

Driving for Growth was the theme of Ableworld’s Annual Franchise Conference in March as the company celebrated its seventeenth year of continued growth. THIIS caught up with the mobility retailer to find out more about its plans for expansion over the coming years. Founded by Mike Williams, Ableworld has become one of the most successful mobility retailers across the UK. A significant proportion of Ableworld’s growth over the last few years is attributed to its franchise model. Out of the company’s 32 stores, it is an even split between company-owned stores, principally in the North West of the country and franchiseowned stores operating in the rest of the UK mainland. The Ableworld brand can now be found as far north as Inverness and as far south as Southampton, with stores in both North and South Wales and as far east as Colchester in Essex. The country’s largest specialist mobility retailer can truly boast covering all points on the UK compass. The franchise conference was held for the second year at South Cheshire College in Crewe. Ableworld is a community partner with the college and sponsors two dedicated rooms to help students understand the needs of elderly and disabled people. One room replicates a 42 www.thiis.co.uk

hospital ward and the other is a living space in which some typical Ableworld products are displayed and demonstrated. The theme of ‘Driving for Growth’ was suggested by Ableworld staff and there were speakers from the industry as well as internal presentations “Our strategy has always been from key Ableworld personnel. Also in to develop the brand nationally attendance were and, in time, internationally” representatives from Which? to celebrate Ableworld recently being awarded the prestigious Which? Trusted Traders endorsement, an important acknowledgement of the trustworthiness of the retailer. Ableworld (UK) Ltd posted 19% like-for-like growth for year ended 31/8/16 and the franchise side of the business saw a 45% increase. Since February 2016, Ableworld has opened four new stores under its own management and is demonstrating its commitment to driving


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retailer spotlight growth through company stores as well as franchises. New outlets have been opened in the North East in Darlington and Stockton, as well as Rhyl in Wales and most recently, Stockport. At last October’s Trade Days, Ableworld’s Operations Manager Amy Prophett discussed the importance of maintaining control during a period of high growth and it seems that Amy and the team have continued to practice what she preached in her presentation. This was demonstrated last year when the company was granted primary authority status, joining forces with Cheshire East’s Trading Standards Office. Working in partnership with their Primary Authority, Ableworld were awarded nine certificates of Assured Advice, demonstrating their dedication to Consumer Rights and Ethical Trading. This can give their customers peace of mind that when they buy from Ableworld they will be treated fairly. Amy told us: “Having a dedicated contact who is trained on current legislation and has a team of people that they can check with to ensure we are working within the law gives real peace of mind for both us and our customers. It has allowed us to confidently put procedures and services in place that we wouldn’t have done without the advice we received from our Primary Authority.” On a highly practical note, Amy and Finance Director Neil Cox arranged for presentations from suppliers for a complete new till management system at the franchise conference. Amy’s view was that engaging with franchises at this stage on something that would have a major impact on the entire network was not only important but essential. She said: “In order to ensure that the new system truly meets the companies needs we require input from all stakeholders and the franchise conference was the perfect opportunity to hear what is important to our franchises.” Ableworld will now continue this through workshops with key members of their head office and the store support team to ensure the new

44 www.thiis.co.uk

system will meet all requirements. Neil commented: “Our present system is coming to the end of its natural life in 2021 and we wanted to upgrade to a system which joins up business critical functions that are currently operating in isolation from each other. In particular, we are looking for a system that houses the entire customer experience in one place, allowing us to monitor our performance and offer an enhanced relationship with all our customers.” Ableworld’s specialist division also continues to gain the trust and respect of healthcare professionals who are increasingly happy to recommend Ableworld to their clients, as evidenced by the 5% current rise in business for year to date. As part of its medium-term growth strategy, the organisation has joined the latest cohort of 13 UK companies who have been admitted on to the London Stock Exchange’s ELITE Programme for growing companies. The official launch of the latest group of companies to join the programme was opened by Margot James MP, the Small Business Minister and Xavier Rolet KBE, CEO, London Stock Exchange Group. Mr Rolet said: “ELITE is an incredible success story; creating a powerful community of the best and most dynamic entrepreneurs, advisers, investors and business school academics from the UK, Europe and around the world. It is boosting access to finance and financial education for Europe’s 23 million SMEs, allowing them to scale and grow.” Ms James added: “The Government is committed to helping SMEs access the finance they need to grow and scale up. Finance is important, but fast-growing businesses also need skills and advice and London Stock Exchange Group’s ELITE programme is helping companies from a number of sectors right across the UK. It’s great to be here today, watching the next group of ambitious companies

Ableworld’s Franchise Director Paul Boniface and Finance Director Neil Cox (centre right) at the launch of the latest cohort of UK Companies on the London Stock Exchange’s ELITE Programme


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retailer spotlight enter into the programme.” Paul Boniface of Ableworld explained: “Our strategy has always been to develop the brand nationally and, in time, internationally. We are currently the largest specialist retail mobility company in the UK and have ambitious plans for the future. In order to bring those plans to fruition, it makes sense to look at all the options open to us and by joining the ELITE programme at the London Stock Exchange, we will have access to many areas of expertise and potential funding opportunities.” Paul continued: “When and if we do raise capital via the markets, we will use those funds to accelerate our growth and consolidate our position as the country’s number one specialist mobility retailer.” Not one to fear a challenge, Paul is setting himself the goal of scaling Mt Kilimanjaro this autumn. The charity climb will see the driven finance director ascend the highest free-standing mountain in the world. Paul, a regular walker, told us: “Although I like to think I keep myself reasonably fit, this is by far the hardest challenge I have ever undertaken. The more I speak to people who have done it before, the more I realise that it will not be a ‘walk in the park’. However, the fact that we are doing it for some very worthwhile causes

including the Wingate Centre, a local disabled charity, is giving me extra motivation. With all the cuts to benefits and the general economic uncertainty, centres like the Wingate Centre are struggling to keep their levels of funding where they need to be so charity events like this really make a difference”. If you want to sponsor Paul, go to www. giveall.org and “When and if we do raise search for Paul Boniface (the Event is capital via the markets, we will #ClimbKili2017) use those funds to accelerate As well as wishing Paul and the group our growth and consolidate well on their trip, our position” Ableworld MD, Mike Williams, said that as part of their sponsorship deal, he will insist Paul wears full Ableworld uniform for his ‘trophy picture’ at the summit! From Mt Kilimanjaro to the London Stock Exchange, Ableworld is by no means taking its foot off the pedal in its pursuits to reach impressive new heights and looks set to accelerate growth into the future. The website for the company is www.ableworld.co.uk

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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 Regional Sales Manager at Select Medical Select Medical has appointed Shona Ward as Regional Sales Manager, bringing with her over 15 years’ experience in the pressure care industry. The move comes after the company recently appointed Steve Buckland to the role of Sales Manager. Steve will be working closely with Shona, developing the company’s presence in the care home and NHS markets and showcasing the ranges to a regional audience. Shona commented: “The continued investment

in research and development ensures the range and quality of mattresses and cushions we offer will be outstanding and I look forward to introducing these to the wider market.” To find out more, visit www.selectmedical. co.uk

Leyton Stevens appointed CEO Leyton Stevens is the new CEO for BES having been the company’s Director of Healthcare since June 2016. He will be responsible for overseeing BES’ three divisions – Rehab, Healthcare, and Decon, as well as HIA - an Australian subsidiary of BES. Leyton’s expertise of operations and regulatory affairs have been vital in driving the company forward and he brings two decades of experience to the position. Leyton said: “I could not have become CEO of BES at a more exciting time. BES will be

48 www.thiis.co.uk

celebrating its 25th year in the industry in 2018 and the whole team plans to make it one to remember.” Former Managing Director, Barend ter Haar, will take up the positions of chairman and chief financial officer. The company’s website is www.bescorporate.net


top trade tweets A showcase of interesting tweets from businesses in the industry that caught our eye this July.

TVM shows off new fleet TVM Bristol & Cheltenham show off “snazzy” new vans with a pic and call to action for followers to tweet each time they spot one out and about.

Who ever said there is no such thing as a free lunch? Trade Days have taken to Twitter to inform attendees and exhibitors about five big changes they are delivering in October at the NEC. Change five includes breakfast, lunch and a snack; check out their Twitter feed to find out what changes one to four are.

Remember to follow us at @wwwthiiscouk

British Made

TGA shares a new ‘how-to video According to Google, “how-to” videos are one of the most widely searched and viewed videos on YouTube, and the trend continues to grow. TGA are tapping into this and using Twitter to increase the videos traction amongst their followers.

British Design

Free Display Stands - Premium Packaging

FREE Trade Pack 50 www.thiis.co.uk

No Minimum Order - Lengthy Guarantees


Mobility | Dignity | Independence

“I hadn’t slept through the night for years” Jennifer Hayman-Rota-Pro® Customer View the video case study on...

youtube.com/nexusdmsuk

Care better, cost less,

sleep well.

sales@nexusdms.co.uk | 01905 774695 | nexusdms.co.uk/Trade


round up

Stiltz plans to expand Canadian dealer network Founded in the UK in 2010, Stiltz opened a North American headquarters three years later under the leadership of now Stiltz USA President Mark Blomfield. Mark is also responsible for operations in Canada, with Stiltz aiming to strengthen its trade network and provide full coverage across the region by appointing more partners. Mark commented: “We wish to have a trade dealer representing Stiltz in every major city in Canada, however, we are selective about who we partner with as it is paramount that customers receive the highest level of service from them.”

According to the company, demand for through-floor lifts is increasing in the Canadian market as more customers look to futureproof their property and see the product as an alternative to stairlifts. To help support the region’s dealers, Stiltz has invested in a new website aimed specifically at the Canadian market. The new website is website www.stiltzliftscanada.com

CONTINENCE CARE RANGE For More Info... Phone Email Web

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

52 www.thiis.co.uk

Washable Chair Pads Washable Underwear Washable Bed Pads Waterproof PVC Pants


Unlike other shows, every single exhibitor at TRADE DAYS wants to talk business with people just like you…

FREE T ATTEN O D!

We GUARANTEE you won’t be walking past exhibition stands that have absolutely no relevance to you or your business. Spend your time wisely at Trade Days, the UK’s sole TRADE ONLY event for your industry.

• Meet over 130 suppliers all under one roof • Take advantage of the special trade deals and save ££££

WHERE THE TRADE COMES TO DO BUSINESS

• See the latest innovations and product launches

Register now at www.tradedays.co.uk/thiis


round up

Retailer support programme continues into July Continuing its 2017 retailer support campaign, Repose Furniture is offering retailers a Coolform pressure management seating upgrade for £99 (excluding chairs above 22” seat width) when they quote JULY2017 up until July 31st. This would normally cost £140 for the standard rise and recliners and £155 for healthcare chairs respectively. The Coolform cushions use medical grade silicone gel technology, allowing pressure to be evenly distributed across the gluteal muscles. The gel conforms to the shape of the body and equalises to body temperature whilst allowing air to flow easily. For more information, visit www.reposefurniture.co.uk

22nd and 23rd Nov 2017 NEC Birmingham theotshow.com

ENDLESS OPPORTUNITIES FOR YOUR BUSINESS Join the UK’s leading event created for businesses who want to put themselves in front of this vital audience. Lead for lead no other event is more cost effective than The Occupational Therapy Show.  Over 4,700 OTs expected to attend this November  Unrivalled opportunity to educate a dedicated OT audience about your products and services  One Occupational Therapy Show - your business needs to be there!

84%

65%

88%

of delegates said they had sole, joint or advisory influence on purchasing authority

of delegates have less than 2 hours or no time at all to see sales reps at their place of work

of delegates are likely to recommend The Occupational Therapy Show to colleagues

96

%

of delegates said they met suppliers or learnt about products that they had not had the time to learn about previously

80

of delegates said The Occupational Therapy Show was important or very important to their job and profession

90% OV

ER

%

OF SPA CE BOO ALREA DY KED !

To book your stand call Panayiota on +44 (0)20 7348 4909 or email theotshow@closerstillmedia.com


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

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

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

Tel: 0115 913 3572

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

NEW


new to the market

New mattress tackles heel ulcers The heel is the second most common site for pressure ulcers to occur, however Rober has developed a new mattress solution designed specifically to relieve pressure on the heel and lower limbs. The AIRSTREAM THP (Total Heel Protection) uses technology to provide rapid changes in airflow required to stimulate deep tissues surrounding bony prominences. The new mattress contains an independent heel zone that prevents pressure ulcers from occurring and helps existing pressure injuries to heal.

The solution is part of a new generation of fully automatic mattresses, cutting down the amount of manual repositioning patients need and features a touch screen display panel, comfort settings, audible and visual alarms and more. For more information, visit www.roberlimited. com

Bed launched specifically for mental health arena Medstrom Healthcare has launched the MMO 3000MH, an ultra-low electric profiling bed designed for the mental health environment. The height can be customised for each patient and can be set as low as 19cm, ensuring patients’ protection should they fall out the bed. With adaptations designed for the mental health arena, the bed removes ligature risks by including a wireless infrared hand control, removable power cord and concealed cables. There are also a number of customisable options and a full range of matching furniture to ensure the bed fits into a mental health setting. For more information, visit www.medstrom. com

56 www.thiis.co.uk


The answer is YES!

Now, what was the question?

Primacare manufacture in the UK an extensive range of bespoke Rise & Recline chairs including Bariatric chairs, Care chairs and Porter chairs.

Do you need your chair quickly? It could be made and delivered to you within days! Without comprimise on quality or options, choose from; 2 styles, 3 sizes, 4 fabrics and 3 different actions to make the chair you need now! Ask your Primacare Dealer for full details.

Seating Experts in Assistive Technology

Primacare ltd Unit 26, Heads of the Valleys Industrial Estate Rhymney, Tredegar. NP22 5RL

British made for comfort, quality and reliability.

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


round up Quantum success for Cumbria Mobility

Adventure Mobility founder goes the extra mile Adventure Mobility’s founder Phil Pugh has travelled over a thousand miles in a Megathon to raise funds for local charities.

Cumbria Mobility has praised a fruitful partnership with Quantum which has seen an increase in demonstration requests and orders for the retailer. Operating from two showrooms in Carlisle and Morecambe and servicing much of the North West, Cumbria Mobility has built a strong reputation in prescriptive powerchairs and customer service, with the retailer even refusing to sell chairs online. Cumbria Mobility’s Sales Director Steve Wright told us that since becoming a Quantum Specialist Dealer, the company has received many demonstration and assessment requests, as well as orders. Paul McGee, Quantum Specialist for the North East, commented: “Before I began my career at Quantum, I knew Steve Wright and Steve Cornwell from Cumbria Mobility and I knew they were extremely knowledgeable about prescriptive mobility products. When I joined Quantum, I could see a massive potential to open another market for them, and that was through the Quantum powerchair range.” Steve Wright said: “My team has adapted to the Quantum range very quickly and they understand that Quantum powerchairs can supply solutions for most applications. The iLevel technology is a great unique feature.” For more about Cumbria Mobility, visit www.cumbriamobility.co.uk and for Quantum, visit www.quantumrehab. co.uk

Pushing himself to the limit, the 63-year-old believes the tougher the challenge, the more likely people are to donate. The Megathon consisted of a 30-mile canoe across the English Channel to Boulogne in France, a 1,300-mile cycle to Gibraltar and ended with a 20mile swim through the Mediterranean Sea to Spain and back. Phil completed the challenge with his son and a few friends to raise funds for two local charities; Tiny Lives and Smile for Life. The company’s website is www.adventuremobility.co.uk

From the left: Paul McGee and Steve Wright

58 www.thiis.co.uk


new to the team

New Business Development Manager joins Disability Needs Andrew Smyth has joined Disability Needs as the new Business Development Manager following a successful nine years at Total Hygiene as an Area Sales Manager. The appointment comes as Disability Needs focuses on meeting ambitious growth goals and will see Andrew responsible for a wide portfolio of products across the bathroom range, including automatic toilets, shower chairs and ceiling track hoists. Mark Spottiswoode, Managing Director of

Disability Needs, said: “His product knowledge and strategic thinking will be invaluable as we continue to grow our presence across Ireland and into other export markets.� To contact Andrew, call 028 9074 5333 or email andrew@disabilityneeds.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


Doing business around the world just got easier Global Healthcare Trader (GHT) is designed for companies looking to find distributors around the world. A simple search facility enables companies looking to import new products the ability to find businesses looking to sell into their own country in just a couple of clicks. If your company is looking to build business around the world, then it could well be the easiest, quickest and simplest way to do it. GHT is currently in a ‘soft launch’ period when companies can take advantage of a FREE listing.

Take a look at GHT today... www.globalhealthcaretrader.com To discuss the opportunity, call 01536 710050 today R SPECIAL INTRODUCTORY OFFE

SURE AROUND THE WORLD ACTIVATE NOW FOR FREE EXPO


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. JULY 2017

SEPTEMBER 2017

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 4th – Wednesday 5th July 2017 - Market Harborough

Electric Mobility - Servicing / Maintenance & Fault finding for Rascal Mobility Products – Wednesday 6th September - Ilminster. FOC including Lunch.

Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – 5th July 2017 - Durham

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Wednesday 13th – Thursday 14th September 2017 - Liss, Hampshire

Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 18th – Wednesday 19th July 2017 - Liss, Hampshire. Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday 25th – Wednesday 26th July 2017 - Liss, Hampshire. JCM Seating Solutions Ltd - Technical Training Workshop - 27 July 2017 JCM Academy, Peterborough

AUGUST 2017 Benmor Medical - Management of the Plus Size (Bariatric) Patient CPD Certified Course – Tuesday August 1st - Wednesday August 2nd – Benmor Midlands Training Centre, Market Harborough Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Wednesday 23rd August - Elgin Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Thursday 24th August Perthshire or Dundee

62 www.thiis.co.uk

Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Wednesday 20th September - Gloucester/Somerset TBC Careflex - The Importance of Specialist Seating in Pressure Care and Postural Management – Thursday 21st September – Wiltshire TBC JCM Seating Solutions Ltd Specialist Seating Workshop – Thursday 21st September - JCM Academy, Peterborough

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 Pride Mobility – Call Dave on 01869 324600 or email service@pridemobility.co.uk Electric Mobility – Call 01460 258158 or email marketing@ electricmobility.co.uk JCM – Contact Rachel Davis on training@jcmfactory.co.uk Careflex – Call Julieanne Fewings on 01626 831 843 or email julieanne.fewings@careflex.co.uk


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

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

www.productsupplier.co.uk


jobs on offer Mobile Mobility Sales Adviser South East We are looking for an experienced salesperson (preferably mobility scooters/powered wheelchairs) to join our growing team of mobile Sales Advisors. The ideal candidate will be self-motivated and have the ability to work independently. The Employed Role To promote, demonstrate and take orders from our very well qualified enquiries. Product training and Motability training will be provided. Requirements • Excellent Customer Service skills • Pleasant and friendly manner • Computer literate • Full Driving Licence and ability to drive an LWB van • References will be taken and CRB checks will be made on the successful candidate

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

To apply, please send your CV to jamieholmes@monarchmobility.com One of the UK’s leading mobility specialists monarchmobility.com

www.thiis.co.uk


Mi-life is an exciting new venture for Guideposts and builds on our experience of providing high quality, information and advice around mobility issues and independent living. The mi-life centres and e-commerce platform sell a wide range of mobility equipment and are run on a ‘not-for-profit’ basis. This enables us to put the funds we make back into the Guideposts charity to fund a range of much needed community services. Guideposts is a multi-disciplinary social care and mental health network focused first and foremost upon PEOPLE. As a charity we have over 40 years’ experience meeting the needs of individuals who face any number of complex challenges; from autism, learning disability and mental health conditions, to physical disability and agerelated conditions, such as dementia, sensory impairment and mobility problems. Whether through active care and support services, information advice and guidance or independent living and training projects; Guideposts exists in order to connect people and their carers with opportunities. We are now seeking new members to join our team. You will be working as part of a group of mobility centres across Oxfordshire, Dorset, Devon, Northamptonshire and Warwickshire.

Mobility Centre Manager – Milton Park (Didcot, Oxfordshire) £21,000 per annum plus performance related pay 37.5 Hours per Week An exciting opportunity has arisen for the role of Mobility Centre Manager. As the Centre Manager you will be responsible for monitoring an efficient and effective, friendly and courteous service ensuring that high levels of customer service are delivered at all times. You will be responsible for driving sales and meeting sales targets. You will have a proven ability for matching customer needs to the benefits of our extensive product range. We retail a large variety of mobility and independent living products in-store and on-line. We want to recruit people who will care about our customers and believe in providing the right products and the best customer service to make a difference. You will have a passion for sales and a creative approach to driving this. You must be flexible with ad-hoc tasks within the sales environment. You will build good relationships ensuring repeat business.

Mobility Centre Adviser – Binley, Warwickshire & Blandford, Dorset 16-20 Hours per week £19,000 pro rata plus performance related pay We are looking for staff who have a good understanding of our product range and be able to advise on the appropriate products. You will demonstrate equipment to customers, process sales, handle cash and credit card transactions, maintain the appearance of the showroom including stock display, stock levels and ensure all stock is bar coded and correctly priced. You will have proven experience of a retail - ideally within a mobility centre environment and have experience of using computer order processing systems. Have a caring and patient manner with excellent communication skills being able to clearly communicate with customers and colleagues. We are looking for a strong team player who is determined, reliable and punctual with a ‘can do’ attitude. In return you will receive a competitive salary plus: •

Pension scheme: Guideposts will contribute 6% of your salary when you contribute 3%

Childcare Vouchers

Cycle to Work Scheme

Health Cash Plan

Employee Assistance Programme

Discounts and cash-back for goods and services from high street retailers

Annual leave: 23 days rising to a maximum of 28 days plus bank holidays

Mobile phone discount with EE

Career Development & Training Opportunities

For further information and an application pack please visit our website www.guideposts.org.uk or email your CV to careers@guideposts.org.uk Closing date: Friday 28 July This role is working in a regulated activity and subject to an enhanced DBS disclosure. Any convictions cautions, reprimands or final warnings are not “protected” as defined by the Rehabilitation of Offenders Act 1974 (Exceptions) Order 1975 (as amended in 2013). If you have not heard from us within 2 weeks of submitting your CV then unfortunately you have been unsuccessful in your application on this occasion. Guideposts is an equal opportunities employer and positively encourages applications from suitably qualified and eligible candidates regardless of sex, race, disability, age, sexual orientation, gender reassignment, religion or belief, marital status, or pregnancy and maternity.


trusted recruiter Regional Sales Manager – North of England

Product Specialist/Demonstrator (Initially on Maternity Cover) – West Midlands

Salary £30k to £35k

Salary £25k – £30k. OTE £35k with uncapped commission structure

Our client is a leading supplier of vehicle adaptation products for disabled users. They are seeking a Regional Sales Manager to maintain and develop current sales within the North of England and to source new business potential. Covering North of England including North Wales, anywhere north of Birmingham and on occasion Scotland. The Regional Sales Manager will act as an external ambassador, representing the company’s products, services and best interests. In addition to the key task of promoting and selling the company’s products to the customer base, the Regional Sales Manager is expected to provide excellent customer service at all times. Clients will include the end user, local authorities and transport managers, the education sector and social services. The Regional Sales Manager will work closely with the engineering dept. The ideal candidate will come from a similar background in assessing needs of disabled, wheelchair users and advising suitable products or services. Candidates with an understanding of passenger tail lifts or vehicle adaptations are highly advantageous but no essential. Base salary package offered is a base salary of between £30k - £35k, phone, laptop, company vehicle/demo vehicle, pension, 25 days holiday. Please submit your CV confidentially to antony@trustedrecruiter.co.uk to discuss further, including job reference Thiis431

Our client employs over 100 people and specialises in manufacturing, designing, and distributing postural and therapy products worldwide with the view to be becoming one of the fastest growing companies in our sector. The organisation is now seeking a product specialist covering the West Midlands to work alongside occupational therapists and physiotherapists, carrying out assessments, demonstrations, selling and setting up their full range of standing and seating products. This will involve account management and new business development with leads and appointments generated via the customer service team. We would be interested in therapists looking to try a commercial role on a contract basis or candidates with experience in a similar role - the role has the potential to develop into something permanent (though not guaranteed). Anyone with healthcare experience and some commercial experience or a genuine keenness to work within sales will also be considered. The company offers a basic salary of £25k – £30k depending on experience, plus OTE of £35k with an uncapped commission structure. Company van, fuel card, home broadband, phone, laptop & printer, 24 days holiday pro rata Confidentially send a copy of your CV to Antony@trustedrecruiter.co.uk including job reference 429 to discuss further.

66 www.thiis.co.uk


CR

A

CR

D

TES T E SH

D

A

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

Versatility all the way.

NEW IBEX For town and country, young and old, trendy and traditional – the 8mph scooter to streamline your sales

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

Team of the Year

1634TGAadTHiISadJulIbex17FPv1.indd 1

20/06/2017 13:28

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.

THIIS July 2017  

The July issue features the latest trade news, jobs and products. Key features include: - Italian manufacturer seeks UK dealers - More about...

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